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商界演讲:惠普CEO 马克•赫德


Mark Hurd

Good morning, and let me join my HP colleagues and welcome you to HP MegaForum. One of the greatest challenges facing Chinese industry, government and education is to fully capitalize on the benefits of the Electronic World, the topic of my address this morning.  We are applying the Packard spirit of respect-filled cooperation in working with China to help build China's Electronic World.  Later today Mayor Xu and I will witness the signing of a cooperation agreement between China HP and the Shanghai Infoport to create a lab to develop E-Commerce solutions. For many years now, HP has been working towards a world of pervasive information technology that will characterize the 21st century.  We call it the Electronic World, and it has four different ingredients.First, there's the Extended Enterprise infrastructure.  This foundation of networked systems is based on distributed computing and the Internet.  And it allows businesses and people to extend their reach across the boundaries of time and space. Second, there's the sphere of Electronic Business.  People are bringing their business processes to “the Net.”And they are using the Net to create entirely new businesses.  It's very exciting, and it's happening very fast.But that's not the whole story.  There's another sphere developing that most mainstream computer suppliers are paying little attention to, and that's the e-consumer.  This world has its own set of technology platforms, information services, operating systems, e-mail applications, etc. Then there is the world of E-commerce, the electronic payment of goods and services.  How people exchange value is being redefined, with virtual banks and smart cards and some exciting new devices I'll describe later in these remarks. This is the 21st-century electronic world.  And HP is in all spheres of it.  Today I want to describe how we are working to build this world. First, we're working to build the foundation —— the necessary technology infrastructure based on distributed computing and the Internet.  The environment must be robust, highly available, manageable, and secure. Today I'll discuss the three critical ingredients you see listed here - our systems strategy, the software we offer for making the infrastructure robust and secure, and the services and support we provide.Whenever I begin a discussion of our systems strategy, I use this visual to make a simple point.  Customers have a wide range of needs. One size doesn't fit all.  And that means that one operating system doesn't fit all.  And so we at HP have embraced two —— Unix and NT. We think this approach is well aligned with the needs of customers like the Xiamen Post and Telecommunication Authority.The comprehensive solution we implemented for its Internet Service Provider required both UNIX and NT systems, and our ability to manage and support both environments was critical to the success of the project.Furthermore, we've been working very hard to build bridges between these two worlds.  In fact, HP has been the only company with an explicit strategy of bringing these two worlds together. We're working on all levels shown here.  We don't have time to go into detail on each, but let me give you some examples in each area.In the area of services and support, HP now provides consulting services in Windows 95, NT and Desktop Exchange.  We've created a joint Enterprise Solution Center with Microsoft.  And we at HP have created a strong support offering for NT. We're collaborating in the area of high availability. I'll have more to say about that later, when I talk about our PC strategy.In the area of security, Microsoft has endorsed Ver Secure, the cryptography technology developed by HP that the United States government has just approved for export. HP OpenView is the only management platform that is certified for Microsoft BackOffice, and parts of OpenView are being bundled with the next release of Microsoft's Systems Management Server.In the area of messaging, HP is working with Microsoft on interoperability between HP OpenMail —— our messaging backbone product —— and Microsoft Exchange.And finally, we're working on customer-specific solutions in our Enterprise Solution Center, and we're collaborating on platforms geared to the particular needs of the telecom industry and small businesses. In 1997, HP helped to develop with the long distance service of China Telecom a network management system using HP OpenView which links over 400 switches across China.  This key connection between China and the rest of the world is powered by HP 9000 servers and workstations. So... we have a firm commitment to integrating the Unix and NT environments... and lots of development efforts and results to show we're serious.

With that caveat, I'd like to talk in more detail about our Unix systems and our PCs separately, and how we are working to provide the performance customers require for their Extended Enterprise infrastructure. HP has a depth of expertise in Unix.  We continue to be the number one commercial Unix server vendor, as measured by revenue, and we continue to gain market share. When you add in the disk drives, consulting, support, and all the things wrapped around our Unix servers, they represent a $10 billion business for HP in terms of annual revenue. So our commitment to the business is strong. One of the reasons our Unix systems are ideally suited to power the Extended Enterprise is our ability to guarantee 99.95 percent up time. We're the only company in the industry that can make that guarantee.Delivering 99.95-percent uptime translates to just four hours of unplanned downtime a year.  The next best offer in the industry —— 99.5 percent of time —— equals 44 hours of unplanned downtime a year.In the past year, we have accelerated our product-development efforts.  The result is a Unix roadmap that we believe will keep us in a clear position of leadership.The V2250 systems we introduced earlier this month are based on our new, 240 MHz PA-RISC processor. They are the world's fastest single-processor Unix servers —— ideally suited for mission-critical and technical applications. We expect to double high-end single-system performance each year.  That means that today's high-end of a V-Class system will be the midrange of our family by the year 2000.Furthermore, we plan to take today's 99.95 percent availability guarantee and push that up to 99.999 - 5 minutes of unplanned downtime per year —— by the year 2000.We call this our “5nines:5minutes”vision, and we have succeeded in getting two powerful industry leaders —— Cisco and Oracle —— to embrace this vision and work with us to achieve it.Let me turn now to our other systems business —— PCs.  HP has come from virtually nowhere to become a major player —— No. 3  in the world, according to IDC at the end of FY 97.This growth has been fueled by product contributions.  Last year, HP earned more than 50 awards for new products introduced in the PC arena. We've been stressing the three major areas you see here.First, manageability.We believe that we can help customers reduce the total life cycle cost of PCs by about half.  