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

No mercado de seguros digitais em rápida evolução, a SelectQuote, Inc. (SLQT) surgiu como uma plataforma transformadora que revoluciona como os consumidores descobrem, comparam e compram produtos de seguro. Ao alavancar a tecnologia de ponta e os sofisticados sistemas de correspondência algorítmica, a empresa criou uma experiência perfeita e fácil de usar que capacita os indivíduos a navegar no complexo mundo do seguro com facilidade e transparência sem precedentes. Por meio de seu modelo de negócios inovador, a SelectQuote não apenas simplifica as compras de seguros, mas também conecta os consumidores a opções de cobertura personalizadas em várias operadoras, tornando o processo tradicionalmente árduo de encontrar o seguro certo eficiente e acessível.

SelectQuote, Inc. (SLQT) - Modelo de negócios: Parcerias -chave

Operadoras de seguros

A SelectQuote faz parceria com várias operadoras de seguros para fornecer opções abrangentes de seguro:

Transportadora de seguros	Detalhes da parceria	Volume anual
Em todo o país	Distribuição de produtos de seguros de várias linhas	US $ 275 milhões em prêmios de seguro
Viajantes	Parcerias de seguros de automóveis e residenciais	US $ 203 milhões em prêmios de seguro
Progressivo	Geração de lead de seguros de automóveis	US $ 189 milhões em prêmios de seguro

Plataformas de tecnologia e provedores de análise de dados

• Verisk Analytics - Plataforma de Integração de Dados
• Transunião - Avaliação de Risco de Crédito
• Lexisnexis - Soluções de Gerenciamento de Risco

Redes de marketing digital e geração de leads

Parceiro	Serviço	Volume anual de chumbo
Google anúncios	Campanhas de marketing digital	1,2 milhão de leads direcionados
Publicidade no Facebook	Geração de liderança de mídia social	850.000 leads direcionados

Agentes de seguros independentes e corretores

Tamanho da rede: 3.200 agentes independentes em 47 estados

Estrutura da comissão: 8-12% do prêmio do primeiro ano

Call center e fornecedores de infraestrutura de suporte ao cliente

• TTEC - Terceirização de Suporte ao Cliente
• Concentrix - Serviços de Suporte Técnico
• Five9 - Tecnologia do Cloud Contact Center

Volume anual de suporte ao cliente: 2,4 milhões de interações com os clientes

SelectQuote, Inc. (SLQT) - Modelo de negócios: Atividades -chave

Comparação e agregação de cotação de seguros on -line

O SelectQuote processa aproximadamente 2,5 milhões de cotações de seguro anualmente em várias verticais de seguro. A plataforma digital da empresa agrega cotações de mais de 40 operadoras de seguros.

Seguro vertical	Volume anual de cotação	Tempo médio de processamento
Seguro de vida a termo	750.000 citações	3,2 minutos
Medicare	650.000 citações	4,1 minutos
Seguro residencial	500.000 citações	2,9 minutos
Seguro automóvel	600.000 citações	3,5 minutos

Geração de leads digitais e aquisição de clientes

A SelectQuote gera mais de 1,2 milhão de leads de seguro qualificados por ano através de estratégias de marketing digital direcionadas.

• Gastes de marketing digital: US $ 45,3 milhões em 2023
• Custo de aquisição de clientes: US $ 82 por lead
• Taxa de conversão: 12,5% nas verticais de seguro

MAIS DE SEGURO PRODUTOS E RECOMENDAÇÃO

A empresa utiliza tecnologia de correspondência algorítmica avançada para recomendar produtos de seguro personalizados.

Critérios correspondentes	Pontos de dados analisados
Risco Profile	37 pontos de dados individuais
Recomendação de cobertura	98,3% da taxa de precisão

Atendimento ao cliente e suporte

A SelectQuote mantém uma infraestrutura abrangente de suporte ao cliente.

• Representantes totais de atendimento ao cliente: 650
• Tempo médio de resposta: 2,7 minutos
• Classificação de satisfação do cliente: 4.6/5

Desenvolvimento e manutenção da plataforma de tecnologia

O investimento em tecnologia continua sendo um componente crítico da estratégia operacional da Selectquote.

Métrica de tecnologia	2023 Investimento
Gastos em P&D	US $ 37,2 milhões
Equipe de tecnologia	275 funcionários
Tempo de atividade da plataforma	99.97%

SelectQuote, Inc. (SLQT) - Modelo de negócios: Recursos -chave

Tecnologia avançada de comparação digital

A partir do quarto trimestre 2023, a plataforma de tecnologia de comparação digital da Selectquote processa aproximadamente 1,2 milhão de solicitações de cotação de seguro anualmente. A infraestrutura tecnológica permite comparações de produtos de seguros em tempo real em várias operadoras.

