Key Things to Know
- Median integrator sales rose 14% in the first half of 2026 compared with the same period in 2025.
- The channel is splitting: 34.8% of integrators grew sales 51% or more, while 33.4% declined 21% or more.
- The upper-middle market, contracts between $25,000 and $50,000, saw the weakest showing of any segment, dropping 16.1%.
- Growth came from volume, not conversion. Signed contracts per integrator rose 17% as proposal output climbed 19% and close rates stayed flat.
- The full report is a free download at d-tools.com, built from anonymized transaction data from more than 1,500 active integration companies.
D-Tools released its 2026 Midyear Market Report this month, revealing that Integrators grew sales by a median of 14% over the first half of 2025. Underneath that figure sits a channel pulling in two directions, with clear lessons for how you plan the rest of the year.
What Does “Market Bifurcation” Actually Mean for Integrators?
Market bifurcation means the channel is separating into winners and strugglers, with fewer companies landing in the middle. According to the report, over one-third of integrators (34.8%) grew sales 51% or more in the first half of 2026, while another third (33.4%) saw sales decline 21% or more. The remaining 31.8% held flat or close to it. The split showed up across companies of every size, so scale alone doesn’t determine which side you’re on.
“The market growth is solid, but it’s not the whole story,” says Jason Knott, data solution architect at D-Tools. “Our data shows the market is splitting in two. A third of integrators grew more than 51%, another third declined by 21% or more, and the businesses in the upper-middle market are feeling it the most. Integrators need to know which side of that split they’re on. This report gives them the real numbers to find out and a set of benchmarks upon which to act.”
Which Market Segment Is Getting Squeezed the Most?
The upper-middle market is getting squeezed the hardest. Integrators with average contracts between $25,000 and $50,000 dropped 16.1%, the weakest showing of any segment in the report. At the same time, the share of contracts under $10,000 grew, and large or luxury contracts over $50,000 grew as well. Business is moving toward both ends of the spectrum, which suggests mid-tier projects need a sharper value story to hold their ground.
Is Growth Coming From Closing More Deals or Sending More Proposals?
Growth is coming from volume, not better closing. Signed contracts per integrator rose 17% while proposal output climbed 19%. Close rates held essentially flat across the period, so the companies gaining ground are putting more proposals in front of more customers rather than converting a higher percentage of them. For your pipeline, that points to a simple takeaway: activity is driving results right now, and steady proposal flow matters.
What Else Is in the Report?
The report goes well beyond the top-line numbers with benchmarks you can put to work. It includes regional analysis, sales-cycle and proposal-revision benchmarks, a category-by-category breakdown and eight key takeaways integrators and suppliers can use to plan ahead. Because it’s benchmark-driven, you can measure your own performance against the broader channel and spot where to adjust.
How Is the Data Different?
The data comes from real transactions, not opinions. The D-Tools 2026 Midyear Market Report is built entirely from aggregated, anonymized transaction data drawn from signed contracts and proposals generated in D-Tools Cloud by more than 1,500 active integration companies. The data set is limited to companies that used the platform in both 2025 and 2026, so the comparison tracks the same cohort of integrators across both periods. That same-cohort approach makes the year-over-year numbers more reliable.
Where Can You Get the Report?
You can get the report now for free at d-tools.com. The key findings and takeaways are published in full, so you can review the numbers before you download. Data by D-Tools publishes two flagship market reports each year, with quarterly companion reports in between, giving you a steady stream of benchmarks to track how the market moves through 2026.
