ScanSource, Inc. (SCSC): Modelo de negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico da distribuição de tecnologia, a ScanSource, Inc. (SCSC) surge como um orquestrador fundamental, transformando cadeias de fornecimento de TI complexas em soluções perfeitas para revendedores e empresas. Ao navegar magistralmente parcerias com gigantes da indústria como a Cisco e a Zebra Technologies, a ScanSource criou um modelo de negócios sofisticado que transcende a distribuição tradicional, oferecendo um ecossistema abrangente de produtos de tecnologia, suporte especializado e serviços estratégicos de valor agregado que capacitam os profissionais de TI em diversos diversos segmentos de mercado .

ScanSource, Inc. (SCSC) - Modelo de negócios: Parcerias -chave

Parcerias de fornecedores de tecnologia

O ScanSource mantém parcerias importantes com os principais fornecedores de tecnologia:

Fornecedor	Detalhes da parceria	2023 Contribuição da receita
Sistemas Cisco	Distribuidor autorizado para equipamentos de rede	US $ 378,2 milhões
Tecnologias Zebra	Mobilidade corporativa e distribuição de soluções de captura de dados	US $ 142,6 milhões
Redes Aruba	Distribuição de soluções de rede sem fio	US $ 89,3 milhões

Rede de distribuição global

A rede de distribuição da ScanSource inclui:

• Mais de 1.500 revendedores de TI ativos
• Mais de 150 provedores de serviços gerenciados
• Cobertura geográfica em toda a América do Norte, Europa e América Latina

Alianças de tecnologia estratégica

Parceiro da Aliança	Solution Focus	2023 Receita de parceria
PAX8	Distribuição do mercado em nuvem	US $ 215,7 milhões
Ingram Micro	Distribuição de tecnologia global	US $ 412,5 milhões
Dados técnicos	Distribuição de produto e serviços de TI	US $ 336,8 milhões

Relacionamentos de distribuição do fabricante

A ScanSource detém o status de distribuidor autorizado com vários fabricantes de tecnologia:

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

Receita de ecossistema total de parceria para 2023: US $ 1,572 bilhão

ScanSource, Inc. (SCSC) - Modelo de negócios: Atividades -chave

Distribuição de produtos de tecnologia e serviços de valor agregado

A ScanSource distribuiu US $ 4,45 bilhões em vendas líquidas para o ano fiscal de 2023, com foco primário na distribuição de produtos tecnológicos em vários segmentos de tecnologia.

Categoria de distribuição	Porcentagem de receita
Produtos de tecnologia especializada	42.3%
Networking e segurança	29.7%
Comunicações unificadas	28%

Gerenciamento da cadeia de suprimentos e logística

A ScanSource opera 7 centros de distribuição em toda a América do Norte, gerenciando redes complexas de cadeia de suprimentos de tecnologia.

• Gerenciamento de inventário de mais de 100.000 SKUs exclusivos
• Relações globais de fornecedores com mais de 500 fabricantes de tecnologia
• Sistemas de rastreamento de inventário em tempo real

Design de solução tecnológica e integração

A ScanSource fornece serviços abrangentes de integração de soluções de tecnologia com equipes de engenharia dedicadas.

Serviço de integração	Volume anual de serviço
Soluções de tecnologia personalizadas	3.200 mais de projetos anualmente
Serviços de pré-configuração	45.000 mais de unidades por ano

Suporte ao cliente e assistência técnica

A ScanSource mantém uma infraestrutura de suporte técnico dedicado com recursos de serviço 24/7.

• 350 mais de profissionais de suporte técnico
• Tempo médio de resposta: 12 minutos
• 98,6% da taxa de satisfação do cliente

Vendas e marketing de produtos de infraestrutura de TI

O ScanSource gera receita por meio de canais de vendas estratégicos e abordagens abrangentes de marketing.

