演讲中英文本

Compaq is also the leading supplier of solutions for Internet Service Providers.

康柏也是为Internet服务提供商提供解决方案的领先厂商。

Seven of the top eight ISPs have standardized on Compaq for their NT-based Web hosting services.

八家领先Internet服务提供商中有七家选择了康柏作为其NTWeb虚拟主机服务的标准平台。

And Digital is #2 in the ISP market - with more than 15 percent share.

而DEC在Internet服务提供商市场中更名列第二，市场份额约为15%。

Compaq also plans to build on Digital's AltaVista franchise, which includes one of the leading search engines on the World Wide Web.

康柏计划将巩固DEC的AltaVista专有系统，该系统支持着一个主要的万维网搜索引擎。

Just last week we announced a new line of consumer PCs with buttons that provide direct Internet access, including a link to AltaVista.

就在上星期，康柏宣布推出了一系列新型家用电脑，它们带有一组可以直接访问Internet的按键，包括与AltaVista的链接。

We believe this will help establish AltaVista as one of the most popular sites on the Web.

我们相信这将有助于使AltaVista成为Web上最受欢迎的站点。

One of the most important synergies between Compaq and Digital - one that matters a lot to our customers - is services.

康柏与DEC最重要的共同点就是服务，这一点对于客户而言至关重要。

Some observers have suggested that the only reason Compaq bought Digital was to get its service organization.

一些评论家指出，康柏收购DEC的唯一目的就是获得其服务机构。

That was not the only reason, but it is true that service is a significant part of the value equation.

当然这并不是我们唯一的目的，但毫无疑问，服务在整个价值体系中占据极为重要的位置。

Customers have told us over the past few years that they want to deal with fewer vendors, and they want those vendors to be more accountable for the products and solutions they provide.

过去几年中，客户已经告诉我们，他们希望和尽可能少的厂商打交道，他们希望厂商为其提供的产品和解决方案能够承担更多的工作。

After all, when you implement a complex enterprise solution, you want the assurance that you will have the support you need to get it done quickly and efficiently.

毕竟，当您部署一个复杂的企业解决方案时，您当然希望随时获得所需的支持，以使解决方案尽快高效地运行起来。

With the acquisition of Digital, we now have one of the premier service organizations in the world working even more closely with our customers and partners.

现在康柏收购了DEC，这使我们在全球范围内拥有了最先进的服务机构，使我们能够与我们的客户及合作伙伴保持更加密切的关系。

The combined company has more than 5,000 IT architects to guide customer implementations as well as 3,000 UNIX engineers and 700 NetWare certified engineers deployed around the world.

合并后的公司拥有遍布全球的5,000多名信息技术集成人员、3,000多名UNIX工程师，以及700多名经Net Ware认证的工程师,可以指导客户实施各种解决方案。

Overall, we have more than 25,000 service professionals who can deliver support and availability services systems integration and operations management in more than 100 countries.

康柏在全球共拥有25,000多名专业服务人员，可以为全世界100多个国家的客户提供技术支持、可用性服务和系统集成，以及运行管理。

知识点及背景

知识点：

1. value equation 价值体系

2. deal with 处理；涉及；做生意

eg When I worked in Florida I dealt with tourists all the time.

我在佛罗里达州工作时一直和游客打交道。

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。