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| okay we're live hi my name is Eric I'm the course facilitator at startup school | |
| 好的，我们开始了嗨，我叫埃里克，我是创业学校的课程辅导员 | |
| hi I'm Michael I'm a partner at Y Combinator and help her yeah our | |
| 嗨，我是 Michael，我是 Y Combinator 的合伙人，帮助她，是的，我们的 | |
| volunteer today to help answer your questions so thanks very much for | |
| 今天自愿帮助回答您的问题，非常感谢 | |
| joining in we've got a bunch of questions that people asked about MVPs | |
| 加入我们后，我们收到了人们提出的一系列有关 MVP 的问题 | |
| on the forum we're planning to spend a couple minutes just answering each one | |
| 在论坛上，我们计划花几分钟来回答每个问题 | |
| and really trying to dive in and give some give some advice tailored | |
| 并真正尝试深入研究并给出一些量身定制的建议 | |
| specifically to the syrup so it's just let's do it yeah first question from | |
| 特别是糖浆所以我们就这样做是的第一个问题 | |
| Luke at Zeff Zephyrus zephyrus is an analytics platform for competitive | |
| Zeff Zephyrus 的 Luke zephyrus 是一个竞争分析平台 | |
| gamers that provides users with game specific tools and data to help analyze | |
| 游戏玩家为用户提供游戏特定工具和数据以帮助分析 | |
| track improve their performance well let's start with the one-liner I I | |
| 跟踪提高他们的表现 让我们从一句台词开始 I I | |
| thought it was pretty clear I kind of knew what it was I'm from the space it's | |
| 我认为这很清楚我知道那是什么我来自它所在的空间 | |
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| not the sexiest one layer in the world but it definitely accomplished the goal | |
| 虽然不是世界上最性感的一层，但它确实实现了目标 | |
| of me having a good picture yeah it does I kind of nodding my head and I | |
| 我有一张好照片是的，我有点点头，我 | |
| understand where this is going that's like a a - for sure yeah | |
| 明白这是怎么回事，就像一个 - 当然是的 | |
| it currently is focused on Starcraft - awesome | |
| 它目前专注于星际争霸 - 太棒了 | |
| consumers expect more than a scrappy MVP if there are existing products in the | |
| 如果市场上有现有产品，消费者期望的不仅仅是一个斗志旺盛的 MVP | |
| space - advice for MVPs entering the space with existing developed | |
| 空间 - 对 MVP 进入现有已开发空间的建议 | |
| competitors so that that was the funny bit because I felt like the first | |
| 竞争对手，这很有趣，因为我觉得自己是第一个 | |
| sentence in that should have been the paragraph do consumers expect more than | |
| 其中的句子应该是消费者期望的段落 | |
| a scrappy MVP if their other example that's the question and the answer is | |
| 如果他们的另一个例子就是问题和答案，那么他就是一个斗志旺盛的 MVP | |
| hopefully no because it's a start-up your ability to build more than a | |
| 希望不是，因为这是一家初创公司，你有能力打造更多的产品 | |
| scrappy MVP is very challenging I would say that if I go back to the to the | |
| 斗志旺盛的 MVP 非常具有挑战性，我想说，如果我回到过去 | |
| justin.tv days like if you can find a small population of people that have | |
| justin.tv 的日子就像你能找到一小部分人一样 | |
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| enough of a problem that the other folks aren't solving that they're willing to | |
| 其他人没有解决但他们愿意解决的问题已经够多了 | |
| use something that's pretty bad that's a very good sign if the only way | |
| 使用一些非常糟糕的东西，这是一个非常好的迹象，如果唯一的方法 | |
| you can find any group of users even ten even 100 who love you | |
| 你可以找到任何一群爱你的用户，甚至十个甚至一百个 | |
| to have a very polished product that's not a good sign that's actually a good | |
| 拥有一个非常精致的产品，这不是一个好兆头，实际上是一个好兆头 | |
| sign that the other folks are doing a really good job yeah that the products | |
| 表明其他人做得非常好，是的，产品 | |
| work yeah so one of the hacks that I like to use at this stage is to actually | |
| 工作是的，所以我在这个阶段喜欢使用的技巧之一是实际上 | |
| layer the MVP on to the existing product so for example if there's already some | |
| 将 MVP 分层到现有产品上，例如，如果已经有一些 | |
| software that your users know you're like the people in the community are | |
| 您的用户知道您就像社区中的人一样的软件 | |
| already using to track their competitive Starcraft 2 analysis what you could | |
| 已经用它来跟踪他们的星际争霸 2 竞争分析，你可以做什么 | |
| consider doing is actually like building | |
| 考虑做实际上就像建造 | |
| say like a Chrome extension that sits on top of the other products and just | |
| 就像一个位于其他产品之上的 Chrome 扩展一样 | |
| overlays the extra data because you're really like the goal of any good MVP is | |
| 覆盖额外的数据，因为你真的很喜欢任何优秀 MVP 的目标 | |
| to fist it is to test your hypothesis is | |
| 拳头是为了检验你的假设 | |
| what you're making like important enough for people to care about like will they | |
| 你所做的事情足够重要，人们会像他们一样关心 | |
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| actually care that you're building it and so you want to do that with like the | |
| 实际上关心你正在构建它，所以你想用像 | |
| least amount of effort and if there's already existing good products like it's | |
| 最少的努力，如果已经有像这样的好产品 | |
| possible that you may find the users of those products pretty easily and you can | |
| 您可能很容易找到这些产品的用户，并且您可以 | |
| like build that little little bit that's that's special to you there you go yeah | |
| 就像构建对你来说很特别的一点点，你就可以了是的 | |
| number two cool next up is from plumbing at flat row or flat row we automate | |
| 接下来第二个很酷的是来自平排或我们自动化的平排管道 | |
| billing customer care and maintenance for property managers ok the only thing | |
| 向物业经理收取客户服务和维护费用是唯一的事情 | |
| that's confusing to me is that I thought that property managers do billing | |
| 让我感到困惑的是，我认为物业经理负责计费 | |
| customer care maintenance so are you replacing property managers is it | |
| 客户服务维护所以你要更换物业经理是吗 | |
| software for property managers yeah or is it like the billing of property | |
| 物业经理的软件 是的，还是像物业账单一样 | |
| managers yeah so maybe a bit of clarification maybe a bit like I would I would | |
| 经理是的，所以也许需要一些澄清，也许有点像我会的那样 | |
| probably just start off by we make software for product map for property | |
| 可能只是从我们为财产的产品地图制作软件开始 | |
| managers we help them automate billing customer care and maintenance of their | |
| 经理，我们帮助他们自动化计费客户服务和维护 | |
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| properties something yeah yeah if it's a tool part managers are using to be more | |
| 属性有些东西是的，如果它是零件经理使用的工具，则更多 | |
| efficient than not to be more clear in the up front and maybe even speaking to | |
| 事先说得更清楚，甚至可能与他们交谈，这比不更有效 | |
| how much more efficient does that mean the typical property manager can go from | |
| 这意味着典型的物业经理可以提高多少效率 | |
| managing one property to five or from five to fifteen yeah like what that | |
| 管理一处房产到五处，或者从五处到十五处，是的，就像那样 | |
| what's the value prop that you're offering to them yeah I'm not a property | |
| 你向他们提供的价值支柱是什么，是的，我不是财产 | |
| manager we didn't get it right off though I mean | |
| 经理，但我的意思是我们没有立即得到它 | |
| like I can't visualize the pain though I'm sure there's Rangers so we are | |
| 虽然我确信有流浪者队，但我无法想象那种痛苦，所以我们是 | |
| currently starting with a few clients and are basically tailoring our service | |
| 目前从一些客户开始，基本上正在定制我们的服务 | |
| then cool how do we avoid the trap of making our service too specific and how | |
| 那么很酷的是，我们如何避免让我们的服务过于具体的陷阱以及如何 | |
| do we balance between the requirements of a few clients with the need to build | |
| 我们是否在少数客户的需求与构建需求之间取得平衡？ | |
| a platform that is more Universal so I kind of think that like when I see a | |
| 一个更通用的平台，所以我觉得就像当我看到一个 | |
| start-up like this I really have this basic question which is are you going | |
| 像这样的初创公司我真的有一个基本问题，那就是你要去吗？ | |
| into this space with knowledge of the space like were you a previous property | |
| 进入这个空间并了解该空间，就像您以前是房产一样 | |
| manager if so you should have a lot of insights and the types of problems that | |
| 经理如果是的话，你应该有很多见解以及问题的类型 | |
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| are general that can be applied across the industry and so you should have a | |
| 是通用的，可以应用于整个行业，所以你应该有一个 | |
| lot of insights on what your initial product should be sub a set B if you're | |
| 关于您的初始产品应该属于 B 组的很多见解（如果您是） | |
| coming into this with little personal experience you think there's an | |
| 在没有多少个人经验的情况下进入这个领域，你认为有一个 | |
| opportunity here but you kind of don't know what it is I don't know any I this | |
| 这里有机会，但你有点不知道这是什么，我对此一无所知 | |
| is your problem and like I don't know a clever way of avoiding it just learning | |
| 是你的问题，就像我不知道一个聪明的方法来避免它只是学习 | |
| the business means you're gonna be building a lot of features that probably | |
| 这项业务意味着您将构建许多可能的功能 | |
| are not generally applicable and that's the cost of learning about this business | |
| 并不普遍适用，这就是了解这项业务的成本 | |
| so my mind like if you already know about the business use your gut if | |
| 所以我的想法是，如果你已经了解这项业务，请用你的直觉 | |
| someone asks you to build something that like your experience tells you is not | |
| 有人要求你建造一些东西，但你的经验却告诉你不是这样的 | |
| general great don't do it if not consider the first five customers as you | |
| 一般来说，如果不考虑前五个客户，就不要这样做 | |
| just getting an education on the industry and it might be a very | |
| 只是接受有关该行业的教育，这可能是一个非常好的机会 | |
| expensive one that's fine for the case of someone who's coming into the | |
| 昂贵的，适合即将进入的人的情况 | |
| industry that they're not already a participant of some of the like some of | |
| 他们还不是某些类似行业的参与者 | |
| the best founders that I've seen they just immerse themselves in it like for | |
| 我见过的最好的创始人他们只是沉浸在其中 | |
| example they may actually become absolutely manager like they may | |
| 例如，他们实际上可能会像他们一样成为绝对的经理 | |
| volunteer or they just like go and say I'm gonna help you run your business for | |
| 志愿者或者他们只是喜欢说我会帮助你经营你的生意 | |
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| like a week or two I think like that would be great | |
| 大约一两周我想那样就很好了 | |
| yeah even if I mean if you are a property manager yourself you don't | |
| 是的，即使我的意思是，如果您自己是物业经理，您也不会 | |
| necessarily have to do that because hopefully that's yeah why we're starting | |
| 必须这样做，因为希望这就是我们开始的原因 | |
| this company that seems like an even better offer than giving them software | |
| 这家公司似乎比给他们提供软件更好的报价 | |
| it'd be like hey I'll just do some of your work for you so I can learn one of | |
| 就像嘿，我会为你做一些你的工作，这样我就可以学习其中之一 | |
| the things that I learned from kind of like to this to this question of like | |
| 我从类似的问题中学到的东西 | |
| how do you prioritize prioritize features I always like try to | |
| 你如何优先考虑我总是喜欢尝试的功能 | |
| as I'm doing user interviews or talking to initial users I really try to find | |
| 当我进行用户访谈或与初始用户交谈时，我真的试图找到 | |
| pain points that people are already trying to solve so for example like if | |
| 人们已经在尝试解决的痛点，例如，如果 | |
| you're talking to property managers and they're totally comfortable doing all | |
