Demand for peripherals is increasing – driven by various trends including hybrid working, a greater focus on ergonomics and a desire to keep employees productive and motivated – which presents opportunities for upselling for resellers.
Whether businesses are looking to refresh their devices or not, peripheral sales are a valuable sales route for resellers. Resellers can find sales as part of larger deals for new devices such as PCs, but similarly, for businesses looking to get the most out of their existing devices, peripherals can help to achieve that too.
Rory Morgan, senior director global marketing technology peripherals at Kensington, says the peripherals market is growing steadily at around 3% each year. “Influenced by the economic climate and RAM price changes, organisations are extending the life of their hardware by investing in quality peripherals,” he notes. “Kensington’s latest research shows centralised purchasing is becoming more common, with compatibility, durability, cost and sustainability as key criteria.”
James Reed, managing director – Endpoint Solutions, UK and Ireland, TD SYNNEX, says the peripherals market is strong across B2B and B2C. “Device refresh cycles, Windows 11 upgrades, and hybrid working are all driving demand, as organisations re-assess the setup around laptops and desktops,” he says. “When devices are refreshed, there’s still a clear knock on effect into monitors, keyboards and mice, headsets and collaboration equipment.”
Mike Barron, UK managing director, SYNAXON, notes that recently buyers have been trying to get orders placed for laptops and PCs ahead of expected constraints and price increases. “As those changes begin to bite a little more, I think businesses will turn their focus to productivity and making sure that their employees have the right equipment to do the job,” he says.
Keeping employees happy
Another driver of peripheral sales is businesses looking for high quality items to ensure employee satisfaction. Rory points to Kensington research that found that 87% of organisations now provide at least one specialist input device. “Accessibility and comfort are common reasons for non-standard device provision with ergonomic input devices being valued,” he adds. “Employees value accessories that remove friction from their workflows and IT managers value quality products that they can rely on.”
James says employees want peripherals that are fit for purpose, intuitive and designed to work seamlessly with the devices and environments they rely on every day. “When peripherals reduce friction and complexity rather than add to it, they remove small but persistent barriers from the working day,” he adds.
“Trusted brands also contribute to a better experience. Familiarity, consistency, and intuitive design build confidence, particularly when peripherals are expected to work across multiple locations with minimal setup or support. When products align cleanly with core devices and reduce complexity for users and IT teams alike, the experience is noticeably better.
“Ultimately, good quality peripherals are about reliability and suitability. Choosing the right products at the right level, ones that align with the device ecosystem, security requirements and how people actually work, sends a clear signal that organisations care about the experience of their employees, not just the technology specification.”
Ergonomic value
Carol Clark, business development manager, IT channel at Fellowes, says the growing focus on comfort and ergonomics is helping to drive peripheral sales. “Businesses know that if people are sitting uncomfortably all day, it’s going to affect productivity and morale,” she says.
“What’s interesting is that there’s still a clear gap between expectation and reality: Fellowes research shows that pain and discomfort caused by poor workstation set up is common, yet only around one in five employees think their employer is investing enough in ergonomic peripherals. That’s driving increased interest in relatively low cost accessories that can make a big difference, without the need for major office refits.
“Employees are far more aware of how their workstation affects how they feel day to day, and many are actively asking for better ergonomic support. In our research, 89% of workers said they felt healthier, more motivated and more productive when using ergonomic equipment. When discomfort is removed, people can focus on their work instead of niggling aches and pains. Providing the right peripherals is a simple, very visible way for employers to show they care, which feeds into engagement and loyalty.”
James agrees that workspace wellness is high on the agenda and ergonomic equipment that supports comfort over long periods of use helps people work more effectively and sustainably. “Suitability matters more than ever and choosing the right specification for the user, rather than simply adding more technology, is key,” he notes.
Hybrid sales
Hybrid working is also influencing peripheral sales. James says that during Covid, many organisations equipped staff quickly to enable remote working. “They are now revisiting those decisions to ensure what they have is still fit for purpose and appropriate for how people work today,” he says.
