演讲中英文本

We will also strengthen our customer partnerships through:

同时康柏还将通过以下途径来加强我们与客户的关系：

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.

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。

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.

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。

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.

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。

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.

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。

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

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。

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.

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。

It was also about as rugged as they come.

它看上去也很粗糙。

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.

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……

Try that with your Think-pad.

请这样试试您的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.

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%。

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.

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。

知识点及背景

知识点：

1. strengthen partnerships 加强伙伴关系

strategic cooperative partnership 战略合作伙伴关系

(联系也可以用ties；建立联系 forge/establish a partnership）

2. differentiate from 将…区别开来 （= distinguish from）

eg Its unusual nesting habits differentiate this bird from others.

译 这种鸟非同寻常的筑巢习惯是它区别于其他鸟的特征。

3. come a long way 取得很大进展；远道而来

eg I knew he had come a long way, and no doubt had a long way to go.

译 我知道它到这里来走过了很长的路，而且无疑还有很长的路要走。

背景资料：

60年代初担任美国德州仪器慕尼黑分部业务主管，后投靠TI公司负责欧洲分部市场营销。1983年进康柏公司主管欧洲分部的生产运作。1991年出任康柏首席制造主管，年底就任总裁。
主要业绩

●1991年接任康柏总裁后，三年内把康柏的利润翻了5倍：从33亿美元跃升到148亿美元，领全球PC风骚。
●从1991～1996年把康柏逐渐变成采用标准部件生产PC电脑的最大厂商。
●1995年成功实现与微软和英特尔公司合作，生产IBM兼容机。
●1995年8月，康柏公司成为个人电脑销量最多的公司。
●1996年与Ciso建立良好的伙伴关系，获益匪浅。