files/ycombinator_zZN-3RpdjcY.txt

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today we are here with Anne Wojcicki co-founder and CEO of 23andme thank you
今天我们与 23andme 联合创始人兼首席执行官 Anne Wojcicki 共聚一堂，谢谢
very much we always like to start with how you came up with the idea and the
我们总是喜欢从你是如何想到这个想法和
sort of the founding story of the company so I was working on Wall Street
有点像公司的创立故事，所以我在华尔街工作
that doesn't sound very fun it was fun I loved it so I grew up I grew up in
听起来不太有趣，但很有趣，我喜欢它，所以我长大了，我长大了
academia I always thought I'd end up being an academic I got buried my
学术界 我一直以为我最终会成为一名学者 我却被埋葬了
parents I went to a job fair right out of college my parents made me go and I
父母 我大学刚毕业就去参加招聘会 我父母让我去的，我
got this job offer to go on Wall Street and it's one thing I always tell young
得到了华尔街的工作机会，这是我经常告诉年轻人的一件事
people like you never really know what's gonna come your way you know just take
像你这样的人永远不知道会发生什么，你知道只是接受
every opportunity so I very randomly got this job on Wall Street I had no idea
每一个机会，所以我非常随机地在华尔街得到了这份工作，我不知道
what it was but I kind of figured like actually only took the interview because
那是什么，但我想实际上只是接受了采访，因为
they gave me free frequent flyer miles I won the flight
他们给了我免费的飞行常客里程 我赢得了航班
I won the frequent flyer miles so you had to fly there but you got to keep the
我赢得了飞行常客里程，所以你必须飞到那里，但你必须保留
frequent flyer miles yeah I was just excited I was like it's a free trip like
飞行常客里程 是的，我很兴奋，我觉得这是一次免费旅行，就像
it will be 5,000 miles like that's pretty awesome
将会有 5,000 英里，那真是太棒了
so so I was on Wall Street for 10 years and I loved it like for me it was
所以我在华尔街工作了 10 年，我喜欢它，就像我喜欢它一样

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because it wasn't just about like trading and making money and doing these
因为这不仅仅是交易、赚钱和做这些事情
things but it was like I got to learn about companies and the thing the one
事情，但就像我必须了解公司和公司的事情一样
thing that is amazing on Wall Street is that you get to go like you got to go
华尔街的神奇之处在于你可以像你必须离开一样离开
deep on certain companies when you're really interested in them and then
当你真正对某些公司感兴趣时，深入了解它们，然后
really broad knowing a whole sector so I got to know small cap biotechs and
对整个行业的了解非常广泛，所以我了解了小型生物技术公司和
pharma companies and hospital systems and insurance companies and I got to
制药公司、医院系统和保险公司，我必须
have like a really broad landscape of health care and you know in the
拥有非常广阔的医疗保健领域，你知道
beginning I had this eternal optimism like health care is gonna you know
一开始我就有这种永恒的乐观态度，就像医疗保健一样，你知道
totally change there's antibodies there's all this like
完全改变了，有抗体，就像这样
new you know there's like technology like there's all these new discoveries
新的，你知道有像技术一样的新发现
coming it's gonna be so different and then when the bubble burst in 2000 a
即将到来，情况将会如此不同，然后当泡沫在 2000 年破裂时
lot of innovation dried up and I started to see more what healthcare really is
许多创新枯竭，我开始更多地了解医疗保健的真正含义
and and at the end of the day health care is an amazing business that really
归根结底，医疗保健是一项了不起的业务，确实
effectively monetizes illness and I used
有效地将疾病货币化，我用过
to always say you know if I successfully get you to never be diabetic no one
总是说你知道如果我成功让你永远不再患糖尿病没有人

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makes money but if you do become diabetic there's all kinds of ways I can
赚钱，但如果你真的得了糖尿病，我有各种各样的方法
make money and at the end of the day when I think about what I care about
赚钱，并在一天结束时，当我思考我关心的事情时
what's in the best interest of me like I'd rather just never be a bit diabetic
什么对我最有利，比如我宁愿永远不患糖尿病
I'd rather never be sick and there's no one in the system today
我宁愿永远不要生病，而且今天系统中没有人
that really thinks about how to keep me healthy so after 10 years of investing I
我真正考虑的是如何让我保持健康，所以经过 10 年的投资，我
felt like I really understood the system
感觉我真的理解了这个系统
and I also understood that you have this all these people with the right
我也明白你们拥有这些拥有权利的人
intentions who really care but the ships
真正关心的人除了船只
just pointing in the wrong direction and that no one's actually focused on
只是指向错误的方向并且没有人真正关注
keeping people healthy and that I want to have a company that was frankly
保持人们的健康，坦率地说，我希望拥有一家公司
somewhat rebellious and was going to inspire people to try to really be
有点叛逆，并会激励人们尝试真正成为
healthier and you know and I felt like it was you know again it had sort of
更健康，你知道，我觉得这是你知道的，它有某种
that you know a little bit of a Robin Hood kind of mentality in the beginning
你一开始就知道一点罗宾汉的心态
of you know we have to you can't change the system from within yeah so we got to
你知道我们必须这样做，你无法从内部改变系统，所以我们必须这样做
do something more radical from outside one of my favorite Charlie Munger quotes
在我最喜欢的查理·芒格名言之外做一些更激进的事情
is incentives are super power and I always believe this and I think this is
激励是超能力，我一直相信这一点，我认为这是

