计算机英语翻译例文

　　Is Cisco In Danger Of Losing Its Networking Crown?

　　思科的网络霸主地位动摇了么?

　　As Cisco Systems (NSDQ:CSCO) continues to diversify its product offerings and move from being just a routing and switching vendor to a full solution player, it’s opening the doors for others to stake a claim on some of Cisco’s turf.

　　思科系统公司不断推出多样化的产品，并在由单纯的路由器和交换机供应商向完整的方案商转型，但这却给其它渠道商打开了方便之门，伺机夺取了思科的一部分领地。

　　While VARs typically see Cisco as the top dog of networking technologies, they are noticing other players creeping up, with ProCurve Networking by HP (NYSE:HPQ) and Juniper Networks (NSDQ:JNPR) being the two most notable threats.

　　方案商们虽然表面上还把思科当作网络技术领域的霸主，但已经注意到其它渠道商正在崛起，像推出ProCurve Networking技术的惠普和Juniper Networks公司已经成为两个不可小觑的竞争对手。

　　A recent UBS Investment Research survey found that Cisco is losing some of its clout with solution providers, likely due to it focusing more on segments like VoIP, security, wireless, Web 2.0 and a host of others.

　　最近的UBS投资研究报告表明，思科在方案商中的威望已经下降，很可能是因为思科越来越关注其它领域，如VoIP、安全、无线和Web 2.0等。

　　Cisco putting its hands in several cookie jars, coupled with fluctuations and uncertainty in network spending, has VARs keeping a keen eye on other, lower-cost networking vendors they say could prove to be true rivals for the incumbent champion’s network supremacy.

　　思科接触了其它的诱人领域，再加上网络成本的波动性和不确定性，方案商开始关注其它渠道商，并认为，低成本的网络供应商有可能成为当前网络霸主的真正威胁。

　　"If I was Cisco I’d definitely be wondering what’s going on," said Jamie Vost, vice president of sales at Novanis Enterprise Solutions, a Springfield, Ill.-based solution provider.

　　如果我是思科，我一定会想想到底是怎么回事， 方案商Novanis公司销售副总裁Jamie Vost说。

　　The UBS survey found that solution providers are seeing the competition heating up to control the enterprise LAN and that more VARs will turn to alternative vendors to fill their customers’ needs, mainly due to the lower costs and higher returns. According to the survey, VARs see ProCurve and Juniper chipping away at Cisco’s visibility in the channel, mainly due to their lower cost and mostly similar functionality.

　　UBS调查显示，方案商在LAN领域的竞争日益激烈，越来越多的方案商开始凭借低成本、高回报这个优势，给供应商提供多重选择来满足客户需求。方案商看到ProCurve和Juniper凭着产品具有低成本而基本相似的功能，而挑战着思科在渠道中的权威地位。

　　Another recent survey, performed by Goldman Sachs, also showed that Cisco is slipping in routing and switching, despite seeing market-share increases in nearly every other category it serves. In enterprise routers, Goldman Sachs said, Cisco declined from 84 percent to 82 percent market share and in switching it dipped from 71.7 percent to 71.4 percent.

　　Goldman Sachs公司最近进行的另一则调查也显示，思科在路由器和交换机领域渐渐变得松懈起来，却增加了几乎所有其它领域的市场占有率。在企业路由器方面，思科的市场占有率从84%下降到82%，而在交换机方面，则从71.7%下滑到71.4%。

　　As VARs see other networking vendors clawing and scratching in their fight to be No. 2 to Cisco’s No. 1, UBS’s survey found that enterprise demand for Cisco gear is weakening, opening the door for the ProCurves and Junipers of the world to swoop in and snag a piece of the action.

　　方案商注意到，网络供应商在千方百计地向仅此于思科的第二位靠拢。UBS的调查显示，思科的开放政策使ProCurves和Junipers乘虚而入，并抓住了一些商机，从而引起企业对于思科设备的需求减少。

　　According to UBS, surveyed VARs expect just 4 percent growth from Cisco gear over the next 12 months. That’s down nearly a half-percentage point compared with a March 2000 survey and down 1.8 percent from a year ago. In Europe, VARs expect to see only 1.6 percent growth from Cisco sales. In addition, 58 percent of VARs expect to see weaker orders, compared with just 33 percent expecting weaker orders in March.