| 您正在与物业经理交谈，他们非常乐意做所有事情 | |
| the books by themselves like they just have like their weekly like hour that | |
| 这些书本身就像他们每周的时间一样 | |
| they spend doing all this that might not actually be the right place to start | |
| 他们花了很多时间做这一切，但实际上可能不是正确的起点 | |
| with maybe maybe you could start with like are they are they actively | |
| 也许你可以从他们是否积极开始 | |
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| experimenting and trying other tools are they have they tried like a competitor | |
| 尝试和尝试其他工具，他们是否像竞争对手一样尝试过 | |
| product those are usually the problems that I like to start with because like | |
| 产品这些通常是我喜欢开始解决的问题，因为喜欢 | |
| the person's already trying to find a solution so they're primed when you come | |
| 这个人已经在尝试寻找解决方案，所以当你来时他们已经做好了准备 | |
| to talk to them like to be excited and to try it versus you having to like | |
| 与他们交谈喜欢感到兴奋并尝试而不是你必须喜欢 | |
| pitch them hard and like changing their entire business workflow or whatever | |
| 大力推销他们，喜欢改变他们的整个业务工作流程或其他什么 | |
| yeah I think we see the opposite of a lot where somebody says if something's | |
| 是的，我认为我们看到了与很多人说的相反的情况 | |
| being undone on paper there is a business in putting it into the computer | |
| 在纸上撤销后，将其放入计算机中是有生意的 | |
| and like by nature of the fact that it's being done on paper you could build a | |
| 就像它是在纸上完成的事实一样，您可以构建一个 | |
| billion dollar company bringing to the computer and that's actually not true | |
| 价值数十亿美元的公司将计算机引入计算机，但事实并非如此 | |
| like there are some things that done on paper that are not broken | |
| 就像有些在纸上完成的事情并没有被破坏 | |
| that's like build it and they'll come then yeah yeah so really works all right | |
| 就像建造它然后他们就会来是的，所以真的很好用 | |
| what's next how do you okay we're asking | |
| 下一步你好吗我们问 | |
| and answering questions from sky who has started fridge worthy let's see what's | |
| 并回答来自天空的问题，谁已经开始使用冰箱了，让我们看看有什么 | |
| fridge where should we use first they did with young maybe will be your | |
| 冰箱我们应该先用在哪里，他们对年轻人做的也许会是你的 | |
| 00:08 | |
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| initial users ok fridge worthy a social network where people share their | |
| 最初的用户认为冰箱值得建立一个人们分享他们的社交网络 | |
| accomplishments well sounds good for Ivy Leaguers you mean like LinkedIn people | |
| 对于常春藤联盟成员来说，成就听起来不错，比如 LinkedIn 的人 | |
| are using LinkedIn more as a social network yeah things were they there's | |
| 更多地使用 LinkedIn 作为社交网络 是的，他们就在那里 | |
| just an urban I'm trying to see if there's like a website no website yeah | |
| 只是一个城市 我想看看是否有一个网站 没有网站 是的 | |
| okay how do you launch an MVP of user generated a user-generated content | |
| 好的，如何启动用户生成的用户生成内容的 MVP | |
| platform if I make an MVP with minimal content users will probably leave since | |
| 如果我用最少的内容创建 MVP，用户可能会离开这个平台 | |
| there's not too much to consume so the classic answer to this is one does your | |
| 没有太多可以消耗的，所以这个问题的经典答案是你的 | |
| platform have a lot of replay value is there any reason why I should come back | |
| 平台有很多重玩价值 我有什么理由应该回来 | |
| daily or weekly I think that that's a really important question ask | |
| 每天或每周我认为这是一个非常重要的问题 | |
| because even if you get a lot of people if there's no reason for them to come | |
| 因为即使你有很多人，如果他们没有理由来的话 | |
| back it doesn't really matter I think - is there a smaller community that if | |
| 回来，我认为这并不重要 - 是否有一个较小的社区，如果 | |
| that community was using a product they would find it useful even if others | |
| 该社区正在使用一种他们会发现它有用的产品，即使其他人 | |
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| weren't the classic I guess now old example of this was Facebook at Harvard | |
| 这不是经典，我想现在最古老的例子是哈佛大学的 Facebook | |
| like as long as the Harvard kids were using it or even a class even just one | |
| 就像哈佛的孩子们在使用它，甚至是一堂课，哪怕只有一个课 | |
| of the grades in Harvard was using the product it was useful and so therefore | |
| 哈佛的成绩正在使用该产品，它很有用，因此 | |
| they didn't need to have millions of users day one | |
| 他们不需要第一天就拥有数百万用户 | |
| literally users of the order of like a couple thousand was very useful so the | |
| 从字面上看，大约几千个用户非常有用，因此 | |
| way that I'd be thinking about this question is one how frequent do I get | |
| 我思考这个问题的方式是我多久会遇到一次 | |
| value out of it if it's not that frequent is there any value on creating | |
| 如果不是那么频繁，那么创造价值是否有任何价值 | |
| - is there a smaller population of people who can find this useful even if | |
| - 是否有少数人会发现这很有用，即使 | |
| all our friends aren't using it and those people might use it like have the | |
| 我们所有的朋友都没有使用它，而那些人可能会像拥有 | |
| problem or whatever on a more regular basis so they'll be like participating | |
| 定期解决问题或其他问题，这样他们就会喜欢参与 | |
| more so start with like a focus smaller group I think there's always you know | |
| 更重要的是从一个焦点小组开始我认为你总是知道 | |
| tricks of the trade like generate them yourself a lot of the best user | |
| 行业技巧，比如自己生成很多最好的用户 | |
| generated content networks like 9gag which is now this like massive meme meme | |
| 生成了像 9gag 这样的内容网络，现在就像是巨大的模因模因 | |
| website was started by like scraping memes from other sites that's not that | |
| 网站是通过从其他网站抓取模因来启动的，但事实并非如此 | |
| 00:10 | |
| 00:10 | |
| shouldn't be something too too crazy to think about reddit same story in the | |
| 不应该是太疯狂的事情，以至于无法在 Reddit 上思考同样的故事 | |
| early days Sachs Amster um so like in this case if you're talking like if | |
| 早期萨克斯·阿姆斯特（Sachs Amster）嗯，就像在这种情况下，如果你说的是如果 | |
| you're building a network for people sharing their accomplishments you could | |
| 你正在建立一个网络，让人们分享他们的成就 | |
| look to where people are already sharing | |
| 看看人们已经分享过的地方 | |
| this and like prime prime it by grabbing the accomplishments like for example if | |
| 这和像prime prime一样，通过获取成就来完成，例如如果 | |
| someone's tweet like if you're trying to like get an someone who's already on | |
| 某人的推文，例如您想点赞某个已经上线的人 | |
| Twitter on to your platform you could potentially like go through each | |
| Twitter 到您的平台，您可能会喜欢浏览每个内容 | |
| person's Twitter account and scrape their the things that they're proud of | |
| 某人的 Twitter 帐户并抓取他们引以为豪的东西 | |
| crunch page is actually interesting example of this before people cared | |
| 在人们关心之前，紧缩页面实际上是一个有趣的例子 | |
| about their approach phrase profile TechCrunch just built the profiles on | |
| 关于他们的方法短语简介 TechCrunch 刚刚构建了这些简介 | |
| CrunchBase yeah if I'm media reports and | |
| CrunchBase 是的，如果我是媒体报道的话 | |
| it was media reports and so and so forth and after a while people cared about | |
| 这是媒体报道等等，过了一段时间人们就关心了 | |
| their profile and so they tried to keep it updated and when I'm thinking more | |
| 他们的个人资料，所以他们试图保持更新，当我想更多的时候 | |
| about this problem like it's true like we have a lot like one github we're on | |
| 关于这个问题，就像我们有很多类似的 github 一样 | |
| like dribble there's all these different | |
| 就像运球一样，有很多不同 | |
| platforms that people may participate in so that's us I mean that's a service | |
| 人们可以参与的平台，这就是我们，我的意思是这是一项服务 | |
| 00:11 | |
| 00:11 | |
| right there like not how generate your own page yeah cool | |
| 就在那里，不像如何生成自己的页面，很酷 | |
| next up Dennis at swish swish swish swish technologies we're building the | |
| 接下来丹尼斯在 swish swish swish swish 技术我们正在构建 | |
| self-driving cars for ride-sharing and retirement communities and for schools | |
| 用于拼车、退休社区和学校的自动驾驶汽车 | |
| in the US okay so I'm imagining like club cars or whatever got down please | |
| 在美国，好吧，所以我想象像俱乐部车或其他什么东西下来 | |
| share some of your advice for founders like us with a product that can take a | |
| 与像我们这样的创始人分享一些您对可以接受的产品的建议 | |
| very long time to launch how do we get users even before we launch how can we | |
| 发布时间很长，在发布之前我们如何吸引用户 | |
| generate sales even before we launch so I deal with a lot of companies you seen | |
| 甚至在我们推出之前就产生了销售，所以我与你见过的很多公司都有业务往来 | |
| a lot of this we hope they like 25 companies that are all you know working | |
| 其中很多我们希望他们喜欢 25 家你所知道的公司 | |
| their way through the FDA process and we've also funded a lot of like | |
| 他们通过 FDA 流程，我们也资助了很多类似的项目 | |
| supersonic aircraft companies that will probably take a little while for launch | |
| 超音速飞机公司可能需要一段时间才能推出 | |
| so this is like this hands-on I mean Guardian self-driving car companies in | |
| 所以这就像这样的实践 我的意思是卫报自动驾驶汽车公司 | |
| fact probably we follow this exact idea yeah so there's a couple different | |
| 事实上，我们可能遵循这个确切的想法，是的，所以有几个不同的 | |
| 00:12 | |
| 00:12 | |
| there's a couple different ways that you can go with this I'd say that in in | |
| 有几种不同的方法可以解决这个问题，我想说的是 | |
| areas where there's like the possibility | |
| 有可能的领域 | |
| for harm or there's like safety concerns you have to be extremely careful about | |
| 为了避免伤害或存在类似的安全问题，您必须非常小心 | |
| what you consider an MVP in any way that can actively like harm somebody so that | |
| 你所认为的 MVP 会以任何方式积极地伤害某人，以便 | |
| having been said we have had companies test smaller versions of what they're | |
| 话虽如此，我们已经让公司测试了他们的较小版本 | |
| like smaller versions of their larger vision with kind of off-the-shelf | |
| 就像他们更大的愿景的更小的版本，带有某种现成的 | |
| technology some of the best hardware companies that I've worked with even | |
| 技术 我曾经合作过的一些最好的硬件公司 | |
| though they now make their own hardware and they they build a bunch of custom | |
| 尽管他们现在制造自己的硬件并且他们构建了一堆定制的 | |
| stuff they started using they started by using off-the-shelf systems like | |
| 他们开始使用的东西他们首先使用现成的系统，例如 | |
| raspberry pies cameras just existing technology and put them together in | |
| 树莓派相机只是现有技术并将它们组合在一起 | |
| 00:13 | |
| 00:13 | |
| interesting kind of normal ways so in this case like there is | |
| 有趣的正常方式所以在这种情况下就像有 | |
| now you know more and more kind of off-the-shelf tech that you could use to | |
| 现在你知道越来越多的现成技术可以用来 | |
| craft together a like a rudimentary self-driving car | |
| 一起制作像一辆基本的自动驾驶汽车 | |
| I think we're getting back to like I guess like why we work on MVPs one | |
| 我想我们又回到了为什么我们要致力于 MVP 的话题 | |
| reason we do is to actually validate that people want this | |
| 我们这样做的原因是为了真正验证人们想要这个 | |
| the second reason we work on MVPs is to demonstrate that we as founders have the | |
| 我们致力于 MVP 的第二个原因是为了证明我们作为创始人拥有 | |
| skills and capabilities to like to that kind of like take the problem from just | |
| 喜欢那种喜欢的技能和能力，把问题从简单的角度解决 | |
| an idea to an actual implementation even if that implementation is not the like | |
| 实际实现的想法，即使该实现并不相似 | |
