files/ycombinator_JoqKkXv6-gI.txt

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hello everyone um so first off I'd like to thank both Jessica and Susan for
大家好，首先我要感谢杰西卡和苏珊
inviting me to be here today it's a real privilege and honor to speak to such a
今天邀请我来到这里，能够与这样的人交谈我感到非常荣幸和荣幸。
talented amazing group of women here so so as Kat said my name is Rashmi I'm a
这里有一群才华横溢、令人惊叹的女性，所以正如凯特所说，我的名字是拉什米，我是
co-founder of ginkgo bio works for a biotech company based in Boston so not
银杏生物的联合创始人在波士顿的一家生物技术公司工作，所以不是
from Silicon Valley I wanted to first start by asking you a question
来自硅谷 我想首先问你一个问题
does anybody know what the most complicated piece of technology on this
有谁知道这方面最复杂的技术是什么
desk is you're right it's the plant right so if you think about it right
桌子是你对的，植物是对的，所以如果你想得对的话
this plant is capable of self-replicating it's capable of self
这种植物能够自我复制 它能够自我复制
repairing it can self-assemble right it makes its own shape itself and it can
修复它可以自我组装，它可以自己形成自己的形状，并且可以
assemble structures with about a nanometer degree of precision right
以大约纳米级的精度组装结构

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these are all traits that other engineering disciplines can only dream of
这些都是其他工程学科只能梦想的特征
but biology has it all inherently and this is what makes me so in love with
但生物学本质上拥有这一切，这就是让我如此热爱的原因
biology right is that it's capable of all of these things so in my mind
生物学的正确之处在于它能够完成所有这些事情，所以在我看来
biology is the most powerful manufacturing platform on the planet
生物学是地球上最强大的制造平台
and it's what I want to be able to use to build stuff right and so for us I
这就是我希望能够用来正确构建东西的东西，所以对我们来说我
can't go what we're excited about is that this next century is gonna be a
不能去 让我们兴奋的是下个世纪将是
place where we learn how to design biology right where we learn how to
我们学习如何设计生物学的地方，我们学习如何设计生物学的地方
program DNA program biological systems and so we think the next generation of
对 DNA 进行编程，对生物系统进行编程，所以我们认为下一代
designers are going to be designing biology and that's what we're all about
设计师将设计生物学，这就是我们的目的
just a few quick facts and ginko we were
只是一些简单的事实和银杏我们是
founded in 2008 so about eight years old now we're based in Boston or around 75
成立于 2008 年，已有大约 8 年历史，现在我们的总部位于波士顿，大约有 75 年历史
people or so and basically what we do is
人左右，基本上我们所做的是

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design microbes design organisms to spec and I thought basically what I do today
设计微生物 设计符合规格的生物体，我基本上想到了我今天所做的
is just give you a little bit of our backstory how do we come to be where we
只是向您介绍一下我们的背景故事，我们是如何做到这一点的
are today in case you might find it interesting
今天是你可能会觉得有趣的地方
okay so ginkgo started um officially eight years ago but I think it really
好吧，银杏正式开始于八年前，但我认为它确实如此
has its roots quite a little bit longer ago I grew up in Utah my house is like
它的根源很久以前我在犹他州长大我的房子就像
just actually off to the side of this picture I went to the University of Utah
实际上，在这张照片的旁边，我去了犹他大学
and I studied computer science there but at the same time I also worked in a
我在那里学习计算机科学，但同时我也在一家公司工作
biology lab and it was a really interesting experience because I on one
生物实验室，这是一次非常有趣的经历，因为我在一个
hand would studied programming for science you know operating systems and
手会研究科学编程你知道操作系统和
so on in class at the same time I was working in a research lab learning
上课的同时我还在研究实验室学习
biology on the fly and the reason I did this was quite frankly I found biology
生物学动态，坦率地说，我这样做的原因是我发现了生物学
classes boring right they were filled with pre-med students who just wanted to
课程很无聊，里面挤满了医学预科生，他们只是想

