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Business model innovation can help spread clean technologies. This work uses the market for small-scale solar financing, in which firms build, own and maintain solar panels for end-customers, as an empirical example. These ventures (called solar service or third party solar financing ventures) have an intermediary role between solar panel manufacturers and end-customers, and have opened up new solar markets. In other burgeoning markets the business model is applied to new technologies. This research provides insights for new ventures seeking to use the business model, manufacturers looking to sell to similar markets, and policy-makers encouraging their growth.