ScanSource, Inc. (SCSC): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico de la distribución de tecnología, ScanSource, Inc. (SCSC) emerge como un orquestador fundamental, transformando las cadenas complejas de TI en soluciones perfectas para revendedores y empresas. Al navegar magistralmente de las asociaciones con gigantes de la industria como Cisco y Zebra Technologies, ScanSource ha creado un modelo de negocio sofisticado que trasciende la distribución tradicional, ofreciendo un ecosistema integral de productos tecnológicos, apoyo experto y servicios estratégicos de valor agregado. .

ScanSource, Inc. (SCSC) - Modelo de negocio: asociaciones clave

Asociaciones de proveedores de tecnología

ScanSource mantiene asociaciones clave con proveedores de tecnología líderes:

Proveedor	Detalles de la asociación	2023 Contribución de ingresos
Sistemas de Cisco	Distribuidor autorizado para equipos de redes	$ 378.2 millones
Tecnologías cebra	Distribución de soluciones de movilidad empresarial y captura de datos	$ 142.6 millones
Redes Aruba	Distribución de soluciones de redes inalámbricas	$ 89.3 millones

Red de distribución global

La red de distribución de ScanSource incluye:

• Más de 1.500 revendedores activos de TI
• Más de 150 proveedores de servicios administrados
• Cobertura geográfica en América del Norte, Europa y América Latina

Alianzas de tecnología estratégica

Socio de la alianza	Enfoque de solución	2023 ingresos por asociación
Pax8	Distribución del mercado de la nube	$ 215.7 millones
Ingram micro	Distribución de tecnología global	$ 412.5 millones
Datos tecnológicos	Distribución de productos y servicios de TI	$ 336.8 millones

Relaciones de distribución del fabricante

ScanSource posee el estado del distribuidor autorizado con múltiples fabricantes de tecnología:

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

Ingresos del ecosistema de asociación total para 2023: $ 1.572 mil millones

ScanSource, Inc. (SCSC) - Modelo de negocio: actividades clave

Distribución de productos de tecnología y servicios de valor agregado

ScanSource distribuyó $ 4.45 mil millones en ventas netas para el año fiscal 2023, con un enfoque principal en la distribución de productos tecnológicos en múltiples segmentos de tecnología.

Categoría de distribución	Porcentaje de ingresos
Productos de tecnología especializada	42.3%
Redes y seguridad	29.7%
Comunicaciones unificadas	28%

Gestión de la cadena de suministro y logística

ScanSource opera 7 centros de distribución en América del Norte, administrando redes de cadena de suministro de tecnología compleja.

• Gestión de inventario de más de 100,000 SKU únicos
• Relaciones globales de proveedores con más de 500 fabricantes de tecnología
• Sistemas de seguimiento de inventario en tiempo real

Diseño e integración de soluciones tecnológicas

ScanSource ofrece servicios integrales de integración de soluciones tecnológicas con equipos de ingeniería dedicados.

Servicio de integración	Volumen de servicio anual
Soluciones tecnológicas personalizadas	Más de 3,200 proyectos anualmente
Servicios previos a la configuración	45,000+ unidades por año

Atención al cliente y asistencia técnica

ScanSource mantiene una infraestructura de soporte técnico dedicado con capacidades de servicio las 24 horas, los 7 días de la semana.

• 350+ profesionales de soporte técnico
• Tiempo de respuesta promedio: 12 minutos
• 98.6% Tasa de satisfacción del cliente

Ventas y marketing de productos de infraestructura de TI

ScanSource genera ingresos a través de canales de ventas estratégicos y enfoques de marketing integrales.

