files/ycombinator_n-3Pt6HoWmA.txt

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hi everyone really really nice to meet you it's so exciting to see I mean yeah
大家好，很高兴见到你们，很高兴见到你们，我的意思是，是的
this is a lot of companies this is really exciting so I am the CEO and
有很多公司，这真的很令人兴奋，所以我是首席执行官
co-founder of informed k12 we did recently go through a name change so we
inform k12 的联合创始人，我们最近经历了更名，所以我们
were formally choc schools I still catch
是正式的巧克力学校我仍然看到
myself saying both so if I do that today you know me too and so just generally
我自己都说了，所以如果我今天这样做，你也会认识我，所以一般来说
what we're doing we help any school systems we work with district offices
我们正在做的事情 我们帮助我们与地区办事处合作的任何学校系统
primarily and we help them bring any paperwork process online so what that
主要是我们帮助他们将任何文书工作流程在线化，所以那是什么
looks like in practice we started out with things that go home in backpacks
看起来在实践中我们是从背包里带回家的东西开始的
that you know about probably permission slips back to school things and as we
你知道的，可能许可又回到了学校的事情上，就像我们一样
got further and further into it we do everything now that is internal to the
越来越深入，我们现在所做的一切都是内部的

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district offices as well so everything from mileage reimbursements conference
地区办事处以及里程报销会议的一切
and travel forms to chair requests stop light violation forms I've seen
和主席请求停止我见过的轻微违规表格的旅行表格
everything I think but there's always new stuff that comes up with the
我想到的一切，但总有新的东西出现
districts that we've been working with for the longest they have hundreds of
我们合作时间最长的地区有数百个
forms on our platform I think the record
我们平台上的表格我认为是记录
right now is over 600 and that is that's just it's how the back office works so
现在超过 600 这就是后台的工作方式
that is that is rad and what were you doing just in your career before you
这真是太棒了，在你之前你在职业生涯中正在做什么
started this company so before I started
在我开始之前就创办了这家公司
the company I was actually came from the nonprofit world I don't know if anyone
我所在的公司实际上来自非营利组织，我不知道是否有人
else here has that particular background I was always really interested in doing
这里还有我一直很感兴趣的特殊背景
things that I felt had impact but my challenge there was trying to find
我觉得有影响的事情，但我面临的挑战是试图找到
things that could scale with that impact so what I ended up doing is I started a
可以随着这种影响而扩展的事情所以我最终做的是我开始了
couple of nonprofits sort of early in my
在我的早期，有几个非营利组织
career ended up deciding to work for the school system and I worked for the
我的职业生涯最终决定为学校系统工作，而我为

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Providence Public Schools out in Rhode Island
罗德岛州的普罗维登斯公立学校
I don't know VA why talk about that so I
我不知道 VA 为什么要谈论这个，所以我
worked for the Providence Public Schools and I managed PD Senate there any PD
在普罗维登斯公立学校工作，我在任何 PD 中管理 PD 参议院
people here managed PD for all staff so all the teachers the principal's the
这里的人管理所有员工的个人发展，所以所有的老师和校长都是
speech therapist everyone I was pretty firmly in the world of like Florida
言语治疗师每个人我都非常坚定地生活在佛罗里达州这样的世界里
ceilings in cabinets lots of sign-in sheets that
橱柜的天花板上有很多签到表
we collected on paper funny enough which I think we might talk about the first
我们在纸上收集了足够有趣的内容，我想我们可以讨论第一个
company idea that my co-founder and I worked on was not this was not that even
我和我的联合创始人所致力于的公司理念不是这个也不是那个
though I did actually deal with a lot of paperwork I struggled a lot in my
尽管我确实处理了很多文书工作，但我在工作中遇到了很多困难
district just trying to track what was going on with teachers are we delivering
学区只是想追踪老师的情况，我们是否提供服务
services are we actually are trainings effective lots of questions like that it
服务是我们实际上正在培训有效的很多类似的问题
made me decide to go back into technology into seek ways just to scale
让我决定重新回到技术领域，寻求扩大规模的方法

