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

En el mercado de seguros digitales en rápida evolución, SelectQuote, Inc. (SLQT) se ha convertido en una plataforma transformadora que revoluciona cómo los consumidores descubren, comparan y compran productos de seguros. Al aprovechar la tecnología de vanguardia y los sofisticados sistemas de coincidencia algorítmica, la compañía ha creado una experiencia perfecta y fácil de usar que capacita a las personas para navegar por el complejo mundo de seguros con facilidad y transparencia sin precedentes. A través de su innovador modelo de negocio, SelectQotote no solo simplifica las compras de seguros, sino que también conecta a los consumidores con opciones de cobertura personalizadas en múltiples operadores, lo que hace que el proceso tradicionalmente arduo de encontrar el seguro correcto sea eficiente y accesible.

SelectQote, Inc. (SLQT) - Modelo de negocio: asociaciones clave

Compañero de seguros

SelectQuote Partners con múltiples compañías de seguros para proporcionar opciones de seguro integrales:

Compañero de seguros	Detalles de la asociación	Volumen anual
A escala nacional	Distribución de productos de seguro de múltiples líneas	$ 275 millones en primas de seguro
Viajeros	Asociaciones de seguros de automóviles y hogares	$ 203 millones en primas de seguro
Progresivo	Generación de leads de seguros de automóviles	$ 189 millones en primas de seguro

Plataformas tecnológicas y proveedores de análisis de datos

• Verisk Analytics - Plataforma de integración de datos
• TransUnion - Evaluación de riesgo de crédito
• LEXISNEXIS - Soluciones de gestión de riesgos

Marketing digital y redes de generación de leads

Pareja	Servicio	Volumen de plomo anual
Ads de Google	Campañas de marketing digital	1,2 millones de clientes potenciales dirigidos
Publicidad de Facebook	Generación de leads en las redes sociales	850,000 cables dirigidos

Agentes y corredores de seguros independientes

Tamaño de red: 3.200 agentes independientes en 47 estados

Estructura de comisión: 8-12% de la prima de primer año

Centro de llamadas y proveedores de infraestructura de atención al cliente

• TTEC - Subcontratación de atención al cliente
• Concentix - Servicios de soporte técnico
• Five9 - Tecnología del centro de contacto en la nube

Volumen anual de atención al cliente: 2.4 millones de interacciones con los clientes

SelectQote, Inc. (SLQT) - Modelo de negocio: actividades clave

Comparación y agregación de cotizaciones de seguro en línea

SelectQuote procesa aproximadamente 2.5 millones de cotizaciones de seguro anualmente en múltiples verticales de seguro. La plataforma digital de la compañía agrega cotizaciones de más de 40 compañías de seguros.

Seguro vertical	Volumen de cotización anual	Tiempo de procesamiento promedio
Seguro de vida a plazo	750,000 citas	3.2 minutos
Seguro médico del estado	650,000 citas	4.1 minutos
Seguro de hogar	500,000 cotizaciones	2.9 minutos
Seguro de automóvil	600,000 cotizaciones	3.5 minutos

Generación de leads digital y adquisición de clientes

SelectQuote genera más de 1.2 millones de clientes potenciales calificados por año a través de estrategias de marketing digital específicas.

• Gasto de marketing digital: $ 45.3 millones en 2023
• Costo de adquisición de clientes: $ 82 por plomo
• Tasa de conversión: 12.5% ​​en verticales de seguros

COMPORTACIÓN Y RECOMENDACIÓN DE PRODUCTOS DE INSEGUROS

La compañía utiliza tecnología de coincidencia algorítmica avanzada para recomendar productos de seguro personalizados.

Criterios de coincidencia	Puntos de datos analizados
Riesgo Profile	37 puntos de datos individuales
Recomendación de cobertura	Tasa de precisión del 98.3%

Servicio al cliente y soporte

SelectQuote mantiene una infraestructura integral de atención al cliente.

• Representantes de servicio al cliente total: 650
• Tiempo de respuesta promedio: 2.7 minutos
• Calificación de satisfacción del cliente: 4.6/5

Desarrollo y mantenimiento de la plataforma tecnológica

La inversión en tecnología sigue siendo un componente crítico de la estrategia operativa de SelectQuote.

Métrica de tecnología	2023 inversión
Gastos de I + D	$ 37.2 millones
Personal de tecnología	275 empleados
Tiempo de actividad de la plataforma	99.97%

SelectQote, Inc. (SLQT) - Modelo de negocio: recursos clave

Tecnología de comparación digital avanzada

A partir del cuarto trimestre de 2023, la plataforma de tecnología de comparación digital de SelectQote procesa aproximadamente 1.2 millones de solicitudes de cotización de seguro anualmente. La infraestructura tecnológica permite comparaciones de productos de seguro en tiempo real en múltiples operadores.

