ARCBOS SnowBot
完整商业计划书
ARCBOS SNOWBOT
FULL BUSINESS PLAN
北美工业级自治除雪机器人 · Alpha 已完成，Beta 开发中
Beta Partner Round 完成 Beta 验收 → 计划 Angel ¥800万 / Pre-money ¥4,500万 → 试生产与北美客户验证 → Pre-A
North American industrial-grade autonomous snow-removal robot · Alpha complete, Beta in development
Beta Partner Round funds Beta acceptance → planned Angel CNY 8M / CNY 45M pre-money → trial production and North American customer validation → Pre-A
执行摘要
Executive Summary
ONE PAGE · CORE THESIS北美商业除雪融冰市场 · 2023年数据 · 每年预算化
NA commercial snow & ice management · 2023 · annually budgeted
最低¥600万 · 上限¥1,000万 · 目标15.1% · 区间11.8–18.2%
Min CNY 6M · Cap CNY 10M · 11.8–18.2% equity
已实际支出（零件+工程），利益一致
Already expended (parts + engineering), aligned
Alpha/Beta完成 · 雪地测试视频 · Pre-A就绪
Alpha/Beta done · snow-field video · Pre-A ready
ARCBOS 正在打造一款面向北美大型商业设施关键作业区域的重载自主除雪机器人。当前 Alpha 工程样机已完成，Beta 正在开发；Beta 所需资金由独立的 Beta Partner Round 支持。本计划中的 Angel Round 不是用来把样机做出来，而是在 Beta 验收后把机器推向试生产、北美客户现场、认证保险和商业转化。目标融资 ¥800万，Pre-money ¥4,500万；正式开启以 Beta 验收为前置条件。
ARCBOS is building a heavy-duty autonomous snow-removal robot for mission-critical zones inside large North American commercial facilities. The Alpha engineering prototype is complete and Beta is in development, funded separately through the Beta Partner Round. The planned Angel Round is not for building the prototype; after Beta acceptance it moves the machine into trial production, North American customer environments, certification and insurance pathways, and commercial conversion. Target raise: CNY 8M at CNY 45M pre-money, with formal opening conditioned on Beta acceptance.
问题与市场
Problem & Market
TAM · SAM · SOM · SIMA CALENDAR凌晨夜间除雪：高失败成本 + 无法审计
Overnight Clearance: High Failure Cost + Zero Audit Trail
数据中心、物流仓储、医疗院区须在凌晨2–6时完成关键区域清雪。现有方案依赖临时司机与分包网络，在大雪天气恰好最不可靠。一次失误 = 运营中断 + 滑倒诉讼，无可核查记录。
Data centers, logistics parks, and medical campuses must clear critical zones by 2–6 AM. Current solutions rely on temp drivers and subcontractors — least reliable exactly when storms hit. One failure = operational shutdown + slip-and-fall litigation. No verifiable audit trail.
外包成本持续通胀 · 劳动力短缺加剧
Outsource Cost Inflation · Worsening Labor Shortage
北美商业除雪服务人工+设备典型年费 US$40,000–60,000/站，持续通胀。SIMA研究显示从业司机年缺口超过8%，冬季劳动力供给结构性恶化。机器人是设施管理人员实际寻找的解决方案，而不是技术噱头。
Commercial facility outsourced snow-service contracts typically cover US$40,000–60,000/year (full scope: parking lots, sidewalks, salting, emergency response, haul-away). SnowBot initially automates the highest-dependency portion: fixed routes · overnight critical zones · auditable service records. Not claiming to replace the entire snow contract — automating the highest-risk portion, reducing labor dependency and creating compliance documentation.
| 层级Level | 规模Size | 定义与推导逻辑Definition & Derivation | 来源基准Source Basis | |
|---|---|---|---|---|
| TAM | US$22.5B | 北美商业/工业/市政除雪融冰服务市场总规模（2023），含人工、设备租赁、融冰剂、分包管理。每年SIMA标准采购周期（5月RFP · 9月授标） | NA commercial/industrial/municipal snow & ice management services total market (2023), incl. labor, equipment, deicer, subcontract mgmt. Annual SIMA procurement cycle (May RFP · Sept award) | Grand View Research 2023 · US Census facility universe · ARCBOS customer discovery |
| SAM | US$1.2–1.8B | Snow Belt省/州内，年均雪量＞50英寸、设施面积≥20,000sqft、机器可通行、高失败成本的工业级站点约30,000个。过滤条件：数据中心·物流仓储·医疗院区·工业厂区 ×(已有除雪预算≥$20K/yr) ×(有机器可进入的室外作业面) | ~30,000 industrial-grade sites in Snow Belt: data centers · logistics parks · medical campuses · industrial facilities × (snow budget ≥ $20K/yr) × (robot-accessible outdoor work area) × avg snowfall >50in/yr × site ≥20,000sqft | US Census commercial facility data · ASHRAE climate zone mapping · SIMA member data · ARCBOS internal screening |
| SOM Y5 | 300–500 sites | 第5年付费站点目标，受ARCBOS交付产能约束（非市场需求约束）。300站 × $16K–28K/yr = 年度合同价值 $4.8M–14M。更高收入路径依赖多机器人部署、附加服务及ARPU提升。SAM推导：US Census设施数量 × Snow Belt地理过滤 × 年降雪≥50英寸 × 设施面积≥20,000sqft × 现有除雪预算≥$20K × 机器可进入室外作业面，最终约30,000个符合站点（完整推导表格在数据室）。 | Year-5 paid site target, constrained by ARCBOS delivery capacity (not market demand). 300 sites × $16K–28K/yr = annual contract value $4.8M–14M. Higher revenue requires multi-robot deployment per site, add-on services (salt / inspection), and ARPU growth. SAM derivation: US Census commercial facility universe filtered by Snow Belt geography, ≥50in annual snowfall, ≥20,000 sqft outdoor area, existing snow budget ≥US$20K, machine-accessible outdoor surface — yields ~30,000 qualifying sites (full derivation table in Data Room). | Bottom-up site model · ARCBOS internal · delivery-capacity constrained |
本BP不使用"US$45–75M SOM"表述。正确的5年收入目标基于站点数量底层建模：300–500站点 × 年费 $16K–28K = 年度合同价值 $4.8M–14M。若SOM以"年收入"表达，必须同时给出对应的站点数量和ARPU假设，两者必须数学自洽。
This BP does not use the "US$45–75M SOM" figure. The correct 5-year revenue target is bottom-up: 300–500 sites × $16K–28K/yr = annual contract value $4.8–14M. Any SOM expressed as annual revenue must include the corresponding site count and ARPU assumption — both must be mathematically consistent.
产品与技术架构
Product & Technical Architecture
DESIGN TARGETS · SYSTEM STACK · RATIONALE本节所有技术指标均为工程设计目标，尚未经过真实雪地工况测试验证。验证数据将于Beta B4/B5阶段（月6–8）产出。在获得真实测试数据前，本BP所有规格均以"设计目标"呈现，不代表已达成性能。
All technical specifications in this section are engineering design targets, not yet validated through real snow-field testing. Validation data will be produced at Beta B4/B5 (months 6–8). All specs remain "design targets" until real test data is available.
| 系统参数System Parameter | 工程设计目标Engineering Design Target | |
|---|---|---|
| 整机类别 | Vehicle Class | Industrial Mobile Robot · Tracked |
| 驱动 | Drive | 重载橡胶履带 / Heavy rubber track |
| 设计牵引力 | Design Traction | ≥500 kg nominal TARGET |
| 冷浸启动目标 | Cold Soak Start | −30°C after cold soak TARGET |
| 作业窗口 | Duty Cycle | 12hr task window TARGET* |
| 除雪机构 | Snow Mechanism | Front rotary snowblower |
| 作业宽度 | Clearing Width | TBD — confirmed in A3 TBD |
| 传感器 | Sensors | IMU · GNSS · Camera × 2+ · Ultrasonic |
| 计算平台 | Compute | Industrial PC (x86) · MCU dual |
| 通信 | Comms | 4G/LTE · Wi-Fi fallback · OTA |
| 防护目标 | Protection Target | IP65+ (design target) TARGET |
| 软件栈 | Software Stack | ROS2 · Teach & Repeat · Remote teleoperation |
| 自主级别 | Autonomy Level | L2–L2.5 (supervised, remote override) |
Teach & Repeat · 不承诺 L4/L5
Teach & Repeat · No L4/L5 Promise
操作员录制路线一次，机器人反复执行，遇障切换远程接管。这是工业移动机器人MVP阶段最可靠的技术选型，在仓储自动化、机场地勤、设施清洁等场景已大量验证，避免在雪地低纹理环境中押注未验证的SLAM技术。
Operator records route once; robot repeats autonomously with remote override on anomalies. Most reliable MVP tech choice for industrial mobile robots — widely validated in warehouse automation, ground support, and facility cleaning. Avoids betting on unproven SLAM in low-texture snow environments.
