Endpoint technology is no longer about individual devices; it’s about how the entire ecosystem works together.
AI innovation, hybrid work, and rising security expectations are changing how organizations think about technology at the edge. More than 80% of partners expect customer demand for integrated endpoint solutions to increase, driven by the need for better user experiences, security, and scalability (TD SYNNEX Direction of Technology Report, 2025).
For system integrators, this shift brings complexity—but also meaningful opportunity.
At TD SYNNEX, we think about Endpoint Solutions as more than a category. It’s an operating model designed to help partners navigate this change with confidence. In fact, 27% of partners plan to expand their endpoint portfolios, signaling a clear move toward broader, more integrated solution delivery. Within that model, AV and Collaboration are becoming a central growth engine (TD SYNNEX Direction of Technology Report, 2025).
For our system integrator partners, this evolution is creating new opportunity.
AV & Collaboration Are No Longer Standalone
AV has moved far beyond displays and meeting rooms.
“As we look at growth opportunities for our partners within Endpoint, we’re seeing a ton of convergence from traditional ProAV to the network,” said Graham Kelly, Senior Director of ProAV. “These AV-over-IP solutions are calling not only for best-in-class AV vendors, but also best-in-class cybersecurity vendors.”
That convergence mirrors what partners are seeing in the field. The Direction of Technology report shows that security, networking, and collaboration are increasingly purchased together, not in isolation. Collaboration environments now live on the network. They generate data, require security, and must integrate seamlessly with IT infrastructure.
For integrators, this creates an opportunity to elevate conversations—connecting AV and collaboration into broader endpoint strategies that support business outcomes.
AI Is Touching Every Endpoint
That convergence is accelerating as AI becomes embedded across endpoint technologies.
“We talk about AI—and that hits every single endpoint device within the space,” said Desiree Cruz, Vice President of Endpoint Solutions. “You’re thinking about compute, print, collaboration, physical security.”
AI is now one of the top investment priorities for partners, with many citing endpoint devices as the most immediate place customers expect to see value(TD SYNNEX Direction of Technology Report, 2025). In AV and collaboration environments, that shows up as smarter rooms, richer analytics, and more responsive experiences.
Physical security is a powerful example, where cameras and sensors are no longer just reactive tools, but sources of insight that support safety, operations, and decision-making. This evolution allows integrators to move beyond installs and into outcomes—helping customers understand what’s possible, not just what’s required.
Services Are the Multiplier
As endpoint environments become more connected, execution matters just as much as design.
While AV is a mature market, the Direction of Technology report highlights that partners offering services alongside hardware report higher customer retention and deal sizes (TD SYNNEX Direction of Technology Report, 2025). Services remain one of the most underutilized growth levers, especially for partners looking to scale without adding headcount.
“In our AV space… partners selling small-format displays or projection into specific spaces can lean on our installation services group,” Desiree shared. “As well as the engineers that we have associated within our services to build out more integrated environments.”
From pre-sales design and validation to deployment and lifecycle support, services turn complexity into repeatability—and help partners take on larger, more integrated opportunities with confidence.
Built to Scale—Wherever the Opportunity Is
We’re also seeing more partners supporting customers across regions and geographies.
“Our partners are servicing global end customers,” Graham noted. “They need somebody who can come to the plate for them, deliver products in different regions in a timely manner.”
With global reach, deep vendor relationships, and consistent execution models, TD SYNNEX helps partners scale without sacrificing reliability.
An Invitation to Lean In
If there’s one consistent message from our leadership, it’s simple: lean in.
“I would say lean in,” Desiree said. “We’re customer-obsessed, partner-first. That means partners can lean in on us… and we can help them grow their business.”
Graham echoed that call to action:
“We’re not only doubling down—we’re tripling down in the ways that we support our partners… let’s figure out how we can win together.”
Looking Ahead
The future of Endpoint Solutions isn’t about more technology—it’s about better alignment.
Alignment between AV and IT. Between devices and services. Between ambition and execution.
As AV and collaboration continue to evolve into strategic pillars of the endpoint ecosystem, we’re excited to work alongside system integrators who are ready to build what’s next—together.
If you’re looking to evolve your AV and collaboration strategy in 2026, we’d love to connect. Reach out to the AV & Collaboration team at AV-UCTeam@tdsynnex.com to start the conversation.
Want to hear directly from our leaders? Desiree Cruz and Graham Kelly expand on these themes in a short LinkedIn video discussing where endpoint strategy is headed next.