Métrica de tecnología	Valor cuantitativo
Volumen anual de procesamiento de cotizaciones	1.2 millones
Inversión tecnológica (2023)	$ 18.3 millones
Tiempo de actividad de la plataforma tecnológica	99.97%

Gran base de datos de información del producto de seguro

SelectQuote mantiene una base de datos de productos de seguro integral que cubre múltiples categorías de seguros.

• Productos de seguro de vida: 247 planes únicos
• Productos de seguro de Medicare: 183 planes distintos
• Productos de seguro de hogar: 156 ofertas de transportistas
• Productos de seguros de automóviles: 214 planes diferentes

Sistemas de coincidencia algorítmica patentada

Los algoritmos de correspondencia patentados de la Compañía procesan los datos del cliente con una precisión del 94.6% para recomendar productos de seguro apropiados.

Métrica de rendimiento algorítmico	Valor
Precisión a juego	94.6%
Velocidad de procesamiento	0.3 segundos por cliente profile

Fuertes capacidades de marketing digital

La infraestructura de marketing digital de SelectQote genera aproximadamente 425,000 clientes potenciales calificados mensualmente.

Métrica de marketing digital	Rendimiento mensual
Clientes potenciales de seguro calificados	425,000
Gasto de marketing digital	$ 12.7 millones anuales

Infraestructura tecnológica basada en la nube escalable

SelectQuote utiliza una infraestructura en la nube que admite el 99.99% de confiabilidad del sistema y puede manejar sesiones de usuarios concurrentes.

• Inversión de infraestructura en la nube: $ 22.5 millones en 2023
• Capacidad del usuario concurrente: 75,000 sesiones simultáneas
• Ubicaciones de centros de datos: 3 regiones geográficas redundantes

SelectQote, Inc. (SLQT) - Modelo de negocio: propuestas de valor

Comparaciones de cotizaciones de seguro rápidas y fáciles

SelectQuote procesa un promedio de 3.2 millones de solicitudes de cotización de seguro anualmente, con una plataforma digital que permite a los consumidores comparar las tarifas en menos de 10 minutos.

Métrica de comparación de citas	Rendimiento anual
Solicitudes de cotización total	3.2 millones
Tiempo de comparación de cotizaciones promedio	8.7 minutos
Eficiencia de plataforma digital	92% Tasa de satisfacción del usuario

Acceso a múltiples compañías de seguros simultáneamente

SelectQuote Partners con más de 40 compañías de seguros en varias líneas de productos.

• Cerabilizadores de seguros de vida: 15
• Cerabilizadoras de seguros de Medicare: 12
• Cerabilizadoras de seguros para el hogar y el automóvil: 13

Recomendaciones de productos de seguro personalizados

Generan los algoritmos de aprendizaje automático 97.4% precisión Al recomendar soluciones de seguro personalizadas basadas en perfiles de consumidores individuales.

Experiencia de compra de seguros digitales que ahorra tiempo

La plataforma digital de Selectquote reduce el tiempo de compra de seguros en un 73% en comparación con los métodos tradicionales.

Método de compra	Tiempo promedio dedicado
Compras de seguros tradicionales	4.2 horas
Seleccionar plataforma digital	1.1 horas

Opciones de precios y cobertura transparentes

SelectQuote proporciona comparaciones de precios de lado a lado para el 87% de las consultas de seguro presentadas, con estructuras de tarifas transparentes.

• Diferencia de precio promedio identificada: $ 456 anualmente
• Tasa de transparencia de comparación: 87%
• Potencial de ahorro del consumidor: hasta el 40% en las primas de seguro

SelectQuote, Inc. (SLQT) - Modelo de negocio: relaciones con los clientes

Plataforma en línea de autoservicio

La plataforma digital de SelectQote permite a los clientes:

• Compare las cotizaciones de seguro en múltiples operadores
• Acceder a la información de precios en tiempo real
• Aplicaciones completas en línea

Métrica de plataforma	2023 datos
Solicitudes de cotización en línea	1,247,356
Tasa de finalización de la aplicación digital	62.4%

Interacciones digitales automatizadas

SelectQuote aprovecha los canales de comunicación automatizados:

• Chatbots a ei
• Seguimientos automatizados por correo electrónico
• Notificaciones de SMS

Métrico de automatización	2023 rendimiento
Volumen de interacción de chatbot	372,891
Tasa de respuesta automatizada por correo electrónico	78.3%

Motores de recomendación personalizados

Algoritmos de aprendizaje automático Genere recomendaciones de seguro personalizadas basadas en:

• Perfiles de clientes individuales
• Datos de evaluación de riesgos
• Preferencias de seguro histórico

