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+.DS_Store

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+
+00:00
+00:00
+oh yeah well Michael I could go do sales that's not hard I can definitely reply
+哦，是的，迈克尔，我可以去做销售，这并不难，我绝对可以回复
+to emails yes you know I could well doter are you going to do [Laughter]
+发送电子邮件 是的，你知道我很可能会溺爱你，你会这样做吗[笑声]
+that welcome to Dalton plus Michael today we're going to talk about do you
+欢迎来到道尔顿和迈克尔，今天我们要谈论的是你吗？
+need a business co-founder so many of you have seen our video do you need a
+需要一位企业联合创始人，你们很多人都看过我们的视频，您需要一位吗？
+tech co-founder I think we can summarize that as yes yes
+科技联合创始人 我认为我们可以总结为 是 是
+yes now a far more complicated question do you need a business co-founder it
+是的，现在有一个更复杂的问题，你需要一个企业联合创始人吗？
+would seem like these are you know yeah okay one-on-one why are we making this
+看起来这些是你知道的，好的，一对一，我们为什么要做这个
+video why why do why is this interesting
+视频为什么为什么为什么这么有趣
+question I think the short answer is yes asterisk and I think this comes down to
+我认为简短的答案是肯定的星号，我认为这可以归结为
+definitions what does it mean to be a non-technical founder and so if we
+定义成为非技术创始人意味着什么，所以如果我们
+Define this as does every startup need one person who can't Code full stop the
+将此定义为每个初创公司都需要一个无法编写代码的人来完全停止
+
+00:01
+00:01
+answer is of of course no that is what why would you even ask that question no
+答案当然是否定的，这就是为什么你会问这个问题不
+but like I think people think like I think we think that but we'll explain
+但就像我认为人们的想法和我认为我们的想法一样，但我们会解释
+we'll break this down and so let's talk about the as so basically every company
+我们将对此进行分解，让我们来谈谈基本上每个公司
+has stuff that needs to happen yes right and so to enumerate some of the tasks
+有需要发生的事情，是的，所以列举一些任务
+that need to happen that are not related to to writing code y let enies of these
+需要发生与编写代码无关的事情，让这些事情发生
+incorporation yes Bank payroll like yes you know bureaucratic filling out forms
+公司注册是的银行工资单就像是的你知道官僚主义填写表格
+paying taxes every year back office back whatever you want to call it someone's
+每年纳税 后台办公室返还任何你想称之为某人的东西
+got to do that if not you are breaking the law yep problem so someone has to do
+必须这样做，否则你就违法了，是的，所以有人必须这样做
+that yes talking to customers someone has to talk to a customer you don't need
+是的，与客户交谈时，必须有人与您不需要的客户交谈
+to know how to write code to talk to a customer right do not no so someone
+知道如何编写代码来与客户交谈，所以不要有人
+needs to do that yes hiring people that's not writing code but you have to
+需要这样做，是的，雇用不写代码的人，但你必须这样做
+interview people whatever right people won't just show up yeah sales is a
+采访任何合适的人，他们不会轻易出现，是的，销售是一个
+
+00:02
+00:02
+really important one we talk about this a lot if no one on the team considers it
+非常重要的一个，如果团队中没有人考虑到这一点，我们会经常讨论这一点
+their job to do sales we have a problem no sales will happen right and someone
+他们的工作是做销售，我们有一个问题，销售不会发生，有人
+that doesn't know how to code could do sales yep fundraising is another one do
+不知道如何编码可以做销售，是的，筹款是另一件事
+you need to know how to code to fundraise no negative customer support
+您需要知道如何编码来筹集资金，没有负面的客户支持
+as well totally like replying to yeah amen yes and so the point is as we're
+也完全像回复“是的，阿门，是的”，所以重点是我们
+enumerating all these anyone that is a Founder could be doing these and is
+列举所有这些任何创始人都可以做这些并且是
+qualified to do it yes but a technical co-founder is just as qualified to do
+是的，但技术联合创始人也有资格这样做
+these tasks as a non technical co-founder these are smart human tasks
+作为非技术联合创始人，这些任务是聪明的人类任务
+yeah smart generalist tasks and so we have seen lots of cases where everyone
+是的，聪明的通才任务，所以我们已经看到很多情况，每个人
+on the team may have a technical degree yes but there's still a clear someone
+团队中可能有技术学位，是的，但仍然有一个明确的人
+knows they have to do this stuff right man yes well I think that this is what's
+知道他们必须做这件事，是的，我认为这就是
+so interesting is that it's much easier for a technical person to do things that
+有趣的是，对于技术人员来说，做以下事情要容易得多
+just require general intelligence than it is for a business person to learn how
+只需要一般智力而不是商业人士学习如何
+
+00:03
+00:03
+to a code indeed as a business person I can attest to this fact but I
+作为一名商人，我确实可以证明这一事实，但我
+think that you know you've brought up a really good point um having the ability
+认为你知道你提出了一个非常好的观点，嗯有能力
+to do these tasks is different from having the appetite to do these tasks
+完成这些任务与有兴趣完成这些任务是不同的
+and to do them well and let's triple underline that word appetite yes it's
+为了做好它们，让我们三次强调“食欲”这个词，是的，就是这样
+not oh yeah well Michael I can go you know yeah do sales that's not hard I can
+不，哦，好吧，迈克尔，我可以去，你知道，是的，做销售并不难，我可以
+definitely reply to emails yes you know I could well doter are you going to do
+一定要回复电子邮件，是的，你知道我很会照顾你，你打算做什么吗
+that long pause long pause I think maybe I think you should look into
+那个长长的停顿 我想也许我认为你应该调查一下
+that I think this is extremely important right and I think that when we're
+我认为这是非常重要的，我认为当我们
+looking into this question we have to ask ourselves like who is going to adopt
+考虑到这个问题，我们必须问自己谁会收养孩子
+these tasks and responsibilities it could be a technical person it can be a
+这些任务和职责 可以是技术人员 也可以是
+non-technical person you need someone on your founding team who's willing to
+非技术人员 您需要创始团队中愿意的人
+adopt these tasks and do them well yeah with Vigor with excitement with like
+接受这些任务并把它们做好是的，充满活力，充满兴奋，喜欢
+
+00:04
+00:04
+want to be the best in the world at those tasks and not be grudgingly full
+想要在这些任务上成为世界上最好的，而不是勉强完成
+of excuses why they don't want to do it or that work is beneath them or whatever
+他们不想做这件事或者工作不适合他们或者诸如此类的借口
+right bringing toxicity into the company like no not that I also think what's
+正确地给公司带来毒性，不，我也认为是什么
+interesting is that if you are a technical person and you happen to be
+有趣的是，如果你是一名技术人员，而你恰好是
+solving your own problem the idea that you would need a business co-founder is
+解决你自己的问题你需要一个企业联合创始人的想法是
+not only um confusing because you know let's say You're Building A Dev tool
+不仅令人困惑，因为你知道假设你正在构建一个开发工具
+like your business co-founder probably is not the right person to sell or
+就像您的企业联合创始人可能不是出售或出售的合适人选
+fundraise or hire or talk to customers yeah um so literally the idea that you
+筹款或雇用或与客户交谈是的，从字面上看，你的想法是
+couldn't do those tasks is actually silly like a technical person should be
+无法完成这些任务实际上是愚蠢的，就像技术人员应该做的那样
+doing those tasks yes and if you're solving your own problem it's technical
+做这些任务是的，如果你正在解决自己的问题，那就是技术性的
+problem like it's kind of a no-brainer that you don't need a business
+问题就像你不需要生意是理所当然的
+co-founder maybe you need another Co I mean this is an example you know we'll
+联合创始人也许你需要另一个公司我的意思是这是一个例子你知道我们会
+talk about examples a little bit later but like if you look at something like
+稍后再讨论例子，但是如果你看一下类似的东西
+
+00:05
+00:05
+Nvidia yeah all the found were technical all of them were electrical engineers
+Nvidia 是的，所有发现的都是技术人员，他们都是电气工程师
+with you know master's degrees or something in electrical engineering when
+当你知道硕士学位或电气工程方面的东西时
+you think about it how could a business person with no technical background even
+你想一想，一个没有技术背景的商人怎么可能
+come up with the idea for NVIDIA or been
+为 NVIDIA 提出这个想法或已经
+in a position to execute on it versus an electrical engineer yeah and so the CEO
+与电气工程师相比，能够执行它，是的，所以首席执行官
+of Nvidia I don't think he spends a lot of time coding to be honest with you but
+老实说，我认为 Nvidia 并没有花很多时间编码，但是
+the fact that he was a trained electrical engineer with a history of
+事实上，他是一位训练有素的电气工程师，拥有
+doing electrical engineering helped with a specific vision of how to build a new
+从事电气工程有助于实现如何构建新的具体愿景
+yes CPU company excuse me GPU company um that seems important right seems
+是的 CPU 公司对不起 GPU 公司 嗯，这似乎很重要，对吧？
+important I don't know if a non-tech Founder would have helped in video way
+重要的是我不知道非技术创始人是否会以视频方式提供帮助
+back in the day no um and certainly if they would have helped it's not obvious
+回到过去，不，当然，如果他们会提供帮助，这并不明显
+they would have been essential correct and so I think that um this idea oh the
+他们本来是基本正确的，所以我认为这个想法哦
+business person the MBA is essential that's not like it's possible that the
+对于商业人士来说，MBA 是必不可少的，但这并不是说
+technical person is essential and the business person's not essential I think
+我认为技术人员是必不可少的，业务人员不是必需的
+
+00:06
+00:06
+the other thing that we think about about a lot is let's say you don't want
+我们经常考虑的另一件事是假设你不想要
+to believe our Theory right talking about Theory let's say Theory right I
+相信我们的理论是正确的 谈论理论 让我们说理论是正确的 我
+don't like this because this is not flattering to me Michael I'm I don't
+不喜欢这个，因为这对我来说并不讨人喜欢，迈克尔，我不喜欢
+like what you guys are saying because it exactly doesn't help me um you could
+就像你们所说的，因为这对我没有帮助，嗯，你可以
+just look at big companies and ask yourself do there exist big companies
+看看大公司，问问自己是否存在大公司
+that have only technical Founders what would you say to that question yeah I
+只有技术创始人，你对这个问题有何看法是的，我
+mean let's look at the most valuable companies on on the stock market Google is
+意思是让我们看看股票市场上最有价值的公司 Google 是
+obviously two technical Founders yes in video we just talked about is all
+显然，两位技术创始人是的，在我们刚才讨论的视频中就是全部
+technical Founders yes Microsoft was two technical Founders when they started
+技术创始人 是的，微软刚起步时有两位技术创始人
+pretty valuable company pretty valuable company so wait that's of the most
+非常有价值的公司 非常有价值的公司 所以等等 这是最有价值的公司
+valuable companies in the world that's three of them so far yeah you know
+到目前为止，世界上有价值的公司是其中三个，是的，你知道
+Facebook is complicated about who's countered as a co-founder or not but
+Facebook 对于谁被反对为联合创始人这一问题很复杂，但
+like you know Zuckerberg was a technical founder in movitz and all that and then
+就像你知道的那样，扎克伯格是 movitz 的技术创始人，然后
+if you look in the YC portfolio you know strip yep Dropbox yep there's a theme
+如果你看看 YC 的作品集，你就会知道，strip 是的 Dropbox 是的，有一个主题
+
+00:07
+00:07
+Here so sometimes I like to say like hey even if you don't want to believe these
+在这里，所以有时我喜欢说“嘿”，即使你不想相信这些
+theories you know you could just look it up right if this is your question do I
+你知道的理论你可以查一下，如果这是你的问题，我可以吗
+need a business co-founder you could just look it up and be like well if
+需要一位企业联合创始人，你可以查一下，如果
+Google didn't need one yeah but people will be able to point to other examples
+谷歌不需要一个是的，但人们可以指出其他例子
+and that's fair we're not we're not saying that you shouldn't have one we're
+这是公平的，我们不是，我们不是说你不应该拥有一个，我们是
+just saying you don't need it yes this is we're not arguing this is the
+只是说你不需要它 是的，我们不是在争论这是
+exhaustive truth yeah we're just saying it is not absolutely necessary and we
+详尽无遗的事实是的，我们只是说这不是绝对必要的，而且我们
+are providing proof of said argument and furthermore if you're using this as an
+正在提供上述论点的证据，此外，如果您将此用作
+excuse to not make forward progress that's kind of and here's a
+没有取得进展的借口，这是这样的
+here's a Cory to this is sometimes we see when you're selling into an industry
+这是科里的说法，当你向某个行业销售产品时，有时我们会看到这一点
+where a non-technical Founder has does have industry expertise and knows the
+非技术创始人确实拥有行业专业知识并且了解
+language of their customer that can be very helpful again I'm not arguing
+他们客户的语言再次非常有帮助我不争论
+necessary smart people can learn anything in my opinion okay but imagine
+在我看来，必要的聪明人可以学到任何东西，但想象一下
+you wanted to sell uh legal software sure if you had one of the founders who
+你想出售呃合法软件，如果你有一位创始人
+
+00:08
+00:08
+instead of learning how to code in college they went to law school and they
+他们没有在大学学习如何编码，而是去了法学院，然后他们
+were practicing attorney and they knew how to sell to attorneys that could help
+是执业律师，他们知道如何向可以提供帮助的律师推销产品
+that sounds pretty legit that could help right let's say that you're selling
+这听起来很合法，可能会有所帮助，假设您正在销售
+software to doctors in hospitals it might help that there's someone who's a
+向医院医生提供软件可能会有所帮助，因为有人是
+doctor or yeah maybe you're making a prescription drug or maybe you're making
+医生或者是的，也许你正在制作处方药或者也许你正在制作
+a drug Distribution Company like yep might help what I will say though is
