Our Best Advice Q&A series continues with Bob Odierna, chief operating officer and co-founder of IC Realtime. He shares the best advice he’s ever heard, gives advice to security industry pros on the rise and names the person whose words carry the most weight for him and others in the sector.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Bob Odierna: Do the thing that moves the lever, not the things that just make you feel busy.
It is easy to fill your day with motion, emails, meetings, planning and tweaking. It looks productive, it feels productive but often it does not actually change the outcome. Real progress usually comes from a small number of actions that directly impact results, the hard call, the clear decision, the work that ships.
The challenge is that leverage rarely feels comfortable. It is the task you have been avoiding, the conversation you have been postponing, the step that carries a bit of risk. Busy work is safer. Lever-moving work is what actually creates change.
A simple way to stay aligned is to ask yourself what the one thing I can do today that would make everything else easier or unnecessary. Then do that first.
Progress is not about doing more; it is about doing what matters most.
SSI: What advice would you give to those looking to achieve success in the security industry?
Odierna: The security industry is vast with many different sectors and it is impossible to be the master of all. Instead, it is important to know your place in the ecosystem and focus on serving that sector in the best possible way. Become an expert in your area and dedicate yourself to understanding its challenges and opportunities. When you provide real value and demonstrate true expertise, the industry will recognize and reward your efforts.
Do not be just another person following the crowd. Always provide excellent service and support, and surround yourself with colleagues who share a commitment to quality and integrity. Look for ways to contribute to the industry as a whole, whether it is through mentorship, collaboration or innovation. Helping others and sharing knowledge builds credibility and strengthens the entire community.
Above all, be a servant leader to your employees. People are the most important part of any company. Support them, listen to them and invest in their growth. When you prioritize your team and help them succeed, the company will thrive along with the people who make it run.
Success in this business is not just about personal achievement. It is about building trust, adding value and making a positive impact wherever you can. By focusing on excellence, relationships and leadership, you can create a lasting legacy in the industry and leave a meaningful mark that goes beyond just the bottom line.
SSI: If you could point to one person in the security industry and tell up-and-comers, “Make sure to listen to what they have to say,” whom would you pick and why?
Odierna: Anita Brunet from Wesco. She has been in the industry for a long time and has a proven track record of staying on the pulse of where things are headed. She has played a key role in transforming the company into one of the industry’s best distributors, while consistently leading with both strength and kindness.
What truly sets her apart is her ability to balance high expectations with genuine care for people. She is firm and serious about the business and the standards she expects but she leads in a way that brings people along rather than pushing them aside. She understands the importance of relationships and takes the time to connect with employees, vendors, and dealers at every level.
Her leadership is not just about results; it is about building trust and consistency over time. People know where they stand with her and they know she is fully invested in the success of both the company and the individuals within it. That kind of leadership creates loyalty, accountability and long-term success.
Even with the demands of the role, she never loses her smile or sense of humor. That presence makes a difference. It reminds everyone around her that while the work is important, the people behind it matter just as much.
She is a great example that leadership is not just about driving performance. It is about setting the tone, creating a culture and showing up every day in a way that earns respect.
She is a reminder that this is not just work. It is a community of people building something meaningful together.
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