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Stars
Managed cybersecurity services
With global cybersecurity spending near $188B in 2024 (IDC), managed services are in high demand and ePlus sits squarely in the thick of it with assessments, integration and 24x7 coverage. Strong vendor alliances and recurring revenue keep the flywheel spinning. Continued investment in talent, MDR/XDR and incident response is critical to hold share; done right this can mature into a cash cow as growth normalizes.
Hybrid cloud design + migration
Enterprises continue moving workloads, modernizing apps, and tightening governance as public cloud spend topped $600B in 2024, driving demand for hybrid solutions. ePlus wins when it pairs cloud architecture with built-in security and FinOps guardrails to reduce risk and control costs. Double down on solution accelerators and reference designs to speed outcomes and capture share. Sustain share now to harvest later as cloud growth normalizes.
Data center modernization (AI-ready)
Refresh cycles and AI/ML needs are driving large-ticket data center projects, with AI-related infrastructure representing roughly half of high-end refresh spend in 2024; ePlus can lead with GPU-ready stacks, dense NVMe storage, and converged networking mapped to real use cases. Invest in certified architects and validated blueprints to sustain deal velocity and keep momentum. Hold the line on services attach to protect higher-margin outcomes and cement leadership.
SASE/Zero Trust rollouts
Network and security are converging rapidly; customers ask for simplified, policy-driven access and measurable risk reduction, and SASE/Zero Trust rollouts are prime Stars in ePlus BCG terms. Market forecasts show ~27% CAGR for SASE (2024–2030) and enterprise Zero Trust adoption rose to about 46% in 2024, validating scale-up investments. ePlus can convert wins into annuity by packaging assessment → design → managed run and allocating resources now to lock long-term recurring revenue.
- Tag: SASE_ZeroTrust
- Tag: Packaged_Services
- Tag: 27%_CAGR_2024-2030
- Tag: 46%_adoption_2024
Managed collaboration & secure remote work
Hybrid work remained sticky in 2024, with over 50% of knowledge workers on hybrid schedules, so ePlus can lead by consolidating platforms, hardening security, and committing to user-experience SLAs to differentiate in a market where cloud and security managed services approached $200B in 2024.
- Lead: platform consolidation
- Secure: zero trust + hardening
- Measure: analytics + adoption services
- Govern: ongoing policy & SLAs
- Goal: convert share to recurring cash
SASE/Zero Trust drives recurring revenue — 46% adoption in 2024
ePlus Stars—SASE/Zero Trust, cloud-secure platforms, AI-ready infra, and managed security—are driving high-growth, recurring revenue backed by 2024 market signals. Cybersecurity services hit ~$188B in 2024 and public cloud spend ~$600B, with SASE/Zero Trust showing ~27% CAGR and ~46% adoption in 2024. Invest in talent, packaged runbooks, and attach rates to convert growth into annuity.
| Segment | 2024 | Metric |
|---|---|---|
| Cybersecurity/MSP | $188B | Market size |
| Public Cloud | $600B | Market size |
| SASE/Zero Trust | 46% adoption | 27% CAGR |
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Cash Cows
Networking integration & lifecycle
Networking integration & lifecycle sits in a mature market with refresh cycles of roughly 3–5 years and deep vendor certifications that sustain recurring revenue. High-margin services around design, deployment and support—often 20–35% gross margin—keep cash flowing and fund operations. Optimizing delivery, renewals and spares programs reduces cost-to-serve and improves renewal rates. Milk the installed base while upselling security and automation to expand wallet share.
Maintenance renewals & managed services
Maintenance renewals and managed services deliver classic annuity revenue with predictable gross margins ~25–35% in 2024, funding stability for ePlus. Automation and standardized runbooks cut run costs roughly 20–30%, protecting profitability. Keep annual churn under 8% via tight SLAs and quarterly value reviews. Deploy surplus cash to fund higher-growth bets and strategic R&D investments.
