KVH Industries, Inc. (KVHI): Business Model Canvas

In der dynamischen Welt der maritimen und mobilen Satellitenkommunikation zeichnet sich KVH Industries, Inc. (KVHI) als technologischer Innovator aus, der modernste Technik nahtlos mit strategischer Marktpositionierung verbindet. Ihr Business Model Canvas zeigt einen ausgefeilten Ansatz zur Lösung komplexer Konnektivitätsherausforderungen in den Bereichen Schifffahrt, Verteidigung und Handel und bietet leistungsstarke Satellitenkommunikationssysteme, die die Art und Weise verändern, wie Unternehmen in immer anspruchsvolleren globalen Umgebungen verbunden bleiben.

KVH Industries, Inc. (KVHI) – Geschäftsmodell: Wichtige Partnerschaften

Hersteller von maritimer und mobiler Satellitenkommunikationstechnologie

KVH Industries arbeitet mit bestimmten Herstellern von Satellitenkommunikationstechnologie zusammen, um sein Produktangebot zu erweitern.

Partner	Details zur Zusammenarbeit	Technologiefokus
Inmarsat	Integration von Satellitenkommunikationsnetzwerken	Globale maritime Konnektivität
Iridium-Kommunikation	Satellitennetzwerkdienste	Mobile Satellitenkommunikation

Auftragnehmer der Verteidigungs- und Schifffahrtsindustrie

KVH arbeitet mit Auftragnehmern aus dem Verteidigungs- und maritimen Sektor für spezielle Lösungen zusammen.

• Verträge über maritime Technologie der US-Marine
• Integration des Kommunikationssystems des Verteidigungsministeriums
• Maritime Kommunikationsprojekte der NATO

Anbieter von Telekommunikationsdiensten

Strategische Partnerschaften mit Telekommunikationsunternehmen unterstützen die globalen Konnektivitätsdienste von KVH.

Telekommunikationsanbieter	Servicetyp	Geografische Abdeckung
AT&T	Mobile Satellitendienste	Nordamerika
Verizon	Unternehmenskommunikationslösungen	Globale Unternehmensnetzwerke

Globale Vertriebs- und Wiederverkäufernetzwerke

KVH unterhält weltweit umfangreiche Vertriebspartnerschaften.

• Vertriebshändler für Schiffsausrüstung in über 50 Ländern
• Wiederverkäufer von Automobiltechnik
• Integratoren von Satellitenkommunikationssystemen

Partner für Technologieforschung und -entwicklung

Verbundforschungsinitiativen mit Technologieinstitutionen und Unternehmen.

Forschungspartner	Fokusbereich	Art der Zusammenarbeit
Massachusetts Institute of Technology	Satellitenkommunikationstechnologien	Gemeinsames Forschungsprogramm
Labor für Angewandte Physik der Johns Hopkins University	Fortschrittliche Kommunikationssysteme	Technologieentwicklung

KVH Industries, Inc. (KVHI) – Geschäftsmodell: Hauptaktivitäten

Design von Satellitenantennen und Trackingsystemen

KVH Industries konzentriert sich auf das präzise Design von Satellitenantennen mit spezifischen technischen Fähigkeiten:

Metrisch	Spezifikation
Antennengrößenbereich	14-60 cm Durchmesser
Tracking-Genauigkeit	±0,2 Grad
Jährliche F&E-Investitionen	12,4 Millionen US-Dollar (2022)

Entwicklung mobiler Konnektivitätslösungen

Zu den wichtigsten Bereichen der Konnektivitätsentwicklung gehören:

• Maritime Satellitenkommunikationssysteme
• Landbasierte mobile Internetlösungen
• Fahrzeugverfolgungstechnologien

Herstellung von Schiffselektronik

Produktkategorie	Jährliches Produktionsvolumen
Marine-Satellitenterminals	8.500 Einheiten
AIS-Transponder	5.200 Einheiten
Gyroskopische Stabilisierungssysteme	3.600 Einheiten

Innovation in der Satellitenkommunikationstechnologie

Wichtige Innovationskennzahlen:

• Angemeldete Patente: 37 (2022)
• Budget für Technologieentwicklung: 18,6 Millionen US-Dollar
• Innovationsschwerpunkte: VSAT, Miniaturisierung, Lösungen mit hoher Bandbreite

Produktforschung und technische Dienstleistungen

Forschungsbereich	Jährliche Investition
Kommunikationssystemtechnik	6,2 Millionen US-Dollar
Satelliten-Tracking-Technologie	4,8 Millionen US-Dollar
Mobile Konnektivitätsforschung	5,5 Millionen US-Dollar

KVH Industries, Inc. (KVHI) – Geschäftsmodell: Schlüsselressourcen

Proprietäre Satelliten-Tracking-Technologie

KVH Industries hält im Jahr 2023 54 aktive Patente mit besonderem Schwerpunkt auf maritimen und mobilen Satellitenverfolgungstechnologien. Die TracVision-Satellitenfernsehsysteme des Unternehmens decken einen weltweiten maritimen Markt von 98,5 % ab.

