SYRACUSE, N.Y. — Kristy Johnson went from working in a chiropractor’s office to a successful career in the security industry, including spending almost three years now as director of integrations, M&A bulk acquisitions and public safety relations for ADT. It wasn’t how she planned things, but she’s happy how it’s worked out.
Here’s more from Johnson in her own words as we continue our celebration of International Women’s History Month.
Security Sales & Integration: How did you get into the security industry?
Kristy Johnson: My path into the security industry wasn’t typical, but that’s what makes it my story. I became a mother very early, facing adulthood head-on while many of my peers were starting to think about college. While they planned for the next few years, I was learning how to manage a household and raise a family.
I knew I needed a steady job, but didn’t have the luxury of waiting four years for a traditional degree. So, I turned to trade school, eventually becoming a medical assistant.
It was during my time at a chiropractor’s office where I met Larry Folsom, a frequent patient who just sold an alarm business. He saw something in me and began telling me I had the makings of a future in the security industry.
For years, he asked me to join him, but I declined. Finally, Larry was on the verge of “letting it go,” but he had one more thing to show me: a demo for a revolutionary video verification product. That demo changed everything, and I immediately accepted a role in marketing and public relations for a startup business called I-View Now.
Larry’s persistence and belief in me opened the door to a career I never expected and I owe my start to that chance encounter.
My first day on the job, I was told that ISC West was just around the corner and my first task was to fill up our meeting room—small as it was, a hotel room at the Venetian—with demos, hour after hour for three straight days. I jumped in headfirst and it was in those moments that I truly fell in love with the security industry.
In that first month, I met so many incredible people. Everyone was eager to help, taking the time to teach me about the industry and welcome me into the fold. I was fortunate enough to spend a couple of hours walking the show floor and I was completely awe-struck. What I saw wasn’t just innovation, but endless opportunity and a future I knew I wanted to be a part of.
SSI: Have you encountered any difficulties or obstacles in your security industry career?
Johnson: The obvious answer might be being a woman in a male-dominated industry, but honestly, I try not to focus on that. Instead, what challenged me most in the early years was my age and inexperience. I started my career at just 22, and suddenly I found myself in rooms full of seasoned professionals—individuals who had lived full careers, built their expertise, and navigated life for decades longer than I had.
It was a constant balancing act; I had to learn quickly how to gauge each interaction and figure out where I fit in.
There were times when I needed to be the student—listening more than speaking, absorbing wisdom and experience. Other times, I had to step up and contribute my own insights, knowing when to offer a fresh perspective or teach something new. It was about understanding when to hold back and when to take the lead, all while earning my place in every conversation.
On a more personal level, I also realized that I had to be prepared for discussions outside of the industry itself. Whether it was politics, pop culture or current events, I learned quickly that it wasn’t just about the work; it was about finding common ground, building rapport, and connecting with people on a human level.
For the first few years, I often found myself feeling self-conscious about not going to college. I was surrounded by incredibly intelligent people, many of whom had formal educations that I lacked. It pushed me to work harder—sometimes twice/thrice as hard—to catch up, to hold my own, and to feel like I truly belonged in those rooms.
SSI: Whom would you point to as the most influential and helpful mentors in your career? What did they do to help you?
Johnson: Well, to no surprise, a profound mentor in my career has undoubtedly been Larry Folsom. He gave me my start and empowered me to be my most authentic self. His guidance has been consistent, helping me build confidence and push beyond my limits.
I also owe a huge part of my security industry career to Jeffrey Atkins at Rapid Response Monitoring. Jeff played a pivotal role in my career, offering invaluable lessons in disciplined focus and strategic thinking. He taught me what it meant to lead by example and become someone to model after. His guidance helped me transition into a leadership role, where I learned to hold my team to high standards of accountability.
Morgan Hertel generously shared his extensive security industry knowledge with me, always with patience and dedication. No question was ever too small, and his mentorship provided me with a strong foundation in the industry. He’s someone I deeply admire, and the way he teaches and supports others is something I strive to emulate.
