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總有人覺得巴菲特是科技盲，甚至巴菲特自己也樂于以這種形象示人，在鏡頭面前總是說自己連智能手機(jī)都不會(huì)用。其實(shí)只要想一想巴菲特與比爾蓋茨的關(guān)系，以及巴菲特本人的資源與學(xué)習(xí)能力，對(duì)于科技的理解肯定是要超過99%的投資者的。

1997年的時(shí)候，微軟內(nèi)部有一個(gè)高管給巴菲特發(fā)了郵件，詳細(xì)對(duì)比了微軟和可樂的商業(yè)模式，并且推薦巴菲特買微軟的股票。然而，巴菲特并沒有出手，我們一起來看一下為什么？

這封信前面是在講橄欖球相關(guān)的東西，我們略過不看，來看一下 Jeff Raikes 對(duì)微軟生意的介紹：(有刪減掉一些不重要的信息)

【資料圖】

While many people would see our business as complicated or hard to understand, I am absolutely convinced an astute investor can learn our business in only 3 to 4 hours (and probably less than two hours if BillG explained It!). (雖然許多人認(rèn)為我們的業(yè)務(wù)復(fù)雜或難以理解，但我完全相信一個(gè)精明的投資者可以在只有3到4個(gè)小時(shí)的時(shí)間內(nèi)學(xué)習(xí)我們的業(yè)務(wù)（如果Bill Gates解釋的話，可能還不到兩個(gè)小時(shí)）！)

In some respects I see the business characteristics of Coca Cola or See’s Candy as being very similar to Microsoft. I think you would love the simplicity of the operating system business. E.g. in FY96 there were 50 million PC’s sold In the world, and about 80% of them were licensed for a Microsoft operating system. Although I would never write down the analogy of a “toll bridge”, people outside our company might describe this business in that way. Those 40 million licenses averaged about $45 per for a total of about $1.88 In revenue. By the way, the remaining 1OM PC’s were largely running Microsoft operating systems we didn’t get paid for them. This problem – piracy – if reduced, is one of the key upsides to our business. (在某些方面，我認(rèn)為可口可樂或喜詩糖果的業(yè)務(wù)特征與微軟非常相似。我認(rèn)為你會(huì)喜歡操作系統(tǒng)業(yè)務(wù)的簡(jiǎn)單性。例如，在1996年，全球銷售了5000萬臺(tái)PC，其中大約80%的PC都獲得了微軟操作系統(tǒng)的許可證。雖然我永遠(yuǎn)不會(huì)把這個(gè)比喻成“收過路費(fèi)的橋”，但公司外部的人可能會(huì)以這種方式描述這項(xiàng)業(yè)務(wù)。這4000萬個(gè)許可證的平均價(jià)格約為每個(gè)45美元，總收入約為18.8億美元。順便說一句，剩下的1000萬臺(tái)PC主要在運(yùn)行我們沒有得到報(bào)酬的微軟操作系統(tǒng)。這個(gè)盜版問題如果減少，是我們業(yè)務(wù)的一個(gè)關(guān)鍵優(yōu)勢(shì)之一。)

In FY2000, there will be about 100M PC’s sold. We think we can reduce piracy to 10% and license 90% or 90M of the PC’s. But we also have pricing discretion – I think l heard this term used In conjunction with your pricing decisions on See’s Candy. We will be transitioning the world to a new version of our operating system, Windows NT. Today, we get more than $100 per system for NT, but only on a small percentage of the PC’s. But NT will be on closer to 70% of the PC’s sold in FY2000. We can achieve average license revenue of $80. So 90M licenses at $80 per license totals about $7.2B, up from just under $2B in 3 to 4 years. And since there are effectively no COGs and a WW sales force of only 100·150 people this is a 90%+ margin business. There is an R&D charge to the business. but I’m sure the profits are probably as good as the syrup business! （到FY2000年，將有大約1億臺(tái)PC出售。我們認(rèn)為我們可以將盜版率降至10％，并授權(quán)90％或9000萬臺(tái)PC。但我們也有定價(jià)自由，我想我在和你討論喜詩糖果的定價(jià)決策時(shí)聽到過這個(gè)術(shù)語。我們將向全球推出我們的新操作系統(tǒng)Windows NT。今天，我們每個(gè)NT系統(tǒng)收取的費(fèi)用超過100美元，但只有少數(shù)PC需要付費(fèi)。但是，NT將出現(xiàn)在2000年銷售的PC中約70％的PC上。我們可以實(shí)現(xiàn)每個(gè)許可證平均80美元的收入。因此，9000萬個(gè)許可證每個(gè)80美元，總計(jì)約72億美元，而3至4年前不到20億美元。由于實(shí)際上沒有成本費(fèi)用，而全球銷售人員只有100-150人，因此這是一個(gè)90％以上的利潤(rùn)率業(yè)務(wù)。該業(yè)務(wù)存在研發(fā)費(fèi)用，但我相信利潤(rùn)可能和糖漿業(yè)務(wù)一樣好！）