+像yep这样的药品分销公司可能会有所帮助，但我要说的是
+that like don't let yourself be held back by these fake limitations yeah
+就像不要让自己被这些虚假的限制所阻碍是的
+these are fake I think that's such a great way to like close off this
+这些都是假的，我认为这是关闭此内容的好方法
+thinking I think the reason we got a lot
+我认为我们得到很多的原因
+of requests to this video I think it was from technical Founders yeah that had
+对这个视频的请求我认为是来自技术创始人是的
+been told by like investors orb you need you need a business founder yes and are
+像投资者 orb 一样告诉你，你需要你需要一个企业创始人，是的，是的
+kind of looking for Our advice about that or like they're not really sure
+有点寻求我们的建议，或者他们不太确定
+yeah and I think a lot of times when investors give a Founder that feedback
+是的，我想很多时候当投资者给创始人这样的反馈时
+which is you need a business co-founder yeah they're actually giving you direct
+那就是你需要一个商业联合创始人是的，他们实际上给了你直接
+
+00:09
+00:09
+feedback on what they see as a deficiency in your appetite to do the
+对他们认为您缺乏做某事的兴趣的反馈
+work yes yes in a polite way or or or the quality that you did the work the
+工作 是 是 以礼貌的方式或或或您所做工作的质量
+quality of your Petra the quality of how
+佩特拉的质量如何
+you set up your your your company um but that doesn't mean you don't have the
+你成立了你的公司，但这并不意味着你没有
+skills to do it yeah like if you meet with someone like I don't want to do
+做到这一点的技巧是的，就像你遇到了我不想做的人一样
+sales I hate doing sales sales is bad yeah a lot of advice would be yeah maybe
+销售 我讨厌做销售 销售很糟糕 是的，很多建议是的 是的，也许
+you should get an on- Tech founder right well by the way that's why I hate that
+顺便说一句，你应该找到一位技术上的创始人，这就是我讨厌的原因
+advice because that advice is suggesting the solution versus telling you the
+建议，因为该建议是建议解决方案而不是告诉您
+problem which is like hey it you might have to talk to your customer
+问题就像嘿，你可能需要和你的客户谈谈
+like you don't seem like you like that that's going to screw you there are many
+就像你看起来不喜欢那样，那会搞砸你的，有很多
+ways of solving that you you could learn to like it you could hire someone who
+解决这个问题的方法 你可以学会喜欢它 你可以雇用一个人
+does you could hire an engineer who does you can hire um but I do think that
+你可以聘请一名工程师吗？你可以聘请嗯，但我确实认为
+don't believe this idea that there's some magic with like one business person
+不要相信像一个商人一样有魔力的想法
+Plus One tech person equals startup win no no and I think along these lines
+加一个技术人员等于初创公司获胜不不，我认为沿着这些思路
+sometimes people have a lot of push back of our advice on why you need a
+有时人们对我们的建议有很多反对意见，不知道为什么你需要一个
+
+00:10
+00:10
+co-founder full stop but our argument is not you need a business co-founder to
+联合创始人句号，但我们的论点不是你需要一个企业联合创始人
+teach you business because they went to business school no it's just that this
+教你做生意，因为他们上过商学院，不，只是这个
+is so hard you need another person to go through this experience with it's not
+太难了，你需要另一个人来经历这个经历，而不是
+that there's any one particular bit of experience that is necessary right like
+有任何一种特定的经验是必要的，就像
+100% you need someone to offer emotional support CU this thing is going to be
+100% 你需要有人提供情感支持 CU 这件事将会是
+hard yeah yes yes all right good shot sounds good thanks [Music] man [Music]
+很难 是的 是的 好吧，好镜头听起来不错，谢谢 [音乐] 伙计 [音乐]

files/ycombinator_5MUmpRT197I.txt

@@ -0,0 +1,27 @@
+
+00:00
+00:00
+real life you put on a launch and most people don't care most of the time and
+现实生活中，你发布了一些内容，大多数人大多数时候并不关心，
+you just have to keep launching over and over and over again and like that's the
+你只需要不断地一遍又一遍地启动，就像这样
+work right well it the movie analogy is so
+工作得很好，电影的比喻就是这样
+perfect because when you think about the launches that most people experience I
+完美，因为当你想到大多数人经历过的发布时，我
+think one of the most famous types of launch that you would see in the world
+想想你在世界上看到的最著名的发射类型之一
+is a movie launch right it's a movie premiere that gives you the exact
+是电影发布会吗？这是电影首映式，可以为您提供确切的信息
+opposite of impression of how a startup is right it's like a whole bunch of
+与初创公司正确的印象相反，它就像一大堆
+press whole bunch of hula hoopla a whole bunch of people watching that movie
+按一大群呼啦呼啦一大群人看那部电影
+quickly and then it fading to nothing over the course of like a month or two
+很快，然后在一两个月内就消失殆尽
+whereas a startup is the exact opposite of that it's like a whole bunch of
+而初创公司则恰恰相反，它就像一大堆
+nobody gives a for a really long time and then some point 10 years from
+很长一段时间没有人给出一个答案，然后在 10 年后的某个时间点
+now everyone really cares
+现在每个人都真正关心

files/ycombinator_845O4RE1XDM.txt

@@ -0,0 +1,34 @@
+
+00:00
+00:00
+what you will get wrong is that you will not pay enough attention to users you
+你会犯的错误是你不会对你的用户给予足够的关注
+will have you will make up some idea in your own head that you will call your
+你会在自己的头脑中想出一些你会称之为你的想法
+vision and then you will spend a lot of time thinking about your vision in a
+愿景，然后你会花很多时间思考你的愿景
+cafe by yourself and right build some elaborate thing without going and
+自己去咖啡馆，然后就可以建造一些精致的东西，而无需去
+talking to users because that's doing sales which is a pain in the ass and
+与用户交谈，因为这是在做销售，这是一件很痛苦的事情
+they might say no and and you'd be way better off finding someone anyone who
+他们可能会拒绝，而你最好找一个能做到这一点的人
+has a problem that they will pay you to fix and fixing it and then seeing if you
+有一个问题，他们会付钱给你修理，修理它，然后看看你是否
+can find more people like that best case is if you yourself have the problem
+可以找到更多像这样的人 最好的情况是如果你自己有问题
+right but like you will not ship fast enough because you don't want to face
+是的，但就像你发货速度不够快，因为你不想面对
+the you you're embarrassed to ship something unfinished and you don't want
+你不好意思运送一些未完成的东西并且你不想要
+
+00:01
+00:01
+to face the likely feedback it's humbling and humiliating when they tell
+面对可能的反馈，当他们告诉他们时，这是令人羞愧和羞辱的
+you how shitty what you built actually is right but that's the only way you get
+你建造的东西有多糟糕，实际上是正确的，但这是你得到的唯一方法
+it better yeah so you will shrink from contact with the real world or contact
+最好是的，这样你就会回避与现实世界的接触或接触
+with your your users that's the mistake you will make you
+对你的用户来说，这就是你会犯的错误

files/ycombinator_Cmd5yOjnOqo.txt

@@ -0,0 +1,506 @@
+
+00:00
+00:00
+[Music] hi everybody thank you so much I'm so
+[音乐] 大家好，非常感谢你们，我非常感谢
+excited to be here my name is Katherine mchu and I've spent the last four and a
+很高兴来到这里，我的名字是 Katherine mchu，我在过去的四年里度过了
+half years building a company called The Muse uh we provide expert advice for
+半年时间建立了一家名为 The Muse 的公司，呃，我们为以下方面提供专家建议
+every career decision and you can think of us a little bit like a marketplace
+每一个职业决定，你都可以把我们想象成一个市场
+with 50 million Millennials on one side and 500 companies on the other for
+一侧有 5000 万千禧一代，另一侧有 500 家公司
+individuals we help people find a new job find an answer to their career
+我们帮助人们找到新工作的个人找到他们职业生涯的答案
+problem or question and also just find a a way to learn a new professional skill
+问题或问题，也只是找到一种学习新专业技能的方法
+or sometimes just get a supportive ear and for companies we create a really
+或者有时只是得到支持的耳朵，我们为公司创造了一个真正的
+really great way for them to hire and retain talent but I don't want to talk
+这对他们来说确实是雇用和留住人才的好方法，但我不想谈论
+too much about the Muse today I want to talk a little bit about what I've
+今天关于缪斯的话题太多了，我想谈谈我所经历的
+learned over the past four and a half years and in particular some of the
+在过去的四年半里学到的东西，特别是一些
+let's say misperceptions um or outright  that I think exists sometimes
+让我们说一些我认为有时存在的误解
+
+00:01
+00:01
+in the tech startup world and in Silicon Valley um after after sort of coming
+在科技初创企业世界和硅谷，嗯，之后又来了
+through white commentator actually standing on this stage two years ago
+通过两年前实际上站在这个舞台上的白人评论员
+there are so many things that I wish I'd known um so many things that I think
+有很多事情我希望我知道 嗯有很多事情我想
+would have smoothed the path or made me even more excited um so kind of I want
+会让道路变得平坦或者让我更加兴奋，嗯，我想要
+to kick into the four big things that I'll talk through today the uh the
+开始我今天要讨论的四件大事
+lessons I learned in terms of keeping your focus and building a company that
+我在保持专注和建立一家公司方面学到的经验教训
+lasts so starting with first the first is that people love to say it doesn't
+持续如此，从第一个开始，第一个是人们喜欢说它没有
+get easier um this is something that I think I heard heard a thousand times in
+变得更容易，嗯，我想我已经听过一千遍了
+the early days and the truth is um the beginning of the music's existence was
+早期，事实是，音乐存在的开始是
+really really hard I was cold emailing 800 different student groups trying to
+真的真的很难，我很冷淡地给 800 个不同的学生团体发电子邮件，试图
+get our first 5,000 20,000 100,000 users
+获得我们的前 5,000 20,000 100,000 位用户
+when we graduated from YC I went out and
+当我们从 YC 毕业时，我出去了
+pitched uh over 150 VC firms and got 148 NOS in six months now that takes a toll
+六个月内向超过 150 家风险投资公司进行了推介，并获得了 148 家 NOS，这造成了损失
+and yet every day I was kind of fighting for my life in hand-to-hand combat
+但每天我都在肉搏战中为自己的生命而战
+
+00:02
+00:02
+trying to make something of the company trying to essentially avert startup
+试图让公司有所作为，试图从根本上避免启动
+death and people kept coming and telling me Oh you think it's so hard now just
+死亡和人们不断来告诉我哦，你认为现在很难
+wait it doesn't get any easier but guess what sometimes it actually kind of does
+等等，事情并没有变得更容易，但猜猜有时它实际上是做什么的
+I I I think that it's true that it never ever ever gets easy in fact it's really
+我我我认为这是真的，它永远不会变得容易事实上它真的
+hard as you get bigger as usim was saying the the responsibility goes up
+正如 USIM 所说，随着你变得越来越大，责任也会越来越大
+the stress can get bigger the decisions you're making have bigger and bigger
+压力会越来越大，你所做的决定也会越来越大
+consequences but at the same time the risk of death is not quite so imminent
+后果，但同时死亡的风险并不那么迫在眉睫
+for most people and most companies now for example if there's a big challenge
+例如，对于现在的大多数人和大多数公司来说，如果存在巨大的挑战
+to the Muse I have a team of Executives smart people that I've hired and
+缪斯 我雇佣了一支由聪明人组成的高管团队
+recruited to the company with my co-founder that we can rely on to help
+与我的联合创始人一起加入我们可以信赖的公司
+solve a problem with us for example if one of those people then has to leave
+与我们一起解决问题，例如，如果其中一个人必须离开
+for a medical reason or God forbid they take a new job it's it's a bummer it's
+出于医疗原因或者上帝禁止他们接受新工作，这真是太糟糕了
+really disappointing but it doesn't necessarily kill you and so I think for
+真的很令人失望，但它并不一定会杀了你，所以我想
+me um just realizing that yes the challenges keep going and yes it's
+我嗯只是意识到，是的，挑战仍在继续，是的，这是
+
+00:03
+00:03
+always going to be hard but it does it does in some ways I think get a little
+总是会很困难，但它确实在某些方面确实如此，我认为得到了一点
+bit easier was really motivating to realize early on um and as I like to
+轻松一点真的很激励我尽早意识到，正如我喜欢的那样
+joke with the current team you know everything we've built so far was really
+和现在的团队开玩笑，你知道我们迄今为止构建的一切都是真的
+built on a foundation of Blood Sweat tears and ramen and now sometimes I eat
+建立在血汗泪水和拉面的基础上，现在有时我会吃
+in restaurants um so I think uh that's that's kind of the first big point but
+在餐馆，嗯，所以我认为，这是第一个要点，但是
+it does uh it does bring me straight to the second lesson which is focus and in
+确实，呃，它确实让我直接进入第二课，即重点和内容
+fact as the risk of imminent startup death goes down the challenge of
+事实上，随着初创企业即将死亡的风险降低了挑战
+figuring out whether you're focusing on the right things goes
+弄清楚你是否专注于正确的事情
+up focus is so hard because there's so many things competing for your time and
+集中注意力是如此困难，因为有太多事情在争夺你的时间
+attention and in the next 10 minutes I couldn't possibly begin to tell each one
+注意，在接下来的 10 分钟内我不可能开始告诉每一个人
+of you how to decide what's the most important thing to focus on but I do
+你们如何决定要关注的最重要的事情是什么，但我知道
+think it's important to look at focus by
+认为通过以下方式查看焦点很重要
+the stage of your company and constantly assess what are the biggest things
+您公司所处的阶段并不断评估什么是最重要的事情
+preventing me from growing and the biggest risks that could ultimately kill
+阻止我成长以及最终可能致命的最大风险
+us for us two stories from the musa's early days that were really instructive
+对我们来说，穆萨早期的两个故事非常有启发性
+
+00:04
+00:04
+um one was that when the Muse was really small we focused a lot on our user base
+嗯，其中之一是，当 Muse 还很小的时候，我们非常关注我们的用户群
+growing our user B base creating a product that people absolutely loved and