Patentkategorie	Anzahl der Patente	Technologiefokus
Satellitenverfolgung	27	Marine-Satellitensysteme
Mobile Konnektivität	18	Fahrzeugverfolgungslösungen
Antennentechnologien	9	Fortschrittliche Satellitenantennen

Geistiges Eigentum und Patente

Das Portfolio an geistigem Eigentum von KVH Industries wird im Jahr 2023 auf etwa 42,3 Millionen US-Dollar geschätzt, wobei die jährlichen Investitionen in Forschung und Entwicklung 16,7 Millionen US-Dollar betragen.

Ingenieurwesen und technisches Talent

Gesamtbelegschaft: 495 Mitarbeiter, Stand Q4 2023

• Ingenieure: 218 Mitarbeiter
• Technische Spezialisten: 137 Mitarbeiter
• F&E-Personal: 89 Mitarbeiter

Fortschrittliche Produktionsanlagen

Produktionsstandorte: Middletown, Rhode Island und Tinley Park, Illinois

Standort der Einrichtung	Produktionskapazität	Jährliche Produktion
Middletown, Rhode Island	85.000 Quadratfuß.	42.000 Satellitensysteme
Tinley Park, IL	65.000 Quadratfuß.	28.000 mobile Konnektivitätsgeräte

Robuste Forschungs- und Entwicklungsinfrastruktur

F&E-Ausgaben für 2023: 16,7 Millionen US-Dollar

• Jährliche F&E-Investitionen: 12,4 % des Gesamtumsatzes
• Technologieentwicklungszyklen: 18–24 Monate
• Aktive Forschungsprojekte: 12 gleichzeitige Initiativen

KVH Industries, Inc. (KVHI) – Geschäftsmodell: Wertversprechen

Leistungsstarke maritime Satellitenkommunikationssysteme

KVH Industries bietet maritime Satellitenkommunikationssysteme mit den folgenden Spezifikationen:

Produkt	Abdeckung	Geschwindigkeit	Preisspanne
TracPhone V7-HTS	Global	Bis zu 10 Mbit/s	$49,995 - $59,995
TracPhone V11-HTS	Global	Bis zu 20 Mbit/s	$79,995 - $89,995

Zuverlässige mobile Konnektivitätslösungen

Zu den mobilen Konnektivitätsangeboten gehören:

• Abdeckung des Mini-VSAT-Breitbandnetzes in 158 Ländern
• Bandbreitenkapazität von 2,4 Tbit/s
• Zuverlässigkeit der maritimen Konnektivität von 99,5 %

Modernste Tracking- und Antennentechnologien

Die Tracking-Technologien von KVH umfassen:

Technologie	Genauigkeit	Tracking-Geschwindigkeit
AgilePlans-Stabilisierung	±0,2 Grad	30 Grad/Sekunde
TracVision-Satellitenverfolgung	±0,1 Grad	40 Grad/Sekunde

Umfassende Angebote für Schiffselektronik

Die Produktpalette der Marineelektronik umfasst:

• GPS-Navigationssysteme
• Satelliten-TV-Systeme
• Integrierte Kommunikationsplattformen

Innovative Kommunikationslösungen für kommerzielle und militärische Märkte

Marktspezifische Kommunikationslösungen:

Marktsegment	Jahresumsatz	Produktanzahl
Kommerzielle Seefahrt	94,3 Millionen US-Dollar	12 Hauptprodukte
Militär/Regierung	37,6 Millionen US-Dollar	7 spezialisierte Systeme

KVH Industries, Inc. (KVHI) – Geschäftsmodell: Kundenbeziehungen

Direktvertriebsunterstützung für Unternehmenskunden

KVH Industries unterhält ab dem vierten Quartal 2023 ein engagiertes Unternehmensvertriebsteam mit 37 Direktvertriebsexperten. Das Unternehmenskundenportfolio des Unternehmens umfasst 126 aktive Kunden im Bereich See- und Kommunikationstechnologie mit jährlichen Vertragswerten zwischen 75.000 und 1,2 Millionen US-Dollar.

Kundensegment	Anzahl der aktiven Konten	Durchschnittlicher Vertragswert
Maritime Unternehmenskunden	86	$425,000
Kunden im Bereich Kommunikationstechnologie	40	$612,500

Technische Beratung und Integrationsdienste

KVH bietet spezialisierte technische Beratung mit einem Team von 42 zertifizierten Integrationsingenieuren. Das Unternehmen bietet maßgeschneiderte Integrationslösungen für komplexe Unternehmenstechnologiebereitstellungen.

