The whitepaper discusses if the application of Osterwalder’s Business Model Generation framework can help B2B software companies define and build more successful partner channels.
The whitepaper concludes that the business model framework is extremely useful in helping software-driven companies understand what it takes to build and manage a channel partner network. The whitepaper stresses that a business model using a channel of independent partners to serve customers is completely different from the business model that takes the same product directly to customers.
The main reason why most B2B software companies have massive challenges with building and managing a successful partner channel is the assumption that the other 8 building blocks of the business model are unaffected by the choice of channel.
That is not the case.