| long vision of this so in this case it's | |
| 对此有长远的眼光，所以在这种情况下 | |
| very easy to have the idea to say I want to build like a self-driving car or | |
| 很容易有想法说我想建造一辆自动驾驶汽车或 | |
| something like that but it's but there's like a huge gap there's a huge discrete | |
| 类似的东西，但确实有一个巨大的差距，有一个巨大的离散 | |
| bump between people who have the idea for self-driving car and people who have | |
| 有自动驾驶汽车想法的人和有自动驾驶汽车想法的人之间的碰撞 | |
| 00:14 | |
| 00:14 | |
| like built something that resembles it so in this case like building something | |
| 就像建造了一些类似的东西所以在这种情况下就像建造了一些东西 | |
| that demonstrates your capability could separate you dramatically from the pack | |
| 证明你的能力可以让你从人群中脱颖而出 | |
| so we've had companies that are now off building like embark which builds | |
| 所以我们有一些公司现在正在建设中，比如 Board 正在建设 | |
| self-driving trucks like literally they're running on the streets in the | |
| 自动驾驶卡车就像在美国的街道上行驶一样 | |
| highways in Nevada they started with a cop car yeah I think like at demo day | |
| 内华达州的高速公路他们从一辆警车开始是的，我想就像在演示日一样 | |
| they had a golf cart that they rigged up with like six cameras I don't even know | |
| 他们有一辆高尔夫球车，上面安装了六个摄像头，我什至不知道 | |
| if it was autonomous it might have just been remotely driven or something like | |
| 如果它是自主的，它可能只是远程驾驶或类似的东西 | |
| that there's a great there's a great like comic on how to build an MVP and it | |
| 有一部很棒的漫画，讲述了如何打造 MVP，它 | |
| literally is someone building a car but the first step is building like a | |
| 从字面上看，就是某人制造汽车，但第一步是像汽车一样建造 | |
| skateboard and then you build a bicycle and then you build a car so you can | |
| 滑板，然后你制造一辆自行车，然后你制造一辆汽车，这样你就可以 | |
| apply the same logic here that like if you're trying to figure out how to build | |
| 在这里应用相同的逻辑，就像你试图弄清楚如何构建一样 | |
| something that's autonomous that works in these communities maybe you start | |
| 一些在这些社区中起作用的自主的东西也许你会开始 | |
| with like an autonomous wheelchair right like you just create like or one of | |
| 就像自动轮椅一样，您只需创建类似或其中之一 | |
| 00:15 | |
| 00:15 | |
| those personal mover things right you start with that and it still kind of | |
| 那些个人搬家的事情是对的，你从那开始，它仍然有点 | |
| accomplishes the first the overall goal of making something that's for | |
| 实现了第一个总体目标，即制作适合的东西 | |
| retirement communities for example but much safer much cheaper and that | |
| 例如退休社区，但更安全、更便宜，而且 | |
| actually sounds like kind of a cool idea maybe Segen or not at all | |
| 实际上听起来像是一个很酷的主意，也许是Segen，或者根本不是 | |
| the couple of parts of this question how do we generate sales before we launch I | |
| 这个问题的两个部分是我们如何在推出之前产生销售 | |
| actually think that that is sales are hard generating letters of intent or | |
| 实际上认为销售很难产生意向书或 | |
| agreements to pilot you shouldn't be very hard if there's a lot of demand for | |
| 如果有很多需求，试点协议应该不会很难 | |
| this sort of thing so being able just to get your customer to sign anything even | |
| 这类事情所以能够让你的客户签署任何东西 | |
| if doesn't have a price on it is evidence that you can sell to an | |
| 如果没有价格，则表明您可以将其出售给 | |
| investor and is often seen as more valuable than not having it so some | |
| 投资者，通常被认为比没有更有价值，所以一些人 | |
| other things that people have done in this way is if your plan is to sell cars | |
| 人们以这种方式做的其他事情是如果您的计划是出售汽车 | |
| maybe the first thing you do is you sell the service so you don't have you don't | |
| 也许你做的第一件事就是出售服务，这样你就没有了 | |
| have autonomous you know self-driving cars yet but you do have yourself so | |
| 拥有自动驾驶 你还知道自动驾驶汽车，但你确实拥有自己 | |
| 00:16 | |
| 00:16 | |
| what if you ran a car sharing service in this retirement community to start that | |
| 如果您在这个退休社区运营汽车共享服务来启动该服务会怎样？ | |
| would demonstrate to people that you know there are people who want to use | |
| 会向人们证明你知道有人想要使用 | |
| smartphones to like request cars not kind of thing and you could you could | |
| 智能手机喜欢要求汽车不是一种事情，你可以你可以 | |
| literally get started like tomorrow doing that potentially all right what's next | |
| 从字面上开始，就像明天一样 做那件事可能没问题 接下来做什么 | |
| we've got Ethan at volley word volley we facilitate the servicing of users | |
| 我们有伊森（Ethan）在齐射词齐射，我们促进为用户提供服务 | |
| vehicles they do not need to leave the home or office servicing that seems like | |
| 他们不需要离开家或办公室的车辆服务似乎 | |
| an awkward way of saying we're a car mechanic that yeah anywhere you are I | |
| 这是一种尴尬的说法，我们是一名汽车修理工，是的，无论你在哪里，我 | |
| think this is a perfect example of like the description requiring examples | |
| 认为这是一个完美的例子，就像需要例子的描述一样 | |
| because servicing does not put a picture in my head as opposed to refuelling | |
| 因为与加油相比，维修并不会在我的脑海中留下画面 | |
| changing the tires doing an annual checkup all those things create pictures | |
| 更换轮胎 进行年度检查 所有这些事情都会产生图片 | |
| in my head and also there's probably something that you're starting with I | |
| 在我的脑海里，也可能有一些你正在从我开始的事情 | |
| imagine that you're not like servicing every end-to-end thing in the car to | |
| 想象一下，您不想为汽车中的每个端到端设备提供服务 | |
| 00:17 | |
| 00:17 | |
| start so some of the best pitches like like Michael said they cause you to like | |
| 开始一些最好的宣传，就像迈克尔说的那样，它们会让你喜欢 | |
| visualize what the service does but here's actually a problem that a lot of | |
| 可视化该服务的作用，但这实际上是一个很多人都关心的问题 | |
| founders run into is they think that their one-liner or their short | |
| 创始人遇到的问题是，他们认为自己的俏皮话或短句 | |
| description has to encompass like everything that they'll ever do under | |
| 描述必须涵盖他们将要做的一切 | |
| the ends of the earth because they won't | |
| 天涯海角，因为他们不会 | |
| they think that like investors only will | |
| 他们认为像投资者一样只会 | |
| get excited by these like big dreams but in reality like we're actually just | |
| 为这些伟大的梦想而兴奋，但实际上我们只是 | |
| trying to understand what your company is so that we could talk about something | |
| 试图了解您的公司，以便我们可以讨论一些事情 | |
| else and so your description doesn't need to be this all-encompassing future | |
| 否则，所以你的描述不需要是包罗万象的未来 | |
| vision it's just like we won't I know what you do quickly like get to | |
| 愿景就像我们不会一样我很快就知道你在做什么 | |
| the next step what's while getting all of the legal taken care of to protect | |
| 下一步是什么，同时采取所有法律措施来保护 | |
| from liability so Ethan the first question I would ask you before you even | |
| 免于承担责任，所以伊森，我会在你之前问你的第一个问题 | |
| think about this is have you studied every startup that has failed trying to | |
| 想一想，你是否研究过每一个尝试失败的初创公司 | |
| do this idea and do you understand why if not you are doomed to repeat their | |
| 做这个想法，你明白为什么如果不明白，你注定会重复他们的做法吗？ | |
| failure so you can start by looking in the YC database we have funded this so I | |
| 失败，所以你可以先查看我们资助的 YC 数据库，所以我 | |
| really think that the real number one questions do you understand something | |
| 真的认为真正的第一个问题是你理解什么吗 | |
| that everyone else doesn't know about this space the other thing that I think | |
| 其他人都不知道这个空间 我认为的另一件事 | |
| 00:18 | |
| 00:18 | |
| is tricky is that like the population that has the most problem with their | |
| 棘手的是，就像那些最有问题的人群一样 | |
| cars tends to also be in a population that is extremely price sensitive about | |
| 汽车往往也属于对价格极其敏感的人群 | |
| fixing their cars and so make sure that you have some insight on how you can be | |
| 修理他们的汽车，因此请确保您对如何能够做到有所了解 | |
| offering the cheapest option because if you're if you're the kind of issue here | |
| 提供最便宜的选择，因为如果你是这里的问题 | |
| is a lot of people like to go with luxury and high price first but the | |
| 很多人喜欢先选择奢华和高价，但 | |
| problem is like you're solving like car braking which is way less common if I | |
| 问题就像你正在解决汽车制动这样的问题，如果我 | |
| bought it a year ago and so make sure that you're actually letting this up so | |
| 一年前买了它，所以请确保你真的放弃了它，这样 | |
| you actually have a product that can have demand oh yes we've seen in other | |
| 你实际上有一个可以有需求的产品哦，是的，我们在其他地方看到过 | |
| countries as well yes say in terms of the liability question like you got to | |
| 国家也是如此，就责任问题而言，就像您必须说的那样 | |
| be you got to be extremely careful especially when you're dealing with like | |
| 你必须非常小心，尤其是当你处理类似的事情时 | |
| large expensive items that people care about the way that I like to think about | |
| 人们以我喜欢的方式关心的大型昂贵物品 | |
| this is you know trust your gut you're usually not going to make you're usually | |
| 这是你知道的，相信你的直觉，你通常不会这么做 | |
| 00:19 | |
| 00:19 | |
| not going to try to put yourself in a position where you're taking too much | |
| 不会试图让自己处于承受太多的境地 | |
| risk naturally so like listen listen to listen to yourself and listen to other | |
| 自然而然地冒险，比如听听听听自己的声音和听听别人的声音 | |
| people when they when they when they kind of bring up problems that you that | |
| 人们当他们提出你认为的问题时 | |
| they think you might encounter alright okay this one's okay can you pronounce | |
| 他们认为你可能会遇到 好吧 好吧 这个好吧 你能发音吗 | |
| that one no are we doing high-five or this Oh being being stopped gonna stop | |
| 那个，不，我们是在高五，还是这个哦，被阻止了，要停止了 | |
| Louis Louis okay Louis we're a been a stop we build a home wellness service | |
| 路易斯路易斯好吧路易斯我们已经停止了我们建立家庭健康服务 | |
| and products marketplace for people's wellness objectives okay no idea I don't | |
| 和针对人们健康目标的产品市场 好吧，不知道，我不知道 | |
| really know what they do home wellness I think I'm like thinking | |
| 真的知道他们做什么家庭健康我想我就像在想 | |
| of home gym I'm telling you I don't even | |
| 家庭健身房 我告诉你我什至不 | |
| want to stretch my mind to try to figure out what emotions because it's so much | |
| 想要拓展我的思维，试图找出什么情绪，因为它太多了 | |
| jargon it is a unique name let's see let's see if the website has anything more | |
| 行话这是一个独特的名字让我们看看网站是否还有更多内容 | |
| 00:20 | |
| 00:20 | |
| didn't step Oh best app surfing this oh no is it be honest Dennis being a step | |
| 没有迈出一步哦，最好的应用程序冲浪这个哦，不，说实话，丹尼斯迈出了一步 | |
| ok services for your well-being at home what kind of services what kind of | |
| 好的服务，让您在家安康 什么样的服务 什么样的服务 | |
| service Quest Oh exercises meditation sports when you say like yeah like your | |
| 服务 Quest Oh 练习冥想运动 当你说“像是的像你的”时 | |
| description on your front page is much better than scription does so that okay | |
| 首页上的描述比文字说明要好得多，所以没关系 | |
| back to the question great should we launch our MVP for free or is | |
| 回到这个问题，我们应该免费推出 MVP 还是 | |
| it better to charge people let's be clear you have a service where you're | |
| 最好向人们收费 让我们明确一下您所在的地方有一项服务 | |
| actually like there is real cost meaning like your service is helping someone | |
| 实际上就像有真正的成本意味着你的服务正在帮助某人 | |
| exercise there is cost to sending someone to that place | |