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the clear problem you just identified so how do you think about how you how you
您刚刚发现的明确问题那么您如何看待您如何
design a system or a company that incentivizes but is incentive to keep
设计一个系统或一家公司，既可以激励，又可以激励员工留住
people healthy well I realize like the main thing in health care is that you
人们身体健康，我意识到医疗保健中最重要的是你
don't actually ever have a voice like you don't like you don't actually
实际上从来没有像你不喜欢的声音
because you're not the payer in health care like you the individual you can
因为您不是医疗保健的付款人，就像您是个人一样，您可以
actually make decisions it's you know your insurance company your doctor the
实际上做出决定的是你了解你的保险公司你的医生
pharmacy benefit manager there's all kinds of people in the back who actually
药品福利经理 后面有各种各样的人
make decisions and I think there's all this data now about you know you go in
做出决定，我想现在有所有关于你的数据知道你进去了
for surgery and those doctors coming into the surgery that you've never even
对于手术以及那些你从未参与过手术的医生
met so for me what was transformative like what we did to change the
对我来说，什么是变革性的，就像我们所做的改变
incentives is to put you in the power seat because I feel like like you make
激励措施就是让你坐在权力位置上，因为我觉得你让
retail decisions that are your best interest because like you're actually
符合您最大利益的零售决策，因为就像您实际上一样
the one paying the bill so for us like what we decide to do that wasn't frankly
支付账单的人所以对我们来说就像我们决定做的事情并不是坦率地说
like seen as disruptive as we are direct-to-consumer I remember when you
就像我们直接面向消费者一样被视为具有破坏性我记得当你
launch doctors were just your health care professionals in general were
发射医生只是您的医疗保健专业人员
saying patients this is this is irresponsible you know you need a
说病人这是这样的，这是不负责任的，你知道你需要一个

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medical professional to do this like we can't I remember one quote that really
医学专业人士这样做就像我们不能我真的记得一句话
stuck with me something like we can't have people making their own healthcare
让我困惑的是我们不能让人们自己做医疗保健
decisions they don't know how to interpret that data there is all kinds
他们不知道如何解释各种各样的数据做出决定
of interest like oh ho there's all kinds of interesting things cuz people would
有趣的是，哦，有各种各样有趣的事情，因为人们会
publish stuff on Facebook and then doctors say like you have to write and
在 Facebook 上发布东西，然后医生说你必须写下来
we'd remind people like yeah it's their own yeah information so there's always
我们会提醒人们，是的，这是他们自己的信息，所以总是有
been I'd say attention a little bit with the
我会说稍微注意一下
medical system in the medical system historically there's tests like the
医疗系统 在医疗系统中，历史上有类似的测试
pregnancy test the pregnancy test when it came out was seen as radical like how
怀孕测试 怀孕测试刚问世时就被认为是激进的，就像如何
could women ever possibly learn at home that they're pregnant and if you look at
女性是否有可能在家里知道她们怀孕了？如果你看看
the literature of you know that era like we look at that today and we'd say it's
你们的文学就像我们今天看到的那样了解那个时代，我们会说它是
crazy so one of my favorite papers is there's this GMO paper the Journal of
太疯狂了，所以我最喜欢的论文之一是《转基因生物杂志》上的这篇论文
American Medical Association from 1969 I
美国医学会 1969 年起
think where they asked doctors would you
想想他们在哪里问过医生你会吗
tell your patients that they have cancer if they had a cancer diagnosis and over
如果您的患者被诊断出患有癌症并且超过了癌症诊断，请告诉他们他们患有癌症

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90% of them said no so I always put that in context of like it helps people
90% 的人说不，所以我总是把它放在这样的背景下，就像它可以帮助人们一样
understand like physicians were trained in such a way and so I don't blame the
理解就像医生接受过这样的培训，所以我不责怪
system or the individuals it's just like
系统或类似的个人
that was the culture that was thought of like what was actually in your best
这种文化被认为是真正处于最佳状态的文化
interest and I think what we do is like as we empower consumers we are showing
兴趣，我认为我们所做的就像我们向消费者展示的那样
that people actually can be like people want to be in charge of their health
人们实际上可以像人们想要的那样掌控自己的健康
they want the information and they actually want to be in control I always
他们想要信息并且他们实际上想要控制我总是
like the sort of model of thinking about the world fifty or hundred years from
就像思考五十年或百年后的世界的模型一样
now and looking back what we think was just totally ridiculous
现在回想起来，我们认为那是完全荒谬的
yeah and this sure seems like I think health care is a type because health
是的，这确实看起来我认为医疗保健是一种类型，因为健康
care is like really as much as its science and it's data driven it's also
护理就像它的科学一样，它是数据驱动的
not like part of what people don't necessary defy different physicians and
不像人们不需要反抗不同医生的一部分
get five different ways of you know treating cancer is because there's the
了解治疗癌症的五种不同方法是因为
practice of medicine you can get different opinions and one of the things
在医学实践中你可能会得到不同的意见，其中一件事

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that we're specifically trying to change is exactly that is exactly to say that
我们特别想改变的是
we're trying to get data so that it's no longer a question of like hey Sam like
我们正在尝试获取数据，这样就不再是像嘿山姆这样的问题
what what's the best in your best interest that there's actually data to
什么是最符合您最大利益的，实际上有数据
say exactly what you should be doing how do you think the medical system or the
准确地说出您应该做什么，您如何看待医疗系统或
health care system overall will we'll eventually get to a place where we don't
总体而言，医疗保健系统我们最终会到达一个我们无法到达的地方
have this misalignment of incentives you talked about and we have data and we
你提到的激励措施存在这种错位，我们有数据，我们
have people in control their own health care like if you could wave a magic wand
让人们掌控自己的医疗保健，就像你可以挥动魔杖一样
and say I'm gonna fix the healthcare system what needs to happen I think the
并说我要修复医疗保健系统 需要做什么 我认为
reality is what needs to happen is that we're going to have
现实是我们将要发生的事情
which is like you have a universal payment system so single coverage like
这就像你有一个通用的支付系统，所以单一的覆盖范围就像
the reality is like who cares about keeping you healthy today because you
现实就像今天谁关心让你保持健康，因为你
could be you could be overweight and you can eat poorly and you can never
可能你可能超重，你可能吃得不好，但你永远不能
exercise and you won't see the consequences of that for the next let's
练习，你不会看到接下来的后果
say 20 years so the reality is like who's going to benefit from that and the
假设 20 年，那么现实就是谁将从中受益，以及