　　根据UBS调查，方案商仅希望思科设备在明年增长4%，这与今年3月份进行的一次调查结果相比几乎降低了0.5%，而与去年同期相比则降低了1.8%。而欧洲的方案商仅希望思科销售增长1.6%。此外，58%的方案商希望思科销售减小，而今年3月调查中却仅有33%的方案商有此期望。

　　Frank Kobuszewski, vice president of the technology solutions group at CXtec, a Syracuse, N.Y.-based solution provider, agreed that smaller, lower-cost vendors are popping up more frequently on VAR radar screens, but he said Cisco’s large installed base could keep the competition at bay for the immediate future.

　　CXtec公司的技术方案部副总裁Frank Kobuszewski表示，解决方案渠道的确涌现出越来越多的小型、低成本的供应商，但凭借其巨大的根基，思科在最近的将来还是可以抵挡住竞争的。

　　Cisco still has "a massive switch installed base," Kobuszewski said, adding that roughly 50 percent of CXtec’s hardware sales are switches. Still, Kobuszewski said, vendors like ProCurve, Nortel Networks, 3Com and Juniper are making strides in the bread-and-butter networking arena as Cisco spreads its wings further to incorporate other technologies.

　　Kobuszewski说，思科仍然有大量的交换机安装基地，而CXtec几乎50%的硬件销售正是来自交换机。但是，正在思科广泛地吸纳其它技术时，其它供应商，如ProCurve、Nortel Networks、3Com 和Juniper，却正在网络基础领域快速前进。

　　"They all make very good switches," he said. "And when it comes to the edge, a switch is a switch."

　　他们的交换机做的很好，但达到顶峰时，交换机毕竟还是交换机，他说。

　　Don Gulling, president of Ocala, Fla.-based solution provider Verteks Consulting, a large 3Com (NSDQ:COMS) partner, agreed. He said the current economic climate is ripe for smaller, value-conscious brands to infiltrate networks while also creating opportunities for smaller VARs to engage larger customers that once ignored them.

　　方案商Verteks Consulting公司总裁Don Gulling称，3Com签订了一家大型合作伙伴。他说，当前的经济环境已经成熟，网络领域正在融入小型而增值的品牌，小型的方案商也有机会获得那些不曾重视过他们的大客户。

　　"Now we’re seeing those customers giving us a shot," Gulling said. "I do see customers re-evaluating their vendor relationships and giving smaller IT shops another chance. Customers are willing to listen now and VARs have got to be on the lookout for that."

　　现在我们看到，那些客户给了我们一次机会，我的确看到客户重估了和供应商的合作关系，并给予小型IT商家一次机会。客户现在愿意倾听，方案商应该关注这一点，Gulling说。

　　Kobuszewski said that despite more vendors looking to erode Cisco’s market share, he hasn’t noticed their products garnering higher margins just yet. But as customers are looking for the best price for performance available, VARs are seeking out alternatives.

　　Kobuszewski称，尽管更多的供应商试图吞掉思科的市场份额，他还没看到他们的产品获得了更大的利润空间。但是，只要客户的目标还是性价比最高的产品，方案商就有解决的办法。

　　"The more alternatives that we have to let the customer know they’ve got choices, the better off we are," he said. And for Cisco to maintain its dominance it has to not only focus on the advanced technologies it has begun offering, but also keep alive the message of its "foundation business," which is routing and switching, Kobuszewski added.

　　我们让客户了解到他们的选择越多，这对我们就越好，他说。此外，思科要想保持它的霸主地位，就不仅要专注初始的高科技产品，还要让大家能够铭记它的基础业务是路由器和交换机，Kobuszewski补充道。

　　Where HP Is Gaining Ground

　　惠普能走多远?

　　Novanis’ Vost, however, said he’s seen first-hand how lower-cost competition can change the game. Novanis deals both in Cisco (NSDQ:CSCO) and ProCurve. In the six years it been a ProCurve partner, he said, he’s seen the Palo Alto, Calif.-based networking arm of HP (NYSE:HPQ) slice up pieces of Cisco’s pie, offering him strong profits at the same time.

　　但是，Novanis公司Vost却说，他已经看到低成本竞争是怎样直接改变这个渠道的角逐的。Novanis与思科和ProCurve都有业务往来。与ProCurve合作6年来，他看到网络公司惠普已经分到了思科的一杯羹，同时也为自己赢得了丰厚的利润。

　　"What I’ve seen the last 12 to 18 months, I’ve seen ProCurve taking off," he said, adding that some large accounts, including major universities, have started taking out their Cisco gear and swapping in ProCurve.