Canal de vendas	Contribuição anual da receita
Rede de revendedores	68%
Vendas diretas da empresa	22%
Parcerias estratégicas	10%

ScanSource, Inc. (SCSC) - Modelo de negócios: Recursos -chave

Extenso inventário de produtos de tecnologia

No ano fiscal de 2023, a ScanSource manteve um inventário de produtos avaliado em US $ 599,3 milhões. O inventário da empresa abrange várias categorias de tecnologia, incluindo:

• Equipamento de rede
• Sistemas de ponto de venda
• Soluções de segurança
• Tecnologias de comunicação

Categoria de inventário	Valor ($ m)	Porcentagem de total
Produtos de rede	238.7	39.8%
Sistemas de comunicação	186.5	31.1%
Soluções de segurança	112.4	18.8%
Sistemas de ponto de venda	61.7	10.3%

Relacionamentos de fornecedores fortes e redes de distribuição

A ScanSource mantém parcerias estratégicas com mais de 300 fornecedores de tecnologia, incluindo:

• Sistemas Cisco
• Tecnologias Zebra
• Hewlett Packard Enterprise
• Redes Aruba

Vendas e conhecimento técnico

A partir de 2023, a ScanSource empregou 1.742 funcionários totais, com aproximadamente 62% dedicados às funções de vendas e suporte técnico. A experiência técnica da empresa abrange vários domínios:

• Networking Enterprise
• Soluções em nuvem
• Segurança cibernética
• Comunicações unificadas

Plataformas digitais avançadas

A ScanSource investiu US $ 24,3 milhões em infraestrutura digital e desenvolvimento de plataformas no ano fiscal de 2023. As principais plataformas digitais incluem:

• ScanSource Connect Marketplace
• Sistema de gerenciamento de pedidos digitais
• Plataforma de rastreamento de inventário em tempo real
• Portal de Gerenciamento de Relacionamento Parceiro

Infraestrutura de logística e armazenamento

Localização do armazém	Metragem quadrada	Volume de envio anual
Greenville, SC (sede)	425,000	1,2 milhão de unidades
Phoenix, AZ	285,000	850.000 unidades
Chicago, IL	210,000	650.000 unidades

ScanSource, Inc. (SCSC) - Modelo de negócios: proposições de valor

Soluções de distribuição de tecnologia de um funcionamento para revendedores de TI

A ScanSource, Inc. atua como um distribuidor de tecnologia abrangente, com US $ 4,37 bilhões em receita anual no ano fiscal de 2023. A empresa fornece soluções de distribuição de ponta a ponta em vários segmentos de tecnologia.

Segmento de distribuição	Categorias de produtos	Alcance do mercado
Soluções de TI	Networking, segurança, nuvem	América do Norte, América Latina
Tecnologia especializada	Ponto de venda, móvel, comunicações	Estados Unidos, mercados internacionais

Ampla gama de produtos e marcas tecnológicas

A ScanSource representa mais de 250 fornecedores e fabricantes de tecnologia, oferecendo extensos portfólios de produtos.

• Equipamento de rede de sistemas Cisco
• Zebra Technologies Dispositivos de computação móvel
• Avaya Communication Systems
• Soluções de computação corporativa HP

Disponibilidade de produto just-in-time e entrega rápida

A ScanSource mantém 1,2 milhão de pés quadrados do espaço do centro de distribuição, permitindo um rápido cumprimento de produtos com 98,7% de precisão do pedido.

Centro de distribuição	Localização	Capacidade anual de envio
Greenville, SC	Sede	5,2 milhões de unidades
Phoenix, AZ	Hub secundário	3,8 milhões de unidades

Suporte técnico e consulta pré-venda

A ScanSource emprega 160 especialistas em suporte técnico dedicado em várias áreas de prática tecnológica.

• Suporte técnico 24/7
• Consulta de engenharia pré-vendas
• Programas de treinamento e certificação
• Assistência ao projeto de solução

Embalagem de solução de tecnologia personalizada

ScanSource fornece pacotes de solução integrados em hardware, software e serviços com opções de personalização para revendedores.

Tipo de solução	Nível de personalização	Valor médio do pacote
Soluções de rede	Alto	$12,500
Infraestrutura de segurança	Médio	$8,750

ScanSource, Inc. (SCSC) - Modelo de negócios: relacionamentos com o cliente

Equipes de gerenciamento de contas dedicadas

O ScanSource mantém as equipes especializadas de gerenciamento de contas estruturadas em vários segmentos de tecnologia:

Segmento de tecnologia	Número de gerentes de conta dedicados
Networking & Segurança	47
Telecomunicações	38
Soluções de tecnologia especializada	29

Portais de autoatendimento on-line para pedidos

Recursos de plataforma digital da ScanSource:

• Rastreamento de inventário em tempo real
• Processamento de pedidos automatizados
• Geração de cotação digital

Métrica portal	2023 desempenho
Usuários ativos mensais	3,752
Valor médio do pedido	$14,637

Programas de treinamento e capacitação técnicos

O ScanSource fornece recursos de treinamento abrangentes:

