Today’s Best Advice Q&A series shines the spotlight on Daniel Gundlach, vice president and head of business unit, NAM – PACS, for HID. He shares the best advice he’s ever gotten, what he shares with security industry newcomers and who he thinks industry up-and-comers should listen to as they proceed down their career paths.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Daniel Gundlach: The best piece of advice I’ve ever received by far came from my wife. It was 31 years ago and I was trying to decide which career path to follow: communications, which sounded exciting, or security, which sounded quite boring. She convinced me I had it backwards and that I should give security a shot. I did, and the rest is history; Communications burst along with the dot-com bubble while security is going stronger than ever.
The security industry is constantly evolving, and that’s part of what makes it so compelling. With my roots in video surveillance, it’s been exciting to see it converge with access control and identity management. Combine that with the diverse partnerships—OEMs, tech integrators and the clients we collaborate with—and easy to understand why I take so much pride in our work protecting people, places and things.
It’s meaningful, it’s impactful and I owe a lot to my wife for encouraging me to jump in when I did.
SSI: What advice would you give to those looking to achieve success in the security industry?
Gundlach: Be an expert in your trade. That’s especially true if you’re in a customer-facing role. If you know what you’re talking about technically and commercially, you have real value to offer the customer. Invest the time into learning everything you can.
A little hard work never killed anyone but it did help them attain things they couldn’t have otherwise!
There are plenty of ways to build this expertise. Industry associations are a great resource for podcasts, research, webinars, conferences and certifications. Vendor companies can also be great source of information on industry trends and customer pain points. Because we work so closely with a wide range of customers and tech, we often gain insider insights into emerging challenges and where the market is headed.
Beyond formal learning, I’ve found the most valuable insights come from having real conversations. I make it a point to regularly connect with HID’s customers and partners to understand what’s working, what’s not, and what they need next.
We host Voice of the Customer events that aren’t just about collecting praise. They’re also about hearing the tough feedback and identifying solutions. Those honest exchanges shape how we evolve our solutions and how we show up as true partners, not just another vendor.
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?
Gundlach: I don’t believe there is a singular person everyone should listen to. Even if I did, it’s unlikely you’d have heard of them because they wouldn’t be a household name. What I do believe is that regardless of the company you’re with or the position you’re in, you should seek an experienced mentor.
Security is a unique field with many layers of technology, policy and operations. It has long deployment cycles and even longer career arcs. You learn by listening to the tenured professionals who’ve spent years navigating those layers.
If you’re lucky, your company might have a mentorship program. HID does and it’s been hugely beneficial to everyone involved. It’s a way for mentors to give back to and shape their industry, while mentees learn from those who have already walked a mile in their shoes—and gain a reputation as someone eager to learn and expand their knowledge and skills.
Many trade associations and universities also offer mentorship and career guidance programs.
Finally, don’t be afraid to ask someone you admire for guidance. Most security professionals are happy to help if you show genuine interest. And remember, this is a long-haul industry. Success comes from consistency, curiosity, and building a strong network to support you along your professional journey.
Click here to check out the entire Best Advice series!