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memorize stuff and and I was much more interested in sort of engineering and
记住东西，而且我对某种工程更感兴趣
hacking and so and so working in a biology research lab and studying
黑客等在生物研究实验室工作和学习
computer science was a nice mix for me and so then I decided to try to actually
计算机科学对我来说是一个很好的组合，所以我决定尝试实际
merge the two halves in my life when I went to grad school and I went to grad
当我上研究生院时，合并我生活的两半
school at MIT and that's where I met this person here on the slide this is
麻省理工学院的学校，那是我在幻灯片上遇到这个人的地方，这是
Tom Knight um Tom is it a very interesting guy
汤姆·奈特 嗯，汤姆是一个非常有趣的人吗
Tom basically has a legit claim to inventing the internet right he was
汤姆基本上有合法的权利声称自己发明了互联网
involved in the early days of the ARPANET this this is him on the left
参与阿帕网的早期，这是左边的他
there standing next to a list machine you can see from the pants that it kind
站在一台清单机旁边，你可以从裤子上看到它的种类
of dates back to the 70s or so and then but about 20 years ago or so tom said
可以追溯到 70 年代左右，但大约 20 年前左右，汤姆说
you know what this computer stuff's getting a little boring you know there's
你知道这些计算机的东西变得有点无聊你知道有
a lot of people involved in it now I don't need to really think about it so
现在有很多人参与其中我不需要真正考虑它所以
much anymore I'm gonna start studying something else and you decided to
我要开始学习其他东西了，而你决定
basically go back to school for all intents and purposes he would take
基本上他会为了所有的意图和目的而回到学校

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biology undergrad classes and and and and and pair up with the freshman in in
生物学本科课程和和和和以及与一年级新生配对
freshman biology labs and learn how to pipette and do biological research right
新生生物实验室，学习如何正确移液和进行生物研究
but Tom brought a very interesting perspective when he went to biology
但汤姆在学习生物学时带来了一个非常有趣的观点
he brought an engineer's perspective a hacker's perspective he thought about
他带来了工程师的观点和他所思考的黑客的观点
well how can I take biology and simplify it how can I design it
那么我怎样才能利用生物学并简化它我怎样才能设计它
can I program it how can I can introduce ideas like standardization and an
我可以对其进行编程吗？我怎样才能引入标准化和
abstraction all sorts all sorts of concepts that we take for granted in
抽象包括我们认为理所当然的各种概念
engineering but apply them to biology so I met Tom pretty early on when I got to
工程学，但将它们应用到生物学中，所以我很早就认识了汤姆，当我到达时
MIT and being a young naive graduate student at the time I said you know what
麻省理工学院，作为一名年轻的天真的研究生，我说你知道吗
this makes sense we should be designing biology right we use the substrate of
这是有道理的，我们应该正确地设计生物学，我们使用的底物
chemistry as the basis of chemical engineering we use the substrate of
化学作为化学工程的基础，我们使用的基质
physics as the basis to design a lot of computers why can't we use biology as a
物理学作为设计许多计算机的基础为什么我们不能使用生物学作为基础

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substrate for engineering and so I was fortunate MIT to meet not only Tom but
工程的基础，所以我很幸运在麻省理工学院不仅见到了汤姆，还见到了
these folks over here so this is Barry Jason and Austin and they were also
这些人在这里，这是巴里·杰森和奥斯汀，他们也是
fellow graduate students with me and at MIT and we all basically fell in love
我和麻省理工学院的研究生同学，我们基本上都坠入了爱河
with this idea of you know engineering plus biology we actually this is a photo
有了这个你知道工程学加生物学的想法，我们实际上这是一张照片
from about 2006 where we engineered some bacteria to smell like bananas and
大约从 2006 年开始，我们设计了一些细菌，使其闻起来像香蕉，
wintergreen had no actual purpose whatsoever except
冬青没有任何实际目的，除了
that it was cool and fun and it was actually a team of undergrads who did
这很酷又有趣，而且实际上是一个本科生团队做到了
all the work here but it was it was cool because it was our sort of first
所有的工作都在这里，但这很酷，因为这是我们的第一次
experience saying hey let's go design an organism soup-to-nuts and have it
体验说嘿，让我们彻底设计一个有机体并拥有它
actually work so we ran a live demo of the system and this is a photo taken on
实际上可以工作，所以我们运行了系统的现场演示，这是一张拍摄的照片
that day so it was an interesting experience at MIT because I basically
那天，这是在麻省理工学院的一次有趣的经历，因为我基本上
found my calling I was fell in love with the idea of
找到了我的使命 我爱上了这个想法
engineering biology knew I wanted to keep working on this and so the only
工程生物学知道我想继续研究这个，所以唯一的