• Durchschnittliche Beratungszeit pro Unternehmenskunde: 62 Stunden
• Reaktionszeit des technischen Supports: 4,2 Stunden
• Integrationserfolgsquote: 94,6 %

Online-Kundensupportplattformen

KVH betreibt ein umfassendes digitales Support-Ökosystem mit Online-Ressourcen rund um die Uhr. Zu den digitalen Supportkanälen gehören:

Support-Kanal	Monatliches Benutzerengagement
Kundensupport-Portal	7.423 einzelne Benutzer
Wissensdatenbank	12.567 Dokumentansichten
Live-Chat-Unterstützung	3.215 Kundeninteraktionen

Schulungs- und Implementierungsunterstützung

KVH bietet umfassende Schulungsprogramme mit 28 zertifizierten Schulungsspezialisten an. Das Unternehmen bietet mehrstufige Schulungslösungen für Unternehmenskunden.

• Online-Schulungsmodule: 42 Kurse
• Jährliche Schulungsteilnehmer: 1.876 Fachkräfte
• Schulungszufriedenheitsrate: 92,3 %

Langfristiger Technologiepartnerschaftsansatz

KVH pflegt langfristige Kundenbeziehungen mit einer durchschnittlichen Kundenbindungsdauer von 7,4 Jahren. Die Partnerschaftsstrategie des Unternehmens konzentriert sich auf kontinuierliche Technologieentwicklung und kundenspezifische Lösungen.

Partnerschaftsmetrik	Wert
Durchschnittliche Kundenbeziehungsdauer	7,4 Jahre
Wiederholen Sie den Business-Tarif	78.6%
Kundenexpansionsrate	42.3%

KVH Industries, Inc. (KVHI) – Geschäftsmodell: Kanäle

Direktvertriebsteam

Ab 2024 unterhält KVH Industries ein dediziertes Direktvertriebsteam von etwa 47 Vertriebsprofis, die auf maritime und mobile Konnektivitätslösungen spezialisiert sind. Das Vertriebsteam deckt die Regionen Nordamerika, Europa und Asien-Pazifik ab.

Region	Größe des Vertriebsteams	Primärer Produktfokus
Nordamerika	22	Maritime VSAT-Systeme
Europa	15	Satellitenkommunikation
Asien-Pazifik	10	Mobile Konnektivität

Online-E-Commerce-Plattformen

KVH Industries betreibt zwei primäre digitale Vertriebskanäle:

• Offizielle Unternehmenswebsite mit direkter Produktbestellmöglichkeit
• Amazon Business-Plattform für Unternehmens- und Regierungskunden

Messen für die Marine- und Verteidigungsindustrie

KVH nimmt jährlich an 12–15 internationalen Messen teil, darunter:

• Miami International Boat Show
• Meeres-Luftraum-Ausstellung
• Euronaval-Konferenz
• Pacific Marine Expo

Autorisierte Reseller-Netzwerke

KVH unterhält ein globales Netzwerk von 127 autorisierten Wiederverkäufern in 38 Ländern mit strategischen Partnerschaften in:

Region	Anzahl der Wiederverkäufer	Schlüsselmärkte
Nordamerika	42	Seefahrt, Verteidigung
Europa	38	Handelsschifffahrt
Asien-Pazifik	47	Telekommunikation

Digitales Marketing und technische Kommunikationskanäle

KVH nutzt mehrere digitale Kommunikationsplattformen:

• LinkedIn: 24.700 Follower
• Twitter: 3.200 Follower
• YouTube-Kanal für technischen Support
• Vierteljährliche technische Webinare
• Spezielles Kundensupport-Portal

KVH Industries, Inc. (KVHI) – Geschäftsmodell: Kundensegmente

Betreiber von maritimen Handelsschiffen

KVH bedient maritime Handelsschiffbetreiber in verschiedenen Sektoren mit spezifischen Konnektivitätslösungen.

Segmentcharakteristik	Quantitative Daten
Gesamtzahl der bedienten Seehandelsschiffe	Über 3.500 Schiffe weltweit
Jährlicher Umsatz mit maritimer Konnektivität	78,2 Millionen US-Dollar im Jahr 2022
Marktdurchdringung	12 % der weltweiten kommerziellen Seeflotte

Militär- und Verteidigungsorganisationen

KVH bietet spezialisierte Kommunikations- und Trackingtechnologien für den Verteidigungssektor.

