Sangoma Technologies Corporation (SANG): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico de la tecnología de telecomunicaciones, Sangoma Technologies Corporation (SANG) emerge como un jugador fundamental, transformando la forma en que las empresas se comunican y se conectan. Al tejer magistralmente el hardware innovador, las soluciones de software y las asociaciones estratégicas, Sangoma ha creado un modelo comercial robusto que aborde las complejas necesidades de comunicación de diversas industrias, desde pequeñas nuevas empresas hasta grandes organizaciones empresariales. Su enfoque único combina tecnologías de comunicaciones unificadas de vanguardia con productos de infraestructura flexibles y escalables que capacitan a las organizaciones para racionalizar sus ecosistemas de comunicación de manera eficiente y rentable.

Sangoma Technologies Corporation (SANG) - Modelo de negocios: asociaciones clave

Proveedores de servicios de telecomunicaciones y revendedores

Sangoma mantiene asociaciones estratégicas con múltiples proveedores de servicios de telecomunicaciones, que incluyen:

Pareja	Tipo de asociación	Año establecido
Verizon	Pasturería de SIP al por mayor	2018
AT&T	Integración de red	2019
Rogers Communications	Revendedor de telecomunicaciones canadiense	2017

Fabricantes de hardware de voz y red

Sangoma colabora con fabricantes de hardware clave para desarrollar soluciones de comunicación integradas:

• Polycom (ahora poli)
• Yealink
• Grandstream Reds

Comunidades de desarrollo de software de código abierto

Sangoma contribuye activamente y aprovecha plataformas de código abierto:

• Proyecto Asterisk
• Comunidad Freepbx
• Fundación de Linux

Proveedores de servicios en la nube e infraestructura

Proveedor de nubes	Servicios integrados	Estado de asociación
Servicios web de Amazon (AWS)	Soluciones de comunicación en la nube	Activo
Microsoft Azure	Implementaciones de nubes híbridas	Activo
Plataforma en la nube de Google	Servicios de comunicación empresarial	Activo

Integradores de plataforma de comunicaciones unificadas

Sangoma se asocia con proveedores líderes de plataformas de UC para garantizar soluciones de comunicación integrales:

• Zoom
• Equipos de Microsoft
• Cedido

Sangoma Technologies Corporation (SANG) - Modelo de negocio: actividades clave

Desarrollo de comunicaciones unificadas y soluciones de redes

Sangoma genera $ 171.4 millones en ingresos anuales (año fiscal 2023). El desarrollo de soluciones de redes clave implica:

• Ingeniería de plataforma de telefonía VoIP
• Tecnologías de integración de troncal SIP
• Diseño de software de infraestructura de red

Métrico de desarrollo	Valor actual
Inversión de I + D	$ 22.3 millones (2023)
Tamaño del equipo de desarrollo de software	127 ingenieros
Lanzamientos anuales de productos	8-12 nuevas soluciones

Equipo de telefonía VoIP de fabricación

La fabricación se centra en el hardware de comunicación de grado empresarial.

Métrico de fabricación	Valor actual
Volumen de producción anual de hardware	65,000 unidades de telefonía
Instalaciones de fabricación	2 ubicaciones (América del Norte)
Líneas de productos de hardware	14 modelos distintos

Proporcionar servicios de soporte de software y hardware

Las capacidades de soporte técnico incluyen:

• Soporte empresarial 24/7
• Solución de problemas remoto
• Gestión de la garantía

Métrico de soporte	Valor actual
Ingresos de soporte anual	$ 38.6 millones
Personal de apoyo	92 profesionales técnicos
Tiempo de respuesta promedio	47 minutos

Creación de infraestructura de telecomunicaciones personalizada

Soluciones de infraestructura personalizadas adaptadas para clientes empresariales.

