Harmonic Inc. (HLIT): Business Model Canvas [Jan-2025 Mise à jour]

Dans le monde dynamique de la technologie de réseautage vidéo, Harmonic Inc. (HLIT) apparaît comme une force transformatrice, se positionnant stratégiquement à l'intersection de l'innovation et des infrastructures. En fabriquant méticuleusement une solide toile de modèle commercial, la société tire parti de ses solutions de livraison vidéo de pointe pour révolutionner comment les industries des médias et des télécommunications transmettent, compressent et distribuent du contenu, offrant des technologies évolutives et hautes performances qui redéfinissent les paysages de communication numérique. Leur approche unique combine des logiciels propriétaires, des partenariats stratégiques et une expertise technique approfondie pour créer des propositions de valeur qui répondent aux demandes en constante évolution des réseaux de streaming et de diffusion mondiaux.

Harmonic Inc. (HLIT) - Modèle d'entreprise: partenariats clés

Partenaires technologiques stratégiques dans l'infrastructure de streaming vidéo

En 2024, Harmonic Inc. maintient des partenariats technologiques stratégiques avec:

Systèmes Cisco	Collaboration d'infrastructure vidéo	Partenariat en cours depuis 2015
Services Web Amazon	Solutions de livraison vidéo cloud	12,3 millions de dollars de développement technologique conjoint
Microsoft Azure	Intégration du réseau de livraison de contenu	Accord technologique stratégique

Fabricants d'équipements de câble et de télécommunications

Les partenariats de fabrication d'équipements clés comprennent:

• Commscope
• Réseaux Nokia
• Arris International

Fournisseurs de services cloud pour les réseaux de livraison de contenu

Google Cloud Platform	Valeur de partenariat de 8,7 millions de dollars	Infrastructure de streaming vidéo
Akamai Technologies	15,2 millions de dollars accord de collaboration	Réseau de livraison de contenu global

Entreprises de développement de logiciels et d'intégration

Partenariats de développement de logiciels collaboratifs:

• Chapeau rouge
• Vmware
• Éricson

Réseaux de collaboration de recherche et développement

Université de Stanford	Recherche de compression vidéo	Financement de la recherche de 3,5 millions de dollars
MIT Media Lab	Technologies de streaming avancées	Subvention collaborative de 2,9 millions de dollars

Investissement total de partenariat en 2024: 42,6 millions de dollars

Harmonic Inc. (HLIT) - Modèle d'entreprise: activités clés

Développement technologique de réseautage vidéo

Investissement en R&D en 2023: 49,9 millions de dollars

Zone technologique	Investissement annuel	Dénombrement des brevets
Réseautage vidéo	21,3 millions de dollars	87 brevets actifs
Technologies de streaming	15,6 millions de dollars	62 brevets actifs

Solutions d'infrastructure par câble et haut débit

• Revenu total des solutions d'infrastructure en 2023: 337,2 millions de dollars
• Déploiements mondiaux d'infrastructure par câble: 42 pays
• Installations d'équipement réseau: 1 287 projets majeurs

Conception de la compression vidéo et de la technologie de streaming

Technologie de compression	Amélioration de l'efficacité	Réduction de la bande passante
HEVC	Amélioration de 50%	Réduction de la bande passante de 40%
AV1	Amélioration de 45%	Réduction de la bande passante de 35%

Ingénierie de plate-forme logicielle

Taille de l'équipe de développement de logiciels: 276 ingénieurs

• Budget de développement de la plate-forme cloud: 18,7 millions de dollars
• Cycles de version du logiciel: mises à jour trimestrielles
• Compatibilité de la plate-forme: 12 architectures de réseau différentes

Services de support client et de mise en œuvre technique

Métrique de soutien	Performance annuelle
Billets de support technique résolus	14,562
Temps de réponse moyen	2,3 heures
Évaluation de satisfaction du client	4.7/5.0

Harmonic Inc. (HLIT) - Modèle d'entreprise: Ressources clés

Technologies logicielles de réseautage vidéo propriétaires

Harmonic Inc. détient 128 brevets actifs au Q4 2023, avec un accent spécifique sur les technologies de réseautage vidéo et de streaming. Le portefeuille de logiciels de l'entreprise comprend des plates-formes Cableos et VOS pour l'infrastructure de livraison vidéo.

