BlackBerry Limited (BB): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el panorama en constante evolución de ciberseguridad y tecnología empresarial, BlackBerry Limited se ha transformado de un fabricante pionero de teléfonos inteligentes a una sofisticada potencia de software y seguridad. Su modelo de lienzo de negocios revela un plan estratégico que aprovecha una experiencia tecnológica profunda, centrándose en soluciones empresariales seguras, plataformas de software inteligentes y protección de infraestructura crítica en los sectores gubernamentales, automotrices y corporativos. Al reinventar sus competencias básicas, BlackBerry ha navegado un pivote notable, posicionándose como un jugador crítico en el mundo de alto riesgo de seguridad digital y ecosistemas inteligentes de software.

BlackBerry Limited (BB) - Modelo de negocio: asociaciones clave

Colaboración estratégica con organizaciones de seguridad cibernética gubernamental y empresarial

BlackBerry mantiene asociaciones críticas con entidades de seguridad cibernética gubernamental y empresarial, que incluyen:

Tipo de organización	Detalles de la asociación	Valor anual del contrato
Gobierno federal de EE. UU.	Contratos de soluciones de ciberseguridad	$ 187.5 millones en 2023
Marco de ciberseguridad de la OTAN	Plataformas de comunicación seguras	$ 62.3 millones anuales
Instituciones financieras globales	Soluciones de seguridad empresariales	$ 214.6 millones en 2023

Asociaciones tecnológicas con fabricantes automotrices para el software QNX

La plataforma de software QNX de BlackBerry colabora con los principales fabricantes de automóviles:

• BMW: Sistemas de infoentretenimiento y conducción autónoma
• Ford: integración de software de vehículos
• Volkswagen Group: soluciones de software integradas
• Hyundai: tecnologías de automóviles conectados

Socio automotriz	Implementación del software QNX	Ingresos anuales estimados
BMW	Sistemas avanzados de asistencia al conductor	$ 45.7 millones
Vado	Plataformas de vehículos conectados	$ 38.2 millones
Grupo Volkswagen	Ecosistema de software integrado	$ 52.9 millones

Acuerdos de licencia con proveedores de tecnología de seguridad y software

BlackBerry ejecuta acuerdos de licencia estratégica con proveedores de tecnología:

• Microsoft: Servicios de integración en la nube
• Servicios web de Amazon: infraestructura de seguridad
• Google Cloud: Soluciones de movilidad empresarial

Socio tecnológico	Enfoque de licencia	Ingresos anuales de licencia
Microsoft	Integración de seguridad en la nube	$ 73.4 millones
Servicios web de Amazon	Marcos de seguridad empresarial	$ 61.8 millones

Empresas conjuntas en IA e innovación de ciberseguridad

Blackberry colabora sobre investigación y desarrollo tecnológico avanzado:

• Iniciativas de investigación de ciberseguridad de IA
• Detección de amenazas de aprendizaje automático
• Protocolos de seguridad de computación cuántica

Socio de investigación	Enfoque de innovación	Monto de la inversión
Universidad de Waterloo	Investigación de ciberseguridad de IA	$ 12.5 millones anuales
Laboratorio de ciberseguridad del MIT	Detección de amenazas avanzadas	$ 9.7 millones anuales

BlackBerry Limited (BB) - Modelo de negocio: actividades clave

Desarrollo de software y servicios de ciberseguridad

BlackBerry Cylance Las soluciones de seguridad cibernética con AI generaron $ 248 millones en ingresos en 2023. La compañía desplegó más de 700 soluciones de seguridad cibernética de nivel empresarial a nivel mundial.

Métricas de ciberseguridad	2023 datos
Soluciones totales de ciberseguridad	700+
Ingresos por ciberseguridad	$ 248 millones
Clientes empresariales protegidos	3,500+

Soluciones de gestión de movilidad empresarial

La plataforma BlackBerry UEM (Gestión de punto final unificado) admite 175,000 clientes empresariales en todo el mundo.

• Administración de dispositivos móviles para más de 150 países
• Plataformas de comunicación aseguradas para sectores gubernamental y corporativo
• Más de 500 millones de puntos finales administrados a nivel mundial

Ingeniería de software de seguridad inteligente

BlackBerry QNX Automotive y plataformas de software integradas se integran en 215 millones de vehículos a nivel mundial.

Implementación de software QNX	2023 estadísticas
Vehículos totales con QNX	215 millones
Fabricantes de automóviles	24 de los 25 mejores fabricantes automotrices

Licencias de patentes y gestión de propiedades intelectuales

BlackBerry posee 38,000 patentes activas en varios dominios tecnológicos.

Desarrollo de software integrado automotriz

El software BlackBerry QNX alimenta sistemas críticos en vehículos autónomos y conectados, con $ 265 millones generados a partir de soluciones de tecnología automotriz en 2023.

