Logitech Wants Partners To Think Beyond Meeting Rooms, Channel Chief Says

‘“If you’re talking to the person that is making the decision on the room and video collaboration, why not ask, ‘What are you using in the room for peripherals?’ Because when we’re empowering the customer to be AI-ready, it’s whether it’s in the desk or it’s in the room. And Logitech can provide solutions for all of that,” says Crystal Ferreira, Logitech for Business’ global head of channel and alliance.

Logitech’s enhanced professional audiovisual portfolio represents not only more hardware for solution providers to sell but also greater opportunities around services and clients’ broader workplace-experience needs, Crystal Ferreira, Logitech for Business’ global head of channel and alliance, told CRN in an interview.

Making equipment faster and easier to install means solution providers can more quickly complete installations and avoid complex systems in clients’ ceilings, Ferreira said. But the fuller Logitech product portfolio opens ways for solution providers to become more strategic, trusted advisers around the full workplace experience across offices as well as mobile and remote work environments.

“If you’re talking to the person that is making the decision on the room and video collaboration, why not ask, ‘What are you using in the room for peripherals?’” she said. “Because when we’re empowering the customer to be AI-ready, it’s whether it’s in the desk or it’s in the room. And Logitech can provide solutions for all of that.”

Ferreira spoke with CRN ahead of the Lausanne, Switzerland-based device maker’s Logi Launch event showcasing new enterprise-grade conferencing equipment. The event ran through Friday and comes just days after Logitech’s 45th anniversary as a company.

John Richards, vice president of engineering at Tampa, Fla.-based Logitech partner AVI-SPL—No. 57 on CRN’s 2026 Solution Provider 500—told CRN in an interview that AVI-SPL has seen increased demand around digital workplace experience solutions, including Logitech’s Spot wireless environmental sensor.

Clients have sought more data and analytics around room temperature and carbon dioxide exposure and other measurables, Richards said. In the past, it was hard for solution providers to put that technology and analytics capability together.

“There’s a huge opportunity for that,” he said. “That’s still an early indicator of Logitech moving outside the meeting room and focusing on the workplace. And there’s a lot to learn for integrators around how to leverage that.”

Logitech Pushes Deeper Into Pro AV

Logitech Thursday showcased second-generation iterations of its Rally Bar, Tap IP and Tap Scheduler offerings that have already started rolling out. Second-generation iterations of its Rally System, RoomMate and Rally Speaker will become available in summer 2027. And the RightSight 3 camera-switching capability is set for availability in the second half of 2027.

The products expand Logitech’s portfolio into the professional audiovisual (pro AV) space and bolster the vendor as a one-stop shop for rooms ranging from small to extra-large, including multipurpose, divisible rooms that can uniquely challenge installers and IT teams, according to the vendor.

Newer services opportunities for Logitech IT solution providers include the Sync cloud-based device and space remote management software, Ferreira said.

Refresh Cycle Creates Channel Opportunity

The new portfolio comes amid a major hardware refresh cycle as devices bought during the COVID-19 pandemic and the rapid move to remote work begin to age out. At the same time, emerging AI-related security concerns like Anthropic Mythos’ ability to reveal hardware vulnerabilities at scale have put greater scrutiny on aging workplace equipment.

But Logitech has been investing in extending the lives of its products, Ferreira said. Some of Logitech’s devices in the category launched in 2021 are supported until 2030.

Still, the vendor expects growth ahead thanks to device refreshes and opportunities in the video collaboration space.

Logitech CEO Hanneke Faber said during Logitech’s latest earnings call in July that video equipment usually lasts five to seven years, with the refresh cycle fueling video collaboration’s performance as Logitech’s No. 4 business by revenue with $185 million and its third-fastest growing business during the quarter at 11 percent growth year on year.

For comparison, Logitech’s gaming business saw $354 million in revenue, up 12 percent year on year. Pointing devices saw $227 million in revenue, up 16 percent. And keyboards and combinations saw $228 million in revenue, up 2 percent year on year.

Tablet accessories fell 2 percent year on year to $89 million. Webcams fell 9 percent to $77 million. Headsets fell 3 percent to $44 million. And mobile speakers, PC speakers and other products fell 12 percent to $23 million.

