世界500强CEO访谈 第18期:惠普马克赫德 技术环境至关重要(3)

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　　记者：跟我们谈一下您的顾客可以吗？您的目标产业是什么呢？

　　Hurd: We, ve had a great deal of success with major global retailers¹, but we also have customers who are leading the banking², airline，telecommunications, insurance，manufacturing，energy, and entertainment industries, plus several of the most successful e-businesses. To be more specific, our customers include six of the top seven airlines, six of the top 10 retailers, six of the top nine communications companies, more than 40% of the largest US manufacturers and the world’s leading banks. These customers include Royal Bank of Canada, Delta³ Air Lines, Qantas, SBC, Taiwan Cellular⁴, UnumProvident, Samsung Life Insurance, Edison Mission Energy, Harrah’s Entertainment, Federal Express, Shanghai Stock Exchange, Travelocity, E-TRADE, and MatchLogic.

　　赫德：我们与全球主要零售商的合作取得了很大的成功，但是我们也有作为银行、航空、电信、保险、制造业、能源、娱乐行业，以及最成功的电子商务企业等行业领导这类的客户。具体说来，我们的客户包括排名前7的航空公司中的6个，前10零售商中的6个，前9位的通信公司中的6个，以及超过40%的美国最大的制造商和全球领先的银行。这些客户包括加拿大皇家银行、德尔塔航空公司、SBC通信、台湾大哥大、普诚、三星生命保险、爱迪生团能源、哈拉娱乐公司、联邦快递、上海证券交易所、Travelocity公司、电子贸易和MatchLogic等很多企业。

　　Reporter: Do you consider IBM and Oracle⁵ your main competitors? How do you stack up against them?

　　记者：你们是把IBM和甲骨文作为最主要的竞争对手吗？你们是如何积蓄力量与他们进行竞争的呢？

　　Hurd: We do consider IBM and Oracle as our main data warehousing competitors, although we don’t compete with them in every product area. We feel we compare very favorably to these two competitors, especially when it comes to the ability to grow without boundaries. We are often brought in by companies to replace systems that were originally built on IBM or Oracle technology. Also, we feel we have an advantage in our specialization on data warehousing and decision support. Our competition doesn't have the same focus, evidenced by the fact they promote online transaction processing systems, which can’t really handle the data loads or process the complexity⁶ of queries⁷ our database can. We’re especially proud of the industry recognition we’ve gained in the past year with our customers. The world’s largest commercial Teradata user, SBC Communications，led five out of six categories in a recent database scalability survey by analyst⁸ firm Winter Corporation. The Data Warehousing Institute recognized Teradata customer Harrah's Entertainment as its 2000 Leadership in Data Warehousing Award winner.

　　赫德：我们的确把IBM和甲骨文看作数据仓库的竞争对手，但不是在每个产品领域之间我们都存在竞争。相较这两个竞争对手，尤其是相较于他们无界限的增长能力的方面，我们觉得自己很有优势。我们的技术也常常被一些公司引进，以取代那些原本建立在IBM或甲骨文技术基础之上的系统。此外，我们认为我们有数据仓库和决策支持专业化的优势。我们的竞争不会有相同的焦点，因为事实上，他们推销网上交易处理系统，而该系统并不能像我们的数据库一样真正处理数据负载或处理复杂的查询。尤其感到自豪的是在过去的一年中我们得到了客户的产业认可。通过Winter公司近期的可扩展性调查，世界上最大的商业Teradata用户，SBC通信公司主导了6个类别的数据库分析公司中的5个。数据仓库研究所确认其2000年的数据仓库奖得主为领导Teradata的客户哈拉娱乐公司。

　　Reporter: How would you summarize the benefits you bring to customers?

　　记者：那您给顾客们所带来的益处是什么呢？

　　Hurd: We help them drive growth. And we make them smarter with better decision-making against a single view of the business. We cannot say that we are the best but we are always trying our best to bring benefits to the customers.

　　赫德：我们帮助他们推动增长。我们让他们更好地作出明智的决定，而不只是单一的业务决策。我们虽然不是做得最好的，但是我们一直都在尽力以给顾客带来好处。

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