Abstract
Abstract The “Business Model “ is based on the theory to analyze the internal market of computer product channels. Analysis of the face of internal and external Information Technology industry environmental change and a wide range of access conditions, how to survive and operate. The study case is the company I work, corresponding changes in the customer value proposition and adjust the revenue model and key resources and processes how to deal with changes in market operation. This research uses a case study methodology, It analyzes the company through observation and depth interviews within the company, empirical research and summarization business model evolution phase of the case company was founded 12 years. The research results obtained show : The company has lifespan like products, the products create and make a profit with the function at new listing stage, after constant improvement and meeting customer's needs, the market will be a commercialized situation finally for convenience by the functional improvement, only the cost can compete at this moment,, revenue and profits will decline, company future life period will face decline even the king dies, the leading stratum of the company should find out the new chance, coming to satisfy the new customer of the service by way of innovative business models The basis of competition will shift, must consider about the opportunity cost can find out the related market or brand-new market whitely space the key undertaking under the issue, let the company make the transition and grow up strong and sturdy the importance of business model planning because IT distributors have to handle not only have a very clear understanding of customer value proposition and revenue problems, but also to face the market changes and pay attention to changes in customer value proposition。 The IT distributor must coordinate the contingency and provide the best resources and processes to solve Itself, and downstream retailer, or even customers at end-point, the main reason is allowing the company to maintain growth momentum。 【Key Words】Marketing channels, information technology product channel,business models, customer value proposition