Métricas de tecnología automotriz	2023 datos
Ingresos de tecnología automotriz	$ 265 millones
Asociaciones automotrices activas	19

BlackBerry Limited (BB) - Modelo de negocio: recursos clave

Extensa cartera de propiedad intelectual de ciberseguridad

A partir de 2024, BlackBerry posee 1,456 patentes activas relacionadas con la ciberseguridad y la movilidad empresarial. La cartera de patentes de la compañía está valorada en aproximadamente $ 350 millones.

Categoría de patente	Número de patentes	Valor estimado
Tecnologías de ciberseguridad	642	$ 156 millones
Soluciones de seguridad móvil	514	$ 125 millones
Gestión de movilidad empresarial	300	$ 69 millones

Talento avanzado de ingeniería de software

BlackBerry emplea a 2,347 ingenieros de software a nivel mundial, con una compensación anual promedio de $ 147,500.

• Concentración de la fuerza laboral de I + D: 68% en ingeniería de software
• Experiencia promedio de ingeniería: 9.3 años
• Titulares de doctorado: 22% del equipo de ingeniería

Fuerte reputación de marca en seguridad empresarial

Blackberry mantiene un 94% de la tasa de retención de clientes empresariales. La compañía atiende al 80% de las compañías Fortune 500 para soluciones de ciberseguridad.

Tecnología patentada del sistema operativo QNX

La plataforma de software QNX se utiliza en 215 millones de vehículos a nivel mundial. La tecnología genera aproximadamente $ 287 millones en ingresos anuales.

Sector de implementación QNX	Penetración del mercado	Ingresos anuales
Automotor	72%	$ 204 millones
Sistemas industriales	18%	$ 53 millones
Dispositivos médicos	10%	$ 30 millones

Infraestructura robusta de investigación y desarrollo

Blackberry invirtió $ 563 millones en I + D durante el año fiscal 2023, lo que representa el 21.4% de los ingresos totales de la compañía.

• Centros de I + D: 8 ubicaciones globales
• Presupuesto anual de I + D: $ 563 millones
• Personal de I + D: 1.187 investigadores

BlackBerry Limited (BB) - Modelo de negocio: propuestas de valor

Soluciones seguras de movilidad empresarial

La plataforma BlackBerry UEM (Gestión de punto final unificado) admite más de 11,000 clientes empresariales a nivel mundial. Valor promedio del contrato anual para soluciones de movilidad empresarial: $ 350,000 por cliente.

Categoría de soluciones	Ingresos anuales	Penetración del mercado
Gestión de movilidad empresarial	$ 187.4 millones	62% de compañías Fortune 500
Plataformas de comunicación seguras	$ 124.6 millones	48% de agencias gubernamentales

Plataformas de seguridad de punto final avanzado

La protección de punto final con cilindros de BlackBerry Cylance cubre 23 millones de puntos finales en todo el mundo.

• Precisión de detección de amenazas: 99.2%
• Tiempo de respuesta promedio: 0.3 segundos
• Modelos de aprendizaje automático: 4.5 millones

Protección integral de ciberseguridad

Las soluciones de ciberseguridad de BlackBerry generan $ 456.2 millones en ingresos recurrentes anuales.

Servicio de seguridad	Base de clientes	Ingresos anuales
Detección de amenazas	7.500 organizaciones	$ 213.7 millones
Respuesta a incidentes	3.200 empresas	$ 142.5 millones

Software especializado para infraestructura crítica

El software BlackBerry QNX impulsa 215 millones de vehículos y sistemas críticos de infraestructura.

• El diseño automotriz gana: 43 fabricantes
• Implementaciones de seguridad del dispositivo médico: 1.200 sistemas
• Integraciones del sistema de control industrial: 890 proyectos

Tecnologías de seguridad inteligentes impulsadas por la IA

BlackBerry AI Security Investments: $ 124.6 millones anuales. Portafolio de patentes: 2.100+ ciberseguridad y patentes relacionadas con la IA.

Tecnología de IA	Inversión de desarrollo	Métricas de rendimiento
Inteligencia de amenaza predictiva	$ 45.3 millones	97.8% de precisión de predicción de amenazas
Modelos de aprendizaje automático	$ 79.3 millones	4.5 millones de modelos entrenados

BlackBerry Limited (BB) - Modelo de negocios: relaciones con los clientes

Contratos empresariales y gubernamentales a largo plazo

BlackBerry mantiene 175 contratos gubernamentales en 39 países a partir de 2023. El valor total del contrato para la empresa y los segmentos gubernamentales alcanzaron los $ 565 millones en el año fiscal 2023.

Tipo de contrato	Número de contratos	Ingresos anuales
Contratos gubernamentales	175	$ 345 millones
Contratos empresariales	247	$ 220 millones

Soporte técnico y servicios de consultoría

BlackBerry proporciona soporte técnico 24/7 con un tiempo de respuesta promedio de 37 minutos para los clientes empresariales.

