Integrators '20 under 40' 2015—Brian Fabiano

Brian Fabiano, 39

Chief marketing officer, Alliance Security

Cranston, R.I.

There's no one particular new technology that will change the industry, according to Brian Fabiano, CMO of Alliance Security. Instead, it will be smart consumers who instigate change.

“What is exciting about the industry is that consumers are beginning to understand it more. That will be a big shift over the next few years. It will become a wanted customer service,” Fabiano said.

Home automation features will be the driving force, he said.

Fabiano started out in IT, working as a contractor for a security dealer. As he got more and more freelance projects, he ended up being hired full time by one of the dealers, and that's when he met his current business partner, Alliance CEO Jay Gotra.

They started Alliance in 2003, working out of Gotra's spare bedroom, and ended up with what is now a booming resi and home automation provider that hopes to see its sales reach $110 million this year.

The transition from IT to physical security “was challenging to say the least,” Fabiano said. “I was walking the streets doing door-to-door sales to take care of my family. But I was also learning about the industry and the business.”

From the very beginning, he said, Alliance “put such an importance on our employees, the environment they work in, how they feel, our company culture—that was a driving force.”

It has been exciting, he said, to see those ideas come to fruition. “We can dream bigger, we're thinking outside of the box,” he said.

Alliance has been recognized numerous times for its work with the Rhode Island Coalition Against Domestic Violence. It has donated free installation, monitoring and maintenance of home security systems to abuse victims. It also has participated in other charitable efforts.