ROS2 开源框架 + 算法顾问外协
ROS2 Open-Source + Algorithm Advisors
底层软件栈基于 ROS2 开源框架（底盘控制、路径执行、传感器融合、OTA），避免从零造轮子。雪地SLAM难题与低纹理场景适配由外部算法顾问承担（含于¥35万软件预算），不增加全职技术团队规模。
Core software stack on ROS2 open-source (chassis control, path execution, sensor fusion, OTA) — no reinventing wheels. Snow SLAM and low-texture adaptation handled by external algorithm advisors (included in ¥350K software budget), minimizing full-time engineering headcount.
中国供应链直采 · 量产成本优势
Chinese Supply Chain · Production Cost Advantage
底盘件、电机减速机、电池BMS、工控机均通过中国工业供应链直采，比同规格北美采购成本低40–60%，在RaaS定价约束下实现合理毛利。联合创始人龚继锋负责供应链管理。
Chassis, motors/reducers, battery/BMS, and industrial PCs sourced directly from Chinese industrial supply chain — 40–60% lower cost vs. equivalent NA sourcing. Enables reasonable gross margin within RaaS pricing constraints. Co-founder Gong Jifeng manages supply chain.
验证计划与量化验收标准
Validation Plan & Quantified Acceptance Criteria
BETA B4 TARGET VALUES · NOT YET VALIDATED| 测试项目Test Item | Beta B4目标值Beta B4 Target | 测试方法Test Method | 验证阶段Gate | ||
|---|---|---|---|---|---|
| 低温冷浸启动 | Cold soak start | −20°C cold soak 4hr → normal start (target −30°C by B5) | 冷库测试 / 户外过夜 | Cold room / overnight outdoor | B4 |
| 作业效率 | Clearing throughput | ≥ 400 m²/hr at 10cm snow depth (target) | 实测 + GPS轨迹 | Field measured + GPS track | B4 |
| 路线重复精度 | Route repeat accuracy | 95th percentile lateral error ≤ 50cm | 10次重复测量取95百分位 | 10-run sample, 95th pct | B2 |
| 障碍物停止 | Obstacle stop | Detect & stop within 2m at max operating speed | 已知障碍物场景测试 | Known obstacle scenario test | B3 |
| 急停制动距离 | E-stop brake distance | ≤ 1.5m at max speed on snow surface | 标准负载 · 平坦雪面 | Full load · flat snow | B3 |
| 通信中断响应 | Comms loss response | Auto stop within 3s of signal loss | 人为断开信号 | Manual signal disconnect | B3 |
| 持续作业时间 | Continuous runtime | ≥ 4hr continuous operation at −15°C (target) | 模拟夜间连续作业 | Simulated overnight operation | B4 |
| 远程干预频率 | Remote intervention rate | ≤ 3 interventions/hr in familiar route | 演示条件下标准路线 | Standard route demo conditions | B5 |
| IP防护初步验证 | IP protection initial check | Internal IP65 equivalent test (pre-certification) | 内部等效测试，非正式认证 | Internal equivalent test, not formal cert | B1 |
−20°C cold soak 4hr → normal start (target −30°C by B5)
冷库测试 / 户外过夜
Cold room / overnight outdoor
≥ 400 m²/hr at 10cm snow depth (target)
实测 + GPS轨迹
Field measured + GPS track
95th percentile lateral error ≤ 50cm
10次重复测量取95百分位
10-run sample, 95th percentile
Detect & stop within 2m at max operating speed
已知障碍物场景测试
Known obstacle scenario test
≤ 1.5m at max speed on snow surface
标准负载 · 平坦雪面
Full load · flat snow
Auto stop within 3s of signal loss
人为断开信号
Manual signal disconnect
≥ 4hr continuous operation at −15°C (target)
模拟夜间连续作业
Simulated overnight operation
≤ 3 interventions/hr in familiar route
演示条件下标准路线
Standard route demo conditions
Internal IP65 equivalent test (pre-certification)
内部等效测试，非正式认证
Internal equivalent test, not formal cert
以上目标值基于同类工业移动机器人参考数据和工程判断设定，属于设计目标。实际测试可能调整验收标准。B4阶段产出的真实测试数据将提供给Pre-A投资人。 Target values set based on comparable industrial mobile robot benchmarks and engineering judgment — these are design targets. Actual test results may lead to acceptance criteria adjustment. Real test data from B4 will be provided to Pre-A investors.
安全合规路径
Safety & Compliance Roadmap
ANSI/A3 R15.08 · ISO 13849 · UL AMP · FUNCTIONAL SAFETY移动机器人进入商业设施后，安全不是可选功能，是商业准入前提。相关标准框架包括 ANSI/A3 R15.08（工业移动机器人）、ISO 13849（功能安全控制系统）及适用的 UL Automated Mobile Platform 标准；适用的具体标准组合将通过正式产品分类与合规范围评估确认。设施管理方在签署任何试点协议前都会要求安全证明文件。
For mobile robots entering commercial facilities, safety is not optional — it is the commercial admission prerequisite. Applicable standard framework includes ANSI/A3 R15.08 (industrial mobile robots), ISO 13849 (safety-related control systems), and applicable UL Automated Mobile Platform standards. Exact standard applicability will be confirmed through formal product-classification and conformity-assessment scoping. Facility managers require safety documentation before signing any pilot agreement.
双通道急停 + 通信丢失保护
Dual-Channel E-Stop + Comms Loss Protection
独立急停功能（硬件安全回路）与保护性停止功能（基于传感器触发）分开设计，不共享软件路径；通信信号丢失3秒触发失效安全停车（fail-safe stop）；操作区域内视觉+声音双重警示。安全距离将基于实测最大速度、制动距离和雪面摩擦系数确定，而非固定2米值。B3阶段完成验证并归档。
Hardware safety circuit (emergency stop) and sensor-triggered protective stop are designed as independent functions, not sharing a software path. Communication loss triggers fail-safe stop within 3 seconds. Visual and audible warnings in operation zone. Safety distance targets will be determined from measured maximum speed, actual braking distance, and snow-surface friction — not a fixed 2m assumption. Validated and documented at Beta B3.
人员检测 + 安全区域逻辑
Personnel Detection + Safety Zone Logic
多传感器融合（超声波+摄像头）实现一定范围内人员/障碍物检测；检测到人员进入安全区域时自动减速或停止；作业时间通常为凌晨人流稀少期，降低交互风险。Beta B3验收标准：2米内检测并停止。
Multi-sensor fusion (ultrasonic + camera) for personnel/obstacle detection. Auto-decelerate or stop when personnel enter safety zone. Operations scheduled during low-traffic overnight hours to minimize interaction risk. Beta B3 acceptance: detect and stop within 2m.
Alpha/Beta阶段：内部安全文件体系
Alpha/Beta Phase: Internal Safety Documentation
初步危害分析（PHA）· 安全功能清单 · 远程接管责任边界文件 · 定位异常失效安全策略 · 内部等效IP测试报告 · 试点现场安全操作规程（SOP）。这些文件在Beta 开发期完成，用于支撑首批LOI谈判中的安全问题应对。
Preliminary Hazard Analysis (PHA) · safety function list · remote teleoperation responsibility boundary document · localization anomaly fail-safe strategy · internal IP equivalent test report · pilot site safety SOP. Completed during Beta development to support safety questions in first LOI negotiations.