　　在过去的1年到1年半的时间，我已经觉察到ProCurve在腾飞，他说，并补充道，一些大客户，如主要大学，已开始抽出在思科的交换机等设备的投资，并转向ProCurve。

　　And that’s not just happening at the edge, it’s happening at the core as well.

　　这不仅触碰了冰山一角，而且击中了靶心。

　　Vost said part of the dynamic stems from ProCurve’s lifetime warranty on most of its gear, which in rocky economic times can be perceived as an attractive alternative to Cisco’s SmartNet maintenance program. Add to that the generous margin typically offered by alternative vendors, and Cisco partners will start to take note, he said. ProCurve has also gotten more aggressive with partner programs, marketing campaigns and rebates, helping it connect with VARs and flex its muscle.

　　Vost称，这个变化一部分是源于ProCurve大部分设备的永久质量保证。在这个经济摇摆不定的时代，这项措施无疑比思科的SmartNet维修计划更具吸引力。还有一个原因就是供应商有了宽泛的选择余地，这点正是思科的合作伙伴开始关注的内容。ProCurve也启动了更强势的合作伙伴计划、市场营销策略和折扣优惠，这就拉紧了和方案商的距离，也显示了自己的力量。

　　"It’s kind of like a perfect storm, and I think ProCurve is going to explode," Vost said.

　　这就好比一场酣畅淋漓的暴风雨，我觉得ProCurve要爆发了， Vost说。

　　Going back three to four years, Vost said his business was split 90 percent Cisco and 10 percent ProCurve. Year by year, ProCurve sales have grown as Cisco has declined. Vost predicts that in a year or two his Cisco and ProCurve businesses will be split at an even 50-50. For Vost, ProCurve gear has become easier to sell as his base of clients seeks out lower-cost alternatives.

　　Vost称，回顾三四年前，他们的业务思科占了90%，而ProCurve仅占10%。年复一年，ProCurve的销售提升了，而思科却在下滑。他预测一到两年后，他们的业务将由思科和ProCurve平分秋色。Vost看来，ProCurve的设备变得更易于销售，因为他们的客户在追求低成本。

　　In its VAR survey, UBS cited ProCurve as Cisco’s "main long-term threat" and Cisco’s biggest LAN switching competitor. Seventy percent of respondents said HP would be more successful in its Cisco coup if it expanded outside LAN switching into other networking product areas, such as ProCurve’s recent acquisition of wireless networking vendor Colubris.

　　引用UBS的方案商调查中的一句话，ProCurve是思科的主要的长期的威胁以及思科最大的LAN交换机竞争对手。70%的被调查人称惠普会更加成功，只要思科还扩展LAN交换机以外的其它网络产品领域。ProCurve最近取得了和无线网络供应商Colubris的合作就是佐证。

　　Sixty percent of VARs surveyed said they see ProCurve and other low-cost alternatives stealing away Cisco partners.

　　60%的被调查方案商称，ProCurve和其它低成本的选择正在窃取思科的合作伙伴。

　　"ProCurve is the real threat at the low end for Cisco," said Yankee Group Senior Vice President Zeus Kerravala. "A lot of companies want an alternative to Cisco. With ProCurve, you get a lot of the functionality of the Cisco switch, just not with all of the features."

　　ProCurve是思科低端产品的真正威胁， Yankee公司高级副总裁Zeus Kerravala说，许多公司都希望除了思科还有别的选择。有了ProCurve，用户可以获得思科交换机的多种功能，只是不是全部功能而已。

　　Respondents to CRN 2000 Channel Champions survey also noted that ProCurve can turn a strong profit. In the SMB networking space, ProCurve beat out Cisco from a financial perspective, raking first for product margins, spifs and rebates, along with its service attach rates.

　　CRN 2000渠道冠军的调查也显示，ProCurve的利润潜力很大。在SMB网络领域，ProCurve的财政指标胜过思科，它在产品利润空间、股指期货、折扣优惠以及服务附加率方面位居榜首。

　　Despite ProCurve’s increase, Kerravala noted, Cisco will still continue to perform. Kerravala said Cisco will always have an edge based on its high-quality gear and expansive feature set. Companies that buy Cisco and VARs that sell it know Cisco carries a premium price tag, but they also know what kind of bang they’ll get for their buck, he said.