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more impact and to solve those things that I was seeing it led me to Stanford
更大的影响力并解决我所看到的事情，这让我来到了斯坦福大学
where I was in the learning design technology program and that is where I
我在学习设计技术项目的地方，那就是我的地方
met my co-founder Chen she escaped the world of finance because she wanted to
遇见了我的联合创始人陈，她逃离了金融世界，因为她想
do more impactful work and when we met we both this is the same year I was in
做更有影响力的工作，当我们见面时，我们都是在同一年
the same cohort as Preston so MOOCs were a really big deal that year and we were
和普雷斯顿是同一群人，所以那一年 MOOC 非常重要，我们
like we're doing something for districts period so we were probably the only two
就像我们正在为地区时期做一些事情所以我们可能是唯一的两个
I know we were actually the only two in our entire class that cared really
我知道我们实际上是全班唯一真正关心的两个人
specifically about school systems and that set us on the path we create an
特别是关于学校系统，这使我们走上了创建一个
internship together we were working at an elementary school highly recommend
我们一起在一所小学工作强烈推荐
getting on the ground really really immersed if that's what you're looking
如果这就是您所寻找的，那么您将真正沉浸在地面上
to do if it's to solve problems for schools or school systems there's
如果是为了解决学校或学校系统的问题
nothing quite like doing that and so we end up working closely with teachers on
没有什么比这样做更好的了，所以我们最终与老师们密切合作
a program where they were launching iPads and along the way we looked at a
他们推出 iPad 的计划，在此过程中我们研究了
lot of different apps and a lot of different things and that's we came up
很多不同的应用程序和很多不同的东西，这就是我们想到的

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with chalk one yeah we write we met in 2012 when you were leaving the LDC
用粉笔写下“是的，我们是在 2012 年认识的，当时你正离开路易达孚”
program and starting imagine k12 and yeah you applied with a very different
程序并开始想象 k12 是的，你应用了一个非常不同的
idea so yeah tell us what the idea was and what why you decided to pivot away
想法所以是的，请告诉我们这个想法是什么以及您决定放弃的原因是什么
from it to something else and then we can talk about how you came up with
从它到其他东西，然后我们可以讨论你是如何想到的
so when Chen and I were working at the school sites one of the things that came
所以当我和陈在学校工地工作时发生的一件事
up pretty quickly while we were trying to help teachers launch iPads was just
当我们试图帮助教师推出 iPad 时，我们的业务发展得很快
this feeling that people weren't sharing
人们没有分享这种感觉
their best practices or they didn't know what other teachers next door we're
他们的最佳实践，或者他们不知道我们隔壁的其他老师是什么
doing schools very siloed classrooms are often siloed
学校的教育非常孤立，教室往往也是孤立的
so we were like okay we're gonna build this QA system basically I know Jeff
所以我们就想，好吧，我们要构建这个 QA 系统，基本上我知道杰夫
calls it a Korra for schools and we spent the entire year doing that and I
我们把它称为学校的“Korra”，我们花了整整一年的时间这样做，我
mean we built Chen Chen is CTO she builds multiple versions of it and we
意思是我们建立了 Chen Chen 是首席技术官，她构建了它的多个版本，我们
talked to teachers we were working on it for the entire year
与老师交谈，我们花了整整一年的时间来研究这个问题
we going to imagine k12 thinking oh this is gonna be a great way to continue
我们会想象 k12 会想哦，这将是继续下去的好方法

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working on this idea because we care about this so much and we really really
致力于这个想法，因为我们非常关心这个，而且我们真的真的
really believed in it we were probably I remember how so we
我真的相信它，我们可能我记得我们是如何做到的
had no users but we did have prototypes and we we were in probably three or four
没有用户，但我们确实有原型，而且我们可能有三四个
weeks and I think is what it was yeah an imagined k12 when we ended up doing a
几周，我想这就是我们最终做的一个想象中的 k12
user study where we had a group of teachers in a room and I remember this
用户研究中，我们有一群老师在一个房间里，我记得这一点
really clearly we recorded them and we stepped out so this whole thing about
我们非常清楚地记录了它们，然后我们走出去，所以这整件事是关于
teachers being too nice to say things to your to your face around whether or not
老师们太好了，不会当着你的面对你说话，无论是否
it actually works well or whether it's something they want it's so true for us
它实际上运作良好，或者是否是他们想要的东西，这对我们来说是如此真实
unfortunately we ended up putting a group of teachers in a room teachers who
不幸的是，我们最终把一群老师安排在一个房间里。
we had been talking to you for a good portion of that year turn the recorder
那一年我们花了很大一部分时间和你说话 转动录音机
on walked out and then recorded them while they were trying to use it one of
走出去，然后在他们尝试使用其中之一时记录下来
our prototypes and we have on tape I'd like the exact words were I would never
我们的原型，我们有磁带，我想知道确切的话是我永远不会