Angel阶段：正式认证与保险路径启动
Angel Phase: Formal Certification & Insurance Path Started
ANSI/A3 R15.08 标准框架预研 · ISO 13849功能安全评估 · UL Automated Mobile Platform适用性评估 · 产品责任险获取（与北美保险经纪合作）· 加拿大市场：CSA适用标准确认（通过认证机构scoping）· 欧洲市场（Y4/Y5）：EU Machinery Regulation (EU) 2023/1230（2027年1月起适用）。认证、产品责任险与北美试点合规预算纳入 Angel 资金计划。
ANSI/A3 R15.08 framework pre-scoping · ISO 13849 functional safety evaluation · UL Automated Mobile Platform applicability assessment · product liability insurance procurement · Canada: applicable CSA/UL standards confirmed through accredited certification-body scoping · Europe (Y4/Y5): EU Machinery Regulation (EU) 2023/1230 (applicable from Jan 2027). Certification, product-liability insurance and North American pilot-compliance budgets are included in the Angel plan.
保险架构（试点阶段）
Insurance Structure (Pilot Phase)
天使轮阶段：公司商业责任险基础覆盖；试点现场安全官在场；合同中明确事故责任划分。Pre-A阶段：专门的产品责任险（工业机器人险种）· 与北美保险经纪正式对接。保险可获取性是RaaS商业模式成立的隐含验证。
Angel stage: basic commercial liability insurance coverage; safety officer on-site during pilots; contractual accident liability delineation. Pre-A stage: dedicated product liability insurance (industrial robotics category) + formal engagement with NA insurance broker. Insurance obtainability is an implicit validation of RaaS business model viability.
远程运营责任边界
Remote Operations Responsibility Boundary
明确定义：机器自主模式下的事故责任（ARCBOS/保险）vs 远程操作员干预期间的责任（操作员 + ARCBOS）vs 设施方安全区域管理责任（客户）。这三个边界必须在首批试点合同中以条款形式落定，不能含糊。
Clearly defined: accident liability in autonomous mode (ARCBOS/insurance) vs. during remote operator intervention (operator + ARCBOS) vs. facility safety zone management (client). All three must be contractually defined in first pilot agreements — no ambiguity.
竞争格局
Competitive Landscape
UPDATED Q3 2026 · SNOWBOTIX INCLUDED · QUANTIFIED| 公司/产品Company | Segment | −30°C | Com.Scale | RaaS | 价格结构Price | 当前状态Status Q3'26 | 局限Gap vs ARCBOS | |||
|---|---|---|---|---|---|---|---|---|---|---|
| Otto / Yeti Autonomous Solutions |
机场跑道 | Airport runway | ✓ | ✗ | ✗ | >$2M/unit | Deployed, airport-only | 造价是商业地产承受上限的100×，非可行竞争者 | Unit cost 100× commercial real estate ceiling — not a viable competitor in target segment | |
| Snowbotix Canada, ~2021 founded |
商业设施RaaS | Commercial RaaS | △* | △ | ✓ | Undisclosed | 商业试点阶段 | Commercial pilot stage | 最直接竞争者：定位高度重叠。劣势：极寒可靠性公开数据不足；北美渗透有限；无中国供应链成本优势 | Closest competitor: high positioning overlap. Gap: limited public extreme-cold data; limited NA penetration; no Chinese supply chain cost advantage |
| Swap Robotics USA |
模块化·人行道 | Modular · sidewalk | △ | △ | △ | $50–90K | Transport Canada试验 | Transport Canada trial | 主要覆盖人行道场景，不覆盖大型商业园区中型作业 | Sidewalk-focused; not designed for large commercial campus mid-scale operations |
| Left Hand → Toro Acquired 2021 |
割草改型 | Lawn→snow adapt | ✗ | △ | ✗ | $80–120K | Deployed (mowing) | 设备销售模式非RaaS；极寒可靠性存疑（非雪地原生设计）；Toro收购Left Hand证明战略并购先例成立 | Capex model, not RaaS; extreme-cold reliability unproven (non-native snow design); Toro/Left Hand acquisition validates strategic M&A precedent | |
| Yarbo China origin, NA market |
消费级住宅 | Consumer residential | ✗ | ✗ | ✗ | ~$5,000 | Commercial available | 官方额定−25°C（非−30°C）；住宅吞吐量不满足商业设施；安全认证级别不达标；无远程运营支持 | Rated −25°C, not −30°C; residential throughput insufficient for commercial; safety cert level below requirement; no remote ops support | |
| ARCBOS SnowBot | 商业/工业园区 | Commercial/Industrial | ✓* | ✓ | ✓ | $16–28K/yr | Alpha完成 · Beta开发中 | Alpha complete · Beta in development | RaaS订阅 · 10年北美渠道 · 中国供应链成本优势 · 极寒目标验证中 | RaaS subscription · 10yr NA channel · Chinese supply chain cost edge · extreme cold target in validation |
造价是商业地产承受上限的100×，非可行竞争者
Unit cost 100× commercial real estate ceiling — not a viable competitor in target segment
最直接竞争者：定位高度重叠。极寒可靠性公开数据不足；北美渗透有限；无中国供应链成本优势
Closest competitor: high positioning overlap. Limited extreme-cold public data; limited NA penetration; no Chinese supply chain cost advantage
Transport Canada公开验证完成（1.7km T&R，15–20hr连续，无安全事故）；定位人行道，不针对大型设施关键区域
Transport Canada trial · sidewalk-focused; not designed for large commercial campus operations
极寒可靠性存疑·设备销售非RaaS·Toro并购Left Hand Robotics证明行业战略并购先例
Cold reliability unproven · capex model · Toro/Left Hand acquisition validates strategic M&A precedent
官方额定−25°C（非−30°C）·住宅吞吐量不足·安全认证级别不满足商业设施要求
Rated −25°C, not −30°C · residential throughput · safety certification level below commercial requirements
Alpha已完成 · Beta开发中 · Angel待Beta验收·10年北美渠道就绪·RaaS订阅模式·中国供应链成本优势
Alpha complete · Beta in development · Angel after Beta acceptance · 10yr NA channel ready · RaaS model · Chinese supply chain cost advantage
△* Snowbotix极寒数据、△ ARCBOS −30°C均为设计目标/未公开验证。✓✗ 以公开信息判断，截至2026 Q3。竞争格局持续演变，建议投资人独立核实竞品最新状态。 △* Snowbotix extreme-cold data unconfirmed; ARCBOS −30°C is design target. ✓✗ based on public information as of Q3 2026. Landscape evolving — investors should independently verify competitor current status.
ARCBOS的真正护城河不是单项技术指标，而是：极寒工况真实运行数据 · 可审计的服务记录（用于客户合规）· 站点数字地图与客户工作流集成 · 远程运营体系（操作员培训、排班、异常处理）· 供应链成本优势下的RaaS盈利能力。这些需要实际部署逐步积累，不是资本可以直接购买的，也不能被竞争对手在一个冬季内复制。
ARCBOS's real moat is not a single technical specification — it's the compound of: real extreme-cold operational data · auditable service records (for customer compliance) · site digital maps and customer workflow integration · remote operations infrastructure (operator training, scheduling, anomaly handling) · RaaS profitability enabled by supply chain cost advantage. These accumulate through actual deployment; they cannot be purchased with capital or replicated in a single winter season.
