Harmonic Inc. (HLIT): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico da tecnologia de rede de vídeo, a Harmonic Inc. (HLIT) surge como uma força transformadora, posicionando -se estrategicamente na interseção de inovação e infraestrutura. Ao elaborar meticulosamente uma tela robusta do modelo de negócios, a empresa aproveita suas soluções de entrega de vídeo de ponta para revolucionar como as indústrias de mídia e telecomunicações transmitem, comprimem e distribuem conteúdo, oferecendo tecnologias escaláveis ​​e de alto desempenho que redefine os paisagens de comunicação digital. Sua abordagem exclusiva combina software proprietário, parcerias estratégicas e profunda experiência técnica para criar proposições de valor que atendam às demandas em constante evolução das redes globais de transmissão e transmissão.

Harmonic Inc. (HLIT) - Modelo de Negócios: Principais Parcerias

Parceiros de tecnologia estratégica em infraestrutura de streaming de vídeo

A partir de 2024, a Harmonic Inc. mantém parcerias estratégicas de tecnologia com:

Sistemas Cisco	Colaboração de infraestrutura de vídeo	Parceria em andamento desde 2015
Amazon Web Services	Soluções de entrega de vídeo em nuvem	Desenvolvimento de tecnologia conjunta de US $ 12,3 milhões
Microsoft Azure	Integração de rede de entrega de conteúdo	Acordo de Tecnologia Estratégica

Fabricantes de equipamentos de cabo e telecomunicações

As parcerias de fabricação de equipamentos -chave incluem:

• CommScope
• Redes Nokia
• Arris International

Provedores de serviços em nuvem para redes de entrega de conteúdo

Plataforma do Google Cloud	Valor de parceria de US $ 8,7 milhões	Infraestrutura de streaming de vídeo
Akamai Technologies	US $ 15,2 milhões de contrato colaborativo	Rede global de entrega de conteúdo

Empresas de desenvolvimento e integração de software

Parcerias colaborativas de desenvolvimento de software:

• Chapéu vermelho
• VMware
• Ericsson

Redes colaborativas de pesquisa e desenvolvimento

Universidade de Stanford	Pesquisa de compressão em vídeo	Financiamento de pesquisa de US $ 3,5 milhões
MIT Media Lab	Tecnologias avançadas de streaming	Granda colaborativa de US $ 2,9 milhões

Investimento total de parceria em 2024: US $ 42,6 milhões

Harmonic Inc. (HLIT) - Modelo de negócios: Atividades -chave

Desenvolvimento de tecnologia de rede de vídeo

Investimento de P&D em 2023: US $ 49,9 milhões

Área de tecnologia	Investimento anual	Contagem de patentes
Rede de vídeo	US $ 21,3 milhões	87 patentes ativas
Tecnologias de streaming	US $ 15,6 milhões	62 patentes ativas

Soluções de infraestrutura de cabo e banda larga

• Receita total de soluções de infraestrutura em 2023: US $ 337,2 milhões
• Implantações globais de infraestrutura a cabo: 42 países
• Instalações de equipamentos de rede: 1.287 projetos principais

Design de tecnologia de compressão e streaming de vídeo

Tecnologia de compressão	Melhoria de eficiência	Redução de largura de banda
Hevc	Melhoria de 50%	Redução de largura de banda de 40%
AV1	Melhoria de 45%	Redução de largura de banda de 35%

Engenharia de plataforma de software

Tamanho da equipe de desenvolvimento de software: 276 engenheiros

• Orçamento de desenvolvimento da plataforma em nuvem: US $ 18,7 milhões
• Ciclos de liberação de software: atualizações trimestrais
• Compatibilidade da plataforma: 12 arquiteturas de rede diferentes

Serviços de suporte ao cliente e implementação técnica

Métrica de suporte	Desempenho anual
Tickets de suporte técnico resolvidos	14,562
Tempo médio de resposta	2,3 horas
Classificação de satisfação do cliente	4.7/5.0

Harmonic Inc. (HLIT) - Modelo de negócios: Recursos -chave

Tecnologias de software de rede de vídeo proprietárias

A Harmonic Inc. detém 128 patentes ativas a partir do quarto trimestre 2023, com foco específico nas tecnologias de rede e streaming de redes de vídeo. O portfólio de software da empresa inclui plataformas Cableos e VOS para infraestrutura de entrega de vídeo.

