世界500強(qiáng)CEO訪談 第24期:IBM山姆彭明盛 我們想要好的合作伙伴(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 and integrators, we need value add firms, guys who focus on the infrastructure, 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：合作伙伴所考慮的問題是，他們想要在哪里發(fā)揮作用，所以我們需要各類的合作伙伴。我們需要顧問和集成商，我們需要具有附加價(jià)值的企業(yè)，需要有基礎(chǔ)設(shè)施的企業(yè)，我們也需要分銷商。我們需要所有的這些來解決這個(gè)問題，因?yàn)槟阋獜亩鄠€(gè)方面解決它。我們知道憑我們自己解決不了，它是一個(gè)巨大的機(jī)會(huì)，也是一個(gè)問題。我們沒有能力處理市場。我們沒有足夠的全球服務(wù)能力，我們沒有足夠的資源來解決市場需求。我們也沒有試圖這么做。

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.

記者：說到IBM的全球服務(wù)體系，您似乎需要方案供應(yīng)商與您的服務(wù)組織進(jìn)行合作，但是那說起來容易做起來難。

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, 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 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 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全球服務(wù)部總經(jīng)理Elix) —直在很努力的從事這件事情，他們想要讓其變得更好。我讀了你們(CRN)的一篇文章，你們說我們有一點(diǎn)官僚主義作風(fēng)，內(nèi)部人士說的也是如此。因此，對(duì)此大家的看法是一致的。我讀了它，你知道，我說，“這說得沒錯(cuò)。”我對(duì)自己的員工也這樣說，這是真的。現(xiàn)在，我不會(huì)為此辯解。我們都喜歡做很多事情，以使自己更快捷，所以我不會(huì)以任何方式去捍衛(wèi)它。我們可以做很多事情來使我們更有效率，從而對(duì)合作伙伴和我們自己有更少的限制和需求。我想好消息是，這對(duì)于我們每個(gè)人來說都是一樣的。壞消息是這個(gè)問題很麻煩，所以我們確實(shí)需要解決這個(gè)問題。我并不想忽視它。

Reporter: So, it’s important to get this right?

記者：所以準(zhǔn)確無誤地了解這個(gè)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 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, 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, 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：在一天結(jié)束的時(shí)候，我們想要與伙伴合作的真正原因之一是因?yàn)槭袌鎏?，我們相信這是市場的轉(zhuǎn)變。老實(shí)說，我認(rèn)為我們和我們的合作伙伴們正做得越來越好的原因是，我們專注于這個(gè)充滿機(jī)會(huì)是不僅僅著眼于經(jīng)濟(jì)在越來越好的領(lǐng)域。如果是嚴(yán)格地限定在經(jīng)濟(jì)方面的話，所有的公司都能同樣上升。因此，應(yīng)該是有別的原因推動(dòng)的。也并非所有企業(yè)都在同樣上升。我們知道，在服務(wù)器和存儲(chǔ)方面，我們臝得了中小企業(yè)的份額，我們在中間設(shè)備上獲得了份額，我們知道我們在金融服務(wù)、通訊、公共部門方面是第一，在工業(yè)和SMB方面是第二。所以，你知道，我們了解這一切，是事情發(fā)生了變化，而不是經(jīng)濟(jì)漸入佳境。不是每個(gè)人這樣做也都會(huì)有同樣的效果的。我想答案是，我們每一個(gè)人都有做好的空間和可能，我們正在做努力。我認(rèn)為IGS的業(yè)務(wù)伙伴章程，顯然有利于我們的改善與提高。另一方面，我們還要求我們的合作伙伴要努力，我認(rèn)為他們也有責(zé)任。顯然，他們必須要投資他們的技能。我想，如果你是一個(gè)獨(dú)立軟件開發(fā)商或顧問，集成商或者什么，你所做的事情會(huì)有所不同，所以我將保留合作的水平。他們需要投資自己的專業(yè)技能來獲得一些機(jī)會(huì)。我的意思是那是必然的，因?yàn)槿绻悴痪邆溥@場游戲中所需的技能，而要改造基礎(chǔ)設(shè)施，以使之更加開放和更加能滿足需要，你就必須要提升自己的技能。