{"id":35160,"date":"2020-04-27T05:10:04","date_gmt":"2020-04-27T05:10:04","guid":{"rendered":"https:\/\/www.sisinternational.com\/?page_id=35160"},"modified":"2026-05-05T16:54:23","modified_gmt":"2026-05-05T20:54:23","slug":"lighting-market-research","status":"publish","type":"page","link":"https:\/\/www.sisinternational.com\/zh_hk\/%e5%b0%88%e6%a5%ad%e7%9f%a5%e8%ad%98\/lighting-market-research\/","title":{"rendered":"Lighting Market Research: Strategy for Category Leaders"},"content":{"rendered":"<div class=\"sis-hero-preserved sis-injected-hero\" data-sis-injected=\"hero\">\n<h1 class=\"wp-block-heading\">\u7167\u660e\u5e02\u5834\u7814\u7a76<\/h1>\n<figure class=\"gb-block-image gb-block-image-957b8140\"><img loading=\"lazy\" decoding=\"async\" width=\"1456\" height=\"816\" class=\"gb-image gb-image-957b8140\" src=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-9.jpg\" alt=\"SIS \u570b\u969b\u5e02\u5834\u7814\u7a76\u8207\u7b56\u7565\" title=\"Lightning (9)\" srcset=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-9.jpg 1456w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-9-300x168.jpg 300w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-9-1024x574.jpg 1024w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-9-768x430.jpg 768w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-9-18x10.jpg 18w\" sizes=\"auto, (max-width: 1456px) 100vw, 1456px\"><\/figure>\n<\/p>\n<hr class=\"wp-block-separator has-alpha-channel-opacity is-style-dots\"\/>\n<div class=\"wp-block-columns has-global-color-9-color has-text-color has-background has-link-color wp-elements-0203c20ded8303510532e1c3a52df13b is-layout-flex wp-container-core-columns-is-layout-9d6595d7 wp-block-columns-is-layout-flex\" style=\"background-color:#f7f9fa6e\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:18%\"><\/div>\n<div class=\"wp-block-column is-vertically-aligned-center is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:71.28%\">\n<div class=\"wp-block-rank-math-toc-block aligncenter has-global-color-9-color has-text-color has-link-color wp-elements-828cef5d0fbb7cc609f0d9b68d63398b\" style=\"font-size:16px\" id=\"rank-math-toc\">\n<h2><strong>\u6642\u9593<\/strong>able of Contents<\/h2>\n<nav>\n<ul>\n<li class=\"\"><a href=\"#illuminating-insights-on-lighting\">Illuminating Insights on Lighting<\/a><\/li>\n<li class=\"\"><a href=\"#lighting-market-research-methods\">Lighting Market Research Methods<\/a><\/li>\n<li class=\"\"><a href=\"#new-product-concept-testing-with-lighting-market-research\">New Product Concept Testing with Lighting Market Research<\/a><\/li>\n<li class=\"\"><a href=\"#concept-testing\">\u6982\u5ff5\u6e2c\u8a66<\/a><\/li>\n<li class=\"\"><a href=\"#home-lighting-product-features\">Home Lighting Product Features<\/a><\/li>\n<li class=\"\"><a href=\"#benefits-feelings-and-associations\">Benefits, Feelings and Associations<\/a><\/li>\n<li class=\"\"><a href=\"#types-of-lighting\">Types of Lighting<\/a><\/li>\n<li class=\"\"><a href=\"#customer-insights\">\u5ba2\u6236\u6d1e\u5bdf<\/a><\/li>\n<\/ul>\n<\/nav>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<h1>Lighting Market Research: How Leaders Win the Connected Illumination Category<\/h1>\n<p>Lighting has shifted from a fixture business to a software, sensor, and services business. The winners read that shift early.<\/p>\n<p>The category now spans LED retrofits, controls, horticultural lighting, UV-C disinfection, human-centric tunable white systems, and connected outdoor platforms. Each segment has different buyers, different specification cycles, and different margin profiles. Lighting market research separates the firms that price intelligently from those that compete on lumens per dollar and watch their installed base get poached by controls vendors.<\/p>\n<h2>Why Lighting Market Research Now Determines Category Position<\/h2>\n<p>The bill of materials for a connected luminaire has inverted. Drivers, sensors, radios, and firmware now carry more strategic weight than the diode itself. That changes who the competitor is. Signify, Acuity Brands, Hubbell, Legrand, and Lutron compete on data exhaust and integration with building management systems, not on color rendering index alone.<\/p>\n<p>VPs running these portfolios need installed base analytics that map who specified what, when warranties expire, and which controls platforms are locking in the next refresh. Aftermarket revenue strategy depends on it. A lamp sale ends; a Matter-enabled platform with quarterly firmware updates does not.<\/p>\n<p><span style=\"color:#216896;border-left:3px solid #216896;padding-left:0.5rem;\"><span class=\"sis-injected-quote\" data-sis-injected=\"quote\" style=\"color:#216896;border-left:3px solid #216896;padding-left:0.5rem;\">According to SIS International Research, manufacturers that segment specification influence by stakeholder (electrical engineer, lighting designer, facility manager, sustainability officer) capture meaningfully higher win rates on commercial retrofits than those targeting the distributor channel alone.<\/span> The decision has moved upstream from the counter.