Categoria de tecnologia	Número de patentes	Investimento anual de P&D
Software de rede de vídeo	47	US $ 48,3 milhões
Infraestrutura de streaming	36	US $ 35,7 milhões
Tecnologias de compressão	45	US $ 42,1 milhões

Propriedade intelectual e portfólio de patentes

A Harmonic Inc. mantém uma estratégia de propriedade intelectual robusta com cobertura global de patentes.

• Total de patentes ativas: 128
• Cobertura geográfica de patentes: Estados Unidos, Europa, Ásia
• Orçamento de renovação de patentes: US $ 2,4 milhões anualmente

Talento de engenharia e experiência técnica

A partir de 2023, a Harmonic emprega 1.242 funcionários totais, com 687 dedicados às funções de engenharia e P&D.

Categoria de funcionários	Total de funcionários	Percentagem
Equipe de engenharia	687	55.3%
Vendas e marketing	276	22.2%
Administrativo	279	22.5%

Instalações avançadas de pesquisa e desenvolvimento

A harmônica opera centros de P&D em vários locais globais, com um investimento total de US $ 86,1 milhões em 2023.

• Locais de P&D: San Jose, CA (sede); Sunnyvale, CA; Israel
• Investimento total de P&D: US $ 86,1 milhões
• P&D como porcentagem de receita: 17,3%

Infraestrutura de suporte ao cliente global

A Harmonic mantém uma rede de suporte global abrangente em várias regiões.

Região de apoio	Centros de suporte	Tempo médio de resposta
América do Norte	3	2,1 horas
Europa	2	2,4 horas
Ásia -Pacífico	2	2,6 horas

Harmonic Inc. (HLIT) - Modelo de Negócios: Proposições de Valor

Soluções avançadas de entrega de vídeo e streaming

A Harmonic Inc. fornece soluções de entrega de vídeo com as seguintes especificações -chave:

Tecnologia	Métrica de desempenho	Alcance do mercado
Plataforma de streaming VOS360	Até 4K UHD Streaming	150+ provedores de serviços globais
Solução virtualizada de Cableos	99,999% de confiabilidade	Mais de 30 implantações do operador de cabo

Tecnologias de rede de vídeo de alto desempenho

As tecnologias de rede da Harmonic entregam:

• Eficiência de largura de banda até 50% de melhoria
• Redução de latência de 30-40 milissegundos
• Suporte para padrões de compressão HEVC e AV1

Infraestrutura escalável para indústrias de mídia e telecomunicações

Os recursos de infraestrutura incluem:

Tipo de infraestrutura	Capacidade	Escala de implantação
Soluções nativas da nuvem	100+ TBPS TBPS TIPAÇÃO	Implantações corporativas globais
Plataformas de computação de borda	Processamento de microssegundos sub-100	45 países operacionais

Plataformas de distribuição de conteúdo econômicas

Métricas financeiras da plataforma de distribuição:

• Redução de despesas operacionais: 35-40%
• Otimização da rede de entrega de conteúdo: economia de 25% de custos
• Melhoria da utilização da largura de banda: 60% de eficiência

Tecnologias inovadoras de compressão e transmissão

Tecnologia	Taxa de compressão	Adoção de mercado
Soluções de compressão SaaS	Redução de largura de banda de até 70%	Mais de 200 clientes de mídia
Plataformas de codificação avançada	4: 1 Eficiência de compressão	85 grandes emissoras

Harmonic Inc. (HLIT) - Modelo de Negócios: Relacionamentos do Cliente

Engajamento de vendas da empresa direta

No quarto trimestre 2023, a Harmonic Inc. relatou receita direta de vendas corporativas de US $ 169,4 milhões, com foco na entrega de vídeos, cabos e clientes de streaming.

