"Commerce requires a meeting of the minds between buyer and seller, and it's just not happening. The sellers can't explain what they're selling to the buyers, and the buyers don't buy because they don't understand what the sellers are selling. There's a mismatch between the two; they're so far apart that they're barely speaking the same language." Bruce Schneier on the security industry.
Having been on both sides of the vendor-IT buyer fence, I can definitely relate to both parties frustration. In this vein, some have referred to NSS Labs reports as 'next generation sales collateral', bridging the gap between brochureware and a proof of concept test (and who has time, expertise and resources for all that anyways).