Compaq CEO演讲

Compaq

康柏电脑，是由罗德·肯尼恩（Rod Canion），吉米·哈里斯（Jim Harris）和比利·默顿（Bill Murto）三位来自德州仪器公司的高级经理于1982年2月，分别投资1000万美元共同创建的。2002年康柏公司被惠普公司收购。
　　康柏电脑最初的产品是IBM的第一个版本的兼具便携性与兼容性的个人电脑。1983年3月，它的售价是3590美元。这个大家伙应该算是当今笔记本电脑的始祖了。尽管它不是世界上生产出的第一种便携型电脑——但它却是IBM生产的第一种便携型电脑，第一种获IBM承认的与之兼容的个人电脑，它也因此很快就得到了大家的认可，康柏公司第一年就卖出了53000台，创造了公司在美国商业领域在头三年的销售收入记录。它是个具有9英寸黑白屏幕，两个5 1/4英寸软盘，重达20kg的大家伙。
　　IBM在PC机中的部件大部分不是由自己直接来进行生产可能是使得康柏有如此成就的主要原因，因为微软始终未将其操作系统的许可转让给任何的电脑制造商。唯一需要拷贝的是BIOS,不过康柏花费100万美元买下了这个专利，可以对反编译（如译文有误，欢迎纠正）。使得它很快成为了该行业其它公司的行业领导者。
　　康柏奠定其在其所在行业内的重要位置是在1987年，在这一年，他们推出了第一台采用由英特尔公司设计的新一代——x86系列中的第一种32位处理器——80386PC机。

Eckhard Pfeiffer

  Eckhard Pfeiffer 生 于1941 年8 月20 日， 他 获 得 了 德 克 萨 斯 州 达 拉 斯 南Methodist 大 学 的 商 业 管 理 硕 士 学 位。 现 任 康 柏 电 脑 公 司 总 裁 兼 首 席 执 行 官。1991 年10 月 开 始 全 面 承 担 指 导 康 柏 公 司 战 略 和 全 球 运 营 的 责 任。 这 期 间，Eckhard Pfeiffer 将 康 柏 从 一 家 个 人 电 脑 公 司 成 功 地 转 变 为 企 业 计 算 公 司 与 家 用 电 脑 公 司 的 完 美 组 合。 康 柏 在 全 球 个 人 电 脑 业 已 经 连 续 五 年 雄 居 榜 首。 
 ---- 1996 年 中 旬，Eckhard Pfeiffer 为 康 柏 制 定 了 史 无 前 例 的 宏 伟 目 标： 到2000 年 成 为 全 球 三 大 计 算 机 公 司 之 一。1997 年， 康 柏 收 购 了 天 腾 公 司；1998 年6 月， 康 柏 完 成 了 收 购Digital 公 司 的 工 作。 兼 并 后， 康 柏 一 跃 成 为 全 球 第 二 大 计 算 机 公 司 和 企 业 计 算 解 决 方 案 的 全 球 领 导 厂 商。

---- 在 就 任 首 席 执 行 官 之 前，Eckhard Pfeiffer 曾 担 任 康 柏 执 行 副 总 裁 兼 首 席 运 营 官。 在 此 之 前， 他 曾 在 康 柏 欧 洲 与 国 际 部 担 任 总 裁。 自 从1983 年 加 盟 康 柏 并 担 任 欧 洲 副 总 裁 之 后， 他 在 欧 洲、 亚 洲、 澳 大 利 亚 以 及 拉 丁 美 洲 逐 渐 确 立 了 康 柏 的 地 位， 并 在 上 述 各 地 建 立 了 康 柏 的 全 资 子 公 司。

---- 加 盟 康 柏 之 前，Eckhard Pfeiffer 供 职 于 德 克 萨 斯 州 仪 器 公 司 达20 年， 最 终 担 任 的 是 公 司 营 销 副 总 裁。

PC-Expo Keynote Address
Eckhard Pfeiffer
June 16, 1998
Thank you, and good morning.

It is always an honor and a pleasure to speak here at PC Expo.

An honor because this is the premier PC show in the industry ...

And a pleasure because it gives me an opportunity to thank all of the Compaq customers in this audience for your business.

We at Compaq know that our success comes from one source - our customers. We also know that in this highly competitive business, we must continuously earn your trust and confidence.

To that end, we are committed to provide you with innovative products like the ones you will see on display at our booth here at the Javits Center to deliver the most rewarding buying experience and to constantly improve our ability to meet your computing needs.

It is this last point that is really at the heart of what I want to talk about today - how Compaq is evolving to meet your rapidly changing needs.

I want to discuss our vision of a new world of computing our decision to acquire Digital and what the combined company will be able to do for you.

Success in our industry is a constant process of invention and re-invention.

How could it be any other way in a world that is changing so rapidly - where the market rules that seemed clear one day appear to be out of date the next?

Where product lifecycles continue to shrink from years to months and even to weeks?

Where computing has moved from the small scale of local area networks to the planetary scale of the Internet?

In this interconnected world, customer expectations have never been higher.

You expect to be able to access the information you need quickly and easily, from any place at any time using virtually any computing device.

You expect vendors to deliver more power at a lower cost and to make it easier to buy operate integrate and service their products.

You expect the information infrastructure to be reliable and available 24 hours a day, 365 days a year - whether you're talking about the network itself or the systems that support your on-line bank on-line bookstore or on-line grocery.