Canal de vendas	Contribuição da receita	Segmentos de clientes
Vendas diretas da empresa	US $ 169,4 milhões	Cabo, telecomunicações, plataformas de streaming
Contas da empresa global	47 clientes de Tier-1	Principais empresas de mídia e telecomunicações

Serviços de suporte técnico e consulta

A Harmonic fornece suporte técnico abrangente com uma equipe dedicada de 124 engenheiros de suporte global.

• Disponibilidade de suporte técnico 24/7
• Tempo de resposta: média de 2,5 horas para questões críticas
• Centros de Suporte Global: 3 Locais

Abordagem de parceria de tecnologia de longo prazo

Em 2023, mantido harmônico 87 parcerias de tecnologia estratégica através das tecnologias de infraestrutura de vídeo e streaming.

Tipo de parceria	Número de parcerias	Foco estratégico
Alianças de tecnologia	87	Infraestrutura de vídeo, soluções de streaming
Acordos colaborativos de P&D	12	Tecnologias de vídeo avançadas

Desenvolvimento de solução personalizada

A Harmonic investiu US $ 72,3 milhões em P&D durante 2023, com foco em soluções de entrega de vídeo personalizadas.

• Plataformas de entrega de vídeo personalizadas
• Arquitetura de streaming personalizada
• Design de solução adaptativa

Implementação e treinamento de produtos em andamento

A Harmonic entregou 246 programas abrangentes de implementação e treinamento em 2023.

Categoria de treinamento	Número de programas	Alcance do cliente
Implementação técnica	172	Clientes da empresa global
Treinamento de produtos	74	Parceiros de tecnologia

Harmonic Inc. (HLIT) - Modelo de Negócios: Canais

Equipe de vendas diretas

A partir do quarto trimestre 2023, a Harmonic Inc. manteve uma equipe de vendas direta de 87 profissionais de vendas direcionados aos clientes de empresas e telecomunicações.

Tipo de canal de vendas	Número de representantes	Cobertura geográfica
Vendas corporativas	52	América do Norte
Vendas de telecomunicações	35	Mercados globais

Plataformas de marketing digital online

A Harmonic Inc. utiliza vários canais de marketing digital com um orçamento de marketing digital 2023 de US $ 2,4 milhões.

• Marketing do LinkedIn
• Plataforma do Google Ads
• Publicidade do site da indústria direcionada

Conferências de Tecnologia e Eventos da Indústria

Em 2023, a Harmonic participou de 14 conferências internacionais de tecnologia com um orçamento de marketing de eventos de US $ 1,1 milhão.

Tipo de evento	Número de eventos	Investimento total
Principais conferências de tecnologia	6	$650,000
Cúpulas de telecomunicações	8	$450,000

Redes de referência de parceiros

A Harmonic Inc. mantém 42 acordos de parceria de tecnologia ativa e provedores de serviços a partir de 2024.

• Parceria da Cisco Systems
• Ericsson Collaboration
• Parceria de Soluções de Rede Nokia

Demonstrações de produtos baseadas na Web

Em 2023, a Harmonic conduziu 276 sessões de demonstração de produtos on -line com uma média de 43 participantes por sessão.

Tipo de demonstração	Sessões totais	Participantes médios
Soluções de streaming de vídeo	124	38
Soluções de acesso a cabo	98	47
Virtualização de rede	54	45

Harmonic Inc. (HLIT) - Modelo de negócios: segmentos de clientes

Operadores de televisão a cabo

A harmônica serve os principais operadores de cabo com soluções de infraestrutura de vídeo. A partir de 2023, a empresa relatou atender a aproximadamente 75% dos principais operadores de televisão a cabo da América do Norte.

Top Cable Operator Clients	Penetração de mercado
Comcast	Participação de mercado significativa
Comunicações Charter	Implantação substancial

Empresas de telecomunicações

A Harmonic fornece soluções de entrega de vídeo para os provedores globais de telecomunicações.

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

Plataformas de streaming de mídia

A empresa suporta várias infraestruturas de plataforma de streaming, com soluções implantadas em várias plataformas globais.

Plataforma de streaming	Integração de tecnologia
Netflix	Soluções avançadas de codificação de vídeo
Amazon Prime Video	Infraestrutura de streaming abrangente

Provedores de infraestrutura de vídeo corporativo

A Harmonic suporta infraestrutura de vídeo em nível corporativo com soluções especializadas.