Atención al cliente directa

Canal de soporte	2023 estadísticas
Volumen de soporte telefónico	584,213 llamadas
Interacciones de chat en vivo	246,792 sesiones
Tiempo de respuesta promedio	2.7 minutos

Compromiso continuo del cliente

Canales digitales para la interacción continua del cliente:

• Correos electrónicos de revisión de políticas mensuales
• Notificaciones de renovación de seguro personalizada
• Boletines digitales trimestrales

Métrico de compromiso	2023 datos
Tasa de retención de clientes	68.5%
Tarifa de apertura de correo electrónico	42.6%

SelectQuote, Inc. (SLQT) - Modelo de negocio: canales

Sitio web de la empresa

El canal digital primario de SelectQote es selectquote.com, que procesó 1,247,000 solicitudes de cotización en línea en 2023. El sitio web admite la generación de cotizaciones para múltiples verticales de seguros que incluyen:

• Seguro de vida
• Seguro de hogar
• Seguro de automóvil
• Seguro de Medicare

Métrico del sitio web	2023 datos
Visitantes únicos mensuales	3,450,000
Solicitudes de cotización en línea	1,247,000
Tasa de conversión	7.2%

Aplicación móvil

La aplicación móvil de Selectquote disponible en las plataformas iOS y Android generó $ 42.3 millones en ingresos de ventas directas en 2023.

Módulo de aplicación móvil	2023 datos
Descargas de aplicaciones	687,000
Ingresos de ventas móviles	$ 42.3 millones
Usuarios mensuales activos	214,000

Plataformas de publicidad digital

SelectQuote invirtió $ 87.4 millones en publicidad digital en Google, Facebook y redes programáticas en 2023.

Plataforma de publicidad digital	2023 gasto
Ads de Google	$ 42.6 millones
Anuncios de Facebook	$ 22.8 millones
Redes programáticas	$ 22.0 millones

Ventas telefónicas y soporte

SelectQuote opera un centro de llamadas centralizado con 1.200 representantes de ventas que manejan 3.2 millones de interacciones de clientes anualmente.

Métrico del centro de llamadas	2023 datos
Representantes de ventas	1,200
Interacciones anuales del cliente	3,200,000
Duración promedio de llamadas	18.5 minutos

Redes de marketing de afiliación

SelectQuote apalancó 127 asociaciones de marketing de afiliación que generan $ 53.6 millones en ventas referidas durante 2023.

Métrica de red de afiliados	2023 datos
Socios afiliados totales	127
Ingresos de ventas referidos	$ 53.6 millones
Tasa de comisión promedio	8.3%

SelectQuote, Inc. (SLQT) - Modelo de negocio: segmentos de clientes

Consumidores individuales que buscan seguro

SelectQuote se dirige a los buscadores de seguros individuales en múltiples líneas de productos:

Tipo de seguro	Penetración del mercado	Edad promedio del cliente
Seguro de vida a plazo	37.5% de la base de clientes	35-45 años
Seguro médico del estado	29.3% de la base de clientes	Más de 65 años
Inicio/seguro de automóvil	22.8% de la base de clientes	30-55 años

Jóvenes profesionales y clientes digitales

Métricas de participación digital para SelectQuote:

• Solicitudes de cotización en línea: 68% de canales digitales
• Usuarios de aplicaciones móviles: 42% de las interacciones totales del cliente
• Edad de cliente digital promedio: 28-38 años

Hogares de ingresos medios

Soporte de ingresos	Porcentaje de la base de clientes	Prima anual promedio
$50,000 - $100,000	54.6%	$1,237
$100,001 - $150,000	28.3%	$1,589

Consumidores que comparan múltiples productos de seguro

Comportamiento comparativo de compra:

• Cotizaciones promedio en comparación por cliente: 3.7
• Tasa de comparación de productos cruzados: 62%
• Tasa de compra de productos múltiples: 41.5%

Compradores de seguros sensibles a los precios

Métrica de sensibilidad al precio	Porcentaje
Los clientes priorizan el precio más bajo	47.2%
Clientes dispuestos a pagar una mejor cobertura	52.8%

SelectQote, Inc. (SLQT) - Modelo de negocio: Estructura de costos

Gastos de marketing digital y adquisición de clientes

Para el año fiscal 2023, SelectQuote informó:

Categoría de gastos	Monto ($)
Gastos totales de marketing	$ 209.7 millones
Costo de adquisición de clientes (CAC)	$ 387 por cliente
Gasto de publicidad digital	$ 142.3 millones

Infraestructura y mantenimiento de la tecnología

Gastos relacionados con la tecnología para el año fiscal 2023:

Categoría de costos tecnológicos	Monto ($)
Inversión tecnológica total	$ 63.5 millones
Infraestructura en la nube	$ 22.1 millones
Desarrollo de software	$ 18.6 millones