Canal de ventas	Contribución anual de ingresos
Red de revendedores	68%
Ventas empresariales directas	22%
Asociaciones estratégicas	10%

ScanSource, Inc. (SCSC) - Modelo de negocio: recursos clave

Inventario de productos tecnológicos extensos

A partir del año fiscal 2023, Scansource mantuvo un inventario de productos valorado en $ 599.3 millones. El inventario de la compañía abarca múltiples categorías de tecnología que incluyen:

• Equipo de redes
• Sistemas de punto de venta
• Soluciones de seguridad
• Tecnologías de comunicación

Categoría de inventario	Valor ($ m)	Porcentaje de total
Productos de redes	238.7	39.8%
Sistemas de comunicación	186.5	31.1%
Soluciones de seguridad	112.4	18.8%
Sistemas de punto de venta	61.7	10.3%

Relaciones fuertes de proveedores y redes de distribución

ScanSource mantiene asociaciones estratégicas con más de 300 proveedores de tecnología, que incluyen:

• Sistemas de Cisco
• Tecnologías cebra
• Hewlett Packard Enterprise
• Redes Aruba

Ventas y experiencia técnica

A partir de 2023, ScanSource empleó a 1.742 empleados en total, con aproximadamente el 62% dedicado a las roles de ventas y soporte técnico. La experiencia técnica de la compañía abarca múltiples dominios:

• Redes empresariales
• Soluciones en la nube
• Ciberseguridad
• Comunicaciones unificadas

Plataformas digitales avanzadas

ScanSource invirtió $ 24.3 millones en infraestructura digital y desarrollo de plataformas en el año fiscal 2023. Las plataformas digitales clave incluyen:

• ScanSource Connect Marketplace
• Sistema de gestión de pedidos digitales
• Plataforma de seguimiento de inventario en tiempo real
• Portal de gestión de relaciones de socios

Infraestructura de logística y almacenamiento

Ubicación del almacén	Pies cuadrados	Volumen de envío anual
Greenville, SC (sede)	425,000	1,2 millones de unidades
Phoenix, AZ	285,000	850,000 unidades
Chicago, IL	210,000	650,000 unidades

ScanSource, Inc. (SCSC) - Modelo de negocio: propuestas de valor

Soluciones de distribución de tecnología única para revendedores de TI

ScanSource, Inc. sirve como un distribuidor de tecnología integral con $ 4.37 mil millones en ingresos anuales a partir del año fiscal 2023. La compañía proporciona soluciones de distribución de extremo a extremo en múltiples segmentos de tecnología.

Segmento de distribución	Categorías de productos	Alcance del mercado
Soluciones de TI	Redes, seguridad, nube	América del Norte, América Latina
Tecnología especializada	Punto de venta, móvil, comunicaciones	Estados Unidos, mercados internacionales

Amplia gama de productos y marcas tecnológicas

ScanSource representa a más de 250 proveedores y fabricantes de tecnología, que ofrece extensas carteras de productos.

• Equipo de redes de Cisco Systems
• Dispositivos de informática móvil de Zebra Technologies
• Sistemas de comunicación de Avaya
• Soluciones informáticas de HP Enterprise

Disponibilidad de productos justo a tiempo y entrega rápida

ScanSource mantiene 1,2 millones de pies cuadrados de espacio central de distribución, lo que permite el cumplimiento rápido del producto con una precisión del pedido del 98,7%.

Centro de distribución	Ubicación	Capacidad de envío anual
Greenville, SC	Sede	5.2 millones de unidades
Phoenix, AZ	Centro secundario	3.8 millones de unidades

Soporte técnico y consulta preventa

ScanSource emplea 160 especialistas dedicados de soporte técnico en múltiples áreas de práctica de tecnología.

• Soporte técnico 24/7
• Consulta de ingeniería previa
• Programas de capacitación y certificación
• Asistencia para diseño de soluciones

Embalaje de soluciones tecnológicas personalizadas

ScanSource proporciona paquetes de soluciones integradas En todo el hardware, el software y los servicios con opciones de personalización para revendedores.

Tipo de solución	Nivel de personalización	Valor de paquete promedio
Soluciones de redes	Alto	$12,500
Infraestructura de seguridad	Medio	$8,750

ScanSource, Inc. (SCSC) - Modelo de negocios: relaciones con los clientes

Equipos de gestión de cuentas dedicados

ScanSource mantiene equipos especializados de gestión de cuentas estructurados en múltiples segmentos de tecnología:

Segmento tecnológico	Número de gerentes de cuentas dedicados
Networking & Seguridad	47
Telecomunicaciones	38
Soluciones de tecnología especializada	29

Portales de autoservicio en línea para ordenar

Características de la plataforma digital de ScanSource:

• Seguimiento de inventario en tiempo real
• Procesamiento de pedidos automatizado
• Generación de cotizaciones digitales

