世界500強CEO訪談 第23期:IBM山姆彭明盛 我們想要好的合作伙伴(2)

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記者：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 uncertainty, 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，我們將繼續(xù)這樣做，但在這樣一個環(huán)境下，經(jīng)濟(jì)有那么多的不確定性，我認(rèn)為，我們所有人可以做的最好的事情就是談?wù)撊绾螏椭髽I(yè)成為隨機(jī)應(yīng)變的企業(yè)，并幫助他們做到這一點。我們都將知道它是什么，我們都將知道這對他們意味著什么，我們有我們的看法，但是它對他們意味著什么，他們應(yīng)該如何利用它。因此，不僅僅是我這樣做，我的意思是，我們鼓勵全世界的領(lǐng)導(dǎo)人做同樣的事情——走出去，去參考和查詢。他們一年創(chuàng)造了 400到500條有用的參考信息。所以與其他一些人相比，我們?nèi)〉昧诉M(jìn)步，因為那些人只會說“我們想要創(chuàng)造財富，我們過些時候?qū)?chuàng)造”。

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

記者：說到“其他一些人”，您能說一下IBM的競爭對手嗎，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 Tandem 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：惠普的技術(shù)過渡是很龐大的。記得，他們將有一個基于x86的完美的架構(gòu)，他們將要整合串聯(lián)的VAX, HP/UX,他們將要集成在一個通用平臺，那將是偉大的。記得收購，收購的協(xié)同作用，你們比我清楚，我只是讀了一下演講稿。所以，這是整個事情。然后會發(fā)生什么?現(xiàn)在介紹的是斷點，因為你在一個低端架構(gòu)間有一個斷點。要真正擁有高端服務(wù)器的性能，我們將不得不做到64位。假設(shè)在某個時候英特爾/微軟的聲明中，就Regattas項目，他們得到一個與我們相抗衡的斷點，加上 Squdron和Superdome，還有另外一個斷點。所以現(xiàn)在他們有三個斷點，但這三個斷點并未排成一列，他們必須將這三個斷點和VAX結(jié)果，和HP/UX串聯(lián)即與所有這些東西整合到一起。因此，這不是一個微不足道的研發(fā)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?

記者：有很多消息稱，市場占有率從惠普轉(zhuǎn)移到IBM,你們的服務(wù)器產(chǎn)業(yè)正在發(fā)展壯大，其中多少歸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 helping 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，當(dāng)你看一下IBM的服務(wù)器和存儲份額時，我們通過服務(wù)器獲得了五個點的份額，我用的是IDC數(shù)據(jù)，因為總是會有不同的資料，總是會有不同的數(shù)據(jù)。那個數(shù)字差不多是5,對于那個數(shù)據(jù)我們也有自己的看法。在存儲份額方面它差不多是4.5,但是很明顯的，當(dāng)合作伙伴說份額轉(zhuǎn)移到我們公司的時候，你也知道在這一行，那份額是轉(zhuǎn)移到合作伙伴的公司了。我們的產(chǎn)業(yè)流通都是通過我們的合作伙伴進(jìn)行的。所以，如果沒有我們的伙伴的幫忙，我們是不會獲得那么多份額的。事實上，我們很感謝他們的幫忙，如果不是他們，我們不會有如此高的工作效率，所以我們合作得非常好。我們對他們的幫助充滿感激。

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

記者：那么說來，IBM需要很多各種各樣的合作伙伴，是這樣的嗎?