How Can The Industry Do A Better Job Of Promoting Emerging Technologies In Physical Security Environments?
The security industry can do a better job of promoting emerging technologies in security environments by linking their solutions to measurable outcomes that matter to CISOs. Those outcomes could be to either reduce sales friction or to show measurable progress in key risk indicators that board members care about. For example, while according to the recent “The Impact of Technology in 2025 and Beyond: an IEEE Global Study,” 48% of technologists said that the top application for AI in 2025 will be real-time cybersecurity vulnerability identification and attack prevention, vendors should still be prepared to explain how investments in their solutions can produce progress over time and support agreed-upon business objectives, outside of the technical benefits. Unfortunately, most emerging technologies primarily discuss technical benefits and features, not business outcomes. For example, if a CISO cares about multifactor authentication coverage, vendors should explain how their solution improves coverage and ties that to higher business resiliency. That would also reduce friction in B2B sales where a high degree of MFA coverage could be cited as a key control in a SOC 2 type 2 report, for example.