　　Kerravala指出，尽管ProCurve在进步，思科的角色还不会转变。思科还具有优势的高质量、可扩展的设备。思科设备的购买者和方案商都清楚思科产品的溢价指数，以及投资的回报率有多大。

　　"A Cisco switch will do more than ProCurve’s," Kerravala said. "The reason people continue to buy Cisco is you have a large installed base of Cisco-certified engineers out there. The cost of running an alternate vendor from an operations standpoint is more expensive. But there will always be VARs that want an alternative to Cisco, especially in the data center."

　　Kerravala说：思科的交换机还是会比ProCurve的好，大家继续支持思科的原因是，他们已经有大批经过思科认证的工程师支持。从运营的角度来说，重新选择供应商的成本更大。但是，选择思科以外其它供应商的方案商还会大有人在，尤其是在数据中心领域。

　　And while Cisco refuses to directly discuss the competition, it is no stranger to competitors. Cisco is quick to point out that for VARs selling point products and solutions, a quick and high margin may be attainable, but VARs can boost their overall value with Cisco’s solution-based approach.

　　尽管思科拒绝正面回应此问题，这对竞争对手来说并不陌生。思科很快指出，对于方案商来说，选择有销售点的产品和方案可能会很快获得高利润，但如果使用思科的解决方案，可以提高产品的整体价值。

　　"We do embrace good, healthy competition," said Wendy Bahr, Cisco’s vice president of channels in the United States/Canada theater. Regardless, Bahr said, Cisco does not let the competitive landscape influence its decision-making. Cisco has gotten to where it is, she said, by listening to partners and customers and launching a full solution play as opposed to a string of point products and pieces.

　　我们欢迎健康良好的竞争，思科美国/加拿大分公司渠道部副总裁Wendy Bahr说，不管怎样，思科不会允许竞争的局面影响到公司的决策。思科的定位是正确的，我们倾听了合作伙伴和客户的声音，进而实施由单个的尖端产品商向完整的方案商转型的计划。

　　"Customers want turnkey, end-to-end, robust solutions," she said, adding that the solution approach gives VARs the opportunity for added revenue through services wrapped around Cisco’s technologies, something other vendors lack.

　　客户需要的是可立即投入使用的、端对端式、功能强大的方案，她说，并补充道，思科的技术服务可以使方案商有机会获得额外收入，这正是其它供应商做不到的地方。

　　"The market condition is in a state of flux," Bahr said. "Even if the macroeconomics are worrisome, at this point in time what customers and partners want to achieve is a solution to a critical business issue. What I listen to the most is what the partners and the customers are saying."

　　Bahr 说：市场动荡不安，不过即使宏观经济令人堪忧，客户和合作伙伴最终追求的仍然是可以解决关键业务问题的方案。我们倾听最多的恰恰就是合作伙伴和客户的声音。

　　And, according to Bahr, they’re saying a lot. She said partners are still seeing strong profitability and focus on the long-term outlook of Cisco investments over saving a few up-front dollars.

　　Bahr还说，合作伙伴仍然可以在我们这里看到很大的利润空间，他们专注在思科的长期投资，这可以替他们节省不少预先付款。

　　"We talk about all the elements that go into partner profitability and meeting their needs with robust solutions," Bahr said. "A single, less expensive component can’t always solve that problem."

　　我们经常围绕着合作伙伴的利润率以及需求进行研究，给他们提高功能强大的方案，而单个、廉价的设备并不是总能解决那个问题。

　　Bahr also cautioned VARs that relying on lower prices as a business strategy often falls flat. "Using price as a leading strategy never bodes well. If you go down that path, where’s the value in that proposition?"

　　Bahr提醒方案商，将低成本当作一种业务策略会走向失败。以价格问题为主要策略从没有产生过好的结果。若采用此种办法，方案的价值何从谈起?

　　Along with ProCurve making the grade, VARs are also starting to consider Juniper a viable alternative. In January, Juniper unveiled a new line of Ethernet switches, the EX Series, the Sunnyvale, Calif.-based vendor’s first-ever enterprise switching line.