Notice I said costs, not just purchase price. We have developed a powerful management package called TopTools, and it allows IT administrators to gather 350 key items of information about the PC and to manage the PCs remotely.This information feeds into HP OpenView's Desktop Administrator to deliver the most comprehensive desktop-management solution on the market.HP PCs, NetServers and desktop management system were recently employed by the Government of China in a prototype project which hooks up the Sichuan Province Economic Information System to the National Information Center. Second, availability.We are working with Microsoft to deliver high availability on NT servers.  We were the first in the industry to ship Microsoft Cluster Server, which provides shared storage between two computing nodes and automatically restarts an application on another node if one fails.We have integrated into the solution some technology brought over from the Unix side of the house, called Cluster View, which makes it possible to monitor multiple Microsoft Cluster Servers. This is another one of the benefits customers receive from HP's strong support for both Unix and NT.  We are able to leverage strengths across these two environments.Finally, performance. Our 8-way,  NT-based server is powered by eight 200 MHz processors, each with 1 MB of cache memory.  This allows the system to support 14,000 Microsoft Exchange users and 1600 SAP Sales & Distribution users.  This is truly enterprise-class performance.Intel and Hewlett-Packard have jointly defined a new architecture technology called EPIC (Explicitly Parallel Instruction Computing).  The name signals the ability of the software to extract maximum parallelism —— that is, a potential to do work in parallel —— in the original code and “explicitly”describe it to the hardware.This architecture goes beyond the limitations of current architectures and is ideal for the advanced, multimedia applications of the future.It will enable both Unix and NT to run on the same hardware platform.The architecture provides excellent investment protection for customers running applications on current Intel-based and PA-RISC systems. Customers can run their current applications unchanged on these new systems, achieving somewhere between 60-80 percent of the architecture's peak performance by just recompiling their applications.Our transition strategy is very customer-friendly.  Customers can choose when they migrate, and their applications can coexist on both the old and new architectures.We believe we're years ahead of the competition in thinking about this transition.  We are working closely with all the major independent software vendors —— industry leaders such as Oracle and Informix, SAP and PeopleSoft —— to make sure their products are optimized for the new architecture by the time it is launched.Finally, we are quite clear about our intention to make this architecture an industry standard.  That means there must be a level playing field for our competitors in terms of access to this new architecture.  So we're delighted to see strong competitors like Compaq endorse it.We are confident that we can still differentiate HP products above and beyond the microprocessor level.  We have lots of expertise in systems-level architectures, high-availability and reliability, advanced compiler technology, powerful middleware and networking capabilities.And we will complete the value proposition with our worldwide service and support capabilities, strong partnerships with solution providers and diverse distribution channels. So differentiating in the new era will be “business as usual” for HP.

I've spoken about our systems strategy for powering the Extended Enterprise.  Now I'll move onto some important software products.HP OpenView is an industry-leading software product that is aimed at helping customers manage their Extended Enterprise —— including systems, network, applications, databases, and the Internet. In terms of market share, it is the number one platform for managing distributed environments, and both VAR Business and Information Weak magazines rated it as the best product in its category in 1997.This past year, we made major investments to strengthen HP OpenView in three key areas.The first - the acquisition of a company called PROLIN - was aimed at what we're calling service-level management.  We want to provide IT administrators with the tools and processes that allow them to contract with their business users for an agreed-upon service level  —— in terms of things like systems response time and availability.PROLIN's suite of software modules report into HP OpenView to physically monitor whether or not IT has met the service-level agreement they made with their business customers and, if not, where the problem lies. We also consult with customers to help them make the process-level changes required to achieve their desired service levels, including operational assessment, planning, design, implementation and training.HP has long been a leader in managing the thousands of PCs that are distributed on our customers' desktops.  More than 100 customers use our software products and services to manage their desktop systems, and many of them subcontract that management to us.This year we strengthened our position by acquiring the networking business unit of a company called Symantec.  This provided HP OpenView with new capabilities for software distribution, inventory, configuration, trouble-shooting, licensing for desktop systems... as well as real-time server management for Windows NT.This allows us to offer a single-vendor management solution that combines hardware, software management and services. A third investment last year was aimed at helping customers manage NT-based systems.  We evaluated a variety of different approaches to this challenge.  A small company called NewView had the best product available —— something called  ManageX - and we acquired this company late last year.We think ManageX is the best for a couple of reasons. First, it' s very scalable —— able to handle everything from the workgroup to a full enterprise.  We think that's very important, because we see many customers starting out by deploying NT in a workgroup area...and then more broadly across their enterprise.  So it's critical to have a tool that can grow.Second, ManageX is based on all of Microsoft's technologies.  That's really critical if you want to have a leading product in the NT environment.  Most of OpenView's competitors today are trying to take software that was developed for managing mainframes or Unix... and then retrofitting it to NT.  That's no trivial task.We have a few other IT-infrastructure software products that I'd like to discuss today, but in somewhat less depth than HP OpenView.HP OpenMail provides the backbone for messaging in a mission-critical, high-availability environment.Most people think of messaging as just sending or receiving electronic mail.  If it goes down, that's just inconvenient. But as people are taking their business processes to the Net, the messaging backbone becomes critical.  This is the role HP OpenMail plays. Finally, on the right there, you see a couple of HP software products whose role is to make the infrastructure secure.  Virtual Vault provides secure Internet access to core business functions and data.  