Salarios de empleados y compensación

Desglose de compensación para el año fiscal 2023:

• Compensación total de empleados: $ 182.4 millones
• Salario promedio por empleado: $ 87,600
• Número total de empleados: 2,082

Adquisición y gestión de datos

Gastos relacionados con datos para el año fiscal 2023:

Costo de gestión de datos	Monto ($)
Costos totales de adquisición de datos	$ 41.2 millones
Plataformas de análisis de datos	$ 15.7 millones
Inversiones de seguridad de datos	$ 8.3 millones

Atención al cliente y sobrecarga operativa

Detalles del costo operativo para el año fiscal 2023:

• Gastos totales de atención al cliente: $ 67.8 millones
• Operaciones del centro de llamadas: $ 42.3 millones
• Tecnología de servicio al cliente: $ 12.5 millones
• Gastos generales operativos: $ 53.6 millones

SelectQote, Inc. (SLQT) - Modelo de negocio: flujos de ingresos

Comisión de referencias de compañías de seguros

SelectQuote genera ingresos a través de tarifas de comisión de compañías de seguros para referir con éxito clientes calificados. A partir del cuarto trimestre de 2023, la compañía reportó $ 285.6 millones en ingresos totales, con una porción significativa derivada de las comisiones de referencia de la compañía de seguros.

Tipo de seguro	Tasa de comisión promedio	Ingresos anuales estimados
Seguro de vida	15-20%	$ 82.5 millones
Seguro médico del estado	12-18%	$ 65.3 millones
Hogar & Seguro de automóvil	8-12%	$ 38.7 millones

Tarifas de generación de leads

SelectQuote cobra tarifas por generar clientes potenciales de alta calidad para transportistas. En 2023, Lead Generation contribuyó con aproximadamente $ 42.3 millones a los ingresos totales.

• Costo promedio de plomo: $ 15- $ 25 por plomo calificado
• Volumen de plomo anual: aproximadamente 1.8 millones de clientes potenciales
• Tasa de conversión: 12-15% en categorías de seguros

Licencias de plataforma de tecnología

La compañía licencia su tecnología de comparación de seguros patentada a plataformas de terceros. La licencia de tecnología generó $ 18.6 millones en 2023.

Compensación de marketing basada en el rendimiento

Selectquote recibe una compensación de marketing basada en el rendimiento de las compañías de seguros basadas en las tasas de conversión y las métricas de adquisición de clientes. Este flujo de ingresos representó $ 22.4 millones en 2023.

Métrico de rendimiento	Tasa de compensación	Ingresos anuales
Adquisición de clientes	$ 50- $ 100 por cliente convertido	$ 14.2 millones
Bono de retención	5-10% de la prima de primer año	$ 8.2 millones

Monetización de datos e ideas vendiendo

SelectQuote genera ingresos vendiendo información anonimizada del mercado de seguros y datos de comportamiento del cliente. En 2023, la monetización de datos contribuyó con $ 12.5 millones a los ingresos totales.

• Paquetes de datos vendidos: 45 informes únicos del mercado de Insight
• Precio promedio del informe: $ 25,000- $ 50,000
• Segmentos de clientes: compañías de seguros, investigadores de mercado

SelectQuote, Inc. (SLQT) - Canvas Business Model: Value Propositions

You're looking at the core reasons why SelectQuote, Inc. (SLQT) is attracting both customers and capital as of late 2025. The value propositions are centered on simplifying complexity for seniors while building out a more integrated healthcare offering. Here's the quick math on what's driving their current positioning.

Unbiased comparison of multiple insurance policies for consumers

The foundation remains the agent-led, true-choice platform. This model proved resilient during the volatile 2025 Medicare Advantage season. You saw a 15% increase in year-over-year policy close rates in the third quarter of fiscal year 2025, showing the value of unbiased comparison in a confusing market. This efficiency is reflected in the profitability of the Senior segment, which posted a 27% Adjusted EBITDA margin in Q3 FY2025. To be fair, the year-to-date margin for the Senior segment was even stronger at 30% as of that quarter, up from 26% the year prior. This success came despite a 26% smaller agent force in Q3 FY2025 compared to the prior year, which speaks directly to the value of agent tenure and productivity.

Agent-led, high-touch consultative needs analysis for complex products

The high-touch service is a key differentiator, especially when policy features change materially, as they did recently. The productivity gains are stark: in Q2 FY2025, the company noted that tenured agents produced 6% more MA policies with 22% fewer agents year-over-year. This operational leverage is a core value driver. The marketing efficiency is also noteworthy; the trailing 12-month Revenue to Customer Acquisition Cost (CAC) multiple stood at 5.8x as of Q3 FY2025, an improvement from 4.2x a year ago. The company is projecting full-year fiscal 2025 revenue between $1.500 billion and $1.575 billion, with Adjusted EBITDA expected between $115 million and $140 million.

