世界500強(qiáng)CEO訪談 第18期:惠普馬克赫德 技術(shù)環(huán)境至關(guān)重要(3)

Reporter: Tell us about your customers? What industries do you target?

記者：跟我們談一下您的顧客可以嗎?您的目標(biāo)產(chǎn)業(yè)是什么呢?

Hurd: We, ve had a great deal of success with major global retailers, but we also have customers who are leading the banking, 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, Delta Air Lines, Qantas, SBC, Taiwan Cellular, UnumProvident, Samsung Life Insurance, Edison Mission Energy, Harrah’s Entertainment, Federal Express, Shanghai Stock Exchange, Travelocity, E-TRADE, and MatchLogic.

赫德：我們與全球主要零售商的合作取得了很大的成功，但是我們也有作為銀行、航空、電信、保險、制造業(yè)、能源、娛樂行業(yè)，以及最成功的電子商務(wù)企業(yè)等行業(yè)領(lǐng)導(dǎo)這類的客戶。具體說來，我們的客戶包括排名前7的航空公司中的6個，前10零售商中的6個，前9位的通信公司中的6個，以及超過40%的美國最大的制造商和全球領(lǐng)先的銀行。這些客戶包括加拿大皇家銀行、德爾塔航空公司、SBC通信、臺灣大哥大、普誠、三星生命保險、愛迪生團(tuán)能源、哈拉娛樂公司、聯(lián)邦快遞、上海證券交易所、Travelocity公司、電子貿(mào)易和MatchLogic等很多企業(yè)。

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

記者：你們是把IBM和甲骨文作為最主要的競爭對手嗎?你們是如何積蓄力量與他們進(jìn)行競爭的呢?

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 complexity of queries 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 analyst firm Winter Corporation. The Data Warehousing Institute recognized Teradata customer Harrah's Entertainment as its 2000 Leadership in Data Warehousing Award winner.

赫德：我們的確把IBM和甲骨文看作數(shù)據(jù)倉庫的競爭對手，但不是在每個產(chǎn)品領(lǐng)域之間我們都存在競爭。相較這兩個競爭對手，尤其是相較于他們無界限的增長能力的方面，我們覺得自己很有優(yōu)勢。我們的技術(shù)也常常被一些公司引進(jìn)，以取代那些原本建立在IBM或甲骨文技術(shù)基礎(chǔ)之上的系統(tǒng)。此外，我們認(rèn)為我們有數(shù)據(jù)倉庫和決策支持專業(yè)化的優(yōu)勢。我們的競爭不會有相同的焦點，因為事實上，他們推銷網(wǎng)上交易處理系統(tǒng)，而該系統(tǒng)并不能像我們的數(shù)據(jù)庫一樣真正處理數(shù)據(jù)負(fù)載或處理復(fù)雜的查詢。尤其感到自豪的是在過去的一年中我們得到了客戶的產(chǎn)業(yè)認(rèn)可。通過Winter公司近期的可擴(kuò)展性調(diào)查，世界上最大的商業(yè)Teradata用戶，SBC通信公司主導(dǎo)了6個類別的數(shù)據(jù)庫分析公司中的5個。數(shù)據(jù)倉庫研究所確認(rèn)其2000年的數(shù)據(jù)倉庫獎得主為領(lǐng)導(dǎo)Teradata的客戶哈拉娛樂公司。

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

記者：那您給顧客們所帶來的益處是什么呢?

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：我們幫助他們推動增長。我們讓他們更好地作出明智的決定，而不只是單一的業(yè)務(wù)決策。我們雖然不是做得最好的，但是我們一直都在盡力以給顧客帶來好處。