In this environment, Compaq determined that we needed to do more for our customers.

We wanted to take the attributes that had made us successful - industry standard platforms, strong partnerships, useful innovation and customer responsiveness - and apply them to the full range of computing - from the palmtop to the data center.

Compaq has developed significant enterprise strengths over the past few years. But we also needed capabilities that we could not build easily or quickly.

So earlier this year, Compaq announced its intention to acquire Digital Equipment Corporation - one of the premier suppliers of enterprise solutions and services and one of the pioneers of internetworked computing.

As most of you probably know, Compaq completed the acquisition last week after Digital shareholders voted overwhelmingly to approve the merger agreement.

This is an historic moment for Compaq as well as for our customers and the industry.

It brings together two companies with proud traditions of technology innovation and industry leadership.

With its minicomputers, DIGITAL defined the computing paradigm of the 1970s and much of the 1980s.

With its industry standard personal computers - including the first PC server - Compaq defined the computing paradigm of the 1980s and 1990s.

We now see an opportunity to set the standard for a new world of computing 

One that expands on our vision of standards-based computing . . .

One that builds on the combined strengths of Compaq, Digital, Tandem and our strategic partnersAnd one that promises you more choice, more power and more freedom than ever before.

Our goal is really very simple: to empower customers by taking computing to new levels of flexibility simplicity and efficiency.

We will do this by offering a broad portfolio of Web-enabled clients and servers global life cycle services and best-of-breed partnerships with ISVs, channel partners and technology suppliers.

We will also strengthen our customer partnerships through:

Focused, global account management, Industry-leading service and support, and, A commitment to sell the way you want to buy, whether it is through our extensive network of resellers by  phone or over the Internet.

What will differentiate Compaq from our competitors is our ability to innovate with industry standard solutions to help you achieve real value from your IT investments faster and more reliably and to respond more quickly and effectively to customer needs.

And when I talk about customers, I mean all of our customers from a family investing for the first time in a personal computer to a small or medium business that wants to sell its products on the Internet to a large global company that is implementing Windows NT across the enterprise.

The foundation for the new world of computing we envision is one that Compaq has been building and reinforcing since we introduced the first industry compatible portable computer 16 years ago - that is, standards-based computing.

I've been thinking a lot about that first Compaq product during the last few weeks.

I don't know how many of you remember it. It's nickname was the "luggable," and for a very good reason. It weighed 28 pounds - 7 to 8 times heavier than today's lightest notebook computers.

It was also about as rugged as they come.

For people whose machines would not boot-up, the tech support people had a unique solution: hold the computer about three to six inches above the floor and drop it.

Try that with your Think-pad.

Well, both Compaq and the industry have come a long way since then. In 1997, standards based platforms represented 70 percent of hardware spending worldwide. By the year 2001, that number is expected to exceed 75 percent.

Industry standards are behind two of the most important trends in computing - the emergence of Windows NT as a strategic, enterprise operating system and the expansion of the Internet into every corner of the world.

The continued enhancement of Windows NT - particularly with the upcoming release of NT 5.0 - is helping push standards-based computing higher and higher into the enterprise.

The standards that define the Internet make it possible for hundreds of millions of people to communicate, collaborate and conduct commerce on a global scale - regardless of which platforms they use.

Until now, the criticism of standards-based computing was that it could not deliver the performance, scalability and reliability of systems based on proprietary architectures.

Through our E2000 architecture, we are addressing that issue. During the next two years, Compaq will deliver high-performance, Windows NT-based systems that will support the most demanding enterprise needs.

But it is clear that the vast majority of enterprise customers will continue to have mixed environments. They will use PCs and mainframes Windows NT and UNIX and they will look to their IT partners to help them integrate these diverse computing environments.

With the acquisition of Digital and the continuing evolution of Compaq's enterprise strategy, we are expanding our vision of global, industry standards leadership to encompass every level of computing.

To us, industry standards leadership means not only providing industry standard products but also making those products work seamlessly with the rest of your IT environment.

It means providing industry standard solutions that protect customers' IT investments while enabling them to take greater advantage of standards-based platforms throughout the enterprise.

And it means having the vision and the skill to take emerging and leading edge technologies and make them standard as quickly as possible - expanding the power and the reach of industry standard platforms.

As a result, you will enjoy:

Wider choice and flexibility,
Faster return on your IT investments,
Greater agility in adapting to a dynamic world,
Increased security and confidence, and,
Uncompromising quality and value.

One of the most important ways that we are delivering these benefits is by working closely with partners to deliver comprehensive enterprise solutions.

With the acquisition of Digital, we have enhanced our ability to provide customized solutions for key markets like finance, manufacturing and communications.

But many of our customers - big and small - are looking for packaged, high-volume solutions that they can implement quickly and efficiently.

This is an area where Compaq has an opportunity to change the competitive landscape.

Let me explain.

Two strategic inflections have emerged over the last decade.

The first was standards based platforms.

The second was the replacement of custom applications with packaged applications from companies like SAP, Oracle, Microsoft and others. IDC projects that 72 percent of all new enterprise applications purchased this year will be shrink-wrapped.

Today, we are approaching a new inflection point based upon tools, information and methods that will simplify implementation of industry standard applications.

