独家丨对话罗旭：从至暗时刻到再立潮头，纷享销客穿越周期与火线的秘籍

Core Viewpoint - The article emphasizes the transformation of Funshare into a leading player in the CRM market by evolving from a traditional CRM model to an "AI-native CRM" model, highlighting the importance of building unique core competencies and adapting to market changes driven by AI technology [2][4][11]. Company Evolution - Funshare, founded in 2011, has undergone significant changes, particularly after the 2016 "free war" with DingTalk, which reshaped its strategic focus towards larger enterprises with complex CRM needs [4][5]. - The company experienced a revenue drop from nearly 3 billion yuan in 2016 to below 1 billion yuan during its transformation phase, but this laid the groundwork for future growth [5][7]. - By 2023, Funshare achieved nearly 600 million yuan in annual revenue, maintaining a growth rate of approximately 20% and a customer renewal rate exceeding 100% [19][25]. Strategic Focus - Funshare's strategic transformation includes a shift from small to large enterprises, emphasizing the need for deeper business solutions and a focus on customer quality over quantity [5][20]. - The company has invested heavily in AI, with cumulative investments reaching several tens of millions of yuan, and aims to integrate AI capabilities into its core offerings [24][25]. Market Position and Future Goals - Funshare aims to solidify its position as a leader in the CRM market, with a target of achieving a revenue scale of 10 to 20 billion yuan in the domestic market [23][25]. - The company is also pursuing international expansion, particularly in North America, where it has signed its first local client, indicating its product capabilities are gaining recognition [30][33]. AI Integration and Product Development - Funshare is focused on developing AI-native products, moving beyond simply adding AI features to existing products, and is creating a platform that integrates AI deeply into business processes [12][20]. - The company has launched various AI agents to enhance marketing, sales, and customer service, aiming for a comprehensive integration of AI across all business functions [14][17]. Organizational and Leadership Insights - The leadership of Funshare emphasizes the importance of maintaining a learning culture and adaptability in the face of market changes, with a focus on long-term growth and sustainability [36][38]. - The company has restructured its teams to support its strategic goals, ensuring that a significant portion of its workforce is dedicated to research and development [24][25].