It has been used successfully worldwide by the banking industry. VerSecure is a comprehensive encryption solution that has just received U.S. government approval for export —— the first strong encryption technology to achieve that status.MICROSOFT, IBM, Motorola and SAP have already endorsed this approach.Let me say a few words about our service and support capability, because it is key to enabling customers to build and manage an Extended Enterprise infrastructure.The goal of our Professional Services Organization is to help customers implement new technologies quickly, to transfer knowledge to their IT staff, and —— through selective outsourcing —— to provide them with some flexibility in terms of their staffing levels.In the past three years, HP's systems integration and consulting service has shown tremendous growth.  It has become a vital ingredient in the formula for our success with our Chinese customers and partners. You see our areas of expertise listed here.  The first three are aligned with the software products I just discussed, and I'll talk about the last two when I describe our E-business solutions.  So that leaves extended ERP —— enterprise resource planning —— as the only thing to comment on for this list of services. HP has a depth of expertise in helping customers implement applications like SAP. We've done more than 70 installations worldwide, and we have the most comprehensive SAP R/3 services and support offering in the industry.Last year we introduced what we call Rapid R/3, which is a fixed-price contract with an accelerated implementation schedule of between four and six months.  We completed a dozen such installations last year.By the way, we have the industry's only high-availability offering customized for SAP R/3, and we have closely integrated HP-SAP support processes.In terms of support, I would call your attention to two items listed here.  The first is our high-availability support offering, which provides a continuum of support offerings that span needs ranging from a departmental print server to an online reservation system that must be continuously available.It's also worth noting that we are the only supplier that is certified to support Unix, Microsoft, Cisco,  Netscape on a worldwide basis.Our financing Organization provides a simple, single point of contact for financing, leasing and re-marketing products.  It also offers innovative “technology refresh” programs that will automatically upgrade a customer's assets and dispose of the obsolete technology.And HP's commitment to be the best customer service organization in China has been a key differentiator and ingredient to ongoing development of our relationships. Our customer service unit was the first to receive ISO 9002 certification in China for total quality.  To this day, none of our competitors has yet succeeded in achieving this distinction. We are also committed to bring our proactive consulting services to our customers, opening one new customer support center every two to three  months throughout China —— most recently in Zhengzhou and Tianjin. Next week we will open our sixth full branch office in Shenzhen.  And we'll open branches in Wuhan and Nanjing in mid-year, which will combine sales with customer support services. In the fall we will add a major call center with  more than 150 staff, which will be opened as part of our new China HP Headquarters Office in Beijing.In total we will have more than 10 branches throughout China by the year 2000 offering both sales and support services —— plus several other offices dedicated only to support services.

I've spent the bulk of my time talking about how HP is helping customers build and manage their Extended Enterprise infrastructure.  And it's probably appropriate that this discussion has taken most of my time, because that's the foundation upon which everything else is built.On top of that, we have added some fascinating electronic-business solutions that help customers use the Internet to re-engineer their business processes —— or to create entirely new ways of doing business. For example, the China Goods Order System (CGOS) is the first country-wide comprehensive and multifunctional commodity ordering system in China, which is approved by the State Planning Commission and will be managed by the  Internal Trade Bureau.The aim for setting up this system is to build up a computerized commodity wholesale market in China, which can provide commodity trade information, offer transaction service and quicken wholesale procedure.The significance of the system's operation lies in introducing  an advanced “network shopping”concept in China's commodity trade business.Let me comment briefly on the three solutions you see listed here.Our E-Business software is based on breakthrough technology from HP —— something we call the HP Changengine.  It was developed in HP Labs,  ...  has good patent protection,  ... and has been used extensively within HP to automate key business processes.The customer need we're addressing is this: Quite simply, businesses can't change their applications fast enough to keep up with the speed at which they want to change their business processes. The HP Changengine technology makes it possible to pull the process logic outside of the application. This allows customers to change the business logic without changing the application —— thus dramatically speeding up how rapidly they can re-engineer their business processes.We have already introduced two software solutions based on this technology.HP AdminFlow is a software product that automates internal administrative processes.  Examples include IT service request automation, automation of travel and expense reporting, and human resource management automation.  Sumitomo Life Insurance has used this solution to change hundreds of processes quickly, as they prepare for industry deregulation.HP SmartContact is the integration technology that manages multiple customer contact channels - such as telephony, the Internet, fax, and electronic mail.  Blue Cross of California, a major health-insurance provider,  has used this approach to create an integrated “virtual”call center that has greatly improved the productivity of their customer-service representatives  the satisfaction of their customers. We also have plans to offer a supply-chain solution based on HP Changengine. HP imaging technology is going to play a major role in E-business —— making possible applications like electronic catalogs, remote medical diagnostics and insurance-claim processing, to name just a few.To give you a glimpse of the role imaging will play, let me describe what we're doing with Liz Claiborne, the very popular designer of women's clothing.We're working together to create a “virtual showroom”that will show the latest fashions.  It will allow early viewing and on-line purchasing. This approach will provide Liz Claiborne with a new channel to reach potential buyers —— especially those in medium and small-sized firms that are reluctant to incur the expense of a trip to the designer's showrooms in New York City. With the movement of almost all information to digital form —— and the universal connectivity provided by the Internet —— information can be distributed in electronic form, to be printed locally when needed. This has tremendous appeal. For example, Boeing keeps the 100,000 pages of its repair manual on a corporate web site. Repair technicians print only the pages they need to do a particular procedure. That way Boeing can be sure that the procedures are always up-to-date.  And the technicians save a lot of time finding the relevant information, because they can do an on-line search for the information they need.Here's a fascinating example of distributed printing.  It  suggests an interesting future for the publishing industry.The Inter-City Express is a major European commuter line for business travelers.  