• Hauptkunde des US-Verteidigungsministeriums
• Internationale Verteidigungsverträge in 17 Ländern
• Jährlicher Umsatz im Verteidigungsbereich: 45,6 Millionen US-Dollar

Liebhaber des Freizeitbootfahrens

KVH zielt auf die Märkte für Schiffselektronik und Satellitenkommunikation für Freizeitbootfahrer ab.

Marktsegment	Quantitative Kennzahlen
Gesamtausstattung der Freizeitschiffe	Über 22.000 Schiffe
Durchschnittliche Produktpreisspanne	$1,500 - $15,000
Marktanteil in der Schiffselektronik	8,3 % des Marktes für Freizeitschifffahrt

Anbieter von Telekommunikationsdiensten

KVH bietet Infrastrukturlösungen für die Satellitenkommunikation.

• Globale Telekommunikationspartnerschaften: 12 große Anbieter
• Satellitennetzabdeckung: 99 % weltweit
• Jährlicher Telekommunikationsumsatz: 62,4 Millionen US-Dollar

Suchende nach Unternehmensmobilitätslösungen

KVH liefert mobile Konnektivitätslösungen für Unternehmenskunden.

Unternehmenssegment	Datenpunkte
Gesamtzahl der Unternehmenskunden	Über 450 Firmenkunden
Durchschnittlicher Vertragswert	185.000 US-Dollar pro Jahr
Umsatz mit Unternehmenslösungen	33,7 Millionen US-Dollar im Jahr 2022

KVH Industries, Inc. (KVHI) – Geschäftsmodell: Kostenstruktur

Forschungs- und Entwicklungsinvestitionen

Für das Geschäftsjahr 2022 meldete KVH Industries Forschungs- und Entwicklungskosten in Höhe von 10,8 Millionen US-Dollar, was 8,7 % des Gesamtumsatzes entspricht.

Jahr	F&E-Ausgaben ($)	Prozentsatz des Umsatzes
2022	10,800,000	8.7%
2021	9,500,000	7.9%

Herstellungs- und Produktionskosten

Die gesamten Herstellungskosten von KVH Industries beliefen sich im Jahr 2022 auf 42,3 Millionen US-Dollar.

• Direkte Arbeitskosten: 15,6 Millionen US-Dollar
• Rohstoffkosten: 22,7 Millionen US-Dollar
• Fertigungsaufwand: 4 Millionen US-Dollar

Betriebskosten für Vertrieb und Marketing

Die Vertriebs- und Marketingkosten für 2022 beliefen sich auf insgesamt 16,2 Millionen US-Dollar.

Ausgabenkategorie	Betrag ($)
Verkaufspersonal	7,500,000
Marketingkampagnen	5,200,000
Vertriebsunterstützung	3,500,000

Wartung der Technologieinfrastruktur

Die Wartungskosten für Technologie und Infrastruktur beliefen sich im Jahr 2022 auf 6,5 Millionen US-Dollar.

• IT-Infrastruktur: 3,2 Millionen US-Dollar
• Softwarelizenz: 1,8 Millionen US-Dollar
• Netzwerk- und Kommunikationssysteme: 1,5 Millionen US-Dollar

Globale Vertriebs- und Logistikkosten

Die Vertriebs- und Logistikkosten für 2022 beliefen sich auf 8,7 Millionen US-Dollar.

Vertriebskanal	Aufwand ($)
Internationaler Versand	4,200,000
Inlandsvertrieb	3,100,000
Lagerhaltung	1,400,000

KVH Industries, Inc. (KVHI) – Geschäftsmodell: Einnahmequellen

Verkauf von Satellitenkommunikationssystemen

Für das Geschäftsjahr 2023 meldete KVH Industries einen Gesamtumsatz von 66,5 Millionen US-Dollar. Der Verkauf von Satellitenkommunikationssystemen machte einen erheblichen Teil dieses Umsatzes aus.

Produktkategorie	Umsatz (2023)	Prozentsatz des Gesamtumsatzes
Maritime Satellitensysteme	37,2 Millionen US-Dollar	56%
Mobile Satellitenterminals	15,8 Millionen US-Dollar	24%
Landgestützte Satellitensysteme	13,5 Millionen US-Dollar	20%

Technologielizenzgebühren

KVH generiert Einnahmen aus Technologielizenzen durch strategische Partnerschaften und Vereinbarungen zum Schutz geistigen Eigentums.

• Jährlicher Umsatz aus Technologielizenzen: 2,3 Millionen US-Dollar
• Anzahl aktiver Lizenzverträge: 7
• Durchschnittliche Lizenzgebühr pro Vertrag: 328.000 $

Wiederkehrende Abonnementdienste

Abonnementbasierte Dienste stellen für KVH Industries eine wachsende Einnahmequelle dar.

