CHAPTER FOURTEEN

第十四章

ENTER SCULLEY

斯卡利来了

The Pepsi Challenge

百事挑战

With John Sculley, 1984

The Courtship

求爱

Mike Markkula had never wanted to be Apple’s president. He liked designing his new houses, flying his private plane, and living high off his stock options; he did not relish adjudicating conflict or curating high-maintenance egos. He had stepped into the role reluctantly, after he felt compelled to ease out Mike Scott, and he promised his wife the gig would be temporary. By the end of 1982, after almost two years, she gave him an order: Find a replacement right away.

迈克·马库拉从来就没想过要当苹果公司的总裁。他喜欢设计自己的新房子，驾驶自己的私人飞机，靠股票期权过着豪华的生活；他并不喜欢裁决纠纷，也不喜欢领导一群很难伺候的自我主义者。他之前被迫赶走了迈克·斯科特，然后很不情愿地当上了总裁，他答应过妻子，这份差事只是暂时的。到1982年底，马库拉已经在这个职位上干了差不多两年，妻子给他下了最后通牒：马上寻找接班人。

Jobs knew that he was not ready to run the company himself, even though there was a part of him that wanted to try. Despite his arrogance, he could be self-aware. Markkula agreed; he told Jobs that he was still a bit too rough-edged and immature to be Apple’s president. So they launched a search for someone from the outside.

乔布斯知道自己还没有能力管理公司，虽然他跃跃欲试。乔布斯很髙傲，但他还是有自知之明的。马库拉也赞成乔布斯的想法。他告诉乔布斯，要担任苹果公司的总裁，他还稍显毛矂、不成熟。于是，他们开始在公司外寻找合适的人选。

The person they most wanted was Don Estridge, who had built IBM’s personal computer division from scratch and launched a PC that, even though Jobs and his team disparaged it, was now outselling Apple’s. Estridge had sheltered his division in Boca Raton, Florida, safely removed from the corporate mentality of Armonk, New York. Like Jobs, he was driven and inspiring, but unlike Jobs, he had the ability to allow others to think that his brilliant ideas were their own. Jobs flew to Boca Raton with the offer of a $1 million salary and a $1 million signing bonus, but Estridge turned him down. He was not the type who would jump ship to join the enemy. He also enjoyed being part of the establishment, a member of the Navy rather than a pirate. He was discomforted by Jobs’s tales of ripping off the phone company. When asked where he worked, he loved to be able to answer “IBM.”

他们最中意的人是唐·埃斯特里奇（DonEstridge）,他白手起家，创建了IBM的个人电脑部门，并且开创了这条产品线。尽管乔布斯及其团队对此不屑一顾，但如今其销售量已经超过了苹果。埃斯特里奇为保护其团队免受纽约州阿蒙克市IBM总部企业文化的影响，将其公司设立在佛罗里达州的博卡拉顿。和乔布斯一样，埃斯特里奇富有上进心，能启发灵感，才思敏捷，还有一点儿叛逆。而和乔布斯不同的是，他能够让别人觉得他的一些绝妙想法也是他们的。乔布斯飞到博卡拉顿，开出了100万美元薪水外加100万美元签约奖金的条件，但是埃斯特里奇拒绝了他。±矣斯特里奇不是那种会投敌的人，而且，他也愿意做机构的一部分，喜欢做海军，而不是海盗。乔布斯讲述的当年用蓝盒子盗打电话的故事，让埃斯特里奇觉得很不舒服。当别人问起他在哪儿工作时，他喜欢那种说出“IBM”这个名字的感觉。

So Jobs and Markkula enlisted Gerry Roche, a gregarious corporate headhunter, to find someone else. They decided not to focus on technology executives; what they needed was a consumer marketer who knew advertising and had the corporate polish that would play well on Wall Street. Roche set his sights on the hottest consumer marketing wizard of the moment, John Sculley, president of the Pepsi-Cola division of PepsiCo, whose Pepsi Challenge campaign had been an advertising and publicity triumph. When Jobs gave a talk to Stanford business students, he heard good things about Sculley, who had spoken to the class earlier. So he told Roche he would be happy to meet him.

于是，乔布斯和马库拉找来社交广泛的企业猎头格里·罗齐（GerryRoche）,帮他们另择人选。他们决定不局限在科技髙管这个圈子里。他们需要的是一位懂得广告宣传和市场研究的消费产品营销专家，得有大企业人士的风范，能在华尔街吃得开。罗齐将目光锁定在当时最红的消费产品营销奇才、百事公司百事可乐部门总裁约翰·斯卡利（JohnSculley）的身上，他的百事挑战（PepsiChallenge）系列推广活动在广告宣传方面曾经取得了巨大的胜利。乔布斯在给斯坦福大学商学院的学生们演讲时，听到了一些关于斯卡利的好话，斯卡利之前也曾在这个班做过演讲。于是乔布斯告诉罗齐他很乐意见见斯卡利。

Sculley’s background was very different from Jobs’s. His mother was an Upper East Side Manhattan matron who wore white gloves when she went out, and his father was a proper Wall Street lawyer. Sculley was sent off to St. Mark’s School, then got his undergraduate degree from Brown and a business degree from Wharton. He had risen through the ranks at PepsiCo as an innovative marketer and advertiser, with little passion for product development or information technology.

斯卡利的背景和乔布斯很不一样。他的母亲是曼哈顿上东区一位很有身份的夫人，·出门会戴上白手套！他的父亲是一位体面的华尔街律师。斯卡利被送到圣马克学校读书，后来在布朗大学（BrownUniversity）获得了本科学位，在沃顿商学院获得了商学学位。作为一名富有创新力的营销和广告专家，他在百事公司步步高升，但对产品开发和信息技术却没有什么热情。

Sculley flew to Los Angeles to spend Christmas with his two teenage children from a previous marriage. He took them to visit a computer store, where he was struck by how poorly the products were marketed. When his kids asked why he was so interested, he said he was planning to go up to Cupertino to meet Steve Jobs. They were totally blown away. They had grown up among movie stars, but to them Jobs was a true celebrity. It made Sculley take more seriously the prospect of being hired as his boss.

斯卡利为了看望他和前妻所生的两个十几岁的孩子，飞到洛杉矶过圣诞节。他带孩子们去了一家电脑商店，那里的产品营销之糟糕让斯卡利觉得非常惊讶。孩子们问他为什么这么感兴趣，他说他正打算北上库比蒂诺会见史蒂夫·乔布斯。孩子们惊叹不已。尽管是在电影明星聚居地长大的，但对他们来说，乔布斯才是真正的名人。这让斯卡利对于去苹果公司担任乔布斯老板的事情格外上心。

When he arrived at Apple headquarters, Sculley was startled by the unassuming offices and casual atmosphere. “Most people were less formally dressed than PepsiCo’s maintenance staff,” he noted. Over lunch Jobs picked quietly at his salad, but when Sculley declared that most executives found computers more trouble than they were worth, Jobs clicked into evangelical mode. “We want to change the way people use computers,” he said.

斯卡利初到苹果公司总部时，那里平实的办公室和轻松的氛围让他大吃一惊。“大多数人都穿着随意，甚至没有百事公司的维护人员正式。”他说道。午餐时，乔布斯静静地拨弄着盘子里的沙拉，但当斯卡利声称大多数主管都觉得计算机带来的麻烦比用处多的时候，乔布斯突然用一种传道士的口吻说：“我们想要改变人们使用计算机的方式。”