Spotlight on Success
Featured Interview
Glenn Kapetansky
“Spotlight on Success” is an interview series created by David Levine of I Am Your Virtual Professional. Its purpose is to amplify the voices of today’s business leaders. Each interview provides actionable insights that readers can implement immediately. No fluff, just practical wisdom that enables individuals to move forward with clarity and confidence.
Glenn Kapetansky
| Company | Trexin Consulting |
|---|---|
| Role | Chief Security Officer |
| LinkedIn Profile | https://www.linkedin.com/in/kapetansky/ |
| Company Website | https://www.trexin.com |
Glenn Kapetansky is a technology and security leader who helps organizations build durable systems, teams, and governance models across complex environments. With more than 20 years of experience, he has advised senior executives and led teams across the full delivery lifecycle, from strategy and architecture through operations, financials, and compliance. His work spans healthcare, finance, energy, consumer products, and telecommunications. Glenn’s current focus includes agile management, data protection, and audit and regulatory compliance. He is a repeat recipient of Bell Labs’ Arno Penzias Award and holds certifications including CISSP, CISA, and CDPSE.
Who Should You Nominate?
- Leaders doing meaningful work
- People with insights others can learn from
- Voices worth elevating
Interview Questions
1. What’s one strategy your business used recently that created meaningful growth?
We have our core mission, and the services we’ve built around it for 20 years. Still, the economy is tough on everyone, so we’ve been very flexible with our clients, really listening to their needs and their ability to pay, and offering innovative ways to work together. Still true to our core mission, but time to shake the barnacles off our hull!
2. How has AI or technology changed the way you operate or serve clients?
Regardless of the *reality* of AI, the *hype* around it threatens us in many ways. So we encouraged every employee to play with AI (safely! securely!) so that we can advise our clients based on real experience. And part of that is applying it to ourselves, leveraging AI to reduce our internal costs 40% over the last 2 years.
3. What’s one thing you stopped doing that actually helped your business grow?
We stopped pushing our “old” views of what clients need, and really listened to to their hopes, fears, and busines realities.
4. What’s a customer insight you discovered that changed the way you do business?
Customers are as smart and savvy as we are. They are doing their best in an uncertain environment–so when the customer I’m talking to makes a decision that “makes no sense”, I consider what pressures he/she is under, where I can’t see it, leading to that decision. Then I try to help him/her with *that*.
5. If a business had to improve ONE area to grow faster in the next 90 days, what should it be?
Increase the number of “touchpoints” with your customers, whether data from their visits to your online presence, or events, or just drivebys.
6. What’s one thing you do consistently that keeps your pipeline healthy?
I don’t spend time in my office. I’m always walking the halls of my clients, ensuring my current delivery is quality and listening for the next delivery need.
7. What’s a decision you made in the last year that had a bigger impact than you expected, and what led you to make it?:
I’m not normally a detail person, but I know that when I don’t pay attention to the details, I fail. So I force myself to pay attention. Which has earned me a bit of an obsessive reputation. And (arguably) a poor work-life balance. Over the past couple years, though, I’ve given my lieutenants more responsibility than they can handle, vs less. Surprise! They have risen to the challenge, making them (and me)(and my family) happier.
8. What’s one process you streamlined that made a noticeable difference in efficiency or results?
We migrated from Salesforce to homegrown solutions that do exactly what we want in terms of CRM and time tracking–and no more. Saved a bundle on license fees, lowered support expenses, and eliminated a lot of complexity that grew over the years.
9. What book, podcast, or resource has influenced your thinking or business decisions lately and why?
Revenge of the Tipping Point, by Malcom Gladwell. For the past few years I’ve noticed how social media memes have diverged from reality–but make their own reality, which is frustrating. Even though some question Galdwell’s scientific rigor, he frames the problem in a way that readers have a better chance of managing this dissonance
Who Should You Nominate?
- Leaders doing meaningful work
- People with insights others can learn from
- Voices worth elevating
I am Your Virtual Professional's
3 Key Takeaways
# 1
Flexibility beats rigidity when markets tighten. Holding fast to a core mission while adapting pricing, delivery, and engagement to real client constraints keeps relationships—and revenue—alive.
# 2
AI is a credibility tool, not just an efficiency tool. Letting teams experiment firsthand with AI builds informed guidance for clients and, when applied internally, can materially lower costs.
# 3
Pipelines are built in the field, not the office. Consistent presence with clients—listening, observing pressure points, and increasing touchpoints—creates both trust and the next opportunity.
Who Should You Nominate?
- Leaders doing meaningful work
- People with insights others can learn from
- Voices worth elevating
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