The trains receive the news twice daily via satellite.  They take that satellite feed and use it to produce their own newspaper, targeted for their particular customers.  The news is printed on an HP LaserJet printer.Unlike some of our competitors, HP has built a thriving consumer business.   We have many products aimed at home users and small businesses, and we've developed the supply chain efficiency and support capabilities to serve mass markets.We've also been working hard to establish a higher profile in this arena. We've recently launched a branding campaign with  the theme of “expanding possibilities.”It captures the notion of how we are making entirely new things possible.  Let me show some examples.I'll start at the top-left quarter of this visual and move around clockwise.First, we're making it possible for people to access or capture information —— and even money —— in entirely new ways.A PC connected to the Internet is providing people with access to a whole new world of information.Our scanners are making it possible for people to capture information that has been only in paper form, and to transform that information into digital form where it can be sent over the network.And VeriFone's personal automated teller machines enable people to pull money out of their bank accounts and translate it into the form of “stored value”on their smart cards, which they can use just like cash. Second, we're also creating entirely new possibilities for creating and manipulating information.  With our home photography systems, for example, people can edit their own photographs —— perhaps deleting someone they don't want in the photograph —— and create their own family newsletters, calendars or greeting cards.Third, our network-ready PCs enable people to transmit information to friends around the world —— or to share it with people they don't even know by posting it on a Web site.And, of course, we're providing the capabilities to print and duplicate that information.  In fact, our all-in-one products do more than that.  They print.  They scan.  They copy.  They send and receive information via fax.This is just what the home user or small-business requires, because they don't have room for lots of different pieces of equipment.An E-Commerce competency is becoming a critical success factor for financial institutions around the world.  HP has been working closely with Chinese financial institutions for several years to pioneer best E-Commerce practices in China.  Let me highlight some of HP's contributions in this area. In 1995 we began to work with the China Construction Bank to develop a fund clearing system run on HP's UNIX platform. Today, HP's servers, PCs and support services are used throughout the bank's 44 branches across the country, helping to reduce typical transaction clearance times from up to 10 days to now less than 24 hours.This month, we are launching a trial solution with the Bank of China to enable their corporate customers to perform their standard banking transactions on-line.  This marks a first for China.HP's VirtualVault solution was chosen over other solutions for its superior security and reliability, as well as service support. HP, together with our VeriFone subsidiary, is continuing to work with Bank of China to build on this platform, so that by the end of the year a full range of E-Commerce services will be available on line, again marking a first for China.I will leave it to my colleague from the Bank of China who will speak to you later today to tell you more about this exciting cooperation between HP and the Bank of China.Let me say a few words about VeriFone's capabilities.They started by providing solutions in the physical world with equipment such as payment terminals.  The company then moved to become an early adopter of client/server computing, developing its solution on HP 9000 servers. As the Internet has grown in robustness, VeriFone has duplicated its capabilities in the physical world with products for the “virtual” world. v.WALLET is a PC-based payment utility that is embedded in Netscape and Microsoft browsers to allow consumers to make payments using credit cards.v.POS —— which stands for Virtual Point Of Sale —— is software that sits on the merchant's server and provides the tools for accepting secure Internet credit card transactions for a virtual store.  These include real-time, on-line authorization, settlement, and other payment management functions. v.GATE is Internet gateway software that resides at the financial institution, where it manages transactions from multiple merchant Web servers.Finally, integrating these three worlds, we have created the Integrated Payment System, which is an open, client/server-based platform that enables the processing of all these forms of payment. So electronic commerce is coming of age, and it's happening quickly.  With the combination of HP's and VeriFone's capabilities, we are driving this change.

So this is the Electronic World HP is helping customers build.We want to help you build and manage the IT infrastructure that allows you to extend your reach into new opportunities.We want to help you move your business processes to the Net quickly —— and to use it to create entirely new ways of doing business.We want to serve the needs of people who are working at home —— and even those who want to use technology for fun.And we want to help transform commerce by making the Internet a secure and efficient way of moving money.We are working to deliver value to customers in each of these arenas.  But I also think it's important that we are operating in ALL four arenas. Because with the coming of the networked world, the boundaries between these different arenas are becoming blurred, and we can help you navigate this sea of change.Beyond our strong portfolio of hardware, software and support services, HP is committed to building the Electronic World through hosting special events that raise awareness and build the capabilities of our customers, channel partners and colleagues in government and academia. HP MegaForum is one example. This year's HP MegaForum will tour six major centers in China, starting with this opening event in Shanghai.  In total there will be  more than 30,000 participants in HP MegaForum in 1998, taking part in seminars on a wide range of topics, product demonstrations and trade shows.  To my knowledge, an IT event of this scale and comprehensiveness represents a first both for China, and for HP.China HP also hosts another important IT event each year aimed for end-users called HP Electronic World. This year, it will be held in July in Beijing and will also focus on E-Commerce.  We expect to welcome more than 40 vendors, and 10,000 visitors, with over 100 seminars on the full range of issues facing the IT industry in making E-Commerce a reality in China and around the world.This year at HP Electronic World, we plan one more first for China, and that is to link via videoconference audiences in Beijing, Taipei and Hong Kong in a common forum to discuss cooperation in Building Together our Electronic World.  I suspect that David Packard would have been particularly honored to speak to this Chinese audience.  We are certainly honored to have the chance to be part of it.The Electronic World represents a whole new way of doing business.  I urge you to embrace it and use it to make your organization more successful than it has ever been.

