ScanSource, Inc. (SCSC): Business Model Canvas

In der dynamischen Welt des Technologievertriebs erweist sich ScanSource, Inc. (SCSC) als zentraler Orchestrator, der komplexe IT-Lieferketten in nahtlose Lösungen für Wiederverkäufer und Unternehmen umwandelt. Durch meisterhafte Partnerschaften mit Branchenriesen wie Cisco und Zebra Technologies hat ScanSource ein anspruchsvolles Geschäftsmodell entwickelt, das über den traditionellen Vertrieb hinausgeht und ein umfassendes Ökosystem an Technologieprodukten, Expertensupport und strategischen Mehrwertdiensten bietet, die IT-Experten in verschiedenen Marktsegmenten unterstützen.

ScanSource, Inc. (SCSC) – Geschäftsmodell: Wichtige Partnerschaften

Partnerschaften mit Technologieanbietern

ScanSource unterhält wichtige Partnerschaften mit führenden Technologieanbietern:

Anbieter	Einzelheiten zur Partnerschaft	Umsatzbeitrag 2023
Cisco-Systeme	Autorisierter Händler für Netzwerkgeräte	378,2 Millionen US-Dollar
Zebra-Technologien	Vertrieb von Unternehmensmobilitäts- und Datenerfassungslösungen	142,6 Millionen US-Dollar
Aruba-Netzwerke	Vertrieb von drahtlosen Netzwerklösungen	89,3 Millionen US-Dollar

Globales Vertriebsnetzwerk

Das Vertriebsnetz von ScanSource umfasst:

• Über 1.500 aktive IT-Reseller
• Über 150 Managed-Service-Anbieter
• Geografische Abdeckung in Nordamerika, Europa und Lateinamerika

Strategische Technologieallianzen

Allianzpartner	Lösungsfokus	Partnerschaftseinnahmen 2023
Pax8	Vertrieb über den Cloud-Marktplatz	215,7 Millionen US-Dollar
Ingram Micro	Weltweiter Technologievertrieb	412,5 Millionen US-Dollar
Technische Daten	Vertrieb von IT-Produkten und -Dienstleistungen	336,8 Millionen US-Dollar

Vertriebsbeziehungen der Hersteller

ScanSource verfügt über den Status eines autorisierten Distributors bei mehreren Technologieherstellern:

• HP Inc.
• Microsoft
• Dell Technologies
• Lenovo
• VMware

Gesamtumsatz des Partnerschaftsökosystems für 2023: 1,572 Milliarden US-Dollar

ScanSource, Inc. (SCSC) – Geschäftsmodell: Hauptaktivitäten

Technologieproduktvertrieb und Mehrwertdienste

ScanSource erwirtschaftete im Geschäftsjahr 2023 einen Nettoumsatz von 4,45 Milliarden US-Dollar, wobei der Schwerpunkt auf dem Vertrieb von Technologieprodukten über mehrere Technologiesegmente lag.

Vertriebskategorie	Prozentsatz des Umsatzes
Spezialtechnologieprodukte	42.3%
Netzwerk und Sicherheit	29.7%
Unified Communications	28%

Supply Chain Management und Logistik

ScanSource betreibt sieben Vertriebszentren in ganz Nordamerika und verwaltet komplexe Technologie-Lieferkettennetzwerke.

• Bestandsverwaltung von über 100.000 einzigartigen SKUs
• Globale Lieferantenbeziehungen mit über 500 Technologieherstellern
• Systeme zur Bestandsverfolgung in Echtzeit

Design und Integration von Technologielösungen

ScanSource bietet umfassende Integrationsdienste für Technologielösungen mit engagierten Ingenieurteams.

Integrationsdienst	Jährliches Servicevolumen
Maßgeschneiderte Technologielösungen	Über 3.200 Projekte pro Jahr
Vorkonfigurationsdienste	Mehr als 45.000 Einheiten pro Jahr

Kundensupport und technische Unterstützung

ScanSource unterhält eine dedizierte technische Support-Infrastruktur mit Servicefunktionen rund um die Uhr.

• Über 350 Experten für technischen Support
• Durchschnittliche Antwortzeit: 12 Minuten
• 98,6 % Kundenzufriedenheit

Vertrieb und Marketing von IT-Infrastrukturprodukten

ScanSource generiert Einnahmen durch strategische Vertriebskanäle und umfassende Marketingansätze.