Métrico de portal	2023 rendimiento
Usuarios activos mensuales	3,752
Valor de pedido promedio	$14,637

Programas de capacitación técnica y habilitación

ScanSource proporciona recursos de capacitación integrales:

• Programas de certificación específicos del proveedor
• Sistema de gestión de aprendizaje en línea
• Seminarios técnicos trimestrales

Métrica de entrenamiento	2023 datos
Horas de entrenamiento totales	4,286
Participantes únicos	1,647

Revisiones comerciales regulares y consultas estratégicas

ScanSource realiza reuniones de compromiso estructuradas:

Tipo de revisión	Frecuencia	Participantes
Revisiones comerciales trimestrales	4x anualmente	Top 125 socios
Sesiones de planificación estratégica	2x anualmente	Los 50 principales socios estratégicos

Canales de atención al cliente receptivos

Canal de soporte	Tiempo de respuesta promedio	Volumen de boleto 2023
Soporte telefónico	12 minutos	24,763
Soporte por correo electrónico	4 horas	37,542
Chat en vivo	7 minutos	15,287

ScanSource, Inc. (SCSC) - Modelo de negocio: canales

Equipo de ventas directas

ScanSource mantiene una fuerza de ventas directa de 1,200 profesionales de ventas en múltiples regiones geográficas a partir de 2023. El equipo de ventas generó $ 3.2 mil millones en ingresos anuales a través de la participación directa al cliente.

Tipo de canal de ventas	Número de representantes	Volumen de ventas anual promedio
Ventas empresariales	350	$ 875 millones
Ventas de pequeñas empresas	450	$ 625 millones
Venta de socios de canal	400	$ 1.7 mil millones

Plataformas de comercio electrónico

ScanSource opera dos plataformas principales de comercio electrónico con $ 540 millones en ventas en línea en 2023.

• Escanaurce directo en línea portal
• Plataforma de comercio electrónico central asociado

Ferias comerciales y conferencias tecnológicas

ScanSource participa en 42 conferencias tecnológicas anualmente, generando aproximadamente $ 215 millones en oportunidades de ventas.

Tipo de conferencia	Número de eventos anuales	Impacto de ventas estimado
Conferencias tecnológicas	22	$ 125 millones
Eventos de pareja de canales	12	$ 65 millones
Espectáculos específicos de proveedores	8	$ 25 millones

Marketing digital y comunicación

Presupuesto de marketing digital de $ 12.5 millones en 2023, alcanzando más de 75,000 clientes potenciales mensualmente.

Portal de socios y recursos en línea

El portal de socios de ScanSource admite 6.500 revendedores de tecnología activa, con una tasa de participación del 92% en 2023.

• Recursos de capacitación
• Herramientas de habilitación de ventas
• Documentación técnica
• Gestión de inventario en tiempo real

ScanSource, Inc. (SCSC) - Modelo de negocio: segmentos de clientes

Proveedores de servicios administrados

ScanSource atiende a proveedores de servicios administrados (MSP) con soluciones tecnológicas integrales. En 2023, el segmento MSP representó aproximadamente el 35% de los ingresos totales de ScanSource.

Métricas de segmento MSP	2023 datos
Ingresos totales de MSP	$ 412.6 millones
Número de clientes activos de MSP	1,247

Revendedores de valor agregado

Los revendedores de valor agregado (VARS) constituyen una parte significativa de la base de clientes de ScanSource.

• Ingresos del segmento VAR: $ 287.3 millones en 2023
• Gasto anual promedio por var: $ 215,000
• Número total de vars activos: 1.342

Departamentos de TI empresariales

ScanSource proporciona soluciones tecnológicas a los departamentos de TI empresariales en múltiples industrias.

Características del segmento empresarial	2023 estadísticas
Recuento de clientes empresariales	523
Ingresos de segmento empresarial	$ 276.4 millones

Pequeñas y medianas empresas

ScanSource se dirige a pequeñas y medianas empresas con soluciones tecnológicas personalizadas.

• Ingresos del segmento SMB: $ 198.7 millones
• Número de clientes de SMB: 2,156
• Valor promedio del contrato anual: $ 92,000

Especialistas del mercado vertical

ScanSource sirve a mercados verticales especializados con ofertas de tecnología específicas de la industria.