　　除了ProCurve出线外，方案商也开始将Juniper作为一种可行选择。一月份，Juniper推出了一种新型以太网交换机产品线 - EX系列 – 这也是该公司的第一条企业交换机产品线。

　　VARs responding to the UBS survey took note of Juniper’s switching momentum. The UBS survey found that Juniper’s EX Series switches are gaining acceptance from VARs, which is a turnaround on UBS’ prior survey. VARs are now optimistic about Juniper’s potential against Cisco (NSDQ:CSCO), although more U.S. VARs are feeling that way than European VARs. Overall, UBS found, two-thirds of respondents felt that Juniper’s new LAN switch will improve its position as a viable No. 2 to Cisco, while 59 percent expected strong channel adoption of the EX line.

　　根据UBS的调查，方案商已开始关注Juniper交换机的发展势头。Juniper的EX系列产品已经逐渐被方案商们所接受，这与以前的UBS调查相比有了转机。现在方案商对Juniper和思科的竞争潜力持乐观态度，尽管有此看法的美国方案商比欧洲的要多。总的来说，2/3的被调查者认为Juniper的新型LAN交换机的地位有可能上升至第二位，仅此于思科;而59%的被调查者希望EX产品线在渠道中获得强势的利用率。

　　Mike Banic, Juniper’s vice president of product marketing, Ethernet platforms business group, said Juniper’s growing strength in the channel comes from its recognition that fewer devices were needed and that the network needed to be easier to manage. That, coupled with the systematic rollout of the EX line, got it on VAR radar screens.

　　Juniper的产品营销渠道以太网产品业务部副总裁Mike Banic说，Juniper在渠道中的发展动力源于他们意识到设备需求减少而网络需要更易于管理。此外，再加上EX产品线的有序推出，这才引起了方案商的关注。

　　"Their top concern is selling more and lowering their costs per revenue dollar," Banic said of solution providers. VARs are also facing bigger deals, but still need to execute on projects in less time and for less money, another factor that makes alternative vendors attractive.

　　他们最关注的是增加销售并降低成本， Banic对于方案商如是说。方案商也接到过大笔交易，但同时需要考虑到缩短周期和降低成本的问题，这就使得多元化的供应商具有吸引力。

　　So far, Banic said, the EX line has been deployed in 100 customers and in 2000’s second quarter brought in $10 million, a sign that the channel is taking notice.

　　Banic说，到目前为止，EX产品线已经获得了100家客户，在2000年第二季度赢得了1千万美元的收益，这就在渠道中掀起了一层波澜。

　　Kobuszewski said it’s still too early to tell where Juniper will play in the LAN landscape. He said its timing might be right, but Juniper is still "late to the game."

　　Kobuszewski说，要确定Juniper在LAN领域中的地位还为时尚早。Juniper可能掌握了恰当的时机，但还是角逐晚了。

　　Despite UBS’ assessment, Kerravala said Juniper is more of a perceived threat to Cisco’s channel dominance than an actual threat. "Juniper doesn’t have the products, not in the enterprise," he said. "What matters is breadth of product. They’re missing a lot of components to compete for LAN business."

　　尽管UBS有此评价，Kerravala称， Juniper对思科渠道霸主地位的威胁其实并没有大家想象的那么大。Juniper没有产品，没有企业产品，而产品的种类是关键。他们还缺少大量的设备参与LAN业务领域的竞争。他说。

　　It’s the completeness of Cisco solutions, Bahr said, that keep Cisco’s channel strong and focused. "We don’t look at a particular point or technology, we’re more about the solution."

　　Bahr称，正是思科方案的完整性使思科渠道保持强势和显赫。我们关心的不是一个具体点或一种具体技术，而是整个方案。

　　With that solution vision, Bahr said, Cisco will continue to stay one step ahead of competitors and maintain the channel relationships necessary for solution providers to succeed.

　　从方案的视角看，思科还会继续比其它竞争对手领先一步，保持这种方案商成功所必需的渠道关系，Bahr称。

　　Verteks’ Gulling, however, said VARs should be on their toes to seize opportunities with smaller, lower-cost vendors. He’s started preaching smaller vendors’ interoperability with Cisco as a main selling point.

　　但是，Verteks公司的Gulling称，方案商应该抓住机会和小型、低成本的供应商合作。他已经开始将小型供应商和思科的互用性作为主要的销售点加以宣传。

　　"Time and time again, people that were all Cisco have less money," he said. "Smaller vendors, like 3Com, are going to have a lot of opportunities in Cisco shops."

　　他说：只和思科合作的人们赚的钱一再减少，小型供应商，如3Com，将会赢得许多思科的客户。