How AI & ChatGPT are Disrupting Physical Security Sales

Is your favorite security brand saying one thing on stage but doing another back at the office? The gap between industry rhetoric and actual execution is wider than ever, and it is time to address the elephant in the room. In this episode of Secured, Lee Odess breaks down the latest moves in the industry and what they really mean for the future of physical security in addition to sharing a field report from 45 interviews conducted at ISC West. From the shift toward cloud and AI to the convergence of mindset, the industry is at a crossroads. We take a hard look at why traditional marketing is failing and how AI tools like ChatGPT and Perplexity are changing how buyers find vendors. If your company is still relying on 1990s marketing plans and pay-for-play magazine stories, you are falling behind the leaders who are already winning with social selling and digital relevancy. It is time to stop defending the status quo and start acting with conviction. Whether you are an integrator, a manufacturer, or an end user, the landscape is changing fast. Those who wait for proof of the mainstream moment may find themselves without a seat when the music stops. Chapters 0:00 Intro and the industry gap 0:38 The latest industry moves 2:35 ISC West field report and 45 interviews 3:15 Is this the mainstream moment 4:54 The evolution of B2B buying behavior 6:30 Why traditional marketing is failing 7:45 Leaders winning with social selling 8:35 The conviction gap and status quo 9:40 Closing and next week preview Subscribe to the channel and share this episode with someone who needs to hear it. Join the conversation in the PhySec Collective Slack to keep the momentum going.