In a period marked by unpredictability, Legrand AV is focusing on a multi-faceted strategy that leverages its market position, strengthens integrator partnerships and reinforces its commitment to corporate social responsibility. At the new Legrand AV headquarters in Minnetonka, Minn., company leaders Pam Hoppel, president of the audiovisual division, and Shilpa Anand, director of product marketing, offered insights into navigating current challenges and capitalizing on future growth opportunities. While acknowledging market uncertainty, both leaders also expressed confidence in Legrand AV’s direction and its ability to support its integrator partners.
Navigating Market Headwinds and Tailwinds
Hoppel identifies “uncertainty” as the biggest headwind facing the industry in 2026. “This past year has proven to us that there is a level of unpredictability in not only the macroeconomic environment, but also the political [sphere] that impacts all of us,” she states. To counter this, she emphasizes the importance of agility and scenario planning.
Conversely, Hoppel sees significant tailwinds driving growth. She credits the strength of her team and Legrand AV’s strategic market positioning in driving the growth. “I think our go-to-market is really aligned to where opportunities are,” Hoppel notes. “And so, for us, that’s going to create a great tailwind.”
According to Hoppel, the market alignment focuses on specific verticals positioned for growth. While corporate office remains a core segment, she highlights three other distinct areas: commercial retail (specifically quick-serve restaurants), the federal government sector and higher education. Hoppel also points to artificial intelligence as a major driver in commercial retail, noting, “Artificial intelligence is playing such a significant role in how data is served up in all of those displays that ultimately we connect to.”
To elaborate, Anand identifies higher education as a key area with distinct needs. The challenge lies in simplifying complex classroom technology for diverse users, from technology managers overseeing multiple buildings to professors needing a simple plug-and-play system. “How do we make it very simple? That is a very unique problem,” she states. “[However,] we are in a unique position because we have a lot of the pieces of that puzzle, to provide the overall solution to the market.” Anand thus asserts that Legrand AV will play a bigger role in helping integrators deploy plug-and-play solutions for educational institutions and auditoriums.
Legrand AV Takes A Unified Approach to Integrator Partnership
A central theme for both leaders is the evolution of Legrand AV’s relationship with its integrators. The company is shifting from being a collection of individual brands to presenting itself as a single, unified solutions provider.
“It’s all about answering to the increasing complexities of those AV integrators,” explains Hoppel. “How do we not only supply the great quality products that we always have…but how do we answer the questions they will be asked?” This includes addressing increasing security requirements and the need to overlay managed services on technical devices.
Anand elaborates on this unified approach, explaining the goal is to simplify the integrator’s role by offering comprehensive packages. “Historically, each brand has been developing their own unique solutions.” she says. “But we have evolved to work with integrators as an overall AV solution [provider].” For instance, brands like Chief, Middle Atlantic and C2G are developing products as cohesive offerings for various environments.
In summation, Anand explains that the long-term goal is for integrators to see Legrand AV as a single source for their needs. “Tailored solutions demonstrate we know them well, understand their individual needs, and have thoughtfully solved problems and provided value,” she emphasizes. “And bringing that overall solution to the table makes the integrators’ jobs much easier.”
Commitment to Corporate Citizenship
Beyond market strategy, Hoppel underscores that Legrand AV places a strong emphasis on corporate social responsibility (CSR) and sustainability. She describes this commitment as being a “good corporate citizen,” with measurable goals for reducing CO2 emissions and single-use plastics.
“From an AV division perspective, we have an embedded CSR resource that is responsible for making sure that every year and every quarter we are managing and monitoring those types of improvements,” Hoppel adds.
For Hoppel, this dedication to sustainability reflects a broader industry leadership role on the part of Legrand AV. She remarks, “Whether that be on some of the energy conservation, more measurable elements and also on the people side too, [we need to make] sure that we always lead with…an environment that creates a sense of belonging for everyone.”
Legrand AV on Its Strategy
Indeed, as Legrand AV moves forward, its strategy is clear: leverage a unified brand structure to deliver comprehensive solutions, tackle complex integrator challenges head-on and maintain a deep commitment to sustainable and responsible business practices.
To learn more about Legrand AV’s integrated solutions and partnership opportunities, visit the Legrand AV website.
