The Best Advice Q&A series keeps rolling on with Sachin Khanna, chief product officer at IQSIGHT. He shares the best advice he’s ever heard, gives pointers to security industry up-and-comers and names the person to whom all others in the sector should always listen.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Sachin Khanna: “Never force customers to choose between innovation and quality.”
Early in my career, I was told that innovation creates excitement but quality and reliability create trust. The most successful products are not necessarily the ones with the longest feature list but the ones that continue to perform, remain secure, and deliver value year after year.
That advice has shaped how I think about product leadership. I am passionate about innovation and pushing technology forward, but I believe innovation only matters when it is built on a foundation of quality, cybersecurity, reliability and strong customer support.
Customers invest in products expecting them to work when it matters most and that trust must be earned every day. In the long run, customers remember the companies whose products stand the test of time.
SSI: What advice would you give to those looking to achieve success in the security industry?
Khanna: Success in the security industry comes from earning trust every day.
While innovation is critical, customers ultimately invest in solutions that are reliable, secure and built to last. Focus on solving real customer problems, never compromise on quality and always think long-term. Features may attract customers but trust, reliability, cybersecurity and strong support are what keep them loyal for years.
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?
Khanna: Sam Ward, chief commercial officer at IQSIGHT.
Sam combines something that is surprisingly rare in our industry: deep technical understanding with a strong customer and market perspective. Having started his career as an engineer and later leading global sales and commercial organizations, he understands both how products are built and why customers buy them.
What I particularly appreciate is his ability to stay grounded in real customer needs. Sam consistently emphasizes listening to customers, understanding market challenges and focusing on solutions that create long-term value rather than chasing short-term trends, which is an important lesson for those looking to succeed in the security industry.
If there’s one takeaway from Sam’s career, it’s that success comes from staying close to the customer, understanding the market and never losing sight of the value you’re creating for the people who depend on your solutions every day.
Click here to check out all entries in SSI’s Best Advice series!