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question was half right and when if any of you out there have all right there
问题只对了一半，如果你们中的任何人都正确的话
graduate students or have done a PhD you
研究生或已经完成博士学位的你
know that you kind of come up at the end of your PhD and and the way you know
知道你是在博士学位结束时出现的，以及你知道的方式
that you're ready to graduate is because you can't stand the side of your thesis
你准备毕业是因为你无法忍受你论文的立场
work anymore but but you also kind of go through this crisis of what am I going
不再工作了，但你也经历了这场我该怎么办的危机
to do next right and so for us the question was you
做下一步，所以对我们来说，问题是你
know hey you know what we think there's just so much potential here when it
嘿，你知道我们认为这里有很大的潜力
comes to engineering biology how are we gonna go make this happen
谈到工程生物学，我们如何才能实现这一目标
for real all right because we were incredibly frustrated by the fact that
真的，好吧，因为我们对以下事实感到非常沮丧：
we had all these ideas for organisms who wanted to engineer systems we wanted to
对于想要设计我们想要的系统的生物体，我们有所有这些想法
build but we were limited by the tools of technologies we had available to us
构建，但我们受到可用技术工具的限制
right the complexity of the systems like an engineer was limited to how well I
就像工程师一样，系统的复杂性仅限于我的能力
could clone basically and so we wanted to go make this happen and the typical
基本上可以克隆，所以我们想要实现这一点，典型的

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pass and the obvious path for us would have been to to go become a professor or
通过了，对我们来说显而易见的道路是成为一名教授或
do a post off become a professor and in fact that's usually how things are
成为一名教授后，事实上事情通常就是这样
presented to PhD students you know your options are academia or industry right
呈现给博士生，你知道你的选择是学术界还是工业界正确的
and I think that's really a false way of looking at things right really what I I
我认为这确实是一种错误的看待事物的方式
think it's a better way to think about is what is the problem you want to solve
认为这是一个更好的方式去思考你想要解决的问题是什么
and then go figure out the best way to solve it all right and so for us we knew
然后找出解决问题的最佳方法，所以对我们来说我们知道
that this is the problem we wanted to solve how are we gonna make this whole
这就是我们想要解决的问题 我们要如何使这一切变得完整
engineering biology thing happen right and you know we had toyed with the idea
工程生物学的事情发生得很好，你知道我们曾经考虑过这个想法
of starting a company you know Jason in particular had been interested in this
创办一家公司，你知道杰森对此特别感兴趣
for a couple years we even tried to enter the MIT hundred K competition it's
几年来我们甚至试图参加麻省理工学院的百公里竞赛
a startup competition that MIT runs every year we never made it past the
麻省理工学院每年举办的创业竞赛，我们从未通过
first round right they would always kick us out immediately and so we're like
第一轮他们总是会立即把我们踢出去，所以我们就像
okay this is probably not gonna work but then we had a conversation with this
好吧，这可能行不通，但后来我们对此进行了交谈

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fellow here this is Saul Griffith Saul was a graduate student a few years ahead
这位朋友，我是索尔·格里菲斯（Saul Griffith） 几年前，索尔是一名研究生
of us at the MIT Media Lab and when he and his buddies graduated they basically
我们在麻省理工学院媒体实验室，当他和他的朋友毕业时，他们基本上
started a company right they were like we have a lot of ideas for different
创办了一家公司，他们就像我们有很多不同的想法
cool technologies and they just started a little incubator and basically got
很酷的技术，他们刚刚启动了一个小孵化器，基本上得到了
some consulting gigs on the side to pay the bills as they sort of worked on
一些咨询工作兼职来支付他们工作时的账单
their company right and and the most useful piece of advice that Saul gave us
他们的公司是对的，也是索尔给我们的最有用的建议
at the time was you know when you're a graduate student or even a student
那时你知道你是研究生还是学生
coming out of undergrad you have the most amazing skill set for starting a
从本科毕业后，你拥有了开始创业的最惊人的技能
company which is that you know how to live cheap all right
是一家让你懂得如何过廉价生活的公司
this is the the the most the thing that can best qualify you for starting a
这是最能让你有资格开始创业的事情
company is if you can live on a small amounts of money all right because it
公司是如果你能靠少量的钱生活就可以了，因为它
means that by just bringing us a little bit of revenue
意味着只要给我们带来一点收入
or a little bit of money from whatever source you can sort of pay your bills
或来自任何可以支付账单的来源的一点钱
and keep going right and so what Saul said really resonated
继续往右走，所以扫罗所说的确实引起了共鸣
with us we had a lot of ideas of stuff we wanted to work on things we wanted to
我们对我们想要做的事情有很多想法