+扩大我们的用户 B 基础，创造出人们绝对喜爱的产品，
+yet there was one point at the end of 2013 where we realized that we had been
+然而，在 2013 年底的某个时刻，我们意识到我们已经
+so focused on the fact that our users were emailing us telling us the Muse
+如此专注于我们的用户通过电子邮件告诉我们缪斯的事实
+changed my life I absolutely love your product this is the best thing I've ever
+改变了我的生活我非常喜欢你们的产品这是我经历过的最好的事情
+seen that we actually hadn't really been spending enough attention on the fact
+发现我们实际上并没有真正对这个事实给予足够的关注
+that our overall growth had slowed our Revenue line had slowed and suddenly we
+我们的整体增长放缓了，我们的收入线也放缓了，突然我们
+were getting uncomfortably close to having to fundraise again and even
+令人不安的是，我们即将再次筹款，甚至
+though people loved our company and they were telling us every day none of the
+尽管人们喜欢我们的公司并且他们每天都告诉我们没有一个
+numbers were moving in the right direction and we had to have a really
+数字正朝着正确的方向发展，我们必须有一个真正的
+tough moment as a company where we looked at what was at what was going on
+作为一家公司的艰难时刻，我们审视正在发生的事情
+and we said if we don't start focusing on the things that matter on moving our
+我们说过，如果我们不开始关注那些对我们的移动至关重要的事情
+growth on figuring out Revenue we're going to be the most loved startup that
+增长取决于收入，我们将成为最受欢迎的初创公司
+nobody ever gets to use anymore because it's dead I think figuring out that core
+没有人再使用它了，因为它已经死了我想弄清楚那个核心
+
+00:05
+00:05
+and understanding that just because growing your user base and creating
+并理解这一点只是因为扩大了您的用户群并创造了
+something that your users want is consistently going to be important
+用户想要的东西始终很重要
+throughout the life of your startup and it may be the most number one important
+在你的创业公司的整个生命周期中，它可能是最重要的
+thing for a period of time doesn't mean that will always be the most important
+某件事持续一段时间并不意味着它永远是最重要的
+thing and for us it was time to shift into hiring a sales leader figuring out
+对我们来说，是时候聘请一位销售主管来解决这个问题了
+our pricing and our Revenue model and yes continuing to build that great user
+我们的定价和收入模式，是的，继续建立优秀的用户
+experience but also putting the company around it that would allow us to deliver
+经验，同时也让公司围绕它，这将使我们能够交付
+that going forward the other example was actually from White combinator um when
+接下来的另一个例子实际上来自 White 组合器，当
+my co-founder and I got into y combinator we were so so excited that we
+我和我的联合创始人进入了 y Combinator 我们非常兴奋
+instantly started dreaming up the best possible version of our first product we
+立即开始构思我们的第一个产品的最佳版本
+knew we wanted to create a photo and video company profile that would let
+知道我们想要创建一个照片和视频公司简介，让
+people sort of see behind the scenes of companies let them get a little bit of
+人们可以看到公司幕后的情况，让他们了解一点
+an inside view and yet because we were so excited and so ready to sort of jump
+内部视图，但因为我们非常兴奋，准备好跳跃
+out of the gate with this amazing product we initially proposed something
+有了这个令人惊叹的产品，我们最初提出了一些建议
+that had all of these bells and whistles
+拥有所有这些花里胡哨的东西
+it had badges it pulled in data from all of these different sources it was going
+它有徽章，它从所有这些不同来源提取数据
+
+00:06
+00:06
+to be incredible and beautiful and Incredibly incredibly difficult to build
+令人难以置信的美丽，而且建造起来极其困难
+and the very first meeting we had with one of the YC Partners we walked in and
+我们与其中一位 YC 合作伙伴进行的第一次会面
+we started excitedly scribbling it on the Whiteboard and he cut into us after
+我们开始兴奋地在白板上乱涂乱画，然后他就切入了我们的视线
+just a couple of minutes and said you'll never get this out the door just
+只需几分钟，并说你永远不会把它带出去
+launch already and that was an important moment for us that again in that
+已经发射了，这对我们来说是一个重要的时刻
+particular moment it wasn't about focusing on the perfect product or the
+在特定的时刻，它并不是专注于完美的产品或
+absolute perfect expression of our massive Vision but it was about getting
+我们宏大愿景的绝对完美表达，但它是为了获得
+something out the door getting it into the market and focusing on getting
+一些东西进入市场并专注于获得
+feedback and iterating now once you have figured out
+一旦你弄清楚了，立即反馈并迭代
+sort of the early version of your product you're starting to focus on the
+您开始关注的产品的早期版本
+right things I think one of the next big important things that a lot of people
+我认为正确的事情是很多人认为下一件重要的事情
+miss out on and that I think has taken up a lot more of my time that I realized
+错过了，我认为这占用了我更多的时间，我意识到
+it would two years or more ago is culture um so people like to joke about
+这将是两年或更长时间前的文化，所以人们喜欢开玩笑
+culture it's having a moment in the valley right now everyone's talking
+文化正在山谷中流行，现在每个人都在谈论
+about is culture important when is it important what does it look like how do
+关于文化是否重要 何时重要 文化是什么样子 怎样做
+
+00:07
+00:07
+you invest in it and I think that for an early stage
+你投资它，我认为在早期阶段
+company it can be really tempting to relegate culture to that sort of back
+公司确实很容易将文化置于这种背景之下
+pile because like I was talking about earlier culture is probably never going
+一堆，因为就像我在谈论早期文化可能永远不会消失
+to be the number one imminent risk of Death to Your startup and yet if you
+成为你的初创公司面临的第一大迫在眉睫的死亡风险，但如果你
+want to build a business that lasts I think it's one of the most important
+想要建立一个持久的企业，我认为这是最重要的之一
+things to think about when you're two people when you're 10 people when you're
+当你是两个人时，当你是 10 个人时，当你是
+25 and more um The Muse Grew From about 12 people two years ago when I was up on
+25 及更多 um The Muse 从两年前大约 12 个人成长而来，当时我还处于上升期
+the stage uh to over 80 now and I've learned a lot of lessons in the interim
+现在舞台已经超过80了，在此期间我学到了很多教训
+ultimately I think culture can be broken down into two pieces how you hire and
+最终我认为文化可以分为两部分：你如何招聘和
+attract people and then how you behave once people are there on the hiring
+吸引人才，然后是当人们来招聘时你的表现如何
+front when we were about 25 people we actually set out and wrote down a list
+当我们大约有 25 个人的时候，我们实际上列出并写下了一份清单
+of our six core values at the Muse and for us every single time we interview
+我们在缪斯以及我们每次采访时的六大核心价值观
+someone they are tested against all six of those values to make sure that we're
+他们接受了所有六个价值观的测试，以确保我们
+not using I think there's a sort of fake uh culture screen which is would I
+不使用我认为有一种假的呃文化屏幕，我会吗
+
+00:08
+00:08
+want to get a beer with this person I think that can be overly simplistic you
+想和这个人喝杯啤酒 我认为这可能过于简单化了
+can actually miss out on incredible candidates who are just different from
+实际上可能会错过那些与自己不同的令人难以置信的候选人
+you by applying that but for us it's do they stack up against this list of
+你可以通过应用它，但对我们来说，它们是否符合这个列表
+values that we think are important for the long-term future of the Muse um one
+我们认为对博物馆的长期未来很重要的价值观
+of the most sort of well-known of those you might have seen it on our job
+您可能在我们的工作中见过的最知名的人
+descriptions is no um people love to joke about that they're like
+描述不是嗯人们喜欢开玩笑说他们就像
+yeah yeah yeah you say that but you know a lot of companies say that and that's
+是的，是的，是的，你这么说，但你知道很多公司都这么说，那就是
+true ultimately culture is tough choices
+真正的最终文化是艰难的选择
+culture is needing that hire looking for
+文化需要招聘人才
+that one person who's going to solve the biggest problem for your company's
+将为您的公司解决最大问题的人
+existence and finally finding someone who has every skill you need who has a
+存在并最终找到一个拥有您所需的所有技能的人
+pedigree in a background that will make your investor
+背景血统将使您的投资者
+Swoon and that kind of might be a jerk and deciding not to hire them and keep
+晕倒了，那种人可能是个混蛋，决定不雇用他们并保留他们
+bleeding and keep looking because you realize that the impact of one really
+流血并继续寻找，因为你意识到一个人的影响确实
+bad person is far more important than their behavior and that talks Behavior
+坏人远比他们的行为更重要，这就是行为
+speds to the rest of your team I also think once you have people
+快速发送给你团队的其他成员 我也认为一旦你有了人
+
+00:09
+00:09
+in it's important to be of honest and authentic about what your core values
+诚实和真实地表达你的核心价值观非常重要
+actually are and what your culture is um notice I don't say culture is what you
+实际上是什么以及你的文化是什么，注意我并不是说文化就是你的文化
+say it is I think a lot of people love to put culture up on a wall but culture
+我想很多人喜欢把文化挂在墙上，但是文化
+is how you behave when no one's watching culture is how the founders behave how
+是你在无人关注时的行为方式 文化是创始人的行为方式
+the executives behave and it's really important I think to not um I guess to
+高管们的行为举止非常重要，我认为不要，嗯，我想
+be open with who you are and not to be hypocritical one of the sort of worst
+坦诚地面对自己，不要虚伪，这是最糟糕的行为之一
+examples that I always cite of uh anti-culture was a friend of mine who
+我经常引用反文化的例子是我的一个朋友
+was working for a company that had um free lunch every Fridays and it would be
+我在一家公司工作，每周五都有免费午餐，那就是
+it was very very fancy steak tuner tartar Sushi Etc then when the recession
+当时经济衰退时，这是非常非常精致的牛排调音器鞑靼寿司等
+hit in 2008 2009 uh the food slowly started getting less and less good until
+2008年2009年，嗯，食物慢慢开始变得越来越不好，直到
+for a series of weeks they were serving hot dogs every week and somebody raised
+在接下来的几周里，他们每周都提供热狗，有人提出
+their hand at all hands and said I noticed that we've been having a lot of
+他们举起手来，说我注意到我们有很多
+hot dogs um how's the company doing are we cutting back are we being a bit more
+热狗 嗯，公司怎么样，我们要削减开支吗？我们要多一点吗？
+
+00:10
+00:10
+Thrifty and the head of the uh of the office looked right at that person and
+节俭和办公室的负责人直视那人，然后
+said oh no no no no we're doing fine it's Americana themed that's and everybody
+说哦，不不不不，我们做得很好，这是美国主题，每个人都这样
+knows it and I think when you treat your employees like kids they're going to
+我知道这一点，我认为当你像对待孩子一样对待你的员工时，他们就会
+behave as such versus being open and honest even if the answer is you know
+即使答案是“你知道”，也要这样做，而不是开诚布公
+what we're still doing all right but the economy is tough so we're going to be a
+我们仍在做的事情还不错，但经济形势严峻，所以我们将成为
+little bit more careful about things and
+对事物更加小心一点
+I think this this segue on culture um or
+我认为这是关于文化的延续或者
+this this focus on culture also leads to one of my next points which is around
+这种对文化的关注也引出了我的下一点：
+transparency at the Muse we think it's really important to be transparent so we
+缪斯的透明度 我们认为透明非常重要，所以我们
+do this in a lot of ways um again thinking about living out our culture
+以多种方式做到这一点，再次思考践行我们的文化
+and not just talking about it one of them is that we share board decks with
+不仅仅是谈论它，其中之一是我们与
+the entire company at all hands after every board meeting um another is that
+每次董事会会议后，整个公司都在全力以赴，另一个是
+we actually ran everyone through our full company budget in some pretty s of
+事实上，我们在一些漂亮的时间里让每个人都了解了我们公司的全部预算。
+exhaustive detail and the reason we did this was tied actually to another thing
+详尽的细节以及我们这样做的原因实际上与另一件事有关
+that we really value which is scrappiness um one of the things that
+我们真正重视的是斗志，嗯，这是其中之一
+people love to say is don't raise too much money because you will spend it
+人们喜欢说的是不要筹集太多资金，因为你会花掉它
+
+00:11
+00:11
+frivolously um I think this is both true
+轻率地嗯我认为这都是真的
+and not true it's true to a point I mean
+这不是真的，在某种程度上我的意思是
+we went out to raise 5 to $6 million for our series a in April and we came back
+4 月份，我们为 A 轮融资筹集了 5 至 600 万美元，然后又回来了
+with 10 that extra Capital has been so useful and ultimately we are the
+10 额外的资本非常有用，最终我们是
+Arbiters of what we spend on so we can spend less or spend more based on how we
+我们支出的仲裁者，以便我们可以根据我们的方式减少或增加支出
+think it fits in with the overall company priorities I think when people
+认为它符合公司的整体优先事项 我认为当人们
+say if you raise more you will spend it to me that takes away the agency from
+说如果你筹集更多资金，你会把它花给我，这会剥夺我的代理权
+the founders from the leadership um and I think that's a little bit silly
+领导层的创始人嗯，我认为这有点愚蠢
+instead what we did was we said all right scrappiness is important to us and
+相反，我们所做的是我们说好斗对我们来说很重要并且
+yet we just raised $10 million which to a cash strapped company that didn't
+然而我们刚刚筹集了 1000 万美元，而这家公司却没有资金短缺
+spend 10 bucks without looking at Roi previously that seems like a lot of
+花 10 美元而不看 Roi 之前看起来很多
+money one of my employees moms actually called him and said I heard the news
+我的一位员工的妈妈打电话给他说我听到了这个消息