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reality is like it's society and it's you personally and it's like you know
现实就像是社会，就像你个人，就像你知道的那样
somebody who's willing to invest in you in the long run and I think for a
从长远来看，有人愿意对你进行投资，我认为
single-payer health care system or like a country they care about actually
单一付款人医疗保健系统或像他们实际关心的国家
trying to keep you healthy for as long as possible
努力让您尽可能长时间保持健康
I think second people like we don't want we saw that communism doesn't yeah
我认为像我们这样的第二个人不希望我们看到共产主义不存在
support the the system that we all want people have to be willing to spend money
支持我们都希望人们愿意花钱的制度
and they have to step up and I think the
他们必须挺身而出，我认为
same way you see people stepping up with yoga and vitamins and weight-loss
就像你看到人们加强瑜伽、维生素和减肥一样
studies and you know all kinds of different alternative cares people at
研究你知道各种不同的替代关怀人们
the end people at some point have to stop and say that your health is also
最终人们在某个时候不得不停下来说你的健康状况也很糟糕
your responsibility and I think the more that we can get people personalized
你的责任，我认为我们越能让人们个性化
information about themselves the more that they are going to be willing to
他们越愿意了解自己的信息
execute on taking care of themselves speaking of that you could have started
执行照顾好自己说你可以开始
any so many different companies in the health care space how did you decide
医疗保健领域有这么多不同的公司，您是如何决定的
this was what's this was not an obvious choice at the time for me it was totally
这就是这对我来说当时不是一个明显的选择，这完全是

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obvious so for me there's a couple things that were happening one I always
显而易见，所以对我来说，有几件事发生了，我总是这样
loved genetics was my first investment in 1996 and so in some ways it was my
热爱遗传学是我 1996 年的第一笔投资，所以在某些方面它是我的
first and it was my last so the genetic revolution was happening like right in
第一次，也是我最后一次，所以基因革命正在发生，就像在
when I started investing there was the race of like you know getting the the
当我开始投资时，就像你知道的那样，有一场竞赛
cost of the genome down it was super exciting and I started looking at those
基因组成本下降，这非常令人兴奋，我开始研究那些
investments again and realizing that you're gonna be able to buy essentially
再次投资并意识到你基本上能够购买
a scan of your entire genome pretty inexpensively and so that was the first
非常便宜地扫描你的整个基因组，所以这是第一个
nugget of like okay well you can actually start to get huge amounts of
好吧，你实际上可以开始获得大量的
genetic information and ii was seeing this world of you know social networking
遗传信息和我看到的这个世界你知道社交网络
that social networking was happening and you don't actually need
社交网络正在发生，但你实际上并不需要
the old guard to get things to happen I could crowdsource so gave me this idea
老守卫让事情发生我可以众包所以给了我这个想法
that wow if I just empowered everyone with their genetic information and I
哇，如果我只是让每个人都拥有他们的遗传信息，而且我
crowd-sourced all this information like if I have the world's health information
众包所有这些信息，就像我拥有世界各地的健康信息一样
what could I do and people are like well you could you know Kuril you could say
我能做什么，人们都很好，你可以，你知道千岛群岛，你可以说

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well you can you know a lot so the idea really was what we should do that we
好吧，你知道很多，所以这个想法确实是我们应该做的
should like instead of relying on Stanford or Harvard or Pfizer to go and
应该喜欢而不是依赖斯坦福大学、哈佛大学或辉瑞公司
solve a disease or like how to be healthy we the people we can do it so in
解决疾病或喜欢如何保持健康，我们这些人我们可以做到这一点
some ways I like having grown up in this Google environment and knowing you know
在某些方面我喜欢在 Google 的环境中长大并且知道你知道
the social networking world that was coming up it was piecing those things
即将出现的社交网络世界正在拼凑这些东西
together that was like combine the technology and in science with the
在一起就像将技术和科学与
platform that is really emerging I've noticed that many of the most
我注意到许多最新兴的平台
transformative companies come because the founder sees some like an
变革性公司的出现是因为创始人看到了一些像
intersection of two pretty different but really important trends a few years
几年来两种截然不同但非常重要的趋势的交集
before everybody else does and this is clearly one of those like the fact that
在其他人之前，这显然是其中之一
crowdsourcing works is still amazing to me just totally what's also I think when
众包工作对我来说仍然很神奇，我也完全没有想到什么时候
I found her really want something personally like for me to really want
我发现她真的想要一些像我真正想要的东西
this person oh yeah to me it was like like the whole beauty for me of genes of
这个人哦，是的，对我来说，这就像我的基因的全部美丽
genetics is like you've gene-by-environment and I'll always love like people
遗传学就像你的基因受环境影响而我将永远像人一样爱
debating but is it your genes or is in your environment I'm like no the whole
争论，但这到底是你的基因还是你的环境，我不认为是全部

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beauty of it is that it's both so like you might be genetically high risk for
它的美妙之处在于，您可能有遗传上的高风险
diabetes but like there's your environment so what can I do so very few
糖尿病，但就像你的环境一样，我能做什么，所以很少
you know genetic elements are a hundred percent deterministic meaning a hundred
你知道遗传因素是百分百确定性的意思是一百
percent likelihood that you're going to get it so that means there's an
你会得到它的可能性百分比，这意味着有一个
environmental component we can potentially do something so let's go
环境因素我们可以做一些事情所以让我们走吧
figure out what you can do and then tell people what's the reaction when you
弄清楚你能做什么，然后告诉人们当你这样做时会有什么反应
first announced that you are going to do this like what was it like inside the
首先宣布你要这样做，就像里面的情况一样
building I think there was you know it's always like startups are so fun because
我想你知道初创公司总是很有趣，因为
you get a bunch of people who really care really passionate and I think
你会得到一群真正关心、充满热情的人，我认为
people were excited and people knew that there would be controversy and in some
人们很兴奋，人们知道会有争议，在某些方面
ways I think we attract we attract people who have all experienced the
我认为我们吸引的方式是吸引那些都经历过这种情况的人
healthcare system in their own way and realize it has its limitations and so
医疗保健系统以自己的方式进行，并意识到它有其局限性，所以
there's people who are excited about 20 through me because of the mission and
有些人因为我的使命而对 20 感到兴奋