商业模式与单位经济
Business Model & Unit Economics
BASE CONTRACT: 1 SITE · 1 ROBOT · 1 SERVICE ZONE · 1 WINTER| 单台机器人经济模型（年度，USD，预量产估算）Per-Robot Annual Economics (USD, Pre-Production Estimates) | ||
|---|---|---|
| 目标量产COGS（小批量，参考同类工业移动机器人） | Target production COGS (small-batch, industry reference) | $25,000–35,000 |
| 首年部署与安装 | Year-1 deployment & installation | $2,000–3,000 |
| 年度现场维护（每50工时一次，或按需） | Annual field maintenance (every 50hr or on-demand) | $3,000–4,000 |
| 年度远程运营摊销（每名操作员负责10台机器） | Annual remote ops amortized (1 operator per 10 robots) | $1,500–2,500 |
| 保险 · 物流 · 仓储 · 年度摊销 | Insurance · logistics · storage · annualized | $1,500–2,000 |
| 硬件折旧（5年直线法） | Hardware depreciation (5-year straight-line) | $5,000–7,000 |
| 第1年总成本（含折旧） | Year-1 total cost (incl. depreciation) | $13,000–18,500 |
| 目标RaaS年费 | Target RaaS annual fee | $16,000–28,000 |
| 年度毛利（低端/高端） | Annual gross profit (low / high) | $0 / $14,500 |
| 硬件资本回收期（$22K年费中值） | Hardware payback period (at $22K avg fee) | ~28–36 months |
以上为预量产估算，基于同类工业移动机器人（仓储AMR、清洁机器人等）行业参考数据。$16K/年低端定价下毛利空间极薄；盈利能力来自：ARPU提升（高可靠性站点议价）、规模带来的COGS下降、多机器人站点部署、附加服务（撒盐/巡检）收入。实际数字在量产BOM确认后（Pre-A阶段）重新建模。
Pre-production estimates based on comparable industrial mobile robot industry references (warehouse AMRs, cleaning robots). At $16K/yr floor pricing, gross margin is very thin. Profitability path: ARPU growth (premium for high-reliability sites), COGS reduction at scale, multi-robot sites, add-on services (salt / inspection). Actual figures re-modeled after production BOM confirmation at Pre-A stage.
| 年份Year | 付费站点Paid Sites | 年度ACVAnnual ACV | 关键前提Key Prerequisite | |
|---|---|---|---|---|
| Y1 | 5–10 | $80–280K | Beta B5完成 · 首批LOI转签 | Beta B5 done · first LOI-to-contract |
| Y2 | 25–40 | $400K–1.1M | 小批量产 · 渠道复制 · 第一个冬季运行数据 | Small-batch production · channel scaling · first winter ops data |
| Y3 | 80–120 | $1.3–3.4M | Pre-A资金投入 · 稳定迭代 · 产品认证启动 | Pre-A capital deployed · stable iteration · product cert started |
| Y4 | 180–260 | $2.9–7.3M | 规模化部署 · 运营体系成熟 · 欧洲预研 | Scale deployment · ops system mature · Europe prep |
| Y5 | 300–500 | $4.8–14M | 受交付产能约束 · 北美 + 欧洲双市场 | Delivery-capacity constrained · NA + Europe dual market |
Beta B5完成 · 首批LOI转签
Beta B5 done · first LOI-to-contract
小批量产 · 渠道复制 · 第一个冬季运行数据
Small-batch production · channel scaling · first winter ops data
Pre-A资金投入 · 稳定迭代 · 产品认证启动
Pre-A capital deployed · stable iteration · product cert started
规模化部署 · 运营体系成熟 · 欧洲预研
Scale deployment · ops system mature · Europe prep
受交付产能约束 · 北美 + 欧洲双市场
Delivery-capacity constrained · NA + Europe dual market
RAAS CONTRACT STRUCTURE & REMOTE OPS MODEL
合同期：12个月年度合同，可续签；第2年+提供3年期优惠价
Contract period: 12-month annual; 3-year discount option from Year 2+
计费单位：每站点/每季（冬季）；附加服务（撒盐、巡检）单独计费
Billing unit: per site per season (winter); add-on services (salt, inspection) billed separately
机器归属：ARCBOS所有；客户为服务合同，不为设备
Robot ownership: ARCBOS-owned; client contracts for service, not equipment
非冬季：早期机器储存+维护；中期探索割草/安防场景以提高年度利用率
Off-season: Early stage: robot storage + maintenance. Medium term: explore mowing/security to improve annual utilization
渠道与客户管道
Channel & Customer Pipeline
HONEST FUNNEL · FOUNDER NETWORK · NOT INFLATEDCBRE、Colliers 在本材料中代表创始人龚铁靖的直接客户与合作人脉关系（非机构签署的正式渠道协议）。过去10年在这两家公司的能源项目合作形成了直接决策人联系，但ARCBOS与这两家公司并无签约渠道合作合同。首批试点意向来自这一人脉网络中了解创始人执行能力的设施决策人。
CBRE and Colliers in this document represent Founder Gong Tiejing's direct client and colleague relationships (not signed institutional channel agreements). 10 years of energy project collaboration created direct decision-maker contacts, but ARCBOS has no signed channel partnership contract with either company. First pilot candidates are expected from facility decision-makers in this network who know the founder's execution track record. Formal pilot intent confirmation begins after Beta B5 demo.
| 漏斗阶段Funnel Stage | 定义Definition | 当前数量Current Count | 目标时间点Target Timing | ||
|---|---|---|---|---|---|
| 01 · REACH | 创始人可直接触达的大型商业设施决策人（人脉关系，有会议机会） | Facility decision-makers directly reachable by founder (relationship contact, meeting opportunity) | 50+ | 现在 | Now |
| 02 · DISCOVERY | 完成需求访谈（雪务预算规模、场地类型、痛点），有会议记录 | Needs interview completed (snow budget size, site type, pain points), meeting notes available | 进行中 | Beta 开发期 | During Beta development |
| 03 · QUALIFIED | 书面/邮件确认有实质试点兴趣，有场地且符合SnowBot适用条件 | Written/email confirmed substantive pilot interest; has suitable site for SnowBot | TBD | Beta B4前 | Before Beta B4 |
| 04 · LOI | 正式意向书：含具体站点、测试时间窗口、验收条件、费用承担方案 | Formal LOI: specific site, test window, acceptance criteria, cost arrangement | TBD | Beta 验收后–Angel 交割前 | After Beta acceptance ~ before Angel close |
| 05 · SIGNED | 正式服务合同（首批付费或半付费）；第一个运营冬季 | Signed service contract (first paid or semi-paid); first operational winter | Year 1 Target | 首个冬季（Pre-A前后） | First winter (around Pre-A) |
创始人可直接触达的大型商业设施决策人（人脉关系，有会议机会）
Facility decision-makers directly reachable by founder (relationship contact, meeting opportunity)
完成需求访谈（雪务预算规模、场地类型、痛点），有会议记录
Needs interview completed (snow budget, site type, pain points), meeting notes available
书面/邮件确认有实质试点兴趣，有场地且符合SnowBot适用条件
Written/email confirmed substantive pilot interest; has suitable site for SnowBot
正式意向书：含具体站点、测试时间窗口、验收条件、费用承担方案
Formal LOI: specific site, test window, acceptance criteria, cost arrangement
正式服务合同（首批付费或半付费）；第一个运营冬季
Signed service contract (first paid or semi-paid); first operational winter
数据中心 · 物流仓储
Data Centers · Logistics Parks
24/7运营 · 夜间安全需求强 · 年度除雪预算标准化 · 入口/装卸区路线固定且可重复 · 企业采购流程规范。SnowBot最适合的第一战场。
24/7 operations · strong overnight safety requirement · standardized annual snow budget · entry/loading dock routes fixed and repeatable · formal enterprise procurement process. Best first-market fit for SnowBot.
医疗院区 · 工业厂区
Medical Campuses · Industrial Facilities
高失败成本（医疗安全、生产线不能停）· 预算稳定 · 安全合规要求高（这反而筛选出认真的客户）· 需要更强的安全认证文件作为准入前提。第2–3年重点渗透。
High failure cost (medical safety, production line) · stable budgets · high safety compliance bar (actually filters for serious customers) · requires stronger safety certification docs as prerequisite. Year 2–3 focus.
SIMA网络 · 间接渗透
SIMA Network · Indirect Penetration
SIMA会员除雪承包商（全北美88,200+企业）是ARCBOS的间接渠道：承包商将SnowBot作为"服务增强工具"向其设施客户推广。Pre-A阶段启动SIMA会员参展与合作伙伴招募，先期不依赖承包商渠道，优先直接服务设施方。
SIMA member snow contractors (88,200+ North America) are ARCBOS's indirect channel: contractors position SnowBot as a "service enhancement tool" for their facility clients. SIMA membership and partner recruitment starts at Pre-A. Initial focus: direct-to-facility, not through contractors.