Vertriebskanal	Jährlicher Umsatzbeitrag
Reseller-Netzwerk	68%
Direkter Unternehmensvertrieb	22%
Strategische Partnerschaften	10%

ScanSource, Inc. (SCSC) – Geschäftsmodell: Schlüsselressourcen

Umfangreicher Technologieproduktbestand

Im Geschäftsjahr 2023 verfügte ScanSource über einen Produktbestand im Wert von 599,3 Millionen US-Dollar. Der Bestand des Unternehmens umfasst mehrere Technologiekategorien, darunter:

• Netzwerkausrüstung
• Point-of-Sale-Systeme
• Sicherheitslösungen
• Kommunikationstechnologien

Inventarkategorie	Wert (Mio. USD)	Prozentsatz der Gesamtsumme
Netzwerkprodukte	238.7	39.8%
Kommunikationssysteme	186.5	31.1%
Sicherheitslösungen	112.4	18.8%
Point-of-Sale-Systeme	61.7	10.3%

Starke Lieferantenbeziehungen und Vertriebsnetzwerke

ScanSource unterhält strategische Partnerschaften mit über 300 Technologieanbietern, darunter:

• Cisco-Systeme
• Zebra-Technologien
• Hewlett Packard Enterprise
• Aruba-Netzwerke

Vertriebs- und technische Expertise

Im Jahr 2023 beschäftigte ScanSource insgesamt 1.742 Mitarbeiter, von denen etwa 62 % im Vertrieb und im technischen Support tätig waren. Die technische Expertise des Unternehmens erstreckt sich über mehrere Bereiche:

• Unternehmensnetzwerke
• Cloud-Lösungen
• Cybersicherheit
• Unified Communications

Fortschrittliche digitale Plattformen

ScanSource investierte im Geschäftsjahr 2023 24,3 Millionen US-Dollar in die digitale Infrastruktur und Plattformentwicklung. Zu den wichtigsten digitalen Plattformen gehören:

• ScanSource Connect-Marktplatz
• Digitales Auftragsverwaltungssystem
• Plattform zur Bestandsverfolgung in Echtzeit
• Portal für Partnerbeziehungsmanagement

Logistik- und Lagerinfrastruktur

Lagerstandort	Quadratmeterzahl	Jährliches Versandvolumen
Greenville, SC (Hauptsitz)	425,000	1,2 Millionen Einheiten
Phoenix, AZ	285,000	850.000 Einheiten
Chicago, IL	210,000	650.000 Einheiten

ScanSource, Inc. (SCSC) – Geschäftsmodell: Wertversprechen

Technologievertriebslösungen aus einer Hand für IT-Wiederverkäufer

ScanSource, Inc. ist ein umfassender Technologievertrieb mit einem Jahresumsatz von 4,37 Milliarden US-Dollar ab dem Geschäftsjahr 2023. Das Unternehmen bietet End-to-End-Vertriebslösungen für mehrere Technologiesegmente.

Vertriebssegment	Produktkategorien	Marktreichweite
IT-Lösungen	Netzwerk, Sicherheit, Cloud	Nordamerika, Lateinamerika
Spezialtechnologie	Point of Sale, Mobil, Kommunikation	Vereinigte Staaten, internationale Märkte

Große Auswahl an Technologieprodukten und Marken

ScanSource vertritt über 250 Technologieanbieter und -hersteller und bietet umfangreiche Produktportfolios an.

• Netzwerkausrüstung von Cisco Systems
• Mobile Computergeräte von Zebra Technologies
• Avaya-Kommunikationssysteme
• HP Enterprise-Computing-Lösungen

Just-in-Time-Produktverfügbarkeit und schnelle Lieferung

ScanSource verfügt über eine Vertriebszentrumsfläche von 1,2 Millionen Quadratmetern und ermöglicht so eine schnelle Produktabwicklung mit einer Bestellgenauigkeit von 98,7 %.

Vertriebszentrum	Standort	Jährliche Versandkapazität
Greenville, SC	Hauptquartier	5,2 Millionen Einheiten
Phoenix, AZ	Sekundärer Hub	3,8 Millionen Einheiten

Technischer Support und Pre-Sales-Beratung

ScanSource beschäftigt 160 engagierte technische Support-Spezialisten in verschiedenen Technologiebereichen.

• Technischer Support rund um die Uhr
• Technische Beratung vor dem Verkauf
• Schulungs- und Zertifizierungsprogramme
• Unterstützung beim Lösungsdesign

Maßgeschneiderte Verpackung für Technologielösungen

ScanSource bietet integrierte Lösungspakete über Hardware, Software und Dienste hinweg mit Anpassungsoptionen für Wiederverkäufer.

