How would you assess the state of the roofing industry heading into 2026?

VL: The roofing industry is entering 2026 with continued resilience and renewed discipline. Rising material and labor costs have forced many to reassess their business models, but instead of pulling back, contractors are sharpening their focus on profitability and operational efficiency, including investing in data-driven tools to protect margins and sustain growth. We’re also seeing the industry adopt a more measured optimism. Insurance-related work and continued service activity are keeping pipelines strong, even as new construction slows slightly. Contractors recognize that long-term success will hinge on cost control, customer experience, and technology adoption. The businesses best positioned for 2026 will be those that combine sound fundamentals with smart innovation, including using connected platforms, AI, and automation to do better work with greater accuracy and at scale.

Do you share contractors’ optimism about sales growth in 2026?

VL: Roofing is a needs-based industry. Even amid broader economic uncertainty, material price swings and other headwinds, the sector remains resilient. Roofs age, weather events continue to occur, making property owners need reliable contractors. We expect strong residential demand as well as the commercial sector to anchor the industry during broader volatility.

ServiceTitan had such a big year with new partnerships, products and innovations. What stands out, and how do you continue that momentum into the coming year?

VL: The roofing industry is reaching a digital inflection point. Contractors are leaning into automation, aerial data, and integrated estimating tools to streamline jobs from inspection to invoice. Partnerships, such as ours with Eagleview and Verisk, are indicative of where the industry is headed because they enable roofing contractors to lean into faster, data-driven workflows that turn efficiency and speed into a competitive advantage. 

Our annual conference, Pantheon, was a defining moment for ServiceTitan. We debuted Atlas, our AI-powered co-pilot, which is trained on the largest skilled-services dataset in the world, showcasing how our platform is getting smarter and continuing to remove friction from contractor workflows. As a result of our AI suite and key partnerships, our customers saw double-digit revenue growth and saved hours on back-office work. We’re operating at a scale where our data is a transformative advantage, allowing us to anticipate customer needs, personalize insights, and help the trades run with the same sophistication as any major enterprise. 

Were there any trends that developed in 2025 that you will be continuing to monitor?

VL: We witnessed contractors making the shift from focusing on top-line growth to profitability. This trend is driven by private equity interest and the drive to scale efficiently. We’re continuing to watch this closely, as private equity investment has the potential to spark significant expansion across the industry. Private equity is also accelerating the need for tools that support scalable best practices, unified systems, and performance tracking.

What economic factors will play the biggest role in a roofing contractor’s success in the coming year?

VL: The economic factors that shaped 2025 aren’t going anywhere. Contractors will still face elevated costs of materials, a persistent labor shortage, and growing overhead costs, all of which can squeeze margins and stall growth. However, the industry is resilient and many businesses are adapting rather than waiting for conditions to improve. Success in 2026 hinges on balancing innovation with operational discipline. The contractors poised to lead will be the ones investing in automation, real-time data, and customer-centric technology that helps offset labor constraints, control costs, and elevate the homeowner experience.

What product categories or new tech capabilities are you most excited about in roofing moving forward?

VL: Artificial intelligence is leaving its mark on all industries, and roofing is no exception. Over the past year, we've seen AI-powered tools evolve into true extensions of roofing businesses, enabling contractors to meet timelines, reduce bottlenecks, drive new revenue streams, and ultimately sustain growth. ServiceTitan recently introduced Atlas, an advanced AI-powered tool that forms an agentic layer across the ServiceTitan platform and represents the next evolution of Titan Intelligence, the purpose-built AI engine for the trades. It's remarkable to think that only three years have passed since the launch of ChatGPT, which marked a turning point in the AI industry. Progress hasn't slowed, as capabilities become more intelligent and automated every day. I'm looking forward to seeing how this next wave of innovation continues to transform roofing, including fully automating business processes, from the first call to the final invoice.

What are the biggest technology challenges contractors are dealing with today? What's coming up tomorrow?

VL: Siloed systems remain one of the biggest challenges, and contractors are moving away from them. They're focused on growing and scaling their operations while providing excellent customer experiences. They want one platform that can support growth across multiple locations, deliver accurate, consistent reporting, and integrate with the tools they already use. In light of this, we're seeing strong adoption of software and integrated solutions designed to bring all facets of the business together. Centralized operations give contractors confidence and create the transparency needed to scale effectively.

Another challenge is that, despite growing interest in AI, widespread adoption is lagging due to an educational gap. Many roofing businesses are seeing the potential but need real-world examples of ROI and more precise guidance on how to implement and leverage the technology in order to make the leap. Broader awareness is key to driving stronger adoption.

How is your company responding to the ongoing consolidation and private equity involvement in the roofing industry?

VL: ServiceTitan is a strategic technology partner for the trades. Whether you want to scale your business independently, pass it on to your family, or exit to private equity, we believe we’re uniquely positioned to help you achieve your next level of success. Private equity has been investing in roofing and will continue to do so at an accelerated rate. We have strong relationships with these PE groups, many of whom have trusted ServiceTitan for years with their plumbing, HVAC, electrical, and garage door platforms. We continue to invest heavily in enterprise grade solutions for operations of this size and have yet to see an alternative software able to provide the level of multi-location, multi-trade, and multi-brand management that we offer.

What are the biggest concerns moving forward?

VL: The roofing and exteriors industry is moving faster than ever before. ServiceTitan has had the perspective for a long time that we must invest heavily in the future so that no contractor is ever left behind. With private equity entering the industry, AI, economic pressures, and more, roofers, now more than ever, need a trustworthy partner they can rely on. What keeps me up is knowing that some contractors may not know how to future-proof their businesses or may not be taking it seriously to the degree that’s needed.

What are you proudest of about your organization as 2026 begins?

VL: Our north star continues to be the long-term success of our customers. This year, we took bold steps forward with advancements in AI and our Pro products, and with the launch of Atlas, putting AI capabilities directly into the hands of our customers. This AI-driven expert brings their data to life, delivering the insights they need, exactly when and where they need them to succeed.