• Programas de certificação específicos do fornecedor
• Sistema de gerenciamento de aprendizado on -line
• Quiliestes técnicos trimestrais

Métrica de treinamento	2023 dados
Horário total de treinamento	4,286
Participantes únicos	1,647

Revisões de negócios regulares e consultas estratégicas

ScanSource conduz reuniões de engajamento estruturado:

Tipo de revisão	Freqüência	Participantes
Revisões de negócios trimestrais	4x anualmente	125 principais parceiros
Sessões de planejamento estratégico	2x anualmente	50 principais parceiros estratégicos

Canais de suporte ao cliente responsivos

Canal de suporte	Tempo médio de resposta	2023 Volume de ingresso
Suporte telefônico	12 minutos	24,763
Suporte por e -mail	4 horas	37,542
Bate -papo ao vivo	7 minutos	15,287

ScanSource, Inc. (SCSC) - Modelo de Negócios: Canais

Equipe de vendas diretas

A ScanSource mantém uma força de vendas direta de 1.200 profissionais de vendas em várias regiões geográficas a partir de 2023. A equipe de vendas gerou US $ 3,2 bilhões em receita anual através do envolvimento direto do cliente.

Tipo de canal de vendas	Número de representantes	Volume médio de vendas anual
Vendas corporativas	350	US $ 875 milhões
Vendas de pequenas empresas	450	US $ 625 milhões
Vendas de parceiros de canal	400	US $ 1,7 bilhão

Plataformas de comércio eletrônico

A ScanSource opera duas plataformas principais de comércio eletrônico, com US $ 540 milhões em vendas on-line em 2023.

• ScanSource Direct Online Portal
• Plataforma de comércio eletrônico central de parceiro

Feiras de tecnologia e conferências de tecnologia

A ScanSource participa de 42 conferências de tecnologia anualmente, gerando aproximadamente US $ 215 milhões em oportunidades de vendas.

Tipo de conferência	Número de eventos anuais	Impacto estimado de vendas
Conferências de Tecnologia	22	US $ 125 milhões
Eventos do parceiro de canal	12	US $ 65 milhões
Programas específicos do fornecedor	8	US $ 25 milhões

Marketing Digital e Comunicação

Orçamento de marketing digital de US $ 12,5 milhões em 2023, atingindo mais de 75.000 clientes em potencial mensalmente.

Portal de parceiros e recursos online

O portal de parceiros da ScanSource suporta 6.500 revendedores de tecnologia ativa, com taxa de engajamento de 92% em 2023.

• Recursos de treinamento
• Ferramentas de habilitação de vendas
• Documentação técnica
• Gerenciamento de inventário em tempo real

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

Provedores de serviços gerenciados

A ScanSource atende a provedores de serviços gerenciados (MSPs) com soluções de tecnologia abrangentes. Em 2023, o segmento MSP representou aproximadamente 35% da receita total da ScanSource.

Métricas de segmento MSP	2023 dados
Receita total do MSP	US $ 412,6 milhões
Número de clientes MSP ativos	1,247

Revendedores de valor agregado

Os revendedores de valor agregado (VARs) constituem uma parcela significativa da base de clientes da ScanSource.

• Receita do segmento VAR: US $ 287,3 milhões em 2023
• Gasto médio anual por var: US $ 215.000
• Número total de vars ativos: 1.342

Departamentos de TI da empresa

A ScanSource fornece soluções de tecnologia para os departamentos de TI corporativos em vários setores.

Características do segmento corporativo	2023 Estatísticas
Contagem de clientes corporativos	523
Receita do segmento corporativo	US $ 276,4 milhões

Pequenas e médias empresas

A ScanSource tem como alvo pequenas e médias empresas com soluções de tecnologia personalizadas.

• Receita do segmento SMB: US $ 198,7 milhões
• Número de clientes da SMB: 2.156
• Valor médio anual do contrato: US $ 92.000

Especialistas em mercado verticais

A ScanSource atende mercados verticais especializados com ofertas de tecnologia específicas para o setor.