Collaboration deployments (UC platforms)
The land grab for UC platforms is over; in 2024 the UCaaS market was roughly $30B, so ePlus shifts to optimize, standardize, and renew existing footprints. ePlus can harvest predictable revenue via upgrades, license renewals, and adoption services while streamlining delivery and bundling care plans to protect margins. Cross-selling security and compliance lifts ARPU and converts maintenance into higher-margin managed services.
Data center hardware resale with services attach
Data center hardware resale remains a stable cash cow for ePlus: core switch and storage replacement sales slow but continuous, underpinning recurring margins; ePlus reported approximately $1.18B revenue in FY2024, with infrastructure resale contributing a meaningful portion of gross profit. Strong vendor ties and volume pricing yield reliable contribution; tightening deal governance to mandate services attach will raise blended margin and ARR. Use this steady cash flow to underwrite new solution development and go-to-market pilots.
- Core gear still moves, just slower
- Vendor ties + volume pricing = reliable contribution
- Enforce services attach on every box
- Leverage resale revenue to fund new solutions
Asset lifecycle/IT procurement programs
Asset lifecycle and IT procurement programs are stable, sticky cash cows for ePlus: procurement ops, cataloging, and device lifecycle show low growth but deliver high renewal rates (often >90% in 2024) when executed well. Keep portals efficient and reporting crisp to defend share; predictable margins from these programs fund strategic initiatives and M&A.
- Procurement ops: predictable, low-growth revenue
- Renewals: >90% (2024 industry-observed)
- Defense: efficient portals + crisp reporting
- Use of cash: funds strategic initiatives
Annuity services deliver steady margins, >90% renewals and fund growth bets
ePlus cash cows—networking, maintenance, UCaaS optimization, resale and procurement—produce steady annuity revenue (~25–35% gross margin) and supported FY2024 revenue of ~$1.18B. Renewal rates >90% for procurement, churn <8% for managed services, and UCaaS market size ~$30B sustain cash generation. Prioritize services attach, renewals, and operational automation to fund growth bets.
| Metric | 2024 |
|---|---|
| ePlus revenue | $1.18B |
| Gross margin (services) | 25–35% |
| Procurement renewals | >90% |
| Managed churn | <8% |
| UCaaS market | $30B |
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Dogs
Legacy on‑prem only stacks (no cloud path)
Legacy on‑prem only stacks show low growth and face shrinking budgets in 2024, with rising support and maintenance costs eating an estimated 60–80% of maintenance spend. Turnaround investments are hard to justify given limited ROI and market demand. Maintain only for contractual obligations and enact staged end‑of‑life exits. Reallocate delivery capacity toward hybrid and cloud‑native projects to capture growth.
Traditional PBX/telephony projects
Traditional PBX deals collapsed as UCaaS adoption surged, with UCaaS revenue rising about 12% in 2024 and capturing roughly 40–50% of enterprise telephony spend. Remaining PBX deals linger but margins and pipeline are thin; avoid big strategic bets and instead fund migrations to modern cloud platforms. Divest or sunset legacy SKUs that distract sales and operations to reallocate resources to UCaaS migration projects.
One‑off hardware drop‑ship deals
One-off hardware drop-ship deals drive race-to-the-bottom pricing with single-digit gross margins (often 2–5%) and low services attach rates under 10%, offering little annuity. They consume working capital and sales bandwidth — a $1M flash sale at 3% margin yields only $30k gross while tying inventory/ops. If they don’t generate project pull-through or recurring revenue, skip them. Prioritize solution-led, higher-attach opportunities with double-digit services margins.
Break‑fix time & materials
Break‑fix time & materials shows unpredictable demand, inconsistent margins and low differentiation; enterprise buyers increasingly prefer managed outcomes, with managed-services adoption up ~8% YoY into 2024. Keep minimal break‑fix coverage for key accounts only and redeploy field teams toward standardized managed offerings that improve predictability and margin stability.
- Action: limit scope; key accounts only
- Focus: shift resources to standardized managed services
- Rationale: unpredictable demand, low differentiation, margin erosion
Standalone video room builds (hardware-only)
Standalone video room builds (hardware-only) are dogs in ePlus BCG Matrix: hardware-centric, commoditized, and increasingly displaced by software-led suites per 2024 market guidance from industry analysts; limited upside without software, analytics, or recurring SaaS revenue.
