打通“最后一公里”的持锤人：一家老牌分销商的AI突围与出海野望

科技行者2025-12-09

1995年，祝剑秋第一次飞往西雅图。彼时Windows 95的发布吸引了全球目光，标志着个人计算机领域的重大转折点。而在微软总部，祝剑秋却被一个尚在尚处于雏形的概念深深震撼——“智能家居”。三十年后，身为长虹佳华董事长兼创始人的祝剑秋，再次站在了微软Ignite大会上，此时他所在的长虹佳华，已经成为微软在中国的最佳合作伙伴。“风云际会间，我们抓住了难得的机会。”祝剑秋感慨道。这不仅仅是一家企业的...

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95的发布吸引了全球目光，标志着个人计算机领域的重大转折点。而在微软总部，祝剑秋却被一个尚在尚处于雏形的概念深深震撼——“智能家居”。三十年后，身为长虹佳华董事长兼创始人的祝剑秋，再次站在了微软Ignite大会上，此时他所在的长虹佳华，已经成为微软在中国的最佳合作伙伴。“风云际会间，我们抓住了难得的机会。”祝剑秋感慨道。这不仅仅是一家企业的编年史。近日，在与长虹佳华董事长祝剑秋、长虹佳华副总裁邓鹤明、长虹佳华副总裁夏剑军，以及微软大中华区首席伙伴官庆雪辉的深谈中，我们看到的，是在AI重构全球商业逻辑的当下，中国科技服务商如何跨越“被边缘化”的焦虑，在“云+AI”的全球版图中寻找新坐标的故事。焦虑与觉醒：当算法改变决策权“互联网兴起后，我们的行业和商业模式曾面临巨大挑战。”祝剑秋并不讳言曾经的焦虑。在传统的IT分销逻辑中，分销商不仅是资金的蓄水池，更是物流和信息的管道。然而，互联网的去中介化特性，一度让这个角色的价值不断萎缩，甚至面临“被边缘化”的生存危机。六年前，这种危机感倒逼长虹佳华开始了一场突围。“我们意识到数字智能时代已经到来，但企业管理和思路仍偏传统。”祝剑秋提到，当时读了曾鸣教授的《智能商业》，书中关于对未来商业模式的思考和判断启发了他。他意识到，传统的管理体系必须升级为“智能商业体系”。此后，公司用五六年的时间重塑经营管理方式，并实现与苹果、联想等上下游伙伴的数字化直连，在行业里率先完成一轮自我升级。但但内部体系的重构，只是第一步。真正的质变，发生在AI时代的全面降临。“互联网解决的是效率问题，而AI改变的是决策逻辑。”长虹佳华副总裁邓鹤明一语道破了两个时代的本质差异。在互联网时代，技术改变了信息的流动速度；而在AI时代，算力开始介入甚至重塑决策权。供给变了，需求也变了。这种变化，直接传导到了微软的生态逻辑中。微软大中华区首席伙伴官庆雪辉对此有着极深的感触。他坦言，过去微软的生态“准入门槛”很高，但这并非因为要求苛刻，而是因为结构单一——主要是软件授权。“以前，少数几家渠道就能覆盖本地市场，不需要大量具备特殊技能的合作伙伴。”但在“云+AI”时代，这套逻辑失效了。“过去Windows和Office的更新周期以年为单位，现在借助AI，迭代几乎是日新月异，甚至每周都有新产品上线。”庆雪辉说道，“如果还用过去的产品手册去和客户沟通，就完全跟不上他们的需求。”微软急需的，不再是单纯的销售渠道，而是能够理解技术、并将技术翻译成业务语言的合作伙伴。而这，正是长虹佳华一直寻觅的“生态位”。对长虹佳华而言，智能转型不能孤立进行，必须依托强大的生态，微软在软件和云领域的领先，便成为了那棵“生态大树”。这是一场带着时间窗口的押注。2022年，祝剑秋第一次带队去微软交流；同一年11月，ChatGPT发布，次年生成式AI浪潮全面爆发。在此期间，长虹佳华迅速组建了专职团队，从最初的1人扩展到45人。在不到两年的时间里，他们拿下了7项微软高级认证。从“被动挨打”的传统分销商，到主动切入“云+AI”生态，这家成立于2004年、年收入约50亿美元的国企控股上市公司，完成了自己的身份重写：从卖货的“渠道”，变为以“数字智能服务”为核心的综合服务商。拿着锤子找钉子：AI落地的“最后一公里”如果说微软构建了庞大的AI基础设施，那么长虹佳华要做的，就是解决“最后一公里”的落地难题。长虹佳华副总裁夏剑军用了一个形象的比喻：“微软的生态就像一把‘锤子’，客户的需求就是‘钉子’。” 如果没有中间人去瞄准、去敲击，这把锤子再好，钉子也敲不进去。但在AI领域，什么是“用好”一把锤子？夏剑军分享了一个极具说服力的“反直觉”案例。许多开发型公司通过长虹佳华采购了智能GitHub Copilot副驾驶（微软的AI编程助手）。按常理，采购完账号，交易就结束了。但实际上，工具并非“开箱即用”。“佳华需要叠加服务，帮助客户将智能Microsoft Copilot副驾驶与Visual Studio、Python等不同的开发环境整合，并结合客户团队的工作方式。”夏剑军算了一笔账：通过这种深度服务，客户的整体开发投入减少了50%。这其中，只有10%是用来购买AI工具和服务的成本，剩下的40%是实实在在省下来的真金白银。“这才是真正‘用好AI’，让AI成为生产力。”夏剑军强调。这种“最后一公里”的能力，直接体现在了客户的忠诚度上。夏剑军透露，在AI时代，复购率持续提升，他负责的香港地区的云解决方案提供商（CSP）业务复购率已从低位提升到了80%以上。“衡量标准很简单：客户是否愿意续费。”夏剑军说，“如果客户明年继续购买，就说明他们通过AI真正实现了业务增长。”