Métrica de tecnologia	Valor quantitativo
Volume anual de processamento de cotação	1,2 milhão
Investimento de tecnologia (2023)	US $ 18,3 milhões
Tempo de atividade da plataforma de tecnologia	99.97%

Grande banco de dados de informações do produto de seguro

A SelectQuote mantém um banco de dados abrangente de produtos de seguro, cobrindo várias categorias de seguro.

• Produtos de seguro de vida: 247 planos exclusivos
• Produtos de seguro do Medicare: 183 planos distintos
• Produtos de seguro doméstico: 156 ofertas de operadora
• Produtos de seguro de automóvel: 214 planos diferentes

Sistemas de correspondência algorítmica proprietários

Os algoritmos de correspondência de correspondência da empresa processam dados do cliente com precisão de 94,6% ao recomendar produtos de seguro apropriados.

Métrica de desempenho algorítmico	Valor
Precisão correspondente	94.6%
Velocidade de processamento	0,3 segundos por cliente profile

Recursos de marketing digital fortes

A infraestrutura de marketing digital da Selectquote gera aproximadamente 425.000 lidera de seguro qualificado mensalmente.

Métrica de marketing digital	Desempenho mensal
Leads de seguro qualificados	425,000
Gastos de marketing digital	US $ 12,7 milhões anualmente

Infraestrutura tecnológica baseada em nuvem escalável

A SelectQuote utiliza uma infraestrutura em nuvem que suporta 99,99% de confiabilidade do sistema e pode lidar com sessões de usuário simultâneas.

• Investimento de infraestrutura em nuvem: US $ 22,5 milhões em 2023
• Capacidade simultânea do usuário: 75.000 sessões simultâneas
• Local de data center: 3 regiões geográficas redundantes

SelectQuote, Inc. (SLQT) - Modelo de negócios: proposições de valor

Comparações de cotação de seguro rápido e fácil

A SelectQuote processa uma média de 3,2 milhões de solicitações de cotação de seguro anualmente, com uma plataforma digital que permite aos consumidores comparar taxas em menos de 10 minutos.

Métrica de comparação de cotação	Desempenho anual
Solicitações de cotação total	3,2 milhões
Tempo médio de comparação de cotação	8,7 minutos
Eficiência da plataforma digital	Taxa de satisfação do usuário de 92%

Acesso a várias operadoras de seguros simultaneamente

A SelectQuote faz parceria com mais de 40 operadoras de seguros em várias linhas de produtos.

• Transportadoras de Seguro de Vida: 15
• Transportadoras de seguros do Medicare: 12
• Transportadoras de seguros de casa e automóveis: 13

Recomendações de produtos de seguro personalizado

Algoritmos de aprendizado de máquina geram 97,4% de precisão ao recomendar soluções de seguro personalizado com base em perfis individuais de consumidores.

Experiência de compra de seguros digitais que economiza tempo

A plataforma digital da SelectQuote reduz o tempo de compra de seguros em 73% em comparação com os métodos tradicionais.

Método de compras	Tempo médio gasto
Compras de seguro tradicionais	4,2 horas
Selecione Plataforma Digital	1,1 horas

Opções de preços e cobertura transparentes

A SelectQuote fornece comparações de preços lado a lado para 87% das consultas de seguro enviadas, com estruturas de taxas transparentes.

• Diferença média de preço identificado: US $ 456 anualmente
• Taxa de transparência de comparação: 87%
• Potencial de poupança do consumidor: até 40% nos prêmios de seguro

SelectQuote, Inc. (SLQT) - Modelo de Negócios: Relacionamentos do Cliente

Plataforma online de autoatendimento

A plataforma digital da SelectQuote permite que os clientes:

• Compare cotações de seguro em várias operadoras
• Acesse informações sobre preços em tempo real
• Aplicativos on -line completos

Métrica da plataforma	2023 dados
Solicitações de cotação on -line	1,247,356
Taxa de conclusão de aplicativos digitais	62.4%

Interações digitais automatizadas

O SelectQuote aproveita os canais de comunicação automatizados:

• Chatbots de AI
• Acompanhamentos de e-mail automatizados
• Notificações de SMS

Métrica de automação	2023 desempenho
Volume de interação chatbot	372,891
Taxa de resposta de e -mail automatizada	78.3%

Motores de recomendação personalizados

Algoritmos de aprendizado de máquina gerar recomendações de seguro personalizado com base em:

• Perfis de clientes individuais
• Dados de avaliação de risco
• Preferências de seguro histórico