Catégorie de technologie	Nombre de brevets	Investissement annuel de R&D
Logiciel de réseautage vidéo	47	48,3 millions de dollars
Infrastructure en streaming	36	35,7 millions de dollars
Technologies de compression	45	42,1 millions de dollars

Propriété intellectuelle et portefeuille de brevets

Harmonic Inc. maintient une solide stratégie de propriété intellectuelle avec une couverture des brevets mondiaux.

• Brevets actifs totaux: 128
• Couverture géographique des brevets: États-Unis, Europe, Asie
• Budget de renouvellement des brevets: 2,4 millions de dollars par an

Talent d'ingénierie et expertise technique

En 2023, Harmonic emploie 1 242 employés au total, avec 687 dédiés à l'ingénierie et aux fonctions de R&D.

Catégorie des employés	Total des employés	Pourcentage
Personnel d'ingénierie	687	55.3%
Ventes et marketing	276	22.2%
Administratif	279	22.5%

Installations de recherche et développement avancées

Harmonic exploite des centres de R&D dans plusieurs emplacements mondiaux avec un investissement total de 86,1 millions de dollars en 2023.

• Emplacements de la R&D: San Jose, CA (siège social); Sunnyvale, CA; Israël
• Investissement total de R&D: 86,1 millions de dollars
• R&D en pourcentage de revenus: 17,3%

Infrastructure mondiale de support client

Harmonic maintient un réseau de soutien global complet dans plusieurs régions.

Région de soutien	Centres de soutien	Temps de réponse moyen
Amérique du Nord	3	2,1 heures
Europe	2	2,4 heures
Asie-Pacifique	2	2,6 heures

Harmonic Inc. (HLIT) - Modèle d'entreprise: propositions de valeur

Solutions avancées de livraison vidéo et de streaming

Harmonic Inc. fournit des solutions de livraison vidéo avec les spécifications clés suivantes:

Technologie	Métrique de performance	Portée du marché
Plateforme de streaming VOS360	Jusqu'à 4K UHD Streaming	150+ fournisseurs de services mondiaux
Solution virtualisée par câble	Fiabilité de 99,999%	30+ déploiements opérateurs de câbles

Technologies de réseautage vidéo haute performance

Les technologies de réseautage de l'harmonique livrent:

• Efficacité de la bande passante jusqu'à 50% d'amélioration
• Réduction de latence de 30 à 40 millisecondes
• Soutien aux normes de compression HEVC et AV1

Infrastructure évolutive pour les industries des médias et des télécommunications

Les capacités d'infrastructure comprennent:

Type d'infrastructure	Capacité	Échelle de déploiement
Solutions natives dans le cloud	100+ tbps débit	Déploiements d'entreprise mondiaux
Plates-formes informatiques Edge	Traitement de microsecondes inférieurs à 100	45 pays opérationnels

Plates-formes de distribution de contenu rentables

Plateforme de distribution Métriques financières:

• Réduction des dépenses de fonctionnement: 35 à 40%
• Optimisation du réseau de livraison de contenu: 25% d'économies
• Amélioration de l'utilisation de la bande passante: 60% d'efficacité

Technologies de compression et de transmission innovantes

Technologie	Ratio de compression	Adoption du marché
Solutions de compression SaaS	Jusqu'à 70% de réduction de la bande passante	Plus de 200 clients de médias
Plates-formes de codage avancées	4: 1 efficacité de compression	85 diffuseurs majeurs

Harmonic Inc. (HLIT) - Modèle d'entreprise: relations clients

Engagement des ventes directes de l'entreprise

Au quatrième trimestre 2023, Harmonic Inc. a déclaré un chiffre d'affaires direct de 169,4 millions de dollars, en mettant l'accent sur la livraison vidéo, le câble et le streaming.

Canal de vente	Contribution des revenus	Segments de clientèle
Ventes directes de l'entreprise	169,4 millions de dollars	Câble, télécommunications, plates-formes de streaming
Comptes d'entreprise mondiaux	47 clients de niveau 1	Principales sociétés de médias et de télécommunications

Services de support technique et de consultation

Harmonic fournit un support technique complet avec une équipe dédiée de 124 ingénieurs de soutien mondial.