There is actually upside in the number of PC’s sold. Similar to your analysis of Coca Cola, the penetration of PC’s in International markets leaves a lol of room for growth. In the US, the number of PC’s per 1000 people is around 400 or so, but the number drops off rapidly lo 100 or less in most countries, even in some of the European countries.（實(shí)際上，在出售的PC數(shù)量方面存在上升空間。類似于您對(duì)可口可樂的分析，PC在國(guó)際市場(chǎng)上的滲透率還有很大的增長(zhǎng)空間。在美國(guó)，每1000人中的PC數(shù)量約為400左右，但在大多數(shù)國(guó)家，甚至在一些歐洲國(guó)家，該數(shù)量迅速下降到100或更少。）

The business described above is what we call the OEM (Original Equipment Manufacturer) business, meaning our revenue comes from the manufacturers of the PC’s. The majority of the rest of the business is called the “finished goods” business. It consists of businesses or individuals buying office productivity software, educational or entertainment software, etc. Again the structure is very simple. A PC is just a razor that needs blades, and we measure our revenue on the basis off per PC, In FY96, nearly 50M PC’s were purchased and Microsoft averaged about $140 in software revenue per PC or $7B. This amount is in addition to the OEM royalty business I described above. （上述業(yè)務(wù)是我們所謂的OEM（原始設(shè)備制造商）業(yè)務(wù)，這意味著我們的收入來自于個(gè)人電腦制造商。大多數(shù)其他業(yè)務(wù)被稱為“成品”業(yè)務(wù)。它包括購買辦公生產(chǎn)力軟件、教育或娛樂軟件等的企業(yè)或個(gè)人。同樣，結(jié)構(gòu)非常簡(jiǎn)單。個(gè)人電腦只是一種需要刀片的剃須刀，我們根據(jù)每臺(tái)個(gè)人電腦的基礎(chǔ)來衡量我們的收入。在FY96，有近5000萬臺(tái)個(gè)人電腦被購買，微軟每臺(tái)個(gè)人電腦平均約有140美元的軟件收入，或者說為70億美元。這個(gè)數(shù)字是我上面描述的OEM版稅業(yè)務(wù)之外的。 ）

So in some sense that is it. There are a certain number of PC’s that get sold, a growing amount of Microsoft software per PC, the power to – use the brand to sell even more software, some pricing discretion, international market (growth, and the opportunity to grow revenue by further reduction in piracy. Obviously, I’m not going through all the details we’d discuss in a couple hour session, but that is the heart or the business. Of course there is the R&D invested to build the software, but that is similar to Disney continuing to produce new content, or Nebraska Furniture Mart continuing to keep their format fresh, and an Investment that BillG manages very closely.（所以在某種程度上就是這樣。有一定數(shù)量的個(gè)人電腦被銷售，微軟軟件的數(shù)量不斷增長(zhǎng)，使用品牌銷售更多軟件的能力，一些定價(jià)自由度，國(guó)際市場(chǎng)（增長(zhǎng)），以及通過進(jìn)一步減少盜版來增加收入的機(jī)會(huì)。顯然，我不會(huì)在幾個(gè)小時(shí)的會(huì)議中討論所有細(xì)節(jié)，但這就是業(yè)務(wù)的核心。當(dāng)然，還有研發(fā)投資用于構(gòu)建軟件，但這類似于迪士尼繼續(xù)制作新內(nèi)容，或者內(nèi)布拉斯加家具商城繼續(xù)保持其新鮮格式的投資，這也是比爾蓋茨密切管理的投資。）