Infraestructura métrica	Valor actual
Implementaciones de proyectos personalizados	43 proyectos a gran escala (2023)
Valor promedio del proyecto	$ 1.2 millones
Base de clientes empresariales	1.287 clientes activos

Investigación y desarrollo de tecnologías de comunicación

Tecnología continua Innovación que impulsa la evolución del producto.

I + D Métrica	Valor actual
Porcentaje de gastos de I + D	12.4% de los ingresos totales
Solicitudes de patentes	7 Archivado en 2023
Áreas de enfoque de innovación	AI, WebRTC, Cloud Communications

Sangoma Technologies Corporation (SANG) - Modelo de negocios: recursos clave

Plataformas de software de telecomunicaciones propietarias

Sangoma mantiene una cartera de plataformas de software de telecomunicaciones con las siguientes características clave:

Plataforma	Tipo	Características clave
Freepbx	Plataforma de telefonía de código abierto	Más de 2 millones de implementaciones globales
SwitchVOX	Sistema de comunicaciones unificadas	Admite hasta 750 usuarios por implementación

Ingeniería y talento técnico

Recursos humanos de Sangoma a partir de 2024:

• Total de empleados: 441
• Fuerza laboral de ingeniería: 168 profesionales técnicos
• Composición del equipo de I + D: 72 ingenieros de software

Propiedad intelectual y patentes

Portafolio de propiedad intelectual de Sangoma:

Categoría	Contar	Valor
Patentes activas	17	Valor estimado de $ 3.2 millones
Marcas registradas	24	Valor estimado de $ 1.5 millones

Red de distribución global

Estadísticas de red de distribución:

• Partners de revendedor activo: 892
• Cobertura geográfica: 45 países
• Canales de distribución: ventas directas, mercado en línea, socios de canal

Infraestructura avanzada de I + D

Detalles de la inversión de investigación y desarrollo:

Métrico	Valor 2024
Gastos anuales de I + D	$ 24.3 millones
Porcentaje de inversión de I + D	18.7% de los ingresos totales

Sangoma Technologies Corporation (SANG) - Modelo de negocio: propuestas de valor

Soluciones integrales de comunicaciones unificadas

Sangoma ofrece una gama de productos de comunicaciones unificadas con posicionamiento de mercado específico:

Categoría de productos	Contribución de ingresos	Segmento de mercado
Sistemas de teléfono VoIP	$ 42.3 millones	SMB Enterprise
Servicios de troncal de SIP	$ 18.7 millones	Mercado medio
Infraestructura de red	$ 27.5 millones	Empresa

Tecnologías de comunicación empresarial rentable

La estrategia de precios de Sangoma se centra en estructuras de costos competitivos:

• Costo promedio de licencia por usuario: $ 15- $ 25 mensual
• Reducción de costo total de propiedad: 40% en comparación con los sistemas tradicionales
• Ahorro de costos de implementación: hasta $ 5,000 por implementación empresarial

Productos de infraestructura de red flexibles y escalables

Solución de infraestructura	Rango de escalabilidad	Tasa de crecimiento anual
Sistemas PBXACT UC	5-500 usuarios	12.5%
Plataforma freepbx	1-1000 usuarios	18.3%

Integración perfecta con los sistemas de comunicación existentes

Capacidades de integración clave:

• Compatible con el 87% de las infraestructuras de comunicación empresarial existentes
• Soporte para protocolos importantes: SIP, H.323, WebRTC
• Disponibilidad de integración de API: 92% de cobertura

Plataformas de comunicación de código abierto y personalizables

Plataforma	Nivel de personalización	Adopción de código abierto
Freepbx	95% configurable	2.3 millones de instalaciones globales
Asterisco	98% personalizable	1.8 millones de implementaciones globales

Sangoma Technologies Corporation (SANG) - Modelo de negocios: relaciones con los clientes

Soporte de ventas directo y asistencia técnica

Sangoma proporciona soporte técnico directo a través de múltiples canales:

