世界500强CEO访谈 第27期:IBM山姆彭明盛 营销战略和整合有关(3)

 　　Palmisano: I know, evolving is the tricky¹ 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 ecosystem² committed to standards-based computing³ 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 biased⁴, right? People that are committed to a proprietary⁵ approach, we’re not going to have as much interested in helping⁶ 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，过渡和进步是一件复杂的事情。我们也必须要使他们朝着世界方向发展，因为我们的合作伙伴都是全球性的，而并非区域性的。所以这是进化的多个方面。但是我想，如果我们都同意在这条道路上走下去，并且保持合作，那我们就能够实现目标。因为与伙伴合作的最好的方法就是彼此间进行公开的谈话与交流。我们必须要灵活处事，并且彼此信任，因此我们才可以展开公开的谈话与交流。同时，今天的IBM对此有很强的观点，的确是这样。我们对规范的重要性很重视，我们对通过整合创造新价值的重要性很重视。我们希望在我们的体系中，能够有更多的人致力于运算架构建立在标准基础上。我们将确定我们有最好的成本运算和最好的技术。我们致力于规范标，并且我们希望我们的合作伙伴也能够这样，致力于建立以开放标准为基础的结构框架。那将会产生争议，是吗？对于那些采用自营交易方法的伙伴，我们将不会给予很多的帮助，我们会帮助那些规范的有标准尺度的伙伴。我们很乐意对那些想要跟我们在标准基础上的运算构架方面合作的人们投资，而那些认为还要采取自营方式的人，他们已经作出了自己的商业决策。一些控股公司可能会想要给他们投资，但是我们不会。

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

　　记者：所以你希望他们都能够以IBM式的思维方式去思考问题……

　　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，我认为是以一种标准，开放的标那不是IBM的标准，而是整个产业的标准，我希望他们能够更多地致力于这个开放的标准。我们只是认为，作为一个体系，有一个共同的标准是必须的。你知道，有很多体系是朝向一个自营方式靠拢的，所以我们说的一 切就是要说明我们需要一些抗衡力。

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

　　记者：您知道，惠普集团现在正在推进消费者电子空间业务，你们也准备加入他们的行列吗？

　　Palmisano: We are enterprise. We used to be in retail⁷. 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 sector⁸ we’re not number one in, that’s industrial.

　　彭明盛：我们是一个企业，过去我们也常常做零售，我们零售个人计算机。回想一下我的过去，我们是网络服务提供商，我们是IBM/GN，即IBM全球网络。我们是一个企业，我们毫不掩饰我们是谁，因为我们都知道我们是谁，我们是世界上起领导作用的企业。只有在一个领域中我们不是第一名，那就是工业领域。

1 tricky   

adj.狡猾的，奸诈的；(工作等)棘手的，微妙的

参考例句：

• I'm in a rather tricky position.Can you help me out?我的处境很棘手，你能帮我吗？
• He avoided this tricky question and talked in generalities.他回避了这个非常微妙的问题，只做了个笼统的表述。

2 ecosystem   

n.生态系统

参考例句：

• This destroyed the ecosystem of the island.这样破坏了岛上的生态系统。
• We all have an interest in maintaining the integrity of the ecosystem.维持生态系统的完整是我们共同的利益。

3 computing   

n.计算

参考例句：

• to work in computing 从事信息处理
• Back in the dark ages of computing, in about 1980, they started a software company. 早在计算机尚未普及的时代（约1980年），他们就创办了软件公司。

4 biased   

a.有偏见的

参考例句：

• a school biased towards music and art 一所偏重音乐和艺术的学校
• The Methods: They employed were heavily biased in the gentry's favour. 他们采用的方法严重偏袒中上阶级。

5 proprietary   

n.所有权，所有的；独占的；业主

参考例句：

• We had to take action to protect the proprietary technology.我们必须采取措施保护专利技术。
• Proprietary right is the foundation of jus rerem.所有权是物权法之根基。

6 helping   

n.食物的一份&adj.帮助人的，辅助的

参考例句：

• The poor children regularly pony up for a second helping of my hamburger. 那些可怜的孩子们总是要求我把我的汉堡包再给他们一份。
• By doing this, they may at times be helping to restore competition. 这样一来, 他在某些时候,有助于竞争的加强。

7 retail   

v./n.零售；adv.以零售价格

参考例句：

• In this shop they retail tobacco and sweets.这家铺子零售香烟和糖果。
• These shoes retail at 10 yuan a pair.这些鞋子零卖10元一双。

8 sector   

n.部门，部分；防御地段，防区；扇形

参考例句：

• The export sector will aid the economic recovery. 出口产业将促进经济复苏。
• The enemy have attacked the British sector.敌人已进攻英国防区。