美国惠普公司董事长兼首席执行官卡莉-菲奥莉娜3月9日晚乘专机抵达上海，开始此次为期3天的访华行程，3月1o日卡莉在上海进行的HP中小企业论坛上的英文演讲全文：

　　Thank you very much and good morning it is a great pleasure for me to be with all of you this morning. This is the first opportunity that many of us have had to come together since the merger and I know that many of you have questio ns about HP so I am going to talk with you for maybe 15-20 minutes and then take some questions.

　　But before I talk about HP I actually want to begin by saying thank you to all of you. One thing that we have always believed at HP is a great company is not simply defined by the company we are, our character and our capability, but great companies are also defined by the company they keep.

　　We have spent two decades here in China working hard to earn your trust to be a good partner and to build relationships that span across generations of technology. We know that everything we are about and everything we do starts and ends with our customers. And we thank you for your business as well as for your friendship, your trust, and your confidence.

　　I also want to say a very special welcome today to our channel partners who are in the audience. We know that our success here in China and around the world is based very much on our success with you, our channel partners, and I recognize deeply that you are a vital part of the success we have had to date and are success in the future. And I thank you very much for your commitment to HP and your collaboration with us.

　　Now together, our partners and our customers have worked with the people of HP to make HP today the number one consumer technology company in the world, the number one technology company for small to medium businesses in the world, and the number one technology company to enterprise in the world. We are today, a company of about 142,000 employees spanning across 178 countries. We are today about a 75 billion dollar US company. And we have also built a unique portfolio. There is no other technology company in the world that spans so successfully the consumer market, the small to medium business market, and enterprise and public sector market. Likewise, there is no technology company in the world today that leads in imaging and printing solutions, that leads in personal systems, that leads in enterprise systems, servers, storage, management software, and that is leading as well in professional services.

　　For example, today our outsourcing business here in China, where customers outsource the management of their daily center is now growing at over 40% every quarter.

　　This unique portfolio, this unique leadership position that we in HP have built. The purpose of this portfolio and these positions is to build HP into the leading technology company in the world. Our ambitions are not small, just as the ambitions of China are not small, and no where in the world is more important to our success than our success right here in China.

　　I want to speak for a moment about our vision and our strategy for all of HP and then I want talk a little bit about what we are doing in the small and medium business market in particular.

　　I said that our goals are to be the leading technology company in the world. Not a small goal, but an ambition worthy of the talents of our people, worthy of the demands and requirements of our customers and our partners.

　　We believe that we can achieve this leadership position by offering a value proposition that is also unique in the world. Inside HP we describe that value proposition as high tech,low cost, best total customer experience . Or, put another way -- reliable, relevant innovation at a price customers can afford with an experienced sales and support(?).

　　So let me talk a bit about each one of those aspects. High tech, low cost, best total customer experience, and then talk a bit about how we apply that to the small and medium business market.

　　High tech. We are a technology company. So we know that innovation and invention is our life's blood. Today we spend about 4 bill dollars on R&D. Today we are generating 11 patents a day. When I first came to HP four and half years ago, we weren't counting how many patents we produced. Two years ago we were generating 3 patents a day, one year ago, we were generating 5 patents a day, today we generate 11 patents a day.

　　And that focus on innovation, on making technology easier to use and manage, on security, on mobility, on rich digital media --- that focus on innovation we think is critically important to our customers and our partners, because you know that technology must help you drive your business forward.

　　But as much as we focus on innovation, as proud as we are of 11 patents a day, as much as we invest every year, we also think about innovation in a focused way. And when we talk about innovation inside HP we actually use the term focus innovation, and we define focus innovation as "focusing our people, our energies, our money, our time where we can make a unique contribution and lead and we partner for the rest."

　　A unique contribution for leadership is a high bar, we must focus our energies where we know we can do something different, where we can make a difference. But we also partner for the rest? Which means that we are a partner by strategy, by choice, by personnel. Successful partnerships are part of our success. So we do not choose to do everything by ourselves, we know that partners are valuable to our ability to grow and lead. So high tech and focus in on the issue.

　　Low cost: we know that our customers here in China and around the world are always looking for technology that gives them better and better price performance. We know that customers want technology with improving total cost of ownership. We known as well that cost structures for us is a competitive weapon or a competitive vulnerability. So we spend a lot of time within HP looking always to become more efficient, more effective. What can we do to deliver reliable innovation at an even more compelling price point. Certainly we are being helped tremendously by the talent and the people we have here in China as well as by our partnerships we have all around China. The combination of high tech low cost is compelling. I believe that there are some technology companies in the world that are low tech low cost. I believe there are some technology companies in the world that are high tech, high cost. We believe we in unique position to deliver high tech, low cost. And we think that is a combination that customers demand.

　　Finally the last part of our value proportions - best total customer experience. We deliver reliable innovation at a price our customers can afford, with an experience that sets us apart. Total customer experience to us is something that we take very seriously. We measure it. We manage it. We pay for it. In fact as the chief executive of Hewlett-Packard 20% of my bonus pay is based upon whether we achieve certain improvement gaols in total customer experience, and the same is true with all of our senior managers. Total customer experience, what is the experience that our customers have when they deal with HP.

　　So now let me apply that very unique value proposition - high tech, low cost, best total customer experience to the small and medium business model, because I think this is a segment of the market where customers absolutely demand that combination.