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use this my teachers would never use this and we were both like we were
用这个我的老师永远不会用这个，我们都像我们一样
looking at it afterwards we were like oh boy so the thing with teachers at least
事后看，我们就像天哪，所以至少和老师有关系
with this particular idea for us was that we had sort of forgotten the
对我们来说这个特殊的想法是我们有点忘记了
context of the school which is that teachers are often in their classrooms
学校的环境，即教师经常在教室里
on their feet most a day so who is going to really have time to sit down submit
一天中大部分时间都在站着，所以谁能真正有时间坐下来提交
the questions and have the answers and how is that gonna really work and so
提出问题并得到答案，这将如何真正发挥作用等等
that's what it came down to for us the moment was when we saw that on tape and
当我们在磁带上看到这一点时，我们就得出了这样的结论
we were like okay I don't know like how are we gonna actually do this in
我们当时就想，好吧，我不知道我们要如何真正做到这一点
practice yeah that that's kind of a gift of their that you were able to get this
练习是的，这是他们的一份礼物，你能够得到这个
honest like I would never use this you're like all right that's pretty
老实说，我永远不会使用这个，你就像好吧，这很漂亮
clear not I'm not just trying to deduce the rule number one you should hope to
显然不是，我不仅仅是想推断出你应该希望的第一条规则
have user and you should hope that there is good
有用户，你应该希望有好的

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to it so so you guys decided to pivot what process did you go through then
所以你们决定改变你们当时经历了什么过程
like how once you decided all right they aren't using this how did you convince
就像一旦你决定好他们就不再使用这个你是如何说服的
yourselves to let go and then how did you come up with you're a very different
你自己放手然后你怎么发现你是一个非常不同的人
idea that's now used in many many schools and districts so letting go was
现在许多学校和地区都在使用这个想法，所以放手是
hard it was sort of the first step but I
这只是第一步，但我
think it took us less than a day to just be like all right off we go we're back
我想我们花了不到一天的时间就好像一切都好我们走了我们回来了
off to the races and I find remember right - this was probably two weeks
去比赛，我发现没记错——这可能是两周
before we were graduating and we needed to present what we had worked on all
在我们毕业之前，我们需要展示我们所做的所有工作
year so that was one and the other one was I think we were one week away from
那是一年，另一年是我认为我们距离
the teacher day or I forget the name now educator day educator day I was close
教师节，或者我忘记了名字，现在是教育者节 教育者节 我很接近
but the day where we were going to have people to hopefully come and see what we
但那天我们希望人们能来看看我们的成果
had built and created which we had nothing anymore at that point and so we
建造并创造了我们当时已经一无所有的东西，所以我们
just stepped into high gear I think we spent one to two weeks of doing
刚刚进入高速档，我想我们花了一到两周的时间

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everything we could and talking to everyone and I mean like sooo long like
我们能做的一切，与每个人交谈，我的意思是，就像很长一样
all day as many people as we could I remember we did things like we offers
一整天尽可能多的人我记得我们做了我们提供的事情
being a school year around that time I remember this clearly we offered to help
当时是一个学年，我清楚地记得我们愿意提供帮助
a couple of teachers we were like anything talk to me about any pain you
几位老师，我们就像任何事情一样跟我谈论你的任何痛苦
have and we had an interview after interview we offered to help a couple of
我们进行了一次又一次的采访，我们提出要帮助一些人
teachers set up their classrooms so we could get more of their time so we spent
老师们布置了他们的教室，这样我们就可以得到更多的时间，所以我们花了
a couple days putting a bulletin board yes well we did that and then we would
几天后贴了一个公告板，是的，我们做到了，然后我们会
go late into the night just coming up with as many ideas as we could and I
一直到深夜，我们都想出了尽可能多的想法，而我
think it was about two weeks of that and
认为这大约是两周的时间
it was a really intense two weeks we end up narrowing it down to two ideas one
这是非常紧张的两周，我们最终将其缩小为两个想法：
was for paperwork and the other one was called lightening ideas which I don't
用于文书工作，另一个称为“闪电创意”，我不这么认为
know if Tim or Jeff remember at all but what landing ideas surprise came
知道蒂姆或杰夫是否还记得，但惊喜的着陆想法是什么
from trying to come up and brainstorm with a lot of ideas it was an app let's
通过尝试提出并集思广益，这是一个应用程序，让我们