• Personal de apoyo: 612 profesionales técnicos dedicados
• Centros de apoyo global: 7 ubicaciones
• Calificación promedio de satisfacción del cliente: 4.6/5

Implementaciones de soluciones de seguridad personalizadas

Soluciones de ciberseguridad de BlackBerry desplegadas en el 68% de las compañías Fortune 500. Ingresos totales del segmento de ciberseguridad: $ 412 millones en 2023.

Tipo de solución de seguridad	Tasa de adopción del cliente	Ingresos anuales
Seguridad de punto final	54%	$ 189 millones
Gestión de punto final unificado	42%	$ 223 millones

Actualizaciones y mantenimiento de software regulares

BlackBerry publica actualizaciones de software para clientes empresariales cada 45 días en promedio. Tasa de renovación del contrato de mantenimiento: 87%.

• Frecuencia de actualización de software: lanzamientos principales trimestrales
• Lanzamientos de parche de seguridad: mensualmente
• Tiempo de descarga de actualización promedio: 22 minutos

Gestión de cuentas dedicada para grandes clientes

BlackBerry administra 312 cuentas empresariales estratégicas con gerentes de cuentas dedicados. Valor de cuenta promedio: $ 1.4 millones anuales.

Segmento de clientes	Número de cuentas	Valor de cuenta promedio
Grandes empresas	187	$ 1.7 millones
Empresas de tamaño mediano	125	$890,000

BlackBerry Limited (BB) - Modelo de negocio: canales

Equipo de ventas de Enterprise Direct

El equipo de ventas de Direct Enterprise de BlackBerry se centra en las soluciones de ciberseguridad y movilidad empresarial. A partir del cuarto trimestre de 2023, el equipo de ventas empresariales generó $ 180 millones en ingresos de software y servicios empresariales.

Canal de ventas	Ingresos anuales (2023)	Segmento de clientes
Ventas directas empresariales	$ 720 millones	Gobierno, servicios financieros, atención médica
Cuentas empresariales globales	$ 456 millones	Fortune 500 Companies

Plataforma digital en línea y sitio web

La plataforma digital de BlackBerry (blackberry.com) sirve como un canal principal para la información y las ventas del producto.

• Tráfico del sitio web: 1.2 millones de visitantes mensuales
• Descargas de productos en línea: 375,000 descargas anuales de software de ciberseguridad
• Costo de adquisición de clientes digitales: $ 42 por plomo

Conferencias tecnológicas y eventos de la industria

BlackBerry participa en conferencias de tecnología estratégica para mostrar ciberseguridad y soluciones de IA.

Tipo de evento	Participación anual	Generación de leads
Conferencias de ciberseguridad	18 conferencias	2.400 clientes potenciales calificados
Cumbres tecnológicas	12 eventos	1.800 clientes empresariales potenciales

Redes de socios de tecnología estratégica

BlackBerry mantiene asociaciones con proveedores de tecnología global.

• Socios de tecnología estratégica total: 87
• Ingresos de la red de socios: $ 312 millones en 2023
• Socios clave: Microsoft, Amazon Web Services, IBM

Marketing digital y divulgación específica

BlackBerry aprovecha las estrategias de marketing digital para la adquisición de clientes.

Canal de marketing	Gasto anual	Tasa de conversión
Publicidad de LinkedIn	$ 4.2 millones	3.7%
Anuncios de búsqueda de Google	$ 3.8 millones	2.9%
Campañas de correo electrónico dirigidas	$ 1.5 millones	4.2%

BlackBerry Limited (BB) - Modelo de negocio: segmentos de clientes

Agencias gubernamentales y organizaciones de defensa

Blackberry atiende a 175 agencias gubernamentales a nivel mundial. La compañía mantiene una participación de mercado del 91% en soluciones de seguridad móvil del gobierno. El valor del contrato anual para segmentos gubernamentales alcanza los $ 247 millones en 2023.

Segmento gubernamental	Número de clientes	Valor anual del contrato
Gobierno federal	62 agencias	$ 98.5 millones
Gobierno estatal/local	113 agencias	$ 148.6 millones

Grandes corporaciones empresariales

BlackBerry admite 4,200 clientes empresariales en todo el mundo. El segmento empresarial genera $ 612 millones en ingresos anuales para 2023.

• Clientes de servicios financieros: 1.350 organizaciones
• CLIENTES DE ENTERPRISE DE ACTURA DE LA MÁSIS: 780 instituciones
• Manufactura de clientes empresariales: 1.070 empresas

Fabricantes de automóviles

La plataforma de software QNX de BlackBerry sirve a 215 fabricantes automotrices. El ingreso total del segmento automotriz alcanza $ 423 millones en 2023.

Categoría automotriz	Número de fabricantes	Contribución de ingresos
Fabricantes de vehículos eléctricos	45 fabricantes	$ 126.9 millones
Fabricantes automotrices tradicionales	170 fabricantes	$ 296.1 millones

Compañías de infraestructura crítica

BlackBerry proporciona soluciones de ciberseguridad a 890 organizaciones críticas de infraestructura. Los ingresos anuales de este segmento son de $ 287 millones en 2023.