Mercado vertical	2023 ingresos	Conteo de clientes
Cuidado de la salud	$ 87.5 millones	412
Minorista	$ 65.3 millones	356
Educación	$ 54.2 millones	287

ScanSource, Inc. (SCSC) - Modelo de negocio: Estructura de costos

Costos de adquisición de productos

En el año fiscal 2023, ScanSource reportó un costo total de bienes vendidos (COGS) de $ 4.1 mil millones. Los gastos de adquisición de productos de la compañía son impulsados ​​principalmente por:

• Adquisición de productos tecnológicos de fabricantes
• Acuerdos de compra basados ​​en volumen
• Estrategias de gestión de inventario

Categoría de costos	Gasto anual ($)	Porcentaje de ingresos
Adquisición de productos	4,100,000,000	85.4%

Gastos de almacenamiento y logística

Los costos de almacenamiento y logística de ScanSource para 2023 fueron de aproximadamente $ 127.5 millones, lo que representa el 2.65% de los ingresos totales.

• Mantenimiento del centro de distribución
• Transporte y envío
• Equipo de manejo de inventario

Componente de costo logístico	Gasto anual ($)
Operaciones de almacén	62,300,000
Transporte	45,200,000
Gestión de inventario	20,000,000

Inversiones de ventas y marketing

En el año fiscal 2023, ScanSource asignó $ 189.7 millones a los esfuerzos de ventas y marketing, que es el 3.95% de los ingresos totales.

• Compensación del equipo de ventas
• Gastos de campaña de marketing
• Costos de adquisición de clientes

Mantenimiento de la infraestructura tecnológica

La infraestructura tecnológica y los gastos de TI para 2023 totalizaron $ 76.3 millones.

• Infraestructura de computación en la nube
• Sistemas de ciberseguridad
• Licencia de software
• Mantenimiento de la red

Componente de infraestructura	Gasto anual ($)
Servicios en la nube	32,100,000
Ciberseguridad	18,500,000
Licencia de software	15,700,000
Infraestructura de red	10,000,000

Compensación y capacitación de empleados

Los gastos totales relacionados con los empleados para el escanso en 2023 fueron de $ 362.5 millones, incluidos salarios, beneficios y programas de capacitación.

• Salarios base
• Bonos de rendimiento
• Beneficios de salud y jubilación
• Desarrollo profesional

Categoría de compensación	Gasto anual ($)
Salarios base	248,000,000
Bonos de rendimiento	62,500,000
Beneficios	40,000,000
Capacitación y desarrollo	12,000,000

ScanSource, Inc. (SCSC) - Modelo de negocio: flujos de ingresos

Comisiones de ventas de productos

Para el año fiscal 2023, ScanSource reportó ventas netas totales de $ 4.18 mil millones, con comisiones de ventas de productos que contribuyen significativamente a la generación de ingresos.

Categoría de ingresos	Cantidad (2023)	Porcentaje de ingresos totales
Comisiones de ventas de productos	$ 1.65 mil millones	39.5%

Márgenes de solución tecnológica

Los márgenes de solución tecnológica representaron un flujo de ingresos crítico para el escaneo, con soluciones tecnológicas especializadas que generan ingresos sustanciales.

• Margen bruto para soluciones tecnológicas: 12.3%
• Ingresos de la solución tecnológica: $ 892 millones

Tarifas de servicio de valor agregado

ScanSource generó ingresos adicionales a través de servicios de valor agregado en múltiples segmentos de tecnología.

Categoría de servicio	Ingresos anuales
Servicios en la nube	$ 156 millones
Servicios de integración	$ 98 millones

Contratos de soporte y mantenimiento

Los contratos de soporte y mantenimiento proporcionaron ingresos recurrentes para el escaneo.

• Ingresos de contrato de soporte anual: $ 127 millones
• Tasa de renovación del contrato de mantenimiento: 84%

Ingresos de servicios profesionales

Los servicios profesionales representaron un flujo de ingresos especializado para la empresa.

Tipo de servicio profesional	Ingresos anuales	Índice de crecimiento
Consultoría técnica	$ 72 millones	7.2%
Servicios de implementación	$ 64 millones	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.