News in the Channel - issue #29

PERIPHERALS

high-impact additions that enhance user experience and often deliver better margins than the main device,” notes Rory. “Understanding the end user’s needs – whether ergonomic, collaborative or mobile – enables resellers to offer tailored solutions that genuinely improve the work experience. For resellers, it pays to attach!” Mike adds that peripherals are a huge part of the market. “In every office you are going to see displays, cameras, speakers, keyboards and mice, desktop storage devices, port replicators, printers, scanners and other devices,” he says. “When you add all of that up, it’s significant and probably worth as much as the value of the main device itself – and the great thing about peripherals is that users always want something better. “People will always want a better screen, a better keyboard, a better mouse and once they upgrade to higher quality devices, they won’t go back, In other words, it’s a really good area for upselling. “Partners can add value for their customers by drawing attention to the difference that having good peripherals can make and boost their sales at the same time. There are such a lot of good, trusted brand names out there offering tremendous choice and value. There is also a good market for higher-end, prestige products – a high quality large-format display for the primary meeting room, and for really good quality, designer furniture, for example. These are high value and high margin opportunities for partners and it’s worth exploring the potential with customers.” As James Campanini concludes, peripherals should no longer be seen as optional extras. “They are a vital part of today’s work experience that drive productivity and give a much-needed wellness boost,” he says. “Resellers play a pivotal role in helping businesses prioritise the right tools to drive performance gains alongside stronger employee engagement and long-term loyalty.” n

to be into 2026. It is no surprise that James Campanini says that current top sellers include ergonomic keyboards and premium headsets. “Looking ahead, demand is expected to rise for AI-enhanced peripherals and sustainability-driven designs,” he says. “As employee expectations grow, so will interest in smarter, more responsible tech solutions.” Meanwhile Rory says that keyboards and mice remain top sellers in volume. “While higher ASP items like docking stations are strong in revenue terms,” he adds. “Looking ahead, we expect growth in sustainable peripherals, like our Kensington EQ range, made with recycled materials, as organisations aim to hit environmental targets. AI-enabled PCs and Win11 upgrades are also expected to drive a broader refresh cycle in 2025, lifting peripheral demand across the board.” James Reed adds that large format displays are highly desirable. “This is for the smart meeting room and digital signage,” he says. “Good keyboard and mouse combinations perform consistently well, and we’re also seeing more interest in ergonomic equipment and stand-up desks.” Upselling For resellers, peripherals are useful as products that can be upsold to customers when they are investing in more expensive upgrades or device refresh programmes. “Peripherals are relatively low-cost,

Mike Barron managing director

synaxon-services.com

“

People will always want a better screen, a better keyboard, a better mouse and once they upgrade to

higher quality devices, they

won’t go back, In other words, it’s a really good area for upselling.

”