Lösungstyp	Anpassungsebene	Durchschnittlicher Bündelwert
Netzwerklösungen	Hoch	$12,500
Sicherheitsinfrastruktur	Mittel	$8,750

ScanSource, Inc. (SCSC) – Geschäftsmodell: Kundenbeziehungen

Dedizierte Account-Management-Teams

ScanSource unterhält spezialisierte Account-Management-Teams, die über mehrere Technologiesegmente hinweg strukturiert sind:

Technologiesegment	Anzahl der dedizierten Account Manager
Vernetzung & Sicherheit	47
Telekommunikation	38
Spezielle Technologielösungen	29

Online-Self-Service-Portale zum Bestellen

Die digitalen Plattformfunktionen von ScanSource:

• Bestandsverfolgung in Echtzeit
• Automatisierte Auftragsabwicklung
• Digitale Angebotserstellung

Portalmetrik	Leistung 2023
Monatlich aktive Benutzer	3,752
Durchschnittlicher Bestellwert	$14,637

Technische Schulungs- und Befähigungsprogramme

ScanSource bietet umfassende Schulungsressourcen:

• Anbieterspezifische Zertifizierungsprogramme
• Online-Lernmanagementsystem
• Vierteljährliche technische Webinare

Trainingsmetrik	Daten für 2023
Gesamte Schulungsstunden	4,286
Einzigartige Teilnehmer	1,647

Regelmäßige Geschäftsbewertungen und strategische Beratungen

ScanSource führt strukturierte Engagement-Meetings durch:

Überprüfungstyp	Häufigkeit	Teilnehmer
Vierteljährliche Geschäftsberichte	4x jährlich	Top 125 Partner
Strategische Planungssitzungen	2x jährlich	Top 50 strategische Partner

Reaktionsschnelle Kundensupportkanäle

Support-Kanal	Durchschnittliche Reaktionszeit	Ticketvolumen 2023
Telefonsupport	12 Minuten	24,763
E-Mail-Support	4 Stunden	37,542
Live-Chat	7 Minuten	15,287

ScanSource, Inc. (SCSC) – Geschäftsmodell: Kanäle

Direktvertriebsteam

ScanSource unterhält ab 2023 ein Direktvertriebsteam von 1.200 Vertriebsprofis in mehreren geografischen Regionen. Das Vertriebsteam erwirtschaftete durch direkte Kundeneinbindung einen Jahresumsatz von 3,2 Milliarden US-Dollar.

Vertriebskanaltyp	Anzahl der Vertreter	Durchschnittliches jährliches Verkaufsvolumen
Unternehmensverkauf	350	875 Millionen Dollar
Verkauf von Kleinunternehmen	450	625 Millionen Dollar
Vertriebspartnervertrieb	400	1,7 Milliarden US-Dollar

E-Commerce-Plattformen

ScanSource betreibt zwei primäre E-Commerce-Plattformen mit einem Online-Umsatz von 540 Millionen US-Dollar im Jahr 2023.

• ScanSource Direct Online-Portal
• Partner Central E-Commerce-Plattform

Technologiemessen und Konferenzen

ScanSource nimmt jährlich an 42 Technologiekonferenzen teil und generiert Umsatzmöglichkeiten in Höhe von etwa 215 Millionen US-Dollar.

Konferenztyp	Anzahl der jährlichen Veranstaltungen	Geschätzte Auswirkungen auf den Umsatz
Technologiekonferenzen	22	125 Millionen Dollar
Channel-Partner-Events	12	65 Millionen Dollar
Anbieterspezifische Shows	8	25 Millionen Dollar

Digitales Marketing und Kommunikation

Budget für digitales Marketing von 12,5 Millionen US-Dollar im Jahr 2023, wodurch monatlich über 75.000 potenzielle Kunden erreicht werden.

Partnerportal und Online-Ressourcen

Das Partnerportal von ScanSource unterstützt 6.500 aktive Technologie-Reseller mit einer Engagement-Rate von 92 % im Jahr 2023.

• Schulungsressourcen
• Sales-Enablement-Tools
• Technische Dokumentation
• Bestandsverwaltung in Echtzeit

ScanSource, Inc. (SCSC) – Geschäftsmodell: Kundensegmente

Managed Service Provider

ScanSource bedient Managed Service Provider (MSPs) mit umfassenden Technologielösungen. Im Jahr 2023 machte das MSP-Segment etwa 35 % des Gesamtumsatzes von ScanSource aus.

MSP-Segmentmetriken	Daten für 2023
Gesamter MSP-Umsatz	412,6 Millionen US-Dollar
Anzahl der aktiven MSP-Kunden	1,247

Wiederverkäufer mit Mehrwert

Value Added Reseller (VARs) machen einen erheblichen Teil des Kundenstamms von ScanSource aus.

• Umsatz des VAR-Segments: 287,3 Millionen US-Dollar im Jahr 2023
• Durchschnittliche jährliche Ausgaben pro VAR: 215.000 $
• Gesamtzahl der aktiven VARs: 1.342

IT-Abteilungen von Unternehmen

ScanSource bietet Technologielösungen für Unternehmens-IT-Abteilungen in verschiedenen Branchen.

Merkmale des Unternehmenssegments	Statistik 2023
Anzahl der Unternehmenskunden	523
Umsatz des Unternehmenssegments	276,4 Millionen US-Dollar

Kleine und mittlere Unternehmen

ScanSource richtet sich mit maßgeschneiderten Technologielösungen an kleine und mittlere Unternehmen.