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do that better so when we're really the two with the help of her advisers it
做得更好，这样当我们真正成为两个人时，在她顾问的帮助下就可以了
was sort of one had potential to be a business probably with the market and
是一种有潜力成为一项可能有市场的业务，并且
the other one may be an app not sure where that could go
另一个可能是一个应用程序，不确定它会去哪里
and so we doubled down on paperwork and that's it's pretty much that's where
所以我们在文书工作上加倍努力，这就是
we've been since awesome thanks and so from that decision how did you get to
我们一直非常感谢，从这个决定你是如何做到的
having some customers your first like ten users how did you go about that so
拥有一些您的第一个客户，例如十个用户，您是如何做到这一点的
we had users after some time it took us a long time honestly I think it took us
一段时间后我们有了用户，老实说，我们花了很长时间，我认为我们花了很长时间
we certainly had users the thing for us that was difficult as we tried to get
我们当然有用户，这对我们来说是困难的，因为我们试图得到
teachers to sign on to the app for free to do permission slips that was sort of
老师可以免费登录该应用程序来制作许可单，这有点像
our first piece of it we did end up along the course of that finding a
我们的第一部分最终确实找到了一个

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couple things just for us that it was hard to get teachers to pay for it so we
有几件事对我们来说是很难让老师付钱的，所以我们
sort of muddled around for a period of time trying to find our user the
有点混乱了一段时间试图找到我们的用户
challenge for us with paperwork is it's a very dispersed problem and with school
我们在文书工作方面面临的挑战是这是一个非常分散的问题，而且对于学校来说
systems I think one of the challenges depending on what you're building is
我认为挑战之一取决于您正在构建的系统
just that you have a lot of potential users and each of them see different
只是你有很多潜在用户，每个人都有不同的看法
parts of the picture so it's challenging to know who you're necessarily going to
图片的某些部分，因此很难知道您一定要去谁
sell to or solve the problem for if you're like us and you're doing
如果您像我们一样并且正在做，则出售给您或解决问题
something that is sort of systemic so it took us some time to find it I'd say we
这是一种系统性的东西，所以我们花了一些时间才找到它，我想说我们
were also simultaneously building the app from ground without a team so it's
我们还同时在没有团队的情况下从地面构建应用程序，所以它是
just Chen it really did take us a good amount of time I'd say probably a year
只是陈，我们确实花了很多时间，我想说可能是一年
before we had the first couple pilot districts on I sold our first couple
在我们拥有第一批试点地区之前，我卖掉了我们的第一批试点地区
pilots with a PowerPoint prototype we had nothing built and that's how I got
飞行员使用 PowerPoint 原型，我们什么也没建造，这就是我得到的

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our first people to sign on to use it and even then it took a while to find
我们的第一批人登录使用它，即使这样也花了一段时间才找到
out who was going to purchase our particular product so so so there were
知道谁将购买我们的特定产品，所以所以有
the permission slip product people were using for free but then
人们免费使用许可单产品，但后来
you used your PowerPoint presentation of something else to get districts to to
您使用其他内容的 PowerPoint 演示文稿让各地区了解
buy it correct okay yeah and so it was challenging even from there to find out
买对了，好吧，所以即使从那里找出答案也很困难
who was actually going to be the ultimate person to buy it there was a
谁实际上将成为最终购买它的人
period of time where I demoed and either a cold called or emailed pretty much
我进行演示的那段时间，要么接到陌生电话，要么发电子邮件
almost any level of staff you can think of it's a lot of people I demoed a lot
几乎你能想到的任何级别的员工 我都对很多人进行了演示
of like athletic directors for instance and they were wonderful but it was also
例如，类似的体育总监，他们很棒，但也很糟糕
hard for them to purchase so it took some time to figure that part out and
他们很难购买，所以花了一些时间来弄清楚这个部分
again I think part of that is due to the specific problem that we're solving and
我再次认为部分原因是我们正在解决的具体问题
how we're doing that so the market half of product market fit you were searching
我们是如何做到这一点的，以便产品市场的一半适合您正在寻找的产品