| 练习派人去那个地方是有成本的 | |
| there's costs recruiting them there's a cost to their time in any situation | |
| 招募他们是有成本的 在任何情况下他们都会付出时间成本 | |
| where you actually have real cost you should be charging from day one in a | |
| 如果您实际上有实际成本，则应该从第一天开始收费 | |
| pure software play where you don't have any costs maybe consider something | |
| 纯软件游戏，你没有任何成本也许可以考虑一些 | |
| 00:21 | |
| 00:21 | |
| that's freemium but like you don't want to anchor like the number one thing with | |
| 这是免费增值，但就像你不想像第一件事一样锚定 | |
| these like marketplaces that are actually moving humans around is that if | |
| 这些实际上正在推动人类流动的市场是，如果 | |
| you can do a situation where you're providing a dollar with a value and | |
| 你可以做这样一种情况：你提供一美元的价值，并且 | |
| you're only getting 75 years that sets back you're gonna get a lot of demand | |
| 你只有 75 年的时间，这会阻碍你会得到很多需求 | |
| but you're gonna lose a lot of money and when you actually equalize the the | |
| 但你会损失很多钱，当你真正平衡时 | |
| demand in the price you'll lose a lot of customers especially for something like | |
| 价格需求你会失去很多客户，尤其是像这样的东西 | |
| this where it's an existing service that people are already buying from other | |
| 这是人们已经从其他地方购买的现有服务 | |
| vendors yeah so you kind of don't need to validate that like people want to | |
| 供应商是的，所以你不需要像人们想要的那样验证这一点 | |
| have yoga classes or people want to have dance classes what you want to validate | |
| 上瑜伽课或者人们想要上舞蹈课你想验证什么 | |
| is do they want to have them at their home like that's the that's the thing | |
| 他们想把它们放在家里吗？就是这样 | |
| that's kind of new and I think unique about this | |
| 这有点新奇，我认为这是独一无二的 | |
| so like definitely definitely charge for | |
| 所以肯定要收费 | |
| it yeah I think just charge a lot charge more than you might feel comfortable so | |
| 是的，我认为收取的费用比你可能感觉舒服的多得多，所以 | |
| you can identify the people are most desperate for it here's your crazy idea | |
| 你可以找出最渴望它的人 这是你疯狂的想法 | |
| charge more than the existing solutions because like when I think about it if | |
| 比现有解决方案收费更高，因为就像当我想到如果 | |
| I'm like I want to have a private yoga class that's expensive I would have to | |
| 我想我想要上一个私人瑜伽课，但价格昂贵，我不得不这样做 | |
| 00:22 | |
| 00:22 | |
| schlep out to go to the studio and I'm having it at home yeah I mean and that | |
| 出去去录音室，我在家里做，是的，我的意思是 | |
| would actually charging more it sounds a | |
| 实际上会收取更多费用，听起来 | |
| little bit weird but it would like force it would really force the question of | |
| 有点奇怪，但它会喜欢强制它真的会强制这个问题 | |
| like are you building something that people really want you would get an | |
| 就像你正在建造人们真正想要的东西你会得到 | |
| answer really quickly if you were charging more than like the neighborhood | |
| 如果您的收费比附近的收费高，请快速回答 | |
| yoga studio and people are still coming to you then you're really on to | |
| 瑜伽馆，人们仍然来找你，那么你就真的开始了 | |
| something if like you're constantly having to cut the price and like you | |
| 如果你经常不得不降价并且喜欢你 | |
| know run discounts and stuff like that like maybe they're only coming to you | |
| 知道运行折扣和类似的东西，也许他们只会来找你 | |
| because it's slightly cheaper than the alternative so there you go yeah okay | |
| 因为它比其他选择稍微便宜一点，所以你就可以了，好吧 | |
| now we're on to high five high five is a local news website that helps you get | |
| 现在我们进入高五 高五是一个本地新闻网站，可以帮助您获得 | |
| invited to activities based on topics you enjoy discussing we help people in | |
| 受邀参加基于您喜欢讨论的主题的活动，我们帮助人们 | |
| their 20s and 30s meet new friends with similar hobbies humor and lifestyle that | |
| 他们的 20 多岁和 30 多岁结识了具有相似爱好、幽默和生活方式的新朋友 | |
| sounds like two one-liners in one or three or three yeah so once again Vlad | |
| 听起来像是一、三或三中的两句单行话，是的，弗拉德再次 | |
| something that a lot of people have tried before is both local news and | |
| 很多人以前尝试过的东西既是本地新闻，也是 | |
| 00:23 | |
| 00:23 | |
| interest based social networks and dating and dating and meeting new people | |
| 基于兴趣的社交网络和约会、约会和结识新朋友 | |
| yeah so like make sure that you're studying those products and you have a | |
| 是的，所以就像确保你正在研究这些产品并且你有一个 | |
| strong opinion about why they suck it's gonna help you two reasons one it'll | |
| 关于他们为什么糟糕的强烈意见这会对你有帮助，原因有二：一是 | |
| help you figure out what to make is a good product and two a very common | |
| 帮助您弄清楚要制作什么才是好产品以及两个非常常见的产品 | |
| investor question if you ever want to raise money is like well what about this | |
| 投资者的问题是，如果你想筹集资金，那么这个怎么样？ | |
| everyone's always heard of like the other app that they funded they may have | |
| 每个人都听说过他们资助的其他应用程序 | |
| funded like five of them yeah and if your answer is like oh I don't know then | |
| 资助了其中五个是的，如果你的答案是“哦，我不知道” | |
| instantly you lose credibility so make sure you're an expert on all of these | |
| 您会立即失去信誉，因此请确保您是所有这些方面的专家 | |
| various things my hunch here is that Vlad this might actually be a problem | |
| 各种各样的事情我的预感是弗拉德这实际上可能是一个问题 | |
| that you're solving for yourself which is great like maybe you just moved to a | |
| 你正在自己解决这个问题，这很好，就像你刚刚搬到一个 | |
| new city and like you're experiencing this exact problem so like or yeah or | |
| 新城市，就像您遇到这个确切的问题一样，或者是的或者 | |
| your friend has so like the way that I would start building an MVP is kind of | |
| 你的朋友非常喜欢我开始构建 MVP 的方式 | |
| like what we mentioned at the beginning it's taking what you already do on a | |
| 就像我们在开始时提到的那样，它正在采取您已经在 | |
| regular basis like maybe you go to meetups maybe you like read it for the | |
| 定期，比如也许你去参加聚会，也许你喜欢阅读它 | |
| 00:24 | |
| 00:24 | |
| subreddit event of that city and like think clearly about like what are you | |
| 那个城市的 Reddit 子活动，想清楚你是谁 | |
| doing today and what's the smallest thing that you could do that has an | |
| 今天正在做的事情以及你能做的最小的事情是什么 | |
| outsized impact like you want to you want to add the least amount of new kind | |
| 巨大的影响就像你想要的你想要添加最少数量的新种类 | |
| of like process to your weekly workflow that just has this like out sized large | |
| 与您每周的工作流程类似的流程，只是有这样的超大尺寸 | |
| impact yeah all right okay what do you do after you | |
| 影响 是的 好吧 好吧 你之后做什么 | |
| launch an MVP exciting okay next up we got a keys from small scope what are | |
| 推出 MVP 令人兴奋，接下来我们从小范围内得到了一个关键是什么 | |
| some steps to launch an MVP that found that what are some steps after launch of | |
| 启动 MVP 的一些步骤发现启动后有哪些步骤 | |
| an MVP that fence founders should follow in the video there are some examples of | |
| 视频中围栏创始人应该遵循的 MVP 有一些例子 | |
| successful companies MVPs however there's no discussion at all on how they | |
| 成功公司的 MVP，但是根本没有讨论他们如何 | |
| iterated what they learned why they narrowed it down to those features so | |
| 迭代了他们所学到的知识，为什么他们将范围缩小到这些功能，以便 | |
| Peter from segment Donahoe actually had a talk at yce | |
| 多纳霍片段的彼得实际上在 yce 做了一次演讲 | |
| this week on this subject which i think is really interesting so we started with | |
| 本周关于这个我认为非常有趣的主题，所以我们从 | |
| 00:25 | |
| 00:25 | |
| like this depressing fact most startups are in the process of dying and that's | |
| 就像这个令人沮丧的事实一样，大多数初创公司都处于消亡的过程中，那就是 | |
| offense in fact one and depressing fact two is that most startups have convinced | |
| 第一个冒犯和第二个令人沮丧的事实是，大多数初创公司都相信 | |
| themselves that they're right on the verge of product market fit one of the | |
| 他们自己认为他们正处于产品市场的边缘，符合其中之一 | |
| fact they're actually in the process of dying so if you set that as the like | |
| 事实上他们实际上正处于死亡的过程中所以如果你将其设置为类似 | |
| environment that you live in one of the things he said that I thought was really | |
| 你所生活的环境之一他说我认为真的 | |
| helpful is take your MVP and be a skeptic have someone in your company be | |
| 有用的是接受你的 MVP 并保持怀疑态度，让你公司中的某个人 | |
| dyspeptic and basically ask the question is this providing any value to my users | |
| 消化不良，基本上问的问题是这是否为我的用户提供任何价值 | |
| and not like oh well you know if I built these 17 features than it would is my | |
| 而不是像哦，你知道如果我构建了这 17 个功能，它就会比我的 | |
| first MVP what the service that I could write people today is it providing any | |
| 第一个 MVP 我今天可以写给人们的服务是什么？ | |
| value to my users then if the answer is no go figure out who's in so much pain | |
| 对我的用户有价值，那么如果答案是否定的，那就找出谁承受了如此大的痛苦 | |
| around this problem that they would use your MVP and get them to use it and then | |
| 围绕这个问题，他们会使用你的 MVP 并让他们使用它，然后 | |
| ask that question again am i providing any value to those users it turns out | |
| 再次问这个问题，我是否为这些用户提供了任何价值？ | |
| 00:26 | |
| 00:26 | |
| that like it's too easy to go down a track where step one you're not | |
| 就好像很容易走上一条你不属于第一步的道路 | |
| providing any value and just to make it so that iteration one you're providing | |
| 提供任何价值并使其成为您提供的迭代之一 | |
| no value iteration two you're writing no value iteration three of writing value | |
| 您正在编写的无值迭代二 无编写值的值迭代三 | |
| if your product if your problem you're solving is severe enough there should be | |
| 如果你的产品 如果你要解决的问题足够严重 应该有 | |
| some over people who are willing to use a really bad product to help solve it | |
| 有些人愿意使用非常糟糕的产品来帮助解决问题 | |
| and so go find them that's where I think the best folks that | |
| 所以去找他们吧，我认为那里是最好的人 | |
| do MVPs and go and what they do is they literally take what they have to | |
| 获得 MVP 后就离开，他们所做的就是真正接受他们必须做的事情 | |
| and they talked to different groups of users and they begin to kind of instead | |
| 他们与不同的用户群体进行了交谈，然后他们开始 | |
| of iterating on the product like building more features they actually | |
| 迭代产品，比如构建更多的功能 | |
| iterate on the market yeah so they'll find like I mean it's it's always a | |
| 在市场上迭代是的，所以他们会发现就像我的意思是它总是一个 | |
| great example but the superhuman the super hold the founder of superhuman | |
| 伟大的例子，但超人 超人 超人的创始人 | |
| board a great blog post on how you iterate towards product market fit and | |
| 发表一篇精彩的博客文章，介绍如何迭代产品市场契合度以及 | |
| one of the things that he talks about is looking at like the demographics within | |
| 他谈到的一件事是关注内部的人口统计数据 | |
| 00:27 | |
| 00:27 | |
| the first hundred users and he realized that like founders sales people were | |
| 前一百名用户，他意识到，就像创始人的销售人员一样 | |
| really like really taking advantage of the basic features that super human had | |
| 真的很喜欢利用超人的基本特征 | |
| and then like product managers and some of the people who didn't like deal with | |
| 然后像产品经理和一些不喜欢打交道的人 | |
| email on the same volume just like did not get value and stopped like using it | |
| 同一卷的电子邮件就像没有获得价值并停止使用它一样 | |
| another test to kind of your point of like do people benefit from this very | |
| 另一项测试是为了检验你的观点，人们是否能从中受益 | |