工程里程碑与量化验收标准
Engineering Milestones & Quantified Acceptance Criteria
A1–A4 · B1–B5 · NO BLACK-BOX R&D系统架构冻结 · BOM锁定
Architecture Freeze · BOM Lock
验收：完整BOM文件归档 · 关键供应商书面确认交货期 · 采购订单可以下达 · 软件架构文档V1完成Acceptance: complete BOM archived · key suppliers confirm lead times in writing · POs can be issued · software architecture doc V1 complete
底盘与驱动系统打通
Chassis & Drive System Functional
验收：平地完成前进/后退/原地转向/急停 · 驱动电流正常（实测vs设计值±20%）· 电机温度在额定范围 · 可遥控操作不少于30分钟Acceptance: forward/reverse/pivot turn/e-stop on flat · drive current nominal (measured vs design ±20%) · motor temp within rated range · remote operable ≥30 min
除雪作业模块完成 · 基础安全文件
Snow-Clearing Module Complete · Safety Documentation V1
验收：在积雪场地完成基础推雪/吹雪动作 · 推雪力实测值 · 无机构干涉 · 初步危害分析（PHA）完成 · 急停双通道验证通过Acceptance: completes basic plowing/blowing on actual snow · pushing force measured · no mechanical interference · PHA completed · dual-channel e-stop validated
Alpha工程样机完成 · 电耗实测
Alpha Engineering Prototype Complete · Power Draw Measured
验收：人工遥控下安全执行完整除雪任务 · 实际电耗数据（确定12hr续航方案）· 热数据记录 · 全套安全功能清单文件化 · 投资人可参观展示Acceptance: full snow-clearing task under teleoperation, safely · actual power draw data (determines 12hr strategy) · thermal data logged · full safety function list documented · investor-viewable demo
产品化结构重构 · IP防护初步验证
Product-Grade Redesign · IP Protection Initial Check
验收：整机具备可交付外观（非拼装原型状态）· 线束与密封处理完成 · 内部等效IP65测试通过 · 整机重量与外形尺寸确认Acceptance: deliverable-grade finish (not prototype assembly look) · wiring and sealing complete · internal equivalent IP65 test pass · confirmed weight and footprint
定位与路线系统 · Teach & Repeat基础功能
Localization & Route System · Teach & Repeat Basic
验收：录制路线 · 保存 · 自主回放3次以上 · 横向重复误差95百分位 ≤50cm（目标值，允许在有GNSS覆盖场景下）· 路线异常（偏离>1m）触发停止Acceptance: record route · save · autonomous replay ≥3 times · lateral repeat error 95th pct ≤50cm (target, in GNSS-covered area) · deviation >1m triggers stop
任务执行闭环 · 安全系统完整验证
Task Execution Loop · Full Safety System Validation
验收：固定场地按路线自主完成基础除雪 · 人员进入2米范围自动减速/停止 · 急停制动距离 ≤1.5m · 通信丢失3秒自动停车 · 安全系统测试报告归档Acceptance: route-based clearing in fixed site autonomously · person entering 2m zone triggers decel/stop · e-stop brake distance ≤1.5m · comms loss 3s auto-stop · safety test report archived
极寒 + 夜间 + 雪地综合测试
Extreme Cold + Night + Snow Combined Validation
验收：−20°C+真实雪地测试（目标达到−25°C+）· 夜间自主除雪任务完成 · 连续作业 ≥4小时 · 视频记录（有时间戳、GPS轨迹、温度读数）· 测试数据报告归档Acceptance: −20°C+ real snow field test (target −25°C+) · night autonomous task complete · continuous operation ≥4hr · video recorded (timestamped, GPS track, temp readings) · test data report archived
Beta 验收完成 · Angel 开启门槛
Beta Acceptance Complete · Angel Opening Gate
验收：向Angel投资人/客户/合作伙伴现场演示 · 远程干预率 ≤3次/小时（演示条件）· 量产BOM初稿完成并附供应商报价 · 首批LOI推进中 · 安全文件包完整Acceptance: live demo to Angel investors/clients/partners · remote intervention rate ≤3/hr (demo conditions) · initial production BOM with supplier quotes · first LOIs in progress · safety doc package complete
团队与招募计划
Team & Hiring Plan
NAMED ROLES · GAPS DISCLOSED · HIRING PLAN| 成员Member | 角色Role | 关键背景Background | 全职FT | 当前交付Deliverable | |||
|---|---|---|---|---|---|---|---|
| 龚铁靖 Gong Tiejing |
创始人 / CEO / PM | Founder / CEO / PM | 北美C&I能源10年+，电气工程师，PepsiCo·Shell·B&V项目交付，CBRE/Colliers客户网络 | 10yr+ NA C&I energy, EE background, PepsiCo · Shell · B&V project delivery, CBRE/Colliers client network | ✓ | 战略方向·融资·客户渠道·整体PM | Strategy · fundraising · channel · overall PM |
| 龚继锋 Gong Jifeng |
联合创始人 / 供应链 | Co-Founder / Supply Chain | 机械制造与供应链管理背景，联合出资¥100万，直连中国工业供应链。详细履历尽调提供。 | Mechanical manufacturing and supply chain background, Industrial Supply Chain, direct Chinese industrial supply chain access. Detailed CV at due diligence. | ✓ | 采购·供应商管理·BOM成本 | Procurement · vendor mgmt · BOM cost |
| 陈超 Chen Chao |
结构总工 / 集成 | Chief Structural & Integration Engineer | 前飞利浦医疗机器人，机械结构与系统集成，主导整机从设计图到实物的转化 | Former Philips Medical Robotics, mechanical structure and system integration, leads prototype-to-physical conversion | ✓ | 底盘·机构设计·样机组装 | Chassis · mechanism design · prototype assembly |
| 杨光华 Yang Guanghua |
产业顾问 / 供应链 | Industry Advisor / Supply Chain | 清华具身智能产业协会副会长，机器人产业链核心供应商资源 | VP, Tsinghua Embodied AI Industry Association; core robotics supply chain relationships | 顾问 | 供应链资源·量产路径加速 | Supply chain resources · production path acceleration |
| 甄文胜 Zhen Wensheng |
合伙人 / 市场商业化 | Partner / Market & Commercialization | 前机器人行业头部企业市场负责人（具体公司及任职期间尽调提供），丰富B2B大客户交付经验 | Former market lead at leading robotics company (specific company and tenure at due diligence), extensive B2B enterprise delivery experience | ✓ | 客户验证·试点推进·商业合同 | Customer validation · pilot advancement · commercial contracts |
北美C&I能源10年+，电气工程师，PepsiCo·Shell·B&V项目交付，CBRE/Colliers客户网络
10yr+ NA C&I energy, electrical engineer, PepsiCo · Shell · B&V project delivery, CBRE/Colliers client network
战略方向·融资·客户渠道·整体PMStrategy · fundraising · channel · overall PM机械制造与供应链管理背景，联合出资¥100万，直连中国工业供应链。详细履历尽调提供。
Mechanical manufacturing and supply chain background, Industrial Supply Chain, direct Chinese industrial supply chain access. Detailed CV at due diligence.
采购·供应商管理·BOM成本Procurement · vendor mgmt · BOM cost前飞利浦医疗机器人，机械结构与系统集成，主导整机从设计图到实物的转化
Former Philips Medical Robotics, mechanical structure and system integration, leads prototype-to-physical conversion
底盘·机构设计·样机组装Chassis · mechanism design · prototype assembly清华具身智能产业协会副会长，机器人产业链核心供应商资源
VP, Tsinghua Embodied AI Industry Association; core robotics supply chain relationships
供应链资源·量产路径加速Supply chain resources · production path acceleration前机器人行业头部企业市场负责人（具体公司及任职期间尽调提供），丰富B2B大客户交付经验
Former market lead at leading robotics company (specific company and tenure at due diligence), extensive B2B enterprise delivery experience
客户验证·试点推进·商业合同Customer validation · pilot advancement · commercial contracts当前团队尚无专职CTO/首席技术官。自主导航（SLAM/Teach&Repeat实现）、嵌入式控制（MCU/运动控制）、功能安全（ISO 13849）三个核心技术方向目前通过外部算法顾问承担（含于¥35万软件预算）。这是当前最大团队短板，我们选择如实披露。
解决路径：Angel阶段正式招募全职技术负责人，或通过核心算法顾问以有限股权方式参与（协议已在讨论中）。天使轮期间：明确技术决策责任人，外部顾问团按阶段考核输出。
The current team has no dedicated CTO / Chief Technical Officer. Autonomous navigation (SLAM/Teach & Repeat implementation), embedded control (MCU/motion control), and functional safety (ISO 13849) are currently covered by external algorithm advisors (included in ¥350K software budget). This is our most significant current team gap — we disclose it directly.