   早上好,请允许我和惠普的同仁们一起,欢迎诸位 。目前,中国工业界,政府和教育部门面临的最大挑战是,充分地利用电子化世界带来的益处。这就是我今天早上要谈的话题。在中国,我们本着精诚合作的惠普精神,协助你们构建中国的电子化世界。今天晚些时候,我和徐市长将出席惠普 (中国) 公司和上海信息港合作协议的签字仪式。根据协议,双方将建立一个实验室,共同开发电子商务解决方案。多年来,惠普公司孜孜不倦地为建立信息技术无所不在的21世纪而奋斗。我们称其为电子化世界,它具有四个不同的部分。首先是扩展型企业基础结构。这一网络化系统基于分布式计算和因特网。它可以使企业和个人的扩展跨越时空的界限。其次是电子业务。人们在网上处理业务,而且利用网络开创崭新的业务。这一业务令人兴奋不已,且发展迅猛。但这只是其中的一部分。目前还有一个发展趋势为大多数主流计算机供应商所忽视,这就是电子消费。这一领域自有其技术平台,信息服务,操作系统,电子邮件应用程序等。此外还有电子商务,以电子方式支付货物和服务。人们交换价值的方式须重新界定,虚拟银行,智能卡,以及许许多多令人激动的新设备。稍后,我将谈及这些。这就是21世纪的电子化世界。惠普的业务涵盖了所有这些方面。今天,我想谈一谈我们是如何建立这一世界的。首先,我们致力于建立基础 ——基于分布式计算和因特网的技术基础结构。其环境必须是强健的,高度可用的,易于管理的以及安全的。今天我要谈的是下面所列的三个关键部分 ——我们的系统战略,我们使基础结构强健和安全所用的软件,以及我们提供的服务和支持。每当我谈及系统战略,我总是利用这一图象来说明问题。客户的需求是多种多样的。一种尺寸难以适应不同的需求。就是说一种操作系统无法满足所有的要求。于是我们双管齐下——UNIX和NT。我们认为,这一方式最适合客户的不同需求,例如厦门邮电局。我们为其因特网服务供应商提供的综合性解决方案既需要UNIX,也需要NT系统,而我们可以管理和支持这两个环境,这是该项目取得成功的关键。此外,我们一直努力在这两者之间架起一座桥梁。实际上,惠普是唯一一家制订了明确的战略,将这两个世界融为一体的公司。诸位可以看到,我们致力于所有这些层面。因时间的关系,我们无法面面俱到,但我可以举例说明每一领域。  关于服务和支持,惠普现提供有关Windows 95,NT和Desktop Exchange方面的咨询。我们与微软公司共同建立了一个企业解决方案中心。而惠普公司为NT提供强有力的支持。我们在高度可用性方面进行合作。稍后等我谈到PC战略时将对此详加论述。谈到安全问题,微软公司已表示支持惠普公司开发的安全加密技术VerSecure,这一技术最近刚获得美国政府的允许可以出口。 HP OpenView是目前唯一针对Microsoft BackOffice开发的管理平台, OpenView的一部分正与微软的系统管理服务器捆绑在一起,拟在近期推出。  在消息接发方面,目前惠普正与微软研发HP OpenMail ——我们的消息接发主干产品——与Microsoft Exchange之间的互用性。最后,我们的企业解决方案中心正在研制以客户为主的解决方案,我们的协作侧重电信业和小型企业需要的各类平台。1997年,中国邮电电信总局长途电话网三期网管工程采用HP OpenView 作为网管平台,对遍布中国的400多台长途交换机加强监测与控制。这一将中国和世界各地连在一起的系统是由HP 9000服务器和工作站驱动的。因此,我们承诺可确保UNIX和NT环境的结合,我们的一系列开发努力和成果表明我们是认真的。

  做了这番解释后,我打算分别详细的谈一谈我们的UNIX系统和PC机,以及我们如何提供客户需要的扩展型企业基础结构性能。惠普在UNIX方面具有精深的专门知识。根据我们的总收入,目前我们仍是最大的商用UNIX服务器供应商,我们的市场份额仍在增加。如果加上磁盘驱动器,咨询,技术支持以及与UNIX服务器相关的所有事项,惠普的年收入高达100亿美元。所以,我们对业界的承诺是认真的。我们UNIX的系统之所以特别适合扩展型企业,原因之一是我们能确保99.95%的开机率。我们是业界唯一可做此保证的公司。可用时间多达99.95%,意味着一年的意外停机时间仅为四个小时。而仅次于我们的最佳开机率为99.5%  ——每年的意外停机时间为44小时。  去年,我们加大了产品开发的力度。其结果使我们明显地处于领先的地位。本月早些时候我们推出的V2250系统基于新型的240 MHz PA-RISC处理器。它们是目前世界上最快的单处理器UNIX服务器——最适合关键业务和技术应用程序。我们希望,每年都能将高端单一系统的性能翻一番。这意味着,到2000年,今天的V系统系统高端将成为我们系列中的中档产品。其次,我们计划,到2000年,将现在的99.95%的开机率提高到99.999% —— 达到每年以外停机仅有五分钟。我们称其为 '五个9: 五分钟' 版本,我们已与业界两个颇具实力的领先者—— Cisco和Oracle ——达成共识,为实现这一目标而共同奋斗。接下来我要谈谈我们其他的系统业务——PC机。事实上,惠普是白手起家,发展成为主要的生产厂商的—— 据IDC1997年年底的统计,惠普已成为世界第三大PC生产厂家。产品的贡献进一步促进了这一发展。去年,惠普不断推出新型产品,为此荣获了50项大奖。我们一直侧重的是如下三个方面:第一,可操纵性我们认为,我们可以帮助客户将PC机的总生存周期成本降低50%。请注意,我指的是总生存周期成本,而不仅仅是售价。