| first version one like kind of crazy out there test that I sometimes seen people | |
| 第一个版本就像是一种疯狂的测试，我有时会看到人们 | |
| run is they kind of they turn off their product and they see how complaints like | |
| 运行是他们关闭他们的产品，他们看到投诉是如何的 | |
| you don't really have to do this but you could kind of figure out ways to | |
| 你实际上不必这样做，但你可以想办法 | |
| simulate this so for example if you had an outage if your servers went down like | |
| 模拟这个，例如，如果您的服务器出现故障，则发生中断 | |
| last week look back at your email logs to see like did anyone care did anyone | |
| 上周回顾一下你的电子邮件日志，看看是否有人关心有人关心吗？ | |
| care so you might already have run this experiment by accident at some point | |
| 小心，这样你可能已经在某个时候意外地运行了这个实验 | |
| it's a perfect example of doing something doesn't scale like a big | |
| 这是一个完美的例子，说明做一些规模不大的事情 | |
| 00:28 | |
| 00:28 | |
| from yeah like I mean it Twitter did to but like a small start-up but something | |
| 是的，就像我的意思是 Twitter 所做的那样，但就像一家小型初创公司，但有些东西 | |
| you totally can do and if you think about the environment is like the | |
| 你完全可以做到，如果你考虑一下环境就像 | |
| greatest percentage chance of what I'm doing is death then you should be | |
| 我正在做的事情的最大概率是死亡，那么你应该是 | |
| willing to experiment with extreme things fairly with death yeah that's weird | |
| 愿意用死亡来公平地尝试极端的事情是的，这很奇怪 | |
| alright that's next I do remember a lot of failed wills funds whatever else and | |
| 好吧，接下来我确实记得很多失败的遗嘱基金，不管怎样， | |
| I always complained like whenever reddit would go down I would complain to my | |
| 我总是抱怨每当 Reddit 宕机时我就会向我的朋友抱怨 | |
| friends when we were trying to like oh yeah router where I would text Eve it | |
| 朋友们，当我们试图喜欢“哦耶”路由器时，我会在其中给夏娃发短信 | |
| would be funny I'd be like Steve your website's down I'm sure I'm the first | |
| 会很有趣，我会像史蒂夫一样，你的网站瘫痪了，我确信我是第一个 | |
| person who's telling you like that's a massive sign that you're | |
| 一个人这样告诉你，这是一个很大的迹象，表明你是 | |
| onto something if like people can't live without your website like five minutes | |
| 如果人们没有你的网站就无法生活，比如五分钟 | |
| yep got something yeah next up from posh wha-at local be my | |
| 是的，接下来有一些事情是从时髦的那里得到的，在当地是我的 | |
| company's our website for shopping from home base and small businesses around us | |
| 公司是我们从家庭基地和我们周围的小型企业购物的网站 | |
| after evaluating what I do I've realized that I have a small I have I have users | |
| 在评估我所做的事情之后，我意识到我有一个小我有我有用户 | |
| interaction that we do not have product market fit now the question is should I | |
| 我们现在没有适合市场的产品互动，问题是我应该 | |
| continue working on this especially since margins are thin or should I quit | |
| 继续努力，特别是因为利润微薄，或者我应该退出 | |
| 00:29 | |
| 00:29 | |
| this and beginning in and search for market product market fit you know I | |
| 这并开始寻找市场产品市场适合你知道我 | |
| think this is always the hardest question to answer because I see | |
| 认为这始终是最难回答的问题，因为我看到 | |
| problems on both sides there's a set of founders who if they don't succeed | |
| 双方都有问题 如果创始人不成功的话 | |
| immediately their mental model is that their company's a failure but then | |
| 他们的心理模型立刻就认为他们的公司失败了，但随后 | |
| there's also a set of founders who even after learning two years worth of | |
| 还有一些创始人即使在学习了两年之后 | |
| horrible facts they still like will not acknowledge that it's not working I | |
| 他们仍然喜欢的可怕事实不会承认这不起作用 | |
| think the best strategy for this the one that's easiest to execute is to | |
| 认为最好的策略是最容易执行的策略 | |
| time-bound it so what I would say is like hey we're gonna try everything as | |
| 有时间限制所以我想说的是嘿我们要尝试一切 | |
| hard as possible to make this work for this period of time probably no less | |
| 在这段时间里尽可能努力地完成这项工作可能同样困难 | |
| than six months and if we haven't figured it out then then we're gonna be | |
| 超过六个月，如果我们还没有弄清楚，那么我们就会 | |
| open ourselves up to pivoting I find it's easier to time bandit because like | |
| 让我们自己敞开心扉，我发现计时强盗更容易，因为就像 | |
| you can it's easier to be intellectually honest with yourself about like have I | |
| 你可以更容易在理智上对自己诚实，就像我一样 | |
| worked on this really hard for six months versus three versus have I tried | |
| 我在这个问题上花了六个月的时间，而我尝试过三个月 | |
| 00:30 | |
| 00:30 | |
| all of my ideas like that's a look at they're running out of ideas then yeah | |
| 我所有的想法就像这样，看看他们的想法已经用完了，是的 | |
| yeah like you like ideas they're kind of thing it's it's it's easy to trick | |
| 是的，就像你喜欢的想法一样，它们是一种很容易被欺骗的东西 | |
| yourself that you've tried all of your ideas it's not easy to trick yourself | |
| 你自己已经尝试了所有的想法，欺骗自己并不容易 | |
| have I been working on this for six months so some strategies that you can | |
| 我已经为此工作了六个月了，所以您可以采取一些策略 | |
| use during that six months are like put all the ideas that you still have up on | |
| 这六个月的使用就像把你仍然有的所有想法都放在上面 | |
| a whiteboard and like pick the top one and spend a week working really hard on | |
| 一块白板，比如选择最上面的一个，然后花一周的时间努力工作 | |
| that because it's possible that like you've been going through this for you | |
| 因为有可能就像你已经经历过这一切一样 | |
| know a couple months or a year and you've gotten into this into this setup | |
| 知道几个月或一年，你就已经进入这个设置了 | |
| where you think you've you know tried everything or you're not sure like about | |
| 你认为你已经尝试过一切或者你不确定的地方 | |
| a specific question that you might have like am I going after a demographic am i | |
| 您可能会问一个具体的问题，比如我是在追求人口统计吗？ | |
| and I use it do I have the right stores or small businesses on my platform and | |
| 我使用它 我的平台上是否有合适的商店或小型企业并且 | |
| you could test it you say like actually we don't have product | |
| 你可以测试一下，你说实际上我们没有产品 | |
| market fit the founder of TaskRabbit was just speaking last night and she was | |
| 市场契合 TaskRabbit 的创始人昨晚刚刚发表讲话，她 | |
| talking about how like different that first every single everything like | |
| 谈论如何不同，首先每件事都像 | |
| TaskRabbit you could just do anything yeah but then they started realizing | |
| TaskRabbit 你可以做任何事，是的，但后来他们开始意识到 | |
| 00:31 | |
| 00:31 | |
| that like some people who really just wanted idea furniture set up and so one | |
| 就像有些人真的只是想要一套创意家具等等 | |
| of the things that she said that she was looking back and she was like I wish we | |
| 她说的那些话，她回首往事，她就像我希望我们 | |
| tried this at the beginning was saying what if we just made like a landing page | |
| 一开始尝试过这个是说如果我们只是制作一个登陆页面会怎样 | |
| that was just like get your IKEA furniture set up and so I could imagine | |
| 这就像安装你的宜家家具一样，所以我可以想象 | |
| something like this really like forcing that issue and the cool thing about that | |
| 像这样的事情真的就像强迫这个问题以及这很酷的事情 | |
| is you can do that in a week yeah like you already have built all the framework | |
| 你可以在一周内完成吗 是的，就像你已经构建了所有框架一样 | |
| for it you could spin up a landing page that's like I wanted my hypothesis is | |
| 为此，你可以启动一个登陆页面，就像我想要的那样，我的假设是 | |
| that people really want to buy you know baby stuff on like a really short term | |
| 人们真的很想在短期内购买你知道的婴儿用品 | |
| basis because they can't run out and get it so I'm gonna use my existing website | |
| 基础，因为他们无法跑出去并获得它，所以我将使用我现有的网站 | |
| and the existing like whole thing that I've built and just test that one | |
| 和我构建的现有的整个东西一样，只是测试它 | |
| demographic with one use case and then when to like when to quit | |
| 具有一种用例的人口统计数据，然后什么时候喜欢什么时候退出 | |
| insert start the search over again what did Peter say about that because he did | |
| 插入重新开始搜索彼得对此说了些什么，因为他做了 | |
| like they certainly I think Peter said that like if you can convince the critic | |
| 就像他们当然一样，我认为彼得说过，如果你能说服批评家 | |
| in the company but basically he was like identify a critic in the company | |
| 在公司里，但基本上他就像是在公司里找出一个批评者 | |
| 00:32 | |
| 00:32 | |
| identify a sign that would either that would even convince the critic that | |
| 找出一个标志，甚至可以让批评者相信 | |
| there's something here if you can't hit that sign within a period of time you | |
| 如果您在一段时间内无法击中该标志，则表示存在某种情况 | |
| should move so like don't trust the faith of the optimist like try to assume | |
| 应该采取行动，就像不要相信乐观主义者的信念一样，尝试假设 | |
| the pessimist role and like try to come up with an objective measure of like | |
| 悲观主义者的角色和类似尝试提出类似的客观衡量标准 | |
| yeah next person would be like holy yeah yeah even the skeptic would be like | |
| 是的，下一个人会像神圣的，是的，即使是怀疑论者也会像 | |
| yeah okay I guess we have to work on this like that's what you're looking for | |
| 是的，好吧，我想我们必须努力解决这个问题，就像你正在寻找的那样 | |
| and like for him he tells a story segment which is really cool which was | |
| 就像他一样，他讲了一个非常酷的故事片段 | |
| that the idea of segments he didn't believe in and his co-founder did and | |
| 他不相信他的联合创始人相信的细分市场的想法 | |
| his test was like well okay put it on Hacker News let's see what like | |
| 他的测试结果很好，可以把它放在黑客新闻上让我们看看怎么样 | |
| engineers think and he thought it was like it was just gonna not get any up | |
| 工程师认为，他认为这就像它不会起床一样 | |
| votes and move on to the next topic and the next day it's from an age of hacker | |
| 投票并转到下一个主题，第二天是黑客时代 | |
| news and he was like oh crap like even as a skeptic I must acknowledge that like | |
| 新闻，他就像哦废话一样，即使作为一个怀疑论者我必须承认，就像 | |
| is way more demand for this than ever thought like that is a good yeah a good | |
| 对这个的需求比想象中要多得多，这是一个很好的事情，是的一个很好的事情 | |
| 00:33 | |
| 00:33 | |
| mental framework you have to get yourself out of tricking yourself that | |
| 你必须让自己摆脱欺骗自己的心理框架 | |
| that it's working when it's not next up crystal at site full along our journey | |
| 当我们的旅程中没有下一个水晶时，它正在工作 | |
| we've done surveys interviews and had many conversations with users once the | |
| 我们进行了调查采访，并与用户进行了多次对话 | |
| MVP is live and we invite users to use and test our tool what are the top | |
| MVP 已上线，我们邀请用户使用和测试我们的工具，其中最重要的是什么 | |
| methods you recommend for capturing and measuring feedback I often think that | |
| 您推荐的用于捕获和衡量反馈的方法我经常认为 | |
| startups try to scale this effort way too fast the things that I've seen work | |
| 初创公司试图以太快的速度扩展这项工作，而我所见过的行之有效的方法 | |
| really well are you call the users yourself personally you invite the users | |
| 你亲自打电话给用户，邀请用户，真的很好吗？ | |
| to your office you host a dinner for your users you put your initial users in | |
| 在您的办公室为您的用户举办晚宴您将最初的用户放入其中 | |
| a whatsapp group that you can all talk with together but like things that | |
| 一个 Whatsapp 群组，大家可以一起聊天，但喜欢的事物 | |
| absolutely don't scale another famous one was Airbnb where customer service | |
| 绝对不要规模化另一个著名的是Airbnb，那里的客户服务 | |
| was one of the co-founders Joe's cellphone number like this is the | |
| 是联合创始人之一乔的手机号码，就像这样 | |