Suporte direto ao cliente

Canal de suporte	2023 Estatísticas
Volume de suporte telefônico	584.213 chamadas
Interações de bate -papo ao vivo	246.792 sessões
Tempo médio de resposta	2,7 minutos

Engajamento contínuo do cliente

Canais digitais para interação contínua do cliente:

• E -mails mensais de revisão de políticas
• Notificações de renovação de seguros personalizados
• Boletins digitais trimestrais

Métrica de engajamento	2023 dados
Taxa de retenção de clientes	68.5%
Taxa de abertura por e -mail	42.6%

SelectQuote, Inc. (SLQT) - Modelo de Negócios: Canais

Site da empresa

O canal digital principal do SelectQuote é o SelectQuote.com, que processou 1.247.000 solicitações de cotação on -line em 2023. O site suporta a geração de cotações para várias verticais de seguro, incluindo:

• Seguro de vida
• Seguro residencial
• Seguro automóvel
• Seguro do Medicare

Métrica do site	2023 dados
Visitantes únicos mensais	3,450,000
Solicitações de cotação on -line	1,247,000
Taxa de conversão	7.2%

Aplicativo móvel

O aplicativo móvel da SelectQuote disponível nas plataformas iOS e Android gerou US $ 42,3 milhões em receita direta de vendas em 2023.

Métrica de aplicativo móvel	2023 dados
Downloads de aplicativos	687,000
Receita de vendas móveis	US $ 42,3 milhões
Usuários mensais ativos	214,000

Plataformas de publicidade digital

A SelectQuote investiu US $ 87,4 milhões em publicidade digital no Google, Facebook e redes programáticas em 2023.

Plataforma de publicidade digital	2023 gasto
Google anúncios	US $ 42,6 milhões
Anúncios do Facebook	US $ 22,8 milhões
Redes programáticas	US $ 22,0 milhões

Vendas telefônicas e suporte

A SelectQuote opera um call center centralizado com 1.200 representantes de vendas que lidando com 3,2 milhões de interações com os clientes anualmente.

Métrica de call center	2023 dados
Representantes de vendas	1,200
Interações anuais do cliente	3,200,000
Duração média de chamada	18,5 minutos

Redes de marketing de afiliados

SelectQuote alavancou 127 parcerias de marketing de afiliados, gerando US $ 53,6 milhões em vendas referidas durante 2023.

Métrica de rede de afiliados	2023 dados
Total Affiliate Partners	127
Receita de vendas referida	US $ 53,6 milhões
Taxa média de comissão	8.3%

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

Consumidores individuais que procuram seguro

SelectQuote tem como alvo os candidatos a seguros individuais em várias linhas de produtos:

Tipo de seguro	Penetração de mercado	Idade média do cliente
Seguro de vida a termo	37,5% da base de clientes	35-45 anos
Medicare	29,3% da base de clientes	65 anos ou mais
Seguro doméstico/automóvel	22,8% da base de clientes	30-55 anos

Jovens profissionais e clientes digitais

Métricas de engajamento digital para selectQuote:

• Solicitações de cotação on -line: 68% dos canais digitais
• Usuários de aplicativos móveis: 42% do total de interações com os clientes
• Idade média do cliente digital: 28-38 anos

Famílias de renda média

Faixa de renda	Porcentagem de base de clientes	Prêmio médio anual
$50,000 - $100,000	54.6%	$1,237
$100,001 - $150,000	28.3%	$1,589

Consumidores comparando vários produtos de seguro

Comportamento comparativo de compras:

• Citações médias comparadas por cliente: 3.7
• Taxa de comparação de produtos cruzados: 62%
• Taxa de compra de vários produtos: 41,5%

Compradores de seguros sensíveis ao preço

Métrica de sensibilidade ao preço	Percentagem
Clientes priorizando o menor preço	47.2%
Clientes dispostos a pagar por uma melhor cobertura	52.8%

SelectQuote, Inc. (SLQT) - Modelo de negócios: estrutura de custos

Despesas de marketing digital e aquisição de clientes

Para o ano fiscal de 2023, o SelectQuote relatou:

Categoria de despesa	Valor ($)
Total de despesas de marketing	US $ 209,7 milhões
Custo de aquisição de clientes (CAC)	US $ 387 por cliente
Gastos com publicidade digital	US $ 142,3 milhões

Infraestrutura e manutenção de tecnologia

Despesas relacionadas à tecnologia para o ano fiscal de 2023:

Categoria de custo de tecnologia	Valor ($)
Investimento total em tecnologia	US $ 63,5 milhões
Infraestrutura em nuvem	US $ 22,1 milhões
Desenvolvimento de software	US $ 18,6 milhões