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do and we knew how to live cheap and we were willing to continue with living on
这样做，我们知道如何过便宜的生活，我们愿意继续生活
the cheap and so that was really the thing that clicked for us believe it or
便宜，所以这确实是让我们感兴趣的事情相信它或
not and that made us start ginko what as we said you know what we think it
不，这让我们开始 ginko 正如我们所说，你知道我们的想法
started up might be the best way to go tackle this problem so we're gonna start
启动可能是解决这个问题的最佳方法所以我们要开始
a company and we're gonna give ourselves a year to try to get it off the ground
一家公司，我们将给自己一年的时间来努力让它起步
um I think starting a company um the hardest thing is like figuring out how
嗯，我认为创办一家公司，最难的事情就是弄清楚如何
you start alright I think a lot of people thinking that maybe you need to
你开始吧，我想很多人都认为你可能需要
come up with some idea or hat or invent some technology that's certainly that
提出一些想法或帽子或发明一些技术
the common wisdom around MIT that you need to invent a technology you license
麻省理工学院的普遍智慧是，你需要发明一项获得许可的技术
it from MIT and then he goes race meant for money and that's the only way to
从麻省理工学院毕业，然后他去参加比赛是为了钱，这是唯一的方法
start a company others say oh no you should build a
创办一家公司别人说哦不你应该建立一个
prototype right it's cheap these days I built a prototype and then you know you
原型对吧，现在很便宜我做了一个原型，然后你就知道了
get some traction and go from there others think the first thing you need to
获得一些牵引力并从那里开始其他人认为你需要做的第一件事
do is raise some money and I'm here to tell you that these are none of these
要做的就是筹集一些资金，我来这里是为了告诉你，这些都不是

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things are the first step in starting a company in my opinion they're all wrong
在我看来，这些都是创办公司的第一步，但它们都是错误的
I actually think the most important thing you should think about if you're
事实上，我认为如果你是这样的话，你应该考虑的最重要的事情
gonna start a company is what is your mission right and believe it or not we
创办一家公司就是你的使命，不管你信不信我们
actually got this from a Harvard Business School case called building
实际上是从哈佛商学院的一个名为“建筑”的案例中得到的
your company's mission and basically what it talked about is how all the
贵公司的使命，基本上它所谈论的是如何
great technology companies all the ones that really change the world had a
所有真正改变世界的伟大科技公司都有一个
mission statement right they said they had a core thing and that that company
使命宣言正确，他们说他们有一个核心的东西，并且该公司
was trying to do that no matter what changed in the world no matter how their
无论世界发生什么变化，无论他们的情况如何，我都会努力做到这一点
business might change that mission always stayed the same right
业务可能会改变，使命始终保持不变，对吧
it's basically your compass for how you go forward and so we decided after
它基本上是你前进的指南针，所以我们决定
reading this that you know what we felt the same way we should have a mission
读到这里你知道我们的感受，就像我们应该有一个使命一样
for geeking and so we sat around at this
为了极客，所以我们坐在这附近
in a conference room in the Stata Center and I might
在斯塔塔中心的会议室里，我可能
this funky Giri building over there and we talked about what our mission should
那边有一座时髦的吉里大楼，我们讨论了我们的使命应该是什么

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be all right and we had lots of ideas about what our mission should be because
没关系，我们对我们的使命应该是什么有很多想法，因为
you know we were excited about engineering biology and so you know
你知道我们对工程生物学感到兴奋，所以你知道
maybe we want to make me democratize access to biotechnology make a show make
也许我们想让我民主化生物技术的获取
sure everyone has access to it maybe we just want to buy it you know
确保每个人都可以访问它也许我们只是想购买它你知道
maybe we want to solve the world's energy problems maybe want to do this
也许我们想解决世界能源问题也许想这样做
maybe we want to do that and we brainstormed what our mission should be
也许我们想这样做，并且我们集思广益，讨论了我们的使命应该是什么
for several hours and where we finally landed was that ginkgos mission was
我们花了几个小时，最后到达的地方是 ginkgos 的使命是
gonna be to make biology easier to engineer right now the important thing
现在最重要的是让生物学更容易设计
to understand about this mission is this is not what our business model is this
了解这个使命 这不是我们的商业模式
is not how we're gonna make money this is not a product we could sell this is
这不是我们赚钱的方式 这不是我们可以出售的产品 这是
what defined us of the company all right
是什么定义了我们公司？
and we had to be clear we had no product we had no technology we had no revenue
我们必须明确我们没有产品、没有技术、没有收入
we had no customers but we had this mission and we we said this is what's
我们没有客户，但我们有这个使命，我们说这就是
gonna be at the core of Ginkgo and then we're gonna go figure out everything
将成为 Ginkgo 的核心，然后我们将弄清楚一切
else after that and I truly believe that this is the most important thing to do
在那之后我真的相信这是最重要的事情
when you're starting your company for their first time because starting
当你第一次创办自己的公司时，因为
companies heart like I would actually never recommend that somebody become a
公司心里就像我实际上永远不会建议某人成为