Canal de soporte	Método de contacto	Tiempo de respuesta
Soporte telefónico	1-877-344-4800	Disponibilidad 24/7
Soporte por correo electrónico	support@sangoma.com	Dentro de 4 horas hábiles
Chat en vivo	Basado en el sitio web	Respuesta inmediata

Portales de clientes en línea y recursos de autoservicio

Sangoma ofrece plataformas integrales de autoservicio en línea:

• Portal de atención al cliente con seguimiento de boletos
• Base de conocimiento con más de 500 artículos técnicos
• Centro de descarga de software
• Repositorio de documentación del producto

Capacitación de productos e consultoría de implementación

Los servicios de capacitación incluyen:

Tipo de entrenamiento	Método de entrega	Duración
Seminarios web en línea	Sesiones virtuales en vivo	1-2 horas
Entrenamiento en el sitio	Instalaciones del cliente	1-3 días
Tutoriales de video	Bajo demanda	15-45 minutos

Foros de la comunidad y base de conocimiento

Plataformas de participación comunitaria:

• Foro de la comunidad en línea activa con más de 10,000 usuarios registrados
• Discusiones técnicas generadas por el usuario
• Recursos de resolución de problemas entre pares

Actualizaciones de software y soporte técnico en curso

Estadísticas de actualización y soporte:

Actualización de frecuencia	Cobertura de soporte	Tipos de actualización
Lanzamientos principales trimestrales	Soporte técnico 24/7	Parches de seguridad, mejoras de características
Actualizaciones menores mensuales	Contratos de soporte empresarial	Correcciones de errores, mejoras de rendimiento

Sangoma Technologies Corporation (SANG) - Modelo de negocios: canales

Equipo de ventas directas

Sangoma Technologies mantiene un equipo de ventas directo dedicado centrado en soluciones de comunicaciones empresariales y de mercado medio. A partir del año fiscal 2023, la compañía informó:

Métrica del equipo de ventas	Cantidad
Representantes de ventas totales	87
Cobertura geográfica	América del Norte, Europa, Asia-Pacífico
Cuota de ventas promedio por representante	$ 1.2 millones anualmente

Plataforma de comercio electrónico en línea

El canal de ventas digitales de Sangoma incluye una plataforma integral de compras en línea con las siguientes características:

• Capacidades directas de pedidos de productos
• Seguimiento de inventario en tiempo real
• Precios integrados para múltiples líneas de productos

Métrica de rendimiento del comercio electrónico	2023 datos
Volumen de ventas en línea	$ 42.3 millones
Porcentaje de ingresos totales	27.6%
Visitantes mensuales únicos del sitio web	156,000

Distribuidores de equipos de telecomunicaciones

Sangoma colabora con múltiples distribuidores de equipos de telecomunicaciones en diferentes regiones:

Categoría de distribuidor	Número de socios
Distribuidores norteamericanos	23
Distribuidores europeos	16
Distribuidores de Asia-Pacífico	12

Red de revendedor de valor agregado (VAR)

La red VAR de Sangoma proporciona expansión crítica de canales y penetración del mercado:

Métrica de red var	Cantidad
Vars totales	412
Ingresos anuales promedio por var	$675,000
Vars certificado	276

Marketing digital y canales de ventas basados ​​en la web

Sangoma aprovecha múltiples plataformas de marketing digital para la adquisición de clientes:

Canal digital	2023 Métricas de rendimiento
Seguidores de LinkedIn	42,500
Leades web mensuales	1,870
Tasa de conversión	4.3%

Sangoma Technologies Corporation (SANG) - Modelo de negocios: segmentos de clientes

Pequeñas y medianas empresas

Sangoma Technologies atiende a aproximadamente 50,000 pequeñas y medianas empresas a nivel mundial. Estas empresas representan el 65% de la base total de clientes de la compañía.

Categoría de tamaño del negocio	Número de clientes	Porcentaje de la base de clientes
Micro empresas (1-10 empleados)	22,500	45%
Pequeñas empresas (11-50 empleados)	17,500	35%
Empresas medianas (51-250 empleados)	10,000	20%

Compañías de telecomunicaciones a nivel empresarial

Sangoma atiende a 250 compañías de telecomunicaciones de nivel empresarial en América del Norte y Europa.

