SEASIDE HEIGHTS, N.J. — Like most people in the security industry, Janet Fenner never planned on making a career out of being in the sector. And, like most people in the space, she’s been part of it for most of her adult life, including leadership roles on the Security Industry Association (SIA) board of directors and with Mission 500.
Most of her work is spent as president of Defined Marketing, where she helps companies in the security industry broaden their reach. Here’s more from Fenner in her own words as part of our ongoing celebration of International Women’s History Month.
Security Sales & Integration: How did you get into the security industry?
Janet Fenner: I think most of us just stumble or fall into the industry, fall in love with it and never want to leave. My career began at a small company called Temtec, where I served as an art director. I enjoyed crafting messaging and branding, but my path took a pivotal turn thanks to one of my early mentors, Dana Milkie, who guided me toward a career in marketing.
When Temtec was acquired by Brady People ID, I took on the responsibility for various brands within the industry, solidifying my role within the security industry.
SSI: Have you encountered any difficulties or obstacles in your security industry career?
Fenner: Throughout my career in the security industry, I’ve faced several challenges, particularly the separation between marketing and sales roles within companies. It often felt like there was a strict “stay in your lane” mentality, making cross-functional collaboration difficult.
As a woman in this space, it can be daunting to make your voice heard, but I’ve been fortunate to have supportive leaders who recognize and encourage my potential. The most significant obstacle has been navigating the unknown, but I’ve learned to embrace my fears and walk alongside them, using them as a catalyst for growth and resilience.
SSI: Whom would you point to as the most influential and helpful mentors in your career? What did they do to help you?
Fenner: This one I love talking about – hands down, Frank DeFina. Frank took me on as his almost-sidekick, bringing me along on sales calls, meetings and everything in between. This experience truly exposed me to the inner workings of the industry and its underlying motivations.
As a result, my career as a marketer flourished. I gained visibility and a voice within the industry, fostering a belief that there was nothing I couldn’t achieve. I also recognized the vital relationship between sales and marketing. Frank was so influential in my journey that I named my marketing agency after him—Defined Marketing (for DeFina).
SSI: What is your proudest career accomplishment?
Fenner: My proudest career accomplishment is establishing my own marketing agency dedicated specifically to our industry. I take great pride in leveraging my expertise to assist companies, particularly startups, as they navigate their unique challenges and opportunities. Being able to help them grow and succeed is incredibly rewarding for me.
SSI: What do you love most about working in the security industry?
Fenner: What I love most about working in the security industry is the combination of the people and the technology. I’m passionate about learning about new advancements and witnessing our industry thrive. The connections I’ve built over the years have been incredible, and I truly enjoy creating new relationships as well.
SSI: How can the security industry become even better?
Fenner: Our industry needs to push forward. We need to move from the “go with what you know” to vetting new products and pushing the boundaries to accelerate us. There are a lot of advancements in technology and we need to embrace how quickly technology changes.
Click here to check out the complete Women in Security Q&A series!
