2026 RSPA Retail IT Channel KPI Study

For the 10th annual Retail IT Channel KPI Study, the RSPA has compiled data that will help VARs and ISVs better navigate today’s ever-changing ecosystem. Among the key takeaways:

  • Optimism for growth in 2026 after “uncertain” and “mixed” 2025
  • Retail IT VARs post near-record margins in 2025
  • Revenue stream analysis: Are VARs too dependent on payments?
  • Retail IT solution providers champion as-a-Service model
  • Expect continued VAR/ISV acquisitions in 2026
  • 2026’s top niche verticals mirror 2025
  • VAR HR: Solution providers growing sales faster than headcount
  • Solution provider sales rep pay rises slightly
  • Anemic VAR marketing spend trend continues
  • “Huge opportunity” in services, support, & tailored solutions

Access the 2026 RSPA Retail IT Channel KPI Study here.

For additional analysis of the KPI Study, listen to this episode of the RSPA Trusted Advisor podcast. Jami Interdonato of ISV RPOWER, Dean Reverman of distributor BlueStar, and the RSPA’s Jim Roddy share their perspectives on this year’s report and what it means for the retail IT channel.