So I really don’t see our business as being significantly more difficult to understand than the other great businesses you’ve invested in. But there is one potential difference that worries me, and it is a key part of the reason I spent the time to share these thoughts with you. The difference I worry about is the “width of the moat. With Coca Cola, you can feel pretty confident that there won’t be a fast shift in user preferences away from drinking sodas, and in particular Coke. In technology, we may more frequently see “paradigm shifts” where old leaders are displaced by new. Graphical user interface replaces character user interface, the Internet explodes, etc. (所以，我真的不認(rèn)為我們的業(yè)務(wù)比您投資的其他大企業(yè)更難理解。但有一個(gè)潛在的差異讓我感到擔(dān)憂，這也是我花時(shí)間與您分享這些想法的關(guān)鍵原因。我擔(dān)心的差異是“護(hù)城河的寬度”。對(duì)于可口可樂，您可以非常有信心地認(rèn)為，用戶偏好不會(huì)迅速轉(zhuǎn)向飲用其他汽水，特別是可口可樂。在技術(shù)領(lǐng)域，我們可能更頻繁地看到“范式轉(zhuǎn)換”，舊的領(lǐng)導(dǎo)者被新的領(lǐng)導(dǎo)者所取代。圖形用戶界面取代字符用戶界面，互聯(lián)網(wǎng)爆炸等。)

In the absence of a paradigm shift in technology, market shares seldom change by more than a few points. With a paradigm shift, the shares can rapidly change by dozens of points. I spent my first ten years at Microsoft building Microsoft Office. We were way behind in share most of that time (less than 10%). but the shift to graphical user interface was the paradigm shift that allowed us to displace the old leaders (Lotus 1-2-3 and WordPerfect) and now be at 90% share. Of course, key to this shift in share. was their failure to identify the computing paradigm shift and properly invest in it. They were the leaders and they could have chosen to cannibalize themselves. But they didn’t act fast enough and were scared that investing in the new paradigm would open the door for us – ironically it was their slow pace that opened the door. 在技術(shù)沒有發(fā)生范式轉(zhuǎn)換的情況下，市場(chǎng)份額很少會(huì)改變超過幾個(gè)點(diǎn)。但在范式轉(zhuǎn)換的情況下，份額可能迅速變化幾十個(gè)點(diǎn)。我在微軟的前十年里一直在建立微軟辦公室。我們的份額大部分時(shí)間都很低（不到10%）。但是圖形用戶界面的轉(zhuǎn)變是范式轉(zhuǎn)變，它使我們?nèi)〈伺f的領(lǐng)導(dǎo)者（Lotus 1-2-3和WordPerfect），現(xiàn)在占有90%的份額。當(dāng)然，這種份額轉(zhuǎn)移的關(guān)鍵是他們沒有識(shí)別計(jì)算范式轉(zhuǎn)變并適當(dāng)投資。他們是領(lǐng)導(dǎo)者，他們可以選擇自我毀滅。但他們沒有行動(dòng)得足夠快，害怕投資新范式會(huì)為我們打開大門-具有諷刺意味的是他們緩慢的步伐打開了大門。

我們看巴菲特是怎么回復(fù)的：

Your analysis of Microsoft, why I should invest in it, and why I don’t could be more on the money. In effect the company has a royalty on a communication stream that can do nothing but grow. It’s as if you were getting paid for every gallon of water starting in a small stream but with added amounts received as tributaries turned the stream into an Amazon. The toughest question is how hard to push prices and I wrote a note to Bill on that after our December meeting last year. Bell should have anticipated Bill and let someone else put in the phone infrastructure while he collected by the minute and distance (and even importance of 1hr call he could have figured a wait to monitor it) in perpetuity. （你對(duì)微軟公司的分析、我為什么應(yīng)該投資它以及為什么我沒有投資完全正確。實(shí)際上，該公司正在對(duì)一種不斷增長(zhǎng)的通信流的使用權(quán)收取專利費(fèi)。就好像你開始從一條小溪的每加侖水收取報(bào)酬，隨著支流轉(zhuǎn)化成了亞馬遜河，你收到的量也越來越多。最困難的問題是如何確定價(jià)格，去年我們12月的會(huì)議后，我給比爾寫了一張便條。貝爾應(yīng)該預(yù)見到比爾的行動(dòng)，并讓其他人在電話基礎(chǔ)設(shè)施上投資，而他則通過每分鐘和每公里的計(jì)費(fèi)方式（甚至可以根據(jù)一小時(shí)通話的重要性來監(jiān)控它）來永久收費(fèi)。）