One of the most transformative mentors in my career has been my former VP of sales, Spencer Moore, who helped me evolve from a sales professional and individual performer to a confident sales leader. Through his guidance, I learned how to cultivate a high-performing team and create a micro-culture that fosters collaboration and success.
The lessons I learned from him have not only propelled my professional growth but have also helped me apply similar principles in my personal life. I’m fortunate to have someone who continues to inspire me, both in the workplace and in life.
I’ve had the privilege of working alongside Don Young and Tom Nakatani, two industry legends. Don’s wisdom and unique perspectives have been unending, while Tom has been instrumental in helping me navigate my transition to the corporate world and encouraging my involvement in industry organizations.
I wouldn’t be where I am without the unwavering support of two incredible women: Joey Rao-Russell and Carie Small. They’ve been rocks during moments of uncertainty, always providing guidance and strength when I needed it most.
Lastly, beyond doubt, raising four teenage kids has been one of the most rewarding and challenging experiences of my life. It has taught me the importance of resilience, patience, and adaptability. I’m incredibly proud of the young people they are becoming—each of them with their own unique strengths and perspectives.
As a family, we prioritize open communication, mutual respect, and growth. Watching them develop into their own individuals has been one of the greatest joys of my life, and it continues to inspire me every day to be the best version of myself.
SSI: What is your proudest career accomplishment?
Johnson: For years, I was laser-focused on hard work, always striving to make forward progress. But in that constant pursuit, there were times when I lost sight of my larger goal, questioning if the finish line I was chasing was still the right one. I spent countless hours traveling for work, often wondering if the sacrifices were truly worth it.
The proudest moments in my career came when I finally started to see that blind hard work pay off in meaningful ways. It wasn’t just about landing big deals or achieving milestones like a promotion to director of sales or being recognized on a Top 20 Under 40 list.
Those were certainly significant, but what truly stood out were the moments that confirmed I was becoming the leader I had always aspired to be. When former teammates reached out to thank me for something I’d taught them or to share how I had impacted their growth; it reminded me that my influence extended beyond just my own success.
There were other signs too, like the kudos from colleagues/vendors/customers, the feeling of gaining respect and establishing a presence within my industry, and realizing that I was becoming a mentor to others—the same way I had once been mentored. It wasn’t just about professional success; it was about growth, connection and leadership.
What made this even more meaningful was that all of this was happening while I watched my kids grow and thrive. The real breakthrough for me was understanding that my sacrifices in work were much smaller than the impact they had on both my career and my family. By staying true to myself, both at home and at work, I was giving my children the right foundation to grow. That realization made every sacrifice feel worth it.
SSI: What do you love most about working in the security industry?
Johnson: What I love most about working in the security industry is the sense of purpose it gives me. Our mission to protect life and property brings a deep sense of confidence in any role I play in this industry. Each decision we make and every innovation we pursue is rooted in a shared mission: to provide safety and security for those who depend on us.
What’s been particularly exciting over the past 10 years is how the industry has shifted from long-established methods to embracing new technologies and approaches. It’s been a thrilling time to be part of an industry that is so dynamic and continually adapting to better serve our customers.
I appreciate how the industry constantly demands innovation. We’re always looking for new ways to meet customers where they are, providing products and experiences that offer both convenience and trust in their security solutions. The ever-evolving technology landscape keeps customer expectations high and forces us to stay on our toes, ensuring that we remain relevant and forward-thinking.
SSI: How can the security industry become even better?
Johnson: I believe the biggest opportunity for improvement in our industry lies in strengthening our relationships and collaboration with public safety stakeholders. Our success is directly tied to their ability to respond effectively to our alarm systems.
However, public safety is under increasing pressure to do more with fewer resources. We have a responsibility to help ease that burden by delivering innovative solutions that support their work. By focusing on public safety as much as we focus on our customers, we can create better solutions and align expectations, ultimately strengthening our collective impact.
Because I believe this is key to improving our industry, I’ve taken a more active role in PPVAR to help be a part of that solution. By working alongside others in this space, I’m committed to fostering collaboration and creating a more unified approach to security and public safety.
Click here to check out the entire Women in Security Q&A series!
https://www.securitysales.com/news/women-in-security-industry-kristy-johnson-adt/610793/