The CISO Now Owns Physical Security. Here's What That Means for the Channel
ITPro, Wednesday, August 19th, 2026
Physical security budgets have moved to CISOs, changing who partners sell to and what they must be able to discuss.
ITPro examines a shift in who controls physical security budgets. For years selling physical security meant knowing one buyer: the director of physical security or facilities signed off on cameras, locks and badge readers, and the conversation stayed within that domain.
Those budgets have now moved to CISOs. The article argues partners must adapt to a buyer who evaluates cameras and access control as network-connected systems with cyber risk.
It covers what that changes about how physical security is sold and supported.