Resolution path: Formally recruit a full-time technical lead during the Angel stage, or bring on a core algorithm advisor as limited equity partner (agreement under discussion). During angel round: clear technical decision-making accountability defined; external advisors assessed per milestone output.
ANGEL ROUND HIRING PLAN · POST-BETA CORE TEAM
| 岗位Role | 类型Type | 月薪范围Monthly Salary | 核心交付Key Deliverable | ||
|---|---|---|---|---|---|
| 机械工程师 ×1–2 | Mechanical Engineer ×1–2 | 全职 | ¥15,000–25,000 | 底盘加工·装配·测试 | Chassis machining · assembly · testing |
| 嵌入式/运动控制工程师 ×1 | Embedded / Motion Control Engineer | 全职 | ¥20,000–30,000 | MCU·驱动·安全IO | MCU · drive · safety IO |
| 软件/ROS2集成工程师 ×1 | Software / ROS2 Integration Engineer | 全职 | ¥18,000–28,000 | ROS2·路径执行·OTA后台 | ROS2 · path execution · OTA backend |
| 测试工程师 ×1 | Test Engineer | 全职 | ¥12,000–18,000 | DV测试·雪地测试·安全验证 | DV test · snow-field test · safety validation |
| 算法顾问（导航/SLAM） | Algorithm Advisor (Navigation/SLAM) | 外部 | ¥10,000–20,000/月 | Teach&Repeat·雪地适配·B2–B3验证 | Teach & Repeat · snow adaptation · B2–B3 validation |
Beta 后 Angel 预算与融资结构
Post-Beta Angel Budget & Funding Structure
CNY 8M TARGET · 12–15 MONTH RUNWAYBeta Partner Round：¥200万 / Pre-money ¥1,000万，职责只有一个：完成 Beta。
Angel Round：Beta 验收后计划开启，目标 ¥800万 / Pre-money ¥4,500万，职责是试生产、北美客户试点、认证保险、现场运营与商业转化。
估值桥：Partner Round 投后 ¥1,200万 → Angel 计划投前 ¥4,500万，必须由 Beta 验收与试点准备度支撑，不是同时存在的两种价格，也不构成下一轮估值保证。
Beta Partner Round: CNY 2M at CNY 10M pre-money, dedicated to completing Beta.
Angel Round: planned after Beta acceptance, target CNY 8M at CNY 45M pre-money, funding trial production, North American customer pilots, certification/insurance, field operations and commercial conversion.
Valuation bridge: CNY 12M Partner post-money → planned CNY 45M Angel pre-money must be earned through Beta acceptance and pilot readiness. These are not simultaneous prices and the next-round valuation is not guaranteed.
| 资金用途Use | 内容Scope | 金额Amount | % | ||
|---|---|---|---|---|---|
| 试生产与DFM | Trial Production & DFM | 首批工程试制、工装夹具、供应商NRE、BOM冻结、质量与可维护性优化；按约8–12台试制/试点能力预留，最终数量由BOM和验证结果决定。 | First engineering batch, tooling, supplier NRE, BOM freeze, quality and serviceability; capacity reserved for roughly 8–12 trial/pilot units, final count governed by BOM and validation. | ¥240万 | 30% |
| 北美客户试点与现场运营 | North America Pilots & Field Ops | 运输、仓储、备件、现场支持、冬季测试、客户培训、运行证据与售前技术支持。 | Freight, storage, spares, field support, winter validation, customer training, operational evidence and sales engineering. | ¥160万 | 20% |
| 核心工程与产品团队 | Core Engineering & Product Team | 嵌入式、自治/ROS2、测试、机械/电气迭代、产品与项目管理；补齐技术负责人和现场验证能力。 | Embedded, autonomy/ROS2, validation, mechanical/electrical iteration, product and program management; add technical leadership and field-validation capability. | ¥160万 | 20% |
| 认证·保险·安全准入 | Certification · Insurance · Safety Entry | 适用标准评估、功能安全、产品责任险、第三方测试与企业客户安全准入材料。 | Applicable-standards scoping, functional safety, product-liability insurance, third-party testing and enterprise safety-entry documentation. | ¥80万 | 10% |
| 自治软件·云端·远程运营 | Autonomy · Cloud · Remote Ops | Beta 后鲁棒性、远程接管、任务与日志、数据闭环、现场诊断与车队基础设施。 | Post-Beta robustness, teleoperation, mission/logging, data loops, field diagnostics and fleet foundations. | ¥80万 | 10% |
| 营运资金与风险储备 | Working Capital & Reserve | 采购账期、返修、汇率、冬季窗口不可逆成本和试点不可预见支出。 | Supplier timing, rework, FX, winter-window irreversibility and unforeseen pilot costs. | ¥80万 | 10% |
| 目标 Angel 融资Target Angel Raise | ¥800万 | 100% | |||
Pre-money：¥4,500万 · 目标：¥800万 · 目标投后：¥5,300万 · 目标稀释：15.1%
最低：¥600万 → 11.8% · 上限：¥1,000万 → 18.2%
融资规模逻辑：Beta 验收后进入试生产、跨境试点、认证保险与现场运营阶段。¥800万按约12–15个月的 Beta-to-Pilot 周期配置，目标是在下一次融资前形成生产BOM、首批客户现场和可核验商业证据；不构成融资或估值保证。
Pre-money: CNY 45M · target: CNY 8M · target post-money: CNY 53M · target dilution: 15.1%
Minimum: CNY 6M → 11.8% · cap: CNY 10M → 18.2%
Round-sizing logic: after Beta acceptance, the company enters trial production, cross-border pilots, certification/insurance and field operations. CNY 8M is sized for roughly a 12–15 month Beta-to-Pilot cycle, targeting a production BOM, first customer sites and verifiable commercial evidence before the next financing. This is not a financing or valuation guarantee.
5年商业规模预景
5-Year Commercial Scale Scenario
COMMERCIAL SCALE SCENARIO · NOT A FULL FINANCIAL MODEL · FULL P&L AT PRE-A以下为商业规模预景，不是完整财务模型。完整模型需要：收入确认、机器人CapEx、运营成本、销售与研发、北美服务运营、保险、营运资本、现金流。上述内容将在Pre-A阶段（量产BOM确认后）完整建模。本表仅呈现站点规模、ACV和关键前提的逻辑一致性。
This is a commercial scale scenario — not a complete financial model. A full model requires: revenue recognition, fleet CapEx, OpEx, S&M, R&D, North America service operations, insurance, working capital, and cash flow. All of the above will be modeled at Pre-A stage after production BOM confirmation. This table shows only site-scale, ACV, and prerequisite logic consistency.
| 指标Metric | Y1 | Y2 | Y3 | Y4 | Y5 | ||||||
|---|---|---|---|---|---|---|---|---|---|---|---|
| 付费站点（期末） | Paid sites (end of year) | 5–10 | 25–40 | 80–120 | 180–260 | 300–500 | |||||
| 年度合同价值（ACV） | Annual contract value | $80–280K | $400K–1.1M | $1.3–3.4M | $2.9–7.3M | $4.8–14M | |||||
| 目标毛利率（规模化后） | Target gross margin (at scale) | ~0–10% | ~15–25% | ~25–35% | ~30–40% | ~35–45% | |||||
| 融资节奏 | Funding cadence | Beta后 Angel ¥800万 → 试生产/首批客户 | Post-Beta Angel ¥8M → trial production / first customers | Pre-A ¥1,500–3,000万 | Pre-A CNY 15–30M | A轮（待定） | Round A (TBD) | A轮/规模化 | A/scale | 盈亏平衡 | Break-even target |
| 关键前提 | Key prerequisite | B5完成·首批LOI | B5 done · first LOI | 小批量产·渠道 | Small-batch · channel | Pre-A资金·认证 | Pre-A capital · cert | 规模化·欧洲 | Scale · Europe | 交付产能约束 | Delivery capacity limit |
股权结构与计划 Angel 条款
Cap Table & Planned Angel Terms
POST-PARTNER → TARGET ANGEL| 股东Shareholder | Beta Partner轮后Post-Partner | Angel目标投后Post-Angel Target |
|---|---|---|
| 龚铁靖 / Gong Tiejing | 70.83% | 60.14% |
| 嘉锋（海南）投资有限公司 | 12.50% | 10.61% |
| 创业合伙平台Partner Platform | 16.67% | 14.15% |
| 计划 Angel 投资人Planned Angel Investors | — | 15.09% |
| Total | 100% | ~100% |
Angel目标投后按 Pre-money ¥4,500万 + 目标融资 ¥800万计算；四舍五入存在约0.01%差异。该规划表不替代正式工商股权记录与交易文件。Post-Angel target assumes CNY 45M pre-money + CNY 8M target raise; rounding may produce ~0.01% variance. This planning table does not override formal corporate records or transaction documents.