“We have seen an increasing need for devices to work seamlessly in the office and at home, which is driving a more considered buying decision based around compatibility, security, firmware support and long-term suitability.”
James adds that budget awareness is also shaping the conversation. “Rather than simply replacing everything, organisations are asking what’s right for the user, what’s secure and manageable and where upgrades genuinely improve the experience,” he says.
“At the same time, ongoing advances in technology mean expectations have risen. Headsets are being refreshed regularly due to heavy daily use and continuous vendor improvements.”
Rory agrees headsets are popular. “Our recently acquired brand EPOS has seen big demand for premium headsets with noise cancelling microphones, allowing users to work flexibly from anywhere,” he says.
Carole adds that hybrid working has cemented peripherals as an ongoing category rather than a one off purchase. “Many employees work across different locations, often with inconsistent setups, which is where discomfort creeps in,” she says. “As a result, businesses are investing in repeat purchases, upgrades and replacements, especially as teams change roles, move desks, or reassess their obligations around desk based working requirements.”
Key performers
Within peripherals, some pieces of equipment are standout performers. “Mice and keyboards are showing robust growth, with users increasingly favouring wireless models equipped with rechargeable batteries for added convenience and sustainability,” notes Rory. “Security remains a top priority, with privacy screen filters becoming essential for safeguarding sensitive onscreen information. Hybrid workers continue to seek fully featured mobile docking stations to remain connected wherever they may be working.”
James says displays, keyboard and mice combos, and headsets are the consistent best sellers. “As core input devices, keyboards and mice see heavy daily use and are naturally refreshed more often,” he says. “Customers are increasingly focused on ergonomics, reliability and feel, choosing devices that improve the day to day working experience rather than simply meeting a basic specification.”
Carol adds that anything that helps people sit better, see better and move more continues to perform well. “Monitor arms, laptop risers, footrests and sit stand products are strong performers,” she explains. “Customers want accessories that are easy to use, adjustable for different users, and suitable for modern, smaller or shared workspaces.”
Maximising revenues
With sales growing, it is important that resellers ensure they maximise the potential revenues from peripherals. “Every hardware purchase in an opportunity to boost basket value and margins – with branded peripherals often delivering higher margins than core devices,” says Rory. “Businesses and resellers can boost home and office setups with multiple, complementary accessories that improve workflow and productivity – users are willing to invest in quality, not just the cheapest options.”
James adds that asking end users questions at the right time allows them to review the wider setup and whether it’s still suitable for the way people work. “Taking a more holistic view helps partners recommend a more complete package that fits together properly and delivers a better experience, which in turn will help maximise productivity in the workplace and the home,” he says.
Sustainability and lifecycle considerations have come into sharper focus, James says. “Rather than one-off purchases, businesses are looking at refresh cycles, trade in options and equipment that is designed to last, be supported and remain secure over time,” he says. “Peripherals are increasingly viewed as part of a wider hardware estate, where longevity, energy efficiency and responsible refresh play an important role alongside performance and user experience.”
Carol says the key is to talk about ergonomics, not just kit. “When resellers bundle products into workstation solutions or use ergonomic conversations to highlight the impact on comfort and productivity, it naturally increases value,” she says. “Peripherals are most successful when they’re positioned as an investment in people — not just an add on.”
Mike adds that spring and summer are a good time to highlight the potential benefits of updating displays, keyboard and mice combos, speakers and headsets and other devices. “It’s also worth targeting schools and colleges with peripherals as summer is the prime time for education upgrades,” says.
“The area of most potential is probably audiovisual. Everyone is using video conferencing daily and as the tools have become more sophisticated, businesses have become more aware of the impact that having good quality sound and vision can have – on user experiences and productivity, and the impression you make over a conferencing session. The smarter and slicker the AV, the better your business looks.”