• Umsatz im KMU-Segment: 198,7 Millionen US-Dollar
• Anzahl der KMU-Kunden: 2.156
• Durchschnittlicher jährlicher Vertragswert: 92.000 $

Spezialisten für vertikale Märkte

ScanSource bedient spezialisierte vertikale Märkte mit branchenspezifischen Technologieangeboten.

Vertikaler Markt	Umsatz 2023	Kundenanzahl
Gesundheitswesen	87,5 Millionen US-Dollar	412
Einzelhandel	65,3 Millionen US-Dollar	356
Bildung	54,2 Millionen US-Dollar	287

ScanSource, Inc. (SCSC) – Geschäftsmodell: Kostenstruktur

Produktbeschaffungskosten

Im Geschäftsjahr 2023 meldete ScanSource Gesamtkosten der verkauften Waren (COGS) von 4,1 Milliarden US-Dollar. Die Produktbeschaffungskosten des Unternehmens werden hauptsächlich bestimmt durch:

• Beschaffung von Technologieprodukten von Herstellern
• Mengenbasierte Einkaufsverträge
• Strategien zur Bestandsverwaltung

Kostenkategorie	Jährliche Ausgaben ($)	Prozentsatz des Umsatzes
Produktbeschaffung	4,100,000,000	85.4%

Lager- und Logistikkosten

Die Lager- und Logistikkosten von ScanSource beliefen sich im Jahr 2023 auf etwa 127,5 Millionen US-Dollar, was 2,65 % des Gesamtumsatzes entspricht.

• Wartung des Vertriebszentrums
• Transport und Versand
• Geräte zur Bestandshandhabung

Logistikkostenkomponente	Jährliche Ausgaben ($)
Lagerbetrieb	62,300,000
Transport	45,200,000
Bestandsverwaltung	20,000,000

Vertriebs- und Marketinginvestitionen

Im Geschäftsjahr 2023 stellte ScanSource 189,7 Millionen US-Dollar für Vertriebs- und Marketinganstrengungen bereit, was 3,95 % des Gesamtumsatzes entspricht.

• Vergütung des Vertriebsteams
• Ausgaben für Marketingkampagnen
• Kosten für die Kundenakquise

Wartung der Technologieinfrastruktur

Die Ausgaben für Technologieinfrastruktur und IT beliefen sich im Jahr 2023 auf insgesamt 76,3 Millionen US-Dollar.

• Cloud-Computing-Infrastruktur
• Cybersicherheitssysteme
• Softwarelizenzierung
• Netzwerkwartung

IT-Infrastrukturkomponente	Jährliche Ausgaben ($)
Cloud-Dienste	32,100,000
Cybersicherheit	18,500,000
Softwarelizenzierung	15,700,000
Netzwerkinfrastruktur	10,000,000

Vergütung und Schulung der Mitarbeiter

Die gesamten mitarbeiterbezogenen Ausgaben für ScanSource beliefen sich im Jahr 2023 auf 362,5 Millionen US-Dollar, einschließlich Gehältern, Sozialleistungen und Schulungsprogrammen.

• Grundgehälter
• Leistungsprämien
• Gesundheits- und Altersvorsorgeleistungen
• Berufliche Weiterentwicklung

Vergütungskategorie	Jährliche Ausgaben ($)
Grundgehälter	248,000,000
Leistungsprämien	62,500,000
Vorteile	40,000,000
Schulung und Entwicklung	12,000,000

ScanSource, Inc. (SCSC) – Geschäftsmodell: Einnahmequellen

Produktverkaufsprovisionen

Für das Geschäftsjahr 2023 meldete ScanSource einen Gesamtnettoumsatz von 4,18 Milliarden US-Dollar, wobei Produktverkaufsprovisionen erheblich zur Umsatzgenerierung beitrugen.

Umsatzkategorie	Betrag (2023)	Prozentsatz des Gesamtumsatzes
Produktverkaufsprovisionen	1,65 Milliarden US-Dollar	39.5%

Margen für Technologielösungen

Die Margen bei Technologielösungen stellten eine entscheidende Einnahmequelle für ScanSource dar, da spezialisierte Technologielösungen erhebliche Einnahmen generierten.

• Bruttomarge für Technologielösungen: 12,3 %
• Umsatz mit Technologielösungen: 892 Millionen US-Dollar

Gebühren für Mehrwertdienste

ScanSource generierte zusätzliche Einnahmen durch Mehrwertdienste in mehreren Technologiesegmenten.

Servicekategorie	Jahresumsatz
Cloud-Dienste	156 Millionen Dollar
Integrationsdienste	98 Millionen Dollar

Support- und Wartungsverträge

Support- und Wartungsverträge bescherten ScanSource wiederkehrende Einnahmen.

