世界500強CEO訪談 第27期:IBM山姆彭明盛 營銷戰(zhàn)略和整合有關(3)

Palmisano: I know, evolving is the tricky thing. And evolving it around the world, because our partners are global, they’re not regional. So it，s multi dimensions of the evolution. But I think if we could agree, all of us could agree that this is the path we want to go down and then keep working together, because the best way for us to work with the partners as you know is to have an open dialogue and communications. And we have to be fluid, and in a way we have to trust each other. So therefore this is open dialogue and communications. At the same time IBM today has a very strong point of view. We do. We have a strong point of view around the importance of standards. We have a strong point of view around the importance of adding value around integrating. We want more people in our ecosystem committed to standards-based computing architectures. We’ll go make sure that we have the best cost points and the best technology. But we’re committed to standards and we want our partners with us there, on open standards-based architectures. We are going to be biased, right? People that are committed to a proprietary approach, we’re not going to have as much interested in helping as those committed to standards. People that want to work with us to get to standards based computing models, we are very open and willing to invest in. People that feel that they’ve to stay on proprietary approaches, they’ve made a business decision. But there are proprietary companies that probably want to invest in them, but we’re not that proprietary company.

彭明盛：我知道，過渡和進步是一件復雜的事情。我們也必須要使他們朝著世界方向發(fā)展，因為我們的合作伙伴都是全球性的，而并非區(qū)域性的。所以這是進化的多個方面。但是我想，如果我們都同意在這條道路上走下去，并且保持合作，那我們就能夠實現(xiàn)目標。因為與伙伴合作的最好的方法就是彼此間進行公開的談話與交流。我們必須要靈活處事，并且彼此信任，因此我們才可以展開公開的談話與交流。同時，今天的IBM對此有很強的觀點，的確是這樣。我們對規(guī)范的重要性很重視，我們對通過整合創(chuàng)造新價值的重要性很重視。我們希望在我們的體系中，能夠有更多的人致力于運算架構建立在標準基礎上。我們將確定我們有最好的成本運算和最好的技術。我們致力于規(guī)范標，并且我們希望我們的合作伙伴也能夠這樣，致力于建立以開放標準為基礎的結構框架。那將會產(chǎn)生爭議，是嗎?對于那些采用自營交易方法的伙伴，我們將不會給予很多的幫助，我們會幫助那些規(guī)范的有標準尺度的伙伴。我們很樂意對那些想要跟我們在標準基礎上的運算構架方面合作的人們投資，而那些認為還要采取自營方式的人，他們已經(jīng)作出了自己的商業(yè)決策。一些控股公司可能會想要給他們投資，但是我們不會。

Reporter:So you want these guys to commit more to the IBM way of thinking...

記者：所以你希望他們都能夠以IBM式的思維方式去思考問題……

Palmisano: No, more to standards. Open standards. It’s not an IBM thing; it’s an industry thing. We want them committed more to open standards. And it’s not an IBM thing; this is the industry. We just think there’s a need for an ecosystem committed around standards. There’s clearly a huge ecosystem committed to proprietary approaches, as you know. And so all we’re saying is we want some counterbalance.

彭明盛：不，我認為是以一種標準，開放的標那不是IBM的標準，而是整個產(chǎn)業(yè)的標準，我希望他們能夠更多地致力于這個開放的標準。我們只是認為，作為一個體系，有一個共同的標準是必須的。你知道，有很多體系是朝向一個自營方式靠攏的，所以我們說的一 切就是要說明我們需要一些抗衡力。

Reporter: You know, HP is making a big push in the consumer electronics space. Are you planning to jump in?

記者：您知道，惠普集團現(xiàn)在正在推進消費者電子空間業(yè)務，你們也準備加入他們的行列嗎?

Palmisano: We are enterprise. We used to be in retail. We were in retail, we were in retail PC. Remember we had, we were an Internet service provider, a thing called IBM GN, the IBM Global Network. We are enterprise. We (make) no bones of what we are, we know what we are. We are the leading company in the enterprise. There’s only one sector we’re not number one in, that’s industrial.

彭明盛：我們是一個企業(yè)，過去我們也常常做零售，我們零售個人計算機。回想一下我的過去，我們是網(wǎng)絡服務提供商，我們是IBM/GN，即IBM全球網(wǎng)絡。我們是一個企業(yè)，我們毫不掩飾我們是誰，因為我們都知道我們是誰，我們是世界上起領導作用的企業(yè)。只有在一個領域中我們不是第一名，那就是工業(yè)領域。