• Valor anual promedio del contrato: $ 175,000
• Penetración del mercado de telecomunicaciones: 12%
• Regiones primarias: Estados Unidos, Canadá, Reino Unido

Instituciones educativas

Sangoma proporciona soluciones de comunicación a 1.200 instituciones educativas.

Tipo de institución	Número de clientes	Gasto anual promedio
Universidades	350	$85,000
Universidad	450	$45,000
Escuelas técnicas	400	$30,000

Organizaciones de atención médica

Sangoma admite 800 organizaciones de atención médica con infraestructura de comunicación.

• Los segmentos de los clientes incluyen hospitales, clínicas, prácticas médicas
• Valor promedio del contrato anual: $ 110,000
• Soluciones de cumplimiento de HIPAA proporcionadas

Entidades gubernamentales y del sector público

Sangoma atiende a 150 organizaciones gubernamentales y del sector público.

Nivel gubernamental	Número de clientes	Valor de contrato promedio
Agencias federales	35	$250,000
Agencias estatales/provinciales	75	$125,000
Gobiernos municipales	40	$75,000

Sangoma Technologies Corporation (SANG) - Modelo de negocio: Estructura de costos

Gastos de investigación y desarrollo

Para el año fiscal 2023, Sangoma Technologies informó gastos de I + D de $ 13.4 millones, lo que representa el 17.2% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2023	$ 13.4 millones	17.2%

Fabricación y producción de hardware

Los costos de producción de hardware para Sangoma en 2023 totalizaron aproximadamente $ 22.6 millones.

• Sobrecoss de fabricación: $ 8.3 millones
• Costos de material directo: $ 11.2 millones
• Costos laborales directos: $ 3.1 millones

Operaciones de ventas y marketing

Los gastos de ventas y marketing para el año fiscal 2023 fueron de $ 19.7 millones.

Categoría de gastos	Cantidad
Personal de ventas	$ 9.5 millones
Campañas de marketing	$ 6.2 millones
Viajes y eventos	$ 4.0 millones

Soporte técnico y servicio al cliente

Los costos de atención al cliente y servicios técnicos para 2023 ascendieron a $ 7.9 millones.

• Salarios de apoyo al personal: $ 5.4 millones
• Infraestructura de soporte: $ 1.5 millones
• Capacitación y recursos: $ 1.0 millones

Infraestructura y mantenimiento de tecnología

Los gastos de infraestructura y mantenimiento de tecnología en 2023 fueron de $ 6.5 millones.

Categoría de mantenimiento	Cantidad
Infraestructura en la nube	$ 3.2 millones
Red y seguridad	$ 1.8 millones
Licencia de software	$ 1.5 millones

Sangoma Technologies Corporation (SANG) - Modelo de negocios: flujos de ingresos

Venta de productos de hardware

A partir del cuarto trimestre de 2023, Sangoma reportó ingresos por ventas de productos de hardware de $ 30.2 millones.

Categoría de productos de hardware	Ingresos anuales
Teléfonos voip	$ 12.5 millones
Sistemas PBX	$ 8.7 millones
Dispositivos de conectividad de red	$ 9.0 millones

Licencias de software y suscripciones

Los ingresos por licencias de software y suscripción para 2023 totalizaron $ 45.6 millones.

• Suscripciones en la nube PBX: $ 22.3 millones
• Licencias de plataforma de comunicación: $ 15.2 millones
• Suscripciones de software de seguridad: $ 8.1 millones

Servicios de instalación profesional

Los servicios de instalación profesional generaron $ 7.8 millones en ingresos para 2023.

Contratos de soporte técnico y mantenimiento

Los ingresos por contratos de soporte técnico y mantenimiento alcanzaron los $ 15.4 millones en 2023.

