Matt Barnette, President and CEO, PSA Network: Best Advice

The latest entry in the Best Advice Q&A series comes from Matt Barnette, president and chief executive officer for PSA Network. He shares the best advice he’s ever heard, how he guides security industry newcomers to successful careers and who stands out as a sage in the sector.

Security Sales & Integration: What’s the best piece of advice you’ve ever received?

Matt Barnette: The best advice I’ve ever received came from a trusted industry friend, Dan Rothrock, and it’s something I’ve carried with me every day since: “Seventy percent of the job is showing up, consistently, over the length of your career. The rest requires skills you develop, a positive attitude and a curiosity to always be learning.”

That simple statement cuts through all the noise. It’s about showing up, not just physically, but mentally and with purpose. Consistency is the foundation of trust in this industry and, over time, it compounds in ways you can’t measure in the moment. The other 30% is about never standing still. Skills can be learned, attitudes can be adjusted, and curiosity keeps you relevant. That mindset has served me well through every twist in my career.

SSI: What advice would you give to those looking to achieve success in the security industry?

Barnette: First, commit to the long game. This isn’t an industry where you can cut corners or fake your way through. Technology changes, customer needs shift and market dynamics evolve. You must evolve right along with them.

Second, build a network you can trust. Surround yourself with people who are better than you in certain areas and then get out of their way so they can excel. The best leaders aren’t the ones who have all the answers.  They’re the ones who create an environment where the answers rise to the top.

Lastly, stay curious. Ask the extra question in a meeting. Dig into why a system works the way it does. Explore a technology outside your immediate scope. The security industry rewards people who connect the dots others don’t see.

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, who would you pick and why?

Barnette: Without hesitation, I’d point to Joe Grillo. His experience in the industry spans 40 years, he helped HID go from a startup to what it is today. He built ACRE from scratch, starting with the acquisition of Mercury then all the other trusted brands that created one of the largest access control companies in the world.

His understanding of this business goes far beyond product or technology. He has a rare blend of field experience, leadership perspective and the ability to see where the industry is headed.

What makes Joe stand out isn’t just his expertise; it’s how he delivers it. He listens deeply, asks the right questions and challenges your thinking without dismissing it. You leave every conversation with him both smarter and more motivated.

I’ve been fortunate to know Joe since I started in the industry 34 years ago. Every time we talk, I’m reminded that success isn’t about chasing titles or accolades. It’s about the relationships you build, the consistency you bring and the willingness to keep learning no matter how long you’ve been at it.

Click here to check out the entire Best Advice series!

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