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1994年,郭士纳花了两个月出去拜访很多人,有一家负责人就说：你们不要学人家做软件,卖给我吧。当时我们在软件市场的地位很弱,产品大部分在主机上,没有收费的习惯,应用方面也搞不出花样,每年都赔钱。但当有人要我们把软件卖给他的时候,郭士纳就知道一定有宝贝在里面。我们按兵不动差不多两年,整顿其它业务,止血。然后我们做了一个强硬的收购,花 35亿美元买 Lotus。有人说太贵了,也有人说我们交了很多学费。但我们之所以做这个,是要把两个非常重要的信号
In 1994, Gerstner spent two months going out to visit many people, one responsible person said: You do not learn to do software, sell it to me. At that time, we were in a weak position in the software market. Most of the products were on the mainframe. There was no habit of charging fees and we could not make any tricks in application. We lost money every year. But when someone asked us to sell the software to him, Gerstner knew there must be a baby in it. We have been fighting for almost two years, to rectify other businesses and stop bleeding. Then we made a tough buyout and spent $ 3.5 billion on Lotus. Some say it’s too expensive, while others say we pay a lot of tuition. But the reason why we do this is to take two very important signals