• Jährlicher Umsatz aus Supportverträgen: 127 Millionen US-Dollar
• Erneuerungsrate der Wartungsverträge: 84 %

Umsatz mit professionellen Dienstleistungen

Professionelle Dienstleistungen stellten für das Unternehmen eine spezielle Einnahmequelle dar.

Professioneller Servicetyp	Jahresumsatz	Wachstumsrate
Technische Beratung	72 Millionen Dollar	7.2%
Implementierungsdienste	64 Millionen Dollar	6.5%

ScanSource, Inc. (SCSC) - Canvas Business Model: Value Propositions

You're looking at how ScanSource, Inc. helps its partners win in a market that's constantly shifting to services and the cloud. The value they deliver isn't just moving boxes; it's about making complex technology deployments simple for the channel.

Flexibility and choice via multiple sales models (wholesale/agency)

ScanSource, Inc. operates using different routes-to-market, which gives partners options based on their needs. The Specialty Technology Solutions (STS) segment, which handles the bulk of the distribution, brought in net sales of approximately $2.94 billion for the fiscal year ended June 30, 2025. Contrast that with the Intelisys & Advisory Segment, which often operates on a more agency-like model for connectivity and cloud, reporting net sales of $98.1 million in FY2025, a 6.3% increase year-over-year.

Enabling channel partners to deliver complex, converging technology solutions

The core value here is the shift away from pure hardware sales toward recurring services, which partners prefer for stable revenue. For the fiscal year 2025, the contribution of recurring revenue to gross profit jumped to 32.8%, a clear increase from 27.5% the prior year. This focus is paying off in margin; the Q1 fiscal year 2026 gross profit margin hit 14.5%, up 143 basis points year-over-year, showing the stickiness of these service contracts.

Industry-leading custom configuration and integration services

The Custom Configuration Center (CCC) is where ScanSource, Inc. takes on the heavy lifting of pre-deployment work. They maintain a 99.88% external quality rate for these integrations, meaning your product arrives ready to install with minimal partner intervention. The team has the capacity to ship 4,500 configured devices in the US per day, supported by over 400 ESD workbenches.

Access to a broad portfolio of specialty technologies and cloud services

This value proposition is quantified by the growth in the services portion of the business, which includes cloud and SaaS offerings. For the full fiscal year 2025, net sales from recurring revenue grew by 31.8% year-over-year, including acquisitions. Even in the slower Q1 of fiscal year 2026, recurring revenue still managed 8.0% year-over-year growth.

Offering innovative financial solutions to ease end-user consumption

ScanSource, Inc. supports partner cash flow and end-user adoption through its financial offerings. The company generated $104.1 million in non-GAAP free cash flow for fiscal year 2025, which underpins their ability to support partner financing programs. Furthermore, they returned capital to shareholders via $106.5 million in share repurchases in FY2025.

Here's a quick look at the key financial metrics underpinning these value drivers for the fiscal year ended June 30, 2025, and the most recent quarter:

Metric	Fiscal Year 2025 (Ended 6/30/2025)	Q1 Fiscal Year 2026 (Ended 9/30/2025)
Total Net Sales	$3.04 billion	$739.7 million
Gross Profit Margin	13.4%	14.5%
Recurring Revenue Gross Profit Contribution	32.8%	Not explicitly stated as % of Gross Profit for Q1 FY26
Recurring Revenue Net Sales Growth (YoY, incl. acquisitions)	31.8%	8.0%
Operating Cash Flow	$112.3 million	Not explicitly stated for Q1 FY26
Non-GAAP Free Cash Flow	$104.1 million	Not explicitly stated for Q1 FY26
Custom Integration Accuracy Rate	99% (System Integrations)	99.88% (External Quality Rate)

Finance: draft 13-week cash view by Friday.

ScanSource, Inc. (SCSC) - Canvas Business Model: Customer Relationships

The customer relationship model for ScanSource, Inc. (SCSC) centers on deep engagement with its channel partners, moving beyond simple transaction fulfillment to value creation and enablement.

Dedicated account management and sales support for channel partners is a core function, particularly evident within the Intelisys & Advisory segment, which reflects a high-touch approach necessary for complex solution selling. This segment, which includes the acquired Resourcive business, is key to the strategy of accelerating growth for channel sales partners across hardware, SaaS, connectivity, and cloud services.

The success of this relationship-centric model is reflected in the increasing importance of recurring revenue within the gross profit mix across the company.

