The Great Shift: From Hardware to Outcomes
The AV industry is entering a defining moment. The golden era of “bigger screens, louder sound” has quietly faded into the background. Clients no longer ask what you’re installing — they ask what it does for them after it’s installed.
In 2026, every installation will be judged by outcomes — engagement, energy efficiency, data, and adaptability. The installer’s role has evolved from technical expert to strategic partner.
According to AVIXA’s 2025 Industry Outlook Report, over 72% of AV buyers now evaluate vendors on post-installation analytics and sustainability commitments.
The New Client Mindset: 2026 and Beyond
Clients are savvier, more data-literate, and more outcome-driven than ever. What they want is changing — and fast.
| Old Expectations | New Expectations |
| Impressive hardware | Integrated ecosystems |
| One-time installs | Managed service contracts |
| Static signage | Interactive, AI-driven engagement |
| Visual impact | Measurable ROI |
| Energy consumption | Energy efficiency proof |
In short: they’re not just buying a system — they’re buying certainty. They want guarantees that their investment creates measurable impact.
A 2025 Frost & Sullivan survey found that 84% of enterprises plan to renew AV contracts only with vendors who provide engagement or utilization reports.
Trend 1: Smart, Connected, Self-Updating Systems
The first big shift clients expect is autonomy. AV systems are expected to think, adapt, and update themselves.
- Remote management dashboards are now standard.
- AI-powered software updates keep content relevant.
- Diagnostics run automatically, reducing onsite service calls.
- Offline resilience ensures functionality even during network drops.
Think of it as “AV on autopilot.” A display or kiosk that can self-diagnose, report issues, pull new content, and sync with the cloud — all without human touch.
Gartner projects that by 2026, 70% of commercial AV systems will feature cloud-native monitoring tools.
Trend 2: Data-Driven Installations
In 2026, every screen will tell a story backed by data.
Clients expect post-installation insights like:
- Visitor interaction count
- Dwell time & content engagement
- Popular time zones & touchpoints
- Demographics & heatmaps
The expectation is clear — if you install it, you should help measure it. The line between AV integrators and marketing technologists is blurring.
Those who can integrate digital signage with analytics and CRM tools will become indispensable partners. For example, visitor-engagement platforms like HootBoard OS now deliver built-in analytics dashboards, giving AV installers a measurable story to tell.
Forrester reports that customer-experience-linked AV installations grow renewal rates by 32%.
Trend 3: Sustainability as a Selling Point
Every proposal in 2026 will be filtered through an environmental lens.
Procurement teams want proof that installations consume less, waste less, and last longer.
Clients are asking:
- What’s the screen’s power draw in standby?
- Are components recyclable or modular?
- Does your system auto-sleep when idle?
- Can we see the energy report per site?
Deloitte’s Green Business 2025 survey showed that 61% of organizations will allocate sustainability metrics as a core part of vendor evaluation by 2026.
AV integrators who bring sustainability dashboards and energy-efficient products into proposals will win.
Trend 4: Integrated Ecosystems, Not Fragmented Hardware
“Does it integrate?” is now the first question in every RFP.
Clients want one ecosystem — a system where their CMS, CRM, analytics, and signage all talk to each other. They don’t want silos; they want synchronicity.
This means installers must:
- Understand APIs and integrations.
- Choose CMS tools that connect with marketing systems.
- Offer plug-and-play support for cloud services like Salesforce, HubSpot, or Microsoft 365.
When AV systems integrate seamlessly, clients can see the ROI — and that visibility drives renewals.
IDC forecasts that integrated AV-IT ecosystems will cut client onboarding times by 50% in 2026.
Trend 5: The Rise of Experience-as-a-Service (XaaS)
Clients are done with one-time purchases. The recurring model dominates every vertical — and AV is no exception.
“Experience-as-a-Service” (XaaS) bundles hardware, software, analytics, and ongoing support into a monthly or annual plan.
For integrators, this means predictable revenue streams.
For clients, it means guaranteed uptime and measurable value.
According to Futuresource Consulting, nearly 40% of AV installations in 2026 will include some form of recurring subscription component.
By offering managed services — such as content management, software updates, or analytics reporting — AV integrators can transform from vendors into partners who share responsibility for success.
Trend 6: Co-Marketing & Outcome Partnerships
The AV industry is crossing over into the marketing world. Forward-thinking integrators are no longer selling displays — they’re selling visibility.
Imagine offering clients:
- Content templates for events and promotions
- Data on which content drives the most engagement
- Partnership programs that share ad revenue (like HootBoard’s VSTR Media initiative)
AV installers who help clients generate revenue from screens — via advertising or engagement campaigns — instantly move from cost-centers to profit enablers.
The Digital Signage Federation found that brands working with revenue-sharing AV partners see 25–40% faster ROI recovery.
Action Plan: What AV Installers Should Do in 2026
To thrive in the next 12 months, AV pros must go beyond cables and calibrations. Here’s a quick readiness checklist:
🔧 Upgrade Your Offerings
- Bundle software + hardware + analytics in proposals.
- Offer remote support and proactive maintenance contracts.
- Include sustainability certifications and reports in your decks.
🧠 Invest in Skills
- Upskill on APIs, cloud platforms, and CMS tools.
- Learn to interpret analytics — clients will ask you for insights.
- Familiarize yourself with privacy and data regulations.
💼 Change the Conversation
- Sell outcomes, not outputs.
- Use case studies showing engagement lift, energy saved, or ad revenue earned.
- Position yourself as a partner in visitor engagement, not a vendor in AV.
Conclusion: From Installation to Intelligence
The AV industry’s next frontier isn’t hardware — it’s how hardware tells stories through data.
The winning installers of 2026 will be those who understand that every display, kiosk, and signage system is a living medium. It’s not just what’s on the screen — it’s what you learn from it.
AV professionals who embrace this shift will not only win more clients but will also redefine what it means to be in the business of “audio-visual.”
Because the future won’t be measured in pixels — it’ll be measured in performance.