我们开发出了功能强大的管理套件,叫Top Tool,它可使IT管理人员收集350项有关PC机的信息,并可远程管理PC机。这一信息供给HP OpenView的台式管理器,将最具综合性的台式管理解决方案推向市场。最近,中国政府在原型项目中使用了惠普的PC机,NetServer以及台式管理系统,该项目旨将四川省经济信息系统与国家信息中心连接起来。第二,可用性我们与微软公司合作提高NT服务器的可用性。我们在业内率先经销微软的群集服务器,该服务器可为两个计算节点提供共享存储器,如一个节点出现故障,服务器可重新启动另一个节点的应用程序。我们在该解决方案中集成了UNIX的某些技术,如Cluster View,这一技术可用于监测多个微软群集服务器。这是客户从惠普为UNIX和NT提供强大支持中获得的另一好处。我们可以充分发挥这两个环境的优势。最后是性能。我们的通路,基于NT的服务器由八台200 Mhz处理器驱动,每一台都配以1 MB高速缓存。这可使该系统支持14,000 Microsoft Exchange用户以及1600 SAP销售及经销用户。这确是企业级的性能。英特尔公司和惠普公司联合确定了一项新的基础结构技术,名为EPIC (显式并行指令计算)。名称表明,软件能在原始代码中析取最大限度的并行性—— 这就是说,具有并行运作的潜力,并可明确地向硬件描述。这一基础结构超出了现有基础结构的限制,适合未来先进的,多媒体的基础结构。它可使UNIX和NT在同一硬件平台上运行。该基础结构为目前在基于Intel和PA-RISC系统上运行应用程序的客户提供了良好的投资保护。客户可在新的系统上运行现有的应用程序,只需重新编译其应用程序,即可获得基础结构最高性能的60至80%。我们的过渡战略对客户极其友好。客户在迁移时即可选择,而他们的应用程序可在新,旧基础结构中并存。我们认为,就这一过渡而言,我们比竞争对手先进若干年。目前,我们与所有主要的独立软件厂商, 诸如Oracle, Informix, SAP及PeopleSoft等业界领先者合作,并确保它们的产品在上市之时适用于新的基础结构。最后,我们的目标非常明确,就是将这一基础结构变为行业标准。这就意味着,就访问这一新的基础结构而言,必须为竞争者提供毫无障碍的场所。因此,我们高兴地看到,诸如Compaq这样的强有力的竞争对手也对此表示了认同。我们信心十足,惠普的产品仍将高于并超出微处理器的水平。我们在系统级基础结构,高度可用性以及可靠性,先进的编译程序技术,强大的中间件以及网络功能方面拥有许多专门知识。我们将强化我们的全球服务和支持能力,加强与解决方案供应商的合作关系,并多方开辟经销渠道。所以,对惠普来说,在新时期有所不同仍是一如既往地从事业务。

  我刚才谈到了推动扩展型企业的系统战略。现在我想谈一谈某些重要的软件产品。HP OpenView是业界处于领先水平的软件产品,旨在帮助客户管理其扩展型企业——包括系统,网络,应用程序,数据库和因特网。就市场份额而言,它是管理分布式环境的头号平台,VAR商业及信息周刊杂志都将其列为1997年同类产品中最佳的产品。在过去的一年中,我们加大了投资的力度,以加强HP OpenView在三大领域的地位。首先是收购PROLIN公司,这一举措旨在提高服务级的管理。我们要为IT管理者提供所需的工具和程序,使他们能与商业用户以合同的形式确认服务水准,例如系统回应时间及可用性等。PROLIN的软件模块套件装入HP OpenView,以监测IT是否符合他们与商业客户达成的协议,如未达到协议规定的条件,则确定问题何在。我们还为客户提供咨询,帮助他们进行程序级所需的变动,以达到他们需要的服务水平,包括操作评估,计划,设计,执行和培训。长久以来,惠普一直在管理分布于客户桌面的数千台PC机方面处于领先的地位。100多家客户在使用我们的软件产品和服务,管理他们的桌面系统,他们当中有许多家都将该项管理分包给我们。今年,我们通过收购一家名为Symantec公司的网络部门,进而加强了我们的地位。这为HP OpenView提供了新的功能,如软件分配,库存,配置,查找故障,注册桌面系统,......以及Windows NT的实时服务器管理。这可使我们提供单一厂商管理解决方案,将硬件,软件管理和服务结合起来。去年第三笔投资是帮助客户管理基于NT的系统。我们评估了解决这一问题的各类方式。当时,有一家叫NewView的小公司拥有最佳的产品——名为ManageX -- 去年下半年我们收购了该公司。我们认为,ManageX是最佳的产品,其原因如下。第一,它具有极强的可伸缩性——可处理从工作群件到整个企业的任何事项。我们认为,这一点非常重要,因为我们看到许多客户初期在工作群件用的是NT,......然后逐渐在企业内扩大。所以,最关键的是具有可发展的工具。第二,ManageX基于微软的技术。如果您想在NT环境拥有领先的产品,这一点甚为重要。目前,OpenView的大多数竞争者均力图获取可用于管理主机或UNIX的软件,......然后将其改型,以符合UNIX。而这项工作极为繁杂。这里,我想谈一谈我们的其他一些IT-基础结构的软件产品,但其深度不及HP OpenView。HP OpenMail为关键业务,高可用性环境提供了报文传送的主干。大多数人认为,报文传送只是发送或接收消息而已。如效率降低,也只是不方便罢了。但当人们将业务过程带入网络,报文传送的主干作用就是至关重要的了。 这就是HP OpenMail所起的作用。