+that's so amazing how much of the 10 million is yours unfortunately it
+太神奇了，不幸的是，这 1000 万中有多少是你的
+doesn't work that way even for Founders and so for us it was about how do we
+即使对于创始人来说也不是这样，所以对我们来说，问题在于我们如何
+communicate to our company um what we're
+与我们公司沟通，我们是什么
+using this money for and still keep that Scrappy ethos and so what we decided to
+使用这笔钱并仍然保持斗志旺盛的精神，所以我们决定
+
+00:12
+00:12
+do was actually spend we had a 20 slide PowerPoint deck where we laid out every
+实际上，我们做了一个 20 张幻灯片的 PowerPoint 演示文稿，其中列出了每一个内容
+single line in our budget we talked about how much are we spending uh we
+在我们的预算中，我们讨论了我们花了多少钱呃我们
+actually talked about how much we spending this year in total how much
+实际上讲了我们今年总共花了多少钱
+will we bring in in cash from revenue how much are we then burning of the 10
+我们能从收入中获得现金吗？那么我们要烧掉这 10 块钱吗？
+what does that look like how much of that money is on payroll on health
+工资单上的钱有多少是用于健康方面的？
+insurance on office supplies marketing expenses how does that break down and
+办公用品营销费用保险如何分解和
+what was so interesting is that we we were able to have an open conversation
+有趣的是我们能够进行公开对话
+at the company about the trade-offs why aren't we going to start providing free
+在公司关于权衡的问题为什么我们不开始免费提供
+lunch for everybody why are we deciding to spend that money on something else we
+为每个人提供午餐 为什么我们决定把这笔钱花在其他事情上
+surveyed people and understood what benefits were most important so we could
+调查人们并了解什么好处是最重要的，这样我们就可以
+put our money where it really counted and ultimately I think one of the most
+把我们的钱花在真正重要的地方，最终我认为这是最重要的之一
+exciting things for me about that was having some of my Executives come up
+对我来说令人兴奋的事情是我的一些高管的出现
+afterwards and say you know I asked for this much in the budget but actually I
+事后说你知道我在预算中要求了这么多，但实际上我
+think I can do I can I think I can do what I need on this and and this would
+我想我能做 我能 我想我能做我需要做的事 这会
+be nice to have but don't even worry about these things people were sort of
+很高兴拥有，但甚至不用担心这些事情人们有点
+self-editing their requests because they
+自我编辑他们的请求，因为他们
+bought in to where we were going and why it was so important for us to stay
+了解我们要去的地方以及为什么留下来对我们如此重要
+
+00:13
+00:13
+Thrifty stay Scrappy and stay lean um so to sum this up say no to ball pits um I
+节俭，保持斗志，保持精益，总结一下，对球坑说不，我
+think that there's a lot of these uh these sort of startup lore things and
+我认为有很多这样的创业传说
+frankly I think if you need something like this to recruit um You probably
+坦白说，我想如果你需要这样的东西来招募你可能
+have other problems and that s of sides into my into my last point which is how
+还有其他问题，这就是我的最后一点，这就是如何
+do you stay motivated and excited for the Long Haul um this is me at y
+你对长途旅行保持动力和兴奋吗嗯，这就是我在y
+combinator demo day almost exactly four years ago we presented in March of 2012
+几乎整整四年前，我们在 2012 年 3 月推出了组合器演示日
+uh this was before my presentation and I was like absolutely terrified out of my
+呃，这是在我演讲之前，我简直被吓坏了
+mind it was a 2 and a half minute presentation in front of 500 investors
+请注意，这是在 500 名投资者面前进行的 2 分半钟的演示
+and I felt like it was a make or break moment that everything we'd done so far
+我觉得这是一个决定成败的时刻，我们迄今为止所做的一切
+was riding on this stock and firstly that wasn't wasn't true we actually only
+正在利用这只股票，首先，事实并非如此，我们实际上只是
+got I think one investor out of demo day
+我认为一位投资者退出了演示日
+the rest of our Capital came from people
+我们的其余资本来自于人
+I met afterwards and other conversations I had it would have been great to go up
+我后来见面了，还有其他谈话，如果能上去就太好了
+on stage pitch and have people throwing checks at me but it didn't happen and we
+在舞台上，有人向我扔支票，但这并没有发生，我们
+
+00:14
+00:14
+ended up being just fine and the second thing is as I was sitting there sort of
+结果很好，第二件事是我坐在那里
+hyperventilating a little bit and uh and thinking about how I was going to get
+有点换气过度，呃，想着我要怎么做
+through that moment um somebody said something which which has really
+在那一刻，嗯，有人说了一些确实很重要的话
+resonated with me ever since which was remember why you started all of you are
+从那以后就引起了我的共鸣，记住你们为什么开始你们所有人
+in this audience because you have started a company or you're thinking
+在这群观众中，因为你已经创办了一家公司或者你正在考虑
+about starting a company and I want you to think about why what what brought
+关于创办一家公司，我希望你思考为什么会带来什么
+that on for many people it's that there's a problem uh or an idea that
+对很多人来说，这是一个问题或者一个想法
+just won't let you go for me it was the experience of being in a job that I
+只是不会让你为我而走 这是我工作的经历
+didn't love and going online to look for a new job and spending time on I mean
+不喜欢上网寻找新工作并花时间我的意思是
+you name it all of the big job search sites and thinking this is the best
+您列出所有大型求职网站并认为这是最好的
+there is this is really what millions of people have to use to figure out the
+这确实是数百万人必须用来弄清楚的
+place where they're going to spend 40 50 60 or more hours a week I I'm almost
+他们每周要花 40 50 60 或更多小时的地方 我几乎
+offended by how bad that experience is and whenever I get down or frustrated or
+每当我情绪低落、沮丧或
+when it's 4 and a half years in and it's
+四年半之后
+
+00:15
+00:15
+been a long time and and um you know the the late nights seemed to kind of keep
+已经很长一段时间了，嗯，你知道，深夜似乎一直持续着
+going I think for me it's remembering why things got started and then also
+我认为对我来说，它是记住事情开始的原因，然后也是
+reaching out to other people who have that problem whose lives were making a
+向其他有这个问题的人伸出援手，他们的生活正在发生变化
+difference in reading the user emails that we get or talking to somebody who
+阅读我们收到的用户电子邮件或与某人交谈的区别
+found their job on the site because ultimately being a startup can be one
+在该网站上找到了工作，因为最终可以成为一家初创公司
+part one of the most meaningful experiences of your life and one part a
+一部分是你一生中最有意义的经历，一部分是
+total slog but I think when you remember why you got into it you keep your focus
+整个过程很艰难，但我认为当你记住为什么要进入它时，你就会保持专注
+on building for the Long Haul ultimately that's where the magic can
+为长途建设最终这就是魔力所在
+really Happ happen so thank you
+真的很高兴发生所以谢谢你

files/ycombinator_DmehFuCMtvc.txt

@@ -0,0 +1,653 @@
+
+00:00
+00:00
+you don't know what the thing is that you're chasing when you wake up every
+你不知道每次醒来时你在追逐的是什么
+morning then you probably need to Pivot right so many Founders have to work on
+早上，那么你可能需要转向正确，所以很多创始人都必须努力
+the wrong thing before finding the right
+在找到正确的事情之前先做错事
+thing it's like they've internalized I'm gonna fail yeah so I might as well do
+就像他们已经内化了我会失败是的所以我也可以这样做
+something cool on the way down you might think that pivots are a mistake or
+在下降过程中发生一些很酷的事情，您可能会认为转向是一个错误，或者
+something that only startups that don't make it have to do but the truth is the
+只有那些没有做到这一点的初创公司才必须这样做，但事实是
+exact opposite a huge number of the best startups had to Pivot and today we're
+与许多最好的初创公司必须转向的恰恰相反，今天我们
+sitting down with YC group Partners to capture some of the best stories on how
+与 YC 集团合作伙伴坐下来捕捉一些关于如何
+to Pivot [Music] thank you pivoting is one of these words
+to Pivot [音乐] 谢谢你 枢轴是这些词之一
+that people use all the time that means a lot of different things so I always
+人们一直在使用这意味着很多不同的事情，所以我总是
+like to just say changing your startup idea you know if you're not making
+只想说改变你的创业想法，如果你不这样做的话
+something people want you usually need to change your idea or your startup will
+人们想要的东西，你通常需要改变你的想法，否则你的初创公司就会
+fail what are some of your favorite pivot stories and the history of crazy
+失败你最喜欢的一些关键故事和疯狂的历史是什么
+pivots I'm going to start with bricks I mean I mean look when they initially
+我将从砖块开始 我的意思是我的意思是看看它们最初的时候
+
+00:01
+00:01
+applied the idea was a virtual reality headset Beyond is basically an augmented
+应用这个想法的是虚拟现实耳机Beyond基本上是一个增强
+reality company uh focused on replacing your laptop using your smartphone and
+现实公司呃专注于用你的智能手机取代你的笔记本电脑
+what was funny about it is the two Founders had no experience with Hardware
+有趣的是，两位创始人没有硬件方面的经验
+or with the physics behind this stuff when they were younger they actually
+或者当他们年轻的时候，这些东西背后的物理学实际上是
+built a payments processing business in Brazil so there were like these high
+在巴西建立了支付处理业务，所以有这样高的
+school kids who built something kind of like striped for Brazil and were
+学校里的孩子们为巴西设计了类似条纹的东西
+successful enough that it got Acquired and they're like you know we're
+足够成功以至于它被收购了，他们就像你知道我们一样
+reasonably successful and so their idea for their second startup was hey we've
+相当成功，所以他们第二次创业的想法是嘿，我们已经
+done this payments thing we want to do something way more high-tech and they
+完成了这个支付的事情，我们想做一些更高科技的事情，他们
+were like I don't know VR headsets and so what was funny about it is like I I
+就像我不知道 VR 耳机一样，所以有趣的是就像我我
+thought there was no way that that idea would stick when they when they
+认为当他们
+interviewed once they went and talked to a bunch of Hardware experts on the
+他们去与一群硬件专家交谈后接受了采访
+mechanics of building one of these things they realized that they were not
+他们意识到他们不是建造这些东西之一的机制
+the the team to do it and so luckily they went back to the thing that
+团队去做这件事，幸运的是，他们又回到了原来的事情上
+they knew a lot about which was payments
+他们非常了解哪些是付款
+
+00:02
+00:02
+do you remember like how far into the YC batch were they when they finally gave
+你还记得 YC 批次进行到什么程度时他们终于给出了
+up on the VR headset I did it's probably like three or four weeks okay it wasn't
+我戴上了 VR 耳机，可能需要三到四个星期，好吧，不是
+it wasn't like on day one yeah I think we had them talk to a bunch of experts
+这不像第一天那样是的，我想我们让他们与一群专家交谈
+reality sort of started to seep in where they're like wait a second like what do
+现实有点开始渗透到他们的地方，等一下，就像做什么
+we even know about this stuff it might also be like something that affects
+我们甚至知道这个东西，它也可能会影响
+smart people where like I think smart people feel like things that are worthy
+聪明的人，我认为聪明的人感觉有价值的事情
+need to feel really hard like you're trying to like overcome like a really
+需要感觉非常困难，就像你试图像真正的人一样克服
+steep hill or try to do really hard challenges and you ignore the stuff that
+陡峭的山坡或尝试做真正困难的挑战，但你忽略了那些
+actually just seems very easy to you so it's probably in the break Skies maybe
+实际上对你来说似乎很容易所以它可能在休息天空也许
+like a payments related company maybe felt easier than building like a VR I'm
+像支付相关公司可能比构建 VR 更容易
+just like oh yeah I've done that we've been there been there done that on to
+就像哦，是的，我已经做到了，我们已经去过那里，做到了
+the next one makes sense one dramatic pivot would be goat it's a YC company
+下一个是有道理的，一个戏剧性的支点将是山羊，它是一家 YC 公司
+um that we actually funded a long time ago like over 10 years ago at this point
+嗯，我们实际上很久以前就资助了，比如十多年前
+but like I bring it up because it took them a while to figure out what to work
+但就像我提出来一样，因为他们花了一段时间才弄清楚该做什么
+on like we funded them as grub with us which is basically a site that let you
+就像我们资助他们作为 grub 一样，这基本上是一个让你
+
+00:03
+00:03
+meet local people through group dinners yeah it was like and it was really cool
+通过集体晚餐认识当地人是的，这真的很酷
+actually it really took off within very specific community so for like the
+实际上，它确实在非常特定的社区中取得了成功，所以对于像
+invested community in San Francisco loved it it's like some a way to meet
+旧金山的投资社区喜欢它，这就像一种见面的方式
+like other Founders and investors right but it had awful attention didn't go
+就像其他创始人和投资者一样，但它并没有引起太多关注
+anywhere um it took them I think two years post
+我想两年后他们去了任何地方
+YC to realize that they themselves were really into collecting sneakers and that
+YC 意识到他们自己真的很喜欢收集运动鞋，而且
+there was a growing Market in these sort of limited edition sneakers
+这种限量版运动鞋的市场正在不断增长
+um I would often like sell out like on the day of release and there was like a
+嗯，我经常希望像发布当天那样卖完，就像
+really big secondary market for them and they were like oh hey we know a lot
+对他们来说，二级市场真的很大，他们就像哦嘿，我们知道很多
+about this stuff this seems like a really like growing industry let's just
+关于这个东西，这似乎是一个非常成长的行业，让我们
+like ditch the whole group dinner thing and go down like a sneaker marketplace
+就像抛弃整个集体晚餐的事情并像运动鞋市场一样下降
+and what year was this that was I think 2015. and so so to me this is the
+今年是哪一年，我想是 2015 年。对我来说，这就是
+instructor point about this story is now in present day you can see on you know