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they're looking to contribute in some way to helping change the system
他们希望以某种方式为帮助改变系统做出贡献
so there was enthusiasm and we had like videos I like we were you know we were
所以大家都很热情，我们有类似的视频，我喜欢我们，你知道我们是
also um we were super excited like to launch and we thought there was gonna be
另外，我们非常兴奋想要推出，我们认为将会有
like this big coming like everyone and we had tons like we had spit parties
就像大家一样，我们举办了很多吐口水派对
where the cover of this like I know we had to cover the Style section
我知道这个封面我们必须涵盖“风格”部分
we had the spit party in the building but I have to say like we sold a lot the
我们在大楼里举办了吐痰派对，但我不得不说我们卖了很多
first day and then it was slow that happens and we were probably selling 22
第一天，然后事情发生得很慢，我们可能卖了 22 个
you know 15 to 25 kids a day which is not a lot how do you well I guess two
你每天认识 15 到 25 个孩子，这不是很多，你好吗我猜有两个
questions one how did you eventually fix that and how did you how do you as a
问题一：你最终是如何解决这个问题的？
leader keep momentum in the building when you know you have this great lunch
当你知道你吃了一顿丰盛的午餐时，领导者在大楼里保持动力
everyone the first day is always awesome and then you have what we call the
每个人第一天总是很棒，然后你就拥有了我们所说的
trough of sorrow yeah people get pretty motivated I tried so that's actually a
悲伤的低谷 是的，人们变得很有动力，我尝试过，所以这实际上是一个
good that there's always a trough of sorrow and I think it's important to not
好在总会有悲伤的低谷，我认为重要的是不要

00:12
00:12
let people be totally you know to not like not be wait hoping for immediate
让人们完全知道，不喜欢，不等待，希望立即得到
success and then to be overly distracted
成功然后过度分心
by the trough of sorrow and I think that that actually happens not just in
在悲伤的低谷，我认为这实际上不仅发生在
launches but every time you come up with a product you have no idea how how well
发布，但每次你想出一个产品时，你都不知道效果如何
it's gonna go like I remember when my sister first launched launched adsense
一切都会像我记得我姐姐第一次推出 AdSense 时那样
and she's like I don't know you know we'll see how it goes like it's kind of
她就像我不知道你知道我们会看看事情会如何发展就像是这样
you know it's an experiment we have no idea and and then clearly it went on but
你知道这是一个我们不知道的实验，然后显然它还在继续，但是
part is it because you like you work hard at it and I feel like for us and
部分是因为你喜欢你努力工作，我觉得我们和
that trough of sorry like we we recognize like more we folk we focus on
我们所认识到的抱歉的低谷就像我们所关注的更多人一样
the long term like what do we need to do to get to this point and I think as a
从长远来看，我们需要做什么才能达到这一点，我认为作为一个
leader for me one of the most important things is not to wallow on today but to
对我来说，领导者最重要的事情之一不是沉迷于今天，而是
wallow on like okay in two years this is what its gonna look like and these are
两年后就这样沉迷下去吧，这就是它的样子，这些是
the steps I need to do to get there people love a vision and people love a
为了实现这一目标我需要采取的步骤 人们喜欢一个愿景，人们喜欢一个
plan you just need to outline like this is where we're going so when we saw that
计划你只需要概述一下，这就是我们要去的地方，所以当我们看到的时候
sales were slow we're like people don't understand
销售缓慢，我们就像人们不理解一样
genetics but some basic market research could have told us that that like people
遗传学，但一些基本的市场研究可以告诉我们，就像人一样

00:13
00:13
don't know why they want their genetics and then it was like okay great
不知道为什么他们想要他们的基因，然后就好像好吧，太好了
now we actually need to like educate the population about why like why would you
现在我们实际上需要教育人们为什么喜欢
want your genetic information and how did you
想要您的遗传信息，您是如何做到的
that so I started changing my talks like I get I would speak a ton in the early
所以我开始改变我的演讲，就像我在早期会讲很多话一样
days like I like you gave me a conference invite and I took it any
就像我喜欢你给我一个会议邀请，我接受了任何
exactly like any any talk because part of it is it like it's constant feedback
就像任何演讲一样，因为它的一部分就像是不断的反馈
so again for the people who want to be entrepreneurs like you just like you're
对于那些想像你一样成为企业家的人来说，就像你一样
constantly learning constantly getting the feedback so I would change my talks
不断学习不断得到反馈所以我会改变我的演讲
I never gave the same talk twice like when I look at my inventory of all my
我从来没有像当我查看我所有的清单时那样两次发表相同的演讲
talks it's like there's like 500 of them because each one was slightly different
据说有大约 500 个，因为每个都略有不同
so I remember specifically getting the feedback people question what is there a
所以我记得特别收到人们的反馈，询问有什么
value proposition and what you're doing and I was like great I can answer that
价值主张以及你正在做的事情，我很好，我可以回答这个问题
question over fifty percent of my customers get a medically meaningful
超过百分之五十的客户得到了具有医学意义的问题
result and then I start like I started shifting the conversation so part of it
结果然后我开始好像我开始转移谈话的一部分