Abonnementdienst	Jährlich wiederkehrender Umsatz	Abonnentenbasis
TracNet Maritime Services	8,7 Millionen US-Dollar	1.250 Schiffe
Mobile Datendienste	4,5 Millionen US-Dollar	3.500 Abonnenten

Wartungsverträge für Hardware und Ausrüstung

Wartungsverträge bieten KVH Industries eine stabile Einnahmequelle.

• Gesamtumsatz aus Wartungsverträgen im Jahr 2023: 5,6 Millionen US-Dollar
• Durchschnittlicher Vertragswert: 42.000 $
• Vertragsverlängerungsrate: 78 %

Professionelle Installations- und Integrationsdienste

KVH bietet spezialisierte Installations- und Integrationsdienste für verschiedene Marktsegmente an.

Servicesegment	Einnahmen	Durchschnittlicher Projektwert
Maritime Anlagen	3,2 Millionen US-Dollar	65.000 US-Dollar pro Projekt
Landbasierte Integrationen	2,1 Millionen US-Dollar	45.000 US-Dollar pro Projekt
Mobile Plattforminstallationen	1,7 Millionen US-Dollar	35.000 US-Dollar pro Projekt

KVH Industries, Inc. (KVHI) - Canvas Business Model: Value Propositions

You're looking at the core reasons a customer chooses KVH Industries, Inc. (KVHI) right now, late in 2025. It's all about moving away from older tech to a flexible, modern service structure. The numbers from the third quarter ending September 30, 2025, really show this shift in action.

Seamless, multi-orbit hybrid connectivity via satellite, cellular, and Wi-Fi

The value here is the ability to blend different networks, which is critical when you're far from shore or in a remote area. This hybrid approach is clearly driving customer adoption. For the three months ended September 30, 2025, Low Earth Orbit (LEO) service sales made up over 40% of the total airtime service sales. That's a huge jump from less than 15% in the same period last year. This transition is what keeps the connectivity flowing, even as older Geostationary (GEO) services decline. The total subscribing vessel count hit approximately 9,000 in Q3 2025, which was a record sequential growth of 11% over the second quarter, and up 26% year-to-date. That growth shows customers are buying into the multi-orbit promise.

Connectivity-as-a-Service (AgilePlans) with zero maintenance costs and a single monthly fee

The AgilePlans model is designed to simplify the financial and operational burden for the customer. You pay one fee, and KVH Industries, Inc. handles the rest, which helps manage the total cost of ownership. This service-centric approach is reflected in the top-line service revenue. Service revenues for the third quarter of 2025 were $25.4 million, an increase of $1.0 million compared to the third quarter of 2024. Airtime revenue, which is the core of the service offering, reached $23.5 million in Q3 2025, marking a 3% increase year-over-year, despite the prior year's U.S. Coast Guard contract downgrade impact of $2.3 million in airtime revenue.

High-speed, low-latency LEO services integrated with existing GEO/VSAT

This is the technical backbone of the hybrid value proposition. KVH Industries, Inc. isn't just selling LEO; they are integrating it with what's already there. The rapid shift in revenue mix proves this integration is happening fast. For the nine months ended September 30, 2025, LEO service sales accounted for over 30% of total airtime service sales, a significant increase from under 10% for the first nine months of 2024. This rapid mix shift is happening while the company navigates a decrease in legacy VSAT service sales.

Value-added services like network management, cybersecurity, and crew content (KVH Link)

Beyond just the pipe, the value proposition includes managing the network and securing it. While specific Q3 2025 revenue breakdowns for these services aren't always separated, the introduction of new security features supports this. For example, the CommBox Edge Secure Suite adds a differentiated cybersecurity layer to their managed multi-orbit solutions. You can see the success of the gateway platform, as CommBox Edge Communications Gateway activations increased by more than 24% sequentially in the second quarter of 2025 over the first quarter of 2025. These services are designed for upsell opportunities.

Single-source global support for both hardware and airtime services

Customers get one throat to choke, so to speak, for everything from the antenna to the monthly bill. This simplifies procurement and troubleshooting. The company supports this with a global dealer, distributor, and service provider network, ensuring support is available where and when customers need it. This integrated support model is key to maintaining the high subscriber growth seen across the fleet.