“Logitech’s videoconferencing solutions are now used by more than 70 percent of Fortune 500 companies, putting us on a very short list of preferred suppliers as organizations refresh and expand their meeting spaces,” the CEO said on the earnings call.

Faber also said that globally less than one-quarter of meeting rooms are video- collaboration-enabled, with demand for AI-powered notetakers and other experiences providing a tailwind.

Logitech CFO Matteo Anversa said on the call that the vendor has secured the memory components it needs for the video collaboration business in fiscal year 2027. Ferreira said Logitech continues to have robust supply despite the memory component and supply chain crisis that has hit hardware solution providers in multiple categories.

“We have no problems with supply,” she said. “We manufacture in multiple locations. We’ve not had any challenges with making sure that the product is available for the customers.”

Partner Program Expansions Ahead

Logitech is working on more additions to its partner program this year, including a personal workspace specialization, resources for consultants working with multiple partners and an effort to add more global systems integrators to the partner mix.

Also on the horizon is a specialization that recognizes solution providers working with Logitech’s growing pro AV category of commercial-grade sound, video and control systems, Ferreira said.

“A partner that is focusing on BYOD [bring your own device], for example, may not have the same capabilities,” she said. “We want to make sure that we give those partners that have made those investments and can provide that support to the customers first right to those opportunities and the products.”

With customers sometimes engaging with at least 10 partners before making a purchasing decision, Logitech has been investing in improved enablement and content for solution providers to give customers consistent experiences, Ferreira said.

The vendor is also investing in distributors that help Logitech partners with services and serving customers in local markets worldwide and helping them establish as-a-service pricing models so that solution providers can focus less on cost and more on outcomes.

The vendor’s program is track-based, ranging from the Premier open track with basic performance requirements to the Principal exclusive track for highly committed partners that need more resources and support.

Solution providers can differentiate from other partners through specializations based on product portfolio and expertise. And solution providers that can serve global customers have a unique designation with additional rebates across all their entities.

“We want to support them in growing those multiple markets,” she said.

Logitech has a specialization for its video collaboration product line, for example. Ferreira said to expect specializations for partners selling personal workspace products and one for the pro AV category of commercial-grade sound, video and control systems.

“They’re spending time doing the training. They’re spending time making sure that they have the right marketing materials,” she said. “When they add those different elements—and they have the technicians that can actually do the design, do the installation, and then help with day-two support—then they can reap more rewards in the end.”

Logitech has also sought to reward higher partner service attach rates, in part because services can create longer-term customer relationships, she said.

This year, Logitech launched a pilot for a services specialization for MSPs with co-delivery, white-labeling for video products, access to core software and multi-tenancy.

The Logitech partner program has also added vertical channel managers in North America for solution providers with particular skills in health care, education and other industries the vendor is growing share in. Logitech could one day offer specializations around verticals, but it does not have those today, Ferreira said.

She wants to add more global systems integrators to the Logitech partner ecosystem because those partners can be well-equipped in selling full workforce experience solutions and working with complex, multipurpose rooms in a workplace.

Logitech is working on a program for consultants, which are well equipped at bringing in multiple partners to serve a customer, she said.

Logitech’s Video Collaboration Growth

Logitech last reported quarterly earnings on July 28. The vendor saw sales grow 7 percent year on year to $1.23 billion in its first quarter of the 2027 fiscal year.

The company’s operating income using GAAP was $259 million, up 60 percent year on year. Without using GAAP, operating income was $290 million, up 44 percent. The vendor’s cash flow from operations came in at $167 million.

Logitech executives said to expect about $1.2 billion in sales in the second fiscal quarter, relatively flat growth year on year. The company expects to lose up to $20 million in net sales during the quarter due to the temporary closure of a facility for one of Logitech’s semiconductor suppliers. Logitech expects to resolve the issue by its fourth fiscal quarter, but it could cost Logitech up to $200 million in net sales in the third quarter.

The company expects non-GAAP operating income of between $185 million and $210 million. The company has not issued a formal full-year fiscal year 2027 outlook.

The vendor will next report quarterly earnings on Oct. 27 for the second quarter of its 2027 fiscal year.