00:14
00:14
was like getting like real-time feedback and part of it was helping us like
就像获得实时反馈一样，其中一部分可以帮助我们
define what is it that we have to do to show the value and it was clear people
定义我们必须做什么来展示价值，人们很清楚
need to understand genetics they didn't understand the basics they need to know
需要了解遗传学，但他们不了解他们需要了解的基础知识
what is the medical utility of this and then and then also people people need to
这有什么医疗用途，然后还有人们需要的
know that they're not the only one like that's not weird yeah oh this is like
知道他们不是唯一一个这样的人，这并不奇怪，是的，哦，这就像
weird I did that we need to drive social
我这样做很奇怪，我们需要推动社交
like acceptance and you know I'm part of also as medical acceptance so we did a
就像接受一样，你知道我也是医疗接受的一部分，所以我们做了一个
ton it's one thing I always advise science companies is you can't speak
我总是建议科学公司的一件事是你不能说话
like I can't just tell you like oh we're great we have great science like no one
就像我不能只是告诉你哦，我们很棒，我们拥有无与伦比的伟大科学
like no one believes that so what you need to do is you need to publish like
没有人相信这一点，所以你需要做的是你需要像这样发布
you put like I never even argue a scientist I just hand over my
你说得好像我从来不争论一个科学家，我只是交出我的
publications like here you go because that's the reality
像这样的出版物，你去吧，因为这就是现实
you you speak with your data so like I can make all kinds of claims but like
你用你的数据说话，所以我可以提出各种各样的主张，但就像
here's my data to to actually support it can you talk about the best decisions
这是我的数据来实际支持它，你能谈谈最好的决定吗
you made in the early days I'm people always ask about the worst what you can
你在早期所做的事情我是人们总是问你能做的最坏的事情
talk about if you want but I'm curious if you look back things like that where
如果你愿意的话可以谈谈，但我很好奇你是否回顾过类似的事情

00:15
00:15
you learn like I need to interact with a scientific community in this way are
你了解到我需要以这种方式与科学界互动
there a few decisions you made that looking back had been critical to
你做出的一些决定回顾过去对你来说至关重要
success I think my - the first two hires
我认为我的成功 - 前两名员工
the two founding scientists or were just like Brian and Sergey were amazing and
两位创始人科学家或者就像布莱恩和谢尔盖一样，非常了不起
so in some ways like hiring the right for me like it was such a critical part
所以在某些方面，比如为我雇用合适的人，就像这是一个关键的部分
of the company it was a scientific integrity of what we were gonna do and
对公司来说，这是我们要做的事情的科学完整性，
it set a bar the talent that we are going to hire
它为我们要雇用的人才设定了一个标准
going forward so I think in some ways like having the right people we noticed
展望未来，我认为在某些方面，比如我们注意到了合适的人
that it is almost impossible to search you can make a lot of mistakes as a
搜索几乎是不可能的，作为一个人可能会犯很多错误
company but if you screw up the first yes five seven hires yes it's almost so
公司，但如果你搞砸了第一批是的五七名员工是的，那几乎就是这样
there's a good number of like when I look at the first 15 people there's a
当我查看前 15 个人时，有很多人都喜欢
good there's like a number of them are still here and you know the others who
很好，他们中的一些人还在这里，你知道其他人是谁
have left we're still very close to how did you find this first two scientists
已经离开了，我们仍然非常接近你是如何找到前两位科学家的
we found them through a friend of a friend of a friend who and they had a
我们通过朋友的朋友的朋友找到了他们，他们有一个

00:16
00:16
similar idea and so it was a good it worked as a partnership but it's it's
类似的想法，所以这是一个很好的合作伙伴关系，但事实就是如此
hard I mean I would say hiring is one of the hardest things and I think one of
很难 我的意思是我想说招聘是最困难的事情之一，我认为其中之一
the things that we've tried really hard here in the company is we there's a lot
我们在公司真正努力尝试的事情是我们有很多
of smart people who have humility and there's a lot of smart people who like
有很多聪明人都谦虚，而且有很多聪明人喜欢
want to tell you how smart they are and we have opted for the humility and I
想告诉你他们有多聪明，我们选择了谦虚，我
think it's really important to have people who are constantly open to
认为拥有不断开放的人非常重要
feedback and constantly open to you know constructive criticism and learning
反馈并不断向您开放了解建设性的批评和学习
about other areas and I think that's actually one of the things that did make
关于其他领域，我认为这实际上是造成这种情况的原因之一
us successful or you know make allow us to grow and attract other people because
我们成功了，或者你知道让我们成长并吸引其他人，因为
it's a group of people who are really eager to learn from others and to keep
这是一群真正渴望向他人学习并保持进步的人
learning I've noticed in my own looking back on my own career that the big
我在回顾自己的职业生涯时注意到，
hiring mistakes that I've made are people who are really smart but just
我所犯的错误是雇用那些非常聪明但只是
awful to work because they won't tell you how smart they are and and and and
工作很糟糕，因为他们不会告诉你他们有多聪明
the framework that I finally figured out is it's you have to look at the net the
我最终弄清楚的框架是你必须看看网络

00:17
00:17
net output that a person has on the organization as a whole crime even if
一个人对整个组织犯罪的净产出，即使
they do a lot themselves if they make everybody else miserable I think it's
如果他们让其他人都痛苦的话，他们自己就做了很多事情，我认为这是
one of the things hiring is always really hard and I think especially in
其中一件事招聘总是非常困难，我认为尤其是在
leadership roles if you have the wrong person
如果用错了人，就需要担任领导角色
I think I just recently watched when the old documentaries about Steve Jobs and
我想我最近刚刚看了有关史蒂夫·乔布斯和
Bill Gates and Jobs talking about you know how disastrous it was when Scully
比尔盖茨和乔布斯谈论你知道当斯卡利
came like I kind of forgotten about some of these stories and I realize was like
好像我有点忘记了其中一些故事，我意识到就像
yeah if you hire the wrong senior leadership and you don't can see very
是的，如果你聘用了错误的高级领导，而且你看不到太多
quickly you can thank you you can it can sink you yeah
很快你就可以感谢你，它可以让你沉沦是的
what's it like being in a regulated industry I think one thing that a lot of
在受监管的行业里是什么感觉 我认为很多人都认为有一件事
people say when they think about they have they want to do this really
人们说，当他们想到自己拥有的时候，他们真的想做这件事
ambitious startup like genetic testing but they are afraid because it's
像基因测试这样雄心勃勃的初创公司，但他们感到害怕，因为它
regulated so I think regulation in some ways there's like so there's pros and
监管，所以我认为监管在某些方面有优点和缺点
cons in some ways like when you're regulated it means that there's rules
在某些方面有缺点，比如当你受到监管时，这意味着有规则
like there's like there's like guidelines and you can figure out
就像有类似的指导方针，你可以弄清楚