<\/span><\/p>\n<h2>The Specification Chain Is Where Margin Is Won<\/h2>\n<p>In commercial and industrial lighting, the specification is written months before procurement. Lighting designers, ESCOs, and design-build contractors set the brand and the controls protocol. Once DALI-2, 0-10V, or a proprietary mesh is specified, the supplier shortlist collapses to two or three names.<\/p>\n<p>OEM procurement analysis that stops at the distributor misses this. The better approach is mapping the full specification chain: who writes the basis-of-design document, who values total cost of ownership over first cost, and who will accept a substitution request. B2B expert interviews with specifiers across regions surface the answer faster than transactional sales data, which only records who already won.<\/p>\n<p>Three forces reshape the chain. First, ASHRAE 90.1 and Title 24 push controls integration into base specs. Second, Power over Ethernet lighting moves the spec writer from the electrical engineer to the IT director. Third, sustainability mandates from tenants like Amazon, Microsoft, and Walmart pull embodied carbon and circularity into the evaluation grid. Each shift creates a new buyer to study.<\/p>\n<h2>Horticultural, UV-C, and Human-Centric Lighting Reward Different Research<\/h2>\n<p>Three adjacent segments reward operators who run dedicated research rather than extending general illumination playbooks.<\/p>\n<p>Horticultural lighting buyers (cultivators, vertical farms, greenhouse integrators) evaluate fixtures on micromole output, photon efficacy, and spectrum tunability against crop yield economics. The supplier shortlist (Fluence, Heliospectra, Gavita, California LightWorks) wins or loses on agronomy data, not on lumen counts.<\/p>\n<p>UV-C and far-UVC disinfection buyers come from infection control, HVAC integration, and EHS leadership. Their evaluation framework is dose-response and ASHRAE 241 compliance, not photometric performance.<\/p>\n<p>Human-centric lighting buyers in healthcare, education, and Class A office care about circadian metrics (melanopic EDI, CCT shift profiles) tied to occupant outcomes. Specification language is medical and behavioral, not electrical.<\/p>\n<p>One research instrument cannot serve all three. The firms expanding fastest in these adjacencies run separate voice-of-customer programs by segment.<\/p>\n<h2>Connected Lighting and the Data Monetization Opportunity<\/h2>\n<p>Every connected luminaire is a sensor node. Occupancy, daylight harvesting, asset tracking, indoor positioning, and air quality data all flow through the lighting layer because lighting has power, ceiling position, and dense grid coverage no other system matches.<\/p>\n<p>The strategic question for a Fortune 500 portfolio is whether the lighting business is sold as hardware with a controls attach rate, or as a data platform with hardware as the acquisition cost. The answer changes the financial model, the sales motion, and the partnership map (Cisco, Siemens, Honeywell, Schneider Electric, and the major REITs all sit at this table).<\/p>\n<p><span style=\"color:#216896;border-left:3px solid #216896;padding-left:0.5rem;\">SIS International&#8217;s competitive intelligence engagements in the lighting sector indicate that the platform-versus-product decision is the single largest determinant of five-year enterprise value in the category, ahead of manufacturing footprint and channel breadth.<\/span><\/p>\n<h2>A Practical Framework: The Four-Layer Lighting Intelligence Model<\/h2>\n<p>Lighting market research that supports a VP-level decision works across four layers simultaneously. Each layer answers a different question and uses a different method.<\/p>\n<figure class=\"wp-block-table sis-injected-table\" data-sis-injected=\"table\">\n<table>\n<thead>\n<tr>\n<th>Layer<\/th>\n<th>Decision Supported<\/th>\n<th>Primary Method<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td>Demand<\/td>\n<td>Segment sizing, retrofit timing, vertical prioritization<\/td>\n<td>End-user surveys, installed base analytics<\/td>\n<\/tr>\n<tr>\n<td>Specification<\/td>\n<td>Win\/loss patterns, basis-of-design influence<\/td>\n<td>B2B expert interviews with designers and ESCOs<\/td>\n<\/tr>\n<tr>\n<td>Competitive<\/td>\n<td>Pricing posture, controls strategy, M&#038;A signal<\/td>\n<td>Tear-downs, patent mapping, distributor intelligence<\/td>\n<\/tr>\n<tr>\n<td>Adjacency<\/td>\n<td>Horticultural, UV-C, human-centric, IoT data<\/td>\n<td>Segment-specific VOC and ethnographic research<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n<p style=\"font-size:11px;color:#666;margin-top:4px;\"><em>Source: SIS International Research<\/em><\/p>\n<p>Operators who treat these as one research budget rather than four under-invest in the layers where margin actually lives. The specification and adjacency layers carry the highest leverage and receive the least funding in most lighting portfolios.