Editor’s Note: Another version of this article originally appeared on our sister-site Security Sales & Integration on January 28, 2026. It has since been updated for My TechDecisions’ audience.
More system integrators are beginning to recognize that IT departments hold greater influence over technology investments that were once managed solely by security teams, particularly when cybersecurity is involved.
This shift reflects a simple reality: IT is ultimately responsible for managing the organization’s technology risk. When new devices or systems introduce cybersecurity vulnerabilities, IT teams are accountable for identifying and mitigating that exposure.
From an IT perspective, attack vectors can take many forms—not just cameras or software but also smart lighting, access control hardware or other IoT-connected devices.
A 2017 incident in which criminals accessed a casino’s network through a connected fish tank illustrates why IT teams approach new technology with skepticism: even seemingly harmless systems can become entry points for attackers. If they cannot confidently say a system is secure and compliant, the safest option is to say no.
This hesitation is not about being overly cautious. IT leaders are accountable for protecting sensitive assets, including intellectual property, employee records and financial data. Failure to perform due diligence can expose the organization to regulatory penalties, reputational damage and operational disruption.
This shift requires system integrators to move away from feature-driven product discussions and toward platform-level outcomes. Security teams may be excited by new capabilities and technologies but IT teams first want to understand how a platform manages risk.
Integrators should be prepared to explain how a solution reduces complexity, limits liability and minimizes human error by automating routine tasks.
What Security System Integrators Can Consider When Speaking to the IT Buyer
Speaking IT’s language—data governance, network impact, cybersecurity posture—goes a long way toward building trust. Integrators who address IT concerns early can reduce objections, shorten review cycles and build confidence with IT.
In practice, here are a few things system integrators can address:
Compatibility with the existing technology stack
- Open integrations that support single sign-on (SSO), cloud platforms and established systems
- Flexible deployment models that work in on-prem, cloud or hybrid environments
- Built-in interoperability through strong APIs or widely adopted standards
Cybersecurity and regulatory compliance
- Data protection measures such as end-to-end encryption to support confidentiality and privacy
- Compliance capabilities aligned with relevant regulations and standards, depending on region and sector
- Role-based access controls and multi-factor authentication to prevent unauthorized access
- Audit trails and activity logs that support oversight and compliance monitoring
- Recognized cybersecurity certifications and standards for cloud-based services
Reliability and system resiliency
- Defined service level agreements (SLAs) that support continuous operations
- Disaster recovery capabilities, including automated failover and business continuity strategies
- Scalable performance that supports growth without degrading system reliability
Bringing IT and Security Teams Together
Integrators are uniquely positioned to act as a bridge between IT and security, helping both sides understand each other’s priorities. In the IT world, subscription-based software and ongoing maintenance agreements are standard. In contrast, security teams have historically favored one-time system purchases that are maintained internally. Navigating these differences requires clear communication and expectation-setting.
Because many IT buyers do not come from a physical security background, integrators should expect to explain not only what they are proposing but how it will affect IT workloads and responsibilities. This creates an opportunity to reframe the conversation around benefits that matter to IT teams, such as interoperability, scalability, resiliency and long-term maintainability.
Integrators can also look for areas of natural alignment with IT goals, including compliance, data protection and on-prem versus cloud deployment strategies. When a solution includes built-in safeguards—such as cybersecurity hardening guides, security posture scoring or controls that restrict access to authorized users—these should be highlighted early in the discussion.
Automation is another strong point of connection. IT teams are often stretched thin and are drawn to solutions that reduce manual effort through centralized management, automated updates or simplified configuration.
While many IT stakeholders favor cloud-based software-as-a-service models for their continuous delivery of patches and improvements, governance preferences vary. Some organizations want direct control over deployments, while others prefer automatic updates.
Integrators who understand these governance models can recommend solutions that align with how IT teams prefer to work—making approvals faster and deployments smoother.
Get Buy-In Early in the Process
For integrators, working effectively with IT is more critical than ever. It’s no longer enough to simply invite IT to the table late in the process. Integrators need to understand IT’s priorities, preferences, and goals from the outset—and adapt their approach accordingly. Security solutions are far more likely to be approved when they align with the organization’s established IT best practices, governance models and risk tolerance.
Today, there are very few scenarios in which a security deployment would not require IT review and sign-off. Even systems designed to be isolated or air-gapped must be assessed to confirm how they are installed, maintained and updated and to ensure no unintended connections introduce vulnerabilities.
To adapt to this reality, integrators need to build credibility through early and consistent engagement with IT, ideally starting with the very first meeting. Bringing IT into the process early helps ensure that security decision-makers are aligned with current network security, governance and compliance requirements.
Alex Halliday is director of channel enablement, North America, sales, at Genetec.
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