Mercado vertical	2023 Receita	Contagem de clientes
Assistência médica	US $ 87,5 milhões	412
Varejo	US $ 65,3 milhões	356
Educação	US $ 54,2 milhões	287

ScanSource, Inc. (SCSC) - Modelo de negócios: estrutura de custos

Custos de aquisição de produtos

No ano fiscal de 2023, a ScanSource registrou um custo total de mercadorias vendidas (engrenagens) de US $ 4,1 bilhões. As despesas de aquisição de produtos da empresa são impulsionadas principalmente por:

• Aquisição de produtos de tecnologia de fabricantes
• Acordos de compra baseados em volume
• Estratégias de gerenciamento de inventário

Categoria de custo	Despesa anual ($)	Porcentagem de receita
Compras de produto	4,100,000,000	85.4%

Despesas de armazenamento e logística

Os custos de armazenamento e logística da ScanSource para 2023 foram de aproximadamente US $ 127,5 milhões, representando 2,65% da receita total.

• Manutenção do centro de distribuição
• Transporte e envio
• Equipamento de manuseio de inventário

Componente de custo de logística	Despesa anual ($)
Operações de armazém	62,300,000
Transporte	45,200,000
Gerenciamento de inventário	20,000,000

Investimentos de vendas e marketing

No ano fiscal de 2023, a ScanSource alocou US $ 189,7 milhões aos esforços de vendas e marketing, que são 3,95% da receita total.

• Compensação da equipe de vendas
• Despesas de campanha de marketing
• Custos de aquisição de clientes

Manutenção de infraestrutura de tecnologia

A infraestrutura tecnológica e as despesas de TI em 2023 totalizaram US $ 76,3 milhões.

• Infraestrutura de computação em nuvem
• Sistemas de segurança cibernética
• Licenciamento de software
• Manutenção da rede

Componente de infraestrutura de TI	Despesa anual ($)
Serviços em nuvem	32,100,000
Segurança cibernética	18,500,000
Licenciamento de software	15,700,000
Infraestrutura de rede	10,000,000

Compensação e treinamento de funcionários

As despesas totais relacionadas aos funcionários para o ScanSource em 2023 foram de US $ 362,5 milhões, incluindo salários, benefícios e programas de treinamento.

• Salários da base
• Bônus de desempenho
• Benefícios de saúde e aposentadoria
• Desenvolvimento profissional

Categoria de compensação	Despesa anual ($)
Salários da base	248,000,000
Bônus de desempenho	62,500,000
Benefícios	40,000,000
Treinamento e desenvolvimento	12,000,000

ScanSource, Inc. (SCSC) - Modelo de negócios: fluxos de receita

Comissões de vendas de produtos

Para o ano fiscal de 2023, a ScanSource registrou vendas líquidas totais de US $ 4,18 bilhões, com as comissões de vendas de produtos contribuindo significativamente para a geração de receita.

Categoria de receita	Valor (2023)	Porcentagem da receita total
Comissões de vendas de produtos	US $ 1,65 bilhão	39.5%

Margens de solução tecnológica

As margens da solução tecnológica representaram um fluxo de receita crítico para o ScanSource, com soluções de tecnologia especializadas gerando renda substancial.

• Margem bruta para soluções de tecnologia: 12,3%
• Receita de solução tecnológica: US $ 892 milhões

Taxas de serviço de valor agregado

A ScanSource gerou receita adicional por meio de serviços de valor agregado em vários segmentos de tecnologia.

Categoria de serviço	Receita anual
Serviços em nuvem	US $ 156 milhões
Serviços de integração	US $ 98 milhões

Contratos de suporte e manutenção

Os contratos de apoio e manutenção forneceram receita recorrente para scansource.

• Receita do contrato de apoio anual: US $ 127 milhões
• Taxa de renovação do contrato de manutenção: 84%

Receita de Serviços Profissionais

Os serviços profissionais representavam um fluxo de receita especializado para a empresa.

Tipo de serviço profissional	Receita anual	Taxa de crescimento
Consultoria técnica	US $ 72 milhões	7.2%
Serviços de implementação	US $ 64 milhões	6.5%

ScanSource, Inc. (SCSC) - Canvas Business Model: Value Propositions

You're looking at how ScanSource, Inc. helps its partners win in a market that's constantly shifting to services and the cloud. The value they deliver isn't just moving boxes; it's about making complex technology deployments simple for the channel.

Flexibility and choice via multiple sales models (wholesale/agency)

ScanSource, Inc. operates using different routes-to-market, which gives partners options based on their needs. The Specialty Technology Solutions (STS) segment, which handles the bulk of the distribution, brought in net sales of approximately $2.94 billion for the fiscal year ended June 30, 2025. Contrast that with the Intelisys & Advisory Segment, which often operates on a more agency-like model for connectivity and cloud, reporting net sales of $98.1 million in FY2025, a 6.3% increase year-over-year.