In fact, I foresee a day when enterprise applications will work almost as plug-and-play modules. An information manager will take the software module plug it in to his information infrastructure and see an immediate return on the company's investment.

It may be hard to conceive of today but it's going to happen.

Compaq is turning its knowledge and expertise into repeatable, volume-based solutions that we will make available to customers through Compaq's large reseller network and dedicated websites.

Next month, for example, we will introduce an enterprise extranet that will standardize the knowledge and best practices we have collected around planning, designing, implementing and managing enterprise solutions.

This knowledge will be available to channel partners and, ultimately, customers in the form of tools and enablers that will help them plan more effectively deploy more rapidly and operate more efficiently.

Today, we are also announcing a new service for small and medium businesses called Compaq Online Services.

This global initiative is designed to meet the needs of small and medium businesses for quicker access to online sales opportunities and more efficient ways of doing business.

In partnership with industry leaders like UPS, GTE and Microsoft as well as key Internet ISV's like INEX, Visto and E-Stamp Compaq Online Services will provide instant electronic commerce solutionselectronic postage secure, real-time delivery of electronic files  and 24-hour access to back-up and restore services.

These services will be available soon through our SMB Solution Providers as well as through another innovative, Internet-based program we call Club Web.

Club Web is a community of providers that offer Internet solutions in a coordinated manner for the benefit of our customers.

Basically, it's a one-stop, on-line store stocked with products and services offered by Compaq partners.

The primary purpose of Club Web is to connect customers with providers such as Web developers Internet Service Providers and resellers who have special skills in planning, implementing and maintaining our Internet solutions.

What these examples demonstrate is the Internet's power as a tool not only to provide information but to deliver an even more valuable commodity - knowledge.

Our goal is to help customers turn information into knowledge and knowledge into a competitive advantage.

The combination of Compaq and Digital gives us a broad range of Web-based solutions for electronic commerce, Internet Service Providers, corporate Intranets and customer relationship management.

Earlier this year, Compaq introduced the industry's most flexible and comprehensive electronic business solutions.

These solutions build on our e-commerce and firewall servers as well as our key relationships with leading applications providers.

The highly scalable and reliable systems delivered by Digital and Tandem are particularly important in the 24x7 environment of Internet commerce, where downtime means lost business.

Compaq is also the leading supplier of solutions for Internet Service Providers.

Seven of the top eight ISPs have standardized on Compaq for their NT-based Web hosting services.

And Digital is #2 in the ISP market - with more than 15 percent share.

Compaq also plans to build on Digital's AltaVista franchise, which includes one of the leading search engines on the World Wide Web.

Just last week we announced a new line of consumer PCs with buttons that provide direct Internet access, including a link to AltaVista.

We believe this will help establish AltaVista as one of the most popular sites on the Web.

One of the most important synergies between Compaq and Digital - one that matters a lot to our customers - is services.

Some observers have suggested that the only reason Compaq bought Digital was to get its service organization.

That was not the only reason, but it is true that service is a significant part of the value equation.

Customers have told us over the past few years that they want to deal with fewer vendors, and they want those vendors to be more accountable for the products and solutions they provide.

After all, when you implement a complex enterprise solution, you want the assurance that you will have the support you need to get it done quickly and efficiently.

With the acquisition of Digital, we now have one of the premier service organizations in the world working even more closely with our customers and partners.

The combined company has more than 5,000 IT architects to guide customer implementations as well as 3,000 UNIX engineers and 700 NetWare certified engineers deployed around the world.

Overall, we have more than 25,000 service professionals who can deliver support and availability services systems integration and operations management in more than 100 countries.

And we have a worldwide network of channel partners with whom we are working to jointly implement integrated, multivendor lifecycle solutions.

Our goals are to lower customers' total cost of ownership and reduce risk by offering service solutions which incorporate industry standards and by driving innovation in service creation, tools and delivery.

We will also help you achieve your business objectives more rapidly, more cost effectively and with greater predictability.

Building strong customers relationships also means giving you maximum flexibility in doing business with Compaq - how you want where you want and when you want.

With the acquisition of Digital, we now have a world-class team of 10,000 sales and marketing professionals worldwide who work directly with our large customers.

We also have the largest network of channel partners in the industry, who offer value-added expertise and solutions.

In addition, Compaq has fundamentally changed its core business model so that we can meet - and exceed - your expectations.

These changes include new manufacturing methods an optimized supply chain and reduced channel inventories.

Why is this important to you?

Because it enables us to meet our objective of doing business more efficiently and that means lower product prices and improved product availability.

Last week, for example, we announced a new program called Compaq Built for You in partnership with leading retail chains like CompUSA Office Depot and Computer City. v This program allows customers to self-configure a selected group of Compaq PCs in the store. Once the customer has configured the system he wants, the he pays the retailer. All orders are then custom manufactured by Compaq and shipped either directly to the customer or to the retailer. It's your  choice.

As of today, Compaq Built For You is available in about 100 stores. By the end of August, we will be up in 2,000 stores. And by Christmas we will be configuring customers' computers in 4,000 stores across the country.

We are also enhancing the ability of customers to purchase products over the Internet, both from Compaq and our worldwide network of retailers.

In fact, Compaq and its resellers today sell more than $6 million dollars a day over the Internet - and that is more than Dell.

