For years, the worlds of physical security and information technology (IT) remained separate and often at cross-purposes. The departments often worked in silos, despite the fact that infrastructure needs were crucial in the security industry and network traffic and data were of interest to IT professionals.
Today, these practices are no longer divided. Physical security depends on network security, and vice versa. For partners, this presents a new challenge – how to speak to both IT and security teams and meet the goals of both. IT professionals are often responsible for protecting both digital and physical assets, so making the right choice is critical. Channel partners need to be able to offer solutions that are secure and easy to maintain, resulting in fewer system issues and downtime.
This checklist can help start your discussion with IT buyers. It outlines the goals that many IT leaders have for their physical security system.
1. Demonstrate alignment with security, business, and IT strategy
A modern physical security solution should be a strategic fit that enhances the broader organisational goals – for IT, security, facilities teams, and others. It should improve collaboration between teams to achieve mutual goals.
Start by demonstrating to IT and physical security teams how security systems generate rich resources of data that can help them improve safety protocols, optimise resources, and support cross-functional insights. Offer use cases of how other organisations have been able to use their systems for compliance reporting, efficiency improvements, or other operational goals. They’ll start to see how their physical security systems can break down silos between their teams.
2. Highlight technical compatibility
A security solution should complement the customer’s existing IT ecosystem, not complicate it. Disconnected systems can cause a lot of manual work, putting strain on budgets and resources. A unified system helps reduce this load through automation, single sign-on, and centralised management.
Suggest open architecture solutions to help ensure compatibility and avoid vendor lock-in. Such systems can also integrate smoothly with core systems like Active Directory, cloud platforms, and identity management tools to support the day-to-day operations of IT teams. Look for an open API framework that enables custom integrations with third-party tools, giving you the flexibility to tailor your customer’s system to their needs.
3. Prioritise cybersecurity and compliance
Cybersecurity is non-negotiable for IT teams. They place a high priority on solutions that offer end-to-end encryption and secure data transfer protocols to safeguard sensitive information. They also look for compliance with global standards and regional laws such as GDPR, NIS2, ISO 27001, CCPA/CPRA, and the EU AI Act.
IT teams also expect granular user controls, including role-based permissions and multi-factor authentication, as well as comprehensive audit trails to ensure accountability. Make sure your vendors demonstrate cybersecurity maturity through SOC 2 Type II audits and certifications under ISO/IEC 27017 and ISO/IEC 27001.
Work with your manufacturer to stay up to date on the latest protocols and understand which solutions are compliant. Share this information with your IT customers. Your manufacturer should also provide training to help educate your team as requirements evolve.
4. Offer a pilot program to show reliability and performance
IT teams want to make sure their security systems are reliable around the clock. Recommend solutions with high-availability configurations and clearly defined service level agreements (SLAs). Automated failover and disaster recovery capabilities should be built in.
Scalability matters, too. The system should handle growing data volumes and the deployment of new systems and facilities without sacrificing performance.
Suggest a pilot program for your customer to test out their new solution in their own environment to ensure reliability and compatibility. This will give your customer the opportunity to experience the system “in action” and ask questions before purchasing.
5. Indicate the cost of ownership
IT teams want to understand the total cost of ownership (TCO) for long-term planning.
Work with your manufacturer to provide transparent pricing structures that encompass licensing, implementation, and maintenance costs, avoiding hidden fees.
Offer different deployment models that provide both technical and financial flexibility. Flexible licensing models (subscription or perpetual) can help align expenditures with financial planning. It also gives your customer the option to adopt cloud services at their own pace while continuing to use existing on-prem infrastructure.
6. Highlight vendor reputation and support
Vendor stability and reputation matter to IT teams. Ensure your manufacturer has a proven track record. Examine case studies across various industries to gauge the vendor’s ability to meet diverse security requirements. Relay those stories to your customer to provide real-life examples of how a solution meets their needs.
7. Support the implementation and user adoption
Deployment should be collaborative and minimally disruptive. Work with your manufacturer to develop a detailed implementation plan and timeline that you can then present to your customer. After implementation, you have an opportunity to continue building the relationship with the customer using training resources that drive adoption and long-term success. Your manufacturer should be able to support you with easily accessible tools and guides.
8. Offer risk assessment information
IT teams take a proactive approach to risk. Demonstrate how your vendor provides clear vulnerability management and incident response protocols. This is where pilot programs are also invaluable. Help your customer test the solution in their environment before a full deployment.
Reaching IT teams isn’t about adding more features; it’s about aligning with their standards and making it easy for them to say yes. Work with your manufacturer to stay up to date on the latest requirements and opportunities to improve collaboration between teams.
As a security integrator, you can help address the goals of both IT and physical security teams. Work with them to develop long-term relationships and a comprehensive approach to securing their organisation, ensuring both physical and cyber threats are effectively mitigated.
The author, Alex Halliday is the Director of Channel Enablement, North America, Sales, Genetec, Inc.