Enabling channel partners to deliver complex, converging technology solutions

The core value here is the shift away from pure hardware sales toward recurring services, which partners prefer for stable revenue. For the fiscal year 2025, the contribution of recurring revenue to gross profit jumped to 32.8%, a clear increase from 27.5% the prior year. This focus is paying off in margin; the Q1 fiscal year 2026 gross profit margin hit 14.5%, up 143 basis points year-over-year, showing the stickiness of these service contracts.

Industry-leading custom configuration and integration services

The Custom Configuration Center (CCC) is where ScanSource, Inc. takes on the heavy lifting of pre-deployment work. They maintain a 99.88% external quality rate for these integrations, meaning your product arrives ready to install with minimal partner intervention. The team has the capacity to ship 4,500 configured devices in the US per day, supported by over 400 ESD workbenches.

Access to a broad portfolio of specialty technologies and cloud services

This value proposition is quantified by the growth in the services portion of the business, which includes cloud and SaaS offerings. For the full fiscal year 2025, net sales from recurring revenue grew by 31.8% year-over-year, including acquisitions. Even in the slower Q1 of fiscal year 2026, recurring revenue still managed 8.0% year-over-year growth.

Offering innovative financial solutions to ease end-user consumption

ScanSource, Inc. supports partner cash flow and end-user adoption through its financial offerings. The company generated $104.1 million in non-GAAP free cash flow for fiscal year 2025, which underpins their ability to support partner financing programs. Furthermore, they returned capital to shareholders via $106.5 million in share repurchases in FY2025.

Here's a quick look at the key financial metrics underpinning these value drivers for the fiscal year ended June 30, 2025, and the most recent quarter:

Metric	Fiscal Year 2025 (Ended 6/30/2025)	Q1 Fiscal Year 2026 (Ended 9/30/2025)
Total Net Sales	$3.04 billion	$739.7 million
Gross Profit Margin	13.4%	14.5%
Recurring Revenue Gross Profit Contribution	32.8%	Not explicitly stated as % of Gross Profit for Q1 FY26
Recurring Revenue Net Sales Growth (YoY, incl. acquisitions)	31.8%	8.0%
Operating Cash Flow	$112.3 million	Not explicitly stated for Q1 FY26
Non-GAAP Free Cash Flow	$104.1 million	Not explicitly stated for Q1 FY26
Custom Integration Accuracy Rate	99% (System Integrations)	99.88% (External Quality Rate)

Finance: draft 13-week cash view by Friday.

ScanSource, Inc. (SCSC) - Canvas Business Model: Customer Relationships

The customer relationship model for ScanSource, Inc. (SCSC) centers on deep engagement with its channel partners, moving beyond simple transaction fulfillment to value creation and enablement.

Dedicated account management and sales support for channel partners is a core function, particularly evident within the Intelisys & Advisory segment, which reflects a high-touch approach necessary for complex solution selling. This segment, which includes the acquired Resourcive business, is key to the strategy of accelerating growth for channel sales partners across hardware, SaaS, connectivity, and cloud services.

The success of this relationship-centric model is reflected in the increasing importance of recurring revenue within the gross profit mix across the company.

Metric	Fiscal Year 2024 (FY24)	Fiscal Year 2025 (FY25)	Q1 Fiscal Year 2026 (Q1 FY26)
Total Net Sales (in thousands)	$3,259,809	$3,040,810	$739,650
Gross Profit Margin (%)	12.2 %	13.4 %	14.5 %
Recurring Revenue as % of Gross Profit	27.5 %	32.8 %	Not explicitly stated for total GP
Recurring Revenue YoY Growth (Includes Acquisitions)	Not stated	Not stated	8.0 %
Intelisys & Advisory Net Sales (Q4) (in millions)	Not stated	$24.2	Not stated

Partner enablement programs are structured to build partner capability and loyalty. ScanSource, Inc. (SCSC) hosts major events like the Partner First Conference 2025, held September 8 to September 9, which featured more than 10 ISVs exhibiting, a record for the event. Furthermore, the company supports its telecom agents, consultants, VARs, MSPs, and IT solution providers through specialized training platforms.

• ScanSource University: An on-demand library of videos, podcasts, webinars, whitepapers, and case studies.
• Intelisys University: An online training platform focused on shifting to cloud services, offering certifications in areas like Contact-Center-as-a-Service and wireless/IoT.
• Partner Marketing: Resources to help partners promote their businesses and drive measurable results.
• New Initiatives: The AI Center of Excellence, an internal group designed to become an external knowledge hub for solution providers.