最后,诸位可以看到,HP的这些软件产品是为了确保基础结构的安全。虚拟保险箱(Virtual Vault)为核心业务功能和数据提供了安全的因特网访问。全世界的银行业一直在使用这一软件。VerSecure是一种综合性安全加密方案,刚刚获得美国政府的批准可供出口,这是目前率先获准的最好的安全加密技术。微软,IBM, 摩托罗拉和SAP已经认同了这一方式。现在让我谈一谈我们的服务和支持情况,因为这是使客户构建并管理扩展型企业基础结构的关键。我们的专业服务机构的目标是,帮助客户迅速地执行新型技术,将知识传授给他们的IT员工,并通过选择的外源,为其提供人员方面的某些灵活性。在过去三年中,惠普的系统集成和咨询服务有了长足的发展。它是我们与中国的客户和商业伙伴成功合作的关键。诸位请看,我们的专门技术在这些领域。前三项是我刚谈到的软件产品,我谈及电子业务时再介绍另外两项产品。所以,现在我们只介绍ERP  ——企业资源规划。在帮助客户实现诸如SAP等应用程序方面,惠普具有相当的专门技术。目前,我们在全世界已安装了70多套,此外,我们在业界拥有最全面SAP R/3的服务和支持体系。去年,我们推出Rapic R/3,这是一种固定价格合同,其实施进度约为四到六个月。去年,我们已完成十多项这样的安装。顺便提一句,我们拥有目前业界唯一高可用性定制SAP R/3,而且我们严密地综合了HP-SAP支持程序。谈到支持,我想提请各位注意这里所列的两项。一个是我们的高可用性支持,它可提供一系列支持,从部门打印服务器到随时在线预订系统,一应俱全。这里还应注意的是,我们是唯一经证明可在全世界范围内为Unix, Microsoft, Cisco和Netscape提供支持的公司。我们的金融机构为各金融,租赁和再经销产品提供了单一的联系点。它还推出了独具创意的“技术更新” 计划,该计划可自动更新客户的资产,并可处理过时的技术。惠普决心成为中国最佳的客户服务机构,这是我们不断发展目前关系的关键。我们的客户服务部在中国最先荣获ISO 9002最优质量证书。时至今日,我们的竞争对手没有一家获此殊荣。我们还承诺,为我们的客户提供超前的咨询服务,在中国,我们每隔两至三个月就设立一个新的客户支持中心,最近,我们在郑州和天津开设了客户支持中心。下周,我们将在深圳设立第六个分公司。年中我们将在武汉和南京设立分公司,它们将同时负责销售和客户支持。秋季,我们将增设一个主要的反馈中心,编制有150多名员工,它将成为我们在北京新设的惠普总部的一个部门。到2000年,我们在中国将有10多家分公司,从事销售和支持服务—— 还有其他一些机构主要从事支持服务。

  我花了很长的时间介绍惠普如何协助客户建立并管理其扩展型企业基础结构。或许这一介绍占去我大多数时间是合适的,因为这是我们构建一切的基础。在此基础之上,我们增加了某些饶有兴趣的电子业务解决方案,帮助客户利用因特网重新设计他们的业务程序—— 或创建全新的经营方式。例如,中国商品订购系统 (CGOS) 是中国全国性第一家综合性的,多功能性的商品订购系统。该系统经国家经贸委批准,由内贸部管理。设立这一系统的目的是为了在中国建立一个计算机化的商品批发市场,以提供商品贸易的信息,交易服务,加快批发的过程。这一系统投入运行意义在于,将先进的 '网络购物' 概念引入中国的商界。这里,我简单地介绍一下所列的三种解决方案。我们的电子业务软件基于惠普的创新技术——我们称其为Changengine。它是在惠普的实验室开发出来的,.....现已获得专利保护,......并在惠普内部得到广泛的应用,以自动处理关键性的业务。我们所强调的客户需求是:极其简单,企业无法快速改变其应用程序,以跟上业务过程的变化。HP Changengine技术可在应用程序之外处理过程逻辑。这可使客户改变业务的逻辑,而无须变更应用程序—— 因此大大地加快了他们重新设计其业务过程的速度。我们已经推出两项基于这一技术的软件解决方案。HP AdminFlow是一种可使内部管理过程自动化的软件产品。其例子包括IT服务请求自动化,旅费报销自动化,以及人力资源管理自动化等。Sumitomo人寿保险公司在准备行业解除管制时,就利用这一方案迅速改变了数百项过程。HP SmartContact是一种集成技术,可用于管理多用户联系通道——例如电话,因特网,传真以及电子邮件。加利福尼亚州的一家主要的健康保险公司,蓝十字就利用这一方式,创建了综合的'虚拟' 回应中心,极大地提高了客户服务代表的工作效率,以及客户的满意率。我们还计划推出基于HP Changengine的供应链解决方案。惠普的成象技术将在电子业务中起到重要的作用——实现诸如电子编目,远程医疗诊断,以及保险索赔处理等应用程序。为了让诸位对成象技术有所了解,这里,我给大家介绍一下我们是如何与著名的女装设计师Liz Claiborne合作的。我们一起创立了一个 '虚拟陈列室' ,以展示最新的时装。通过它可以先睹为快,并可以在线采购。这一方式可使Liz Claiborne通过新的渠道获得潜在的客户——特别是那些中,小型的公司,因为它们不愿花钱去位于纽约陈列室参观。随着信息的数码化——通过因特网提供通用的连接——信息均可以电子的形式分布,按需在当地打印。这一发展趋势影响极大。例如,波音在公司网址上载有多达10万页的维修手册。而维修人员只需印制所需的某程序。波音应确保该程序是最新的。 这样,维修人员在查找有关信息时就节省了大量的时间,因为他们可以在线查询所需的信息。这里有一个关于分布式打印的有趣的例子。