Strategic Selling: Unlocking Growth by Converting CapEx to OpEx

In the first official deep dive of 2026, the Unlocked Podcast team explores a game-changing sales strategy: shifting high-ticket security solutions from Capital Expenditures (CapEx) to Operating Expenses (OpEx). Chad from Loc-Doc Security, Tony from Assured Security, and Lars from Calgary Lock & Safe break down why large, six-figure proposals often stall in today’s economic climate. The hosts explain that while security and key systems are vital, they often fall to the bottom of a client's priority list when competing with HVAC repairs or parking lot maintenance for limited capital budgets. By converting a large project into a digestible operating expense, facility managers can often bypass complex investment committees and use their own autonomous budgets to say "yes" faster. Lars shares a massive real-world example of a $700,000 rekey project that was successfully closed by spreading it over a five-year operational forecast. Tune in to learn how to tailor your sales approach to match how your customers actually want to spend their money.