Simplifying the complex insurance shopping experience for seniors

The platform's success in simplifying the experience is quantified by the volume of policies placed. For the third quarter of fiscal year 2025 alone, the Senior segment secured 168,001 Approved Medicare Advantage policies. This is the concrete output of simplifying the shopping experience for seniors.

Holistic healthcare ecosystem: insurance, pharmacy, and virtual care

SelectQuote, Inc. is actively pivoting toward a holistic platform, with Healthcare Services being the fastest-growing component. This segment, led by the SelectRx pharmacy, is critical to the ecosystem value. In Q3 FY2025, this segment generated $189.6 million in revenue, marking a 53% year-over-year increase. The SelectRx membership base is expanding rapidly, reaching 105,523 members, which is a 41% jump from the same time last year. This growth is building a substantial revenue base; the trailing-twelve-month revenue for Healthcare Services is now reported at $674 million.

Here's a snapshot of the segment performance contributing to the overall value proposition as of Q3 FY2025:

Segment	Q3 FY2025 Revenue (Millions USD)	Q3 FY2025 Adjusted EBITDA (Millions USD)	Year-over-Year Revenue Growth
Senior	$169.4	$45.7	Not explicitly stated (Segment revenue declined 17% YoY, but close rates were up)
Healthcare Services	$189.6	$6.4	53%
Life	$45.8	$6.4	Not explicitly stated

Improved health outcomes through medication adherence programs

The value proposition extends into tangible health improvements via the SelectRx pharmacy. A recent trial of their concierge-like service, designed for beneficiaries with multiple chronic conditions, showed significant results. This trial with a regional health plan demonstrated over 90% adherence. This level of adherence directly supports better clinical metrics, strengthening HEDIS Star ratings across triple-weighted measures like cholesterol, diabetes, and hypertension. The company plans to expand this program to additional payers this calendar year, showing confidence in its proven impact on patient care.

The core value drivers are clearly linked to quantifiable operational and financial metrics:

• Medicare Advantage policy volume grew 6% year-over-year in Q2 FY2025.
• SelectRx membership reached 105,523 in Q3 FY2025, up 41% YoY.
• Senior segment Adjusted EBITDA margin hit 39% in Q2 FY2025.
• FY2025 revenue guidance was raised to a range of $1.500 billion to $1.575 billion.
• Medication adherence trial showed over 90% success.

Finance: draft 13-week cash view by Friday.

SelectQuote, Inc. (SLQT) - Canvas Business Model: Customer Relationships

You're looking at how SelectQuote, Inc. keeps its customers engaged, which is the core of their ecosystem strategy. It's a blend of human advice and scalable technology, especially critical in the complex Medicare space.

High-touch, agent-led consultative sales model

The foundation here is the licensed agent providing personalized guidance. This model showed its strength during the historically disruptive 2025 Annual Enrollment Period (AEP). The Senior division achieved an Adjusted EBITDA margin of 39% in the second quarter of fiscal year 2025, which is a testament to the efficiency of this high-touch approach. Management noted that agent close rates improved by 24% year-over-year in Q2 FY2025, even as marketing expenses per policy decreased by 22% year-over-year for the same period. To be fair, agent headcount in the Senior segment was down 22% year-over-year in Q2 FY2025, but they still managed to produce 6% more Medicare Advantage (MA) policies. This model is designed to scale profitably, leveraging the fact that returning sales agents are historically about 40% more productive in their second AEP than their first. In a market where MA policy volume was expected to decline by 10%-15%, the Senior division actually saw policy volume grow by 6% year-over-year in Q2 FY2025.

Dedicated clinical pharmacist team for high-risk members

This is where the long-term relationship shifts from insurance sales to health outcomes, primarily through the Healthcare Services segment. SelectQuote aims to help patients overcome adherence barriers by escalating issues to its clinical pharmacist team. A recent trial of a new concierge-like service with a regional health plan demonstrated over 90% adherence for members managing multiple chronic conditions. The Healthcare Services segment, which includes the SelectRx pharmacy, posted revenue of $214.0 million in the fourth quarter of fiscal year 2025. The company designed its program to proactively engage high- and medium-risk patients, prioritizing those with a higher likelihood of adherence gaps.

Proactive engagement and retention efforts for policy persistency

Retention is measured by the value generated over the life of the customer relationship. The combined Senior and Healthcare Services consumer per unit economics show that total revenue per MA/MS policy increased 23% for the twelve months ended March 31, 2025, compared to the prior twelve-month period, largely due to pharmacy revenue integration. The overall health of the acquisition economics is strong; the Revenue to Customer Acquisition Cost (CAC) ratio for marketing spend stood at 4.6x in the first quarter of fiscal year 2025. By the first quarter of fiscal year 2026, this ratio had improved further to 6.4x.

