E36 对谈 Osoji Robotics 创始人 Octavio Urzua
AGI Villa
本期对谈,我们邀请到了拉美智能家电品牌 Osoji 的创始人 Octavio Urzua。从智利起步到登顶亚马逊墨西哥站畅销榜,Osoji 提供了一份教科书级别的区域深度扩张指南。Octavio 深入分享了日本“Kaizen”哲学如何重塑硬件产品定义——削减冗余的极客功能,回归“为用户买断时间”的本质诉求;揭示了为何在硬件高度同质化的今天,深耕本土的“真实社区”才是品牌唯一的护城河;并探讨了企业如何通过正向现金流摆脱“烧钱换增长”的资本陷阱。对于当前面临关税不确定性和美国市场红海竞争的中国出海硬件创始人而言,Osoji 战略性暂停赴美、重仓拉美的决策,无疑提供了 2026 年最具启发性的反共识商业洞察。
In this conversation, we sit down with Octavio Urzua, founder of the Latin American home-robotics brand Osoji. From its roots in Chile to becoming a top seller on Amazon Mexico, Osoji provides a masterclass in strategic regional expansion. Octavio shares how the Japanese philosophy of Kaizen (continuous improvement) drives their product development—stripping away unnecessary features to focus on the core value of "selling time." He reveals why a deeply engaged local community is the only true hardware moat in today's market, and how focusing on cash flow over VC funding has fueled their sustainable growth. For Chinese hardware founders navigating global supply chains, tariff uncertainties, and the fierce competition of the US market, Octavio’s contrarian decision to pause US entry and double down on Latin America offers a crucial, high-density playbook for global expansion in 2026.
👤嘉宾介绍:
Osoji Robotics 创始人 & CEO
2017 年,他在智利创立 Osoji Robotics。8 年时间,带领一支仅 20 人的跨国团队(来自智利、墨西哥、阿根廷、日本、美国、法国),累计售出 25 万+ 台家用机器人,在亚马逊墨西哥 6 个月登顶 Top 1 。墨西哥市场目前贡献40% 的销售。
2022 年,Octavio 带领 Osoji 成为智利历史上首家登陆 ScaleX 创业板的科技公司,开创了拉美早期创业公司"股权公开融资"的先例。
2025 年,面对美国关税不确定性,他做出了一个逆主流的决定:主动暂停美国上市计划,把资源投向拉美 —— 2026 年 Osoji 将进入 6 个新拉美市场,产品线从 3 大品类扩展到 12 个品类,涵盖扫地机、料理机、空气炸锅、吹风机、智能健康戒指。
创立 Osoji 之前,他在 Accura Systems 用 3 年把销售从 400 万美金做到 2000 万美金。
他相信:人们买的不是机器人,是时间。
Founder & CEO, Osoji Robotics · Santiago, Chile
In 2017, Octavio founded Osoji — a Latin American home-robotics company built on the Kaizen philosophy, and backed by technology partners in Tokyo. In 8 years, his 20-person team — spanning Chile, Mexico, Argentina, Japan, the US, and France — has sold 250,000+ home robots across Latin America and became a #1 bestseller on Amazon Mexico in just six months. Mexico now contributes 40% of total sales.
In 2022, Osoji became the first Chilean startup in history to list on the Santiago Stock Exchange via the ScaleX venture platform — opening a new public-market path for early-stage Latin American companies.
In 2025, facing US tariff uncertainty, Octavio made a counter-intuitive call: he paused Osoji's US entry and reinvested that energy into Latin America. In 2026, Osoji is entering six new LatAm markets, with a portfolio now spanning 12 categories — from vacuums and cooking robots to air fryers, hair dryers, and smart health rings.
Before Osoji, Octavio grew sales at Accura Systems from $4M to $20M in three years.
His core belief: "People don't buy robots. They buy time."
🎙️话题速览:
03:13 Introduction: The Osoji Journey & "Selling Time"
05:18 Chile as the Gateway to Latin America
07:18 The Kaizen Philosophy: Small Steps to Breakthroughs
11:42 From Software to Hardware: Finding the First Customer
18:14 Latin America Expansion: Sequencing and Localization
36:43 Product Ecosystem: Improving Daily Rituals
41:58 The Ultimate Moat: A Community-Driven Brand
51:19 Cash-Flow Over Ego: The Non-VC Funding Path
55:10 Strategic Pauses: Navigating Tariffs and the US Market
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