| Pre-money | ¥4,500万 |
| 目标融资Target raise | ¥800万 |
| 最低 / 上限Minimum / cap | ¥600万 / ¥1,000万 |
| 正式开启条件Opening gate | Beta 验收 + 试生产/客户试点准备度Beta acceptance + trial-production / pilot readiness |
| 融资工具Instrument | 拟议普通股或可转股工具；以正式 Term Sheet 与法律文件为准Proposed equity or convertible instrument; subject to formal term sheet and legal documents |
| 法律主体Legal entity | 上海阿克博斯技术有限公司；跨境结构按下一轮投资人与业务需要另行设计Shanghai ARCBOS Technology Co., Ltd.; cross-border structure to be designed according to next-round investors and operating needs |
Beta Partner Round：Pre-money ¥1,000万、Post-money ¥1,200万。
计划 Angel：Beta 验收后 Pre-money ¥4,500万。
两者之间不是“同一时间两种价格”，而是由 Alpha→Beta 的工程风险消除形成的计划估值门槛。45M Pre 只有在 Beta 验收、任务闭环可复现、生产BOM与客户试点准备度达到要求后才具备叙事基础；本页面不构成对下一轮估值、融资成功或投资收益的保证。
Beta Partner Round: CNY 10M pre-money / CNY 12M post-money.
Planned Angel: CNY 45M pre-money after Beta acceptance.
These are not two simultaneous prices. The planned valuation step is intended to reflect engineering-risk reduction from Alpha to accepted Beta. The CNY 45M pre-money narrative only becomes supportable if Beta acceptance, repeatable task loops, production-BOM readiness and customer-pilot readiness are achieved. Nothing here guarantees valuation, financing success or investment returns.
风险与应对策略
Risks & Mitigation Strategies
6 RISK CATEGORIES · TRANSPARENT DISCLOSURE| # | 风险Risk | 级别Level | 描述Description | 应对策略Mitigation | |||
|---|---|---|---|---|---|---|---|
| R1 | 极寒技术验证失败 | Extreme-cold validation failure | HIGH | −30°C设计目标在真实测试中无法达成；电池性能衰减超预期；机构在低温下出现可靠性问题 | −30°C design target fails in real test; battery performance degrades beyond prediction; mechanisms fail at low temperature | 分阶段验证（B4先验证−20°C，再推进−30°C）；与加热模块供应商预研主动热管理方案；选用已有低温应用案例的电池供应商；电池性能是最高优先级早期测试项 | Phased validation (B4 validates −20°C first, then −30°C); pre-study active thermal management with heater module suppliers; select battery suppliers with documented cold-weather deployments; battery performance is earliest priority test item |
| R2 | CTO/技术负责人缺失 | No full-time CTO | HIGH | 自主导航、嵌入式控制、功能安全三个方向目前无专职全职负责人，依赖外部顾问，存在知识流失和进度依赖风险 | No dedicated full-time lead for autonomous navigation, embedded control, or functional safety. Dependency on external advisors creates knowledge loss and schedule dependency risk. | （1）明确每个顾问的专属交付里程碑和验收标准；（2）代码归公司所有，全程版本控制；（3）Pre-A融资计划中正式预留CTO招募薪酬；（4）探索核心算法顾问以期权形式绑定 | (1) Each advisor has exclusive milestone deliverables and acceptance criteria; (2) all code company-owned under version control; (3) Pre-A plan formally includes CTO recruitment budget; (4) explore option-based binding for core algorithm advisor |
| R3 | 供应链交期延误 | Supply chain lead time delay | MED | 关键零件（电机减速机、工控机、电池BMS）供应商出现产能或物流问题，导致A2–A4阶段延期 | Key component suppliers (motor/reducer, industrial PC, battery BMS) face capacity or logistics issues, delaying A2–A4 | 每个关键模块至少2家备用供应商（已初步确认）；关键零件预下单并提前备货；联合创始人龚继锋专职供应链管理；¥65万风险储备可覆盖紧急替换采购 | At least 2 backup suppliers per key module (preliminarily confirmed); critical parts pre-ordered with early stocking; Gong Jifeng dedicated to supply chain management; ¥650K risk reserve covers emergency replacement procurement |
| R4 | 竞争对手加速 | Competitor acceleration | MED | Snowbotix或其他竞争对手在天使轮期间完成更多验证或融资，抢先签约目标客户 | Snowbotix or other competitors complete more validation or fundraising during angel period, signing target customers first | 加快时间线：6个月完成Beta B4，不等待完美；优先签约创始人直接关系网络内的站点（进入壁垒更低）；中国供应链成本优势使ARCBOS即使慢半步仍可以更低RaaS价格竞争 | Accelerate timeline: B4 complete in 6 months, don't wait for perfection; prioritize signing sites within founder's direct network (lower entry barrier); Chinese supply chain cost advantage means ARCBOS can compete on price even if slightly behind on timeline |
| R5 | 安全事故与责任风险 | Safety incident & liability | MED | 试点期间机器人与人员或财产发生碰撞，造成人身伤害或财产损失，引发法律和声誉风险 | Robot-person or robot-property collision during pilot, causing injury or property damage, triggering legal and reputational risk | （1）所有Beta测试现场配置安全官；（2）完成双通道急停和人员检测验证（B3）再进行公开演示；（3）试点合同明确责任边界；（4）商业责任险覆盖；（5）初始试点场地选择人流稀少的夜间工业场地 | (1) Safety officer on-site for all Beta tests; (2) dual-channel e-stop and personnel detection validated (B3) before any public demo; (3) pilot contracts explicitly define liability; (4) commercial liability insurance coverage; (5) initial pilot sites selected for low-traffic overnight industrial settings |
| R6 | 融资衔接风险 | Funding bridge risk | LOW | 天使轮完成后Pre-A融资未能按预期推进，导致Beta完成后资金断裂 | After angel close, Pre-A fundraising does not proceed as expected, creating a funding gap after Beta completion | （1）天使轮资金按计划可覆盖完整6–8个月Beta；（2）B5完成后具备核心Pre-A资产（测试视频+演示样机+LOI）；（3）Beta阶段同步启动Pre-A接触；（4）创始人可提供有限过桥支持 | (1) Angel round capital covers full 6–8 month Beta as planned; (2) B5 completion provides core Pre-A assets (test video + demo robot + LOI); (3) Pre-A outreach begins during Beta; (4) founders can provide limited bridge support |
−30°C设计目标在真实测试中无法达成；电池性能衰减超预期；机构在低温下出现可靠性问题
−30°C design target fails in real test; battery performance degrades beyond prediction; mechanisms fail at low temperature
分阶段验证（B4先验证−20°C，再推进−30°C）；与加热模块供应商预研主动热管理；选用已有低温应用案例的电池供应商；电池性能是最高优先级早期测试项
Phased validation (B4 validates −20°C first, then −30°C); pre-study active thermal management with heater module suppliers; select battery suppliers with documented cold-weather deployments; battery performance is earliest priority test item
自主导航、嵌入式控制、功能安全三个方向目前无专职全职负责人，依赖外部顾问，存在知识流失和进度依赖风险
No dedicated full-time lead for autonomous navigation, embedded control, or functional safety. Dependency on external advisors creates knowledge loss and schedule dependency risk.