Here's a quick snapshot of the financial context supporting these value drivers as of the third quarter of 2025:

Metric	Amount / Value (Q3 2025)	Comparison/Context
Total Revenue	$28.5 million	Up 7% sequentially from Q2 2025
Service Revenues	$25.4 million	Up $1.0 million year-over-year
Airtime Revenue	$23.5 million	Up 12% sequentially
Subscribing Vessel Count	Approximately 9,000	Up a record 11% sequentially
LEO Sales as % of Airtime Sales (3 Months)	Over 40%	Up from less than 15% in Q3 2024
Net Loss	$6.9 million	Reflects a $5.5 million inventory write-down
Non-GAAP Adjusted EBITDA	$1.4 million	Compared to $2.9 million in Q3 2024

The focus on LEO is clearly shifting the revenue composition, even if overall GAAP profitability is challenged by inventory adjustments. The growth in the subscriber base, hitting 9,000 vessels, shows the market is responding to the hybrid, service-oriented value proposition.

Finance: draft 13-week cash view by Friday.

KVH Industries, Inc. (KVHI) - Canvas Business Model: Customer Relationships

The relationship strategy for KVH Industries, Inc. (KVHI) is heavily weighted toward securing long-term, recurring service contracts across its diverse customer segments.

For large commercial fleets and government entities, the relationship is managed through dedicated structures, though the government segment has seen a significant shift. The impact of the U.S. Coast Guard contract downgrade in the third quarter of 2024 is still visible in the year-over-year comparisons for 2025. Specifically, the downgrade reduced airtime revenue from that customer by $2.3 million year-over-year in Q3 2025. Over the first nine months of 2025, the total decrease in airtime service sales related to this downgrade was $7.2 million.

The subscription-based model is the core driver of stability, evidenced by the service revenue performance. Service revenues for the third quarter of 2025 reached $25.4 million. This represented a 10% sequential increase and a 4% year-over-year increase, which is encouraging given the loss of the large government contract revenue stream. The subscription lock-in is quantified by the vessel count growth, which is accelerating.

Here are the key metrics showing the recurring revenue base growth as of the end of Q3 2025:

Metric	Value (As of Q3 2025 End)	Comparison Point
Total Subscribing Vessels	Just below 9,000	End of Q3 2025
Sequential Vessel Growth (QoQ)	Record 11% increase	Compared to Q2 2025
Year-to-Date Vessel Growth	26% up	From the beginning of the year
Q3 2025 Service Revenue	$25.4 million	Quarterly Recurring Revenue

The shift to multi-orbit services, particularly Low-Earth Orbit (LEO), is central to maintaining long-term customer value, as LEO service sales represented over 30% of airtime services sales for the three months ended June 30, 2025.

For digital tools, the CommBox Edge Communications Gateway is seeing adoption. In the second quarter of 2025, activations for the CommBox Edge subscriber base increased by more than 24% from the first quarter of 2025.

KVH Industries, Inc. (KVHI) serves a broad set of customer segments that require tailored relationships, including:

• Commercial Maritime: Shipping, offshore energy, fishing fleets.
• Military/Government: Defense platforms.
• Leisure Marine: Yacht owners and recreational boaters.
• Land Mobile: Specialized vehicle applications.

While the data doesn't isolate the high-touch service for yacht and charter customers (KVH Elite) or the specific size of the global technical support/dealer network, the company maintains a global presence with more than a dozen offices around the globe.

Finance: review Q4 2025 service revenue projections against the $70.1 million nine-month run rate by next Tuesday.

KVH Industries, Inc. (KVHI) - Canvas Business Model: Channels

You're looking at how KVH Industries, Inc. gets its multi-orbit, multi-channel hybrid connectivity solutions into the hands of maritime and land mobility customers. It's a mix of traditional partners and direct enterprise sales, all feeding into a growing service revenue stream.

Global network of authorized dealers and distributors for sales and installation.

This network is key for global reach, offering technical support and installations. While the exact count of partners isn't public, the success of this channel is reflected in the overall subscriber base growth and product shipments. The company maintains a dedicated Partner Portal for these authorized dealers and distributors to access sales aids and technical bulletins.

Here's a snapshot of the operational scale being driven through these channels as of mid-2025:

Metric	Period Ended June 30, 2025 (Q2 2025)	Period Ended March 31, 2025 (Q1 2025)
Total Subscribing Vessels	Over 8,000	More than 7,400
Connectivity Terminal Shipments (Quarterly)	Not specified for Q2	More than 1,300 units (5th consecutive record quarter)
Airtime Revenue (Quarterly)	$21.1 million	$20.0 million

Direct sales team for large commercial, military, and government contracts.

The direct sales force targets major accounts where integrated, managed solutions are required. These contracts can be significant, though they are also subject to contract adjustments, which impacts near-term revenue predictability. For instance, the U.S. Coast Guard contract downgrade reduced Q2 2025 airtime revenue by $1.9 million compared to Q2 2024. On the other hand, the direct channel secured a $35.6 Million Contract from the Saudi Arabian National Guard for Series1750imu products, showing the scale possible in this segment.

Online sales and service portals for existing customers.

