Episode Overview

In this episode, Luke chats with Mike Piana, VP of Sales and Marketing and Partner at J O'Brien Co., about building a solutions-focused business, transitioning into leadership, and driving customer experience in the security industry.

Key Takeaways

• Career Path: Mike shares how he went from running a vacuum repair business in college to entering the security industry as a technician, eventually rising to leadership at J O'Brien.

• Business Evolution: J O'Brien began as a manufacturer of badge holders. Under Mike’s leadership, it has shifted from being a product-based company to a solutions-driven one, focusing on software and services that streamline customer operations.

• Customer-Centric Mindset: A recurring theme is the company’s obsession with customer experience—prioritizing long-term relationships, solving real operational pain points, and deeply understanding clients’ problems before offering solutions.

• Adoption of New Technology: Mike discusses J O'Brien’s excitement about RemotePhoto, a tool that simplifies photo collection for ID badging. He highlights the importance of vetting new solutions thoroughly to protect customer trust.

• Cloud & Security Trends: Talks about the growing appetite for cloud-based solutions, the merging roles of IT and security, and how organizations are shifting toward more scalable and efficient systems.

• Leadership & Partnership: As a new equity partner in the company, Mike emphasizes staying true to the company’s values while pushing innovation and expansion, especially into areas like mobile ID and document scanning tech.

• Advice & Reflections: Mike would tell his younger self to focus on relationships and authenticity, stressing that trust and personal brand are everything—especially in an industry built on security and integrity.

Final Thoughts

Mike’s passion for innovation, operational efficiency, and customer relationships shines throughout this episode. His leadership style blends old-school relationship building with forward-thinking tech adoption, making J O'Brien a standout in the security space.