世界500强CEO访谈 第23期:IBM山姆彭明盛 我们想要好的合作伙伴(2)

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　　记者：您的意思是什么？

　　Palmisano: I mean we will continue to do that, but in an environment where there was so much economic uncertainty¹, I felt that the best thing all of us could do was to talk about how to help businesses become on-demand businesses was to get out there and help them do it.We will all learn what it is. We will all learn what it means to them, we had our view of it, but what it meant to them and how they would take advantage of it. So, doing this, and it was not just me, I mean we encouraged the worldwide leaders to do the same thing, to go out and work on creating these quiet references. They created 400 to 500 of them in a year. So, we made some progress vs. other guys who are talking about their “We want to reference some accounts but we’ll get into that later”.

　　彭明盛：我的意思是，我们将继续这样做，但在这样一个环境下，经济有那么多的不确定性，我认为，我们所有人可以做的最好的事情就是谈论如何帮助企业成为随机应变的企业，并帮助他们做到这一点。我们都将知道它是什么，我们都将知道这对他们意味着什么，我们有我们的看法，但是它对他们意味着什么，他们应该如何利用它。因此，不仅仅是我这样做，我的意思是，我们鼓励全世界的领导人做同样的事情——走出去，去参考和查询。他们一年创造了 400到500条有用的参考信息。所以与其他一些人相比，我们取得了进步，因为那些人只会说“我们想要创造财富，我们过些时候将会去创造”。

　　Reporter: Speaking of those “other guys” can you talk about IBM’s competition especially HP?

　　记者：说到“其他一些人”，您能说一下IBM的竞争对手吗，尤其是惠普？

　　Palmisano: The technical transition for HP is huge. Remember, they were going to have a seamless architecture based on X86 and they were going to integrate Tandem² VAX, HPAJX, and they were going to integrate on a common platform and it was going to be great. Remember the acquisition, the synergies of the acquisition. You guys know better than I. I just read the speeches. So, that was the whole thing. And then what happens? You now introduce breakpoints because you had a break point between an architecture of the low end. To really get to the high-end server performance, we're going to have to get 64-bit. To assume at some point that is Intel/Microsoft statement, (they get a break point to really compete with us with the Regattas, the Squadron vs the Superdome-and there’s another break point.) So now they have three break points, but it is not just that they have three breakpoints in the line, they have to integrate into those three break points VAX, Tandem HPAJX, all this stuff. So it is not a trivial R&D effort.

　　彭明盛：惠普的技术过渡是很庞大的。记得，他们将有一个基于x86的完美的架构，他们将要整合串联的VAX, HP/UX,他们将要集成在一个通用平台，那将是伟大的。记得收购，收购的协同作用，你们比我清楚，我只是读了一下演讲稿。所以，这是整个事情。然后会发生什么？现在介绍的是断点，因为你在一个低端架构间有一个断点。要真正拥有高端服务器的性能，我们将不得不做到64位。假设在某个时候英特尔/微软的声明中，就Regattas项目，他们得到一个与我们相抗衡的断点，加上 Squdron和Superdome，还有另外一个断点。所以现在他们有三个断点，但这三个断点并未排成一列，他们必须将这三个断点和VAX结果，和HP/UX串联即与所有这些东西整合到一起。因此，这不是一个微不足道的研发工作。

　　Reporter: There are many stories circulating in the channel about market share shifting from HP to IBM and your server business seems to be growing. How much do you attribute to your partners’ efforts?

　　记者：有很多消息称，市场占有率从惠普转移到IBM,你们的服务器产业正在发展壮大，其中多少归功于合作伙伴的努力呢？

　　Palmisano: Yes, when you look at IBM server and storage share, we have gained five points of share in server. I’m using IDC data. Because there is always different data, there is always different numbers. It is always around 5. We have our own view of the number. It is about 4.5 in storage, but clearly, when the partners say it is shifting to us and as you know in this business, it is the partners. All of our business here goes through the partners. So, we can’t be gaining that much share without the partners helping³ us. In fact, we really appreciate their help there. It would be impossible for us to be that effective without them, so that works very well. We are thankful to them for their help.

　　彭明盛：是的，当你看一下IBM的服务器和存储份额时，我们通过服务器获得了五个点的份额，我用的是IDC数据，因为总是会有不同的资料，总是会有不同的数据。那个数字差不多是5,对于那个数据我们也有自己的看法。在存储份额方面它差不多是4.5,但是很明显的，当合作伙伴说份额转移到我们公司的时候，你也知道在这一行，那份额是转移到合作伙伴的公司了。我们的产业流通都是通过我们的合作伙伴进行的。所以，如果没有我们的伙伴的帮忙，我们是不会获得那么多份额的。事实上，我们很感谢他们的帮忙，如果不是他们，我们不会有如此高的工作效率，所以我们合作得非常好。我们对他们的帮助充满感激。

　　Reporter:So then IBM needs a broad set of diversified⁴ partners. Right or wrong?

　　记者：那么说来，IBM需要很多各种各样的合作伙伴，是这样的吗？

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