Logic Integration’s Shawn Hansson says success in 2026 will hinge on disciplined operations, service and recurring revenue, and owning the experience early, especially through lighting and shading. He sees lighting and shading becoming core systems that reward early coordination with electrical partners, while homeowners increasingly expect proactive service, simplicity, and accountability. Hansson cautions that integrators who remain project-only or overhype AI while underinvesting in people, process, and service will struggle to keep up.
CE Pro: What will define success for integrators in 2026?
Shawn Hansson: Success for integrators in 2026 will come down to three things:
Operational and financial discipline. Tight processes, accurate pricing, fast change orders, and strong margin control.
Service and recurring revenue. Break-fix support, maintenance plans, and long-term client relationships that create predictable revenue.
Owning the experience early. Leading lighting, shading, and system design from the beginning to deliver simple, reliable, and intuitive user experiences.
CE Pro: Which category is poised for the biggest shift this year?
In 2026, lighting continues to move beyond fixtures into full control, programming, and integration, while shading is becoming a core system rather than an add-on. At the same time, closer partnerships with electrical contractors are becoming critical. The integrators who align early with electricians—on design intent, wiring standards, and system responsibility—will execute cleaner projects and protect margins.
Integrators who lead lighting and shading early, alongside trusted electrical partners, will control more of the project, improve outcomes, and build stronger long-term service relationships.
CE Pro: What are homeowners going to demand that they’re not asking for yet?
Hansson: Homeowners are going to demand proactive service and accountability, even if they’re not explicitly asking for it yet.
They will expect systems to be monitored, maintained, and updated automatically, with issues identified and resolved before something breaks. This includes lighting, shading, networking, and control—without the homeowner needing to call or troubleshoot.
They’ll also demand simplicity across everything: fewer apps, consistent interfaces, and technology that just works in the background. As homes become more complex, tolerance for friction will drop quickly, and integrators who can deliver proactive support and a clean user experience will stand out.
CE Pro: What’s the biggest business mistake integrators could make in 2026?
Hansson: The biggest mistake integrators could make in 2026 is staying project-only and underinvesting in operations.
Chasing revenue without tightening processes, controlling margins, and building service and recurring revenue will expose weaknesses fast. Labor is expensive, systems are more complex, and clients expect accountability. Without strong operations and ongoing support models, growth actually increases risk instead of reducing it.
In short, integrators who don’t evolve from installers into professional service organizations will struggle.
CE Pro: Where is the industry overhyping—and where is it underestimating—2026?
AI has value, but it’s not what clients ultimately judge us on. They judge us on how the system feels to use, how reliable it is, and how quickly issues get resolved. Technology can enhance the experience, but it can’t compensate for poor design or weak execution.
What’s being underestimated is the power of culture and people. The teams designing systems with a personal touch, the technicians installing and commissioning them correctly, and the support staff standing behind the client long after install—that’s where real value is created. Chasing the lowest price rarely ends well. Paying less upfront often leads to a poor experience, and bringing in another firm to fix or finish a project after the fact is frustrating for both the contractor and the end user.
In 2026, the real differentiator isn’t the technology—it’s the people, the process, and the commitment to stand behind the work.