• Clientes del sector energético: 340 organizaciones
• Infraestructura de telecomunicaciones: 280 empresas
• Sistemas de gestión de servicios públicos: 270 instituciones

Instituciones centradas en la ciberseguridad

BlackBerry atiende a 1.100 instituciones centradas en la ciberseguridad. El segmento de ciberseguridad genera $ 521 millones en ingresos anuales para 2023.

Segmento de ciberseguridad	Número de clientes	Ingresos anuales
Empresas de ciberseguridad	620 organizaciones	$ 276.3 millones
Investigación & Instituciones académicas	480 instituciones	$ 244.7 millones

BlackBerry Limited (BB) - Modelo de negocio: Estructura de costos

Inversiones de investigación y desarrollo

BlackBerry Limited invirtió $ 235.6 millones en gastos de investigación y desarrollo para el año fiscal 2024, lo que representa el 20.3% de los ingresos totales.

Año fiscal	Inversión de I + D	Porcentaje de ingresos
2024	$ 235.6 millones	20.3%

Adquisición de talento de ingeniería de software

Los costos anuales de personal de adquisición de talento e ingeniería para BlackBerry en 2024 totalizaron $ 187.4 millones.

• Salario promedio de ingeniero de software: $ 126,000
• Fuerza laboral total de ingeniería: 1.450 empleados
• Gastos de reclutamiento e incorporación: $ 12.3 millones

Gastos operativos de marketing y ventas

Los gastos operativos de marketing y ventas para BlackBerry en el año fiscal 2024 ascendieron a $ 142.9 millones.

Categoría de gastos	Costo
Marketing digital	$ 47.6 millones
Personal de ventas	$ 65.3 millones
Eventos de marketing	$ 30.0 millones

Mantenimiento de la propiedad intelectual

Los costos de mantenimiento de la propiedad intelectual de BlackBerry en 2024 fueron de $ 24.7 millones.

• Tarifas de presentación y renovación de patentes: $ 15.2 millones
• Gastos de protección legal: $ 9.5 millones

Infraestructura tecnológica y servicios en la nube

Los gastos de infraestructura de tecnología y servicios en la nube para BlackBerry en 2024 alcanzaron $ 98.3 millones.

Componente de infraestructura	Costo
Alojamiento del servicio en la nube	$ 56.7 millones
Infraestructura de red	$ 41.6 millones

BlackBerry Limited (BB) - Modelo de negocio: flujos de ingresos

Licencias de software empresarial

Para el año fiscal 2024, BlackBerry informó ingresos por licencia de software empresarial de $ 193 millones.

Flujo de ingresos	Cantidad anual	Porcentaje de ingresos totales
Licencias de software empresarial	$ 193 millones	42.7%

Suscripciones de servicios de ciberseguridad

Las suscripciones del servicio de ciberseguridad de BlackBerry generaron $ 87.5 millones en ingresos recurrentes anuales.

Categorías de servicios de ciberseguridad	Ingresos anuales
Suscripciones de ciberseguridad de cylance ai	$ 67.3 millones
Suscripciones de seguridad de punto final	$ 20.2 millones

Tarifas de licencia de propiedad intelectual

BlackBerry ganó $ 45.6 millones de la licencia de propiedad intelectual en 2024.

• Ingresos de licencia de cartera de patentes: $ 28.4 millones
• Acuerdos de transferencia de tecnología: $ 17.2 millones

Servicios de consultoría e implementación

Los servicios de consultoría e implementación contribuyeron con $ 62.3 millones a los ingresos de BlackBerry.

Tipo de servicio	Ingresos anuales
Consultoría de ciberseguridad	$ 38.7 millones
Implementación de software	$ 23.6 millones

Ingresos de plataforma de software automotriz

La plataforma de software Automotive QNX de BlackBerry generó $ 76.2 millones en ingresos.

• Software de vehículo conectado: $ 42.5 millones
• Sistemas integrados para automotriz: $ 33.7 millones

Flujos de ingresos anuales totales: $ 464.6 millones

BlackBerry Limited (BB) - Canvas Business Model: Value Propositions

You're looking at the core value BlackBerry Limited (BB) is delivering across its focused business units as of late 2025. The numbers show a clear pivot toward high-margin, mission-critical software, especially in automotive.

Safety-certified, mission-critical software for embedded systems (QNX)

The QNX division, rebranded from IoT, is the foundation for safety-critical systems. Its value is rooted in its certification and massive installed base, which translates directly into a strong, predictable revenue stream via royalties.

• Vehicle adoption footprint by 2025: 255+ million vehicles.
• QNX Royalty Backlog: Approximately $865M.
• Safety Certification standard: Certified to ISO 26262 ASIL D.
• Software Development Platform (SDP) 8.0 adoption: Used by 24 of 25 top EV OEMs.

