2025 Security Industry Predictions: Julie Roehm, Chief Marketing Officer, Convergint

The 2025 Security Industry Predictions series continues today with Julie Roehm, chief marketing officer at Convergint.

Security Sales & Integration: Without getting into any specific vendors or branded solutions, what technology category or solution area do you see as 2025’s ripest, most profitable growth opportunity for security dealers, installers and integrators? Explain your reasoning.

 Julie Boehm: Artificial intelligence and cloud-driven solutions will continue to be one of the biggest market opportunities for security integrators in the upcoming year, as customers across nearly every sector look for fully integrated, easy-to-manage, and automated security systems to keep up with mounting threat (both physical and cyber).

Implementation of AI and cloud technologies across video analytics, access control, facility management and more will heat up in 2025 – as organizations across all verticals look to upgrade legacy security systems that may lack proper cybersecurity protections, and gain more predictive, robust data insights.

For security integrators, introducing AI solutions (and positioning them as transformative for business operations) will help better differentiate their product offerings and drive revenue growth.

SSI: These days, we’re all hearing a lot about the cloud migration, AI/machine learning, crime deterrence vs. crime reactiveness, etc. Which of these “hot topics” do you think is overplayed? Which ones do you think will truly transform the practice of security integration in the coming years?

Boehm: When it comes to cloud technologies, some organizations and sectors still face challenges in managing compliance and implementation (primarily in government agencies). With this, the technology will still continue to grow in prevalence and need (albeit not as rapidly as we’re seeing with AI) as organizations seek fully integrated, cybersecure solutions.

AI and machine learning (ML) is definitely a “hot topic” that will continue to rapidly transform security operations in 2025 and beyond. AI’s ability to provide comprehensive data insights, predict potential incidents, and provide guidance on security strategy will power both physical and cyber security transformation.

SSI: On the business and operations side, which single factor (e.g., interest rates, talent-related issues, geopolitical stressors) poses the biggest challenge for the security industry right now? How can business owners mitigate their downside risk?

Boehm: Both the complexity of physical and cyber threat and the rapid evolution of AI and cloud technologies has created a widening skills gap across the security industry. To attract and retain the best talent, security integrators must focus on developing custom, specialized technology trainings – including how to work with data insights, AI, analytics technologies and more.

To maintain industry leadership and growth, integrators should invest in comprehensive upskilling (workforce education, opportunities to gain certifications, etc.), offer competitive compensation, and craft compelling employer branding initiatives to attract top-tier talent.

SSI: What’s getting better about the security industry these days? What seems to be getting worse and worse?

Boehm: The threat landscape (both physical and cyber) is becoming more complex by the day, as bad actors and hackers continue to put our critical infrastructure, healthcare facilities, consumer data, workplaces and more at risk.

With this, the use of predictive and advanced data analytics is improving in response – providing more sophisticated threat analysis capabilities and streamlining cyber-protection initiatives for physical security device networks.

The market for security integration and technology is also becoming increasingly fragmented, and brand communication around emerging technology developments is growing in complexity – creating new challenges for security integrators looking to differentiate themselves in the crowded market.

SSI: What’s liable to catch some security dealers, installers and integrators off guard in the coming year?

Boehm: With AI growth will come potential regulatory changes in how agencies and organizations are able to utilize and deploy these technologies – as questions raised around data management, privacy and compliance continue.

Security integrators should be well-prepared for incoming regulations as they implement AI, ensuring proper data governance, documentation of the technology’s use, and training employees on how to safely use and implement AI tools.

 SSI: What’s the single most pressing issue that professionals in the security industry should look to tackle right now?

Boehm: Bridging the gap between cyber and physical security continues to be a priority in the security integration sector – as legacy physical security devices are increasingly susceptible to data breach and attack.

With this, integrators are continuing to implement cloud and AI driven technologies to meet complex security needs, as they’re able to provide comprehensive threat management, prediction, and response strategy insights.

In this threat environment, developing a compelling brand narrative continues to challenge integrators – on a leadership level, security professionals should focus on positioning security as a key driver of business strategy and growth, rather than a background service/precaution.

SSI: Finish this sentence: 2025 will be remembered as the year that the security industry…

Boehm: … realized the importance of shifting towards proactive, rather than just reactive, security operations. As organizations and integrators alike began to leverage AI and ML on a larger scale, we’ve already seen vast advancements in detecting physical threat, preventing data breach, and predicting behavioral patterns (utilizing analytics from video surveillance, access control systems, and more).

Security integrators will need to balance AI implementation with compliance, data security and evolving regulations in the coming year – but those that do will continue to drive business growth and enhanced security operations for customers.

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