Today, in his Best Advice Q&A, Z-Wave Alliance chairman of the board Avi Rosenthal, the managing partner of blueConnect Partners, shares the best advice he’s ever receives, talks about his tips for young people in the security industry and points to the person whom others in the sector should listen at all times.
Security Sales & Integration: What’s the best piece of advice you’ve ever gotten?
Avi Rosenthal: The best advice I ever received came from my very first manager. He told me to always treat customers the way I would want to be treated. That stuck with me.
It’s not just about delivering a product or service; it’s about stepping into the customer’s shoes, really understanding what motivates them and what they’re trying to achieve. When you approach relationships with that level of empathy, you can build true partnerships and create win-win situations that help everyone succeed.
SSI: What advice would you give to those looking to achieve success in the security industry?
Rosenthal: If you want to succeed in the security industry, the first thing I’d say is take off the blinders. It’s easy to get tunnel vision and focus only on what’s directly in front of you, whether that’s a single product line, a type of customer or your day-to-day operations.
But the industry is constantly evolving and you need to see the bigger picture. Stay open-minded, embrace change and diversify your perspective. Don’t limit yourself to one product, one service or one type of client. The broader your view, the more opportunities you’ll be able to recognize and act on.
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,” who would you pick and why?
Rosenthal: Without hesitation, I’d point to George De Marco, managing partner at DECO Ventures and chairman of the Electronic Security Expo (ESX). George has a truly unique perspective on this industry as he’s seen it from every angle and has done just about everything you can do in it.
What makes him stand out is that his insights always come from a place of genuinely caring about the industry’s best interests. His knowledge and understanding are second to none, and even after all my years in this field, I still go to George for advice. If you’re looking to learn from someone, he’s the person to pay attention to.
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