AVIXA’s annual Channel Survey offers a window into how integrators, distributors, service providers, and specialists are navigating a marketplace defined by accelerating technological change and shifting customer expectations. This year’s survey included 202 respondents from a range of business types and regions. Notably, the sample skews toward smaller organizations, with nearly three quarters reporting fewer than 100 employees.

Despite the complexities of the current environment, the overall sentiment within the channel is one of cautious confidence. Most providers—76% anticipate growth in 2026, and this optimism extends across organizations of varying sizes. Though operational challenges persist, the industry continues to demonstrate resilience and a forward-looking posture.

Services now slightly outpace hardware in overall contribution, reflecting a maturation that mirrors broader IT industry trends. In 2025, services accounted for 38% of revenue, edging out hardware at 36%. As solutions become more software centric and integrated with AV/IT ecosystems, service oriented offerings such as integration and design bring in the most service-based revenue.

Corporate (69%) remains the biggest predicted opportunity for managed service. Followed by education, government & military, and healthcare. Corporate’s top placement reflects ongoing demand for lifecycle support, standardization, and hybrid work reliability. Education’s strong ranking ties to both budget structures and adoption of managed AV in modern learning spaces.

When examining expectations for growth by solution area in the year ahead, three areas rise to the top. Conferencing and collaboration stand out as the strongest performer, with 53% of providers projecting growth in 2026. Digital signage follows closely, propelled by modernization efforts in corporate, retail, and public space environments. Learning solutions also show strong momentum, driven by ongoing upgrades across K–12, higher education, and corporate training environments.

While growth signals are strong, the providers continue to grapple with several familiar challenges. Staffing and skilled labor shortages remain the top concern, although this issue has eased somewhat since its peak in 2024. Providers also report ongoing pressure from product and equipment costs, as well as macroeconomic forces such as tariffs, inflation, and interest rates. Competitive intensity adds another layer of complexity as providers contend with a landscape where hardware, software, and services are converging.

One of the most noteworthy findings in this year’s survey is the shift in perceptions around emerging technology. Artificial intelligence has overtaken AV over IP as the technology expected to have the greatest impact on businesses in 2026. Yet despite the enthusiasm, the pathway to monetization is still emerging. Only 13% of providers expect to invest proactively in AI skills through hiring or training. This suggests that while AI is top of mind, many firms are still determining how to turn interest into revenue generating solutions.

Taken as a whole, the findings from the 2026 Channel Survey paint a picture of an industry in transition—optimistic but pragmatic, energized by new technology but aware of the operational foundations needed to support growth.