对话绚星董事长卢睿泽：大厂做不好ToB，因为弯不下腰、吃不了苦｜财之道

Company Transformation - In March 2025, the company officially changed its name to Xuanxing Smart Technology, marking a full transition to an AI technology enterprise [2] - The chairman, Lu Ruize, highlighted the challenges in the SaaS industry, including price wars that have drained resources and led to a decline in many companies [2] Performance and Strategy - Despite an overall decline in the SaaS industry, the company maintained stable performance by focusing on mid-to-large clients, resulting in high product recognition [3] - The company transitioned from product release to business assurance, validating all products with clients over the past six months [3] AI Business Differentiation - The company identified a lack of mature, commercially viable AI applications in the enterprise service sector, with most products still in the early stages [4] - The company has been systematically building its "Zhilifang AI BOX" platform for three years, emphasizing long-term resource investment in AI capabilities [4] Product Development and Sales - The fastest-growing segment is related to learning and talent development, with AI revenue growing due to mature technology reserves and established partnerships [6] - The sales AI business has shown exceptional performance, with a significantly shorter sales cycle compared to industry averages, often closing deals within a week [6][7] Market Expansion Goals - The company aims to establish a significant presence in the SaaS market within two years, targeting key performance indicators such as revenue scale and signing over 300 clients [8] - The company is preparing to enter international markets, specifically the US and Japan, with a focus on compliance and data security [9][10] Competitive Landscape - The company views the current SaaS market as highly competitive, with many firms engaging in detrimental price wars that harm the industry as a whole [12] - The chairman expressed confidence in competing against larger firms, emphasizing the unique challenges of the ToB market that require deep industry knowledge and experience [14] Customer Engagement and Feedback - The company prioritizes understanding customer needs through direct observation and feedback mechanisms, ensuring that product development aligns with market demands [16]