+老师关于这个故事的观点现在就在今天，你可以看到你知道的
+CNBC or reading the New York Times oh sneaker collecting like like this seems
+CNBC 或阅读《纽约时报》哦，运动鞋收藏就像这样
+
+00:04
+00:04
+much more like a real thing yeah in 2015 this was so far outside the norm of
+更像是真实的事情，是的，在 2015 年，这远远超出了正常范围
+conventional wisdom to decide to Pivot your company into sneer collecting yeah
+传统智慧决定将你的公司转向冷笑收集是的
+I just want to I just want to make that note because a lot of the really great
+我只是想我只是想记下这一点，因为很多真的很棒
+pivots like that are when you're years ahead of consensus yeah when I heard
+像这样的枢轴是当你比共识领先数年的时候是的，当我听说
+about this pivot in 2015 yeah seemed I don't know unconventional
+关于2015年的这个支点，是的，我似乎不知道非常规
+is a nice way to say yeah sometimes the founders to arrive on like that idea
+这是一个很好的方式来表达“是的”，有时创始人会提出这样的想法
+they almost need to have the morale so low that they hit a point where like you
+他们几乎需要士气低落到像你一样的地步
+know what like I'm just gonna work on something because yeah I'm interested
+知道我只是要做某件事，因为是的，我感兴趣
+it's like they've internalized I'm gonna fail yeah so I might as well do
+就像他们已经内化了我会失败是的所以我也可以这样做
+something cool yeah on the way down that's what lets them take the blinders
+一些很酷的东西是的，在下降的过程中这就是让他们蒙蔽双眼的原因
+off to actually see the potential for something like that yeah I agree both
+去真正看到类似事情的潜力是的，我都同意
+brex and goat are some of the biggest and most successful startups of our time
+brex 和 goat 是我���这个时代最大、最成功的初创公司之一
+now but as Dalton and harj walked you through each had to realize the prior
+现在，但当道尔顿和哈吉引导你完成每个人都必须意识到之前的事情
+idea they had was not right before they could get to the next step Next Step Tom
+在他们进入下一步之前，他们的想法是不正确的 下一步 汤姆
+
+00:05
+00:05
+blomfield sits down with Michael Seibel to talk through the first of his two
+布洛姆菲尔德与迈克尔·塞贝尔坐下来讨论他的两个中的第一个
+billion dollar startups he co-founded why don't you kick it off yeah I'd love to
+他共同创立了价值数十亿美元的初创公司，你为什么不开始呢，是的，我很乐意
+um this is kind of embarrassing we did YC my first company my
+嗯，这有点尴尬，我们做了 YC 我的第一家公司
+co-founders Matt Hiroki we applied with an idea called group a which is a
+联合创始人 Matt Hiroki 我们应用了一个名为 group a 的想法，它是
+classic fintech tar pit like every college kid thinks this is the best idea
+经典的金融科技焦油坑就像每个大学生都认为这是最好的主意
+in the world and we were those college kids back in 2011. but we didn't know
+在这个世界上，我们是 2011 年的大学生。但我们不知道
+that at the time no it wasn't a targeted
+当时，不，这不是目标
+exactly I think we helped prove it was a Target you did a public service yeah
+确切地说，我认为我们帮助证明这是一个目标，你做了公共服务是的
+exactly so basically it was a group payments Bill splitting like collect
+基本上，这是一笔团体付款，账单分摊就像到付一样
+money from your friends for your college like soccer team thing we all know how
+你的朋友给你的大学提供的钱，比如足球队，我们都知道怎么做
+this ends uh it we know uh we hassled our friends into using it
+这结束了呃我们知道呃我们强迫我们的朋友使用它
+and they like it wasn't that useful so no one ever retained they they'd like
+他们喜欢它没那么有用，所以没有人保留他们想要的
+drop off churn and we'd phone them up again they'd start using it again for a
+放弃客户流失，我们会再次给他们打电话，他们会再次开始使用它
+week or two and then churn eventually so it's like
+一两周，然后最终流失，所以就像
+
+00:06
+00:06
+um we weren't delivering value really um it wasn't useful enough to people for
+嗯，我们并没有真正提供价值，嗯，它对人们来说不够有用
+people who really care about we did office hours with PG in the Mountain
+那些真正关心我们的人在山上与 PG 一起度过了办公时间
+View office and I remember very vividly we sort of walked around the block um
+查看办公室，我清楚地记得我们绕着街区走了一圈
+and he told us to like stop building functionality stop building new features
+他告诉我们停止构建功能停止构建新功能
+stop like piling more crap onto the sort of mountain of turds we had already and
+停止像在我们已经有的粪便山上堆更多的垃圾一样
+instead just try and go and get users and to do that all our users were in the
+相反，只是尝试去获取用户，并做到我们所有的用户都在
+UK and so we got up at three or four a.m to cold call like hundreds and hundreds
+在英国，所以我们凌晨三四点就起床去打上百个电话
+of um of treasures of sports clubs and after two weeks we've got like one new
+嗯，体育俱乐部的宝藏，两周后我们就得到了一个新的
+user after four of us cold calling for two weeks and we knew it was the time to
+在我们四个人打了两周电话后，我们知道是时候了
+Pivot then and so what we did is took kind of the core technology uh this like
+然后我们所做的就是采用核心技术，就像这样
+payments infrastructure way of making bank-to-back payments and instead of
+支付基础设施方式进行银行对回付款，而不是
+trying to sell it to college kids we applied it to businesses so starting
+试图将其卖给大学生，我们将其应用于企业，所以开始
+with small businesses who are collecting recurring payments from their customers
+与向客户收取定期付款的小型企业
+
+00:07
+00:07
+it turned out direct debits a perfect use case for that and 12 years later
+事实证明，直接借记是一个完美的用例，12 年后
+that company is go cardless basically doing the same thing recurring business
+那家公司基本上是无卡的，做着同样的事情，经常性业务
+payments back to bank it's a multi-billion dollar company when you're
+还款给银行 这是一家价值数十亿美元的公司
+young you think of the entire world as consumer and the older you get the more
+年轻时，你将整个世界视为消费者，随着年龄的增长，你会认为整个世界都是消费者
+you're like oh I guess businesses buy software yeah it's funny I think
+你就像哦，我想企���购买软件是的，我认为这很有趣
+especially college kids all of the problems you have been exposed to are
+尤其是大学生，你遇到的所有问题都是
+the problems that college kids in developed worlds have you know like is
+你知道发达国家的大学生面临的问题是
+feel spitting is how do I organize like to see my friends next week how do I
+感觉随地吐痰是我如何组织喜欢下周见我的朋友我该怎么办
+pick the right day of the week it turns out knowing what problem to solve is a
+选择一周中正确的一天事实证明知道要解决什么问题是一个
+huge part of the battle it's the primary one if you're already a builder the
+战斗的很大一部分，如果你已经是一名建造者，那么这是主要的部分
+process is truly about finding a problem you can solve and often you won't know
+这个过程实际上是为了找到一个你可以解决但通常你不知道的问题
+what that problem exactly is until you've actually made contact with real
+在你真正接触到真实的人之前，这个问题到底是什么？
+customers that's the knowledge you're looking for next up Gustav and I hang
+客户，这就是您接下来要寻找的知识 古斯塔夫和我挂了
+out and talk through yet another billion dollar startup clipboard Health the
+出去讨论另一家价值十亿美元的初创公司剪贴板健康
+
+00:08
+00:08
+founder we deng's journey is a case study in finding the right problem while
+创始人韦登的旅程是一个在寻找正确问题的同时进行的案例研究
+the other examples mentioned so far came together over the course of months
+到目前为止提到的其他例子是在几个月的时间内汇集在一起的
+sometimes you have to spend years in the idea maze to find the key to unlock
+有时你必须在创意迷宫中花费数年时间才能找到解锁的钥匙
+product Market fit one of the big awesome questions that Founders should
+产品市场适合创始人应该考虑的重大问题之一
+always ask themselves like what do I understand or what do I know and what do
+总是问自己我理解什么或我知道什么以及做什么
+I believe that nobody else knows or believes and that's actually sort of the
+我相信没有人知道或相信，这实际上是
+core of a lot of the pivots that really work incredibly well my favorite one is
+许多枢轴的核心都非常有效，我最喜欢的是
+actually clipboard hell so this is a company that came in as a hiring really
+实际上是剪贴板地狱所以这是一家真正招聘的公司
+almost like an indeed but for nurses founders of two magnets a program that
+几乎就像一个确实的项目，但对于护士来说，这是两个磁铁的创始人
+helps nursing graduates get jobs which is somewhat of an idea that we see quite
+帮助护理毕业生找到工作，这在某种程度上是我们所看到的一个想法
+frequently you know hiring is a big problem and then seemingly uh there are
+通常你知道招聘是一个大问题，然后似乎呃有
+a lot of nurses you know how do you walk into that market and be successful and
+很多护士你知道如何进入这个市场并取得成功
+it turns out that if you're just doing indeed but for nursing it's going to be
+事实证明，如果你确实只是在做护理，那将会是
+
+00:09
+00:09
+a slog like there isn't really a why now and that is actually what we dang the
+一个艰难的过程，就像现在没有真正的原因，而这实际上就是我们所追求的
+founder found for uh actually a couple years but the cool thing about her is
+创始人发现呃实际上有几年了，但她最酷的事情是
+that she just spent enough time selling to hospitals and just talking to
+她只是花了足够的时间向医院推销并与他们交谈
+everyone around the hospital did she realize that this person when someone
+医院周围的每个人她都意识到这个人当某人
+when a nurse would call in sick they would always have to go to an agency and
+当护士请病假时，他们总是必须去某个机构
+that's what really was sort of the key Insight that made clipboard go from a
+这确实是使剪贴板从一个
+startup that was just really trying to you know create another indeed for
+初创公司只是想真正尝试为你创建另一个
+nurses to now one of the biggest software enabled Skilled Nursing
+护士现在是最大的软件之一，支持熟练护理
+Facility sort of agencies I think what was so impressive about her I I worked
+设施之类的机构 我认为她给我留下了如此深刻的印象 我曾工作过
+with her in the early days when I was at YC was how she adopted the doing things
+我早年在 YC 的时候就和她在一起，她就是这样做事的
+that on scale motto like so well and she didn't really build a lot of software
+就规模而言，她的座右铭非常好，但她并没有真正构建很多软件
+early on to um to solve this problem it's like she
+很早就解决了这个问题，就像她一样
+literally spent time with I'm trying to understand exactly what is the problem
+确实花了很多时间，我试图确切地了解问题出在哪里
+that I'm I need to solve and like maybe I can just like manually solve this
+我需要解决这个问题，也许我可以手动解决这个问题
+problem and that's what she did um she manually like kind of like
+问题，这就是她所做的，她手动喜欢有点像
+
+00:10
+00:10
+self-coordinated um getting these nurses from in front of the these these
+自我协调，嗯，让这些护士站在这些人面前
+hospitals and it wasn't until she'd done this a few times it's just like okay
+医院，直到她做了几次之后才觉得还好
+there's an opportunity to build software here and automation but she started
+这里有机会构建软件和自动化，但她开始了
+complete like absolutely in the right in the right direction uh which is so
+完全就像在正确的方向上绝对正确呃，就是这样
+difficult for Founders because Founders love using software to solve the
+对于创始人来说很困难，因为创始人喜欢使用软件来解决问题
+problems and love getting into the code editor that it can be extremely
+问题和喜欢进入代码编辑器，它可以是非常
+distracting in a typical process and trying to over build things when you
+在典型的流程中分散注意力并试图过度构建事物
+really need to just understand the problem of someone's having so you've
+真的需要了解某人所面临的问题，这样你就可以
+learned it can take a long time to get to product Market fit what about the
+了解到产品可能需要很长时间才能适应市场，那么
+other end of the spectrum you keep trying new things in faster and faster
+在光谱的另一端，你不断地以越来越快的速度尝试新事物
+Cycles but it doesn't come together this is called pivot hell and Serbian Jared
+循环但它没有结合在一起这被称为枢轴地狱和塞尔维亚贾里德
+are going to explain how to avoid getting stuck in it can a company pivot
+我们将解释如何避免陷入困境，公司能否转型
+much yes a couple a company can pivot too much we even have a term for at ycee
+是的，一家公司可能会转型太多，我们甚至在 ycee 有一个术语
+we call it getting lost in pivot hell just thinking
+我们称之为迷失在枢轴地狱中的思考
+
+00:11
+00:11
+um and we see this with companies in the batch sometimes
+嗯，我们有时会在一批公司中看到这种情况
+um where like every week we see them for office hours and they're working on a
+嗯，就像每周我们都会在办公时间见到他们，他们正在研究一个
+totally new idea not like a slightly different idea like you get like
+全新的想法不像你所得到的那样略有不同的想法
+completely it's like an all new startup every week
+完全就像每周都有一个全新的启动
+what what causes Founders to get lost and pivot hell I think that if you're
+是什么导致创始人迷失方向并陷入困境 我认为如果你
+too much of a perfectionist up front and you want everything planned out
+预先过于完美主义者，你希望一切都计划好
+perfectly and you want to be able to see exactly how
+完美，你希望能够准确地看到如何
+the cards are going to unveil themselves kind of beforehand I think that keeps
+这些卡片会提前揭开自己的面纱，我认为这会保持
+you in this Loop of constantly iterating instead of just saying look there's a
+你在这个不断迭代的循环中而不是仅仅说看有一个
+bunch of unknowns and I know that but the only way I'll truly learn is if I
+一堆未知数，我知道，但我真正学习的唯一方法是如果我
+sink my teeth into one idea and push it forward if you're searching for the
+如果你正在寻找一个想法，那么我会全力以赴并推动它前进
+perfect startup idea you just keep looking for new ideas because no I
+完美的创业想法，你只是不断寻找新的想法，因为没有我
+startup ideas ever perfect as soon as you find an idea you realize the
+一旦你发现一个你意识到的想法，创业想法就会变得完美
+problems with it and then you switch ideas companies can still survive it
+出现问题然后你改变想法公司仍然可以生存