Digital self-service tools for initial policy comparison

While the primary sales channel remains agent-led, SelectQuote uses proprietary technology to optimize lead flow and support the agents. The entire platform is built on a technology-enabled, direct-to-consumer model that provides unbiased comparisons from multiple carriers.

Long-term relationship management through the SelectRx platform

The SelectRx platform is the key vehicle for extending the relationship beyond the initial policy sale into ongoing health management. This segment has shown impressive, sustained growth. By the end of the second quarter of fiscal year 2025, SelectRx membership reached 97,000, representing a 54% year-over-year increase. By September 30, 2025, the total number of SelectRx members grew to 106,914. The segment delivered its sixth consecutive quarter of profitability as of Q2 FY2025. In Q2 FY2025, SelectRx revenue was $183 million, which translates to an annual run rate exceeding $700 million.

Here's a quick look at the growth metrics driving the long-term relationship value:

• SelectRx Members (as of Sep 30, 2025): 106,914
• SelectRx Member Growth YoY (Q2 FY2025): 54%
• Senior Segment Adjusted EBITDA Margin (Q2 FY2025): 39%
• Revenue to CAC Ratio (Q1 FY2025): 4.6x
• Agent Close Rate Improvement (Q2 FY2025): 24%

The integration of these customer relationship elements is reflected in the company's financial outlook. SelectQuote raised its full-year fiscal 2025 revenue guidance to a range of $1.500 billion to $1.575 billion and its Adjusted EBITDA guidance to $115 million to $140 million.

Customer Relationship Element	Key Metric	Value (Latest Available FY2025/Q1 FY2026)
Agent Consultative Sales Efficiency	Senior Division Adjusted EBITDA Margin	39% (Q2 FY2025)
Agent Productivity/Retention	Agent Close Rate Improvement	24% (Q2 FY2025)
Long-Term Relationship Scale (SelectRx)	Total SelectRx Members	106,914 (September 30, 2025)
Long-Term Relationship Value	Revenue to CAC Ratio	6.4x (Q1 FY2026)
Clinical Support Efficacy	Medication Adherence Trial Result	Over 90%

Finance: draft 13-week cash view by Friday.

SelectQuote, Inc. (SLQT) - Canvas Business Model: Channels

You're looking at how SelectQuote, Inc. (SLQT) gets its value propositions to the customer base as of late 2025. The channels show a clear pivot toward integrated healthcare services alongside the core insurance distribution. Here are the hard numbers defining those pathways.

Direct-to-Consumer (DTC) call centers and licensed agents

The agent-led model remains central for the Senior segment, but efficiency is the key driver. Agent headcount in the Senior segment was down 22% year-over-year in the second quarter of fiscal 2025, yet they managed to produce 6% more Medicare Advantage (MA) policies compared to the prior year period. Overall agent productivity for fiscal 2025 saw a 24% increase in policies per agent compared to fiscal 2024. This focus on high-value interactions is reflected in the operating expense per policy for the Senior segment, which settled at $738 for the full fiscal year 2025.

The company uses a high-touch, agent-led approach to navigate complex plan changes, which helped them deliver a 5.3x revenue-to-Customer Acquisition Cost (CAC) ratio for the cross-segment business in the second quarter of fiscal 2025.

Digital marketing and online lead generation platforms

Technology underpins the efficiency of lead sourcing and routing. AI and automation initiatives are credited with tangible gains, specifically showing 25% reductions in enrollment time. The overall revenue to CAC ratio for the business expanded to 6.1x over the past three years, indicating improved long-term monetization of acquired customers. The platform uses proprietary technology to source and route high-quality leads directly to the licensed agents.

• AI/Automation reduced enrollment time by 25%.
• Revenue to CAC ratio reached 6.1x over three years.
• The company processed more than 300,000 unique health care services interactions.

Direct mail and television advertising for lead volume

While direct mail and television advertising historically drove lead volume, SelectQuote, Inc. (SLQT) has strategically adjusted its spend. Management specifically highlighted its reduced reliance on television advertising as a factor mitigating headwinds from the political advertising season. The strategy now emphasizes being more selective with marketing sources to focus on those driving outsized results, rather than simply maximizing lead volume.

SelectRx pharmacy for prescription and medication delivery

The SelectRx pharmacy is the engine of the rapidly growing Healthcare Services segment. For the full fiscal year 2025, this segment generated $743 million in revenue, representing growth of approximately 55% year-over-year. By the end of the fourth quarter of fiscal 2025, SelectRx membership reached 108,018 members, marking a 31% year-over-year increase for that quarter. A recent trial for a new service through SelectRx demonstrated over 90% medication adherence improvement for Medicare beneficiaries with multiple chronic conditions.

