RESEARCH ON CHOICE AND
IMPLEMENTATION STRATEGY OF AIOT
INTELLIGENT TRANSFORMATION
STRATEGY OF Z COMPANY
A DissertationSubmitted to
SoutheastUniversity
For the Academic Degree of MasterofBusiness Administration
BY
Wu Shijie
Supervised by
Prof. Zhao Lindu
School of Economics and Management
Southeast University
Nov. 2021
摘
要
Z公司 AIoT智慧转型战略选择与实施策略研究
研究生：吴世杰
导师：赵林度教授
东南大学
摘要
AIoT将成为未来二十年全球最重要的科技，并成为工业机器人、无人机、无人驾
驶、智能陪伴、智慧建筑及智慧城市等新兴产业的重要基础。面对广阔的 AIoT的市
场，传统的采集设备制造商和软件系统集成商都面临着新趋势带来的技术挑战和业务
挑战，如何顺利转型成基于 AIoT技术的产品和服务型公司，不仅要开发相关产品和
服务，更重要的是要配套开拓新的业务模式，以及和合作伙伴建设 AIoT产品和服务
的生态系统，才能在 AIoT欧亿·体育（中国）有限公司的竞争中生存下去，拔得头筹。
本文针对 Z公司智慧转型的实践，研究内容主要包含以下三个方面：
（1）企业转型是指企业长期经营方向、运营模式及其相应的组织方式、资源配置
方式的整体性转变，是企业重新塑竞争优势、提升社会价值，达到新的企业形态的过
程。AIoT时代的智慧转型是一项长期、复杂的工程，受战略、技术、业务、模式等多
重因素影响，很多企业或陷入僵局，或未取得实质突破。我国制造企业数字转型起步
晚、基础较弱，推进过程中更是面临诸多困难和瓶颈。
（2）深入分析了 Z公司内外部经营环境以及面临的转型契机，作为有技术基础
和人才储备的技术性企业，在面向 AIoT智慧转型的过程中，有诸多的竞争策略可供Z
公司选择，如何最大化战略选择带来的收益，是转型战略选择的关键所在。
（3）针对 Z公司的基础条件和当前的市场状况，分析提出了Z公司应以差异化
和目标积聚战略为主、兼顾运营成本的组合竞争战略，同时须积极解决转型面临的不
利条件。
本文对 Z公司 AIoT智慧转型实践进行了深入分析，提出了 AIoT战略转型策略和
转型保障体系的建设，可以作为国内类似企业转型的参考。
关键词：AIoT，智慧转型，竞争战略，QSPM，SWOT
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东南大学工商管理硕士学位论文
RESEARCH ON CHOICE AND IMPLEMENTATION
STRATEGY OF AIOT INTELLIGENT
TRANSFORMATION STRATEGY OF Z COMPANY
Postgraduate：
Supervisor：
Southeast University
Abstract
AIoT will become the most important technology in the world in the next 20 years and
an important foundation for emerging industries such as industrial robots, drones, unmanned
driving, intelligent companionship, smart buildings, and smart cities.
Facing the vast AIoT market, the traditional acquisition device makers and software
systems integrators are faced with new trends and technical challenges of the business
challenges, how to smoothly transition into AIoT based technology and services company,
is notonly to the developmentof related productsand services andsupporting the
development of new business models or construction related ecosystems, in order to be the
first in the AIoT industry competition.
This thesis focuses on the practice of wisdom transformation of Z Company, and the
research contents mainly include the following three aspects:
(1) Enterprise transformation refers to the overall change of the long-term business
direction, operation mode, corresponding organizational mode and resource allocation mode
of an enterprise. It is a process for an enterprise to rebuild its competitive advantage,
improve its social value and reach a new enterprise form. Intelligent transformation in the
era of AIoT is a long-term and complex project. Influenced by multiple factors such as
strategy, technology, business and model, many enterprises are stuck or have not made
substantial breakthroughs. The digital transformation of China's manufacturing enterprises
started late, and the foundation is weak, and they are faced with many difficulties and
bottlenecks in the process of promotion.
(2) The internal and external operating environment and transformation opportunities
of Z Company are deeply analyzed. As a technical enterprise with technical foundation and
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