We are proving that Compaq can bring together the widest array of products and services combined with the extensive capabilities of our resellers to offer you the best value in the industry.

How you buy is important but what you buy is just as critical.

With the acquisition of Digital, Compaq has one of the broadest product portfolios in the industry - from handheld PCs to the most powerful enterprise servers.

Since this is PC Expo, let me start with PCs.

Now that we have completed the acquisition of Digital, we will merge the two companies' PC product lines. This will give Compaq the most extensive and competitive line of desktop and networked PCs in the industry.

According to first quarter numbers from International Data Corporation, Compaq remains the #1 desktop PC company in the world. I am particularly pleased that Compaq regained the #1 position in portable PCs in North America - in both the commercial and consumer segments.

What that should tell you is that we are determined to maintain our position as the number one PC company worldwide. And we will do it by continuing to offer standards-based, innovative and easily managed desktops and portables that integrate seamlessly into your enterprise environment.

To those in the audience who are Digital customers, I want to assure you that we are not taking your business for granted. We intend to earn your trust and confidence.

Although we will move the Digital PC line to Compaq-branded products, we will do so over a period of time that allows you to make the transition at your own pace.

I believe our customers will be well-served by this combination.

Our desktop businesses are very compatible. Both companies lead the industry in reducing cost of ownership by providing the best managed PCs. We lead the Windows NT market for desktops. And Compaq is Microsoft's only lead partner for the early deployment of Windows NT 5.0 in corporate environments.

That leads me to my next point - our commitment to Windows NT.

As I said earlier, Windows NT is one of the most important trends in industry standard computing. And Compaq is committed to advance Windows NT as an enterprise operating system.

This is another instance where Compaq and Digital have tremendous synergies. We can now deliver the widest range of Windows NT systems and solutions in the industry - from portable computers to Digital's high-end AlphaServer systems.

Our strong partnership with Microsoft as well as our own experience deploying Windows NT throughout Compaq puts us in the best position to help customers implement NT solutions.

Through advanced technologies like clustering and ServerNet - the system area network developed by Tandem - Compaq is also improving NT's performance, reliability and scalability.

Compaq already owns the performance benchmark for Windows NT systems with more than 27,000 transactions per minute.

By the year 2000, we expect to deliver clustered NT systems that deliver 500,000 transactions per minute.

Through Digital's AllConnect and Affinity programs and Tandem's "Best of Both Worlds" program Compaq also offers industry leading NT inoperability with Digital UNIX, OpenVMS and NSK.

This will help protect your IT investments while enabling you to take greater advantage of industry standard technology.

Finally, Compaq's new services organization has more than 2,000 Microsoft certified engineers around the globe to help customers deploy Windows NT-based solutions for the enterprise.

One question I often get from customers is about Compaq's commitment to Digital's 64-bit architecture, including Alpha, Digital UNIX and OpenVMS.

The answer is easy. Compaq will continue to invest in this high-performance, 64-bit platform because it represents the future of computing.

Alpha gives Compaq a leadership, 64-bit architecture at least two-years ahead of Merced - which, I should add, will also be an integral part of our product portfolio.

We see Alpha as an extension of Compaq's current product line and as a strategic platform for power-hungry applications like data warehousing, high-performance technical computing and Internet commerce.

We also see an opportunity to establish Alpha as an open industry standard, building on Digital's licensing agreements with Intel and Samsung and its proposed agreement with AMD.

I think it is important to note that Microsoft is using Alpha as the development platform for 64-bit Windows NT.

We also see significant opportunities to deliver customer value with Digital UNIX, which is widely regarded as the leader in 64-bit UNIX. It is also the most Windows NT-friendly UNIX on the market.

Digital has attracted several partners to help develop Digital UNIX for Merced. This gives us an opportunity to establish Digital UNIX as the standard for 64-bit UNIX on Alpha today and on Alpha and Merced in the future.

In addition, we will continue to partner with SCO to offer UNIXWARE to the 32-bit Intel volume market I also want to reassure customers who rely on Digital's OpenVMS operating system as well as on Tandem's NonStop Kernel that we will continue to support and enhance these products.

They are important to us because they are important to our customers, who depend on them for the most demanding, business-critical computing.

But we also plan to exploit the technologies behind these operating systems to provide greater reliability and scalability in our industry standard platforms.

I have covered a lot of ground today, so let me conclude by summarizing our vision for the new world of computing.

First, we believe that this new world will be built on open, industry-standard technology. Anywhere there is standards-based computing, Compaq wants to be the driver -- whether it's in your home your business or your car.

Second, we will build on our leadership in business-critical computing. This will enable us to accelerate both new and existing technologies into industry standard platforms and to deliver even more scalable and reliable systems.

Third, we will lead in delivering global service and support. This will give our customers a single point of accountability as well as a lower total cost of ownership and reduced risk.

Fourth, we will focus on solutions that build on ourleadership in enterprise platforms our expertise in key markets our service capabilities and our partnerships with industry-leading companies.

And finally, we will build even stronger relationships with you, our customers. I hope you will look at Compaq not only as a computing company, but as a strategic partner whose mission is to give you what you need when you need it and how you want it, at the lowest total cost.

Welcome to the new world of computing.

Thank you.

在PC-Expo的重要演讲

EckhardPfeiffer
1998年6月16日

谢谢大家，早上好!