Nivel de contrato de apoyo	Ingresos anuales
Soporte básico	$ 5.2 millones
Soporte premium	$ 6.8 millones
Soporte empresarial	$ 3.4 millones

Desarrollo de consultoría y soluciones personalizadas

Los ingresos por consultoría y desarrollo de soluciones personalizadas fueron de $ 6.5 millones en 2023.

• Consultoría de comunicación empresarial: $ 3.2 millones
• Desarrollo de soluciones de red personalizadas: $ 2.7 millones
• Servicios de integración de tecnología: $ 0.6 millones

Sangoma Technologies Corporation (SANG) - Canvas Business Model: Value Propositions

You're looking at the core reasons why mid-market customers choose Sangoma Technologies Corporation over the competition. It's about offering a complete, integrated platform rather than a collection of separate tools.

The core offering is Unified Communications as a Service (UCaaS) that works across deployment models: cloud, hybrid, and on-premises. Sangoma Technologies Corporation has been recognized for 10 years running in the Gartner UCaaS Magic Quadrant.

The value proposition centers on providing an integrated suite of essential communications. This includes:

• UCaaS, CCaaS, CPaaS, and Trunking technologies.
• Voice, video, security, and hardware from a single company.
• Support for over 2.7 million UC seats.
• Service to a diversified base of over 100,000 customers.

The financial structure supports this value with high-margin, recurring revenue solutions. As of the Fiscal Year 2025 results, software and services-led recurring revenue represented more than 90% of the business. This stickiness is reflected in the churn rate, which was industry-leading at less than 1% for fiscal 2025, and remained low at approximately 1% in the first quarter of Fiscal 2026.

Being a single technology partner for mid-market customers directly helps lower the Total Cost of Ownership (TCO). The goal is to replace component buying with an integrated solution. This is supported by growing customer commitment, as the average revenue per customer increased 19% year-over-year in the first quarter of Fiscal 2026. Deal sizes are substantial, with some deals closing in the $20,000 to $30,000 a month range.

Also, Sangoma Technologies Corporation backs up the platform with managed services for connectivity, network, and security.

Here are the key metrics supporting these value propositions:

Metric	Value / Amount	Period / Context
Recurring Revenue Mix	More than 90%	Fiscal Year 2025
Customer Churn Rate	Less than 1%	Fiscal Year 2025
Customer Churn Rate	Approximately 1%	Q1 Fiscal 2026
Total UC Seats	Over 2.7 million	As of Q1 Fiscal 2026
Total Customers	Over 100,000	As of Q1 Fiscal 2026
Average Revenue Per Customer Growth (YoY)	19% increase	Q1 Fiscal 2026
Average Monthly Deal Size	$20,000 to $30,000	Reported in late 2025
Gartner UCaaS Magic Quadrant Recognition	10 years running	As of November 2025

The company is focused on delivering these five integrated elements-voice, video, data, security, and hardware-as a single vendor to lower the TCO for the mid-market. Finance: draft 13-week cash view by Friday.

Sangoma Technologies Corporation (SANG) - Canvas Business Model: Customer Relationships

You're looking at how Sangoma Technologies Corporation manages its relationships across its diverse client base as of late 2025. The approach is clearly segmented, moving from high-touch for the biggest contracts to automated service for the masses.

Dedicated account management for larger, multi-year Total Contract Value (TCV) deals

For the largest contracts, the focus is on driving up the deal size, which is happening quite significantly. The average deal size has moved from an initial average of $500 a month to closing deals in the $20,000 to $30,000 a month range. One deal was recently closed at $25,000 a month of MR (Monthly Recurring) revenue. This growth in average booking sizes supports the need for dedicated, high-value account oversight.

Automated self-service and support for the large base of 100,000+ customers

Sangoma Technologies Corporation supports a diversified base of over 100,000 customers, spanning over 2.7 million UC seats across more than 150 countries. To manage this scale efficiently, the operational model relies on high automation and low customer attrition. Quarterly churn remains industry-leading at less than 1%. This low churn suggests the automated self-service channels are effective for the majority of the installed base.