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or for a while yeah so when when you did find out I guess
或者有一段时间是的，所以当你发现的时候我想
I'm interested in kind of the systems you found to learn from these users when
我对您发现的向这些用户学习的系统感兴趣
you found the person who was your market because it may I imagine for not chalk
你找到了你的市场人，因为我想这可能不是粉笔
for informed k12 the person who's purchasing isn't always a person who's
对于消息灵通的 k12 来说，购买的人并不总是一个
using the product so how do you learn from these different parties that are
使用该产品，那么您如何向这些不同的各方学习
involved with yeah as your market so we did actually find out that so right now
涉及是作为你的市场所以我们现在确实发现了这一点
for the most part we work with different
在大多数情况下，我们与不同的人合作
departments in the school systems but we sell primarily to like the chief
学校系统中的部门，但我们主要销售给校长
business officials or assistant superintendents it took us some time to
商务官员或助理主管 我们花了一些时间
figure out how to even get in front of those particular people and it turns out
弄清楚如何才能到达那些特定的人面前，事实证明
that they actually do sign a lot of forms so for us it wasn't quite we did
他们实际上确实签署了很多表格，所以对我们来说，我们并不完全这样做

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find that they were sort of people able to buy but also I mean a lot of the
发现他们是有能力购买的人，但我的意思是很多
assistants oops that I work with personally sign and even superintendents
与我一起工作的助理哎呀，亲自签名，甚至是主管
personally sign a lot of documents oh so
亲自签署很多文件哦所以
they were using it to sign off on things that's okay got it got it so anymore so
他们用它来签署一些事情，没关系，得到它，所以不再这样了
you were telling us about like finding that product market fit so when did you
您告诉我们喜欢找到适合市场的产品，那么您什么时候
know was it like the first real sale and you thought these are the people were
知道这是否像第一次真正的销售，你认为这些人就是
after yeah it was that's 25 sales in I would
是的，那是 25 次销售，我会
agree with at least for me what Preston was saying there wasn't a moment we
至少对我来说同意普雷斯顿所说的我们没有一刻
actually sold a couple and sometimes you get false positives be like oh I did it
实际上卖了几个，有时你会得到误报，就像哦，我做到了
like I sold an Outdoor Education School and for a while I thought that we sell
就像我卖掉了一所户外教育学校，有一段时间我以为我们卖的是
to a bunch of those and that did it quiet it wasn't like the big enough
对一堆这样的人来说，它很安静，它不像足够大的
worst in the market either how did I know I think it must have been 2000
市场上最糟糕的要么我怎么知道我想它一定是2000年
towards Ana 2014 early into 2015 we started doing we started getting it
2014 年初到 2015 年初，我们开始做我们开始得到它
consistently we started consistently with a process
我们始终如一地从一个流程开始

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knowing that if we called this person this way with this message etc that we
知道如果我们用这样的消息等方式打电话给这个人，我们
would be able to actually start landing those contracts consistently because
将能够真正开始一致地签订这些合同，因为
even our first 10 didn't necessarily tell us that much but is that repeatable
即使我们的前 10 个也不一定告诉我们那么多，但它是可重复的吗
sales process yeah for me it was it was more that when I was like okay we're
销售流程是的，对我来说，更多的是当我觉得好吧时，我们
actually this this is the one this feels
其实这就是这个感觉
like was that the point where you raised money or had you raised money before
就像你筹集资金的那一刻或者你以前筹集过资金一样
that or we had raised money before that we raised money on pilots before that
或者我们在那之前筹集过资金 我们在那之前为飞行员筹集过资金
so one thing we talked about a lot of Y Combinator and Paul Graham writes about
所以有一件事我们在 Y Combinator 上讨论过很多，Paul Graham 也写过
this a lot is doing things that don't scale as a start-up so you you already
这很多都是在做一些无法像初创公司那样规模化的事情，所以你已经
told us that you sold PowerPoint versions of your of your product which
告诉我们您销售了产品的 PowerPoint 版本
definitely is like a limited time thing to do what are some other things you
绝对就像是在有限的时间内做的事情，你还有什么其他事情可以做？
guys did in the early days that didn't scale to get you to product market fit
人们在早期所做的事情并没有扩大规模来让你的产品适应市场

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or and or what are things that your company does today like in terms of
或 和 或 贵公司今天所做的事情有哪些
things that don't scale to keep you moving forward I don't I think there
那些无法让你继续前进的事情我不认为存在
there are so many things we probably did that we couldn't scale that it's hard
我们可能做了很多事情而无法扩展，这很难
for me to remember exactly like what set of things I will say now and the things
让我准确地记住我现在要说的那组事情以及那些事情
I don't like regret spending any like I would spend a ton of time on and
我不喜欢后悔花费任何时间，就像我会花费大量时间一样
continue to is spending a lot of time with basically building the
继续花费大量时间基本上构建
relationships I think schools at the end of the day and districts there is a
我认为学校和学区归根结底有一个关系
really strong relationship aspect of it I think as customers they can be pretty
我认为作为客户，他们的关系非常牢固
unique in that like lifetime value can definitely be longer and you want a
独特之处在于终生价值肯定可以更长，并且您想要一个
product that's pretty sticky so I what I and what we continue to do is we will
产品非常粘，所以我和我们继续做的是我们将
spend like I can give you an example there have been a couple of times where
就像我可以给你举个例子一样，有好几次