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founder because it's really hard the only reason to start a company is if
创始人，因为这真的很难，创办公司的唯一原因是
there's a problem that you're passionate about that you want to solve you have a
有一个你热衷于解决的问题 你有一个
mission you want to go accomplish and this then you decide that starting a
你想要完成的任务然后你决定开始一个
company is the best way to go achieve that mission then you should become a
公司是实现这一使命的最佳途径，那么你应该成为一名
founder right because it's it's that mission it's that larger goal that gets
创始人是对的，因为这就是使命，就是更大的目标
you through the ups and downs of starting a company so for the first year
你经历了创办公司的起起落落，所以在第一年
we were basically virtual in 2008 we actually sort of squatted a MIT for the
2008 年我们基本上是虚拟的，我们实际上相当于抢占了 MIT 的
first year as we were just sort of trying to bring in enough money to just
第一年，因为我们只是想赚到足够的钱
pay ourselves and make a grad student stipend and during that time it was
支付我们自己并提供研究生津贴，在那段时间里
actually pretty convenient because it was 2008 it was the financial crisis so
其实很方便，因为那是2008年，当时正值金融危机，所以
it turned out that a lot of biotech companies were going out of business all
事实证明，很多生物技术公司都倒闭了
right it's a horrible time to raise money I'm
是的，现在是筹集资金的可怕时刻，我是
we didn't even try it bother to try to go talk to investors to give us money
我们甚至没有尝试去尝试与投资者交谈以给我们钱

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but even if we had I'm sure that they they would have said no because we had
但即使我们有，我相信他们也会拒绝，因为我们有
no product and no idea what our product should be
没有产品，也不知道我们的产品应该是什么
but what we knew is that we wanted to work on this mission to make biology
但我们知道的是，我们想要完成这项使命，让生物学成为可能
he's an engineer and we had ideas about what was gonna be necessary to achieve
他是一名工程师，我们对实现目标所必需的目标有想法
it right we had ideas about what were the important technologies to go develop
没错，我们对需要开发的重要技术有一些想法
and so during that year of basically being a virtual company we would go
所以在基本上成为一家虚拟公司的那一年我们会去
dumpster diving so anytime a biotech company would go out of business we'd go
垃圾箱潜水所以任何时候生物技术公司倒闭我们都会去
by and try to buy up their equipment for
并尝试购买他们的设备
10 cents on the dollar you know anything they were getting rid of we'd pick up
1 美元 10 美分，你知道他们扔掉的任何东西我们都会捡起来
and so this is our picture a picture of our first biology lab we basically put
这是我们的照片 我们基本上把第一个生物实验室的照片
together the holding for about a hundred
总共持有约一百个
and fifty thousand dollars or so give or take literally everything you see in
大约五万美元给予或拿走你所看到的一切
this picture was secondhand you know even the trash cans we like picked up
这张照片是二手的，你知道连我们喜欢的垃圾桶都捡起来了
for free from the company that was going out of business because we didn't want
因为我们不想要而倒闭的公司免费提供

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to spend money on trash gas MIT labs were were we're packing up and moving
花钱购买麻省理工学院实验室的垃圾气体，我们正在收拾行李并搬家
and so we'd go by and picked up their glassware and whatnot and sir like when
所以我们会去拿他们的玻璃器皿之类的东西，先生喜欢什么时候
people heard that we had done this they were dumbfounded right because the
人们听说我们做到了这一点，他们都惊呆了，因为
conventional wisdom certainly around at the time was that creating a biology lab
当时的传统观点肯定是创建一个生物实验室
of this kind cost at least a few million
这种至少要几百万
dollars right so the fact that we did it for an order of magnitude less was like
美元是对的，所以我们做的事情少了一个数量级，就像
crazy but it was how you know we we did what we had to do with the money we had
疯狂，但这就是你知道我们用我们拥有的钱做了我们必须做的事情
available to us right and so so this is how we got started it and for the next
我们可以使用，所以这就是我们开始的方式以及下一步的方式
few years we basically just looked for product market fit
几年来我们基本上只是寻找适合市场的产品
right we tried to make something that people wanted and the basic approach we
是的，我们试图做一些人们想要的东西，我们的基本方法是
took was for all intents and purposes using the scientific method we'd come up
采取的是使用我们提出的科学方法的所有意图和目的
with a hypothesis about what our business model should be it would have
假设我们的商业模式应该是什么
to be a business model that was aligned with our mission to make biology easier
成为一种与我们的使命相一致的商业模式，让生物学变得更容易