它可使人们看到出版业未来的情形。Inter-City Express是欧洲一家主要为商业旅行者提供服务的市郊列车公司。列车每天两次通过卫星收听新闻。他们利用卫星发来的消息出版自己的报纸, 其读者为特殊的客户。新闻是用惠普的LaserJet激光打印机印制的。与某些竞争者不同,惠普已经建立了一个欣欣向荣的消费者业务。我们的许多产品是面向家庭用户和小型企业的,与此同时,我们也提高了供货的效率和支持能力,为大众市场提供服务。我们还努力在这一领域树立起良好的形象。最近,发起了一个提高品牌知名度的活动,其主题是“不断地发挥潜力” 。这一活动表明,我们正在创造全新的事物。这里我举几个例子。我先从图象的左上角开始,然后顺时针方向讲解。首先,我们使人们能以全新的方式获取或获得信息——甚至金钱。APC与因特网连接,为人们提供了获取新的信息的通道。我们的扫描器可使人们获取以前只能以纸张的形式保存的信息,并将这一信息转换为数码的形式,然后通过网络将其发送出去。VeriFone的个人自动柜员机可使人们从银行帐户提款,并以 '储值' 的形式,将其存入智能卡,然后象现金一样使用。其次,我们还创造了全新的机会生成并处理信息。例如,人们利用家用照相系统,可以自行编辑照片——或许删除照片上的某人——编辑家庭简报,日历或贺卡。第三,我们的网络型PC机可使人们向世界各地的朋友发送信息——或通过网址与陌生人分享信息。当然,我们也提供了印制的复印该信息的功能。实际上,我们的 '包罗万象' 产品涉及的范围更广。它们可以通过传真印制,复印,发送和接收信息。这就是家庭用户或小型企业所需的产品,因为他们没有太多的空间安置不同的设备。如今,具备电子商务的能力已经成为全世界金融机构成功的关键因素。多年来,惠普公司一直与中国的金融机构密切合作,在中国率先开创最佳电子商务。请允许我概述一下惠普公司在这一领域的所做的贡献。1995年,我们开始与中国建设银行合作,在惠普的UNIX平台开发了资金清算系统。如今,惠普的服务器,PC机和支持服务用于该行在全国的44家分行,帮助它们缩短了交易清算的时间,从原先的10天缩短为现在的24小时。本月,我们将与中国银行试行一解决方案,使其公司客户在线进行标准的银行交易。在中国,这是首次进行此类项目。在所有方案中,惠普虚拟保险箱(VirtualVault)方案因其卓越的安全性和可靠性,以及其服务支持而入选。目前,惠普与分支机构VeriFone正与中国银行继续合作,建立这一平台,以便在年底之前确保在线提供电子商务服务,从而在中国再拔头筹。我将这一话题留给中国银行的朋友,稍后,他将向诸位详谈有关惠普和中行合作的情况。现在我简单地谈一谈有关VeriFone的情况。他们起先提供诸如支付终端这样的解决方案。尔后该公司转向提供客户机/服务器计算,在HP9000上开发其解决方案。随着因特网的迅速发展,VeriFone开始研制“虚拟”世界的产品。v.WALLET (虚拟钱包) 是基于PC机的支付器件,嵌入Netscape和Microsoft浏览器,使客户可使用信用卡进行支付。v.POS——指虚拟收款机——是一种位于商户服务器的软件,专门用于处理虚拟商店的因特网安全信用卡交易。这包括实时,在线授权,结算,以及其他支付管理功能。v.GATE (虚拟网关) 是一种位于金融机构服务器上的网关软件,用于管理来自多个商户网络服务器的交易。最后,将这三项合而为一,我们创建了综合支付系统,这是一个开放式的,基于客户机/服务器的平台,可处理所有这些形式的支付。所以,电子商务正在成熟,而且发展迅猛。惠普和VeriFone的联手,正在推动这一变革。

  这就是惠普在协助客户构建的电子化世界。我们愿帮助你们建立并管理IT基础结构,使你们能不断寻求新的机遇。我们愿帮助你们将业务过程迅速地带入网络——并利用它创造全新的经营方式。我们愿为家庭办公的人们提供服务——为那些只想从技术中寻求乐趣的人们提供服务。我们愿助您一臂之力,通过因特网安全而有效地处理钱款,从而变革商务的形式。我们努力在这些领域为我们的客户增值。但我认为,最重要的是,我们在所有四大领域运作。因为,伴随着网络化世界的到来,不同领域的界限正在消亡,而我们可以为您在变革中导航。我们除了在硬件,软件和支持服务方面具有优势外,也决心通过主办各类活动,提高人们的意识,为我们的客户,网络伙伴以及政府和学术界的同仁出谋划策,共同构建这一电子化世界。惠普MegaForum就是一个例证。今年的惠普MegaForum在上海开幕,并将在中国的六个主要城市举办。1998年,总共将有3万多位嘉宾参加惠普MegaForum。他们将参加各类研讨会,产品展示和贸易展销会。据我所知,如此规模IT的盛会,在中国,乃至在惠普都是前所未有的。惠普 (中国) 公司每年还举办另一IT活动——惠普电子世界,其目的是面向最终用户。今年,这一活动将在北京举行,重点也是电子商务。届时,将有40多家厂商,1万多位嘉宾参加,100多场研讨会将涉及IT界在中国和世界实现电子商务所面临的诸多问题。今年,在惠普电子世界,我们计划再创中国第一,即通过电视会议使北京,台北和香港的观众在同一论坛探讨共建电子化世界的课题。我认为,连David Packard本人也会以此为荣,向中国的观众讲话。当然,我们更觉得能参加这一盛会,不胜荣幸。电子化世界代表着全新的经营方式。我极力希望诸位能欣然接受它,利用它,使贵组织获得更大的成功。

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