Security Is Becoming an IT Business. Here's Why
episode
Entry & Exit - Inside the Security & Fire Industry
18 min
2 speakers
7 chapters
transcribed 1 month ago
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Transcript generated automatically by AI and may contain errors.
Why is IT becoming the primary economic buyer for security projects?
And I think that that's kind of the new reality of Where we are, right? I mean, don't you ha didn't you feel that when we were at ESA this last two weeks ago or whenever we were there last week?
It really felt like If you really look around, a lot of that room is made up of technology salespeople.
Data integration and data sharing is going to be the new table statements. It's not gonna be do you have an API.
And so you have to be able to speak to cybersecurity, you have to be able to speak to interoperability APIs. If Colin just said MCP and you're like, what is that, MasterCard? Uh like three to five years, you're gonna get left behind if you can't speak the language. That's good. Honestly people, this is the sauce right here actually. Welcome to Entry and Exit. My name is Steven Ullman and I also have Colin Trimble with me. We run Alarm Masters by day and by night or other parts of the day we also host this podcast. And we hope it helps people.
Not really ever by night. Not really ever by night.
Not really. No, we're with our kids. Like let's be honest. Yeah. And our wives. We have those two. Um one of them each. Uh and so Whatever. God, it's technicality. Yeah, technicality. In case you're in case you were curious. Um I'm gonna leave it. I'm gonna leave it alone. Um not getting in trouble. Um so today we're talking about kind of a hot take. You know, there's this concept that um cyber and physical, or maybe even better said, like um the uh IT high t high tech IT side and physical are kind of converging. But that kind of sounds like it's a fifty fifty relationship. And the hot take is no, it's just that IT and everything that comes along with it is kind of taking over the conversation.
Yeah, that's right. I uh I wasn't this really interesting um video yesterday that was about A company? Hmm. That Uh twenty years ago launched some of the first satellites, like kind of precursor to Starlink.
How are open APIs and data integration becoming table‑stakes for security vendors?
And they were geostationary and so meaning they were positioned in a s fixed place and all they did was take pictures of retailers parking lots. And they cum did a statistical analysis year over year because it was the best predictor uh when you aggregate it for how Target, Best Buy, Bed Bath and Beyond, whatever their stock was gonna do. And they had something like an eighty five percent uh correlation, whatever. And so what was super interesting about that was Data. uh was the king and they were getting paid a lot of money for the data. And what I think is gonna happen here is Uh well, what I don't think it's already happening. IT is now becoming the primary purchaser for Um commercial security applications and even fire a lot of times.
Uh where used to it would be kind of thrown on the s the IT person to just kind of figure it out and deal with it. Or it was maybe on Maintenance and they kinda had a hand with IT. Now it's almost I mean, which what we're experiencing is almost squarely with IT. The IT is the economic buyer, qualifier, not always the top level decision maker, but they are the qualifier and they are the economic Decision maker. And so What's hap and the reason that's happening more, I mean, you you tell me, I I think a lot of that's happening because Kinda gone are the days where you had to have all these wired devices all over your building. We're now in an IoT world. And and we're seeing, you know, burglar alarms are sort of traditional burglar alarms are disappearing.
Traditional access control is sort of morphing into video enabled access control. Um And I think that that's kind of the new reality of where we are, right? I mean, don't you ha didn't you feel that when we were at ESA this last like two weeks ago or whenever we were there last week?
Kind of the like the fun, good old boy, like very technical security focused um salesman. It isn't really at those things anymore. It feels like and it and it really felt like If you really look around the A lot of that room is made up of technology salespeople. Yep. And people that have come from other industries that are really adept at selling software as a service or, you know, licenses or things like that.
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Chapters
7 chapters
1
Why is IT becoming the primary economic buyer for security projects?
0:00–2:10
2
How are open APIs and data integration becoming table‑stakes for security vendors?
2:10–5:31
3
What does it mean for integrators when manufacturers don’t offer an open API?
5:31–8:49
4
How is AI accelerating change in the security industry and what should integrators expect?
8:49–12:59
5
Why are cybersecurity and penetration testing now essential topics for security professionals?
12:59–16:31
6
What new vulnerabilities are emerging from IoT and smart‑device deployments?
16:31–17:50
7
How will custom‑built security software stacks and single‑use software shape the future?
17:50–18:07
Speakers
2 identifiedMore from Entry & Exit - Inside the Security & Fire Industry
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