00:15
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to engineer and then we'd go talk to customers and see if they would actually
工程师，然后我们会去与客户交谈，看看他们是否真的愿意
like buy something from us and we went through a hypothesis after hypothesis be
就像从我们这里买东西一样，我们经历了一个又一个的假设
honest this took us about five years okay we're of just you know we'd bring
老实说，这花了我们大约五年的时间，好吧，我们只是你知道我们会带来
in like government grants and contracts to PayPal pay the bills so that we could
政府拨款和 PayPal 合同来支付账单，这样我们就可以
build out the technology we've made that platform sufficiently
充分构建我们已经打造的平台的技术
general that we knew it had apply to a lot of different problem areas and
一般而言，我们知道它适用于许多不同的问题领域，并且
markets and then we we basically followed all the steps in Steve blanks
市场，然后我们基本上遵循了 Steve Blanks 中的所有步骤
book for how to figure out a repeatable business model and so it wasn't really
关于如何找出可重复的商业模式的书，所以它并不是真的
until we signed our first customer and I think 2012 and then we started seeing
直到我们签下了第一个客户，我想是 2012 年，然后我们开始看到
multiple customers in 2013 that we really felt that hey maybe we actually
2013 年，我们真的有很多客户觉得，嘿，也许我们实际上
have something here and what we basically figured out was that there was
这里有一些东西，我们基本上发现有
a market around what we now call cultured ingredients so cultured
围绕我们现在所说的培养成分的市场

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ingredients are ingredients that are normally produced from plants plant
成分是通常由植物产生的成分
extracts right so they're things like rose fragrance or vitamins or flavors or
提取物正确，所以它们是玫瑰香精或维生素或香料或
sweeteners and whatnot these are all ingredients that show up in common
甜味剂等等这些都是常见的成分
household goods right things you buy on the supermarket shelves they're normally
家居用品就是你在超市货架上买的东西，它们通常是
extracted from plants but we could instead make them from yeast we could
从植物中提取，但我们可以用酵母来制造它们
basically brew them in a process not dissimilar from brewing beer and it
基本上酿造它们的过程与酿造啤酒没有什么不同
turned out much to our shock because we had no idea this market even existed
结果令我们震惊，因为我们根本不知道这个市场的存在
when we started all right that this turns out to be a pretty decent market
当我们开始时一切顺利，结果证明这是一个相当不错的市场
of about 3.5 billion dollars in plant extracts just in the raw materials alone
仅植物提取物的原材料就价值约 35 亿美元
and we basically figured out that hey there's an opportunity to replace those
我们基本上发现，嘿，有机会取代那些
plant extracts which normally take you know a multi-year growing cycle and have
植物提取物通常需要您了解多年的生长周期并具有
all sorts of supply chain issues with a five-day fermentation process you ain't
五天发酵过程中的各种供应链问题，你不是
using yeast and so this was our business model all right we started getting
使用酵母，所以这就是我们的商业模式，我们开始得到

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customers and was basically proved to ourselves we thought there was that
客户并且基本上向我们自己证明了我们认为存在这一点
there was actually a market there and so
那里实际上有一个市场，所以
on the back back of that we said for the first time after bein existence for
在我们存在之后第一次说
about five years that waiter actually raised money cuz we never really wanted
大约五年来，服务员实际上筹集了资金，因为我们从来没有真正想要过
to raise venture money before that because we didn't know what our business
在此之前筹集风险资金，因为我们不知道我们的业务是什么
model would be right and I think sometimes you hear about stories of you
模型是对的，我想有时你会听到关于你的故事
know investors and founders at odds with each other over the future of the
了解投资者和创始人在公司的未来问题上存在分歧
company and I think a lot of that strife and tension too can often come from the
公司，我认为很多冲突和紧张也往往来自于
fact that you're sometimes you know when you pitch
事实上，有时你在推销时就知道
an investor and you raise money you don't necessarily know what your actual
一个投资者，当你筹集资金时，你不一定知道你的实际情况
product should be you might be haven't yet achieved that park the product
产品应该是您可能尚未实现的产品
market fit and so you have to change course and the investor may or may not
市场适合，所以你必须改变方向，投资者可能会也可能不会
agree with how you're changing course right and so we we very deliberately
同意你如何正确改变路线，所以我们非常刻意
waited until we felt we had a very clear picture of where we're going what our
等到我们觉得我们对我们要去的地方有一个非常清晰的了解
market was B what our customers look like and they even had traction was with
市场就是我们的客户的样子，他们甚至有吸引力