• Disponibilité du support technique 24/7
• Temps de réponse: moyenne 2,5 heures pour les problèmes critiques
• Centres de soutien mondial: 3 emplacements

Approche de partenariat technologique à long terme

En 2023, l'harmonique a maintenu 87 partenariats technologiques stratégiques à travers l'infrastructure vidéo et les technologies de streaming.

Type de partenariat	Nombre de partenariats	Focus stratégique
Alliances technologiques	87	Infrastructure vidéo, solutions de streaming
Accords collaboratifs de R&D	12	Technologies vidéo avancées

Développement de solutions personnalisées

Harmonic a investi 72,3 millions de dollars en R&D en 2023, en se concentrant sur des solutions de livraison vidéo sur mesure.

• Plates-formes de livraison vidéo personnalisées
• Architecture de streaming personnalisée
• Conception de solution adaptative

Mise en œuvre et formation des produits en cours

Harmonic a présenté 246 programmes complets de mise en œuvre et de formation en 2023.

Catégorie de formation	Nombre de programmes	Client portée
Mise en œuvre technique	172	Clients de l'entreprise mondiale
Formation en produits	74	Partenaires technologiques

Harmonic Inc. (HLIT) - Modèle d'entreprise: canaux

Équipe de vente directe

Depuis le quatrième trimestre 2023, Harmonic Inc. a maintenu une équipe de vente directe de 87 professionnels des ventes ciblant les clients des entreprises et des télécommunications.

Type de canal de vente	Nombre de représentants	Couverture géographique
Ventes d'entreprise	52	Amérique du Nord
Ventes de télécommunications	35	Marchés mondiaux

Plateformes de marketing numérique en ligne

Harmonic Inc. utilise plusieurs canaux de marketing numérique avec un budget de marketing numérique 2023 de 2,4 millions de dollars.

• Marketing LinkedIn
• Plateforme Google ADS
• Publicité du site Web de l'industrie ciblée

Conférences de technologie et événements de l'industrie

En 2023, Harmonic a participé à 14 conférences de technologie internationales avec un budget marketing d'événements de 1,1 million de dollars.

Type d'événement	Nombre d'événements	Investissement total
Conférences technologiques majeures	6	$650,000
Sommets de télécommunications	8	$450,000

Réseaux de référence partenaires

Harmonic Inc. maintient 42 accords de partenariat sur la technologie active et les fournisseurs de services à partir de 2024.

• Cisco Systems Partnership
• Collaboration Ericsson
• NOKIA Network Solutions Partnership

Démonstations de produits sur le Web

En 2023, Harmonic a organisé 276 séances de démonstration de produits en ligne avec une moyenne de 43 participants par session.

Type de démonstration	Sessions totales	Participants moyens
Solutions de streaming vidéo	124	38
Solutions d'accès aux câbles	98	47
Virtualisation du réseau	54	45

Harmonic Inc. (HLIT) - Modèle d'entreprise: segments de clientèle

Opérateurs de télévision par câble

L'harmonique dessert les principaux opérateurs de câbles avec des solutions d'infrastructure vidéo. En 2023, la société a déclaré avoir desservi environ 75% des meilleurs opérateurs de télévision par câble nord-américaine.

Clients du câble supérieur	Pénétration du marché
Comcast	Part de marché significatif
COMMUNICATIONS CHARTER	Déploiement substantiel

Sociétés de télécommunications

Harmonic fournit des solutions de livraison vidéo aux fournisseurs mondiaux de télécommunications.

• AT&T
• Verizon
• Deutsche Telekom
• Communications NTT

Plates-formes de streaming multimédia

La société prend en charge plusieurs infrastructures de plate-forme de streaming, avec des solutions déployées sur diverses plates-formes mondiales.

Plate-forme de streaming	Intégration technologique
Netflix	Solutions de codage vidéo avancées
Vidéo Amazon Prime	Infrastructure de streaming complète

Provideurs d'infrastructure vidéo d'entreprise

L'harmonique prend en charge l'infrastructure vidéo de niveau d'entreprise avec des solutions spécialisées.

• Taille du marché cible: Marché des infrastructures vidéo de 3,5 milliards de dollars estimées
• Plates-formes de livraison vidéo native du cloud
• Solutions vidéo définies par logiciel

Réseaux de diffusion et de distribution de contenu

Harmonic sert des réseaux de diffusion majeurs et des plateformes de distribution de contenu dans le monde.

