Commercial Integrator + Security Sales April 2024 - 60

SSI
HALL FAME
INDUSTRY
OF
Andrew Lanning
Co-Founder, Integrated Security Technologies
Keys to Success
" Curiosity drives my personal success.
ANDREW LANNING
The Lanning File
■ Born at Blytheville AFB, Arkansas,
in 1963
■ U.S. Navy Veteran FC1 (SWS); awarded
Combat Action Ribbon, June 1988 and
Navy Achievement Medal, 1992; honorably
discharged, December 1993
■ Earned B.A. (psychology and anthropology)
at University of Hawaii - West
Oahu, 1993
■ Co-founded Integrated Security
Technologies with wife, Christine
Lanning, in 1998
■ Served on boards of directors or
committees for InfraGard, ND-ISAC,
UL, NDIA, SIA, PSA and NSCA
■ Ironman Florida Finisher, 2013
■ Completed InfraGard Leadership
Academy, Quantico, Va., 2019
Why He's on the List
■ Delivered Hawaii's first enterprise
integrated security system over TCP/
IP at Tripler Army Medical Center
(TAMC) in 2001
■ Named the 2019 recipient of the Jay
Hauhn Excellence in Partnerships
Award, an annual distinction recognizing
leadership in security industry
collaboration
■ Received the Paul Marcus Award for
cybersecurity committee leadership
service to PSA and the industry
■ Named the 2020 recipient of the SIA
Progress Award, an honor presented
by SIA's Women in Security Forum to
celebrate individuals who help pave
the way to success for women in the
security industry
■ Selected as the 2021 IFSEC #1 Security
& Fire Global Influencer
I've always had a 'Why can't I do that?'
approach to things. Often, I find out I'm
not very good at something, and that's a
great thing to learn about oneself. From
a security career perspective, I believe
it's important to continually challenge
acceptable standards and practices
with the goal of improving upon them.
Everything that works now with our
technologies will evolve. Find ways to be
an innovative change agent for our clients
- and never forget that their safety and
security is why we do what we do. "
Role Models
" John Bissell taught me to honestly,
critically and persistently clarify client
expectations while developing their
security solutions. "
" Jim Henry gave our firm an unprecedented
opportunity to perform on a DoD
subcontract. The volume of work equaled
all our other volume for that fiscal year.
And, while it didn't go perfectly, we delivered
it on time and on budget. I'll never
forget his trust in our capabilities. "
" Dan Rothrock shares some of the most
insightful client-engagement advice that
I've ever been privileged to hear. Time
spent with him is among some of the
most valuable in my career. "
" For my part, I am not as thorough, as
consistent or as high of a performer as
any of the gentlemen who have enabled
me. That does not prohibit me from
sharing the lessons that I've gleaned from
their mentorship and applying them to
questions that I'm asked by others. I'm
generally open to industry discussions of
any kind, and I endeavor to open a new
or an old perspective for others whenever
the opportunity presents itself. "
Memorable Moments
" I once noticed in the local newspaper
that Stephen M.R. Covey was keynoting a
Better Business Bureau event in Honolulu.
I was aware of his new book, The
60 Commercial Integrator+Security Sales & Integration | April 2024
Speed of Trust, so I reached out to his agent
and asked if he'd like to discuss it on my
'Security Matters' talk show while he was
in town. Now, this guy is a five-figure public
speaker, celebrated author, etc. To my
surprise, he said yes. He gave a fabulous
interview to our audience (at no charge),
and his humility and desire to share his
knowledge has stuck with me ever since.
I still recommend his book to anyone
unfamiliar with his work. "
ANDREW LANNING
Lanning and his wife, Christine,
together head up Integrated Security
Technologies.
Ideas for Betterment
" I believe our industry has overly capitalized
on technology without providing
cyber-sound hardware and software
solutions. If we could go back 20 years to
when we first began to understand our IT
vulnerabilities and leverage that knowledge,
we could've become a global cybersecurity
leader among all electronics
manufacturing vertical industries. I chose
this problem because I didn't understand
its depth until it was too late. To this day, I
believe it's embarrassing for our profession
and our industry because we're
entrusted to be 'the security people' and
unfortunately, much of what we deliver
still doesn't honor our client's trust. "
His Legacy
" I hope to be remembered as a collaborator.
I've worked with so many people,
teams and clients from a very broad
spectrum of verticals, and there's always
more room to learn. "
2024

Commercial Integrator + Security Sales April 2024

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales April 2024

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