As the calendar flipped from 2025 to 2026, we’ve shifted from 2025 security industry reflections to 2026 predictions for the sector. Today, we hear from Eric Yunag, executive vice president, products and services, for Convergint.
We’ll have many more predictions from some of the brightest minds in the security industry throughout the month!
Security Sales & Integration: What’s the single most pressing challenge that professionals in the security industry must tackle right now? And how would you suggest tackling it?
Eric Yunag: The single most pressing challenge security professionals must tackle right now is overcoming the lack of true collaboration across the ecosystem. For years, practitioners have operated within a linear, product-driven model that moves hardware from manufacturers to distributors to integrators to end users.
That model created efficiency, but not effectiveness, and it was never designed to deliver the outcomes that today’s converged, cloud-enabled, artificial intelligence-driven environments demand. Modern security problems are too complex, too interconnected, and too dependent on data and interoperability for any professional to solve in isolation.
Addressing this challenge starts with adopting a “build with” mindset, shifting from transactional handoffs to true co-creation with partners across the value chain.
Security professionals must collaborate early with manufacturers, integrators, IT, and cross-functional stakeholders to design solutions around outcomes rather than offerings; ensure interoperability, governance and enterprise alignment; and treat security as a coordinated ecosystem rather than a set of isolated deployments.
By embracing collaboration, shared accountability and joint problem-solving, security professionals can move beyond simply deploying technology and instead deliver the meaningful, measurable security outcomes their organizations expect.
SSI: Finish this sentence: “2026 will be remembered as the year that the security industry…”
Yunag: … transitioned from a linear channel that was built to move products to a connected value chain that is built to deliver customer outcomes.
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