Réseau de diffusion	Portée géographique
ESPN	Marché nord-américain
BBC	Marché européen
Réseau de ciel	Distribution internationale

Harmonic Inc. (HLIT) - Modèle d'entreprise: Structure des coûts

Investissements de recherche et développement

Pour l'exercice 2023, Harmonic Inc. a déclaré des dépenses de R&D de 79,4 millions de dollars, ce qui représente environ 22,3% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2023	79,4 millions de dollars	22.3%
2022	74,2 millions de dollars	21.5%

Dépenses du personnel d'ingénierie

Les dépenses totales du personnel pour les équipes d'ingénierie en 2023 étaient de 112,6 millions de dollars, avec un salaire d'ingénierie moyen de 135 000 $ par employé.

• Total du travail d'ingénierie: 835 employés
• Rémunération annuelle moyenne: 135 000 $
• Total des dépenses du personnel: 112,6 millions de dollars

Fabrication et production de matériel

Les coûts de fabrication pour 2023 ont totalisé 156,3 millions de dollars, avec une rupture clé des dépenses de production comme suit:

Catégorie de coûts	Montant	Pourcentage
Matières premières	68,7 millions de dollars	44%
Travail direct	47,2 millions de dollars	30.2%
Fabrication des frais généraux	40,4 millions de dollars	25.8%

Coûts opérationnels des ventes et du marketing

Les frais de vente et de marketing pour 2023 étaient de 92,5 millions de dollars, ce qui représente 26% des revenus totaux.

• Total des frais de vente et de marketing: 92,5 millions de dollars
• Câchables de l'équipe de vente: 215 employés
• Investissements du programme de marketing: 37,6 millions de dollars

Maintenance des infrastructures technologiques

L'infrastructure technologique et les coûts de maintenance pour 2023 s'élevaient à 45,2 millions de dollars.

Catégorie de coûts d'infrastructure	Montant
Services cloud	18,3 millions de dollars
Maintenance matérielle	12,7 millions de dollars
Licence de logiciel	14,2 millions de dollars

Harmonic Inc. (HLIT) - Modèle d'entreprise: Strots de revenus

Ventes de produits matériels

Harmonic Inc. a déclaré un chiffre d'affaires de produits matériels de 456,7 millions de dollars au cours de l'exercice 2023.

Catégorie de produits	Revenus (millions de dollars)
Matériel d'infrastructure vidéo	276.4
Matériel d'accès au câble	180.3

Frais de licence de logiciel

Les revenus de licences logicielles ont totalisé 142,5 millions de dollars en 2023.

• Licence de logiciel vidéo: 87,2 millions de dollars
• Licence du logiciel d'accès au câble: 55,3 millions de dollars

Services professionnels et conseil

Les services professionnels ont généré 98,3 millions de dollars de revenus pour l'exercice 2023.

Type de service	Revenus (millions de dollars)
Conseil de conception de réseau	45.6
Services de mise en œuvre	52.7

Contrats de support technique en cours

Les revenus du contrat de soutien technique ont atteint 112,6 millions de dollars en 2023.

• Contrats de soutien annuel: 76,4 millions de dollars
• Services de garantie prolongée: 36,2 millions de dollars

Plateformes technologiques basées sur l'abonnement

Les revenus de l'abonnement s'élevaient à 83,9 millions de dollars au cours de l'exercice 2023.

Type de plate-forme	Revenus (millions de dollars)
Services vidéo basés sur le cloud	53.7
Plates-formes de gestion de réseau	30.2

Harmonic Inc. (HLIT) - Canvas Business Model: Value Propositions

You're looking at how Harmonic Inc. (HLIT) delivers tangible benefits to its customers right now, late in 2025. It's not just about selling hardware; it's about selling operational transformation and future-proofing their networks.

Virtualized broadband (cOS) for lower OpEx and network modernization.

The core value here is moving from rigid systems to a software-based, virtualized broadband platform, which is their cOS solution. This shift directly impacts the bottom line. For instance, total company operating expenses (OpEx) in the third quarter of 2025 were $58.4 million, which was down 3.5% year-over-year, a result management attributed to prior restructuring and additional cost actions. This platform is widely adopted; as of the third quarter of 2025, the cOS platform was commercially deployed with 142 customers, serving 37.6 million cable modems. Furthermore, specific components like Beacon are cited as enabling up to 25% faster speeds while simultaneously reducing operator support costs. In European deployments with a key partner, the agility of the cOS platform helped reduce time-to-market for new fiber services by over 70%.