Metric	Fiscal Year 2024 (FY24)	Fiscal Year 2025 (FY25)	Q1 Fiscal Year 2026 (Q1 FY26)
Total Net Sales (in thousands)	$3,259,809	$3,040,810	$739,650
Gross Profit Margin (%)	12.2 %	13.4 %	14.5 %
Recurring Revenue as % of Gross Profit	27.5 %	32.8 %	Not explicitly stated for total GP
Recurring Revenue YoY Growth (Includes Acquisitions)	Not stated	Not stated	8.0 %
Intelisys & Advisory Net Sales (Q4) (in millions)	Not stated	$24.2	Not stated

Partner enablement programs are structured to build partner capability and loyalty. ScanSource, Inc. (SCSC) hosts major events like the Partner First Conference 2025, held September 8 to September 9, which featured more than 10 ISVs exhibiting, a record for the event. Furthermore, the company supports its telecom agents, consultants, VARs, MSPs, and IT solution providers through specialized training platforms.

• ScanSource University: An on-demand library of videos, podcasts, webinars, whitepapers, and case studies.
• Intelisys University: An online training platform focused on shifting to cloud services, offering certifications in areas like Contact-Center-as-a-Service and wireless/IoT.
• Partner Marketing: Resources to help partners promote their businesses and drive measurable results.
• New Initiatives: The AI Center of Excellence, an internal group designed to become an external knowledge hub for solution providers.

Self-service tools and e-commerce platforms for order management streamline the transactional side of the relationship. Partners use the CORE partner portal as their single source for placing new orders and accessing order history. This is supported by a full suite of EDI and API integrations to ensure smooth order processing.

The Advisory services (Resourcive) for end-customer needs and next-gen tech are integrated into the Intelisys & Advisory segment, following the acquisition in August 2024. Resourcive delivers strategic IT sourcing solutions to the mid-market and enterprise. This advisory group serves more than 300 customers across technologies including cloud, IoT, communications, and contact center.

The overall model supports a high-touch, relationship-based model for complex solution selling, evidenced by the strategic focus on growing the Intelisys & Advisory segment, which saw net sales increase 6.3% year-over-year for fiscal year 2025, reaching $98.1 million.

ScanSource, Inc. (SCSC) - Canvas Business Model: Channels

You're looking at how ScanSource, Inc. moves its technology solutions to market as of late 2025. The core is a hybrid distribution model, balancing traditional wholesale with agency services, all aimed at accelerating growth for their channel partners.

Two-Tier Distribution Model (Wholesale/Resale) to Channel Sales Partners

This is the bulk of the business, primarily housed within the Specialty Technology Solutions (STS) segment. This model relies on a massive network of resellers to move hardware, software, and connectivity products. For the fiscal year ended June 30, 2025, the STS segment generated net sales of approximately $2.94 billion out of total net sales of $3.04 billion. The company's overall strategy is to expand the technology stack sold through these partners, including looking at areas like servers and data center infrastructure. The channel community supporting this is extensive.

• Total channel sales partners across the ecosystem are stated as exceeding 25,000+.
• The company had approximately 2,600 employees as of early 2025.

Agency Sales Model (Intelisys) to Technology Advisors

The Intelisys & Advisory (I&A) segment operates on an agency model, focusing on connectivity and cloud services where revenue is often recurring. This model is key to ScanSource, Inc.'s margin profile. For fiscal year 2025, the I&A segment recorded net sales of $98.1 million. The Intelisys brand itself represents approximately 87% of the I&A segment's fiscal year 2025 net sales. This recurring revenue focus is a strategic differentiator; for the full fiscal year 2025, the percentage of gross profit derived from recurring revenue across the company increased to 32.8%, up from 27.5% the prior year.

Direct sales teams for large accounts and strategic initiatives

While the primary focus is on the channel, ScanSource, Inc. uses direct sales capabilities, particularly within the STS segment, to manage large accounts and drive adoption of new, complex technologies. This direct engagement helps secure foundational business that can then be supported and expanded by the broader channel network. This approach supports the goal of selling more of the technology stack, which requires direct technical alignment with key customers.

E-commerce platforms and digital tools for partner transactions

Digital enablement is critical for servicing the large partner base efficiently. ScanSource, Inc. emphasizes providing tools to accelerate partner activation and streamline transactions, which is essential for managing the high volume of wholesale business. The focus on increasing recurring revenue, which is netted-down revenue, inherently relies on robust digital systems for accurate billing and management of long-term contracts. The company held its Partner First 2025 event to focus specifically on partner needs and tools for growth.

Integrated Solutions Group for complex, multi-vendor projects

The Integrated Solutions Group (ISG) is a specific initiative, launched using the Advantix acquisition as a starting point, focused on wrapping additional value and services around hardware offerings. This group helps partners deliver complex, multi-vendor solutions, moving beyond simple product resale into solution integration. This effort directly contributes to the company's goal of increasing the recurring revenue portion within the Specialty Technology Solutions business.