The relationship structure for this segment is supported by Sangoma Technologies Corporation's internal engineering capacity, with over 60 product engineers helping deliver agility and solutions.

Channel partner enablement and support via the Pinnacle Partner Program

The channel is a critical relationship layer, with Sangoma Technologies Corporation reinforcing a 100% channel commitment. The Pinnacle Partner Program structures this relationship across tiers:

• Base: The starting point for growth and development.
• Summit: A milestone for significant progress.
• Pinnacle: The peak level for top-performing partners.

The program offers tangible support metrics:

Program Element	Metric/Detail
Partner Count (as of Feb 2025)	1,100+ Partners
Lead Response Guarantee	Within 24 hours
Onboarding Customer Satisfaction Score (CSAT)	97%

Partners also receive access to a Quoting Concierge Desk and C-Level investment in Quarterly Business Planning/Reviews.

High-touch, white-glove support for cloud solutions

For the enterprise-grade, in-house developed communications suite, which is available for cloud, hybrid, or on-premises setups, the support structure is robust. For Managed Service Provider (MSP) offerings, which include SD-WAN, Internet, VPN, 5G, and WiFi access points, Sangoma Technologies Corporation provides a dedicated 24/7 team of expert network engineers. This dedicated, always-on engineering support functions as the high-touch, white-glove service layer for mission-critical cloud and managed connectivity solutions.

The average revenue per customer increased by 19% year-over-year for the first quarter of Fiscal 2026 (ended September 30, 2025), indicating successful upselling and expansion within the existing customer relationships.

Finance: review Q2 2026 partner enablement spend against the 19% average revenue per customer growth by end of next month.

Sangoma Technologies Corporation (SANG) - Canvas Business Model: Channels

You're looking at how Sangoma Technologies Corporation moves its products and services to the market, which is a mix of direct selling and a broad partner ecosystem. Honestly, the numbers show a clear pivot toward recurring revenue, which heavily influences channel strategy.

Global network of channel partners and distributors

Sangoma Technologies Corporation supports its go-to-market with a global network of partners and distributors. The company serves a diversified base of over 100,000 customers globally. To strengthen this indirect sales motion, the company launched the Pinnacle Partner Program in November 2024. Channel marketing and enablement are key, utilizing a multichannel strategy that includes online advertising and email marketing alongside events and trainings. The company forecasted revenue in Fiscal Year 2025 to be delivered in line with expectations by its internal sales force and channel partners.

The focus on core software and services is evident in the revenue mix. For the third quarter of Fiscal 2025, service revenues accounted for 82% of total revenue. By the end of Fiscal 2025, core platform products and services revenue represented more than 90% of the business. This shift was supported by the strategic divestiture of VoIP Supply, LLC, a distributor, which completed on June 30, 2025, for a total purchase price of $4.5 million.

Metric	Value (FY2025 or Latest)	Context
Total Customers Served	Over 100,000	Global customer base.
Service Revenue % (Q3 FY2025)	82%	Percentage of total revenue from services.
VoIP Supply Divestiture Price	$4.5 million	Sale price to exit low-margin resale.
Q1 FY2026 Revenue (Ex-VS)	$50.8 million minus $7.6 million from VS	Revenue for the quarter ending September 30, 2025.

Direct internal sales force focused on new logo acquisition and expansion

The direct internal sales force is actively targeting new logos and expanding within the existing base. In the first quarter of Fiscal Year 2025, 42% of new bookings came from new customers, an increase from 36% the prior quarter. This team is prioritizing larger deals, specifically those with Total Contract Value (TCV) that translate to Monthly Recurring Revenue (MRR) exceeding $10,000. The success in deal size is notable; the average booking size has moved from an average of $500 a month to closing deals in the $20,000 - $30,000 a month range. The company has 645 total employees as of late 2025.