Accelerated time-to-market for next-gen services like DOCSIS 4.0.

Getting new standards like DOCSIS 4.0 deployed quickly is a major value driver. Harmonic has moved this technology out of the lab and into live operations. They announced a production deployment of Unified DOCSIS 4.0 with Mediacom Communications, the fifth-largest cable operator in the U.S., showcasing readiness for widescale adoption. This move supports the shift to a distributed access architecture (DAA) for faster, lower-latency experiences. On the fiber side, Comcast is leveraging Harmonic's fiber-to-the-home solutions to add roughly one million new fiber passings per year, using Harmonic's technology to deliver multi-gigabit symmetrical broadband.

Cloud-agnostic, low-latency video streaming for live sports (VOS360).

For video, the value is in delivering premium, engaging experiences reliably and cost-effectively. The VOS360 Media SaaS and VOS360 Ad SaaS solutions are engineered for high-stakes events like live sports. They enable synchronized delivery of low-latency streams, achieving sub-five-second latency while maintaining a geo-redundant architecture. To manage bandwidth costs, the platform's EyeQ content-aware encoding achieves up to 50% bandwidth and storage savings without sacrificing video quality. The financial success of this focus is evident: Video SaaS revenue hit a record $16.1 million in the third quarter of 2025.

Here's a quick look at the operational scale and financial performance underpinning these value propositions as of the end of Q3 2025:

Metric Category	Specific Metric	Value (as of Q3 2025)
Broadband Scale	cOS Deployed Customers	142
Broadband Scale	Cable Modems Served by cOS	37.6 million
Financial - Broadband	Broadband Segment Revenue	$90.5 million
Financial - Broadband	Broadband Segment Non-GAAP Adjusted EBITDA	$14.2 million
Financial - Broadband	Broadband Segment Gross Margin	47.3%
Financial - Video	Record Video SaaS Revenue	$16.1 million
Financial - Overall	Total Company Operating Expenses (OpEx)	$58.4 million
Video Technology	Latency Achievable for Live Sports	Sub-five-second

Unified platform for managing DOCSIS and fiber deployments.

Operators don't want two separate management silos for their legacy DOCSIS and new fiber buildouts. Harmonic's Unified DOCSIS 4.0 solution is designed to support both technologies on the cOS platform, giving customers like Mediacom the optionality to add fiber services while modernizing their DOCSIS infrastructure. This unification simplifies network evolution and accelerates the rollout of next-generation services. The expanded partnership with Charter, for example, covers cOS, DOCSIS 4.0 Unified RPDs, and advanced operational tools across their entire footprint. The company's leadership in this space is backed by market share data; Harmonic is the market share leader in cable broadband equipment, virtual CMTS, and DAA, according to Dell'Oro Group.

You should definitely review the Q4 2025 guidance to see management's near-term expectations for broadband revenue, which is forecasted between $85 million to $95 million for that quarter.

Finance: draft 13-week cash view by Friday.

Harmonic Inc. (HLIT) - Canvas Business Model: Customer Relationships

You're looking at how Harmonic Inc. keeps its major service provider customers engaged, which is critical given its customer concentration. Honestly, the relationship model is deeply technical and relies on embedding its software platforms directly into the customer's core network and video delivery chain.

High-touch, strategic engagement with Tier 1 MSOs (Managed Services).

Harmonic Inc. maintains very close ties with its largest cable operator customers, often referred to as Tier 1 MSOs. This involves deep integration and strategic planning, as evidenced by the continuous expansion of its cOS™ platform deployments.

• In Q3 2025, Harmonic Inc. reported commercially deploying its cOS™ solution with 142 customers, managing 37.6 million cable modems.
• This represents growth from Q2 2025, when the platform served 136 customers and managed 35.3 million cable modems.
• The Q1 2025 figures showed 129 customers and 33.9 million cable modems under management.
• Strategic wins in Q3 2025 included securing one international Tier 1 customer among six new broadband customers.
• This follows Q1 2025 wins that included two US Tier 1s and one LATAM Tier 1 customer.
• Comcast, a key relationship, represented 39% of total revenue in Q2 2025.