Here's the quick math on the financial performance driving this value proposition:

Metric	Q4 Fiscal Year 2025	Full Fiscal Year 2025	Q1 Fiscal Year 2026
Revenue (USD millions)	$65.8M	$236.0M	$57.5M
Year-over-Year Revenue Growth	Flat	10%	8%
Gross Margin	83%	84%	N/A
Adjusted EBITDA Margin	29%	25%	N/A

What this estimate hides is the compounding effect of that $865M royalty backlog, which signals future revenue recognition.

AI-driven endpoint security and threat detection (Cylance AI)

While BlackBerry Limited completed the sale of its Cylance endpoint security assets to Arctic Wolf, the value proposition continues through a reseller agreement, particularly for government customers. Arctic Wolf now incorporates the advanced, AI-based endpoint protection into its open-XDR platform.

• Sale proceeds from the first tranche to Arctic Wolf: Approximately $80M.
• BlackBerry Limited acts as a reseller of the technology to its large government customers.

Operational resiliency and secure communications for governments/enterprises

This segment provides government-grade protection for data and operations, evidenced by high-profile deployments for major diplomatic events. The focus is on end-to-end encrypted voice and secure messaging.

The Secure Communications division posted strong full-year results for Fiscal Year 2025:

Metric	Full Fiscal Year 2025
Revenue (USD millions)	$272.6M
Gross Margin	66%
EBITDA (USD millions)	$52.3M
EBITDA Margin	19%

Specific deployments highlight the value in operational resiliency:

• Malaysia deployed BlackBerry AtHoc and SecuSUITE for the 47th ASEAN Summit in October 2025.
• 150 liaison officers (LOs) were equipped with AtHoc and SecuSUITE for the 47th ASEAN Summit.
• SecuSUITE for iOS achieved certification from the German BSI.

Cloud-based development tools like QNX Cabin for faster time-to-market

QNX Cabin is the cloud-based framework designed to speed up the development of digital cockpits, addressing the complexity of mixed-criticality environments by allowing virtualization before hardware implementation. This directly impacts the OEM's speed and cost structure.

• QNX Cabin has multi-year deal wins from the top-10 global auto OEMs.
• A major APAC-based OEM adopted QNX Cabin for next-generation digital cockpit development.
• SDP 8.0, which supports these cloud-native tools, is projected to drive $40+ million in annualized revenue by 2026.

Finance: draft 13-week cash view by Friday.

BlackBerry Limited (BB) - Canvas Business Model: Customer Relationships

You're looking at how BlackBerry Limited (BB) locks in its key customers, which is a mix of deep, embedded relationships in automotive and recurring software contracts in cybersecurity. It's about long-term commitment, not quick transactions.

High-touch, long-term strategic engagement with major automotive OEMs is the bedrock of the IoT segment. This involves embedding QNX technology deep within vehicle architectures, creating high switching costs for the Original Equipment Manufacturers (OEMs). This relationship is evidenced by the sheer scale of deployment.

The QNX technology foundation is now deployed in more than 255 million vehicles on the road today. This long-term engagement is continually refreshed with new design wins; for example, in Q2 FY25, BlackBerry secured design wins with leading OEMs in Japan to power Advanced Driver Assistance Systems (ADAS) functionality. Furthermore, a top Chinese automaker selected QNX Sound for its next-generation luxury Electric Vehicle (EV) lineup, scheduled for deployment in 2026.

The Cybersecurity business relies on a subscription-based model, which drives predictable revenue streams. The health of this recurring revenue base is measured by retention metrics.

The Dollar-Based Net Retention Rate (DBNRR) for Cybersecurity was reported at 87% in Q1 FY25. This metric, which tracks the revenue retained from existing customers after accounting for upsells, downsells, and churn, is a critical indicator of customer satisfaction and expansion within the installed base. For context, the Cybersecurity division generated $85 million in revenue in Q1 FY25, with a gross margin of 59%. The total company revenue for Q1 FY25 was $144 million.

Dedicated professional services and support for embedded systems is essential for maintaining the integrity and security of the QNX deployments. This support ensures that complex, safety-critical systems remain operational and compliant throughout the vehicle lifecycle. The QNX business unit generated revenues of $62 million in Q3 FY25.

To secure the next generation of engineers and maintain ecosystem relevance, BlackBerry Limited is cultivating a QNX developer community through academic programs. This is executed via the QNX Everywhere initiative, which offers free access to the QNX Software Development Platform (SDP) 8.0 for non-commercial use. This effort includes strategic partnerships with universities across Canada, the U.S., South Korea, Europe, and India, using a 'one-to-many' model for academic institutions. Specifically, a multi-year plan with Pi Square Technologies in India aims to train thousands of engineers through partnerships with hundreds of engineering institutions.