能够在PCExpo展览期间在这里演讲，我感到十分荣幸，而且非常高兴。

我之所以感到荣幸是因为PC-Expo是业界最重要的电脑展览。

我之所以感到高兴是因为它给我提供了一个机会，使我得以在这里向所有的康柏客户表示感谢，谢谢他们给予康柏的大力支持。

所有的康柏员工都非常明白，我们成功的唯一源泉就是您－－我们的客户。我们也明白在这个竞争极其激烈的业务领域里，我们必须不断地赢得您的信任和信心。

为了实现这个目的，我们致力于为您提供具有创新特性的产品，就像您将在Javits中心康柏展台所看到的展品。我们还将努力使您享受到最佳的购买体验，并获得最丰厚的回报。同时，我们将不断提高我们自己的能力，以充分满足您的计算需求。

我所说的最后一点其实就是我今天将要重点讨论的问题，也就是康柏将如何发展以满足您快速变化的需求。

我想与大家探讨一下未来计算的蓝图，康柏收购DEC的决定，以及康柏能够为您所做的一切。

在我们的行业里成功就是一个不断创造、再创造的过程。

除此以外，难道还有别的方式吗？要知道，这是一个变化如闪电般的市场：在这里，今天似乎市场规则已经非常明朗，而明天一切却已经陈旧过时；

在这里，产品的生命周期一缩再缩－－从几年到几个月进而到几周；

在这里，计算已经从小规模的本地区网络扩展到整个星球规模的Internet。

在这个网络的世界里，客户的期望值正变得越来越高。

他们希望能够随时随地使用任何计算设备轻松快捷地访问所需的信息；

他们希望厂商以更低廉的价格提供更强大的功能，并且希望厂商使产品的购买、运行、集成和服务更加简单方便。

他们还希望信息基础设施一年365天每天24小时均保持可靠和可用－－无论是网络本身，还是支持其在线银行、在线书店或在线商店的系统。

在这种市场环境里，康柏决心要为我们的客户做更多的事情。

我们希望将我们成功的诸多因素：工业标准平台、强大的伙伴关系、实用的创新技术，以及对客户需求的响应等应用在从掌上型电脑到数据中心的所有计算环境之中。

康柏在过去几年里已经拥有了强大的实力。但我们仍然需要那些在短时间内无法快速轻易获得的能力。

因此在今年年初，康柏对外宣布了收购DEC的意向。DEC是提供企业解决方案和服务的主要供应商，同时也是网络互联计算解决方案的业界先锋之一。

也许大多数人已经知道，上周DEC股东以压倒多数的票数通过了合并协议，从而使康柏顺利完成对DEC的收购。

无论对于康柏、对于我们的客户，还是对于整个业界而言，这无疑都是一个划时代的时刻。

这一收购行动将两家在技术创新和业界领先地位方面享有盛誉的厂商合并在了一起。

DEC以其微型计算机在二十世纪七十年代和八十年代的大部分时间里领导着计算发展的潮流。

而康柏则通过其工业标准个人电脑（包括第一台PC服务器）在二十世纪八十年代和九十年代领导着计算发展的潮流。

现在，我们看到了一个建立计算新纪元标准的机会。

它将极大地拓宽我们在标准计算领域的视野。

这也将结合康柏、DEC、天腾公司以及康柏诸多战略合作伙伴的强大力量。同时，也将为您带来比以往任何时候都更广泛的选择余地，更多的功能和更大的自由度。

我们的目标其实非常简单：那就是通过使计算获得更高的灵活性、简单性和高效率，使客户拥有更强大的功能。

为了实现这一目标，我们将提供广泛支持Web的客户机和服务器、全球终身服务，并建立与ISV、渠道合作伙伴以及技术供应商们的最佳合作关系。

同时康柏还将通过以下途径来加强我们与客户的关系：

有侧重的全球客户管理；

业界领先的服务与支持；以及

以您所希望的方式为您提供康柏产品，您可以通过我们广泛的分销商网络，或是通过电话，亦或是通过Internet来选购产品，您可以自由选择您喜欢的购买方式。

康柏之所以与众不同，就在于我们能够不断创新，提供符合工业标准的解决方案，从而帮助您更快速、更可靠地从您的信息技术投资中获得真正的价值。同时，我们还可以更迅速更高效地对客户的各种需求作出响应。

在此当我提到"客户"这个词时，我所指的是康柏的所有客户，这些客户包括那些第一次购买个人电脑的家庭客户，也包括那些希望在Internet上销售产品的中小型企业，还包括那些在整个企业内部采用Windows NT建立网络的大型国际公司。