Here's the quick math on the platform's customer base growth through the first three quarters of 2025:

Metric	Q1 2025	Q2 2025	Q3 2025
cOS Customers	129	136	142
Cable Modems Managed (Millions)	33.9	35.3	37.6

What this estimate hides is the revenue impact of the transition; sales to the 10 largest customers in 2024 still accounted for approximately 72% of net revenue.

Dedicated professional services for cOS platform deployment and support.

The deployment of the cOS platform, which virtualizes broadband networking, requires significant, dedicated engineering support. This is not just a software sale; it's a network transformation project. Comcast announced it is leveraging Harmonic Inc.'s fiber-to-the-home solutions for more than 1.2 million new locations planned in 2025. Also, in Q2 2025, Harmonic Inc. secured four new broadband wins, two of which were specifically for fiber networks, indicating direct, high-touch professional services engagement for network build-outs.

SaaS subscription model for the VOS360 video platform.

The Video segment relies heavily on the recurring revenue from the VOS360 SaaS offering, which is seeing consistent, though sometimes uneven, growth. The company has a long-term goal of achieving $100 million in video SaaS sales by the end of 2028. The recent performance shows this model in action:

• In Q3 2025, Video SaaS revenue hit a record of $16.1 million, reflecting a 13.6% increase for the quarter.
• This followed Q2 2025, where Video SaaS revenue was $15.4 million, a 10.1% year-over-year growth.
• However, Q1 2025 saw a quarterly dip to $14.8 million from $15.1 million in Q4 2024.
• Total Video segment revenue for Q3 2025 was $51.9 million.

The VOS360 solutions are enhanced through strategic partnerships, such as leveraging Akamai's infrastructure for cost efficiency and scalability.

Direct sales and engineering support for complex network transitions.

Complex transitions, like the shift to Unified DOCSIS 4.0, necessitate direct engineering involvement. Harmonic Inc. announced an expanded partnership with Spectrum (Charter) covering DOCSIS 4.0 Unified RPDs and advanced operational tools in Q3 2025. This level of support is essential for customers migrating to next-generation standards. The company's focus on hybrid business models, integrating VOS360 in the cloud with on-premises software for fresh content, also requires direct engineering consultation to optimize total cost of ownership for service providers. You'll want Finance to track the bookings pipeline closely, as management noted projected customer spending slowdowns through 2025 in the prior year.

Harmonic Inc. (HLIT) - Canvas Business Model: Channels

You're looking at how Harmonic Inc. (HLIT) gets its solutions-the virtualized broadband and video delivery tech-into the hands of its customers as of late 2025. The channel strategy clearly splits between the capital expenditure-heavy Broadband segment and the increasingly recurring revenue-focused Video segment, which houses the VOS360 SaaS offering.

Direct sales force targeting Tier 1 cable and broadband operators is the backbone for the Broadband segment. This direct approach is necessary because the deals involve complex, large-scale network transformations, like the rollout of Unified DOCSIS 4.0. While Q3 2025 saw Broadband revenue at $90.5 million, down year-over-year, management noted stronger momentum with customer orders being realized earlier than anticipated, suggesting the direct sales team is closing significant, albeit sometimes lumpy, infrastructure deals with major players like Charter and Comcast.

For channel partners and integrators for international and regional deployments, the focus appears to be on expanding the global footprint. The company explicitly mentioned anticipating Broadband revenue growth momentum to increase in 2026 based on Rest of World accelerated adoption. This international push likely relies heavily on local partners and integrators who understand regional regulatory environments and customer needs better than a purely centralized direct team could. The Q3 2025 results already reflected this with growth in broadband rest of world shipments.

The push toward recurring revenue is channeled through cloud marketplaces and direct sales for VOS360 SaaS. This is where the Video segment shines, with growth led by SaaS. In Q3 2025, Video revenue hit $51.9 million, with the SaaS component specifically reaching $16.1 million, marking a 13.6% year-over-year increase. The VOS360 platform is the key offering here, enabling cloud-based workflows. The commercial deployment of the cOS solution, which supports this software-driven approach, reached 136 customers as of Q2 2025.