大航海时代的新航标：从“人海战术”到“算力出海”如果说国内市场的AI落地是一场阵地战，那么伴随中国企业出海的浪潮，长虹佳华与微软正共同驶入一片深蓝水域。如今的中国企业出海，早已告别了简单的贸易输出，转而走向资本并购与平台搭建。而在海外，高昂的人力成本、复杂的语言环境以及严苛的数据合规，成为了拦路虎。夏剑军讲述了一个令人印象深刻的案例。一家中国农牧企业在东南亚开展业务。在国内，管理15万只牲畜通常需要20人的团队。但在海外，人力成本高企，企业希望将这一数字降至极致。“微软的平台提供了基础能力，但真正的应用需要与当地ISV（独立软件开发商）合作。”夏剑军介绍，长虹佳华扮演了“连接器”的角色，整合了微软的技术与新加坡当地的生态资源。最终，该客户在新加坡的微软平台上完成了系统整合，实现了仅用一两人就能管理同样规模的养殖场，大幅降低了生产成本。另一个场景则发生在造船业。一家中国造船企业在海外设有多家机构，一场会上经常出现七八种语言，沟通效率极低。传统的机器翻译声音生硬，缺乏情感。长虹佳华引入了微软Teams的最新功能——声纹模拟AI翻译。当用户说小语种时，系统会按照其声纹将内容翻译成英文，“对于布局非洲、南美市场的中国企业来说，西班牙语和非洲本土语言的壁垒一直很高。”夏剑军说，这家造船企业因为这个痛点的解决，迅速在国内确定了大额的Microsoft 365采购订单。而在更前沿的数字内容出海领域，AI的介入直接影响了生意的效益。中国短剧和漫剧正在席卷海外市场。这是一种冲动消费，邓鹤明给出了一个惊人的数据：“若支付响应时长超过两秒，支付转化率会直接下降70%。”为了争夺这两秒，长虹佳华利用微软云的边缘部署能力，确保了全球各地的流畅支付。同时，针对内容本地化，他们利用AIGC技术实现口型适配和语音本地化。“AI加速了企业上云。”庆雪辉总结道。因为AI本身就是基于云端的应用，为了效率提升与业务扩张，企业自然会部署更多应用上云，形成正向反馈。隐秘的角落：与“影子智能体”的博弈然而，技术的狂飙突进往往伴随着阴影。在本次Ignite大会上，安全与治理成为了与AI创新并列的核心议题。庆雪辉敏锐地指出了一个新出现的隐患——“影子智能体（Shadow Agent）” 。在传统IT时代，企业面临的是“影子IT”，即员工私下安装未经许可的软件。而在Agent（智能体）时代，这种风险被指数级放大了。“现在员工都在自主开发、使用各类Agents，‘影子Agent’的隐患随之而来。”庆雪辉说，“软件时代的病毒威胁尚且可控，而AI时代的安全风险一旦爆发，破坏力会远超以往。”试想一下，一个员工私自创建的Agent，如果没有权限管控，可能会随意调用企业的核心机密数据。为了解决这个问题，微软推出了Microsoft Agent 365，旨在为所有智能体发放“身份证”，统一管理其数据访问授权和全生命周期 。对于长虹佳华而言，这既是挑战，也是新的商业机会。祝剑秋透露，公司正在制定“十五五”规划。他清醒地认识到，传统的商业模式价值在衰减。“未来的新的东西应该在云上，在AI的具体应用上。”除了继续深耕微软生态，长虹佳华的目光已投向了更远的未来：低空经济的安全治理、元宇宙大空间场景下的软硬件综合服务。“单一价值的商业模式过时了，需要综合的多价值点的商业模型。”祝剑秋说。尾声：打怪升级的长期主义采访接近尾声时，夏剑军将微软的生态系统比作一个“打怪升级”的游戏。“它通过一些看似隐形的规则，促使合作伙伴不断提升自身能力。”拿到一张ASP认证，意味着至少20位工程师通过专业考试，还要经历市场需求的真实验证。这个过程艰难，但却能锻造出真正的核心能力。从1995年西雅图的初见，到2025年荣获微软中国年度最佳合作伙伴大奖，长虹佳华与微软的合作故事，是中国IT产业进化的一个缩影。在这个AI重塑一切的时代，并没有什么“弯道超车”，有的只是对技术趋势的敏锐捕捉和对客户场景的深耕细作。正如祝剑秋所言：“获奖只是起点，仍有许多工作需要完成，我们会继续努力，也希望微软能一如既往给予机会和支持，我们一定不负期待。”对于中国企业而言，全球化的新征程才刚刚开始。而像长虹佳华这样的“持锤人”，正站在技术与商业的交汇点上，试图为这个充满不确定性的时代，敲下确定的声音。","kind":"news","is_publish_news":true,"is_publish_highlight":false,"is_publish_live":false,"is_publish_wemedia":null,"editions":null,"column":"","sentiment":"0","news_tag":"","news_rank":0,"symbols":[],"gpt_button":0,"need_auth":false,"code":"91000000","status":"200"},"commentList":[],"isCommentEnd":true,"newsSizeData":{"likeSize":0,"commentSize":0,"repostSize":0,"favoriteSize":0,"likeStatus":false,"favoriteStatus":false},"APP":{"userAgent":"Mozilla/5.0 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