While the primary revenue driver is service contracts, the digital infrastructure supports customer engagement and product sales. The CommBox Edge Communications Gateway subscriber base, which is part of the managed service offering, saw activations increase by more than 24% sequentially from Q1 2025 to Q2 2025. This indicates strong uptake through digital touchpoints or integrated sales supporting the gateway.

Strategic partnerships for co-marketing and bundled offerings (e.g., Starlink, OneWeb).

These partnerships are crucial for KVH Industries, Inc.'s transition to a multi-orbit provider. The success of these bundled offerings is evident in the shift in service revenue composition. The company launched its OneWeb service in January 2025, expanding its Low Earth Orbit (LEO) options.

The impact of these LEO partnerships on the core airtime revenue stream is clear:

• LEO services sales represented over 30% of total airtime services sales for the three months ended June 30, 2025.
• For the first half of 2025 (six months ended June 30, 2025), LEO services sales accounted for over 25% of airtime services sales.

The product sales channel also benefited from these relationships; Starlink product sales increased by $0.2 million in Q1 2025 compared to Q1 2024.

Finance: review the Q3 2025 contract pipeline against the $115 million to $125 million full-year 2025 revenue anticipation mentioned in early 2025.

KVH Industries, Inc. (KVHI) - Canvas Business Model: Customer Segments

You're looking at the customer base for KVH Industries, Inc. (KVHI) as of the third quarter of 2025. This isn't about abstract market potential; this is about the actual subscribers and the revenue they generated in the most recent reporting period.

The core business remains firmly rooted in high-bandwidth connectivity for moving assets, but the mix is clearly shifting toward Low-Earth Orbit (LEO) services, which is driving subscriber growth even as legacy contracts decline. Here's the quick math on the customer base as of September 30, 2025.

Segment Metric	Value/Amount	Context/Period
Total Subscribing Vessel Count	Approximately 9,000	End of Q3 2025
Vessel Count Sequential Growth	11%	Q3 2025 vs. Q2 2025
Vessel Count Year-to-Date Growth	26%	Q3 2025 vs. End of FY 2024
Total Service Revenue	$25.4 million	Q3 2025
Service Revenue Year-over-Year Growth	4%	Q3 2025 vs. Q3 2024
Airtime Revenue	$23.5 million	Q3 2025
Airtime Revenue Sequential Growth	12%	Q3 2025 vs. Q2 2025
U.S. Coast Guard Revenue Impact (Year-over-Year Reduction)	$2.3 million	Q3 2025 vs. Q3 2024 Airtime Revenue
LEO Subscribers Share (Approximate)	More than half	Of the 9,000 vessels

You'll see the customer segments broken down by their operational focus and recent activity.

• Commercial maritime vessels (e.g., merchant shipping, oil and gas): This group is the foundation, evidenced by the total subscribing vessel count of approximately 9,000, which grew by a record 11% sequentially in Q3 2025.
• Leisure marine and superyachts requiring high-bandwidth, premium connectivity: Management noted they scaled back focus on this group in Q3 due to seasonal factors, but expected more activity in Q4 and Q1 2026 as boats move south.
• Military and government agencies (e.g., U.S. Coast Guard, though revenue is declining): The impact of the U.S. Coast Guard contract downgrade in Q3 2024 is clear; it reduced airtime revenue from that customer by $2.3 million year-over-year in Q3 2025, yet overall service revenue still grew 4% year-over-year.
• Land mobile applications (a growing segment via Q3 2025 acquisition): KVH Industries, Inc. closed an acquisition in Q3 2025 that is expected to add over 4,400 land-based [subscribers/accounts] to the base.
• Satellite service providers who utilize the KVH ONE OpenNet Program: The company completed the acquisition of customer and vendor agreements and other assets from a satellite service provider operating in the Asia-Pacific region during Q3 2025, which is expected to add over 800 vessels to their service.

The growth story right now is in the service revenue, which hit $25.4 million in Q3 2025. The real value, as management states, is the recurring airtime revenue these hardware shipments generate in the future, not the immediate product sale margin, which was negative $6.8 million in Q3 2025 due to inventory writedowns.

KVH Industries, Inc. (KVHI) - Canvas Business Model: Cost Structure

You're looking at the cost side of KVH Industries, Inc. (KVHI) as of late 2025, which shows a company actively managing a strategic pivot, leading to some significant, one-time hits alongside controlled ongoing spending.

The cost structure is heavily influenced by the transition away from legacy hardware. The cost associated with product sales, which includes reselling third-party LEO hardware, resulted in a negative product gross profit of -$6.8 million for the third quarter of 2025. This negative margin reflects the impact of inventory adjustments and pricing pressures on hardware sales. For context, this compares to a positive product gross profit of $0.3 million in the prior quarter.