　　Now we know that the small and medium business market is incredibly important part in the growth in our economy. In fact the small and medium business generates more than half of the jobs around the world, and billions of dollars worth in revenue. We certainly know that is true in China. It was about 22 years ago actually that HP opened our first offices here in China, and those offices were in an old municipal factory in Beijing. We we opened our first office 22 years ago, it was the first partnership of its kind to be sponsored by the People's Republic of China in conjunction with a foreign company. And since that time we have been privileged to be an important part of the success story of China. And of course small and medium businesses are a vital part of China's success story. We know that here in China small and medium businesses contribute 43% of this country's revenue. Final products and services from SMB are valued at 50% of China's GDP and represents 60% of the export value with products, technologies and services.

　　Now we also know that small and medium businesses need more from their technology. We know that just as the small and medium businesses are the life blood of the economy here in China and around the world, that technology is the life blood of small and medium businesses.

　　Technology is frequently what sets successful businesses apart from unsuccessful businesses. Technology is what can enable the small business to compete with the big businesses. But what we also know, is that small and medium businesses need more from technology, they don't have the time, the money or the expertise to spend on fixing technology, making sure that technology works, worrying about whether they are buying the right technology.

　　Now what we think is required is for small and medium businesses to have smart technology. That means we believe that small and medium businesses need a partner who understands every step of the total customer experience. So, in other words not only is buying technology easy and smart but so is setting it up and running it and modifying it and servicing it. In other words, how does a partner like HP help a small and medium business get the most out of technology to create a better total customer experience.

　　Now we think that takes a company that has the entire product line that we have.

　　Perhaps I mentioned that we are the largest small and medium business technology company in the world, something that in many cases people don't know about us. Nine out of every ten small and medium businesses in the world have an HP product today. Today more than 21 billion dollars of our 75 billion total revenues come from the small and medium business market. Desktops, printers, notebooks, servers, services, all of these make us number one in the world today. And here in China, we have more than 6000 partners and resellers covering more than 200 cities, we have more than 500 HP shops in main cities, we have 4 solution centers here in China offering more than 100 solutions with our partners for our small and medium business customers.

　　In other words, HP China together with our partners has experts and expertise for small and medium businesses all over China. So it means we think that we understand this market and we understand the challenges that our small and medium business customers need. We know, for example, that expertise and local partners will continue to be an incredibly important part oi the value proposition. We know that data back up and disaster recovery is important. We know that there is a strong demand for networking and connectivity. We know a lot about the vast increase in mobility devices, particularly notebooks. We know that there are applications that have to this point and time been mostly in larger businesses that are now coming to the small and medium businesses market. Applications for example customer resource management.

　　Now I'll just spend a moment describing at a very high level our Smart Office initiative and then I'll close to take your questions.

　　We took all that we know about the small and medium business market, all that we have in terms of our portfolio, our market position, our partnerships, and last fall we launched what we call the Smart Office initiative. And the Smart Office initiative I'll describe it at a very high level, but fundamentally it is designed to give our small and medium business customers the full breadth and depth of HP's expertise. First, the expertise that we offer to our small and medium business customers is available live, 24 hours a day.

　　Everywhere customers work, HP offers easy access to expertise, whether that is in person through a very large network of HP backed and HP trained partners, whether that expertise is on the web, or whether its on the phone. The right kind of support and expertise is always available in a phone call, in a click, or maybe just a block away. That availability of expertise and support 24 hours a day no matter where you are or what your requirement is a valuable part of small and medium businesses initiative.

　　Secondly, the technology we offer. Of course we have technology that spans every set of requirements that small and medium businesses could want. From imaging and printing solutions to disaster recovery solutions to desktop solutions. And part of our energies now are going into making sure that all of these solutions work very well together. In fact we are now leveraging the portfolio of products and services that we've built to make sure that they all work together. Because the truth is still many products users tell us technology is too complex and does not work as well together as it should.

　　And finally our third important element of the Smart Office initiative, in addition to expertise, in addition to well ordered solutions that work well together. The third piece of the Smart Office initiative is making sure that our solutions are easy to own. And easy to own involves, among other things, making financing solutions and financing alternatives available to our small and medium business customers.

　　So, we have a financing set of capabilities that we together with our partners offer as well. So that we have, as part of the Smart Office initiative, the right expertise that's easy to access, the right technology and solutions that are easy to operate together, and the right kind of financial assistance to make these solutions easy to own.

　　Now, before I stop and take your questions here, let me just go back to the beginning.

　　We believe HP is a company unlike any other. We have a great ambition for this company, to be the leading technology company in the world. And we know to achieve this ambition we must stay focused on customers. And we know to achieve this ambition we must stay close to our partners. That our partners our a vital part of success now and going forward. We know that we can not achieve our ambition without being very successful here in China.

　　But we also know that we offer a portfolio unlike any other companies, that we have a market position unlike any other companies, and we do believe that our ability to offer reliable innovation, high tech, at a price our customers can afford, low cost, with an experience that sets us apart, total customers experience, we do believe it is a winning and winning form proposition and our Smart Office initiative is really all about bringing that value proposition to micro businesses, small businesses and medium businesses.

　　At this point I'm going to pause and I look forward to taking your questions. Thank you very much.