我们认为，通往计算新纪元的基础就是基于标准的计算解决方案，而这正是自16年前我们推出第一台工业兼容便携式电脑时就已经建立，并在一直不断加深的理念。

在过去的几个星期中，我常常想起康柏的第一个产品，想起了关于它的很多事情。

我不知道你们当中有多少人会记起它。它的绰号叫作“便拖式电脑”，之所以这样叫是有充足的理由的。它重约28镑，大约是今天最轻的笔记本电脑的7到8倍重。

它看上去也很粗糙。

当时如果谁的机器无法启动，技术支持人员有一个独特的解决方法：将计算机举起离地板约3到6英寸的地方，然后松开手……

请这样试试您的Think-pad。

现在，康柏以及整个计算机业界已经走过了很长一段路。1997年，符合工业标准的平台占全球硬件的70%。到2001年，这个比率将超过75%。

计算领域最重要的两个趋势推动了工业标准的发展：其一即是Windows NT逐渐成为一种战略性的企业操作系统，其二即Internet已迅速扩展至全球的每个角落。

Windows NT功能的不断增强，尤其是即将推出的Windows NT5.0版，将极大地推动标准计算更加深入企业。

Internet的标准使数以万计的人们可以在全球范围内进行通讯、合作以及商务交易，而这一切并不受您本身所使用的平台限制。

时至今日，对标准计算解决方案的批评主要在于其无法提供与基于专有结构的系统一样的性能、可伸缩性和可靠性。

我们正在使用E2000体系结构来解决这个问题。在今后两年内，康柏将推出高性能、基于Windows NT的系统，该系统将支持最苛刻的企业需求。

很显然绝大多数企业客户将继续使用混合的环境。他们将既使用个人电脑，也使用大型机、既运行Windows NT，也运行UNIX。他们将依靠他们的信息技术合作伙伴帮助他们对这种多样化的计算环境进行无缝地集成。

随着康柏收购DEC及其企业战略的不断发展，我们将继续扩展我们的全球标准领先厂商理念，以满足各种计算需求。

对康柏而言，工业标准的领先厂商不仅意味着为客户提供符合工业标准的产品，还意味着这些产品必须能够与客户的信息技术环境实现完美的集成。

它同时还意味着康柏将为客户提供符合工业标准的解决方案，以保护客户的信息技术投资，同时使客户可以更充分地利用其企业内部基于标准的平台。

它还意味着康柏即要有胆识，又要有技术，敢于使用那些刚刚出现的领先技术，并使这些技术尽快成为新的工业标准，从而扩展工业标准平台的功能和使用范围。

我们努力的结果就是使客户能够享受到以下益处：

*更多的选择和更大的灵活性
*从信息技术投资中尽快获得回报
*更大灵活性来适应变幻莫测的世界
*更大的安全性和信心
*无可比拟的质量和价值

要使客户享受到以上益处，我们的主要作法之一就是与合作伙伴紧密合作，从而为客户提供更全面的企业解决方案。

随着对DEC的收购，康柏增强了其为重要市场，如金融市场、生产制造市场以及通讯市场等提供定制解决方案的能力。

但我们的大多数客户－－无论规模大小－－都在期望我们能够提供大容量的套装解决方案，以便使其能够迅速高效的进行实施。

在这里，康柏有机会改变竞争的格局。

现在让我解释一下。

在过去十年间发生了两种战略性的变革。

第一种即是基于标准平台的出现。

第二种即是套装的应用软件取代了客户化应用软件，推出这种套装应用软件的厂商有SAP、Oracle、Microsoft以及其它一些厂商。IDC公司预计今年销售的所有企业应用软件中有72%将是套装软件。

今天，我们正面临着一个新的转折点，这次转折将以工具、信息和方法为基础，它们将简化工业标准应用软件的使用。

实际上，我已经可以预见到会有那么一天，公司的应用软件几乎可以象即插即用的模块一样易于使用。信息管理人员可以拿出一个软件模块，将其插入公司的信息基础设施中，并且亲眼看到公司的投资获得即时回报。

这一切在今天似乎难以想象，但终有一天将成为现实。

康柏正在将其知识和技能转变成可重复利用的大容量解决方案，我们可以通过康柏巨大的分销商网络和专门的站点向客户提供这些解决方案。

例如，下个月，我们将推出一种企业外联网，这种外联网将把我们在企业解决方案的规划、设计、实施和管理方面长期以来积累的知识和最佳的实践经验进行规范化。

这些知识同时将向我们的渠道合作伙伴和客户以工具或授权的方式提供，它可以帮助客户更高效地规划，更快速地安装并且更有效地运行其计算环境。

今天，我们还将宣布一种面向中小型企业的新的服务－－康柏在线服务。

这是一种全球服务，旨在满足中小型企业对于快速获得在线销售机会，以及高效率地从事在线商业活动的需求。

康柏在线服务与诸多业界领先厂商广泛合作，如UPS、GTE和Microsoft公司，以及主要的Internet服务提供商，如INEX、Visto和E-Stamp，将为客户提供如下服务：即时电子商务解决方案、电子邮寄、安全实时的电子文件发送以及24小时的备份和恢复服务访问等。

这些服务很快将通过康柏的SMB解决方案提供商提供给客户。客户也可通过一个称为ClubWeb的Internet创新计划获得以上服务。

ClubWeb是众多供应商的社区，他们以联合的方式向客户提供Internet解决方案，以使客户获得更大的利益。

实际上，ClubWeb就是一个一步到位的在线商场，它拥有康柏合作伙伴提供的各种产品和服务。

ClubWeb的主要宗旨就是将客户与供应商连接起来，这些供应商包括Web开发商，Internet服务提供商，以及在Internet解决方案的规划、实施和维护方面有特殊专长的分销商。