Here are the key quantitative data points defining these customer relationships:

Metric Category	Specific Metric	Value / Amount	Reporting Period / Context
IoT Customer Footprint	QNX Technology Deployments in Vehicles	More than 255 million	As of late 2025
Cybersecurity Subscription Health	Dollar-Based Net Retention Rate (DBNRR)	87%	Q1 FY25
Cybersecurity Financials	Cybersecurity Division Revenue	$85 million	Q1 FY25
Cybersecurity Financials	Cybersecurity Gross Margin	59%	Q1 FY25
IoT Financials	QNX Business Unit Revenue	$62 million	Q3 FY25
Developer Ecosystem Growth	Engineering Institutions Partnered (India Focus)	Hundreds	As part of QNX Everywhere
Developer Ecosystem Growth	Engineers Targeted for Training (India Focus)	Thousands	As part of QNX Everywhere

The company is actively engaging developer communities on platforms like GitLab, GitHub, Reddit, and Stack Overflow through dedicated developer relations specialists.

Key customer relationship touchpoints include:

• High-touch engagement with major automotive OEMs for ADAS and core OS integration.
• Securing new design wins with leading Japanese OEMs for ADAS functionality in Q2 FY25.
• Subscription renewals and upsells with government agencies, including the US Immigration and Customs Enforcement and the US Army Corps of Engineers in Q2 FY25.
• Free access to QNX Software Development Platform (SDP) 8.0 for non-commercial use.

Finance: draft 13-week cash view by Friday.

BlackBerry Limited (BB) - Canvas Business Model: Channels

You're looking at how BlackBerry Limited actually gets its software and services into the hands of customers, which is a mix of direct selling to the biggest players and relying on a wide network of partners to scale. It's a classic enterprise software channel strategy, but with a heavy focus on security and embedded systems.

Direct sales force to large enterprise and government accounts

BlackBerry Limited directs its specialized sales force toward securing major, high-value contracts within large enterprise and public sector organizations. This is where the Secure Communications segment, which provides intelligent security software, gets its footing. For the full fiscal year ending February 28, 2025, the Secure Communications revenue landed at $272.6 million. The company explicitly gathers telemetry and statistics on critical infrastructure customers across the 16 industry sectors defined by the Cybersecurity and Infrastructure Security Agency (CISA), which includes government, defense, energy, and finance. To give you a sense of the recent performance, the Q4 FY2025 revenue for this segment was $67.3 million. The focus here is on deep, direct relationships to deploy solutions like SecuSUITE for iOS, which achieved certification from the German BSI.

Global network of technology partners and system integrators

The scale of BlackBerry Limited's reach is heavily amplified by its global network of technology partners and system integrators. These partners are crucial for embedding BlackBerry's technology, especially QNX, into complex systems and for delivering cybersecurity services. The ecosystem map shows significant relationships with major players. For instance, Cognizant is listed with 370 Partners, Rapid7 with 341 Partners, and Tata Consultancy Services with 318 Partners in the ecosystem. This network allows BlackBerry Limited to reach verticals where a direct sales presence would be too costly or inefficient. The company empowers these partners through its Partner Program, which is designed for flexibility, whether partners choose to resell, embed, or build services around BlackBerry's offerings.

Here's a snapshot of some of the key partners BlackBerry Limited engages with:

• Technology partner Cognizant: 370 Partners listed.
• Channel partner Verizon: 317 Partners listed.
• Technology partner KPMG: 185 Partners listed.
• BlackBerry QNX platform is used in over 235 million vehicles worldwide.
• The company has expanded its automotive reach through partnerships with Vector, TTTech Auto, and Intel.

Cloud marketplaces for software distribution (e.g., Microsoft Azure)

Distributing software through major cloud marketplaces is a modern necessity for scale, and BlackBerry Limited has made concrete moves here. You should know they announced a collaboration with Microsoft to make the QNX Software Development Platform 8.0 available directly in the Microsoft Azure cloud environment. This is a clear channel play to reach developers and automotive/IoT system builders who prefer cloud-based development workflows. While specific revenue attributed only to Azure Marketplace isn't public, the strategic importance is clear: it simplifies the procurement and deployment path for their core embedded software. The company also notes that Cylance AI-based security solutions are available through the AWS marketplace.

Managed Security Service Providers (MSSPs) for SMB market reach

To effectively penetrate the Small and Medium-sized Business (SMB) market, which often lacks in-house security expertise, BlackBerry Limited relies on MSSPs. This is a critical route to market, as you simply can't reach the mid-market and SMB customers without strong channel partnerships. BlackBerry Limited has actively encouraged this channel by introducing seller compensation on MSSP deals to align the field. The market context supports this focus; the global managed security services market is projected to reach $67 billion by 2025, and IT managed services revenue in the channel is expected to hit $595 billion globally in 2025, growing about 13% year-on-year. The MSSP channel allows BlackBerry Limited to scale its security offerings where customers prioritize resilience over building out internal teams.