00:18
00:18
exactly what that means so in some ways like there's more of a path about
这到底意味着什么所以在某些方面就像有更多的路径
actually how you have to execute it definitely also means that it's more
实际上你必须如何执行它也绝对意味着它更多
expensive like there are there's rules and you don't always agree with all
昂贵，就像有规则，你并不总是同意所有
those rules and when we went from an unregulated company to a regulated
这些规则以及当我们从一家不受监管的公司转变为受监管的公司时
company there was definitely a pretty major transition for us because we were
公司对我们来说绝对是一个相当重大的转变，因为我们
used to you know you hire smart people what are
习惯了你知道你雇佣了聪明的人
smart people like to do they like to question and they like to argue and so
聪明的人喜欢做事，他们喜欢提问，他们喜欢争论，所以
we would question all the time like ah well why would you need like why do you
我们会一直问这样的问题：啊，你为什么需要这样的问题？
need that test or why do you need this study why do you need that number of
需要那个测试或者为什么你需要这项研究为什么你需要那么多
samples and so we would question all the time and one of the things I think in a
样品，所以我们会一直质疑，我认为的一件事
regulated environment again like it's like the DMV there's rules like you just
再次受到监管的环境，就像 DMV 一样，有像您这样的规则
and you follow like there's a level of obedience so I'd like to encourage
你跟随就像有一定程度的服从所以我想鼓励
people it's not it's not so overwhelming to be regulated that said it requires a
人们并不是说受到监管并没有那么势不可挡，说它需要一个
lot of communication and in some ways it requires a communication style
大量的沟通，在某些方面需要一种沟通方式
that's not prevalent in Silicon Valley right yes that is hard I think that
这在硅谷并不流行，是的，这很难，我认为

00:19
00:19
there's a lot people people there is an impedance mismatch there there is and I
有很多人存在阻抗不匹配的情况，而我
think you know we always said like we we thought we were Commun like I look at
你知道我们总是说我们认为我们是共同的就像我看到的那样
some of my old communication and I'm like oh wow that's embarrassing now my
我以前的一些交流，我就像哦，哇，现在我的尴尬了
the way we thought we were approved you know communicating appropriately and how
我们认为我们被批准的方式你知道适当的沟通以及如何
it really wasn't so there's a style like there's a style and there's a form and
事实并非如此，所以有一种风格，就像有一种风格，有一种形式，
there's like ways you know there's actually like there's a path and there's
就像你知道实际上有一条路并且有
a rule it's not terribly clear you know I think the regulatory world can do a
一条规则还不是很清楚，你知道我认为监管界可以做一个
better job of helping outline and one thing I do appreciate from now having
更好地帮助提纲，并且从现在起我确实很感激的一件事
been regulated for a number of years is that there is a bigger picture that they
多年来受到监管的一个原因是，他们有一个更大的图景
see so people who work at the FDA or people who work in government like it's
看到在 FDA 工作的人或在政府工作的人喜欢它
a public servant job like they haier they care about public safety like
像海尔这样的公务员工作 他们关心公共安全
at the FDA like they care about public safety there are so many companies like
在FDA，就像他们关心公共安全一样，有很多公司像
we can all see them there are so many companies trying to dupe the consumer
我们都可以看到有很多公司试图欺骗消费者

00:20
00:20
yes and their job like they are there to keep us safe so I have a lot of respect
是的，他们的工作就是为了保证我们的安全，所以我非常尊重
for what they do and the onus is on us as like this startup and the new company
对于他们所做的事情以及我们的责任，就像这家初创公司和新公司一样
all these people wanting to do things in
所有这些人都想做事
a new way the onus is on us a little bit to explain how we're doing it how that
一种新的方式 我们有责任解释我们是如何做到的
works and the way they speak just like I
他们的工作方式和说话方式都跟我一样
mentioned about scientists is they speak in data like you can't just say like oh
提到科学家，他们用数据说话，就像你不能只说“哦”
no no like trust me like I'm the good guy
不不喜欢相信我就像我是好人一样
right um you have to show with data and you have to show with data in lots of
对，嗯，你必须用数据来显示，并且你必须用大量的数据来显示
ways so in that capacity I don't really mind
以这种方式，我真的不介意
because it's like they do know they know a bigger picture story you know some of
因为就好像他们确实知道他们知道一个更大的故事，你知道其中的一些
the people we worked with they're you know have been there for you know 20
与我们共事的人 他们是你知道的 20
years and we're amazing and they have a depth of breadth of knowledge that I'm
多年来，我们非常棒，他们拥有我所拥有的深度广度的知识
never gonna have and so learning there's
永远不会有所以学习
input to genuinely take as you look back
当你回顾过去时，要真正接受的输入
you know from the day you sign that your vision on the day you sign the
从您签署的那天起您就知道您的愿景
incorporation paperwork - now how much is this all played out like you thought
公司注册文件 - 现在这一切有多少像你想象的那样