以上这些例子表明，Internet做为一种工具，不仅仅能够提供信息，而且能够提供另外一种价值更高的商品，这就是知识。

我们的目标就是帮助客户将获得的信息转化为知识，再将知识转化为竞争的优势。

康柏与DEC的合并为我们带来了更加广泛的Web解决方案，可以用于电子商务，Internet服务提供商，企业内联网以及客户关系管理等。

今年年初，康柏推出了一系列业界最灵活、最完善的电子商务解决方案。

这些解决方案建立在康柏的电子商务和防火墙服务器之上，并充分利用了我们与主要应用软件供应商的合作关系。

由DEC和天腾公司提供的高度可伸缩、可靠系统在Internet商务的24?7环境中尤为重要，因为在Internet商务中停机就意味着业务的损失。

康柏也是为Internet服务提供商提供解决方案的领先厂商。

八家领先Internet服务提供商中有七家选择了康柏作为其NTWeb虚拟主机服务的标准平台。

而DEC在Internet服务提供商市场中更名列第二，市场份额约为15%。

康柏计划将巩固DEC的AltaVista专有系统，该系统支持着一个主要的万维网搜索引擎。

就在上星期，康柏宣布推出了一系列新型家用电脑，它们带有一组可以直接访问Internet的按键，包括与AltaVista的链接。

我们相信这将有助于使AltaVista成为Web上最受欢迎的站点。

康柏与DEC最重要的共同点就是服务，这一点对于客户而言至关重要。

一些评论家指出，康柏收购DEC的唯一目的就是获得其服务机构。

当然这并不是我们唯一的目的，但毫无疑问，服务在整个价值体系中占据极为重要的位置。

过去几年中，客户已经告诉我们，他们希望和尽可能少的厂商打交道，他们希望厂商为其提供的产品和解决方案能够承担更多的工作。

毕竟，当您部署一个复杂的企业解决方案时，您当然希望随时获得所需的支持，以使解决方案尽快高效地运行起来。

现在康柏收购了DEC，这使我们在全球范围内拥有了最先进的服务机构，使我们能够与我们的客户及合作伙伴保持更加密切的关系。

合并后的公司拥有遍布全球的5,000多名信息技术集成人员、3,000多名UNIX工程师，以及700多名经Net Ware认证的工程师,可以指导客户实施各种解决方案。

康柏在全球共拥有25,000多名专业服务人员，可以为全世界100多个国家的客户提供技术支持、可用性服务和系统集成，以及运行管理。

同时康柏还拥有全球范围的渠道合作伙伴网络，康柏正与他们联手推出集成的多厂商终身解决方案。

我们的目标就是向客户提供符合工业标准的服务解决方案和不断改进的服务、工具和交货期，以降低客户的总体拥有成本和风险。

我们还将帮助客户更快速、更有效，以更高的预见性实现企业的目标。

建立更密切的客户关系同时也意味着使客户在与康柏合作时拥有更大灵活度－－无论您希望以何种方式、在何时何地，都可如愿以偿。

完成对DEC的收购之后，我们现在已经拥有了世界一流的员工队伍，我们在世界各地拥有10,000多名销售和业务专业人员直接与大客户合作。

我们也拥有业界最大的渠道合作伙伴网络，可以为客户提供增值技术和解决方案。

此外，康柏已经根本转变了其核心业务模式，这使我们不但能够满足您的需求，而且还将超出您的期望。

这些改变包括新的生产模式、一个优化的供应流程以及减少渠道库存。

为什么这些改变对您至关重要呢？

因为这使我们能够实现以更高效率进行运作的目标，同时也可以降低产品价格并提高产品可用性。

例如，就在上星期，我们与包括Comp USA、Office Depot、Computer City在内的一些主要零售连锁店联合推出了一个称为“Compaq Built for You”的新活动，该活动允许客户在商场内对选定的康柏电脑自行配置。客户可以在配置完电脑之后，再付款给商场。所有的定单均由康柏定制生产，然后直接运给客户，或者发送给分销商。这完全取决于您的选择。

到今天为止，“Compaq Built For You”活动已在大约100个商场中全面展开。到八月底，将有2,000个商场加入该活动。到圣诞节，客户将可以在全国4,000多家商场中配置自己的计算机。

同时康柏也在不断增强客户通过Internet从康柏或全球分销商处购买康柏产品的能力。

实际上，康柏及其分销商现在每天的Internet销售额已超过600万美元，这甚至超过了Dell公司的销售额。

我们已经证明康柏可以综合最多的产品和服务，最广泛的分销商网络，为您提供业界最高的价值。

您购买产品的方式当然很重要，但是您购买的产品则更加重要。

通过收购DEC，康柏已成为拥有业界最多产品系列的厂商之一，我们的生产销售范围极为广泛，从手持电脑到功能最为强大的企业级服务器，无所不含。

既然这是PCExpo，那我们就从电脑开始谈起吧。

现在我们已经完成了对DEC的收购，我们将合并两个公司的电脑产品系列。这将使康柏成为业界台式机和联网电脑产品最广泛、最具竞争力的厂商之一。

根据国际数据公司(IDC)第一季度的统计数字，康柏仍然是全球最大的台式电脑生产厂商。更让我感到欣慰的是，康柏重新赢得了北美地区笔记本电脑的首席位置－－无论是在商用市场还是在家用市场。

我们希望使您知道，我们已经下定决心继续保持康柏做为全球第一位个人电脑公司的位置。为了达到这一目标，我们一定会继续提供符合工业标准、易于管理、具有创新功能的台式机，以及能够与您的企业环境实现完美集成的便携机。