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either things have broken or we like if the site went down somehow times were
要么东西坏了，要么我们喜欢网站不知何故宕机了
personally called every single customer that you know it's one of those things
亲自给你认识的每一位客户打电话，这是其中之一
there are times where if I really want to make sure that something is going to
有时，如果我真的想确保某件事会发生
go well and that I think it's really important for us to keep our promises
进展顺利，我认为信守承诺对我们来说非常重要
that we make to the school system so if that's in my mind a lot of times it's
我们对学校系统所做的事情，所以如果我多次想到这一点，那就是
whatever it takes of course as we do that we want to find
当然，无论我们做什么，我们都想找到
the right way to implement that will scale but at the same time there's a lot
实现这一目标的正确方法将会扩大规模，但同时还有很多
that you learn on the ground through multiple visits and what it might be
您通过多次访问实地了解到的内容以及可能的内容
that you just kind of need to do and you do get a lot more information on those
你只是需要做，并且你确实获得了更多关于这些的信息
on-site visits than you do over webinars or phone just continually see that so
现场访问比您通过网络研讨会或电话进行的方式只是不断地看到这一点
things that we do that don't scale now it's just focusing on the customers I
我们现在做的事情没有规模化，只是专注于我的客户
personally spend a lot of time on our support and we'll like check our Net
个人花费了大量时间来支持我们，我们希望检查我们的网络
Promoter scores and call people school office managers if it's something that
如果是这样的话，发起人会打分并打电话给学校办公室经理
looks like it's not working well for them I'd like to keep continuing to do
看起来这对他们来说效果不佳，我想继续这样做

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that but that probably falls into the bucket of do I know if that will
但这可能属于我知道是否会这样的范围
continue to scale I'm not sure about that but those are things the customer
继续扩大规模我不确定，但这些都是客户的事情
piece and the building that relationship and the commitment to them those are
以及建立这种关系以及对他们的承诺
things that we just try not to compromise and just for context how many
我们只是尽量不妥协的事情，只是为了上下文有多少
how many people are in your company now 22 okay okay so you probably have some
你的公司现在有多少人 22 好吧好吧，所以你可能有一些
focused support people but your yeah time support as you know as well can you
集中支持的人，但你也知道你的时间支持，你可以吗
tell us a little about about building trust you gave us I think some good
告诉我们一些关于建立信任的事情，你给我们带来了一些好处
examples but building trust with school leaders and are there other parties are
例子，但与学校领导建立信任，是否有其他各方
you dealing with parents or students and building trust there as well yeah so
你与家长或学生打交道并在那里建立信任是的，所以
given the nature of what we do we end up working with kind of everybody across
考虑到我们所做工作的性质，我们最终会与所有人合作
the school systems parents all the way so to build trust
学校系统一直与家长建立信任
sort of depending on the set of people there's gonna be different things but
有点取决于不同的人，会有不同的事情，但是
the one thing I see consistently across schools and school systems is that
我在学校和学校系统中一致看到的一件事是

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everyone thinks they're pretty unique and I think it's true - there are a lot
每个人都认为自己很独特，我认为这是真的——有很多
of things that are contextual like every district I go to be like oh this is the
与上下文相关的事物，就像每个地区一样，我会说哦，这就是
way we do things here or like we have typewriters we do and I'll be like I
我们在这里做事的方式或者就像我们有打字机一样，我会像我一样
definitely just talked to a district that also has them but it's sort of it's
肯定只是与也有它们的地区进行了交谈，但它有点像
that local context piece so district to district County to County state to state
当地背景，从地区到地区，从县到县，从州到州
things will be different of course there are things that are sort of across the
事情会有所不同，当然有些事情是跨越整个世界的
board common but that feeling of really needing to understand their context
董事会很常见，但确实需要了解其背景的感觉
that's really important they you know it's really important that when you're
这真的很重要 他们你知道这真的很重要 当你
partnering with someone and taking on a risk of a big contract or a big
与某人合作并承担大合同或大项目的风险
implementation a big public thing like that it's really important that you feel
实施像这样的大型公共事务，让您感到非常重要
who you're working with understands what that is it's just I don't think there's
和你一起工作的人明白那是什么，只是我不认为有
that's the best way but it's it's also it's just really important that's on
这是最好的方法，但这也是非常重要的

