We continue our Women in Security Q&A series with Joelle Grunblatt, chief operating officer at Ai-RGUS. She shares her security industry journey, obstacles she’s had to overcome along the way, her proudest career accomplishment and much more.
Security Sales & Integration: How did you get into the security industry?
Joelle Grunblatt: It all started at ISC West 2019. Duke University has a 2,000-camera system and security staff were spending over four hours each day verifying each camera feed for a clear and reliable view. This was incredibly inefficient and Duke needed a solution that didn’t yet exist in the market.
Chief scientist Dr. Daniel Reichman developed Ai-RGUS for Duke University and I was sent to ISC West 2019 to begin marketing it as a first-of-its-kind solution. Duke University, with Ai-RGUS, now spends just five minutes checking on the health of their security system.
At the show in 2019, I realized just how important the Ai-RGUS solution was to the industry. I spent two days networking with and learning from security professionals. We discussed their pain points, interests and needs.
I left ISC West understanding the potential for maintenance as a service and excited to develop a method for managed service providers to earn recurring monthly revenue from the Ai-RGUS software. In this way, we began revolutionizing the industry by adding value for both MSPs and their customers through proactive security software.
SSI: Have you encountered any difficulties or obstacles in your security industry career?
Grunblatt: I’ve had my share of obstacles in the industry, especially when it comes to introducing new technology into environments where people are used to doing things a certain way. But I’ve found that my background as a teacher has been a unique advantage.
Rather than taking a “salesy” approach, I focus on educating and creating value. I take the time to explain the “why” behind our software: how it fits into their workflow, how it solves real problems, and why it matters. That approach naturally opens doors and builds trust.
People are curious, and once they see the bigger picture, the conversation shifts from resistance to collaboration. That’s where the most successful and lasting business partnerships begin.
SSI: Whom would you point to as the most influential and helpful mentors in your career? What did they do to help you?
Grunblatt: I’ve been fortunate to learn from many mentors throughout my career. Colleagues and clients bring unique perspectives and I’ve always believed there’s something to learn from everyone if you take the time to listen.
Sales trainings taught me structure and strategy, while my teaching background showed me how to communicate with clarity and purpose. It’s the blend of these experiences that shaped my approach today: lead with value, listen deeply and build real partnerships.
SSI: What is your proudest career accomplishment?
Grunblatt: Becoming the COO of Ai-RGUS is without a doubt my proudest career accomplishment. It’s the result of years of learning, listening, teaching, adapting and paving my own way. I’m proud to help drive a mission and lead a team that truly makes a difference in the security industry.
SSI: What do you love most about working in the security industry?
Grunblatt: The people! They’re incredibly friendly, interesting and each determined to accomplish something. Many security professionals are out there every day making a real impact by protecting communities, saving lives and creating safe environments. It’s inspiring to work alongside such dedicated people.
SSI: How can the security industry become even better?
Grunblatt: The physical security industry is being faced with an important question: How do we adopt new technology without sacrificing security?
With the rise of AI and new technology, some security professionals are becoming skeptical. However, we should stay adaptable and be willing to try new solutions! Many new innovations are improving efficiency and effectiveness of physical security teams. When we thoughtfully integrate new technology, we enhance operations and have greater impact on security as a whole.
Click here to read our entire Women in Security Q&A series!