00:21
00:21
it would oh you was remarkable I like it so I actually have this picture of the
哦，你太棒了，我喜欢它，所以我实际上有这张照片
day we signed and I always look at it and I'm like one like I really dressed
我们签约的那天，我总是看着它，就像我穿得真的一样
in a very different way than I do today but to our series a documents and our
以一种与我今天非常不同的方式，但对于我们的系列文件和我们的
okay ours from 2007 are remarkably similar to what they are today
好吧，我们 2007 年的情况与今天非常相似
that's always so I think we're unusual so like when like one of our investors
这总是如此，我认为我们很不寻常，就像我们的一位投资者一样
like we he has said he's like what's amazing he's like I look back on
就像我们一样，他说过他就像我回想起来一样令人惊奇
everything like he's like you're a broken record in some ways that's why
一切就像他在某些方面就像你打破了记录这就是为什么
it's also so easy to do speaking engagements like because I've said the
进行演讲活动也很容易，因为我已经说过
same thing now for a decade we like we're v we have a mission we have a
十年来同样的事情我们喜欢我们有一个使命我们有一个
drive like I know where we're going and it's it's been we've been able
开车就像我知道我们要去哪里，而且我们已经能够做到了
continuously executing on it the best companies are remarkably steadfast and
不断执行，最好的公司是非常坚定和
then I think it's hard to do because entrepreneurs sort of by definition like
那么我认为这很难做到，因为企业家的定义有点像
to start doing new things right so I think when the hardest things for
开始做正确的新事情，所以我认为当最困难的事情发生时

00:22
00:22
entrepreneur that like the you know the If I forgot we called it
企业家喜欢你知道如果我忘了我们叫它
there of Sorrows they call the trough of sorrow I think it's important to to
他们称之为悲伤的低谷，我认为重要的是
stick with it like one of the things I think like the most important things I
坚持下去就像我认为最重要的事情之一一样
think I've learned at this like doing this now is the importance of
我想我已经学会了现在这样做的重要性
persistence like you have to stick with it and when you stick with it you really
坚持就像你必须坚持下去，当你坚持下去时，你真的
see a benefit and there's things that I see now they've done it for over a
看到了好处，而且我现在看到他们已经这样做了超过一年了
decade and I tried like one of our missions is to tell people anyone can be
十年来，我尝试着我们的使命之一就是告诉人们任何人都可以
a scientist anyone any age level it's part of the whole reason we're directing
科学家，任何年龄层的人，这是我们指导的全部原因的一部分
we're like I believe anyone you could be
我们就像我相信你可以成为的任何人
eighth grade level like and you have the
八年级水平就像你有
the ability I love it now when kids come to me and they're like oh I saw you
我现在喜欢这种能力，当孩子们来到我身边时，他们就像哦，我看到了你
speak and because of you like I really I was like yeah like even though I like I
说话，因为你就像我真的，我就像是的，尽管我喜欢我
you know my parents don't know anything and I didn't really have that degree
你知道我的父母什么都不知道而且我也没有那个学位
like I'm now in a ph.d program MIT like I get amazing stories and you never in
就像我现在在麻省理工学院攻读博士学位一样，我得到了精彩的故事，而你却从未参与过
some ways it takes a long time to see the consequences of your actions so it's
在某些方面，需要很长时间才能看到你的行为的后果，所以
one of the things I emphasize to people like if you really care about something
我向人们强调的一件事，比如如果你真的关心某件事

00:23
00:23
like if you're really passionate it takes a decade to really see the impact
就像如果你真的充满热情，需要十年才能真正看到影响
yeah I mean it's like compound growth it's always misunderstood it always
是的，我的意思是，这就像复合增长，它总是被误解
takes longer and then the magnitude in the left the final that out years is
需要更长的时间，然后左边的最后几年的大小是
always bigger than I think and I think what happens is that people can't be
总是比我想象的要大，我认为发生的事情是人们不能
like here the whatsapp story they hear other stories and and I say it like you
就像这里的 Whatsapp 故事 他们听到其他故事 我像你一样说
the real story is like the companies that continue to persist even if there's
真实的故事就像那些即使有困难也能继续坚持下去的公司
challenging and everyone usually like the whatsapp source are the rare but
具有挑战性并且每个人通常都喜欢whatsapp源是罕见的但是
like you can be super consistent and that's one thing like when I see the
就像你可以非常一致，这是一件事，就像当我看到
press about us now it's overwhelming like we just persisted yeah that's it we
现在关于我们的新闻令人难以抗拒，就像我们只是坚持一样，是的，就是我们
don't know tonight's success yeah ten years of persistence yes the
不知道今晚的成功 是的 十年的坚持 是的
overnight success is that ten years of persistence
一夜成名在于十年的坚持
um so you've done all these remarkable things as a company and the one that I
嗯，作为一家公司，你们已经做了所有这些非凡的事情，也是我所认为的
think is most remarkable or sort of the most important of the future of the
认为是未来最引人注目或最重要的
world is that I think in the last 11 years genetic testing because of you has
我认为在过去的 11 年里，基因检测因为你而变得更加美好
gone from something that people are afraid of to something that is now
从人们害怕的东西变成了现在的东西

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accepted is a really important part of putting people in charge of their lives
接受是让人们掌控自己生活的一个非常重要的部分
in their health but I'd love to hear what the next 11 years look like and you
他们的健康状况良好，但我很想听听未来 11 年会是什么样子，还有你
know if we had this conversation in 2029 while we would be talking about new
知道我们是否在 2029 年进行这样的对话，同时我们会谈论新的
accomplishments then so I said like my my original mission like if you think
那么我说就像我最初的使命一样，如果你认为
back to my Wall Street days was like I think the system is broken like how am I
回到我在华尔街的日子，就像我认为系统已经坏了，就像我一样
gonna be healthy so success for me is like I would like to be healthy 200 so I
会变得健康所以对我来说成功就像我想要健康200所以我
now know I have my genetic information I
现在知道我有我的遗传信息
can learn about things and I have set up this research machine where I can
可以学习一些东西，我已经建立了这个研究机器，我可以在那里
collect data from all my customers we can make discoveries we give those
从我所有的客户那里收集数据我们可以发现我们给这些
discoveries back to our customers I have
我的发现回馈给我们的客户
this amazing machine for discovery now I want to execute on the vision of like I
这台令人惊奇的发现机器现在我想像我一样实现我的愿景
would like to be healthy at 100 so like success for me is how do I now I just
我想在 100 岁时保持健康，所以对我来说成功就是我现在如何做
empowered you have five million people empowered to learn about themselves and
让五百万人有能力了解自己并了解自己