Finally, direct sales of hardware appliances for video and broadband remain a core channel, especially within the Video segment for on-premise encoding and for the Broadband segment's physical network components. The Video segment's $51.9 million revenue in Q3 2025 was supported by both appliance strength and SaaS streaming. The direct sales force manages the transfer of control for these physical and licensed products. Here's a quick look at the segment revenue scale for Q3 2025, which illustrates the relative size of the markets served by these channel mixes:

Segment/Metric	Q3 2025 Revenue (USD Millions)	Year-over-Year Video Revenue Change	Q3 2025 Video SaaS Revenue (USD Millions)
Broadband	$90.5 million	N/A (Broadband)	N/A (Broadband)
Video	$51.9 million	2.9% increase	$16.1 million
Total Company Revenue	$142.4 million	N/A	N/A

The success of the direct sales motion for the Broadband segment is tied to major customer readiness, as seen by the mention of large customer deployment plans for 2026. For the Video side, the channel strategy is clearly pivoting to emphasize the growth engine, which is the recurring SaaS model. If onboarding takes 14+ days, churn risk rises, so the direct and partner sales teams need streamlined activation for VOS360.

• Broadband revenue in Q3 2025 was $90.5 million.
• Video revenue in Q3 2025 was $51.9 million.
• Video SaaS revenue growth was 13.6% year-over-year in Q3 2025.
• The company reported $21.0 million in free cash flow for Q3 2025.
• Sales to the 10 largest customers accounted for approximately 72% of net revenue in 2024.

Harmonic Inc. (HLIT) - Canvas Business Model: Customer Segments

You're looking at the core groups Harmonic Inc. sells its virtualized broadband and video delivery solutions to as of late 2025. This isn't a broad-based customer list; it's segmented by the specific technology needs they have, which directly impacts Harmonic's revenue mix.

The company's Q3 2025 total revenue came in at $142.4 million, split between its Broadband segment revenue of $90.5 million and Video segment revenue of $51.9 million. This split shows where the immediate financial focus lies, though the Video segment, driven by SaaS, saw growth.

Tier 1 North American Cable/Broadband Operators

This group represents the largest, most concentrated revenue source for Harmonic Inc.'s Broadband segment. These operators are deep into upgrading their networks to meet escalating consumer demand for multi-gigabit services.

• Comcast was cited as representing 43% of Q3 2025 revenue.
• Comcast is leveraging Harmonic's fiber-to-the-home solutions, with plans for more than 1.2 million new locations in 2025.
• Harmonic also announced an expanded partnership with Spectrum (Charter) for cOS, DOCSIS 4.0 Unified RPDs, and operational tools.

International MSOs and Regional Broadband Service Providers

This segment is crucial for global expansion and diversification away from the heavy reliance on a few large North American players. Harmonic's cOS platform is the key enabler here.

Here's a look at the scale of the cOS deployment across these operators:

Metric	Value as of Late 2025 Data Points
cOS Commercially Deployed Customers	142 customers
Total CPE Devices Powered Worldwide (Latest Reported)	Nearly 38 million CPE devices
Total Cable Modems Powered (Specific Report)	37.6 million cable modems
Total Operators Powered Worldwide (Earlier Report)	Nearly 130 operators worldwide

The company won six new broadband customers during Q3 2025, including one international Tier 1 operator.

Media Companies and Broadcasters Transitioning to OTT Streaming

This group falls primarily under Harmonic's Video segment, where the focus is on software-as-a-service (SaaS) offerings for video processing and delivery. They need solutions that handle everything from traditional broadcast quality to internet-delivered streaming.

• Video segment revenue for Q3 2025 was $51.9 million.
• SaaS revenue within the Video segment grew 13.6%, reaching $16.1 million in Q3 2025.
• Harmonic is showcasing hybrid cloud and on-premises streaming solutions, plus AI-driven workflows.

Live Sports Streaming Platforms Requiring Ultra-Low Latency

This is a specialized, high-value sub-segment within the media customer base. These platforms demand the absolute best performance for live events, where even small delays mean lost viewer engagement or advertising revenue.

• Harmonic is highlighting groundbreaking advancements in live sports streaming.
• The company enables automatic insertion of in-stream ad formats using AI to detect relevant moments in live sports action.
• Harmonic is collaborating with Enghouse Networks to drive direct-to-consumer sports innovation.

Finance: draft 13-week cash view by Friday.

Harmonic Inc. (HLIT) - Canvas Business Model: Cost Structure

You're looking at the cost side of Harmonic Inc.'s business as of late 2025. This structure is heavily influenced by the cost of the physical goods they sell, the ongoing investment in next-generation network technology, and the overhead required to run the operation.