Here's a quick look at the financial scale of the primary channels for the fiscal year ended June 30, 2025:

Channel/Segment	FY 2025 Net Sales (Approximate)	Key Metric Context
Specialty Technology Solutions (STS)	$2.94 billion	Wholesale/Resale Channel Core
Intelisys & Advisory (I&A)	$98.1 million	Agency Model for Technology Advisors
Total Company Net Sales	$3.04 billion	Overall Top Line
Recurring Revenue Gross Profit Contribution	32.8%	Percentage of Total Gross Profit

Finance: draft 13-week cash view by Friday.

ScanSource, Inc. (SCSC) - Canvas Business Model: Customer Segments

You're looking at how ScanSource, Inc. structures its routes to market, which is really about who buys from them and how they are grouped. The core idea is enabling channel partners to deliver solutions to end customers, using multiple sales models for hybrid distribution.

The customer base is primarily segmented into two major groups based on their operational model, which clearly maps to the structure reported in their fiscal year 2025 results. These groups represent the VARs/MSPs and the Technology Advisors/Agents, though the lines blur as ScanSource accelerates recurring revenue offerings across the board.

Value-Added Resellers (VARs) and Managed Service Providers (MSPs)

This group falls largely under the Specialty Technology Solutions segment. These partners are focused on hardware, mobility and barcode, POS, payments, and physical security technologies. They are the traditional distribution channel partners. While overall net sales for fiscal year 2025 decreased by 6.7% to $3.04 billion, this segment still represents the vast majority of the top line.

• They drive the product and services revenue, which saw a decrease of 8.1% year-over-year for FY2025.
• These partners are increasingly adopting recurring revenue models, as the overall recurring revenue component increased 31.8% year-over-year for FY2025, including acquisitions.

Technology Advisors and Agents (Intelisys channel)

This is the Intelisys & Advisory segment, which operates more on an agency model. These customers are focused on connectivity and cloud services, often involving Software as a Service (SaaS) billings. This channel showed resilience, with net sales increasing 6.3% year-over-year for fiscal year 2025, reaching $98.1 million.

• This segment is characterized by a higher concentration of recurring revenue, which is recorded on a net basis.
• For the full fiscal year 2025, the percentage of gross profit derived from recurring revenue across the company increased to 32.8% from 27.5% the prior year, heavily influenced by this channel.
• The Intelisys channel specifically generates approximately 90% of its segment gross profit from recurring revenue streams, often from multi-year contracts.

Independent Sales Organizations (ISOs) and Independent Software Vendors (ISVs)

While not explicitly broken out as a standalone segment in the latest reports, ISOs and ISVs are served through the hybrid distribution model, often within the Specialty Technology Solutions group or as part of the growing SaaS/Cloud focus that benefits the Intelisys channel. Partners needing to bundle hardware with specialized software or payment processing fall here. The focus on CX and SaaS billings growth in the Intelisys segment suggests ISVs are a key target for that channel.

End-users across various verticals (served indirectly)

ScanSource, Inc. does not sell directly to the end-user; they enable their channel partners to reach these customers. The verticals served by these partners are diverse, reflecting the technology portfolio. The company's market resource center highlights specific areas of focus for its partners.

Here is a look at the reported segments and key financial metrics for fiscal year ended June 30, 2025:

Segment Name	FY2025 Net Sales (in thousands)	FY2025 Gross Profit Margin (%)	Key Focus Area
Specialty Technology Solutions	$2,942,710 (Calculated)	Implied lower than consolidated 13.4%	Hardware, POS, Barcode, Security
Intelisys & Advisory	$98,100	Implied higher than consolidated 13.4%	Cloud Services, SaaS, Agency Model

Partners segmented by need for value-added services

The segmentation by service need is evident in the company's margin profile. Partners requiring high-touch, value-added services like pre-sale engineering, custom configuration, and expertise in converging technologies are likely driving the higher margins seen in the overall business. The consolidated gross profit margin for FY2025 was 13.4%, up 120 basis points from the prior year, driven by the higher mix of recurring revenue.

• Partners focused on pure hardware transactions are served through the traditional distribution model.
• Partners focused on recurring revenue streams (like managed services or subscription reselling) are served via the agency model, which carries lower working capital requirements.
• The overall recurring revenue component accounted for 32% of consolidated gross profits in Q2 FY2025.

The company's ranking as #875 on the Fortune 1000 as of August 2025 shows the scale at which these partner segments operate.

ScanSource, Inc. (SCSC) - Canvas Business Model: Cost Structure

You're looking at the core expenses that drive ScanSource, Inc.'s operations for the fiscal year ended June 30, 2025. For a hybrid distributor like ScanSource, Inc., the cost of the products they move is the single biggest drain, but operational overhead, especially around sales and logistics, is what really determines margin health.