The focus on high-value customers is also reflected in the installed base metrics:

• Average revenue per customer increased 19% year-over-year (Q1 FY2026).
• There was a 6% year-over-year increase in customers generating over $10,000 in MRR.

Online presence and digital marketing for lead generation

Digital efforts support the sales teams through lead generation. The multichannel strategy explicitly includes online advertising and email marketing. The reported positive shift in new customer bookings to 42% in Q1 Fiscal Year 2025 is an indicator of successful lead generation efforts across all avenues.

Vertical solution providers for key segments like healthcare and education

Sangoma Technologies Corporation focuses its channel and direct efforts on specific industries where tailored solutions provide a better fit. Key verticals include healthcare, education, retail, hospitality, restaurants, and manufacturing. The company is focused on bundled solutions for these segments. An example of this vertical strategy is the partnership with Sphinx Medical Technologies in January 2025, aimed at healthcare communication solutions.

Finance: draft 13-week cash view by Friday.

Sangoma Technologies Corporation (SANG) - Canvas Business Model: Customer Segments

You're looking at the core of Sangoma Technologies Corporation's market focus as of late 2025. The company is clearly targeting a specific sweet spot in the market, moving beyond just components to become a full-service technology partner.

The primary target is the Small to Mid-sized Businesses (SMB) segment, extending into the mid-market enterprises. Honestly, these mid-market customers are getting more sophisticated; they don't want to manage separate vendors for voice, video, and hardware. They need a single system integrator to lower their Total Cost of Ownership (TCO) and handle emerging tech like AI and security threats. Sangoma Technologies Corporation is positioning itself as that single integrator.

The scale of their installed base is significant, supporting this broad segment reach. As of the Fiscal Year 2025 results, Sangoma Technologies Corporation is a trusted communications partner with over 2.7 million Unified Communications (UC) seats deployed across a diversified base of over 100,000 customers.

The focus on specific industries is quite deliberate, aiming for sectors where communication infrastructure is critical or undergoing transformation. Here's a breakdown of the key customer groups:

Segment/Vertical	Key Characteristic/Focus	Relevant Metric/Context
SMB & Mid-Market	Seeking integrated, full-basket communications solutions.	Average revenue per customer increased 19% year-over-year in Q1 Fiscal 2026.
Healthcare	Priority vertical with specific compliance/safety needs.	Mentioned as a strong play area for the company.
Education	Priority vertical, often requiring specific safety features.	Partnerships noted for campus safety and compliance (e.g., Alyssa's Law).
Distributed Enterprise	Organizations with geographically spread locations.	Identified as a key area of focus.
Retail and Hospitality	Sectors with high-volume, location-based communication needs.	Identified as a key area of focus.

A major differentiator for Sangoma Technologies Corporation is the deployment flexibility offered to these segments. Their enterprise-grade communications suite is available for cloud, hybrid, or on-premises deployments. This is crucial because it allows them to capture share from competitors who are exiting the on-premises market, as noted in their Q3 Fiscal 2025 highlights, where revenue from core on-premises solutions increased quarter-over-quarter due to these strategic share gains.

The company's success in retaining these customers is reflected in their low churn rate. For Fiscal Year 2025, the churn rate remained industry-leading at less than 1%. This stickiness is vital when serving customers who rely on an integrated platform for essential services.

Finance: review Q1 FY2026 average revenue per customer growth against the FY2025 churn rate by Tuesday.

Sangoma Technologies Corporation (SANG) - Canvas Business Model: Cost Structure

You're looking at the hard numbers that drive Sangoma Technologies Corporation's expenses for the fiscal year ending June 30, 2025. Honestly, understanding where the money goes is key to seeing the path to profitability they've been charting.

The Cost Structure for Sangoma Technologies Corporation in FY2025 shows a clear focus on managing direct costs while continuing to invest in the future platform. The high cost of sales for services and products was a major component, totaling $74.9 million for the full fiscal year 2025.