| perfect area we're like you want there to be so much information flow from the | |
| 完美的区域，我们就像您希望的那样，有如此多的信息流 | |
| customers to you that like you have to do things that don't scale you shouldn't | |
| 客户告诉你，你必须做一些你不应该做的事情 | |
| 00:34 | |
| 00:34 | |
| be thinking about oh how do I get my like ideal intercom setup and my Zen | |
| 正在思考哦，我如何获得理想的对讲机设置和我的 Zen | |
| desk set up in the other days you do not need that stuff but let me unpack | |
| 桌子在其他日子里设置，你不需要那些东西，但让我打开包装 | |
| something there because it's easy to overlook I think why we talk about do | |
| 那里有一些东西，因为它很容易被忽视，我想我们为什么要谈论做 | |
| things that don't scale the the reason in this case is actually you don't know | |
| 无法扩展的事情在这种情况下的原因实际上是你不知道 | |
| the questions to ask yet and so you want a really high bandwidth a really wide | |
| 尚未提出的问题，因此您需要非常高的带宽和非常宽的带宽 | |
| broad way of collecting feedback because you don't know the questions that you | |
| 收集反馈的广泛方式，因为您不知道您要解决的问题 | |
| want to ask it and so by having this like open-ended like the example there | |
| 想要问它，所以通过像那里的例子一样开放式 | |
| may be very cool because they're literally just like talking like | |
| 可能很酷，因为他们真的就像在说话一样 | |
| actually talking to users that have problems so you could ask questions like | |
| 实际上与有问题的用户交谈，这样你就可以提出这样的问题 | |
| when they when they phone up and say like hey like take him to my Airbnb you | |
| 当他们打电话说“嘿，带他去我的爱彼迎”时，你 | |
| solve that and then while they're on the | |
| 解决这个问题然后当他们在 | |
| phone you say like oh by the way how did | |
| 电话你说，哦，顺便说一句，怎么样 | |
| you find us how's your experience so far | |
| 您找到我们了，到目前为止您的体验如何 | |
| like your friends you like you basically can you basically can like pack the | |
| 喜欢你的朋友你喜欢你基本上可以你基本上可以喜欢打包 | |
| system and instead of having to create like the perfect survey the perfect you | |
| 系统，而不必像完美的调查那样创建完美的您 | |
| just like talk my recommendation is to write that all down and maybe on like a | |
| 就像谈话一样，我的建议是将所有内容写下来，也许可以像写下来一样 | |
| 00:35 | |
| 00:35 | |
| weekly basis get together with you and your co-founders kind of debrief about | |
| 每周与您和您的联合创始人聚在一起进行汇报 | |
| these conversations that you have because like some of the times like | |
| 您进行的这些对话是因为像某些时候一样 | |
| during office hours I really like talking to founders that | |
| 在办公时间我真的很喜欢和创始人交谈 | |
| have had these conversations and we just kind of just talked through I'm like | |
| 我们已经进行了这些对话，我们只是简单地讨论了一下，我想 | |
| tell me about like this users background like where do they work how do they and | |
| 告诉我这个用户的背景，比如他们在哪里工作，他们是如何工作的 | |
| and sometimes you can pull interesting insights out of this that can help you | |
| 有时你可以从中得出有趣的见解，对你有帮助 | |
| like tune and tweak your MVP to basically like kind of to the point that | |
| 就像调整和调整你的 MVP 一样，基本上达到这样的程度： | |
| we were talking about before about these like experiments that you can run you | |
| 我们之前讨论过这些类似的实验，你可以运行你 | |
| could say like well actually like a lot of you know singles are using this tool | |
| 可以这么说，实际上就像很多人都知道单身人士正在使用这个工具一样 | |
| and I've talked to like three of them maybe we could like try something that | |
| 我和他们中的三个人谈过也许我们可以尝试一些 | |
| just goes after this demo yeah next up MVP as part of your startup | |
| 只是关注这个演示，是的，下一个 MVP 作为您初创公司的一部分 | |
| pitch well let's see what Spencer has to say from Spencer at carnuba work her | |
| 投得好，让我们看看斯宾塞在卡努巴工作时对斯宾塞说了什么 | |
| nuba the first online back office and field service management platform for | |
| nuba 第一个在线后台和现场服务管理平台 | |
| 00:36 | |
| 00:36 | |
| independent car care professionals Wow that is a mouthful and you say mechanics | |
| 独立汽车护理专业人士 哇，这太拗口了，你说的是机械师 | |
| Detailers etc field service management platform is jargon that's something that | |
| 细节人员等现场服务管理平台是行话 | |
| probably they understand in a normal investor will not independent I'm | |
| 也许他们明白，作为一个普通投资者，我不会独立 | |
| imagining like awesome one-off mechanic yeah I don't know what's good like a | |
| 想象像一个很棒的一次性机械师是的我不知道什么是好的 | |
| nutburger professional is either okay here's what I think you do you write | |
| 坚果汉堡专业人士要么可以，这就是我认为你写的 | |
| software for mechanics shops and it helps them manage dinner there it like | |
| 机械店的软件，它可以帮助他们在那里管理晚餐 | |
| what places the paper with them yeah I'm still not totally alright so that's the | |
| 是什么把纸和它们放在一起是的，我仍然不太好，所以这就是 | |
| question our end goal is to build an online marketplace to connect car owners | |
| 问题 我们的最终目标是建立一个在线市场来连接车主 | |
| with local independent car care professionals and get it to go chain | |
| 与当地独立汽车护理专业人士合作并使其进入连锁店 | |
| says but our VP is the back-office a pure service management platform to | |
| 说但我们的副总裁是后台一个纯粹的服务管理平台 | |
| build up our supply side of the marketplace should we be pitching to our | |
| 如果我们要向我们的产品推销的话，就要建立我们的市场供应方 | |
| investors our end goals or what we're working on now classic question so | |
| 投资者我们的最终目标或我们正在做什么现在是经典问题 | |
| here's how I would probably structure the pitch step one what you're working | |
| 这就是我可能会如何构建你正在做的第一步 | |
| 00:37 | |
| 00:37 | |
| on now step two the traction step three the business model and then step four | |
| 现在，第二步是牵引力，第三步是商业模式，然后是第四步 | |
| division it's a lot easier to sell me if I know what the hell's going on and | |
| 如果我知道到底发生了什么，那么卖给我就容易多了 | |
| those first three now I kind of know okay this is what you're doing today I | |
| 前三个现在我有点知道了，这就是你今天要做的事情 | |
| have a base of knowledge so I can basically when you tell me the vision I | |
| 有一定的知识基础，所以当你告诉我我的愿景时，我基本上可以 | |
| have context enough to how where you are today connects with | |
| 有足够的背景知识来了解你今天所处的位置如何与 | |
| the vision if you just send me the vision I'm gonna be very confused that | |
| 如果你把愿景发给我，我会很困惑 | |
| you you know if you're saying this marketplace I'm imagining why don't you | |
| 你知道，如果你说的是我想象中的这个市场，为什么你不呢？ | |
| just build the marketplace today and then like Oh actually we're doing this | |
| 今天就建立市场，然后就像哦，实际上我们正在这样做 | |
| like b2b product now I'm just confused so Star Tours you're doing today then | |
| 现在就像 b2b 产品一样，我只是很困惑，所以你今天正在做的 Star Tours | |
| talk about the vision here's here's another reason why I really like | |
| 谈论这里的愿景这是我真正喜欢的另一个原因 | |
| confounders do that is I can evaluate like I'm mostly at this early stage I'm | |
| 混淆因素是我可以评估，就像我主要处于这个早期阶段一样 | |
| mostly just trying to like understand you and like are you are you cool are | |
| 大多数时候只是想了解你，比如你是吗，你很酷吗？ | |
| you like you're smart have you have you figured out a pain point and by sharing | |
| 你喜欢你很聪明，你有没有找到一个痛点并通过分享 | |
| 00:38 | |
| 00:38 | |
| like what you're doing and some but if you just talk about this vision I have | |
| 喜欢你正在做的事情，但如果你只是谈论这个愿景，我有 | |
| no like metrics to evaluate you you you you know if you pitch you're short if | |
| 没有类似的指标来评估你你你你知道如果你推销你是矮的 | |
| you pitch your short-term goal I can say like what you're like is every part of | |
| 你提出你的短期目标我可以说你喜欢的是每一个部分 | |
| the way there's no way there if you pitch this like take over the world | |
| 如果你像“占领世界”那样宣传的话，那是没有办法的 | |
| vision you're like no winner yeah I just can't really differentiate like are you | |
| 愿景你就像没有赢家是的，我只是无法像你一样区分 | |
| a poser or you just like talking a big idea thing where are you actually | |
| 一个装腔作势的人，或者你只是喜欢谈论一个伟大的想法，你实际上在哪里 | |
| getting deliver on this oh no it's questions during 3 what we're gonna go | |
| 得到交付这个哦不，这是问题 3 我们要去什么 | |
| into some YouTube questions see how this goes autumn at jump dot IO asks says my | |
| 进入一些 YouTube 问题，看看这在跳点 IO 的秋天如何进行，我说 | |
| name is autumn and my business is a barter service that connects startup | |
| 我的名字是秋天，我的业务是连接初创公司的易货服务 | |
| entrepreneurs with one another ok bartering ok I thinking back the barter | |
| 企业家彼此之间可以进行物物交换，好吧，我回想一下物物交换 | |
| system once again no pictures yeah maybe like an Olympic | |
| 系统再次没有图片是的，也许像奥运会 | |
| training are they trading desks or the trading computers the trading service | |
| 培训 是交易台还是交易计算机 是交易服务 | |
| providers software's no idea in consideration of getting an MVP up as | |
| 供应商软件不知道如何获得 MVP | |
| soon as possible what are the pros and cons of using white label services so | |
| 尽快使用白标服务的优点和缺点是什么 | |
| 00:39 | |
| 00:39 | |
| this is a good this really brings up kind of a classic thing so I would say I | |
| 这是一件好事，这确实带来了一种经典的东西，所以我想说我 | |
| would say a couple things to this point one if you're just trying to test any | |
| 就这一点来说，如果您只是想测试任何一个，请说几件事 | |
| demand at all and a white label service between like let you do that great but | |
| 根本需求和白标服务之间就像让你做得很好但是 | |
| I'd argue that like if you want to test any demand at all for this type of | |
| 我认为如果你想测试这种类型的任何需求 | |
| product probably like a Google sheet spreadsheet could do it too and so if | |
| 像 Google Sheet 电子表格这样的产品也可以做到这一点，所以如果 | |
| you're just looking to test is there any demand like go as simple as possible | |
| 你只是想测试是否有任何需求，比如尽可能简单 | |
| if you have seen demand and you're thinking to yourself ok I want to make | |
| 如果你看到了需求并且你自己想，好吧我想做 | |
| this a company if you want to make it a software company that can | |
| 如果你想把它打造成一家软件公司，那么这家公司可以 | |
| scale that can raise money it's a lot easier if you're building your own | |
| 可以筹集资金的规模 如果你自己建造的话会容易得多 | |
| software what's an exit vivec at fleet code I am | |
| 软件 我是车队代码的退出 vivec 是什么 | |
| asks says fleet Co provides a business assistant for transport and logistics | |
| 询问说车队公司提供运输和物流业务助理 | |
| companies which helps business owners to know how much their vehicles are making | |
| 帮助企业主了解他们的车辆赚多少钱的公司 | |
| and profit a profit and loss oh I don't know what a business assistant is is | |
| 和盈利有盈有亏哦我不知道商务助理是什么 | |
| 00:40 | |
| 00:40 | |
| that like it my consultant is it an analyst | |
| 喜欢我的顾问是分析师吗 | |
| it sounds like an Indian specific thing potentially so oftentimes like we you | |
| 这听起来像是印度特有的东西，可能很多时候就像我们你们一样 | |
| know are investing a lot in India right now and I think one of the things that | |
| 我知道现在在印度进行了大量投资，我认为其中一件事是 | |
| I'm learning is that there are certain different like just different facts in | |
| 我了解到，存在某些不同之处，就像不同的事实一样 | |
| the Indian market but as someone who lives in San Francisco I can't like | |
| 印度市场，但作为住在旧金山的人，我不喜欢 | |
| visualize that as much so some of the best Indian fakirs they actually like | |
| 想象一下他们真正喜欢的一些最好的印度托钵僧 | |
