# Strategic Selling: Unlocking Growth by Converting CapEx to OpEx

Page: https://stenobird.com/podcast/unlocked-podcast-7056483/strategic-selling-unlocking-growth-by-converting-capex-to-opex
Text version: https://stenobird.com/podcast/unlocked-podcast-7056483/strategic-selling-unlocking-growth-by-converting-capex-to-opex.md
Podcast: [Unlocked Podcast](https://stenobird.com/podcast/unlocked-podcast-7056483)
Published: 2026-01-15T11:30:00+00:00
Episode link: https://podcasters.spotify.com/pod/show/podcastunlocked/episodes/Strategic-Selling-Unlocking-Growth-by-Converting-CapEx-to-OpEx-e3dbds8
Audio file: https://anchor.fm/s/fc2278e0/podcast/play/113669448/https%3A%2F%2Fd3ctxlq1ktw2nl.cloudfront.net%2Fstaging%2F2026-0-8%2F748820af-9a15-4e9e-f831-feeec9f9b836.m4a
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JSON: https://stenobird.com/v1/public/podcasts/unlocked-podcast-7056483/episodes/strategic-selling-unlocking-growth-by-converting-capex-to-opex
Duration seconds: 3803

## Resource

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.

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## Transcript

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