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pretty much like teachers and up school system people for parents I think it
我认为就像老师和学校系统中的家长一样
continues to keeping a big thing but privacy security whatever to start early
继续保持大事但隐私安全无论如何要尽早开始
and keep working on it and expect that parents in certain areas
并继续努力并期望某些领域的家长
they might pull up your privacy policy and really read it in great detail and
他们可能会调出您的隐私政策并非常详细地阅读它，并且
maybe understand it correctly or not but all those things on the parent end are
也许理解正确或不正确，但父端的所有这些东西都是
really important let's talk a little bit more about fundraising can you tell us
非常重要，让我们多谈谈筹款的问题，你能告诉我们吗
about when like when you first raise money and how you got your first
关于你什么时候第一次筹集资金以及你如何获得第一笔资金
investor and and maybe about relationships with investors and how you
投资者，也许还有与投资者的关系以及你如何
find investors that will add value for your company so raising money took a
寻找能够为您的公司增加价值的投资者，因此筹集资金需要花费大量时间
long time for us - we were really we had to restart from scratch all over again
对我们来说很长一段时间 - 我们真的不得不从头开始
when we were in imagine k12 so demo day definitely came and went and I think
当我们在想象k12时，所以演示日肯定来了又去，我想

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even at that point we still had no users we still had a bear prototype I don't
即使在那时我们仍然没有用户我们仍然有一个熊原型我不知道
think we'd even had necessarily an active launch at that time yet so that we had
我想我们当时甚至有必要进行一次积极的发射，这样我们就可以
like a lot of work to do and we did though right after it we you know got a
就像有很多工作要做，我们做了，但之后我们就知道了
bunch of people that we admit we did all those meetings and we were up and down
我们承认我们参加了所有这些会议，而且我们的情绪起伏不定
Sand Hill just pitching and doing it it takes a lot of time and effort to work
Sand Hill 光是投球和做就需要花费大量的时间和精力
on that and so it was for us like we sort of came after a couple of months to
就这一点而言，对我们来说就像是几个月后我们来到了
the realization that it was time and effort away from building the product
意识到构建产品需要时间和精力
and building like our go-to-market strategy which is what we really needed
并建立像我们真正需要的进入市场策略
so we did after I'm gonna say like three or four months just we were like we're
所以我们在三四个月后就这样做了，就像我们一样
not ready so we started focusing again back more entirely just on product and
还没有准备好，所以我们开始再次更加完全地专注于产品和
getting pilots in a couple of things there I think so in the time we were
我认为当时我们在那里进行了一些试点

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pitching we focused a lot at the time on creating our deck and I think our deck
投球时我们非常专注于创建我们的套牌，我认为我们的套牌
probably went from like 10 flies to over 40 at some point you go to these
可能从 10 只苍蝇到了 40 多只，你去这些
meetings and it's like oh we eat just this or we need to tell it this way and
会议就像哦，我们只吃这个，或者我们需要这样讲
do this and truthfully I think our story got really watered like it just got
这样做，说实话，我认为我们的故事真的像刚刚那样被浇灌了
really hard to know what we were even talking about at some point and then we
真的很难知道我们在某个时刻在谈论什么，然后我们
sorta hit pause on it and then it must have been over a year later and this is
有点暂停了，然后肯定已经过去一年多了，这是
one of those things that you kind of just have to be prepared to pitch really
其中之一是你必须准备好真正推销的事情之一
at any time eventually we had sort of gotten to the point where Jen and I had
在任何时候，最终我们都达到了珍和我所经历的地步
like a probably like a ten bullet point list of just what our story was like
就像我们的故事大概有十个要点列表
this is whether we're talking to people were pitching to hire or potential
这就是我们正在与正在招聘的人还是潜在的人交谈
investors these are the things that we that we listens how we want to tell our
这些是我们想要告诉投资者的事情
story about our company and so we did have that and we were actually pretty
关于我们公司的故事，所以我们确实有这个，而且我们实际上很漂亮
well liked rehearsed on that and we were
很喜欢排练，我们是

