世界500强CEO访谈 第24期:IBM山姆彭明盛 我们想要好的合作伙伴(3)

 　　Palmisano: The question is for the partner is where do you want to play? This is why we think we need all kinds of partners, by the way. We need consultants 2 and integrators, we need value add firms, guys who focus on the infrastructure 3, we need distributors. We need all of these things because to solve the problem, you are going to solve it in multiple dimensions. It is such a large opportunity that it is a problem that we know we can’t solve ourselves. We don’t have the capacity to address the market. We can’t take our capacity in Global Services, we don，t have enough resources on our own to address the market. We are not trying to.

　　彭明盛：合作伙伴所考虑的问题是，他们想要在哪里发挥作用，所以我们需要各类的合作伙伴。我们需要顾问和集成商，我们需要具有附加价值的企业，需要有基础设施的企业，我们也需要分销商。我们需要所有的这些来解决这个问题，因为你要从多个方面解决它。我们知道凭我们自己解决不了，它是一个巨大的机会，也是一个问题。我们没有能力处理市场。我们没有足够的全球服务能力，我们没有足够的资源来解决市场需求。我们也没有试图这么做。
　　Reporter:Speaking of IBM Global Services, it seems you want solution providers to partner with your services organization but it is easier said than done.
　　记者：说到IBM的全球服务体系，您似乎需要方案供应商与您的服务组织进行合作，但是那说起来容易做起来难。
　　Palmisano: I know that Doug (Elix, general manager of IBM Global Services) has been working hard at it, and they are really trying to make it better. I read the (CRN) article that you guys wrote about us being a little bureaucratic 4, but the internal people say the same thing. So it’s a consistent thing. I read it and you know, I said, “ This is fair.” I said to my own people the same thing. It is true. Now, I will not defend it. We love to do lots of things to make ourselves a lot more speedy, so I am not in any way going to defend it. There is a lot we can do to be more efficient in how we partner with few constraints 5 and demands on the partners as well as ourselves, probably. I guess the good news is that we are the same for everybody. The bad news is that is cumbersome 6 so we do need to address it. I am not trying to make light of it.
　　彭明盛：我知道，道格（IBM全球服务部总经理Elix) —直在很努力的从事这件事情，他们想要让其变得更好。我读了你们（CRN)的一篇文章，你们说我们有一点官僚主义作风，内部人士说的也是如此。因此，对此大家的看法是一致的。我读了它，你知道，我说，“这说得没错。”我对自己的员工也这样说，这是真的。现在，我不会为此辩解。我们都喜欢做很多事情，以使自己更快捷，所以我不会以任何方式去捍卫它。我们可以做很多事情来使我们更有效率，从而对合作伙伴和我们自己有更少的限制和需求。我想好消息是，这对于我们每个人来说都是一样的。坏消息是这个问题很麻烦，所以我们确实需要解决这个问题。我并不想忽视它。
　　Reporter: So, it’s important to get this right?
　　记者：所以准确无误地了解这个事是很 重要的？
　　Palmisano: At the end of the day, one of the reasons we are trying to really work with the partners is because the market is so big that we do believe it is a market shift. I honestly, I think the fact that we are doing better and our partners are doing better is because we are focused on this opportunity area not just the economy getting better. If it was strictly 7 the economy, all boats would be rising equally. So something else is going on. Not all boats in the enterprise space are rising equally. We know we gained share in SMB, in servers and storage, we know we gained share in the middleware, we know we are No. 1 in financial services，communications, public sector 8, we are No. 2 in industrial and No. 2 in SMB. So you know we know all of this so that something has changed other than the economy getting better. Not everyone is doing as well equally. I guess the answer is that there is room for all of us to do well and we are working at it. I think the IGS business-partner charter helps and obviously we canimprove. We also ask the partners on the other side and I think they have a set of responsibilities, too. Clearly, they have to invest in their skills. I know that varies if you are an ISV or a consultant 1, integrator or what have you, so I will keep the tie level. They need to make some investments on their skills to capture the opportunity. I mean there is no doubt about it because if you don’t have skill in this game, if you are going to transform the infrastructure to be much more open and therefore on-demand like, you have to get your skills up.
　　彭明盛：在一天结束的时候，我们想要与伙伴合作的真正原因之一是因为市场太大，我们相信这是市场的转变。老实说，我认为我们和我们的合作伙伴们正做得越来越好的原因是，我们专注于这个充满机会是不仅仅着眼于经济在越来越好的领域。如果是严格地限定在经济方面的话，所有的公司都能同样上升。因此，应该是有别的原因推动的。也并非所有企业都在同样上升。我们知道，在服务器和存储方面，我们臝得了中小企业的份额，我们在中间设备上获得了份额，我们知道我们在金融服务、通讯、公共部门方面是第一，在工业和SMB方面是第二。所以，你知道，我们了解这一切，是事情发生了变化，而不是经济渐入佳境。不是每个人这样做也都会有同样的效果的。我想答案是，我们每一个人都有做好的空间和可能，我们正在做努力。我认为IGS的业务伙伴章程，显然有利于我们的改善与提高。另一方面，我们还要求我们的合作伙伴要努力，我认为他们也有责任。显然，他们必须要投资他们的技能。我想，如果你是一个独立软件开发商或顾问，集成商或者什么，你所做的事情会有所不同，所以我将保留合作的水平。他们需要投资自己的专业技能来获得一些机会。我的意思是那是必然的，因为如果你不具备这场游戏中所需的技能，而要改造基础设施，以使之更加开放和更加能满足需要，你就必须要提升自己的技能。