Salários e compensação dos funcionários

Remutação de compensação para o ano fiscal de 2023:

• Compensação total dos funcionários: US $ 182,4 milhões
• Salário médio por funcionário: US $ 87.600
• Número total de funcionários: 2.082

Aquisição e gerenciamento de dados

Despesas relacionadas a dados para o ano fiscal de 2023:

Custo de gerenciamento de dados	Valor ($)
Total de custos de aquisição de dados	US $ 41,2 milhões
Plataformas de análise de dados	US $ 15,7 milhões
Investimentos de segurança de dados	US $ 8,3 milhões

Suporte ao cliente e sobrecarga operacional

Detalhes de custo operacional para o ano fiscal de 2023:

• Total de despesas de suporte ao cliente: US $ 67,8 milhões
• Operações de call center: US $ 42,3 milhões
• Tecnologia de atendimento ao cliente: US $ 12,5 milhões
• Overhead operacional: US $ 53,6 milhões

SelectQuote, Inc. (SLQT) - Modelo de negócios: fluxos de receita

Comissão de referências de transportadoras de seguros

O SelectQuote gera receita através de taxas de comissão de operadoras de seguros para encaminhar com sucesso clientes qualificados. A partir do quarto trimestre de 2023, a empresa registrou US $ 285,6 milhões em receita total, com uma parcela significativa derivada de comissões de referência da operadora de seguros.

Tipo de seguro	Taxa média de comissão	Receita anual estimada
Seguro de vida	15-20%	US $ 82,5 milhões
Medicare	12-18%	US $ 65,3 milhões
Lar & Seguro automóvel	8-12%	US $ 38,7 milhões

Taxas de geração de leads

A SelectQuote cobra taxas por gerar leads de seguro de alta qualidade para as operadoras. Em 2023, a geração de leads contribuiu com aproximadamente US $ 42,3 milhões para a receita total.

• Custo médio de chumbo: US $ 15 a US $ 25 por lead qualificado
• Volume anual de chumbo: aproximadamente 1,8 milhão de leads
• Taxa de conversão: 12-15% em categorias de seguro

Licenciamento da plataforma de tecnologia

A empresa licencia sua tecnologia de comparação de seguros proprietária para plataformas de terceiros. O licenciamento de tecnologia gerou US $ 18,6 milhões em 2023.

Compensação de marketing baseada em desempenho

A SelectQuote recebe compensação de marketing baseada em desempenho de operadoras de seguros com base nas taxas de conversão e métricas de aquisição de clientes. Este fluxo de receita representou US $ 22,4 milhões em 2023.

Métrica de desempenho	Taxa de compensação	Receita anual
Aquisição de clientes	$ 50- $ 100 por cliente convertido	US $ 14,2 milhões
Bônus de retenção	5-10% do prêmio do primeiro ano	US $ 8,2 milhões

Monetização de dados e insights vendendo

O SelectQuote gera receita vendendo informações do mercado de seguros anônimas e dados de comportamento do cliente. Em 2023, a monetização de dados contribuiu com US $ 12,5 milhões para a receita total.

• Pacotes de dados vendidos: 45 Relatórios de Insight de mercado exclusivos
• Preço médio do relatório: US $ 25.000 a US $ 50.000
• Segmentos de clientes: operadoras de seguros, pesquisadores de mercado

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

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

Unbiased comparison of multiple insurance policies for consumers

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

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

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

Simplifying the complex insurance shopping experience for seniors

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

Holistic healthcare ecosystem: insurance, pharmacy, and virtual care

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

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

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

Improved health outcomes through medication adherence programs

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

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

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

Finance: draft 13-week cash view by Friday.

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

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

High-touch, agent-led consultative sales model

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

Dedicated clinical pharmacist team for high-risk members

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

Proactive engagement and retention efforts for policy persistency

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

Digital self-service tools for initial policy comparison

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

Long-term relationship management through the SelectRx platform

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

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

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

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

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

Finance: draft 13-week cash view by Friday.

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

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

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

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

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

Digital marketing and online lead generation platforms

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

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

Direct mail and television advertising for lead volume

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

SelectRx pharmacy for prescription and medication delivery

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

Referral network for social determinants of health (SDoH) services

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

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

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

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

US Seniors seeking Medicare Advantage and Medicare Supplement plans

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

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

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

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

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

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

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

Polychronic Medicare beneficiaries needing medication management (SelectRx)

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

Consumers seeking unbiased comparisons across multiple carriers

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

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

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

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

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

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

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

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

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

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

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

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

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

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

The structure shows a clear shift in cost focus:

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

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

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

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

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

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

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

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

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

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

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

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