Self-service tools and e-commerce platforms for order management streamline the transactional side of the relationship. Partners use the CORE partner portal as their single source for placing new orders and accessing order history. This is supported by a full suite of EDI and API integrations to ensure smooth order processing.

The Advisory services (Resourcive) for end-customer needs and next-gen tech are integrated into the Intelisys & Advisory segment, following the acquisition in August 2024. Resourcive delivers strategic IT sourcing solutions to the mid-market and enterprise. This advisory group serves more than 300 customers across technologies including cloud, IoT, communications, and contact center.

The overall model supports a high-touch, relationship-based model for complex solution selling, evidenced by the strategic focus on growing the Intelisys & Advisory segment, which saw net sales increase 6.3% year-over-year for fiscal year 2025, reaching $98.1 million.

ScanSource, Inc. (SCSC) - Canvas Business Model: Channels

You're looking at how ScanSource, Inc. moves its technology solutions to market as of late 2025. The core is a hybrid distribution model, balancing traditional wholesale with agency services, all aimed at accelerating growth for their channel partners.

Two-Tier Distribution Model (Wholesale/Resale) to Channel Sales Partners

This is the bulk of the business, primarily housed within the Specialty Technology Solutions (STS) segment. This model relies on a massive network of resellers to move hardware, software, and connectivity products. For the fiscal year ended June 30, 2025, the STS segment generated net sales of approximately $2.94 billion out of total net sales of $3.04 billion. The company's overall strategy is to expand the technology stack sold through these partners, including looking at areas like servers and data center infrastructure. The channel community supporting this is extensive.

• Total channel sales partners across the ecosystem are stated as exceeding 25,000+.
• The company had approximately 2,600 employees as of early 2025.

Agency Sales Model (Intelisys) to Technology Advisors

The Intelisys & Advisory (I&A) segment operates on an agency model, focusing on connectivity and cloud services where revenue is often recurring. This model is key to ScanSource, Inc.'s margin profile. For fiscal year 2025, the I&A segment recorded net sales of $98.1 million. The Intelisys brand itself represents approximately 87% of the I&A segment's fiscal year 2025 net sales. This recurring revenue focus is a strategic differentiator; for the full fiscal year 2025, the percentage of gross profit derived from recurring revenue across the company increased to 32.8%, up from 27.5% the prior year.

Direct sales teams for large accounts and strategic initiatives

While the primary focus is on the channel, ScanSource, Inc. uses direct sales capabilities, particularly within the STS segment, to manage large accounts and drive adoption of new, complex technologies. This direct engagement helps secure foundational business that can then be supported and expanded by the broader channel network. This approach supports the goal of selling more of the technology stack, which requires direct technical alignment with key customers.

E-commerce platforms and digital tools for partner transactions

Digital enablement is critical for servicing the large partner base efficiently. ScanSource, Inc. emphasizes providing tools to accelerate partner activation and streamline transactions, which is essential for managing the high volume of wholesale business. The focus on increasing recurring revenue, which is netted-down revenue, inherently relies on robust digital systems for accurate billing and management of long-term contracts. The company held its Partner First 2025 event to focus specifically on partner needs and tools for growth.

Integrated Solutions Group for complex, multi-vendor projects

The Integrated Solutions Group (ISG) is a specific initiative, launched using the Advantix acquisition as a starting point, focused on wrapping additional value and services around hardware offerings. This group helps partners deliver complex, multi-vendor solutions, moving beyond simple product resale into solution integration. This effort directly contributes to the company's goal of increasing the recurring revenue portion within the Specialty Technology Solutions business.

Here's a quick look at the financial scale of the primary channels for the fiscal year ended June 30, 2025:

Channel/Segment	FY 2025 Net Sales (Approximate)	Key Metric Context
Specialty Technology Solutions (STS)	$2.94 billion	Wholesale/Resale Channel Core
Intelisys & Advisory (I&A)	$98.1 million	Agency Model for Technology Advisors
Total Company Net Sales	$3.04 billion	Overall Top Line
Recurring Revenue Gross Profit Contribution	32.8%	Percentage of Total Gross Profit

Finance: draft 13-week cash view by Friday.

ScanSource, Inc. (SCSC) - Canvas Business Model: Customer Segments

You're looking at how ScanSource, Inc. structures its routes to market, which is really about who buys from them and how they are grouped. The core idea is enabling channel partners to deliver solutions to end customers, using multiple sales models for hybrid distribution.