| spend maybe like a sentence or two bringing me up to speed on what's | |
| 大概花一两句话让我了解最新情况 | |
| happening in their market so that I could begin to like understand what that | |
| 发生在他们的市场上，这样我就可以开始了解那是什么 | |
| is it's question about pricing yeah and so the same answers we get before price | |
| 这是关于定价的问题是的，所以我们在价格之前得到的答案相同 | |
| expensively make it so that you have a high bar for delivering great value and | |
| 成本高昂，这样您就有一个高标准来提供巨大的价值，并且 | |
| that you have a good verification that the person has a lot of pain it's more | |
| 你有充分的证据证明这个人有很多痛苦 | |
| often that people price under price than over price so lean towards over pricing | |
| 通常，人们定价低于价格而不是高于价格，因此倾向于定价过高 | |
| 00:41 | |
| 00:41 | |
| again it forces it forces the issue see what else we got let's do this one okay | |
| 它再次迫使它迫使这个问题看看我们还有什么让我们做这个好吧 | |
| okay Deb food is an e-learning platform to help people learn software | |
| 好吧 Deb food 是一个帮助人们学习软件的电子学习平台 | |
| development okay we've already launched our MVP it's basically a publication | |
| 开发 好的，我们已经推出了 MVP，它基本上是一个出版物 | |
| text plus YouTube we get about a thousand users on our channel monthly | |
| 文本加上 YouTube，我们的频道每月约有 1000 位用户 | |
| shall we focus on building new features and innovations or should we go after | |
| 我们应该专注于构建新功能和创新，还是应该追求 | |
| currently implement a little revenue sources like subscription court oh ok so | |
| 目前正在实施一些收入来源，例如订阅法庭，哦，好的，所以 | |
| should we start charging for things that we're already offering or should we | |
| 我们应该开始对我们已经提供的东西收费还是应该 | |
| build new free features this is a tricky one because it really goes to like what | |
| 构建新的免费功能这是一个棘手的问题，因为它真的会喜欢什么 | |
| your current situation is aka do you need money right look how big of a | |
| 你目前的情况就是你需要钱吗？看看有多大 | |
| startup you're looking to build if you're looking at with a lifestyle | |
| 如果您正在寻找一种生活方式，那么您正在寻找一家初创公司 | |
| business then like I would definitely charge right now | |
| 那么业务就像我现在肯定会收费 | |
| and kind of what your vision of what the | |
| 以及你的愿景是什么 | |
| product should be and so like this one's hard to answer just straight away if | |
| 产品应该是这样的，如果这样的话，很难立即回答 | |
| you're thinking oh I don't need this to be a venture scale business I want it to | |
| 你在想哦，我不需要这成为一家风险规模的企业，我希望它成为一家 | |
| be something I can do with all my time so it needs to make money so I can quit | |
| 是我可以用我所有的时间做的事情，所以它需要赚钱，这样我才能退出 | |
| my job then charge great if you're thinking like oh I'm looking to build a | |
| 如果你想，哦，我想建立一个 | |
| 00:42 | |
| 00:42 | |
| free product for teaching people to learn the software development because I | |
| 用于教人们学习软件开发的免费产品，因为我 | |
| want to monetize it in this other way then I'm not so sure and then in terms | |
| 想要以其他方式货币化，那么我不太确定，然后就条款而言 | |
| of building new features like that's a question for your users like what | |
| 构建这样的新功能对你的用户来说是一个问题，比如什么 | |
| what do your users want what are they how are they frustrated with your | |
| 您的用户想要什么 他们对您的产品有何不满 | |
| product today I mean you're also looking at engagement like our people coming | |
| 今天的产品我的意思是您也在关注参与度，就像我们的员工一样 | |
| back and using your service on a regular basis we often get questions like this | |
| 定期回来并使用您的服务，我们经常收到这样的问题 | |
| that basically asked us for product insights when we're not the customer and | |
| 当我们不是客户时，这基本上要求我们提供产品见解 | |
| like be very careful about asking any startup person who's not your customer | |
| 就像询问任何不是你的客户的初创公司人员时要非常小心 | |
| for for customer insight because they won't have them it's a great point yeah | |
| 对于客户洞察力，因为他们不会拥有它们，这是一个很好的点是的 | |
| and but they'll offer them they will yes | |
| 但他们会提供他们会的 | |
| yeah a bunch of recommendations that are based on ok now we're actually we're | |
| 是的，一堆基于好的建议，现在我们实际上是 | |
| gonna get ready to the YouTube comments oh here's a good one how do you deal | |
| 准备好观看 YouTube 评论哦，这是一个很好的评论，你觉得怎么样 | |
| 00:43 | |
| 00:43 | |
| with co-founders conflict with regards to company direction so that's never | |
| 与联合创始人在公司方向上存在冲突，因此永远不会 | |
| yeah I think that step one is to have the conversation in a respectful way I | |
| 是的，我认为第一步是以尊重的方式进行对话，我 | |
| think oftentimes what happens is that people avoid this conversation until it | |
| 人们常常想，发生的事情是人们会避免这种对话，直到它发生为止。 | |
| becomes so problematic that it causes a founder breakup and in the early days | |
| 问题变得如此严重，以至于导致创始人分手，并且在早期 | |
| just people being heard and conflict being heard actually helps to spell it | |
| 只有人们被倾听和冲突被倾听实际上有助于拼写它 | |
| so that would be my first step I think step two is we talked about kind of time | |
| 所以这将是我的第一步，我想第二步是我们讨论了一些时间 | |
| bounding and dealing with the sceptics let's say that your co-founder becomes a | |
| 限制和应对怀疑论者 假设你的联合创始人成为 | |
| skeptic ask him ok what's the test that would prove that the direction we're | |
| 怀疑论者问他好吧，有什么测试可以证明我们的方向 | |
| going in right now is a good one and what is the time period that we can all | |
| 现在就进去是个好主意，我们可以在什么时间段内进行 | |
| agree with to go after that and then BAM we're running an experiment now if we | |
| 同意继续，然后砰的一声，我们现在正在进行一个实验，如果我们 | |
| don't make it we'll switch if we do well | |
| 不成功的话，如果我们做得好，我们就会换 | |
| you'll change your mind much is your way to what once you're having a | |
| 你会改变你的想法，这很大程度上是你的方式，一旦你有一个 | |
| conversation and kind of structure that way as opposed to like you have to | |
| 对话和结构是这样的，而不是像你必须的那样 | |
| 00:44 | |
| 00:44 | |
| listen to me because I'm the product guy or I'm the CEO that that really works | |
| 听我说，因为我是真正有效的产品人员或首席执行官 | |
| well you give this piece of advice at the beginning of YC that I really like | |
| 好吧，你在 YC 开始时给出的这条建议我非常喜欢 | |
| which is to get all the co-founders together in a room and plan the week or | |
| 就是让所有联合创始人聚集在一个房间里，制定一周或一周的计划 | |
| two to plan your two-week sprint and then to ask everyone to put their ideas | |
| 两个人计划你的两周冲刺，然后要求每个人提出他们的想法 | |
| let's on the white board all ideas go up there like you don't you don't start | |
| 让我们在白板上所有的想法都在那里，就像你不开始一样 | |
| like deleting ideas at this point and then you like once the ideas are up then | |
| 就像此时删除想法，然后一旦想法出现，你就会喜欢 | |
| you prioritize I think too often especially like developers we're already | |
| 你优先考虑我经常想特别是像我们已经是的开发人员 | |
| internalizing like how difficult things are gonna be to build yeah when we might | |
| 内化就像建造东西会有多困难是的，当我们可能的时候 | |
| not have understood like the potential benefit from building this and it's | |
| 还没有理解建造这个的潜在好处，它是 | |
| always a trade-off so like go broad think think of what think of like | |
| 总是需要权衡，所以就像广泛思考思考什么思考一样 | |
| entertain the idea of what you can build | |
| 考虑你可以建造什么 | |
| and then filter it then and kind of like prioritize the list rather than just | |
| 然后对其进行过滤，有点像对列表进行优先级排序，而不仅仅是 | |
| like preemptively shooting down ideas yeah brainstorms turn into shooting down | |
| 就像先发制人地否决想法是的，头脑风暴变成了否决 | |
| 00:45 | |
| 00:45 | |
| ideas so fast yeah oh god that's more pricing questions hard tech | |
| 想法如此之快，是的，上帝，这是更多的定价问题硬技术 | |
| cuz at the bottom of the list no I'm just looking through to see which one | |
| 因为在列表的底部 不 我只是想看看是哪一个 | |
| okay they're not I was like okay here we go | |
| 好吧，他们不是，我当时想，好吧，我们走吧 | |
| Elias asks how should I talk to my first b2b customers to let them know that I | |
| Elias 问我应该如何与我的第一批 B2B 客户交谈，让他们知道我 | |
| want them to sell but also that they are part of like a beta test so this is a | |
| 希望它们出售，但也希望它们是 Beta 测试的一部分，所以这是一个 | |
| fun one I always think and a lot of times | |
| 我总是觉得很有趣，而且很多次 | |
| founders ask these questions where it's basically like the answer is just to be | |
| 创始人提出这些问题，基本上答案就是这样 | |
| honest right like or the answer is you can just ask right and this comes up | |
| 诚实正确的喜欢或者答案是你可以直接问正确的问题就会出现 | |
| with investment car investor conversations and customer conversations | |
| 与投资汽车投资者对话和客户对话 | |
| right you're looking for early customer who is excited by the opportunity to | |
| 是的，您正在寻找对有机会感到兴奋的早期客户 | |
| work really closely with the founder be able to give feedback quickly to be able | |
| 与创始人密切合作 能够快速提供反馈 | |
| to get changes fit quickly and it's not intimidated by something that's actually | |
| 快速适应变化，并且不会被实际情况吓倒 | |
| a feature yeah but a lot of customers that's like they would pay more for that | |
| 是的，但很多客户愿意为此支付更多费用 | |
| yeah and so you're looking for that customer so be upfront about it and it's | |
| 是的，所以你正在寻找那个客户，所以要坦率地说，这是 | |
| same thing with an investor really like a lot of times we get asks a question | |
| 与投资者同样的事情真的很像很多次我们被问到的问题 | |
| 00:46 | |
| 00:46 | |
| like what did the investor mean by this or what stage of the process in my--in | |
| 就像投资者的意思是什么或者我的流程的哪个阶段 | |
| and the answer is like just ask the investor I think like it actually shows | |
| 答案就像问投资者一样，我认为这实际上表明了 | |
| a level of sophistication to ask the question when you don't know as opposed | |
| 当你不知道时提出问题的复杂程度 | |
| to just kind of like not as if you do know and not and then leave without any | |
| 只是有点像不知道，好像你不知道，然后什么也不知道地离开 | |
| insights and the failure mode here is if | |
| 见解和失败模式是如果 | |
| you don't bring this up now and you just like present yourself as this big | |
| 你现在不提这个了，你只是喜欢把自己表现得这么大 | |
| enterprise software company like they're gonna be disappointed you're gonna be | |
| 企业软件公司就像他们会让你失望的那样 | |
| disappointed like everyone's gonna have a not fun time so spin it in a positive | |
| 很失望，因为每个人都会度过一段不愉快的时光，所以要积极地看待它 | |
| yeah like it's it's again you might even | |
| 是的，就像它又来了，你甚至可能 | |
| close the deal because you bring this up | |
| 因为您提出了这个问题，所以达成了交易 | |
| maybe don't call it a beta test just say like I'm gonna work extremely closely | |
| 也许不要称其为 Beta 测试，只是说我会非常密切地工作 | |
| with you to make this a success like I'm gonna I'll be awake 24/7 making this | |
| 和你一起让这件事取得成功，就像我会一样，我会 24/7 保持清醒做这件事 | |
| work because you will be awake 24/7 all right what else here we go | |
| 工作，因为你会 24/7 都醒着，好吧，我们还能做什么 | |
| Oscar says we're blue a platform where housewives resell products from | |
| 奥斯卡说我们是一个家庭主妇转售产品的平台 | |
| 00:47 | |
| 00:47 | |
| suppliers using whatsapp it's like me show for let him get that should we give | |
| 使用 Whatsapp 的供应商就像我展示的那样，让他得到我们应该给予的东西 | |
| incentives to our housewives to trust us like uber did at the beginning | |
| 激励我们的家庭主妇像 Uber 最初那样信任我们 | |