The Cost of Goods Sold (COGS) is a direct driver of the gross margin for the hardware-heavy Broadband segment. For the third quarter of 2025, the Broadband segment gross margin landed at 47.3%. This is a key area to watch, as the company guides for Q4 2025 Broadband gross margins to be in the range of 48% to 50%, reflecting product mix changes.

Research and development expenditure remains significant, underpinning the push for future technology like Unified DOCSIS 4.0, which is central to their 2026 growth strategy. While a direct R&D spend figure for Q3 2025 isn't itemized here, the financial impact of R&D-related tax law changes is notable; Harmonic expects to realize a cumulative cash income tax reduction of approximately $50 million across both 2025 and 2026 due to the One Big Beautiful Bill Act and Section 174 adjustments. This highlights the financial interplay between innovation investment and tax structure.

The general overhead, or Operating Expenses (OpEx), for the total company in Q3 2025 was reported at $58.4 million. This figure reflected a 3.5% year-over-year decrease, resulting from prior restructuring actions in the video business and other cost controls. Still, management noted they expect OpEx to increase in Q4 2025 due to seasonality.

External trade costs also factor in. Specifically, costs associated with U.S. import tariffs are a current headwind. For the fourth quarter of 2025 guidance, Harmonic estimated the tariff impact on margins to be less than $1 million, similar to the impact seen in Q3. This is a tangible, near-term cost pressure point.

Here's a quick look at the key financial metrics that define the cost structure for the third quarter of 2025 and the immediate outlook:

Cost/Margin Component	Metric	Q3 2025 Actual	Q4 2025 Guidance
Total Company Operating Expenses (OpEx)	Amount	$58.4 million	Expected to increase due to seasonality
Broadband Segment Gross Margin	Percentage	47.3%	48% to 50%
Video Segment Gross Margin	Percentage	66.7%	66% to 67%
U.S. Import Tariff Impact on Margins	Estimated Amount	Impact noted in Q3	Less than $1 million
R&D Related Tax Benefit (Cumulative)	Amount	N/A	Approximately $50 million (for 2025 and 2026)

The cost structure is clearly bifurcated between the lower-margin, hardware-dependent Broadband business and the higher-margin Video segment, which benefits from recurring SaaS revenue growth. The company's ability to manage COGS against the backdrop of DOCSIS 4.0 deployment costs is defintely central to margin performance.

• Focus on Unified DOCSIS 4.0 deployment readiness.
• Prior restructuring initiatives reduced year-over-year OpEx by 3.5% in Q3 2025.
• Comcast accounted for 43% of total Q3 2025 revenue.
• Video SaaS revenue reached a record $16.1 million in Q3 2025.

Finance: draft 13-week cash view by Friday.

Harmonic Inc. (HLIT) - Canvas Business Model: Revenue Streams

You're looking at how Harmonic Inc. actually brings in the money as of late 2025, specifically focusing on the third quarter results. It's a mix of selling big hardware/software packages and recurring software services, which is key to understanding their current financial structure.

Here's the quick math on the major components that made up their total revenue of $142.4 million in Q3 2025. You can see the split between the Broadband and Video segments clearly in the breakdown below.

Revenue Stream Component	Q3 2025 Revenue Amount	Segment
Broadband Product Revenue (Hardware & Software Licenses)	$90.5 million	Broadband
Video SaaS Subscription Revenue	$16.1 million	Video
Video Appliance and Product Sales	$35.8 million	Video

The Video segment as a whole brought in $51.9 million in Q3 2025, so that appliance and product sales figure is derived by taking the total Video revenue and subtracting the SaaS component.

When mapping out the streams, you see a clear focus on both upfront sales and recurring software revenue:

• Broadband product revenue (hardware and software licenses) hit $90.5 million in Q3 2025.
• Video SaaS subscription revenue achieved a record $16.1 million in Q3 2025, marking a 13.6% year-over-year increase.
• Video appliance and product sales accounted for approximately $35.8 million in Q3 2025.
• Professional services and support contracts for platform deployment contribute to the overall Video segment revenue and support the recurring SaaS base.

To be fair, the Video segment's Non-GAAP gross margin was 66.7% for the quarter, which is quite strong, even if it was down slightly from the prior year's 69.0%. Finance: draft 13-week cash view by Friday.