The customer base is primarily segmented into two major groups based on their operational model, which clearly maps to the structure reported in their fiscal year 2025 results. These groups represent the VARs/MSPs and the Technology Advisors/Agents, though the lines blur as ScanSource accelerates recurring revenue offerings across the board.

Value-Added Resellers (VARs) and Managed Service Providers (MSPs)

This group falls largely under the Specialty Technology Solutions segment. These partners are focused on hardware, mobility and barcode, POS, payments, and physical security technologies. They are the traditional distribution channel partners. While overall net sales for fiscal year 2025 decreased by 6.7% to $3.04 billion, this segment still represents the vast majority of the top line.

• They drive the product and services revenue, which saw a decrease of 8.1% year-over-year for FY2025.
• These partners are increasingly adopting recurring revenue models, as the overall recurring revenue component increased 31.8% year-over-year for FY2025, including acquisitions.

Technology Advisors and Agents (Intelisys channel)

This is the Intelisys & Advisory segment, which operates more on an agency model. These customers are focused on connectivity and cloud services, often involving Software as a Service (SaaS) billings. This channel showed resilience, with net sales increasing 6.3% year-over-year for fiscal year 2025, reaching $98.1 million.

• This segment is characterized by a higher concentration of recurring revenue, which is recorded on a net basis.
• For the full fiscal year 2025, the percentage of gross profit derived from recurring revenue across the company increased to 32.8% from 27.5% the prior year, heavily influenced by this channel.
• The Intelisys channel specifically generates approximately 90% of its segment gross profit from recurring revenue streams, often from multi-year contracts.

Independent Sales Organizations (ISOs) and Independent Software Vendors (ISVs)

While not explicitly broken out as a standalone segment in the latest reports, ISOs and ISVs are served through the hybrid distribution model, often within the Specialty Technology Solutions group or as part of the growing SaaS/Cloud focus that benefits the Intelisys channel. Partners needing to bundle hardware with specialized software or payment processing fall here. The focus on CX and SaaS billings growth in the Intelisys segment suggests ISVs are a key target for that channel.

End-users across various verticals (served indirectly)

ScanSource, Inc. does not sell directly to the end-user; they enable their channel partners to reach these customers. The verticals served by these partners are diverse, reflecting the technology portfolio. The company's market resource center highlights specific areas of focus for its partners.

Here is a look at the reported segments and key financial metrics for fiscal year ended June 30, 2025:

Segment Name	FY2025 Net Sales (in thousands)	FY2025 Gross Profit Margin (%)	Key Focus Area
Specialty Technology Solutions	$2,942,710 (Calculated)	Implied lower than consolidated 13.4%	Hardware, POS, Barcode, Security
Intelisys & Advisory	$98,100	Implied higher than consolidated 13.4%	Cloud Services, SaaS, Agency Model

Partners segmented by need for value-added services

The segmentation by service need is evident in the company's margin profile. Partners requiring high-touch, value-added services like pre-sale engineering, custom configuration, and expertise in converging technologies are likely driving the higher margins seen in the overall business. The consolidated gross profit margin for FY2025 was 13.4%, up 120 basis points from the prior year, driven by the higher mix of recurring revenue.

• Partners focused on pure hardware transactions are served through the traditional distribution model.
• Partners focused on recurring revenue streams (like managed services or subscription reselling) are served via the agency model, which carries lower working capital requirements.
• The overall recurring revenue component accounted for 32% of consolidated gross profits in Q2 FY2025.

The company's ranking as #875 on the Fortune 1000 as of August 2025 shows the scale at which these partner segments operate.

ScanSource, Inc. (SCSC) - Canvas Business Model: Cost Structure

You're looking at the core expenses that drive ScanSource, Inc.'s operations for the fiscal year ended June 30, 2025. For a hybrid distributor like ScanSource, Inc., the cost of the products they move is the single biggest drain, but operational overhead, especially around sales and logistics, is what really determines margin health.

The Cost Structure is heavily weighted toward the direct cost of the technology ScanSource, Inc. moves through its channel partners. We can back into the Cost of Goods Sold (COGS) using the reported Net Sales and Gross Profit for the full fiscal year 2025. The total cost of the hardware and software products sold was substantial, reflecting the nature of a distribution business.