<\/p>\n<h2>What Leading Lighting Firms Do Differently<\/h2>\n<figure class=\"wp-block-image size-large sis-injected-img\" data-sis-injected=\"img\"><img loading=\"lazy\" decoding=\"async\" width=\"1456\" height=\"816\" class=\"gb-image gb-image-84f79f2d\" src=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-4.jpg\" alt=\"SIS \u570b\u969b\u5e02\u5834\u7814\u7a76\u8207\u7b56\u7565\" title=\"Lightning (4)\" srcset=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-4.jpg 1456w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-4-300x168.jpg 300w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-4-1024x574.jpg 1024w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-4-768x430.jpg 768w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-4-18x10.jpg 18w\" sizes=\"auto, (max-width: 1456px) 100vw, 1456px\"><\/figure>\n<p>The strongest performers in the category share three habits. They run continuous competitive intelligence rather than annual studies, because controls roadmaps and firmware cycles move faster than that. They commission ethnographic research with installers and facility managers, because the friction in commissioning a connected system is where churn begins. They benchmark against adjacent platform companies, not only against historical lighting peers.<\/p>\n<p><span style=\"color:#216896;border-left:3px solid #216896;padding-left:0.5rem;\">In structured interviews SIS has conducted with senior product and strategy leaders across North America, Europe, and Asia, the consistent pattern is that lighting firms with a centralized market and competitive intelligence function (rather than ad hoc reports filed by region) make faster pricing and product-portfolio decisions and lose fewer specifications to controls-native competitors.<\/span><\/p>\n<h2>The Reshoring and Tariff Dimension<\/h2>\n<figure class=\"wp-block-image size-large sis-injected-img\" data-sis-injected=\"img\"><img loading=\"lazy\" decoding=\"async\" width=\"1456\" height=\"816\" class=\"gb-image gb-image-27074091\" src=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-10.jpg\" alt=\"SIS \u570b\u969b\u5e02\u5834\u7814\u7a76\u8207\u7b56\u7565\" title=\"Lightning (10)\" srcset=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-10.jpg 1456w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-10-300x168.jpg 300w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-10-1024x574.jpg 1024w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-10-768x430.jpg 768w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-10-18x10.jpg 18w\" sizes=\"auto, (max-width: 1456px) 100vw, 1456px\"><\/figure>\n<p>Section 301 tariffs on Chinese-made luminaires, the Uyghur Forced Labor Prevention Act, and procurement preferences in federal projects have pushed reshoring feasibility into board-level conversations. Mexico, Vietnam, and Thailand absorb most of the relocation. Supplier qualification audits across these geographies are a standard part of any serious lighting market research engagement now.<\/p>\n<p>The opportunity is asymmetric. Firms that document compliant supply chains early win federal, GSA, and Buy American-tagged commercial work that competitors cannot bid on at all.<\/p>\n<h2>Where the Category Goes Next<\/h2>\n<figure class=\"wp-block-image size-large sis-injected-img\" data-sis-injected=\"img\"><img loading=\"lazy\" decoding=\"async\" width=\"1456\" height=\"816\" class=\"gb-image gb-image-5cf9a002\" src=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-6.jpg\" alt=\"SIS \u570b\u969b\u5e02\u5834\u7814\u7a76\u8207\u7b56\u7565\" title=\"Lightning (6)\" srcset=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-6.jpg 1456w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-6-300x168.jpg 300w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-6-1024x574.jpg 1024w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-6-768x430.jpg 768w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/Lightning-6-18x10.jpg 18w\" sizes=\"auto, (max-width: 1456px) 100vw, 1456px\"><\/figure>\n<p>Three signals shape the next cycle. Matter and Thread adoption collapse the controls fragmentation that has slowed connected lighting for a decade. Embodied carbon disclosure (EPDs, HPDs) becomes a specification gate, not a tiebreaker. And the convergence of lighting with HVAC, security, and building analytics creates platform M&#038;A activity that will redraw the competitor set.<\/p>\n<p>VPs commissioning lighting market research now should structure the work to answer one question above the others: where does the firm sit in the connected building stack five years out, and what evidence supports that position today.<\/p>\n<h2 id=\"about-sis-international\" style=\"font-family:Arial,sans-serif;color:#1a3d68;\">\u95dc\u65bc SIS \u570b\u969b<\/h2>\n<p><a href=\"https:\/\/www.sisinternational.com\/zh_hk\/\">SIS\u570b\u969b<\/a> \u63d0\u4f9b\u5b9a\u91cf\u3001\u5b9a\u6027\u548c\u7b56\u7565\u7814\u7a76\u3002\u6211\u5011\u70ba\u6c7a\u7b56\u63d0\u4f9b\u6578\u64da\u3001\u5de5\u5177\u3001\u7b56\u7565\u3001\u5831\u544a\u548c\u898b\u89e3\u3002\u6211\u5011\u4e5f\u9032\u884c\u8a2a\u8ac7\u3001\u8abf\u67e5\u3001\u7126\u9ede\u5c0f\u7d44\u548c\u5176\u4ed6\u5e02\u5834\u7814\u7a76\u65b9\u6cd5\u548c\u9014\u5f91\u3002 <a 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