+right do you know of any companies that were in pivot hell and then moved on
+你知道有哪些公司曾经陷入转折地狱，然后又继续前进吗？
+
+00:12
+00:12
+from it I do there is this company they went through pivot hell all batch when
+据我所知，有一家公司，他们批量地经历了枢轴地狱
+they started at YC they had one idea and every week it was a different idea in
+他们从 YC 开始，他们有一个想法，但每周都会有不同的想法
+fact they were so deep in pivot hell than when they got to the end of the
+事实上，他们在枢轴地狱中的深度比他们到达终点时还要深。
+batch they had to defer demo day because
+他们不得不推迟演示日，因为
+they literally had nothing to present to
+他们确实没有什么可呈现的
+investors so they didn't know what their company was going to be we kept doing
+投资者，所以他们不知道他们的公司将是什么，我们一直在做
+office hours for them to talk about their new ideas and about six months
+他们谈论新想法的办公时间和大约六个月的时间
+after the batch they hit online yet there was like a really high quality
+一批之后他们上线了，但质量确实很高
+idea and um the idea that they pivoted to is they realized that there had been a
+想法，嗯，他们转向的想法是，他们意识到有一个
+regulatory change they created uh the first company really that productized
+他们创造了监管变革，呃，第一家真正产品化的公司
+this regulatory change the kind of idea where they'd come to us earlier in the
+这种监管改变了他们早些时候向我们提出的想法
+batch we would have been like that's the one that's way better than the other
+一批我们会认为那是比另一批更好的
+seven ideas that you pitched us right and how are they doing now and they're
+您向我们提出的七个想法是正确的，他们现在做得怎么样，他们正在
+doing super well now but an interesting thing is how they came up with the idea
+现在做得非常好，但有趣的是他们是如何想出这个想法的
+yeah basically in order to have this idea they had to go through a whole
+是的，基本上为了有这个想法，他们必须经历整个过程
+
+00:13
+00:13
+bunch of bad ideas first but in the process of doing this they got to know
+首先是一堆糟糕的想法，但在这样做的过程中他们开始知道
+the industry really well they got to understand what people actually cared
+这个行业非常好，他们了解人们真正关心的是什么
+about and tipped them off to this regulatory exchange and this big new
+并向他们通报这一监管交流和这一重大新举措
+opportunity that had opened up so many Founders have to work on the wrong thing
+为许多创始人提供了一个机会，却不得不做错误的事情
+before finding the right thing to work on and so the biggest thing because
+在找到正确的事情去做之前，所以最重要的事情是因为
+pivoting is an option if you want to be a founder and there's a space you want
+如果你想成为一名创始人并且有你想要的空间，那么转型是一个选择
+to change or have an impact on is to start somewhere that's how you learn
+改变或影响就是从某个地方开始，这就是你学习的方式
+about the space and find the right idea you start somewhere and become an expert
+了解空间并找到正确的想法，从某个地方开始并成为专家
+the only way you're going to find a real
+你找到真正的唯一方法
+market and a real problem to solve is in direct contact with users the market
+市场和一个真正要解决的问题是与市场用户直接接触
+itself will teach you if you're in the right place ask the right questions and
+如果你在正确的地方提出正确的问题，它本身就会教你
+listen next up is Diana who talking with Nikola desane about her own YC startup
+接下来请听 Diana 与 Nikola desane 谈论她自己的 YC 初创公司
+as your reality which she sold success fully to Niantic the creator of Pokemon
+作为你的现实，她将成功完全卖给了口袋妖怪的创造者 Niantic
+
+00:14
+00:14
+go but before finding product Market fit she started in a very different place
+去，但在找到适合市场的产品之前，她从一个非常不同的地方开始
+for a bit of context Azure reality would
+对于一些上下文 Azure 现实会
+build a augmented reality SDK a for game developers that's what it became
+为游戏开发者构建增强现实 SDK，这就是它的样子
+but what we started with was augment the reality technology and we
+但我们从增强现实技术开始，我们
+don't know what we're doing I mean we're really much technologists and engineers
+不知道我们在做什么我的意思是我们真的是技术专家和工程师
+and we love writing code so we're I would call it one of the syndromes for
+我们喜欢编写代码，所以我将其称为“综合症”之一
+Founders that we had was very much a cool technology in search of a problem
+我们的创始人在寻找问题时采用了非常酷的技术
+we had no idea who wanted this so some of our first customers were
+我们不知道谁想要这个，所以我们的一些第一批客户是
+actually marketing people trying to do splashy things with ar
+实际上是营销人们试图用 AR 做一些引人注目的事情
+and I mean they they they're very nice people and excited they felt like they
+我的意思是他们是非常好的人并且很兴奋他们觉得他们
+wanted it because they were so excited and it wasn't until we got into YC that
+想要它，因为他们太兴奋了，直到我们进入 YC
+we understood that that wasn't real feedback and we went on a series of user
+我们知道这不是真正的反馈，因此我们进行了��系列用户反馈
+
+00:15
+00:15
+interviews and learned that marketers were just being nice to us
+采访并了解到营销人员只是对我们很好
+it's a mistake that a lot of Founders do because you're like you're so excited
+这是很多创始人都会犯的错误，因为你好像太兴奋了
+about your idea and people just want to like reciprocate that exciteness but
+关于你的想法，人们只是想回报这种兴奋，但是
+that doesn't mean that they really want to use it because when we get to like oh
+这并不意味着他们真的想使用它，因为当我们开始喜欢哦
+are you going to pay us which is really the real real
+你要付钱给我们吗？这真的是真的吗？
+better feedback and yet not asked that before yeah yeah we kind of got some
+更好的反馈，但之前没有问过，是的，我们得到了一些
+soft yeses and this and they signed up but not really
+软是的，这个，他们注册了，但不是真的
+but the conversations really changed when we started selling them to game
+但当我们开始将它们出售给游戏时，对话真的发生了变化
+developers and for a bit of context we had started a company before Pokemon go
+开发人员，为了了解一些背景，我们在《Pokemon go》之前就成立了一家公司
+was a thing which is what made augment the reality in gaming more of an SDK
+这使得游戏中的增强现实更像是一个 SDK
+that people wanted so that was not as a pivot in terms of changing the complete
+人们想要的，所以这不是改变整个世界的支点
+idea it was pivoting more in terms of our go to market and who our users were
+认为它更多地转向我们的市场进入和我们的用户是谁
+and this is actually a very common thing
+这其实是很常见的事情
+that Founders do in the batch and who we work with is really understanding
+创始人在批次中所做的事情以及与我们合作的人都非常理解
+
+00:16
+00:16
+who really wants what you build is a big
+谁真正想要你建造的东西是一个大
+question to to try to figure out and the first people who like it may not be the
+试图弄清楚的问题，第一个喜欢它的人可能不是
+right customers in the end the idea here
+正确的客户到底想法在这里
+is to validate your idea as much as fast as you can so that you don't waste too
+就是尽可能快地验证你的想法，这样你就不会浪费时间
+much of your time working on something that doesn't matter that people don't
+你的大部分时间都在做一些人们不关心的无关紧要的事情
+want when you get to the right idea it becomes a hell yes that's what you're
+当你想到正确的想法时，它就会变成地狱，是的，这就是你
+looking for that's qualitative though a feel what if you want something more
+寻找的是定性的，但感觉如果你想要更多东西怎么办
+Quantified Aaron Epstein sat down with Brad Flora to talk about how important
+量化亚伦·爱泼斯坦 (Aaron Epstein) 与布拉德·弗洛拉 (Brad Flora) 坐下来谈论量化的重要性
+it is to pick the right metrics to follow when things are working really
+是在事情真正发挥作用时选择要遵循的正确指标
+well it's easy to know you should keep going yeah when things are not working
+嗯，很容易知道当事情不顺利时你应该继续前进是的
+it's obvious you should do something else it's that gray area where you're
+很明显你应该做点别的事情，这就是你所处的灰色地带
+like making some money but it's maybe not repeatable that it becomes tricky to
+就像赚一些钱，但它可能是不可重复的，它变得很棘手
+figure out like should I pivot or not my favorite understanding of pivoting is
+弄清楚我是否应该旋转 我对旋转最喜欢的理解是
+when you change what you're working on but not necessarily always every part of
+当你改变你正在做的事情时，但不一定总是改变每一个部分
+it right in basketball when you pivot you have to keep one foot stationary and
+这在篮球比赛中是正确的，当你旋转时，你必须保持一只脚静止不动
+
+00:17
+00:17
+so you may keep the type of product that you're building but maybe the audience
+所以你可以保留你正在构建的产品类型，但也许保留受众
+that you're going to build it for is going to change or you might build a
+你要构建它的目的将会改变，或者你可能会构建一个
+different product for the same audience that you're already going after but it's
+为您已经追求的同一受众提供不同的产品，但它是
+basically to change your idea in some way that hopefully Builds on the
+基本上以某种方式改变你的想法，希望以此为基础
+learnings that you've had from the prior ideas that you've worked on we actually
+您从之前的想法中学到的东西，我们实际上
+applied and got into y combinator as color lovers which is uh was and is a
+作为色彩爱好者申请并进入 y 组合器，这是呃过去和现在都是
+Creative Design Community for people to create and share color palettes and
+创意设计社区，供人们创建和共享调色板
+patterns and shapes and we'd built that up to a community of more than a million
+图案和形状，我们将其建成了超过一百万的社区
+members and we tried all these different ways to monetize uh the community we
+成员和我们尝试了所有这些不同的方式来货币化我们的社区
+tried selling software we tried add model we tried running contests on the
+尝试过销售软件 我们尝试过添加模型 我们尝试过在
+site to our community all kinds of crazy non-repeatable non-scalable things we
+网站向我们的社区提供各种疯狂的不可重复的不可扩展的东西
+were trying for honestly probably a year and a half after the YC batch that we
+老实说，我们在 YC 批次之后可能尝试了一年半
+went through so it took us for a long time and I like to say that we were
+经历了所以我们花了很长时间，我想说我们是
+wandering in the wilderness and the reason it took so long was because we
+在荒野中徘徊，之所以花了这么长时间，是因为我们
+
+00:18
+00:18
+didn't have a main kpi that we were focused on and it never even occurred to
+没有我们关注的主要关键绩效指标，甚至从未想过
+us that it wasn't working for that long time because we never had this main kpi
+我们认为它在很长一段时间内都不起作用，因为我们从来没有这个主要关键绩效指标
+that was not growing so we just weren't paying attention to that and so
+那并没有增长，所以我们只是没有注意到这一点，所以
+ultimately we pivoted to a Marketplace for graphic design assets that we called
+最终我们转向了一个图形设计资产市场，我们称之为
+creative market and we launched that and as soon as we launched that all of a
+创意市场，我们推出了它，一旦我们推出了所有
+sudden the main kpi was clear like are people buying on the marketplace and is
+突然间，主要的关键绩效指标变得清晰起来，就像人们在市场上购买商品一样
+that number going up every day every week and it was much clearer like you
+这个数字每周每天都在增加，而且像你一样清晰得多
+were saying earlier with the clarity and the focus of what we needed to do to
+我们之前已经清楚地阐述了我们需要做的事情
+grow and whether it was working or not so that's my advice for all founders out
+成长以及它是否有效，这是我对所有创始人的建议
+there make sure you have a main kpi that you're focused on and make sure that
+确保你有一个你关注的主要关键绩效指标，并确保
+you're tracking it on a regular basis I became obsessed with it I was like
+你定期追踪它 我对它着迷 我就像
+refreshing it every 15 minutes you know to see are we growing how are we
+每 15 分钟刷新一次，你知道我们是否在成长，我们怎么样
+trending versus yesterday versus last week and that's going to be your main
+趋势与昨天与上周的比较，这将是您的主要内容
+indicator for whether your business is working or not and if you hear what
+指示您的业务是否正常运作以及您是否听到什么
+
+00:19
+00:19
+Aaron just said and you don't immediately know what your main kpi is
+阿龙刚才说了，你并不能立即知道你的主要kpi是什么
+like you don't know what the thing is that you're chasing when you wake up
+就像当你醒来时你不知道你在追逐的东西是什么
+every morning then you probably need to Pivot right one thing that I think is
+每天早上你可能需要调整一件事，我认为是
+group partners because of that experience that we had we try really
+团体合作伙伴，因为我们有过这样的经历，所以我们真的尝试过
+hard to get Founders to that moment of realization a lot sooner totally
+很难让创始人更快地意识到这一点
+sometimes in the interview yes but if not then you know early on in the batch
+有时在面试中是的，但如果不是，那么你在批次的早期就知道了
+to try to help push them along to that Moment of clarity of like oh this
+尝试帮助他们走向那个清晰的时刻，就像哦这样
+doesn't add up let's do something else one of the ways that I like to think
+不合算，让我们用我喜欢的思考方式之一做点别的事情吧
+about it is it's kind of like when buying real estate a lot of people say
+这有点像很多人说的购买房地产
+location location right and really when it comes to startups it's really like
+位置位置正确，对于初创公司来说真的很喜欢
+the founders the founders the founders the founders because everything else can
+创始人 创始人 创始人 创始人 因为其他一切都可以
+change and we've seen this so many times where you know it's the same Founders
+改变，我们已经多次看到这种情况，你知道这是同一个创始人
+that's like the location you can't change that but you could knock the
+这就像你无法改变的位置，但你可以敲击
+company down to the studs rebuild it they can work on a totally different
+公司彻底重建它，他们可以在完全不同的地方工作
+idea and all of a sudden it looks like a different company and oftentimes the
+想法突然之间看起来就像是一家不同的公司，而且通常是
+founders even act like different Founders they become more formidable