00:18
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customers and that's how and then in 2014 we joined YC and then coming out of
客户就是这样，然后在 2014 年我们加入了 YC，然后退出了
YC we were able to raise about a nine million dollar series a and then more
YC 我们能够筹集到大约 900 万美元的 A 系列资金，然后更多
recently a forty five million dollar series B so that's sort of our story in
最近，我们完成了 4500 万美元的 B 轮融资，这就是我们的故事
a nutshell I wanted to take the last few
简而言之，我想拿最后几个
minutes to talk about a slightly related topic that I've been thinking about a
花几分钟时间谈论一个我一直在考虑的稍微相关的话题
lot and that's one of diversity this has come up recently for us because we've
很多，这是我们最近出现的多样性之一，因为我们已经
basically been doing a lot of hiring right since our series B so we were
自从我们 B 系列以来，我们基本上一直在进行大量招聘，所以我们
about 35 people or so when we closed our Series B and have have roughly doubled
当我们结束 B 轮融资时，大约有 35 人，人数大约增加了一倍
or so since that time and it's interesting because this wasn't a topic
大概从那时起，这很有趣，因为这不是一个话题
I explicitly thought about a lot prior to the prior to just recently um in some
在最近之前，我明确地思考了很多，嗯，在一些方面
sense it's a tough one to think about and as a female founder because in some
作为一名女性创始人，我觉得这是一个很难思考的问题，因为在某些方面

00:19
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sense I'm already breaking the mold right I'm a female founder most
感觉我已经打破了常规，我是一位女性创始人
technology companies are I don't have necessarily much female representation
科技公司中女性代表性并不多
but I think it's also one that's very important to talk about because if you
但我认为这也是一个非常重要的话题，因为如果你
look at our stats we actually have pretty similar pathetic stats when it
看看我们的统计数据，我们实际上有非常相似的可怜的统计数据
comes to female representation as to most technology companies right we're
谈到大多数科技公司的女性代表性，我们是这样的
right around 27 percent pre 2015 and actually we found when we when we
2015 年之前大约为 27%，实际上我们发现当我们
finally looked at this just recently in the past few months that after we raised
在我们提出之后的几个月里，最近终于看到了这个
our Series B and started hiring people our percentage actually went down when
我们的 B 系列并开始招聘人员时，我们的百分比实际上下降了
it came to our job offers right so once we started ramping up our hiring we were
这涉及到我们的工作机会，所以一旦我们开始加大招聘力度，我们就
actually seeing a drop-off and honestly when I saw this I was like kind of
实际上看到了下降，说实话，当我看到这个时，我就像是
ashamed right um you know what am I doing here and it's an it's an
很羞愧，嗯，你知道我在这里做什么，这是一个

00:20
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interesting tension right because on one hand you know you go and gingko is not
有趣的紧张感，因为一方面你知道你会去，而银杏不会
yet a sustainable business I'll confess right we still have a lot of a long road
但我承认，这是一个可持续发展的业务，我们还有很长的路要走
ahead of us but and so our top priority has to be making it go into a
摆在我们面前，但我们的首要任务必须是让它进入
sustainable business but at the same time if we actually succeed and do what
可持续发展的业务，但同时如果我们真正成功并做了什么
we want if we actually become the Intel biology like I want for us if we look
如果我们真的成为像我希望的那样的英特尔生物学，我们希望如果我们看看
like just every other technology company with a pathetic representation of women
就像其他所有女性代表性可悲的科技公司一样
and underrepresented minorities and other underrepresented groups that would
以及代表性不足的少数群体和其他代表性不足的群体
kind of suck to be honest um and so it's one that I'll confess folks on our team
老实说，这有点糟糕，所以我要向我们团队的成员们坦白这一点
actually raised in the past few months and so we started just talking about it
实际上是在过去几个月里筹集的，所以我们开始谈论它
internally at ginkgo you know what should a diversity
在 ginkgo 内部，你知道多样性应该是什么
initiative look like what was realistic for a company of our size right because
对于我们这种规模的公司来说，这一举措看起来很现实，因为
usually this is not something you talk about until you're much much bigger than
通常这不是你谈论的事情，直到你比
us and so it's been a hard one for me to
我们，所以这对我来说是一件很难的事
wrap my head around to be honest because I care about this I want
说实话，我很关心这个，因为我想要