- Bundle into broader collab programs
- Phase down ROIs and inventory
- Avoid chasing nonrenewing deals
Move spend from low-margin on‑prem to UCaaS: cloud growth ~12%, maintenance eats 60–80%
Legacy on‑prem stacks show low growth and shrinking budgets in 2024; support/maintenance consumes ~60–80% of spend. PBX collapsed as UCaaS grew ~12% in 2024, capturing ~45% of enterprise telephony spend. Hardware drop‑ship margins sit at 2–5% with services attach <10%. Shift resources to cloud/managed offers; sunset standalone video room hardware.
| Metric | 2024 |
|---|---|
| Maintenance spend | 60–80% |
| UCaaS growth | ~12% |
| Hardware margins | 2–5% |
Question Marks
AI/ML services & GPU infrastructure
Exploding demand for AI/ML and GPUs (NVIDIA fiscal 2024 data‑center revenue ~60.9B) meets a crowded, fast‑moving standards landscape; ePlus can win by tying infra to concrete use cases and MLOps governance, investing in certifications, partnerships and reference architectures, and scaling fast or pivoting if attach rates remain low.
Cloud FinOps & cost governance
Cloud FinOps & cost governance sits in a high-growth problem space as enterprises chase savings with accountability; Flexera 2024 reports roughly 31% of cloud spend is wasted, underscoring buyer urgency. Differentiation hinges on tooling, dashboards, and change management to drive behavior change. Build outcome guarantees and shared-savings models to align incentives; if adoption lags, fold into broader cloud ops offers.
Edge computing & private 5G
Edge computing and private 5G show strong promise in manufacturing, healthcare, and logistics but remain early-stage in 2024; Gartner predicts 75% of enterprise data will be processed outside core clouds by 2025, driving pilots. Lighthouse wins report tight ROI often within 12–18 months, and partner-led solutions have cut deployment time-to-value by roughly 30% in case studies. Double down if pipelines convert; otherwise keep offerings boutique.
Zero Trust as‑a‑Service (policy + ops)
Zero Trust as-a-Service (policy + ops) sits in a hot 2024 market—Gartner reported ~60% of enterprises running active Zero Trust programs—yet definitions remain fuzzy and competitors loud. Productize assessment-to-run with clear SLAs, continuous verification, and measurable KPIs; invest in identity expertise and automation. If sales cycles stall, reposition under managed security to shorten procurement.
- Productize: assessment-to-run with SLAs
- Ops: continuous verification + automation
- Talent: hire identity experts
- Go-to-market: pivot to managed security if stalls
IoT security & device management
Regulatory pressure is rising—NIS2 entered into application in 2024 across the EU—while IoT budgets remain fragmented; the global installed base tops 14 billion devices (Statista 2022) and continues rapid growth. Package vertical-specific offerings with quick pilots that show measurable risk reduction and ROI, then scale or bundle into endpoint programs. Leverage existing security ops to host services at scale.
- Regulation: NIS2 in force 2024
- Scale: >14B IoT devices (Statista 2022)
- Go-to-market: vertical pilots → enterprise bundles
- Ops: use SOCs to host and scale
AI/GPU boom 60.9B - MLOps first; bundle FinOps cut 31%
Exploding AI/GPU demand (NVIDIA DC rev ~60.9B FY2024) and crowded standards: win with MLOps/governance, certs, refs, or pivot if attach rates stay low. Cloud FinOps (≈31% wasted spend, Flexera 2024) needs outcome guarantees; bundle if adoption lags. Edge/5G pilots promise (Gartner: 75% data outside core cloud by 2025); keep boutique until pipelines convert.
| Area | Key metric |
|---|---|
| AI/GPUs | NVDA DC rev 60.9B (FY24) |
| Cloud FinOps | 31% waste (Flexera 2024) |
| Edge/5G | 75% data outside cloud by 2025 (Gartner) |