Referral network for social determinants of health (SDoH) services

The Healthcare Services division proactively connects consumers with best-in-class healthcare services that fit their unique needs. This channel is integrated to improve health outcomes and lower costs. The segment's proactive engagement resulted in processing more than 300,000 unique health care services interactions during the period.

Here are the key financial outputs from the primary channels for fiscal year 2025:

Metric	Senior Segment (Insurance)	Healthcare Services (SelectRx)	Consolidated (FY 2025)
Revenue	Not explicitly stated for FY2025 full year, Q2 was $256 million	$743 million	$1.527 billion
Adjusted EBITDA	Drove near-record high margin of 39% in Q2 FY2025	Contributed $2 million in Adjusted EBITDA (Q2 FY2025)	$126 million
Key Volume/Membership	247,849 Approved MA policies (Q2 FY2025)	108,018 SelectRx Members (End of FY2025)	N/A

SelectQuote, Inc. (SLQT) - Canvas Business Model: Customer Segments

US Seniors seeking Medicare Advantage and Medicare Supplement plans

This segment serves the demographic where approximately 10,000 people turn 65 each day. In the fourth quarter of fiscal year 2025, this segment approved 85,344 Medicare Advantage policies. For the same quarter, the Senior segment generated revenue of $82.5 million. The company's platform facilitates comparisons for a population where 54% of eligible Medicare beneficiaries (out of about 62.8 million people with Parts A and B in 2025) are enrolled in Medicare Advantage plans.

The volume of business in this segment is substantial, as shown by the following quarterly metrics:

Metric	Q1 FY2025	Q2 FY2025	Q3 FY2025	Q4 FY2025
Approved Medicare Advantage Policies	91,680	91,680	168,001	85,344
Segment Revenue	$92.9 million	$255.6 million	$169.4 million	$82.5 million

The Senior division achieved an Adjusted EBITDA margin of 39% in the second quarter of fiscal year 2025.

Individuals seeking term and final expense life insurance (Life segment)

The Life segment focuses on distributing term life insurance and final expense policies. For the full fiscal year ended June 30, 2025, this segment reported term and final expense premiums totaling $176,547,000. Revenue figures for recent quarters include:

• Q2 FY2025 Life Segment Revenue: $39.9 million.
• Q4 FY2025 Life Segment Revenue: $48.0 million.

Polychronic Medicare beneficiaries needing medication management (SelectRx)

The SelectRx Pharmacy is a key part of the Healthcare Services segment, targeting members with chronic conditions. As of June 30, 2025, the total number of SelectRx members reached 108,018. This represented a 31% increase in total SelectRx members year-over-year as of the fourth quarter of fiscal year 2025. The segment's revenue growth was significant, with Q2 FY2025 revenue reaching $183.4 million, a 64% increase year-over-year. The Q4 FY2025 revenue for the entire Healthcare Services segment was $214.0 million, up 47% year-over-year.

Consumers seeking unbiased comparisons across multiple carriers

SelectQuote, Inc. pioneered the model of providing unbiased comparisons from multiple, highly-rated insurance companies. The platform's agent-led model provides a consultative needs analysis for every consumer. The company's technology-enabled information advantage supports this, leading to a 5.3x revenue-to-CAC (Customer Acquisition Cost) ratio in one period. The investment in the information advantage resulted in a 24% year-over-year improvement in agent productivity in fiscal year 2025.

Customers with complex healthcare needs who defintely benefit from high-touch service

Research conducted by Healthcare Select in October 2025 uncovered specific characteristics of members needing personalized solutions. The data points for these customers include:

• 74% have two or more chronic conditions.
• 75% take 5+ prescriptions.
• 40% report medication non-adherence.
• ~66% reside in pharmacy deserts.

The SelectRx membership, which is part of the Healthcare Services segment, grew 54% year-over-year as of the second quarter of fiscal year 2025. The company aims to deepen consumer engagement across its portfolio of services and products.

SelectQuote, Inc. (SLQT) - Canvas Business Model: Cost Structure

You're looking at the hard numbers that drive SelectQuote, Inc.'s operations as of the close of their fiscal year 2025. This is where the money actually goes to keep the lights on and the agents selling.

Agent compensation and commissions (variable cost) is a major component, tied directly to policy sales volume. While specific agent commission dollars aren't broken out separately from all variable costs, the Cost of commissions and other services revenue for the year ended June 30, 2025, was $\text{\$305,127}$ thousand. This cost category is inherently variable, moving with the success of the Senior and Life distribution channels.

Marketing and advertising spend for lead generation saw a reduction in fiscal year 2025. For the twelve months ended June 30, 2025, this expense totaled $\text{\$319,505}$ thousand. That represents an $\text{11\%}$ decrease compared to the prior year, driven by a $\text{\$31.5}$ million drop in lead costs, which the company linked to an approximate $\text{11\%}$ increase in close rates.