The most significant non-recurring cost event impacting the third quarter was a $5.5 million inventory write-down. This charge was directly related to further reduced demand and pricing adjustments for certain VSAT hardware products. This write-down underscores the high cost and risk associated with managing the decline of legacy inventory as KVH Industries, Inc. focuses on its service model.

Operating expenses (OpEx) showed a commitment to cost control. For the third quarter of 2025, OpEx was $9.5 million, which was flat compared to the second quarter of 2025. This level is down significantly from the $11.3 million reported in the third quarter of 2024.

Here's a quick look at the key cost and capital outlay figures for Q3 2025:

Cost/Expense Category	Q3 2025 Amount
Operating Expenses (OpEx)	$9.5 million
Capital Expenditures (CapEx)	$1.6 million
Inventory Write-Down (One-Time)	$5.5 million
Product Gross Profit (Negative)	-$6.8 million

Personnel costs are a major component of OpEx, and the company has realized savings from prior actions. The annualized cost savings expected in 2025 from the restructuring initiatives, which included significant headcount reduction, is approximately $9.3 million.

Regarding personnel costs specifically within the reported periods:

• Salaries, benefits and taxes for Q3 2025 were up $0.4 million compared to Q3 2024.
• For the first nine months of 2025, salaries, benefits and taxes decreased by $5.2 million compared to the same period in 2024, after accounting for $2.0 million in workforce reduction costs incurred in the 2024 period.

Capital expenditures (CapEx) were managed down in the quarter. CapEx for Q3 2025 was $1.6 million, which was a reduction compared to the $2.4 million spent in the second quarter of 2025.

KVH Industries, Inc. (KVHI) - Canvas Business Model: Revenue Streams

You're looking at how KVH Industries, Inc. (KVHI) is actually bringing in the money right now, late in 2025. It's a story of transition, where the recurring service revenue is the bedrock, but the mix within that service revenue is changing fast.

For the nine months that ended September 30, 2025, the total revenue for KVH Industries, Inc. was $80.49 million. This compares to the $86.9 million generated in the same period last year, showing the ongoing impact of contract adjustments, but the quarterly numbers show sequential improvement.

Here's a quick look at the revenue split for the third quarter of 2025:

Revenue Component	Q3 2025 Amount (in millions)
Service Revenues	$25.4
Product Revenues	$3.1
Total Revenue	$28.5

Service revenues are clearly the main event, making up the bulk of the income. For the first nine months of 2025, service revenues hit $70.1 million, while product revenues accounted for $10.4 million of that nine-month total.

Airtime and Service Revenue

The core of the business is the recurring service revenue, which totaled $25.4 million in the third quarter of 2025. This was actually an increase of $1.0 million compared to the third quarter of 2024, which is a solid sign given the headwinds. The company is seeing growth here, driven by new services, even as legacy revenue streams shift.

The total service revenue for the nine months ended September 30, 2025, was $70.1 million. This stream includes several key elements:

• Airtime service sales, which saw a sequential increase of $2.4 million, or 12%, in Q3 2025 over Q2 2025.
• Revenue from subscription fees for connectivity-as-a-service offerings like AgilePlans, which fall under the broader service category.
• Revenue from other services like commercially licensed entertainment content.

Product Revenue

Product revenue, which is primarily from the sale of communication terminals, was $3.1 million in Q3 2025. This figure represents a significant year-over-year decline, as product revenues for the nine months ended September 30, 2025, were $10.4 million, down 19% from the prior year period. The primary value of these hardware shipments, honestly, is the future airtime revenue they generate.

The product sales are influenced by market dynamics:

• Declines in sales for certain legacy VSAT products.
• Starlink product sales were impacted by discounted pricing strategies.
• Increases in sales for newer offerings, like OneWeb products, partially offset declines elsewhere.

LEO Service Sales and Legacy Offset

This is where the strategic pivot is most visible in the numbers. KVH Industries, Inc. is actively transitioning from its legacy GEO VSAT services to multi-orbit, LEO-focused services. For the three months ended September 30, 2025, LEO service sales represented over 40% of total airtime service sales. That's a huge jump from less than 15% for the same period in 2024.

This shift means:

• The increase in LEO service sales has, for the first time in a quarter, more than offset the decline in revenue from legacy GEO-based VSAT business.
• The overall decline in airtime service sales for the nine-month period was largely due to a $4.7 million decrease in legacy airtime sales, which included the impact of the U.S. Coast Guard contract downgrade.
• Subscriber growth is accelerating, with the total subscribing vessel count reaching approximately 9,000 at the end of Q3 2025.

If onboarding takes 14+ days, churn risk rises, but the subscriber count growth suggests the new services are taking hold.