+创始人甚至表现得像不同的创始人，他们变得更加强大
+
+00:20
+00:20
+when they're working on an idea that they're excited about and they're well
+当他们正在研究一个让他们感到兴奋并且状态良好的想法时
+suited for each successful startup we've talked about today had to Pivot to find
+适合我们今天讨论的每个成功的初创公司都必须通过 Pivot 来找到
+product Market fit this is the process whether you're just getting started or
+产品市场契合度无论您是刚刚起步还是刚刚起步，这都是一个过程
+still thinking about launching a startup
+仍在考虑创办一家初创公司
+or even wondering if you need to Pivot I hope these examples helped I'm proud to
+或者甚至想知道您是否需要枢轴 我希望这些示例有所帮助 我很自豪
+say the group Partners at YC are some of
+说 YC 的集团合作伙伴是
+the most experienced people in the world
+世界上最有经验的人
+at helping Founders in the idea maze try to figure out their Market we can do it
+在帮助创始人在创意迷宫中尝试找出他们的市场时，我们可以做到
+not just because we've been there we can
+不仅仅是因为我们曾经去过那里，我们可以
+also do it because we've directly worked with more zero to one startups than
+这样做也是因为我们直接与更多的零到一初创公司合作
+anyone on the planet thanks for watching
+感谢地球上任何人的观看
+and we'll see you on the next episode of office hours foreign [Music]
+我们将在下一集的《办公时间外国》中见到你[音乐]

files/ycombinator_GurelYsSFeM.txt

@@ -0,0 +1,999 @@
+
+00:00
+00:00
+Jay Reno welcome to the podcast thank you for having me so you are the founder
+杰·雷诺（Jay Reno）欢迎来到播客，谢谢你邀请我，所以你是创始人
+and CEO of feather which was in the summer 17 batch and feather is a
+和 Feather 的首席执行官，这是夏季第 17 批，Feather 是
+furniture subscription service so at the core of it is this idea that people
+家具订阅服务的核心是人们
+don't want to own things anymore how did
+不想再拥有东西了怎么办
+you come to that conclusion and why does it motivate your business yeah high
+你得出这个结论，为什么它会激励你的生意是的，很高
+level I think I saw three things happening in my life
+水平 我想我看到了我生活中发生的三件事
+the first was I had moved seven times in the nine years I've lived in New York
+第一个是我在纽约生活的九年里搬了七次家
+City and that's just above average actually that's okay not too far out of
+城市，这只是高于平均水平，实际上还可以，不会太远
+the ordinary and each time I've moved I've had a completely different life
+平凡而每次搬家我都有完全不同的生活
+situation so I've lived with roommates I've lived with a significant other I
+情况所以我和室友住在一起 我和一个重要的人住在一起 我
+then moved back in with one roommate then I lived with two roommates then by
+然后搬回和一位室友一起住然后我和两个室友住在一起然后
+myself then with a significant other and
+然后我自己和一个重要的人
+
+00:01
+00:01
+then by myself okay and at each phase of my life I've had completely different
+然后我自己就可以了，在我人生的每个阶段我都有完全不同的经历
+needs in my apartment so you know the space changes the layout of the space
+我的公寓需要这样你知道空间改变了空间的布局
+changes place to place the needs of the furniture needs in that space change
+改变空间放置家具的需求
+dramatically so for example one roommate might have had this sofa we needed but
+戏剧性地，例如，一位室友可能拥有我们需要的这张沙发，但是
+not a coffee table I you know he didn't have a bed for me so I'd bring them bed
+不是咖啡桌 我你知道他没有床给我所以我会给他们带床
+and mattress etc then when I moved to the next place that stuff might not have
+和床垫等，然后当我搬到下一个地方时，这些东西可能没有
+fit physically or stylistically in the next space so it might have been like a
+在物理上或风格上适合下一个空间，所以它可能就像一个
+modern apartment the first time then I moved into a pre-war building in
+第一次现代化的公寓，然后我搬进了一座战前建筑
+Brooklyn and at each phase you have completely different needs and and so
+布鲁克林，在每个阶段你都有完全不同的需求，所以
+one I realized that moving is a pain it's just you know we've all experienced
+我意识到搬家是一种痛苦，只是你知道我们都经历过
+yes so many different times and to the stuff that you have doesn't necessarily
+是的，很多不同的时间，你所拥有的东西不一定
+
+00:02
+00:02
+fit physically or stylistically in your next space for all the different reasons
+出于各种不同的原因，在物理或风格上适合您的下一个空间
+couple that with basically there being a massive problem of furniture waste in
+再加上基本上存在着巨大的家具浪费问题
+the u.s. so what people are doing to solve this problem today
+美国。那么人们今天正在做什么来解决这个问题
+is buying you know IKEA Wayfair what you might consider a disposable furniture
+在 IKEA Wayfair 购买您可能认为是一次性家具的东西
+that can be assembled once and set up once in someone's home and doesn't
+可以在某人的家里组装一次并设置一次，并且不需要
+really transport very well it's not meant to be disassembled or moved and so
+确实运输得很好，不适合拆卸或移动，所以
+all of that stuff might not fit in your next space so you have to throw it out
+所有这些东西可能不适合你的下一个空间，所以你必须把它扔掉
+and then go buy new things then you move and you throw those things out and go
+然后去买新东西然后你搬家然后把那些东西扔掉然后走
+buy new things to fit your foot to fit your space your life so I got my
+买新东西来适合你的脚，适合你的空间，你的生活，所以我得到了我的
+master's degree in climate and environmental science that care deeply
+深切关怀的气候与环境科学硕士学位
+about some of these big world problems especially as they relate to the
+关于其中一些重大世界问题，特别是当它们与
+environment the built world and realized that I think there's a there's a big
+环境和建筑世界，并意识到我认为有一个很大的
+
+00:03
+00:03
+opportunity to solve a couple massive problems the third piece that's kind of
+解决几个大问题的机会第三部分是这样的
+interesting is there's a cultural shift happening like you mentioned the way
+有趣的是，正如你提到的那样，文化正在发生转变
+from ownership of stuff mhm and high level where you see that going is and
+从东西的所有权嗯嗯和高层，你看到的事情是和
+when you see that taking shape is in the American dream changing so sounds like
+当你看到美国梦的成形正在改变时，听起来就像
+such a big lofty thing yeah and maybe it is but our parents generation cared
+这么大的崇高的事情是的，也许是的，但我们的父母一代关心
+about getting a house and cars and having a white picket fence with things
+关于买房子、买汽车、用白色尖桩篱笆堆东西
+in their life settling down and our generation cares about totally different
+他们安定下来的生活和我们这一代关心的完全不同
+things we actually aspire to have something very different which is
+我们实际上渴望拥有一些非常不同的东西
+freedom and flexibility mm-hmm and freedom and flexibility allows you to
+自由和灵活性 mm-hmm 自由和灵活性使您能够
+
+00:04
+00:04
+experience the world it allows you to maybe be bicoastal or just lean into
+体验这个世界，它可以让你身处两岸，或者只是融入其中
+whatever feels right for you at a given time maybe that's a job maybe that's a
+在特定时间感觉适合你的任何事情也许那是一份工作也许那是一份
+hobby or where you live what you're doing and and yeah we just we value
+爱好或你住在哪里你正在做什么，是的，我们只是我们重视
+something totally different so that shift happening yeah culture yeah but
+完全不同的东西所以转变正在发生是的文化是的但是
+yeah there's other problems just what would you attribute that to
+是的，还有其他问题，你会把它归因于什么
+just the dollar not going as far in people being like
+只是美元没有像人们那样走得那么远
+you know maybe I can't buy a house ever or maybe you know I'm gonna push it back
+你知道也许我永远买不到房子或者你知道我会推迟买房
+from like age 30 to age 45 or something is that like a main factor like what
+从30岁到45岁或者其他什么是一个主要因素，比如什么
+what drew that change out in the world yeah I don't I don't think that's a main
+是什么让世界发生了这样的变化 是的，我不知道，我不认为这是一个主要因素
+factor I think that's that's a secondary factor and you're seeing that happen
+我认为这是次要因素，你会看到这种情况发生
+you're seeing costs of debt rising you're seeing you have greater student
+你看到债务成本上升 你看到你有更多的学生
+debt yeah people are unable to you know buy and own lots of things maybe because
+债务是的，人们无法购买和拥有很多东西，也许是因为
+they're not as careful with their money or they're not saving etc or you know in
+他们对钱不那么小心，或者他们不储蓄等等，或者你知道
+
+00:05
+00:05
+the front end you may not have been given much money but your family or
+前端你可能没有得到很多钱，但你的家人或
+anything like that so that's certainly a an issue we consider that accessibility
+类似的事情所以这肯定是我们认为可访问性的一个问题
+so feather does give people access to items that they may not otherwise would
+所以羽毛确实让人们能够获得原本他们可能无法获得的物品
+have purchased instead would have maybe purchased something disposable that's
+相反，可能会购买一些一次性的东西
+cheaper right but the reality is most people are using feather and companies
+更便宜吧，但现实是大多数人都在使用羽毛和公司
+like us whether it's you know Rent the Runway or uber lyft or Spotify etc
+喜欢我们，无论是 Rent the Runway、Uber Lyft 还是 Spotify 等
+because they they don't necessarily want
+因为他们不一定想要
+to own things and have things tying them to a physical space yeah I found that I
+拥有东西并将它们与物理空间联系起来是的，我发现我
+found that really interesting because I was listening to a podcast with you that
+发现这真的很有趣，因为我正在和你一起听一个播客
+you've done a couple years ago and you were talking about the fundraising
+你几年前就做过，当时正在谈论筹款
+process and you're basically you're talking to people at VC funds who
+你基本上是在和风险投资基金的人交谈，他们
+definitely have the means to like buy something from you no not crazy
+绝对有办法喜欢从你那里买东西，不不疯狂
+expensive but like West Elm yeah and they were still buying IKEA garbage yeah
+很贵，但就像西榆树一样，他们还在买宜家的垃圾是的
+
+00:06
+00:06
+and so what did the prototype look like for feather did you just like sell to
+那么羽毛的原型是什么样的，你喜欢卖给谁
+your friends like how did you ultimately figure out that this was the product
+你的朋友喜欢你最终是如何发现这就是产品的
+yeah you know we started as a rental business okay so the prototype was hey
+是的，你知道我们是从租赁业务开始的，所以原型是嘿
+ownership is the problem today everyone buys their furniture and owns it and
+所有权是当今的问题，每个人都购买家具并拥有它，
+that creates a lot of waste because they have to be fully responsible for their
+这会造成大量浪费，因为他们必须对自己的
+thing so they end up buying things and throwing them out and on the cheap end
+所以他们最终会买东西然后扔掉，而且是便宜的
+that's I guess kind of what you what you end up doing
+我想这就是你最终要做的事情
+yeah someone like a you know using VCS as an example you know they've got you
+是的，像你知道的这样的人，以 VCS 为例，你知道他们已经抓住了你
+know even you know analysts associates principals they've got pretty decent
+即使你知道分析师和合伙人的负责人他们也很不错
+salaries and like you said like they'll still choose to yeah purchase the
+工资，就像你说的那样，他们仍然会选择购买
+disposable thing and a lot of people do this and the reason is is because it's
+一次性的东西，很多人这样做，原因是因为它
+flexible and it's convenient yeah that is what feather solves today and so
+灵活且方便，是的，这就是羽毛今天解决的问题，所以
+
+00:07
+00:07
+the prototype that we created was okay let's get let's create a simple solve an
+我们创建的原型没问题，让我们创建一个简单的解决方案
+MVP that allows us to say would people prefer to subscribe to or rent things
+MVP 让我们能够判断人们更喜欢订阅还是租用东西
+rather than buying them upfront and owning them and throwing them out so I
+而不是预先购买它们并拥有它们然后将它们扔掉，所以我
+built that yeah by myself just at my apartment and and just tested it yeah
+是的，我自己在我的公寓建造了这个，并且刚刚测试了它，是的
+they're friends okay so walk me through what it actually is because people are
+他们是朋友，好吧，让我了解一下这到底是什么，因为人们是
+so curious they ask us about this all the time like what can my MVP look like
+他们非常好奇，他们总是问我们这个问题，比如我的 MVP 是什么样子
+how do I really test out an idea is a forum for like one type of couch like
+我如何真正测试一个想法是一个类似沙发类型的论坛
+what was it actually yeah for this to work you you kind of need to
+它实际上是什么，是的，这对你有用，你需要这样做
+have a little bit of merchandising you need to have a little bit of a visual
+有一点推销 你需要有一点视觉
+aesthetic and appeal to see what furniture is with the prices etc yeah
+美观和吸引力，看看什么家具和价格等是的
+thought maybe a spreadsheet would work and that just not don't work okay but
+我想也许电子表格可以用，但那只是行不通，但是
+
+00:08
+00:08
+there are templates that exist to create web shops there are a few if not many
+有一些模板可以用来创建网上商店，即使不是很多，也有一些
+companies that do this I used Shopify you know I was paying $89
+这样做的公司 我使用了 Shopify 你知道我支付了 89 美元
+a month I think it was for what was then like a premium plan yeah so it's not
+一个月，我认为这是当时的高级计划，是的，所以不是
+that much money on the face of it and ended up I have a
+表面上有那么多钱，最后我有一个
+bit of a background as a product manager
+有一点产品经理的背景
+so I found a very inexpensive engineer
+所以我找到了一个非常便宜的工程师
+who was living in India and she you know she was being paid maybe 16 or $18 an
+她住在印度，你知道她的工资可能是 16 或 18 美元
+hour all-in to just build the MVP I decided
+小时全力以赴打造我决定的 MVP
+that I felt comfortable investing up to like two or three thousand dollars but
+我觉得投资两三千美元很舒服，但是
+it was of my own personal money yeah so I said great you know this could go
+这是我自己的钱，是的，所以我说很好，你知道这可以进行