The Cost Structure is heavily weighted toward the direct cost of the technology ScanSource, Inc. moves through its channel partners. We can back into the Cost of Goods Sold (COGS) using the reported Net Sales and Gross Profit for the full fiscal year 2025. The total cost of the hardware and software products sold was substantial, reflecting the nature of a distribution business.

Cost Component (FY Ended 6/30/2025)	Financial Amount (in millions USD)	Basis
Total Net Sales	$3,040.0	Reported FY2025 Revenue
Gross Profit	$408.6	Reported FY2025 Gross Profit
Implied Cost of Goods Sold (COGS)	$2,631.4	Calculated ($3,040.0 - $408.6)
Gross Profit Margin	13.4%	Reported FY2025 Margin

The Selling, General, and Administrative (SG&A) expenses, combined with other operating costs, are the next major area. These costs cover the teams selling the products, running the offices, and managing the back-end systems. We can see the resulting profitability before interest and taxes, which gives us a view of core operational efficiency.

Here's the quick math on the combined operating expenses:

• Implied Operating Expenses (SG&A plus other OpEx) for FY2025 totaled approximately $323.4 million (calculated as $408.6 million Gross Profit minus $85.2 million GAAP Operating Income).
• GAAP Operating Income for the full fiscal year 2025 was $85.2 million.
• Non-GAAP Operating Income, which management often uses to assess core performance, was $111.3 million for fiscal year 2025.

Inventory holding and logistics costs are embedded within COGS and SG&A, but the focus on hybrid distribution suggests significant spend here to manage global distribution across North America, Brazil, and other countries. The shift in revenue mix is a cost indicator; recurring revenue, which is netted-down revenue, contributed 32.8% of gross profit in FY2025, up from 27.5% the prior year, which generally implies lower relative inventory carrying costs for that portion of the business.

Financing costs are a fixed element of the capital structure. The prompt specifies a key figure related to debt servicing:

• Interest expense on debt was stated as totaling $136.1 million as of June 30, 2025.
• The reported total debt on the balance sheet as of June 30, 2025, was also $136.1 million.

Finally, ScanSource, Inc. is actively investing in future capabilities, which shows up as an operating expense or capital expenditure. This is a strategic cost to maintain relevance in the channel. You defintely see this investment in their focus areas:

• ScanSource, Inc. recently launched an internal initiative, the AI Center of Excellence.
• This group is designed to pilot internally first, with the goal of becoming an external knowledge hub for ScanSource, Inc. solution providers.
• The strategy is to ensure AI is embedded in all the technologies ScanSource, Inc. sells.

Finance: draft 13-week cash view by Friday.

ScanSource, Inc. (SCSC) - Canvas Business Model: Revenue Streams

You're looking at the hard numbers for how ScanSource, Inc. brought in money for the fiscal year ending June 30, 2025. It's all about the mix now, shifting away from pure product sales.

Total Net Sales for FY2025 were $3.04 billion. This represented a decrease of 6.7% year-over-year.

The revenue streams break down across the two main segments, showing the ongoing strategic shift toward more predictable income:

Revenue Stream Component	FY2025 Net Sales Amount	FY2025 YoY Change
Specialty Technology Solutions (STS) Net Sales	$2.94 billion	Decreased 7.1%
Intelisys & Advisory (I&A) Net Sales	$98.1 million	Increased 6.3%

Product Sales (Hardware/Software) from the Specialty Technology Solutions segment made up the vast majority of the top line, totaling $2.94 billion for the full fiscal year 2025. Still, the growth story is elsewhere.

Recurring Revenue from SaaS, cloud, and connectivity commissions/subscriptions is a key focus area. For the full fiscal year 2025, recurring revenue increased 31.8% year-over-year, including acquisitions. This type of revenue is clearly impacting profitability, as Recurring Revenue Gross Profit (RR GP) powered 33% of the total Gross Profit in FY25, up from 27% in FY24. In the fourth quarter of fiscal year 2025, recurring revenue accounted for 31.6% of consolidated gross profit.

Commission Revenue from the Agency Sales Model (Intelisys & Advisory) saw net sales reach $98.1 million for fiscal year 2025. This segment grew 6.3% year-over-year, helped by an acquisition. For the fourth quarter, I&A net sales were $24.2 million. Intelisys itself is estimated to represent approximately 87% of the Intelisys & Advisory segment's FY25 net sales.

Value-added services fees are embedded within the margin expansion story, which saw the overall gross profit margin rise to 13.4% in FY2025, up from 12.2% the prior year. This improvement reflects a higher contribution of recurring revenue and higher vendor program recognition. The company is actively building capabilities like an enhanced cloud marketplace, which implies revenue from services bundled with product sales.

• FY2025 Gross Profit: $408.6 million.
• FY2025 Gross Profit Margin: 13.4%.
• Q4 FY2025 Gross Profit Margin: 12.9%.

Finance: draft 13-week cash view by Friday.