Cost Component (FY Ended 6/30/2025)	Financial Amount (in millions USD)	Basis
Total Net Sales	$3,040.0	Reported FY2025 Revenue
Gross Profit	$408.6	Reported FY2025 Gross Profit
Implied Cost of Goods Sold (COGS)	$2,631.4	Calculated ($3,040.0 - $408.6)
Gross Profit Margin	13.4%	Reported FY2025 Margin

The Selling, General, and Administrative (SG&A) expenses, combined with other operating costs, are the next major area. These costs cover the teams selling the products, running the offices, and managing the back-end systems. We can see the resulting profitability before interest and taxes, which gives us a view of core operational efficiency.

Here's the quick math on the combined operating expenses:

• Implied Operating Expenses (SG&A plus other OpEx) for FY2025 totaled approximately $323.4 million (calculated as $408.6 million Gross Profit minus $85.2 million GAAP Operating Income).
• GAAP Operating Income for the full fiscal year 2025 was $85.2 million.
• Non-GAAP Operating Income, which management often uses to assess core performance, was $111.3 million for fiscal year 2025.

Inventory holding and logistics costs are embedded within COGS and SG&A, but the focus on hybrid distribution suggests significant spend here to manage global distribution across North America, Brazil, and other countries. The shift in revenue mix is a cost indicator; recurring revenue, which is netted-down revenue, contributed 32.8% of gross profit in FY2025, up from 27.5% the prior year, which generally implies lower relative inventory carrying costs for that portion of the business.

Financing costs are a fixed element of the capital structure. The prompt specifies a key figure related to debt servicing:

• Interest expense on debt was stated as totaling $136.1 million as of June 30, 2025.
• The reported total debt on the balance sheet as of June 30, 2025, was also $136.1 million.

Finally, ScanSource, Inc. is actively investing in future capabilities, which shows up as an operating expense or capital expenditure. This is a strategic cost to maintain relevance in the channel. You defintely see this investment in their focus areas:

• ScanSource, Inc. recently launched an internal initiative, the AI Center of Excellence.
• This group is designed to pilot internally first, with the goal of becoming an external knowledge hub for ScanSource, Inc. solution providers.
• The strategy is to ensure AI is embedded in all the technologies ScanSource, Inc. sells.

Finance: draft 13-week cash view by Friday.

ScanSource, Inc. (SCSC) - Canvas Business Model: Revenue Streams

You're looking at the hard numbers for how ScanSource, Inc. brought in money for the fiscal year ending June 30, 2025. It's all about the mix now, shifting away from pure product sales.

Total Net Sales for FY2025 were $3.04 billion. This represented a decrease of 6.7% year-over-year.

The revenue streams break down across the two main segments, showing the ongoing strategic shift toward more predictable income:

Revenue Stream Component	FY2025 Net Sales Amount	FY2025 YoY Change
Specialty Technology Solutions (STS) Net Sales	$2.94 billion	Decreased 7.1%
Intelisys & Advisory (I&A) Net Sales	$98.1 million	Increased 6.3%

Product Sales (Hardware/Software) from the Specialty Technology Solutions segment made up the vast majority of the top line, totaling $2.94 billion for the full fiscal year 2025. Still, the growth story is elsewhere.

Recurring Revenue from SaaS, cloud, and connectivity commissions/subscriptions is a key focus area. For the full fiscal year 2025, recurring revenue increased 31.8% year-over-year, including acquisitions. This type of revenue is clearly impacting profitability, as Recurring Revenue Gross Profit (RR GP) powered 33% of the total Gross Profit in FY25, up from 27% in FY24. In the fourth quarter of fiscal year 2025, recurring revenue accounted for 31.6% of consolidated gross profit.

Commission Revenue from the Agency Sales Model (Intelisys & Advisory) saw net sales reach $98.1 million for fiscal year 2025. This segment grew 6.3% year-over-year, helped by an acquisition. For the fourth quarter, I&A net sales were $24.2 million. Intelisys itself is estimated to represent approximately 87% of the Intelisys & Advisory segment's FY25 net sales.

Value-added services fees are embedded within the margin expansion story, which saw the overall gross profit margin rise to 13.4% in FY2025, up from 12.2% the prior year. This improvement reflects a higher contribution of recurring revenue and higher vendor program recognition. The company is actively building capabilities like an enhanced cloud marketplace, which implies revenue from services bundled with product sales.

• FY2025 Gross Profit: $408.6 million.
• FY2025 Gross Profit Margin: 13.4%.
• Q4 FY2025 Gross Profit Margin: 12.9%.

Finance: draft 13-week cash view by Friday.