在座的DEC的客户们，请相信，我们不会认为您理所当然将成为合并后的康柏的客户。我们决意赢得您对我们的信任和信心。

尽管我们将把DEC公司的电脑系列产品转为康柏品牌的产品，但我们的这一目标将会在一段时间内逐步进行，以使您能够按照自己的计划进行技术移植。

我相信通过这次合并，我们的客户将会得到更多更优异的服务。

我们的台式机业务实际上是彼此兼容的。两家公司均通过提供可管理性最强的电脑来降低客户的总体拥有成本，我们在这一领域都在领导着业界发展的潮流。康柏在台式机的Windows NT市场上占据领先地位。而且康柏是Microsoft在企业环境中率先采用Windows NT5.0版的唯一主要合作伙伴。

这将把我们带入我的下一个话题，这就是康柏对于Windows NT的承诺。

正如以上我所谈到的，Windows NT是工业标准计算领域中最重要的发展趋势之一。康柏有决心使Windows NT成为企业级操作系统。

这一点更有力地证明了康柏与DEC的共同点。现在我们可以向业界提供最广泛的Windows NT系统和解决方案，从便携式电脑到DEC的高端AlphaServer系统。

康柏与Microsoft公司的密切合作关系，连同我们在康柏内部采用Windows NT的丰富经验，使得我们更有能力帮助客户实施NT解决方案。

通过诸如集群和Server Net（由天腾公司开发的系统域网络）的先进技术，康柏现在正在不断改进NT的性能、可靠性和可伸缩性。

康柏创造了Windows NT系统最佳的性能表现－－每分钟处理27,000次交易。

到2000年，我们预计可以推出每分钟处理500,000次交易的集群NT系统。

通过DEC公司的“All Connectand Affinity”程序以及天腾公司的“Best of Both Worlds”程序，康柏还将提供业界领先的NT与Digital UNIX、Open VMS和NSK的互操作性。

这将有助于保护您的信息技术投资，同时使您更加充分地利用符合工业标准的技术。

最后一点要说的是，康柏新建立的服务机构在全球拥有2,000多位经Microsoft公司认证的工程师，他们可以帮助客户为企业实施基于Windows NT的解决方案。

客户经常问我这样一个问题，康柏对包括Alpha、Digital UNIX和Open VMS在内的Digital 64位体系结构有什么样的发展计划。

答案非常简单，康柏将继续向这种高性能64位平台投资，因为它代表着计算的未来。

Alpha使康柏拥有了一种领先的64位体系结构，该结构比Merced至少提前两年实现。在此我希望多说一句，Alpha将成为康柏产品系列中不可或缺的一部分。

我们将把Alpha做为康柏现有产品系列的扩展部分，并将其做为迫切需要增强功能的应用（如数据仓库、高性能技术计算和Internet商务）的战略性平台。

我们同时也看到了一个使Alpha成为工业标准的机会，这将建立在DEC公司与英特尔公司和三星电子公司的授权协议以及与AMD的建议协议基础之上。

Microsoft公司正将Alpha做为其64位Windows NT的开发平台，我认为这是非常重要的。

我们也看到了一个大好的机会，即可以通过Digital UNIX向客户提供更高的价值，业界广泛认为Digital UNIX是64位UNIX的佼佼者，同时也是现在市场上能够与Windows NT最友好集成的UNIX系统。

DEC公司吸引了若干合作伙伴来帮助其为Merced开发Digital UNIX。这使我们有机会使Digital UNIX成为当今Alpha 64位UNIX的标准，并成为未来Alpha和Merced的标准。

此外，我们将继续与SCO公司合作，向32位英特尔批量市场提供UNIX WARE。

在这里，我还想告诉那些使用Digital Open VMS操作系统和天腾公司Non Stop Kernel的客户，我们将继续支持并改进这些产品。

这些产品对我们非常重要，因为它们对我们的客户很重要，我们的客户正依赖它们完成高需求关键业务计算。

但我们也计划继续利用隐含在这些操作系统之后的技术，以为符合工业标准的平台提供更大的可靠性和可伸缩性。

今天在这里我已经谈了很多，现在让我来概括一下我们对于计算新纪元的展望，并以此来对这次演讲加以总结。

首先，我相信未来的计算新纪元将基于开放的工业标准技术。康柏希望成为所有标准计算领域中的佼佼者，无论是在您的家中，您的公司还是在您的车里。

第二点，我们会不断加强康柏在关键业务计算领域的领先地位。这使我们可以加速发展新的以及现有的技术，并将其运用于符合工业标准的平台上，同时提供伸缩性更高可靠性更强的系统。

第三点，我们将继续占据提供全球服务支持的领先地位。这使我们的客户只需向一个厂商寻求所有的帮助，同时也将降低客户的总体拥有成本及其风险。

第四点，我们将高度重视那些有助于巩固康柏在企业平台领导地位的解决方案、我们在主要市场的技能、我们的服务能力以及我们与业界领先厂商的合作关系。

最后，我们会与您－－我们的客户－－建立更加稳固密切的关系。我希望康柏在您的心目中不仅仅是一个计算机厂商，而且还是一个战略合作伙伴，它的任务就是在您需要的时候以任何您喜欢的方式、以最低的总体拥有成本来满足您的需求。

欢迎到计算新纪元中来。

谢谢!

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