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on the same page and constantly updating it but I'd say over a year later out of
在同一页面上并不断更新它，但我想说一年多后
the blue we got an email from an investor who we had originally sought
蓝色 我们收到了一封来自我们最初寻找的投资者的电子邮件
advice from like over a year and a half ago so it was very much out of the blue
大约一年半前的建议，所以这是非常出乎意料的
and he was just like do you want to have
他就像你想拥有吗
lunch and I remember the time Chen and I were like
午餐，我记得我和陈的时候
sure like of course but we didn't really know what was going to what was
当然喜欢，但我们真的不知道接下来会发生什么
happening there but it was a good thing because of course we were prepared and
发生在那里，但这是一件好事，因为我们当然做好了准备，并且
we went to have lunch and I remember at the end of lunch if we remember exactly
我们去吃午饭了，如果我们记得准确的话，我记得在午餐结束时
we're eating all those things he just sort of looked up he goes okay I'm in
我们正在吃所有这些东西，他只是抬起头来，他没事，我在
and uh I'm one of those people where like everything is on my face and so Jen
呃，我是那种什么东西都在我脸上的人之一，所以 Jen
says afterwards that I looked like someone had kicked my dog or so that I
后来说我看起来像是有人踢了我的狗，所以我
was like shocked or just really like a combination of shock and like I really
很震惊，或者只是真的很震惊，就像我真的
hope you're not kidding like one of those but that's actually what happened
希望你没有像其中之一那样开玩笑，但这确实发生了
and actually from there it was it was much faster and at that point we had
实际上从那里开始速度要快得多，那时我们就有了

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focused on product and on having a good set of pilot districts so it was just
专注于产品和拥有一套良好的试点地区，所以这只是
really good timing but there's sort of an element of luck and networking
时机确实不错，但也有运气和人际网络的因素
consistently and being prepared yeah yeah that's great just in our last
始终如一并做好准备是的，这在我们的最后一次中很棒
minute or two from your position in the in the industry working with districts
距离您在与地区合作的行业中的职位仅一两分钟
having worked inside districts and now working in the EdTech industry
曾在地区内工作，现在在教育科技行业工作
what changes have you seen over the past five years what are you excited about
过去五年您看到了哪些变化，您对什么感到兴奋
what opportunities do you see so I'm probably always going to I'm a I'm like
你看到什么机会所以我可能总是会去我是一个我喜欢
full-on on the like efficiency back-office side of things I think
我认为，在效率后台方面的全面工作
there's a whole world there so I'm just gonna sort of probably keep talking
那里有一个完整的世界，所以我可能会继续说话
about that one it is interesting I mean I I think I came at a time where again
关于那个，很有趣，我的意思是，我想我来的时候又来了
MOOCs were a really big deal the thing about back office or district
MOOC 对于后台或地区来说非常重要
administration stuff is that it's kind of hard to know it's even me personally
管理方面的事情是，很难知道这是我个人

00:24
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having worked in a school system I had my own set of things that I did in PD
在学校系统工作过之后，我有自己的一套在 PD 所做的事情
but the whole like scale of what happens
但所发生的事情的整体规模
and that whole piece of it there's a lot so what I hear a lot of now is
整个内容有很多，所以我现在听到的很多是
definitely almost every district I'm talking to now is preparing in some way
毫无疑问，我现在交谈的几乎每个地区都在以某种方式做准备
or other for budget cuts or at least thinking about it if you are at all
或其他预算削减或至少考虑一下（如果您有的话）
interested in HR things I hear a lot about the challenges of trying to hire
对人力资源事务感兴趣我听到很多关于尝试招聘的挑战
and attract Millennials and there's also depending on the
并吸引千禧一代，这也取决于
I mean there's usually some really really just things that people have been
我的意思是人们通常都会做一些非常非常简单的事情
doing for a really long time that they're really eager to do better and do
做了很长一段时间他们真的渴望做得更好并做
differently and that there's a there's a whole world of that and I think with
不同的是，有一个完整的世界，我认为
sort of what's coming next and the need to do things more efficiently and better
接下来会发生什么，以及需要更有效、更好地做事
I think that is an area that won't be seeing more things and so cool anybody
我认为这个领域不会有更多的东西，而且任何人都不会很酷
building those things hopefully we'll hear about that wonderful thanks so much
建造这些东西希望我们能听到这个美妙的事情非常感谢

00:25
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Sarah for coming in and sharing your story [Applause] you
莎拉进来分享你的故事[鼓掌]