The growth in the Healthcare Services segment, specifically SelectRx, directly impacts the Cost of Goods Sold-pharmacy revenue. For the year ended June 30, 2025, this cost line item hit $\text{\$630,340}$ thousand. This was a significant increase from the $\text{\$405,004}$ thousand reported in the prior year, reflecting the scaling of the SelectRx membership base.

Technology development and maintenance expenses, which SelectQuote, Inc. reports as Technical development, were $\text{\$38,681}$ thousand for the year ended June 30, 2025. Note that in the fourth quarter of fiscal year 2025, this expense was elevated at $\text{\$41,591}$ thousand compared to $\text{\$9,233}$ thousand in the prior year's fourth quarter.

General and administrative (G&A) overhead, including corporate salaries, falls under the Selling, general, and administrative line. This figure was $\text{\$164,442}$ thousand for the year ended June 30, 2025. This represented a $\text{17\%}$ increase year-over-year, largely due to an $\text{\$18.2}$ million rise in compensation costs for non-agent staff.

Here's a quick look at the major operating cost categories for SelectQuote, Inc. for the full fiscal year ended June 30, 2025, compared to 2024 (amounts in thousands):

Cost Category	Year Ended June 30, 2025	Year Ended June 30, 2024
Cost of goods sold-pharmacy revenue	$\text{\$630,340}$	$\text{\$405,004}$
Marketing and advertising	$\text{\$319,505}$	$\text{\$358,858}$
Cost of commissions and other services revenue	$\text{\$305,127}$	$\text{\$318,798}$
Selling, general, and administrative	$\text{\$164,442}$	$\text{\$141,042}$
Technical development	$\text{\$38,681}$	$\text{\$33,524}$

The structure shows a clear shift in cost focus:

• Cost of goods sold-pharmacy revenue increased by over $\text{55\%}$ year-over-year, directly supporting SelectRx growth.
• Marketing and advertising costs were actively managed down by $\text{\$39.4}$ million.
• Selling, general, and administrative expenses rose $\text{17\%}$, signaling investment in corporate and support functions.

Finance: draft $\text{13}$-week cash view by Friday.

SelectQuote, Inc. (SLQT) - Canvas Business Model: Revenue Streams

You're looking at the money SelectQuote, Inc. brings in, which is a mix of traditional insurance sales commissions and a rapidly growing healthcare services arm. Honestly, the shift in revenue composition is the big story here as of late 2025.

The full-year fiscal 2025 consolidated revenue for SelectQuote, Inc. landed at $1.53 billion. This top-line number reflects the combined efforts across their three main business lines.

The revenue streams are anchored by commissions from insurance carrier partners, primarily in the Senior and Life segments. The Healthcare Services segment, which includes SelectRx, is becoming an increasingly significant contributor, especially through pharmacy revenue and fees related to chronic care management.

Here's a look at the revenue breakdown based on the fourth quarter of fiscal year 2025 results, which gives you a snapshot of the current mix:

Revenue Stream Category	Q4 FY2025 Revenue Amount	Key Metric Detail
Healthcare Services Segment Revenue	$214.0 million	SelectRx membership at 108,018 members.
Senior Segment Revenue (Commissions Proxy)	$82.5 million	Revenue per MA/MS policy was $2,202 total.
Life Segment Revenue (Commissions Proxy)	$48.0 million	Pharmacy revenue per MA/MS policy was $1,219.
Total Consolidated Revenue (Q4 FY2025)	$345.1 million	Total revenue per MA/MS policy increased 22% year-over-year in Q4 2025.

The commissions from insurance carrier partners are the foundation, derived from the Senior segment (Medicare Advantage and Medicare Supplement) and the Life segment. For instance, in Q4 FY2025, the Senior segment generated $82.5 million and the Life segment generated $48.0 million in revenue, which is largely commission-based.

Revenue from the Healthcare Services segment, which houses SelectRx, saw substantial growth. Full-year fiscal 2025 revenue for this segment reached approximately $743 million. This segment's revenue is directly tied to SelectRx membership and value-based arrangements.

Fees for chronic care management and other value-based services are embedded within the Healthcare Services segment's performance. The focus here is on driving adherence and better outcomes, which translates financially:

• Pharmacy revenue per Medicare Advantage/Supplement policy reached $1,219 in Q4 FY2025.
• Total revenue per Medicare Advantage/Supplement policy was $2,202 in Q4 FY2025.
• The Healthcare Services segment revenue grew 47% year-over-year in Q4 FY2025.
• The number of approved Medicare Advantage policies sold in Q3 FY2025 was 168,001.