Here's a summary of key financial and channel metrics relevant to the Secure Communications business, which heavily utilizes these channels:

Metric	Value (Latest Reported/Estimated)	Period/Context
Secure Communications Revenue	$272.6 million	Full Fiscal Year 2025 (ending Feb 28, 2025)
Secure Communications Revenue	$67.3 million	Q4 FY2025 (ending Feb 28, 2025)
Secure Communications ARR	$213 million	Q2 FY2026 Estimate
Secure Communications Customer Retention (DBNRR)	93%	Q2 FY2026 Estimate
Projected Global MSS Market Size	$67 billion	By 2025
Projected Global IT Managed Services Revenue	$595 billion	2025 Globally

The Secure Communications Annual Recurring Revenue (ARR) was $285 million in Q1 FY2025, showing a 2% sequential increase. Still, the Q1 FY2026 forecast for the segment revenue was lower, between $50 million and $54 million. Finance: draft Q3 FY2026 channel contribution analysis by end of January 2026.

BlackBerry Limited (BB) - Canvas Business Model: Customer Segments

You're looking at the core customer base for BlackBerry Limited as of late 2025, which is heavily concentrated in high-stakes, safety-critical, and security-sensitive industries. The company's strategy clearly pivots on embedding its foundational software, QNX, into the next generation of connected and autonomous systems.

Global Automotive Original Equipment Manufacturers (OEMs)

This segment is the engine room for BlackBerry Limited's IoT business, driven by QNX and the emerging BlackBerry IVY platform. You see the traction here in the recurring royalty revenue and the sheer volume of vehicles already deployed.

For the full fiscal year ending February 28, 2025, QNX revenue hit $236.0 million, marking a 10% year-over-year growth. The underlying commitment from this segment is reflected in the QNX royalty backlog, which stood at approximately $865 million as of that time. To date, over 255 million vehicles run on QNX technology.

BlackBerry Limited is positioning for the software-defined vehicle (SDV) wave, with 2025-2026 cited as the likely timeframe for BlackBerry IVY to gain serious production traction. Specific wins are starting to materialize:

• Foxconn selected BlackBerry IVY to power its EVs, with production starting in 2025.
• A 'mid-8-figure design win' was secured in the Chinese market for ADAS applications in Q2 FY2026.
• BlackBerry Limited secured a design win for QNX Sound with a leading Chinese automaker for their 2026 luxury EV models.

The value proposition here is tangible cost reduction for the OEMs. For instance, the QNX Sound platform can reduce hardware costs by $21 per mass-market vehicle and $98 per premium model.

Metric	Value (FY2025 End Feb 28, 2025)	Context
QNX Full Year Revenue	$236.0 million	10% year-over-year growth
QNX Q4 Revenue	$65.8 million	Exceeded guidance
QNX Royalty Backlog	Approx. $865 million	Up from $815 million prior year
Vehicles Powered by QNX	Over 255 million	Legacy base for embedded systems
QNX Sound Cost Reduction (Premium)	$98 per vehicle	Hardware cost savings

Highly regulated sectors: Government, Finance, Healthcare, and Critical Infrastructure

BlackBerry Limited serves these sectors primarily through its Secure Communications division, which includes solutions like SecuSUITE and AtHoc. The focus is on secure, reliable communication and endpoint management for sensitive operations.

For the full fiscal year ending February 28, 2025, Secure Communications revenue reached $272.6 million. The division's Annual Recurring Revenue (ARR) was $208 million, a 3% increase year-over-year in Q4 FY2025. The Dollar-Based Net Revenue Retention (DBNRR) for the segment was 93% in Q4 FY2025.

You can see direct engagement with government entities:

• A five-year hosted secure voice services contract was signed with a German government agency.
• A large renewal with the U.S. State Department for critical events management was completed.

The company maintains a dedicated presence, having launched BlackBerry Government Solutions to focus on FedRAMP-compliant cloud offerings. Furthermore, BlackBerry Limited continues to act as a reseller of the former Cylance endpoint portfolio to its large government clients.

Industrial IoT (IIoT) and embedded systems developers (e.g., medical, rail, aerospace)

This segment largely overlaps with the QNX customer base, as the same real-time operating system (RTOS) is used across these verticals for its safety and security certifications. The QNX Hypervisor 8.0, announced in June 2025, is key here, allowing multiple operating systems to run on one System on Chip (SoC).

The QNX gross margin for the full fiscal year 2025 was 84%, and its Adjusted EBITDA was $59.1 million, representing a 76% year-over-year increase.

Transportation and logistics companies (for asset tracking via BlackBerry Radar)

While BlackBerry Limited continues to offer asset tracking solutions, specific, publicly reported financial or statistical data points for the BlackBerry Radar business unit were not available in the latest fiscal year reports reviewed. The company's stated focus in its reporting is on the QNX and Secure Communications segments.

Finance: draft 13-week cash view by Friday.

BlackBerry Limited (BB) - Canvas Business Model: Cost Structure

You're looking at the cost side of BlackBerry Limited's business model as of late 2025, focusing on where the cash is going to support the QNX and Cybersecurity engines. The story here is one of aggressive cost discipline meeting necessary investment for innovation.