This $\$74.9$ million in Cost of Sales includes the direct costs associated with delivering their offerings. Specifically, the cost of service sales covers things like the cost of delivery of service, third-party carrier charges, data center costs, and software licenses. That's a significant outlay, but it's directly tied to the revenue generated from their communications platform and services.

The overall spending on running the business, the Operating Expenses, for fiscal 2025 came in at $163.0 million. Management noted this figure reflected the Company's disciplined approach to cost savings and operational efficiencies, as it was down $10.9 million or 6% compared to Fiscal 2024.

Here's a breakdown of those operating expenses for FY2025, which are comprised of sales and marketing, R&D, general and administration, and amortization of intangible assets:

Expense Category (FY2025)	Amount (in thousands of US dollars)	Comparison to FY2024
Sales and marketing	$50,974	Decreased from $57,840
Research and development (R&D)	$42,149	Increased from $39,543
General and administration	$37,129	Decreased from $43,191
Amortization of intangible assets	$32,768	Decreased from $33,309
Total Operating Expenses	$163,020 (approx. $163.0M)	Reflecting cost savings

You can see the significant investment in Research and Development (R&D) for platform innovation continued, rising to $42.1 million in FY2025 from $\$39.5$ million the prior year. That's the money going toward making the core platform better. To be fair, the Sales and marketing expenses saw a reduction, dropping to $50.97 million from $\$57.84$ million in FY2024, which aligns with the overall cost-saving narrative.

Regarding the costs associated with maintaining cloud infrastructure and network operations, these are embedded within the Cost of Sales. The financial statements explicitly state that Cost of service sales include:

• Cost of delivery of service
• Third party carrier charges
• Data center costs
• Software licenses

The focus on a shift toward software and services-led recurring revenue, which represented more than 90% of the business by the end of FY2025, suggests these infrastructure costs are becoming more aligned with a scalable, recurring model. Finance: draft 13-week cash view by Friday.

Sangoma Technologies Corporation (SANG) - Canvas Business Model: Revenue Streams

You're looking at the core of how Sangoma Technologies Corporation brings in the cash flow, and as of late 2025, the story is clearly about the shift to subscription services. For the full fiscal year 2025, the total revenue landed at $236.7 million. This number reflects a deliberate strategic focus, which you can see clearly when you break down the sources.

Here's the quick math on how that $236.7 million was split between the two main categories:

Revenue Stream	Percentage of Total Revenue (FY2025)	Calculated Dollar Amount (FY2025)
Services Revenue	82%	$194.09 million
Product Revenue	18%	$42.61 million

Services revenue, which made up 82% of the total in fiscal year 2025, is the engine now. This stream is what management is banking on for stability, and honestly, it's the key to valuation multiples. The company has stated that software and services-led recurring revenue now represents more than 90% of their business overall. That high percentage tells you the quality of the revenue base is improving, even if the total top-line number dipped slightly compared to the prior year.

The recurring component is driven by subscriptions across their main offerings. You should track these closely:

• Monthly Recurring Revenue (MRR) from UCaaS (Unified Communications as a Service) subscriptions.
• MRR from CCaaS (Contact Center as a Service) subscriptions.
• MRR from CPaaS (Communications Platform as a Service) subscriptions.

Product revenue accounted for the remaining 18% of the total in FY2025. This is your non-recurring bucket, which includes things like on-premises UC platform sales and hardware. To be fair, the Q4 results showed an increase in product revenue tied to core platform products and third-party hardware sales, suggesting some cyclical or project-based demand is still present. Still, the overall strategy is to keep this segment smaller relative to the services side.

The quality of this revenue mix is supported by strong operational metrics. Gross profit for fiscal 2025 was $161.7 million, representing a gross margin of 68% of total revenue. Furthermore, the company maintained industry-leading churn at less than 1% for fiscal 2025, which is a fantastic indicator of customer retention within that recurring base. Finance: draft 13-week cash view by Friday.