Editor’s Note: This article is part of a CE Pro series examining the forces that shaped the custom-integration channel in 2025. Throughout December, CE Pro will share perspectives from respected industry voices to help integrators close out the year with a clearer view of where the market is heading.
Tim Bigoness, chief marketing officer of D-Tools says 2025 demonstrated the underlying strength of the custom integration market, even as concerns about a slowdown persisted. He points to steady demand across residential and commercial projects, continued growth in categories like lighting and video surveillance, and a broader shift toward data-driven decision-making across the channel. Bigoness also notes that AI tools moved from experimentation to practical use in everyday workflows, while integrators placed greater emphasis on protecting the value of their labor — a sign of a more mature, service-focused industry heading into 2026.
CE Pro: How did homeowner expectations or project demands shift in 2025?
Tim Bigoness: Despite plenty of pessimistic forecasts, the data tells a different story. Based on D-Tools data, the market remained healthy in 2025, with sales up 7.4% in the first half of the year compared to 2024. We saw consistent strength across proposals, contracts, and revenue in both residential and commercial projects, reinforcing that demand never really softened.
CE Pro: Which categories surprised you in terms of growth or slowdown this year?
Bigoness: Lighting continues to be one of the most interesting growth stories. Five years ago, lighting fixtures weren’t even on most integrators’ radar—today it’s the third-most-installed product category. Video surveillance also stood out, not because awareness is new, but because AV integrators have fully embraced it, making it the fourth-most-installed category behind only speakers, displays, and lighting.
CE Pro: What major product launches or acquisitions had the biggest impact in 2025?
Bigoness: What stood out most wasn’t a single product launch, but a broader shift: the industry finally leaning into data. More integrators and manufacturers are using real market intelligence to forecast demand and operate more efficiently. We’re seeing that firsthand with the continued growth of the D-Tools Industry Information & Insights (i3) Partner Program, now supporting more than 400 suppliers and 1,800+ brands.
CE Pro: How did AI adoption or workflow automation evolve across the channel?
Bigoness: 2025 was the year AI stopped being a science experiment and started delivering real value. Integrators began using AI-driven tools to speed up proposals, improve accuracy, and streamline operations. As business management platforms evolve, AI is becoming a practical advantage—not a buzzword—and that momentum will only accelerate in 2026.
CE Pro: What lessons from 2025 should the industry carry into 2026?
Bigoness: One of the most important shifts we saw was integrators protecting the value of their labor. While equipment still represents roughly 75% of total project costs, labor margins held strong at around 55% across residential and commercial projects. That’s a healthy trend and a clear sign the industry is maturing beyond pure equipment-driven profitability.
Stay tuned with CE Pro as we gather year-end insights and reflections from the brightest minds in the industry. If you’d like to be featured, contact our editorial team.