Coke is now getting a royalty on swallows; probably 7.2 billion a day. If this average gulp is one ounce. I feel 100% sure (perhaps mistakenly) that I know the odds of this continuing-again 100% as long as cola doesn’t cause cancer. Bill has an even better royalty-one which I would never bet against but I don’t feel I am capable of assessing probabilities about, except to the extent that with a gun to my head and forced to make a guess, I would go with it rather than against. But to calibrate whether my certainty is 80% or 55%, say. For a 20-year run would be folly. if I had to make such decisions, I would do my best but I prefer to structure investing as a no-called-strikes game and just wait for the fat one.（可口可樂現(xiàn)在每天從每一口咽下去的飲料中獲得版稅，可能達(dá)到72億美元。如果這個(gè)平均吞咽量是一盎司，我有 100% 的把握（也許是錯(cuò)誤的）認(rèn)為這種情況會(huì)持續(xù)下去——只要可樂不會(huì)引起癌癥。比爾有一個(gè)更好的使用權(quán)，我永遠(yuǎn)不會(huì)打賭反對(duì)它，但我不認(rèn)為自己能夠?qū)Ω怕蔬M(jìn)行評(píng)估，除非在被逼無奈、被指著槍膛必須猜測(cè)的情況下，我會(huì)選擇贊同它而不是反對(duì)它。但要衡量我的確信度是 80% 還是 55%，例如為期 20 年的周期，那就是愚蠢的。如果我必須做出這樣的決定，我會(huì)盡力而為，但我更喜歡將投資變成永不出局的無風(fēng)險(xiǎn)游戲，并等待好的機(jī)會(huì)。）

I watched Ted Williams on cable the other day and he referred to a book called the science of hitting which I then ran down. It has a drawing of the batters box in it that he had referred to on the show with lots of little squares in it, all parts of the strike zone. In his favourites spot, the box showed .400 reflecting what he felt he would hit if he only swung at pitches in that area. Low and outsized, but still in the strike zone, he got down to .260. Of course, if he had two strikes on him, he was going to swing at that .260 pitch but otherwise he waited for one in the “happy zone” as he put it. I think the same approach makes sense in investing.（我之前有一天在電視上看到了泰德·威廉姆斯，他提到了一本書叫《打擊科學(xué)》。我隨后去查了一下這本書。書里有一個(gè)擊球區(qū)的圖畫，他在節(jié)目中提到了它，上面有很多小方格，都是打擊區(qū)域的一部分。在他最喜歡的位置上，方框里寫著.400，反映了他認(rèn)為如果他只擊打那個(gè)區(qū)域的球，他將能夠達(dá)到的擊球率。如果球低而大，但仍在打擊區(qū)內(nèi)，他的擊球率將下降至0.260。當(dāng)然，如果他面臨兩個(gè)被投手投到一個(gè)區(qū)域的機(jī)會(huì)，他會(huì)擊打那個(gè)0.260的球，但除此之外，他會(huì)等待一個(gè)“甜蜜區(qū)”的球。我認(rèn)為這種方法在投資方面也是有意義的。）

Your happy zone, because of the business experience you have had, what you see every day, your natural talents, etc. is going to be different than mine. I am sure, moreover that you can hit balls better in my happy zone than l can in yours just because they are fatter pitches in general. （由于你擁有的商業(yè)經(jīng)驗(yàn)、每天看到的事情、天生的才能等等，你的“甜蜜區(qū)域”會(huì)與我的不同。此外，我相信你在我的快樂區(qū)域中打球會(huì)比我在你的快樂區(qū)域中打得更好，只是因?yàn)橐话銇碚f它們是更好擊打的球。）

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