提高我们的产品质量，满足您的要求 ——艾克哈得·普菲福尔

（单词翻译）

Improving our products to meet your needs

——Ekkehard Pfeiffer

Thank you, and good morning, everyone.

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

An honor because this is the premier¹ PC show in the industry.

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

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

To that end, we are committed to provide you with innovative² products like the ones youwill see on display at our booth here at the Javits Center to deliver the most rewarding buyingexperience and to constantly improve our ability to meet your computing³ needs.

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

I want to discuss our vision of a new world of computing our decision to acquire Digital andwhat 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it be any other way in a world that is changing so rapidly-where the market rulesthat seemed clear one day appear to be out of date the next?

Where product life cycles 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 planetaryscale 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 placeat any time using virtually any computing device .

You expect vendors⁴ 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 infrastructure⁵ to be reliable and available 24 hours a day, 365days 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 determined⁶ that we needed to do more for our customers.

We wanted to take the attributes that had made us successful-industry standard platforms,strong partnerships⁷, useful innovation and customer responsiveness -and apply them to the fullrange of computing-from the palmtop to the data center.

Compaq has developed significant enterprise strengths over the past few years. But we alsoneeded capabilities⁸ that we could not build easily or quickly.

So earlier this year, Compaq announced its intention to acquire Digital EquipmentCorporation- one of the premier suppliers of enterprise solutions and services and one of thepioneers of internet computing.

As most of you probably know, Compaq completed the acquisition last week after Digitalshareholders voted overwhelmingly to approve the merger⁹ 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 industryleadership.

With its minicomputers, DIGITAL defined the computing paradigm¹⁰ of the 1970s and muchof the 1980s.

With its industry standard personal computers-including the first PC server-Compaq definedthe 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, Tandem¹¹ and our strategicpartners. And 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 offlexibility , simplicity¹³ and efficiency .

We will do this by offering a broad portfolio¹⁴ of Web-enabled clients and servers, global lifecycle services and best- of- breed partnerships with ISVs, channel partners and technologysuppliers.

We will also strengthen our customer partnerships through:

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

What will differentiate¹⁵ Compaq from our competitors is our ability to innovate¹⁶ with industrystandard solutions to help you achieve real value from your IT investments faster and morereliably 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 thefirst time in a personal computer to a small or medium business that wants to sell its products onthe Internet, to a large global company that is implementing¹⁸ Windows NT across the enterprise.

The foundation for the new world of computing we envision is one that Compaq has beenbuilding and reinforcing since we introduced the first industry compatible portable computer 16years 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. Its nickname was the "luggable¹⁹", and for a verygood reason. It weighed 28 pounds-7 to 8 times heavier than today's lightest notebook computers.

It was also about as rugged²⁰ as they come.

For people whose machines would not boot- up, the tech- support people had a uniquesolution: 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, thatnumber is expected to exceed 75 percent.

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

But it is clear that the vast majority of enterprise customers will continue to have mixedenvironments. They will use PCs and mainframes Windows NT and UNIX and they will look totheir 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 encompass²¹ every level ofcomputing.

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

It means providing industry standard solutions that protect customers' IT investments whileenabling 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 technologiesand make them standard as quickly as possible-expanding the power and the reach of industrystandard platforms.

As a result, you will enjoy:

Wider choice and flexibility¹²,

Faster return on your IT investments,

Greater agility²² 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 closelywith partners to deliver comprehensive enterprise solutions.

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

But many of our customers-big and small-are looking for packaged, high-volume solutionsthat they can implement¹⁷ quickly and efficiently²³.

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 replacement²⁴ of custom applications with packaged applications fromcompanies like SAP, Oracle²⁵, Microsoft and others. IDC projects that 72 percent of all newenterprise applications purchased this year will be shrink-wrapped.

Today, we are approaching a new inflection point based upon tools, information and methodsthat will simplify implementation²⁶ of industry standard applications.

In fact, I foresee a day when enterprise applications will work almost as plug- and- playmodules. An information manager will take the software module²⁷, plug it in to his informationinfrastructure and see an immediate²⁸ return on the company's investment.

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

Thank you.

参考译文

提高我们的产品质量，满足您的要求

——艾克哈得·普菲福尔

谢谢大家，早上好！

能够在PC Expo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。

我刚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你快速变化的需求。

我想与大家探讨一下我们未来计划的蓝图，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，这是一个变化快如闪电般的市场：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世界规模的互联网。

在这个网络的世界里，客户的期望值正变得越来越高。

你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；你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。

你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方面享有盛誉和业界领先地位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。它的绰号叫做“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行业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。

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地实施。

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像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。

谢谢！