| so um interestingly enough this is a common thing that happens where a | |
| 所以嗯，有趣的是，这是一个常见的事情，发生在 | |
| start-up thinks they know what happened at the beginning of a company and | |
| 初创公司认为他们知道公司成立之初发生了什么 | |
| sometimes they don't so in the extreme beginning of uber what we're so | |
| 有时候，在 Uber 的最开始阶段，他们并不像我们这样 | |
| interesting was that it launched in San Francisco and it launched as uber black | |
| 有趣的是，它在旧金山推出，并以 uber black 的名字推出 | |
| which is really expensive product actually it wasn't well subsidized and | |
| 这是非常昂贵的产品，实际上它没有得到很好的补贴， | |
| the real value is that it was impossible get a taxi in San Francisco absolutely | |
| 真正的价值在于，在旧金山绝对不可能打到出租车 | |
| impossible so they didn't have to incentivize people to use the first | |
| 不可能，所以他们不必激励人们使用第一个 | |
| version very much because like the alternative was like you couldn't move | |
| 非常喜欢这个版本，因为替代方案就像你无法移动 | |
| around the city at all now as they expand to new markets and they figured | |
| 随着他们向新市场扩张，他们现在已经在整个城市周围了，他们认为 | |
| out how marketing worked and they figured out that like they could | |
| 了解营销是如何运作的，他们发现他们可以 | |
| accelerate penetrating into a new city if they gave away rewards that was all | |
| 如果他们赠送奖励，就可以加速渗透到一个新城市 | |
| 00:48 | |
| 00:48 | |
| stuff they did later much like yes we don't copy what you think someone did in | |
| 他们后来所做的事情就像是的，我们不会复制你认为某人所做的事情 | |
| the beginning when actually that wasn't what they did in the beginning in the | |
| 实际上这并不是他们一开始所做的 | |
| beginning they solved like a really hilarious pain point and if uber had | |
| 一开始他们解决了一个非常搞笑的痛点，如果 Uber 有的话 | |
| launched in New York City it wouldn't have worked because like yeah did not | |
| 在纽约市推出它不会起作用，因为就像是的那样没有 | |
| exist in New York City the pain was so great great in San Francisco that | |
| 存在于纽约市，而旧金山的痛苦是如此之大，以至于 | |
| everyone was willing to use uber black like they turned a lot of it such a | |
| 每个人都愿意使用超级黑，就像他们把很多它变成这样 | |
| money so they did the exact thing that in charge way too much and they | |
| 钱，所以他们做了同样的事情，收费太多了，他们 | |
| found like a very specific pain point that like certain very wealthy people | |
| 发现像某些非常富有的人一样非常具体的痛点 | |
| had I remember the first time I got an overt that was yeah it was good I felt | |
| 我记得我第一次公开的时候是的，我感觉很好 | |
| like for like a king they had a limo in their first initial fleet and every once | |
| 就像国王一样，他们在第一批最初的车队中拥有一辆豪华轿车，并且每一次 | |
| in a while you recall uber and like a stretch limo would come and pick you up | |
| 过一会儿你就会想起优步，就像一辆加长豪华轿车会过来接你 | |
| yeah like two people it was crazy they charged you for charge extra for the | |
| 是的，就像两个人一样，他们向你收取额外费用，这太疯狂了 | |
| excellent idea but it was expensive okay okay this is this is a really important | |
| 好主意，但价格昂贵，好吧，这是一个非常重要的事情 | |
| escort the next question Ashly asks if we're gonna be if we're if we're | |
| 护送下一个问题 Ashly 问我们是否会 如果我们是 如果我们 | |
| 00:49 | |
| 00:49 | |
| starting a technology service that has never been done before is it important | |
| 开始一项以前从未做过的技术服务重要吗 | |
| to get it patented before we release the | |
| 在我们发布之前获得专利 | |
| MVP and I have I have some ideas on this but I want to hear only you your I | |
| MVP 和我对此有一些想法，但我只想听听你的意见 | |
| usually abstain far away from my PMS it's a buyout company but you have more | |
| 通常远离我的 PMS 这是一家收购公司，但你有更多 | |
| experience than idea so this is such like like I I started my company | |
| 经验胜于想法所以这就像我创办了我的公司 | |
| and you know a small town in Ontario just outside of Toronto like I was not | |
| 你知道安大略省多伦多郊外的一个小镇，就像我不知道的那样 | |
| in the thick of startup world and I'm trying to think back to like how many | |
| 在创业的世界里，我试图回想有多少 | |
| people told me to patent that yeah this is like one of those things that people | |
| 人们告诉我要申请专利，是的，这就像人们所做的事情之一 | |
| who are not in the startup world think is a critical piece of starting a | |
| 那些不在创业界的人认为这是创业的关键部分 | |
| business because they may have heard of like someone else who got screwed out of | |
| 生意，因为他们可能听说过像其他被搞砸的人一样 | |
| their idea or something like that but if you're starting a startup which is kind | |
| 他们的想法或类似的东西，但如果你正在创办一家初创公司，那就太好了 | |
| of defined as a technology company that's designed to grow rapidly then the | |
| 的定义是一家旨在快速发展的科技公司 | |
| the number one thing that you need to do is find something that people want and | |
| 你需要做的第一件事就是找到人们想要的东西 | |
| sell it to them and then iterate and grow patents are not a critical step | |
| 把它卖给他们，然后迭代和增加专利并不是关键的一步 | |
| 00:50 | |
| 00:50 | |
| necessarily in this path in fact a lot of times like I had a conversation with | |
| 事实上，很多时候，就像我和他交谈过一样，一定会走这条路 | |
| a founder NYC and they were talking about how they needed to get their stuff | |
| 纽约的一位创始人，他们正在谈论如何获得他们的东西 | |
| patented before they launched as a YC company and we just I didn't dismiss it | |
| 在他们作为 YC 公司成立之前就申请了专利，我们只是我并没有否认它 | |
| outright because there's always edge cases where it could be could be | |
| 彻底，因为总是存在可能的边缘情况 | |
| critical but we talk through like what are the benefits that you're like then | |
| 很重要，但我们会讨论您喜欢的好处是什么 | |
| you expect to come from this patent and most of them are for like circumstances | |
| 您期望从该专利中获得，并且大多数都是针对类似情况 | |
| that are after you've already hit product market fit they're like | |
| 在你已经找到适合市场的产品之后，他们就像 | |
| projecting problems that they will have in the future there are a multitude of | |
| 预测他们将来会遇到的问题有很多 | |
| problems that you may have you need to keep focused on the problems like you | |
| 您可能遇到的问题 您需要继续关注像您这样的问题 | |
| actually have which is you have no users you have no product and you have no | |
| 实际上有，就是你没有用户，你没有产品，你没有 | |
| revenue you solve those ones you will have the pleasure of like running into | |
| 您解决那些您将有幸遇到的收入 | |
| patent stuff later in the future should we do one more yeah we get a little more | |
| 将来晚些时候我们应该再做一个专利吗 是的，我们会多做一点 | |
| last one where you talk about design there's one of our platform risk where | |
| 最后一个你谈论设计的地方是我们的平台风险之一 | |
| 00:51 | |
| 00:51 | |
| is that one this girl daddy was the YouTube platform risk alarm there it is | |
| 是这个女孩爸爸是 YouTube 平台风险警报中的一个吗？ | |
| okay Rahmi asks we have a project that solves a very critical and wide pain | |
| 好的，拉赫米问我们有一个项目可以解决一个非常关键和广泛的痛苦 | |
| point but it totally depends on youtube so if YouTube decides to block it well | |
| 一点，但这完全取决于 YouTube，所以如果 YouTube 决定很好地阻止它 | |
| but we we will be out of business is it a good risk it doesn't this risk we | |
| 但我们会倒闭 这是一个很好的风险 这不是我们的风险 | |
| render the business worthless Wow I think this is something that's changed | |
| 让生意变得毫无价值哇我认为这已经改变了 | |
| that feels like it's changed over the last 15 years I feel like when I came | |
| 感觉就像过去 15 年里发生了变化 我来时的感觉 | |
| into the startup world there were these basically there were these systems that | |
| 进入创业世界，基本上有这些系统 | |
| were open and so Google felt like a very open system for finding websites that | |
| 是开放的，所以谷歌感觉就像一个非常开放的系统，可以找到那些 | |
| Google didn't have a whole bunch of other products that were competing with you | |
| 谷歌没有一大堆其他产品与你竞争 | |
| messaging felt like a very open system it was SMS email for like a very open | |
| 消息传递感觉就像一个非常开放的系统，短信电子邮件就像一个非常开放的系统 | |
| system most emails that were sent were received even promotional ones | |
| 系统大多数发送的电子邮件都收到了，甚至是促销电子邮件 | |
| 00:52 | |
| 00:52 | |
| the tricky thing now is that almost all of these systems are now closed and | |
| 现在棘手的事情是几乎所有这些系统现在都已关闭并且 | |
| almost all of these companies understand that they exploited an open system to | |
| 几乎所有这些公司都明白，他们利用开放系统来 | |
| get big and that if their system is open | |
| 变得更大，如果他们的系统是开放的 | |
| if YouTube system isn't open if Facebook | |
| 如果 YouTube 系统未开放 如果 Facebook | |
| system is open they will be exploited by | |
| 系统是开放的，他们将被利用 | |
| the next person and so the problem is is that you're not only competing with | |
| 下一个人，所以问题是你不仅要与 | |
| other players in your market you're competing against the platform you're on | |
| 您所在市场中与您所在平台竞争的其他参与者 | |
| if this is a significant revenue opportunity for the platform you're on | |
| 如果这对于您所在的平台来说是一个重要的收入机会 | |
| they have every incentive to either by you or kill it and they're not gonna buy | |
| 他们有充分的动机要么通过你，要么杀死它，但他们不会购买 | |
| you for a lot of money because they have a lot of leverage over you so the | |
| 你要很多钱，因为他们对你有很大的影响力，所以 | |
| question would ask you is like is your dependence on youtube today | |
| 我会问你的问题是你今天对 YouTube 的依赖程度如何 | |
| or is it dependence on YouTube forever if it's that forever question I'd be | |
| 或者我会永远依赖YouTube吗？如果这是我永远的问题的话 | |
| very very cautious about building this into a business I might consider making | |
| 对于将其纳入我可能考虑开展的业务，非常非常谨慎 | |
| it a lifestyle business where you can monetize it quickly so that if it does | |
| 这是一个生活方式业务，您可以快速将其货币化，因此如果它确实如此 | |
| go away at least you've made money and it brings in this like subscription | |
| 走吧，至少你赚了钱，而且它带来了类似订阅的功能 | |
| revenue that like youtubers must like hardcore youtubers must have this and | |
| 喜欢 youtube 的人必须有喜欢硬核 youtube 的人必须有这个和 | |
| therefore they're willing to pay fifty or hundred bucks a month or something | |
| 因此他们愿意每月支付五十或一百美元之类的 | |
| 00:53 | |
| 00:53 | |
| yeah the only other way you can get away with this is kind of like the eBay | |
| 是的，唯一可以摆脱这种情况的其他方法就是像 eBay | |
| PayPal case we're like your product becomes so mainstream on | |
| PayPal 案例，我们希望您的产品成为主流 | |
| you tube so quickly that if you to tried to shut it down like there be a mass | |
| 你管得太快了，如果你试图关闭它，就像有一个质量 | |
| revolt yeah which is hard but interesting enough like do you remember | |
| 反抗是的，这很难，但很有趣，就像你还记得吗 | |
| vine like Twitter shut down the vine replace or not fine periscope yep | |
| 像 Twitter 一样的 vine 关闭 vine 更换或不精细潜望镜 是的 | |
| and that was popular like that was popular with all the cool kids in San | |
| 这很受欢迎，就像受圣城所有酷孩子的欢迎一样 | |
| Francisco and they still got like me captain so yeah alright cool everyone | |
| 弗朗西斯科，他们仍然有像我这样的队长，所以是的，好吧，大家都很酷 | |
| thank you very much for asking all these excellent questions we'll be back next | |
| 非常感谢您提出所有这些精彩的问题，我们下次会回来 | |
| Wednesday at 11 a.m. Pacific time to answer questions about next week's | |
| 太平洋时间周三上午 11 点回答有关下周的问题 | |
| lectures so thanks see you later | |
| 讲座，谢谢，稍后见 | |