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they keep coming back we collectively as a 5 million you know person community
他们不断回来，我们作为一个拥有 500 万认识的人的社区
and growing is that the biggest genetic data set in the world by far yeah that's
迄今为止世界上最大的遗传数据集正在不断增长，是的，那就是
awesome with health information yeah yeah but like to me that's where like
健康信息很棒，是的，但是对我来说，那就是这样
there's a power in what we can do now to make discoveries about prevention so we
我们现在可以做的就是发现预防措施，所以我们
have the drug discovery arm to me I look
我有药物发现部门，我看
at it as like we have two aspects I hear like you're healthy today you want to
就好像我们有两个方面 我听说你今天很健康 你想要
keep staying healthy you have a condition that like you just have this
保持健康 你有这样的情况
like so we want to have drug discovery for that now we like to keep you healthy
就像我们希望进行药物发现一样，现在我们希望保持您的健康
and I think about who like what are the partnerships I can do what's like what's
我会考虑谁喜欢我可以做的合作伙伴关系是什么
the community I can form to actually help you make behavior changes so one
我可以组建一个社区来真正帮助您改变行为，所以
thing I see all the time when I meet people like again all economic levels
当我遇到不同经济水平的人时，我总是看到这样的事情
all socio-economic groups people want to
人们想要的所有社会经济群体
be healthier they don't necessarily know how and I see this like you know people
变得更健康，他们不一定知道如何做，我像你认识的人一样看待这一点
don't necessary know like oh or the Doritos really bad soda really bad like
没必要知道像哦或者多力多滋真的很糟糕苏打水真的很糟糕像
it's remarkable how much like there's a disconnect between like you hear things
令人惊奇的是，你听到的东西之间有多么脱节

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but you don't really know what are the ways that we're gonna be able to help
但你真的不知道我们能提供哪些帮助
have you healthy discovered anything that is I mean obviously the whole point
你有没有发现任何我的意思显然是重点的事情
of this is it's personalized but any generally accept any any general trends
其中之一是它是个性化的，但任何普遍接受任何总体趋势
that you've discovered that apply to a lot of people they might not already be
你发现这适用于很多人，但他们可能还没有适用
aware of like I think most people know they probably shouldn't drink so much
我想大多数人都知道他们可能不应该喝那么多
soda know but there's probably people like some people who could absorb more
苏打水知道，但可能有人像某些人一样可以吸收更多
sugar than others I think those are the types of things like we're all pretty
糖比其他人我认为这些都是我们都很漂亮的类型
different like the beauty of humanity is that you're meant to survive like you
不同的是，人性之美在于你注定要像你一样生存
just look at you can look at it from the perception of viruses like you have the
只要看看你就可以从病毒的角度来看待它，就像你有
1918 flu lots of people died some people
1918年流感导致很多人死亡，一些人
survived some people are immune the same thing with you know foods like some
有些人幸存下来，你知道像某些食物一样具有免疫力
people just can eat a lot of sugar some people can't and that's why I like we
人们可以吃很多糖，有些人则不能，这就是为什么我喜欢我们
are still around on the planet today so I think the main thing that I would say
今天仍然存在于地球上，所以我认为我要说的主要内容
take away is that there's a there's a lot of variability 100% like you
要点是，有很多变化，100%像你一样
shouldn't smoke you should exercise more you should eat better but there is like
不应该吸烟 你应该多运动 你应该吃得更好 但是有
there's some people couldn't smoke and never get cancer there's some people who
有些人不抽烟也永远不会得癌症，有些人却

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eat a lot and they never get overweight like some people don't exercise doesn't
吃得很多，他们永远不会超重，就像有些人不运动一样
really matter how far away are we from someone being able to spit in a tube and
真正重要的是我们离能够在管子里吐口水的人有多远
you tell them like here's what you need to do to have a good shot at that means
你告诉他们，这就是你需要做的事情，才能取得好成绩，这意味着
100 so that's one of the things that's most exciting is like what we can do by
100 所以这是最令人兴奋的事情之一，就像我们可以做的那样
having a community of people who are all engaged we're starting to do what we
拥有一个全员参与的社区，我们开始做我们想做的事
call these intervention studies so we did our first one on weight loss so we
称这些为干预研究，所以我们做了第一个关于减肥的研究，所以我们
had 70,000 people doing you know a six arm weight loss study so that's the
有 70,000 人在做你知道的六臂减肥研究，所以这就是
first time we're doing it in that kind of scale specifically to see based on
我们第一次以这种规模来做这件事，专门是为了基于
your DNA are there differences in weight loss I'm also I'm personally obviously
你们的DNA在减肥方面有差异吗？我也是，我个人也很明显
motivated in the parkinson's space of people who are genetically high-risk are
帕金森病遗传高风险人群的动机是
there behaviors that can lower your risk and how much then can you lower your
有哪些行为可以降低您的风险，以及您可以降低多少风险
risk so we're starting to do those types of studies specifically because like
风险，所以我们开始专门进行这些类型的研究，因为像
that's what our customers want like our customers specifically want to know
这就是我们的客户想要的，就像我们的客户特别想知道的
exactly what you just have lately tell me what to do yeah so like my like when
正是你最近所做的，告诉我该怎么做，是的，就像我喜欢的那样

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you say again success for me is like at the end of this decade I will tell you
你再说一次，对我来说成功就像在这十年结束时我会告诉你
what to do at the end of like by 2020 why I look at it was like well no I look
到 2020 年年底要做什么 为什么我会这么看
yeah and of yeah the next ten years of the company so I'm already 10 and 12
是的，是的，公司的下一个十年，所以我已经 10 岁和 12 岁了
years in so they give me another eight years that's pretty exciting I'm on it
几年了，所以他们又给了我八年时间，这非常令人兴奋，我正在努力
I'm honest am I will follow the instructions to the letter thank you
老实说，我会严格按照说明进行操作，谢谢
very much for taking the time you're welcome anytime it's really fun super fun
非常感谢您随时抽出时间，真的很有趣，超级有趣