Why VARs Should Still Sell Accessories in 2026

Channel headlines have been dominated by software and AI-related product stories, but that doesn’t mean the peripherals needed to operate devices have become any less important. In this Q&A with Channel Insider, Kensington’s North American Sales Director, Donovan Shaughnessy, explains how VARs can leverage accessories to support clients across verticals in 2026.

Peripheral sales remain profitable for the partners who understand the needs of the customers

Why is selling peripherals to customers still a critical business opportunity today?

Peripherals remain one of the most consistent and profitable categories in IT. Every laptop, monitor, and workstation needs accessories that improve productivity, comfort, and security—and these are often overlooked until a reseller brings them forward. As companies continue to support hybrid and remote work models, employees expect high-quality docking, input, and protection solutions that “just work.” Kensington has built its reputation on precisely that—reliable, compatible, easy-to-deploy accessories that complete the user experience. For VARs, it’s a natural way to grow margins and attach rates on nearly every hardware sale.

What do resellers need to know about their clients to tap into opportunities concerning hardware accessories?

The key is understanding how and where people work. For example, if a customer’s IT team is rolling out new laptops, that’s a perfect time to recommend docking stations or privacy screens. If an organization is standardizing on certain keyboard and mouse setups, that’s an opportunity to help them simplify procurement by adding Kensington products to their standards or catalog lists. Resellers who ask questions about workspace setup, security policies, and ergonomic needs uncover consistent upsell potential—without having to compete on price alone.

Why resellers should consider verticals and prioritize frictionless ordering experiences in 2026

Shaughnessy stresses the importance of customer experience and expectations in how they interact with their reseller partners. For VARs to stay ahead, they will need to consider their customers’ needs across verticals throughout the buying journey.

In your experience supporting resellers, how do the specific needs of certain verticals impact the types of accessories they are most likely to purchase?

Absolutely—they vary widely.

• Healthcare prioritizes easy-to-sanitize peripherals, antimicrobial surfaces, and privacy screens for HIPAA compliance.
• Education looks for durability and manageability, especially in K–12 environments.
• Financial and government customers emphasize data security—so device locks and biometric authentication solutions are key.
• Corporate and enterprise buyers value performance, consistency, and dock compatibility across mixed laptop fleets.

Kensington’s broad portfolio allows resellers to meet these needs across every vertical with dependable solutions backed by strong warranties and support.

What advice do you have for resellers as they enter 2026 planning?

Think attach rate, not just endpoint sales. Accessories can add meaningful margin to every device sold, and Kensington’s products are simple to position as part of a complete workspace solution. Make sure your top SKUs—keyboards, mice, docks, and privacy screens—are included in your customers’ purchasing systems and catalog lists so orders become frictionless. Lean on Kensington’s channel programs, marketing resources, and sales support to stay visible and keep accessories top of mind in every quote.

Why Kensington remains a committed channel partner as resellers enter the new year

Kensington works with resellers through its Kensington Advantage Program, offering partners an avenue toward the opportunity discussed above.

From your perspective, how do companies like Kensington enable resellers to deliver what clients need while reaching their own business goals?

Kensington is a channel-first organization. Our mission is to make it easy for resellers to succeed—through high-quality, reliable products, generous warranties, and a support structure that’s responsive and channel-focused. We provide marketing assets, sample programs, and deal registration tools designed to help partners close business faster. When a reseller sells Kensington, they’re not just moving a peripheral—they’re strengthening their customer relationship with proven performance and trusted service behind every sale.