The SSI Best Advice Q&A series continues with Anita Brunet, vice president of security solutions for the Americas at Wesco. She notes the best advice she’s ever gotten, shares tips for security industry pros on the rise and names the person whose advice means most to her.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Anita Brunet: If I had to pick the best advice I’ve ever received, it would be a combination of two things that have stuck with me my entire career.
The first is “bloom where you’re planted.” And for me, that’s been very real. I learned not to chase titles or the next job just for the sake of it. Instead, focus on where you are, put in the work, learn the business, build relationships, and leave things better than you found them.
I started in inside sales, moved into outside sales, then into management and eventually into broader leadership roles. None of that happened overnight and I’m glad it didn’t because, at each stage, I took the time to learn the business, understand the customer and build relationships.
Those layers matter. You can’t shortcut that kind of experience.
That mindset has shaped how I lead today, because when you do that consistently, the growth comes anyway.
The second piece of advice that’s stayed with me is the old adage, “get comfortable being uncomfortable”. Every time I started to feel like I had things figured out, I was pushed into something new. And while that’s not always easy, that’s where the real growth happens.
This industry has so much opportunity but the people who truly succeed are the ones who build a strong foundation and keep evolving as the business evolves.
SSI: What advice would you give to those looking to achieve success in the security industry?
Brunet: This industry is bigger than most people realize. You can come in through one door: sales, operations, technical etc., and end up somewhere completely different over time. The people who do well are the ones who stay curious and take the time to really understand how the whole ecosystem works: manufacturers, distributors, integrators and end users.
Second, build relationships early and take care of them. This is a relationship-driven industry. Your reputation follows you and how you show up with customers, partners and your own team matters more than any short-term win.
And lastly, be willing to evolve. The industry is changing fast, cloud, AI, IoT, converging technologies; it’s not the same business it was even five years ago. The people who succeed are the ones who lean into that change.
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?
Brunet: For anyone coming into this industry, I’d say: don’t just focus on products, technology or transactions; learn how the business really works. Because the people who understand that are the ones who end up shaping it.
I’m a big fan of Michael Barnes from Barnes & Associates. I’ve heard him speak at many industry events and each time I learn something of value.
His experience is unmatched, having been involved in hundreds of acquisitions with a deep understanding of how security businesses are built, valued and scaled. But what makes his perspective so valuable isn’t just the volume of deals; it’s his ability to speak to the fundamentals that sit underneath them: capital strategy, operational discipline and what it actually takes to build a sustainable business over time.
I would also encourage people to look at companies including Stone Security that have built strong, enduring businesses by staying true to their values while continuing to evolve. They’ve shown that success isn’t just about growth, it’s about consistency, culture and how you show up for your customers and partners over the long term.
To me, that combination is where the real learning is. Learn from people who understand how the business works at a structural level and from companies that execute it well every day.
Click here to check out all entries in SSI’s Best Advice series!
