Editor’s note: This Q&A is part of a series of interviews with industry professionals focused on their predictions for the year ahead. Additional insights from integrators and executives on what to expect in 2026 will follow.
Glen Keoghan of San Diego-based integration firm Lightworks says integrator success in 2026 will depend on profitability, clear pipeline visibility, and disciplined forecasting as market conditions soften. He sees lighting, shading, and smart power as key growth areas, notes that homeowners are becoming more value-conscious, and cautions that overhyping AI while neglecting core business fundamentals like margins, planning, and execution will put firms at risk.
CE Pro: What will define success for integrators in 2026?
Glen Keoghan: Success in 2026 will largely come down to profitability and pipeline visibility. As the building market softens, integrators will need to clearly understand how much pre-sold work they have going into 2026 and how much new work they can realistically secure and deliver. Sales levels, margin control, and project profitability will be critical metrics to watch closely.
There is also uncertainty around broader economic factors—such as how tariff-related funds are distributed and their impact on construction activity—which could influence how quickly projects rebound. Integrators who can manage through this volatility and maintain profitability will be best positioned for success.
CE Pro: Which category is poised for the biggest shift next year?
Keoghan: From our perspective, lighting, shading, and smart power will continue to be key areas of change. While lighting has been a core part of our business for over 20 years, it remains a newer category for many integrators and is still evolving rapidly.
Smart power represents a significant opportunity. There is a growing focus on managing power usage and infrastructure across the entire home—something many integrators have not traditionally included in their product mix, especially if they are not involved in electrical work. The shift is less about sustainability and more about control, efficiency, and intelligent power management.
CE Pro: What are homeowners going to demand that they’re not asking for yet?
Keoghan: What we’re already starting to see is a stronger demand for better value and clearer value propositions. Homeowners may not be asking for fundamentally new categories yet, but they are becoming more focused on cost, return on investment, and getting more for their money.
If anything, the expectation will be for integrators to deliver solutions that feel more refined, efficient, and cost-effective—without unnecessary complexity.
CE Pro: What’s the biggest business mistake integrators could make in 2026?
Keoghan: The biggest mistake would be failing to forecast changes in the market—particularly shifts in demand, revenue flow, and the ability to deliver work profitably. Integrators who don’t adjust their planning to reflect market realities risk overextending themselves or misaligning resources with actual opportunities.
CE Pro: Where is the industry overhyping—and where is it underestimating—2026?
Keoghan: There is a lot of hype around AI, and while it’s an important and promising area, the industry risks overemphasizing “nice-to-have” technologies at the expense of core business fundamentals.
What’s being underestimated is the importance of getting the basics right:
- Building and investing in a strong, well-trained team
- Focusing on project profitability and execution
- Truly understanding costs and margins
- Delivering consistent, high-quality implementation
All the fundamental business principles still apply, and integrators who stay disciplined around those basics will be in a much stronger position than those chasing trends without a solid foundation.
