拓疆者：开拓工程机械智能远程操控的疆域

This case introduces how BuilderX, a typical B2B tech firm, went from 0 to 1 in the realm of smart or remote-controlled solutions for construction machinery. The founder Sui Shaolong initially planned to offer SaaS-like services to overseas clients in order to take advantage of the labor cost differential between China and developed economies. After hitting the wall in the US and Australia, he shifted his focus to China, with the support of investors. Nevertheless, in just over six months of operations, BuilderX was running out of money, forced to lay off employees. At this juncture, a construction equipment manufacturer expressed interest in buying its products. Thereafter, BuilderX transformed itself into a product seller in the domestic market. Meanwhile, BuilderX’s SaaS-like service offerings in China attracted media attention, leading to orders from Japanese clients. Even better, the company’s successful project execution in Japan brought in additional overseas orders. In June 2022, its overseas business was booming, and Sui found himself at a strategic crossroads, wavering between focusing on providing SaaS-like solutions to overseas customers or continuing selling products to domestic customers.