拓疆者：开拓工程机械智能远程操控的疆域

This case explores how BuilderX, a representative B2B tech firm, grew from 0 to 1 in the field of smart, remote-controlled solutions for construction machinery. Founder Sui Shaolong initially aimed to offer SaaS-like services to overseas clients, hoping to capitalize on labor cost differentials between China and developed economies. After hitting roadblocks in the US and Australia, he pivoted to focus on the Chinese market, supported by investors. However, within just over six months, BuilderX was running out of funds and had to lay off staff. At that point, a construction equipment manufacturer expressed interest in purchasing its products. This marked BuilderX’s transition into a product-focused seller in the domestic market. Meanwhile, its SaaS-like service offerings in China gained media attention, leading to a Japanese order. The successful execution of this project attracted further overseas business. By June 2022, BuilderX’s international business was gaining momentum, and Sui found himself at a strategic crossroads: should he focus on providing SaaS-like solutions to overseas clients or continue selling products in the domestic market?