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Black Lake CEO’s strategy to sell AI solutions to factories: turn to food couriers
Tech company founder Zhou Yuxiang sits down with the South China Morning Post for his first interview with a Hong Kong media outlet
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Natalie WongPublished: 10:00am, 27 Jul 2026When Zhou Yuxiang, founder and CEO of Shanghai-headquartered Black Lake Technologies, wanted to sell his artificial intelligence (AI) automation solutions to millions of family-run factories across China, he came up with an unconventional strategy: hiring food delivery workers to make sales.
His entire sales team, hired from various industrial cities, survived a gruelling five-day boot camp on articulating how AI can solve specific manufacturing pain points.
“They are very street-smart,” the 36-year-old said in an exclusive interview with the South China Morning Post. “Good college graduates are often thin-skinned. They linger in front of a factory and can’t get in.
“But for food delivery guys, they just give a cigarette to the security guard and get in … They can also bypass guard dogs, or find a back door to get into a factory to meet the owner because they deliver food.”
With a sales force of more than 420 delivery workers, Black Lake, established in 2016, has grown to serve 35,000 factory clients, 95 per cent of which are small and medium-sized enterprises (SMEs).
The International Data Corporation also ranks it as mainland China’s top provider of cloud-based production management software.
Hong Kong ‘very attractive’ for next step
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