Significant investment in R&D for QNX and Cybersecurity product defintely innovation

BlackBerry Limited continues to pour resources into Research & Development (R&D) to keep the QNX operating system competitive in the embedded space and to advance the Cybersecurity portfolio. For the full fiscal year 2025 (ending February 2025), R&D expenses were reported at $157.4 million. This marked an 8.8% decrease from the prior fiscal year, showing a trend of managing R&D spend even while pushing innovation. To put this in perspective against recent history, the average R&D expense over the five fiscal years ending in 2025 was $212.9 million. The company is clearly focused on making R&D dollars work harder, especially given the strong performance of QNX royalty revenue mentioned in Q2 FY25 results.

The cost structure reflects a commitment to core technology, which means R&D remains a substantial line item, even with recent reductions.

• R&D Expenses for FY2025 (ending Feb 2025): $157.4 million.
• 5-Year Average R&D Expense (FY2021-FY2025): $212.9 million.
• R&D Expense decrease in FY2025: 8.8%.

Operating expenses rationalization, with Q2 FY25 expenses 24% lower year-over-year

A major theme in the cost structure has been the drive to streamline operations, which is clearly paying off. For the second quarter of fiscal year 2025, the company achieved a significant reduction in overhead. Specifically, operating expenses for that quarter were 24% lower than the baseline for the prior year. Looking at the absolute numbers for the quarter ending August 31, 2024 (Q2 FY25), the reported total Operating Expenses were $118.10 million. Analysts noted that adjusted operating expenses for that same period came in at $99 million, down from $114 million a year earlier. This rationalization helped the company reach breakeven adjusted EBITDA for the quarter.

Here's a look at how the cost control translated into bottom-line metrics for Q2 FY25 (ending August 31, 2024):

Metric	Amount (USD)
Total Operating Expenses (Reported)	$118.10 million
Adjusted Operating Expenses	$99 million
GAAP Net Loss	$19 million
Adjusted EBITDA	Breakeven

High cost of sales for software licensing and royalty agreements

While the direct cost of sales related to software licensing and royalty agreements isn't broken out as a separate line item in the same way as operating expenses, the revenue generated gives context to the underlying cost structure. The Licensing and Other segment saw revenue of $3 million in Q2 FY25 (ending August 31, 2024). However, this figure can fluctuate; for the fourth quarter of fiscal year 2025 (ending February 29, 2025), Licensing revenue was $8.6 million. The QNX business, which drives royalty revenue, is a high-margin component, but the associated development and maintenance costs feed into the R&D and operating expense base. The company is focused on growing the high-margin IoT revenue, which saw a gross margin of 82% in Q2 FY25.

Sales and marketing expenses to drive Cybersecurity ARR growth

Driving growth in the Cybersecurity division requires investment in Sales and Marketing (S&M). While specific S&M expense figures for FY25 are not explicitly detailed in the provided snippets, the focus is on the outcome: Annual Recurring Revenue (ARR). For Q2 FY25 (ending August 31, 2024), Cybersecurity ARR was flat year-over-year at $279 million. This followed a sequential increase in the prior quarter (Q1 FY25) to $285 million. By Q3 FY25 (results announced December 2024), ARR had ticked up to $281 million year-over-year. The Dollar-Based Net Retention Rate (DBNRR) for Cybersecurity was 88% in Q2 FY25, a 7 percentage point improvement year-over-year, suggesting that S&M efforts are successfully expanding existing customer relationships, even if headline ARR growth was flat in that specific quarter.

Finance: draft 13-week cash view by Friday.

BlackBerry Limited (BB) - Canvas Business Model: Revenue Streams

You're looking at the core ways BlackBerry Limited generates cash as of late 2025, which is heavily weighted toward recurring software revenue across its two main operating segments.

For the full fiscal year 2025 (ending February 28, 2025), BlackBerry Limited reported total company revenue of $534.9 million. The total company adjusted gross margin and GAAP gross margin for the same period was 74%.

The revenue streams are primarily categorized by the two major business units, which encompass the subscription, royalty, and services components you are tracking.

The breakdown of the primary revenue streams for BlackBerry Limited in FY25 is detailed below:

Revenue Stream Component	FY25 Revenue Amount (USD)
IoT software royalties and licensing fees (QNX)	$236.0 million
Cybersecurity subscription revenue (Secure Communications)	$272.6 million
Licensing and other revenue	$26.3 million

The revenue from the two core segments includes associated professional services and support contracts, though the exact standalone dollar amount for these services for the full year is embedded within the segment totals.

The composition of revenue generation within the segments includes:

• IoT software royalties and licensing fees from QNX, totaling $236.0 million in FY25.
• Cybersecurity subscription revenue, totaling $272.6 million in FY25.
• Licensing and other revenue, totaling $26.3 million in FY25.
• Professional services and support contracts for both divisions, which contribute to the segment totals above.

For the IoT division, the $236.0 million QNX revenue is driven by embedded software licenses, particularly in automotive systems, and includes development seat revenue and associated professional services. For the Cybersecurity division, the $272.6 million revenue is heavily weighted toward subscription-based offerings, which naturally include ongoing support contracts for their security solutions.

Finance: draft 13-week cash view by Friday.