The latest entry in the Security Sales & Integration Best Advice series comes from John Nemerofsky, chief operating officer of Sage Integration and a member of SSI’s editorial advisory board. He’s also the chairman-elect of the Foundation for Advancing Security Talent, among other volunteer roles for security industry improvement.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
John Nemerofsky: “Stay close to the problem.” That advice has stayed with me throughout my career. It means being directly engaged in the real challenges your clients, your teams and your industry are facing.
When you stay grounded in the day-to-day realities—whether it’s understanding how a system performs in the field or how a client experiences a service issue—you make better decisions. You become more strategic because you’re rooted in truth, not just assumptions.
Equally important, something I’ve come to believe strongly is: Give back to your industry and get involved. It’s one thing to build a successful career or company, but long-term success comes from contributing to something larger than yourself.
Organizations like the Security Industry Association, Electronic Security Association, Mission 500 and FAST are doing critical work in areas like workforce development, diversity, and standards. When you roll up your sleeves and contribute—by mentoring, serving on a board, or supporting industry initiatives—you help shape the future of security. And along the way, you learn just as much as you give.
SSI: What advice would you give to those looking to achieve success in the security industry?
Nemerofsky: The security industry is built on trust, reliability, and the ability to solve complex problems in real time. If you’re just starting out—or looking to grow—my advice is this: Be a student of both the technology and the people.
You have to know your stuff. Stay curious and invest in learning everything you can about emerging technologies—cloud platforms, artificial intelligence, access control, video analytics and managed services. But success doesn’t come from knowledge alone. It comes from how you apply it. That’s where relationships matter.
This industry moves at the speed of trust. Build credibility by doing what you say you’ll do. Earn respect by showing up consistently. And never stop learning—from your clients, your teammates, and your competitors.
Also, don’t be afraid to take the long road. Everyone wants quick wins, but real, lasting success in this field comes from building a reputation over time—one based on integrity, follow-through, and putting the client’s needs first. If you focus on that, the opportunities will come.
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?
Nemerofsky: There are a few names that stand out, and each has shaped the industry in a meaningful way.
Don Erickson, CEO of the Security Industry Association (SIA), is someone every rising professional should watch. His leadership around policy, workforce development and technology innovation has helped guide the direction of the entire industry.
I’d also highlight Sandy Jones, who has been a trailblazer and visionary for decades. She’s not only opened doors for others, but she’s also consistently pushed the industry to think more strategically and inclusively.
And finally, Tom Catagnus—a mentor and leader who helped professionalize the integration space. Tom’s deep understanding of sales, operations and people has impacted countless careers and businesses, mine included.
Each of them represents a different dimension of what leadership in this industry looks like: advocacy, innovation, and hands-on expertise.
Click here to check out all entries in SSI’s Best Advice series!