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ginko to have a diverse workforce I believe that we will be stronger for it
ginko 拥有多元化的员工队伍 我相信我们会因此变得更加强大
but at the same time I'm very cognizant of the fact that we have a lot of work
但同时我也非常清楚我们还有很多工作要做
to do in terms of turning ginkgo into a sustainable business and what I finally
将银杏转变为可持续发展的业务以及我最终要做的事情
finally sort of reconcile all these conflicting thoughts in my head is is
最终调和我脑海中所有这些相互冲突的想法是
actually inspired to somewhat by this movie so my husband Barry who's also one
实际上受到这部电影的启发，所以我的丈夫巴里也是其中之一
of my co-founders made me watch this movie and Moneyball is basically about
我的联合创始人让我看这部电影，《点球成金》基本上是关于
the Oakland A's and how they were able to build a baseball team that did quite
奥克兰运动家队以及他们如何能够组建一支表现出色的棒球队
well with a like a crazy low spend on their team all right and so what they
好吧，他们的团队支出疯狂低，所以他们怎么办？
basically did is systematically looked for people who were for baseball players
基本上所做的是系统地寻找棒球运动员的人
who were being undervalued right this is sabermetrics right that that they
谁被低估了，这就是军刀计量学，他们
applied and and then they would recruit those folks and they built a pretty
申请，然后他们会招募这些人，他们建立了一个漂亮的
awesome baseball team out of these folks
这些人中很棒的棒球队
who are being systematically undervalued
谁被系统性地低估

00:22
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by the bye-bye baseball teams in general and it seems to me that this might be a
一般来说，再见棒球队，在我看来，这可能是一个
way to be thinking about diversity and a way to reconcile my twin goals of
思考多样性的方式以及调和我的双重目标的方式
wanting to build a sustainable company but also ensure that ginkgo has a
想要建立一家可持续发展的公司，同时也确保银杏拥有
diverse workforce in the long run which is that frankly speaking the end the
从长远来看，劳动力多元化，坦率地说，最终的结果是
fact the very fact that there is such a significant under-representation of
事实上，事实上，存在如此严重的代表性不足
women and various minority groups in technology in biotechnology
生物技术领域的妇女和各种少数群体
suggests to me that they're probably being systematically undervalued right
向我表明它们可能被系统性地低估了，对吧
by the marketplace and systematically undervalued by other companies so if we
被市场低估并被其他公司系统性低估，所以如果我们
can make gingko a place where these folks want to work
可以让银杏成为这些人想要工作的地方
and that's a competitive edge relative to our other other companies all right
相对于我们其他公司来说，这是一个竞争优势
and so I don't have much more for you than this except that it's something
所以我没有比这更多的东西给你了，除了它是一些东西
that I think is an interesting thing to think about it's something that most
我认为这是一件有趣的事情
companies wait to think about until they're much bigger than we are but
公司要等到比我们大得多时才考虑，但是
we're hoping that by thinking about it early when we're when frankly just a
我们希望当我们坦白地说只是一个人时就尽早考虑这个问题

00:23
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small number of hires can radically change our stats maybe we can do
少量员工可以从根本上改变我们的统计数据也许我们可以做到
something about this now rather than later and maybe it'll
现在就做一些事情，而不是以后，也许会
even give us a competitive edge one thing that's been a little promising to
甚至给我们带来竞争优势，这是一件有点有希望的事情
me is even just since we started having the conversation over the last you know
我什至从我们上次开始谈话开始你就知道了
three three to six months our numbers have improved a little bit but I don't
三、三到六个月我们的数字有所改善，但我没有
yet know if this is real or if this is just a you know law of small numbers
但知道这是否是真实的，或者这只是一个你知道的小数定律
issue but we'll see so I just wanted to raise this as something to think about
问题，但我们会看到所以我只是想提出这个问题来思考
as you all go off and start your own companies
当你们都离开并创办自己的公司时