• Tamanho do mercado -alvo: Estimado US $ 3,5 bilhões no mercado de infraestrutura de vídeo corporativo
• Plataformas de entrega de vídeo nativas de nuvem
• Soluções de vídeo definidas por software

Redes de transmissão e distribuição de conteúdo

A harmônica serve as principais redes de transmissão e plataformas de distribuição de conteúdo globalmente.

Rede de transmissão	Alcance geográfico
ESPN	Mercado norte -americano
BBC	Mercado europeu
Sky Network	Distribuição internacional

Harmonic Inc. (HLIT) - Modelo de negócios: estrutura de custos

Investimentos de pesquisa e desenvolvimento

Para o ano fiscal de 2023, a Harmonic Inc. registrou despesas de P&D de US $ 79,4 milhões, representando aproximadamente 22,3% da receita total.

Ano fiscal	Despesas de P&D	Porcentagem de receita
2023	US $ 79,4 milhões	22.3%
2022	US $ 74,2 milhões	21.5%

Despesas de pessoal de engenharia

O total de despesas de pessoal para equipes de engenharia em 2023 foi de US $ 112,6 milhões, com um salário médio de engenharia de US $ 135.000 por funcionário.

• Força de trabalho total de engenharia: 835 funcionários
• Compensação anual média: US $ 135.000
• Total de despesas de pessoal: US $ 112,6 milhões

Produção de fabricação e hardware

Os custos de fabricação de 2023 totalizaram US $ 156,3 milhões, com as principais despesas de produção da produção da seguinte forma:

Categoria de custo	Quantia	Percentagem
Matérias-primas	US $ 68,7 milhões	44%
Trabalho direto	US $ 47,2 milhões	30.2%
Manufatura de sobrecarga	US $ 40,4 milhões	25.8%

Custos operacionais de vendas e marketing

As despesas de vendas e marketing de 2023 foram de US $ 92,5 milhões, representando 26% da receita total.

• Despesas totais de vendas e marketing: US $ 92,5 milhões
• Equipe de vendas Headcount: 215 funcionários
• Investimentos do Programa de Marketing: US $ 37,6 milhões

Manutenção de infraestrutura de tecnologia

A infraestrutura de tecnologia e os custos de manutenção de 2023 totalizaram US $ 45,2 milhões.

Categoria de custo de infraestrutura	Quantia
Serviços em nuvem	US $ 18,3 milhões
Manutenção de hardware	US $ 12,7 milhões
Licenciamento de software	US $ 14,2 milhões

Harmonic Inc. (HLIT) - Modelo de negócios: fluxos de receita

Vendas de produtos de hardware

A Harmonic Inc. relatou receita de vendas de produtos de hardware de US $ 456,7 milhões no ano fiscal de 2023.

Categoria de produto	Receita (US $ milhões)
Hardware de infraestrutura de vídeo	276.4
Hardware de acesso a cabo	180.3

Taxas de licenciamento de software

A receita de licenciamento de software totalizou US $ 142,5 milhões em 2023.

• Licenciamento de software de vídeo: US $ 87,2 milhões
• Licenciamento de software de acesso a cabo: US $ 55,3 milhões

Serviços profissionais e consultoria

Os serviços profissionais geraram US $ 98,3 milhões em receita para o ano fiscal de 2023.

Tipo de serviço	Receita (US $ milhões)
Consultoria de design de rede	45.6
Serviços de implementação	52.7

Contratos de suporte técnico em andamento

A receita do contrato de suporte técnico atingiu US $ 112,6 milhões em 2023.

• Contratos de apoio anual: US $ 76,4 milhões
• Serviços de garantia estendida: US $ 36,2 milhões

Plataformas de tecnologia baseadas em assinatura

A receita de assinatura totalizou US $ 83,9 milhões no ano fiscal de 2023.

Tipo de plataforma	Receita (US $ milhões)
Serviços de vídeo baseados em nuvem	53.7
Plataformas de gerenciamento de rede	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.