每个顾问有专属交付里程碑；代码归公司所有，全程版本控制；Pre-A融资计划正式预留CTO招募薪酬；探索核心算法顾问以期权形式绑定
Each advisor has exclusive milestone deliverables; all code company-owned under version control; Pre-A plan formally includes CTO recruitment budget; explore option-based binding for core algorithm advisor
关键零件供应商出现产能或物流问题，导致A2–A4阶段延期
Key component suppliers face capacity or logistics issues, delaying A2–A4
每个关键模块至少2家备用供应商；关键零件预下单提前备货；联合创始人龚继锋专职供应链；¥65万风险储备覆盖紧急替换采购
At least 2 backup suppliers per key module; critical parts pre-ordered; Gong Jifeng dedicated to supply chain management; ¥650K risk reserve covers emergency replacement procurement
Snowbotix或其他竞争对手在天使轮期间完成更多验证或融资，抢先签约目标客户
Snowbotix or other competitors complete more validation or fundraising during angel period, signing target customers first
加快时间线，6个月完成Beta B4；优先签约创始人直接关系网络内站点；中国供应链成本优势保持价格竞争力
Accelerate timeline: B4 complete in 6 months; prioritize signing sites within founder's direct network; Chinese supply chain cost advantage maintains price competitiveness
试点期间机器人与人员或财产发生碰撞，造成人身伤害或财产损失
Robot-person or robot-property collision during pilot, causing injury or property damage
所有Beta测试现场配置安全官；双通道急停和人员检测验证（B3）后才进行公开演示；试点合同明确责任边界；商业责任险覆盖
Safety officer on-site for all Beta tests; dual-channel e-stop and personnel detection validated (B3) before any public demo; pilot contracts explicitly define liability; commercial liability insurance coverage
天使轮完成后Pre-A融资未能按预期推进，导致Beta完成后资金断裂
After angel close, Pre-A fundraising does not proceed as expected, creating a funding gap after Beta completion
天使轮资金覆盖完整6–8个月Beta；B5完成后具备核心Pre-A资产；Beta阶段同步启动Pre-A接触；创始人可提供有限过桥支持
Angel round capital covers full 6–8 month Beta; B5 completion provides core Pre-A assets; Pre-A outreach begins during Beta; founders can provide limited bridge support
融资后6–8个月窗口恰好对应2026–27冬季。若样机或测试出现延误，整体推迟约一年
The 6–8 month funded window maps directly onto the 2026–27 winter. Any delay risks missing the entire snow validation window, pushing program ~1 year
B4极寒测试为最高优先级KPI；预订北方测试场地；冷库备用；双周进度检查；风险储备覆盖场地调整
B4 extreme-cold test is highest-priority KPI; pre-book northern test sites; cold chamber backup; bi-weekly critical-path checks; risk reserve covers site changes
数据室清单 · DD准备状态
Data Room Checklist · DD Readiness
EVIDENCE BEHIND THE STORYA · ENGINEERING
✓ 零件清单与到货确认
✓ 苏州组装现场照片
○ 系统架构图（A1后）
○ BOM完整快照（A1后）
○ 供应商报价（主要模块）
○ Alpha/Beta测试数据（A4/B5后）
✓ Component list + receipt confirmation
✓ Suzhou assembly site photos
○ System architecture diagram (post A1)
○ Full BOM snapshot (post A1)
○ Supplier quotes (key modules)
○ Alpha/Beta test data (post A4/B5)
B · CUSTOMER EVIDENCE
○ 客户访谈记录（匿名化）
○ 现有除雪合同成本样本
○ 试点候选名单（保密）
○ LOI模板草稿
— 正式LOI：Beta B5后启动
○ Customer interview logs (anonymized)
○ Current snow-service cost samples
○ Pilot candidate list (confidential)
○ LOI template draft
— Signed LOI: initiated after Beta B5
C · SAFETY & COMPLIANCE
○ 初步危害分析（PHA，B3前）
○ 标准适用范围评估矩阵
○ 安全功能清单与测试协议
○ 制动距离测试方案（B3）
○ Preliminary hazard analysis (pre-B3)
○ Standards applicability scoping matrix
○ Safety function list + test protocol
○ Stopping-performance test protocol (B3)
D · CORPORATE & IP
✓ IP归属协议（已执行）
✓ 保密协议（员工/顾问）
○ 工商登记与股权文件
○ 开源软件清单与许可证
○ 顾问协议（含期权条款）
✓ IP assignment agreements (executed)
✓ NDAs (employees + advisors)
○ Business registration + cap table docs
○ Open-source software inventory + licenses
○ Advisor agreements (incl. option terms)
退出路径
Exit Paths
REALISTIC · NO SPAC · NO MULTIPLES PROMISE本章节描述潜在流动性路径，不代表对退出时间、退出方式或投资回报倍数的任何承诺。早期工业机器人公司的退出路径高度依赖公司运营表现、资本市场环境和潜在战略并购方的决策，均超出ARCBOS的直接控制范围。投资人应以长期持有心态评估本轮投资，而非依赖特定退出时间表。
This section describes potential liquidity paths — not any commitment on exit timing, form, or investment return multiples. Exit paths for early-stage industrial robotics companies are highly dependent on operational performance, capital market conditions, and strategic acquirer decisions, all beyond ARCBOS's direct control. Investors should evaluate this round with a long-term holding mindset, not reliance on a specific exit schedule.
战略并购
Strategic Acquisition
户外设备平台（如Toro · Husqvarna · Briggs & Stratton体系内品牌）或设施管理SaaS平台是最可能的战略并购方。先例：Toro于2021年以约4,000万美元收购Left Hand Robotics，证明大型户外设备公司有意愿通过并购获取自主机器人能力。ARCBOS的价值在于：北美验证的极寒工况数据、商业客户基础、RaaS运营体系和中国供应链优势。收购可发生于Pre-A到A+阶段之间，取决于双方协议，不具有必然性。
Outdoor equipment platforms (e.g. Toro, Husqvarna, Briggs & Stratton portfolio brands) or facility management SaaS platforms are the most likely strategic acquirers. Precedent: Toro acquired Left Hand Robotics for ~$40M in 2021, proving large outdoor equipment companies will acquire autonomous robotics capabilities. ARCBOS value: NA-validated extreme-cold data, commercial customer base, RaaS ops system, and Chinese supply chain advantage. Acquisition could occur between Pre-A and A+ stage — not guaranteed.
后续轮次有限二级转让
Limited Secondary in Later Rounds
在Pre-A或A轮融资中，经创始人、新老投资人三方一致同意的情况下，天使投资人可通过有限二级转让实现部分流动性。这取决于公司经营表现达到Pre-A投资人认可标准，以及新轮次投资人同意此安排。不是标准条款，也不是对流动性时间的承诺。
In a Pre-A or A round, with mutual agreement of founders, existing, and new investors, angel investors may achieve partial liquidity through limited secondary transfer. This is contingent on company performance meeting Pre-A investor standards and new-round investors agreeing to the arrangement. Not a standard term; not a timing commitment.
上市（长期）
Public Market Listing (Long-Term)
在实现可观规模营收（通常$50M+年收入）后，可探索纳斯达克或北美证券市场上市路径。这是5年以上的长期路径，取决于业务规模能否达到上市门槛，目前不作为主要退出规划依据。本BP不提及SPAC，因为当前阶段的公司规模与SPAC通道不匹配。
After achieving material revenue scale (typically $50M+ annual revenue), a Nasdaq or North American exchange listing path could be explored. This is a 5+ year long-term path, contingent on business scale reaching listing thresholds — not a primary exit planning basis. This BP does not reference SPAC, as current company scale is mismatched with SPAC requirements.
NEXT STEP · 下一步
安排投资人沟通
SCHEDULE INVESTOR CALL
现场样机参观 · 尽调数据室 · 创始人直接沟通
Prototype site visit · Due diligence data room · Direct founder conversation
龚铁靖 · Gong Tiejing · Founder / CEO · Gong Tiejing · Founder / CEO · info@arcbos.com · arcbos.com