By: Anita Brunet, Wesco
A few years ago, artificial intelligence (AI) still felt like a future concept. Now, it’s everywhere – and in our industry, it’s already reshaping how we think about security. The same goes for cloud platforms, “as-a-service” models and a host of other technologies that are quickly becoming part of the standard toolkit.
Change isn’t new to those of us in security, but the speed and scope of it right now is a lot – even for the most experienced professionals. It’s tough to stay current, lead a team, manage customers and still find time to make sense of new tech.
That’s why it’s important to have a solid partner at your side; it’s no longer a nice-to-have amenity— it’s a must.
A good partner isn’t just there to sell you a product. They’re someone who takes the time to understand your business, your goals and your challenges — and then rolls up their sleeves to help you move forward. If you’re trying to figure out whether you have that kind of partner, or whether you need one, here are a few thoughts from what I’ve seen on the ground:
It’s hard to keep up with everything on your own.
Integrators are being asked to do more than ever — you’re expected to know about cybersecurity, remote management tools, AI-enabled video and platforms that keep evolving. And if you don’t, there’s a risk of losing relevance with your customers.
Having someone who can break down what’s new, what’s useful and what’s just noise can save you a lot of time and frustration. The right partner helps you see what’s coming and think through how it fits — or doesn’t — in your own business. They can also connect you to manufacturers and training resources when you need more depth.
You need to protect your time and grow your business.
There’s only so much time in the day, and the more of it you spend researching tools or chasing updates, the less you have to actually run your business. A partner can help in a variety of ways like flagging what matters most, presenting ideas on how to turn new technologies into recurring revenue, or showing how others in the field are expanding into areas like AV or safety.
It’s not about chasing trends, it’s about finding the right opportunities to grow. A partner who has your best interests in mind can help you do that — in a way that fits your business.
Today’s challenges are real, and you don’t have to tackle them alone.
From labor shortages to unpredictable supply chains, integrators are navigating more curveballs than ever. When resources are tight, every hour of skilled labor counts. Partners can help you stretch those resources — whether through services that ease the load or by helping you find reliable product alternatives when availability is tight.
These aren’t just “value-adds.” In today’s environment, they’re essential to keeping projects on track and clients happy.
So, how do you find the right partner?
Look for someone who knows the industry inside and out, has strong relationships with manufacturers and can offer practical help — not just more sales pitches. You want someone who asks questions, listens to your needs and works with you to solve real problems.
Whether you’re trying to understand where technology is heading or looking for help navigating specific roadblocks, reach out to your partner — and if you don’t have one, it might be time to find one you can trust.
ABOUT THE AUTHOR
Anita Brunet is the Vice President of Sales, North America Branch Security & Locking Solutions for Wesco. She is a past president of CANASA (Canadian Security Association) where she still serves on their board of directors. In 2024, Anita was named to SIA’s Women in Security Forum’s Power 100 in recognition of her leadership and impact in the global security industry.