+nowhere I'm just gonna build that myself in the confines of my home and and
+无论在哪里，我都会在我家的范围内自己建造它
+that's how much it took to create it how much money did you make off of that MVP
+这就是创建它花了多少钱 你从 MVP 中赚了多少钱
+it's really interesting I I had it running as a side project while I was
+这真的很有趣，我在工作时将其作为一个副项目运行
+
+00:09
+00:09
+working my full-time job and just sent out a blast to friends on Facebook to
+我正在做全职工作，刚刚在 Facebook 上给朋友们发了一条消息
+see if anyone gave a and it turns out some people did and the first two
+看看是否有人给出了 a，事实证明有些人给出了，前两个
+orders were friends the third order was a friend of a friend okay the fourth
+订单是朋友 第三个订单是朋友的朋友 好的 第四个
+order was a friend of a friend and I was
+订单是朋友的朋友，我是
+like interesting yeah okay that you know sample size of the four doesn't give me
+有趣的是，好吧，你知道这四个样本的大小并没有给我
+all of the confidence but certainly gives me some confidence that people who
+所有的信心，但肯定给了我一些信心
+I have no idea about I don't know yeah are actually using this thing and
+我不知道我不知道是的，我实际上正在使用这个东西并且
+how many products did you have ooh and we had enough maybe we had four or five
+你有多少产品哦，我们已经足够了，也许我们有四五个
+items per product category on the website okay so as an MVP as well the
+网站上每个产品类别的项目都可以，因此作为 MVP 以及
+best way to test this hypothesis was to have the right selection of enough items
+检验这一假设的最佳方法是正确选择足够的项目
+so it's not just one dead one chair one yeah one mattress etc yeah but to have
+所以这不仅仅是一张死的椅子一张床垫等等而是有
+
+00:10
+00:10
+just enough so that you can actually accurately test whether people care
+足以让你真正准确地测试人们是否关心
+because that's ultimately what it needs to look like and what I did was I put
+因为这最终就是它需要的样子，而我所做的是我把
+items on the site from a retailer who could ship me things just in time
+网站上的商品来自零售商，他们可以及时向我发货
+effectively so when a customer would go on our site they would place an order
+有效地这样当客户访问我们的网站时他们就会下订单
+for an item or multiple items yeah for their home and I would then in turn say
+对于一件或多件物品，是的，对于他们的家，我会反过来说
+okay great they're committing to this furniture for
+好吧，太好了，他们致力于购买这件家具
+12 months or whatever it was okay I'm gonna go buy it myself and deliver it
+12个月或者什么都可以我自己去买然后送货
+myself and they're going to I'm gonna own all
+我自己和他们都会 我会拥有一切
+this furniture yeah front and I felt comfortable doing that rather than
+这件家具是的，我觉得这样做很舒服，而不是
+stockpiling everything up front and assuming that it was all gonna go well
+预先储存所有东西并假设一切都会顺利
+okay and so your model was based around the furniture earning itself out after
+好的，所以你的模型是基于家具在之后盈利的
+one year yeah okay in their early days was there
+一年，是的，他们早期就在那里
+any margin you built in in the first year no okay
+您在第一年获得的任何利润都不行
+
+00:11
+00:11
+it was it was I mean you know I wasn't paying myself so there was no delivery
+是的，我的意思是你知道我没有自己付钱，所以没有送货
+expense or assembly expense but I went and had one other person go with me who
+费用或组装费用，但我去的时候还有另外一个人和我一起去，他
+I'd usually find on TaskRabbit who would have the truck yes I also didn't have
+我通常会在 TaskRabbit 上找到谁有卡车，是的，我也没有
+the truck so I really lived a couch upstairs and also deliver it for me yeah
+卡车，所以我真的住在楼上的沙发上，还帮我送货是的
+with me now I'll be your helper yeah so I did that for the first number of
+现在和我在一起，我将成为你的帮手，是的，所以我在第一批中就这样做了
+orders okay um it was at that time that I realized it's important to kind of get
+订单还可以，就在那时我意识到获得订单很重要
+feedback from the industry as well not just consumers as to whether the
+来自行业以及不仅仅是消费者的反馈是否
+industry whose by definition been in the industry thinks this is a good idea or
+根据定义，该行业认为这是一个好主意，或者
+not well yeah coz to be clear I wasn't aware of this but listening to podcast
+不太好，是的，因为要明确的是，我不知道这一点，但正在听播客
+with you furniture rental is not new yeah yeah okay
+和你一起租赁家具并不是什么新鲜事 Yeah Yeah OK
+so what's the history of that market yeah so furniture rental companies are
+那么这个市场的历史是怎样的 是的，家具租赁公司是
+
+00:12
+00:12
+not new you have a few legacy companies that exist yeah I've been around for 40
+这并不新鲜，有几家遗留公司存在，是的，我已经存在 40 年了
+years like court for example they're in all 50
+例如法庭等年份，总共 50 年
+states you can get furniture rented and delivered to your home
+说明您可以租用家具并将其运送到您家
+one the furniture is not for our demographic for people between going to
+一、家具不适合我们的人口
+college and buying a home in urban environments it's meant more for
+大学和在城市环境中买房更有意义
+corporate relocation it's super old and Steely looking it's like meeting like
+公司搬迁，它非常旧，斯蒂利看起来就像见面一样
+really high end or just like nod the aesthetic or all high-end they have a
+真正高端或只是喜欢点头审美或所有高端他们都有
+range of prices but yeah the aesthetic is not appealing the brand is just not
+价格范围，但是审美不吸引人，品牌就是不吸引人
+appealing to the demographic yeah at all the UX is very different it's very hard
+吸引人群 是的，用户体验非常不同，这非常困难
+to pay them separate conversation okay anyway yeah so this this rental market
+支付给他们单独谈话 好吧 是的 所以这就是这个租赁市场
+
+00:13
+00:13
+does exist yeah but we came out and said they're not addressing the massive
+确实存在，是的，但我们出来说他们没有解决大规模问题
+opportunity which are people who are currently buying furniture
+机会是目前正在购买家具的人
+thinking they want to buy furniture but in fact what they actually want is the
+以为他们想买家具，但实际上他们真正想要的是
+flexibility to be able to subscribe to furniture mm-hmm and subscriptions it's
+能够灵活地订阅家具 mm-hmm 和订阅它的
+somewhere between rental which is implying short-term rental and implying
+介于意味着短期租赁的租赁和意味着短期租赁的租赁之间
+you're gonna return it mm-hmm and purchasing the items which is full
+你会退回它并购买已装满的物品
+commitment you own it it's yours and it's your responsibility yeah we should
+承诺你拥有它它是你的，这是你的责任是的我们应该
+talk about that nuance which is super interesting because when you when you
+谈论那个非常有趣的细微差别，因为当你
+went through YC it was rent feather calm yeah and now it's live feather calm so
+经历了YC，它是租金羽毛平静是的，现在它是活羽毛平静所以
+it's like from the outside somewhat subtle but can you like go through that
+从外面看有点微妙，但你能经历一下吗
+thought process and then how it actually affected your bottom line
+思考过程以及它实际上如何影响你的底线
+as a company yeah so we were rent feather at the beginning because we
+作为一家公司，是的，所以我们一开始就租羽毛，因为我们
+
+00:14
+00:14
+assumed that rental was the correct solution yeah that ownership was the
+假设租赁是正确的解决方案是的，所有权是
+biggest problem which in fact is true that people don't necessarily want to
+最大的问题实际上是人们不一定想要
+commit upfront yeah but it's not that they should never own
+预先承诺是的，但这并不是说他们永远不应该拥有
+something it's that you shouldn't commit upfront yeah you shouldn't commit to
+有些事你不应该预先承诺 是的，你不应该承诺
+ownership today because you don't know what's gonna happen in your constantly
+今天拥有所有权，因为你不知道你不断地会发生什么
+changing life you know you just moved to New York yep you are in a relationship
+改变生活 你知道你刚刚搬到纽约 是的，你正在恋爱中
+yep anything could happen I mean I am NOT gonna would that that goes quite
+是的，任何事情都有可能发生，我的意思是我不会希望事情会这样顺利
+well for you yeah and you might think that this apartment is perfect for you
+非常适合您 是的，您可能会认为这套公寓非常适合您
+guys for the next year two years five years mmm
+伙计们明年两年五年嗯
+you may hate the neighborhood though and
+不过你可能讨厌这个街区
+move to a different neighborhood because you like this new neighborhood and so
+搬到另一个社区，因为您喜欢这个新社区，所以
+you're gonna have to move so point being committing to ownership of things
+你将不得不搬家，所以要承诺对事物的所有权
+upfront is what is what we're really addressing we're saying instead of
+前面是我们真正要解决的问题，而不是我们所说的
+committing just pay monthly have access to it your your monthly payments on your
+承诺每月付款即可使用您的每月付款
+
+00:15
+00:15
+furniture go towards owning the items you never pay more than the retail price
+家具倾向于拥有您从未支付超过零售价的物品
+of that item mm-hmm but if you don't want to own it you can
+该物品的嗯嗯，但如果你不想拥有它，你可以
+return it at any point so if the evolution of the company went from
+随时归还，这样如果公司的发展从
+rental definitely don't own it's wrong to own too
+出租肯定不属于自己，拥有也有错
+hey why don't you want to just make the choice later and so we evolved the the
+嘿，你为什么不想稍后再做选择，��以我们进化了
+way we communicate that to people from a rental company to a subscription right
+我们向人们传达这一点的方式，从租赁公司到订阅权
+so you kind of just defer the choice yeah and so how did that become obvious
+所以你只是推迟了选择 是的，所以这是怎么变得明显的
+to you down the line were you doing like customer interviews like how'd you
+对你来说，你在做客户访谈吗？
+figure that out yeah I mean you have to talk to people you have to look them in
+弄清楚这一点是的，我的意思是你必须与人交谈，你必须审视他们
+the eye it's it's it's not enough typically to just do user interviews
+眼睛是这样的，通常仅仅进行用户访谈是不够的
+over the phone video is helpful you can meet people in person
+通过电话视频很有帮助，您可以亲自与人见面
+or like I did do the deliveries yeah and see the people who are using your
+或者就像我确实送货过一样，看看那些正在使用你的产品的人
+product see the living situation they're in and see the furniture that they're
+产品看到他们所处的生活环境并看到他们使用的家具
+
+00:16
+00:16
+choosing you get a lot more so that just going there asking a couple questions
+选择你会得到更多，所以只要去那里问几个问题
+them not necessarily knowing that I was the founder of the company yeah was
+他们不一定知道我是公司的创始人是的
+quite valuable okay interesting yeah cuz I always figured it was them I
+非常有价值，好吧，有趣，是的，因为我一直认为是他们
+mean because I met you right before you did your interview right and I always
+意思是因为我在你面试之前就遇见了你，而且我总是
+figured that furniture was an expression of self and it doesn't seem to be for a
+认为家具是自我的表达，而不是为了
+lot of I mean some elements are but like can you just walk me through how you
+很多，我的意思是有些元素是，但你能告诉我你是如何做的吗？
+realize that cuz I figured yeah that was like core to someone's apartment in
+意识到这一点，因为我想是的，这就像某人公寓的核心
+their life you know what you might you might think that and to some degree this
+他们的生活你知道你可能会怎么想，在某种程度上这
+style of the thing is but not necessarily the caller yeah so furniture
+东西的风格但不一定是来电者是的所以家具
+the overland majority of people purchase furniture and the overall majority of
+大多数人在陆地上购买家具，而总体上大多数人购买家具
+people purchase colors that will go well
+人们购买合适的颜色
+with the pops of color that they have in their art and their rugs and their
+他们的艺术、地毯和他们的流行色彩
+pillows and their the things that they got on their trip to Africa right or
+枕头和他们在非洲之旅中得到的东西，或者
+
+00:17
+00:17
+wherever they traveled and got a really cool thing yeah or from the store down
+无论他们旅行到哪里，都得到了一件非常酷的东西，是的，或者是从商店买的
+the street and so the furniture is like it's an expression of you it needs to be
+街道，所以家具就像是你的表达，它需要如此
+comfortable first and foremost it needs to fit whatever the aesthetic is of your
+首先是舒适，它需要符合您的审美观
+of your place and of your own personality yeah so some people like you
+你的位置和你自己的个性是的，所以有些人喜欢你
+know modern and some people like mid-century modern and they're quite
+了解现代风格，有些人喜欢中世纪现代风格，他们很喜欢
+different in aesthetic and it says a little bit about a person
+审美不同，它说明了一个人的一些情况
+but aside from that you don't actually really need to have so many different
+但除此之外，你实际上并不需要有这么多不同的
+colors and shapes and textures where that comes through is in that the little
+颜色、形状和纹理的体现在于那一点点
+accessories and all like yeah it was just really surprising to me because
+配件之类的，是的，这对我来说真的很惊讶，因为
+I've you know I browser said like two years ago and then a browser this
+我知道我的浏览器在两年前说过，然后是这个浏览器
+morning it's like oh this is very different yeah but also not like it's
+早上就像哦，这是非常不同的，是的，但也不像它那样
+not like infinite choice it's actually like told fairly curated totally and so
+不像无限的选择，它实际上是完全精心策划的，所以
+it's not all that different from your like MVP just a much more legit back-end
+它与你的 MVP 并没有什么不同，只是有一个更合法的后端
+
+00:18
+00:18
+it's like there's a lot in the backend yeah yeah yeah so that's like there's
+好像后端有很多东西是啊是啊所以就像有
+something I want to talk about - so you're in multiple markets and you're
+我想谈谈 - 所以你处于多个市场并且你
+also dealing with physical products what is it would have been the key takeaways
+还涉及实体产品，关键要点是什么
+scaling something where you're delivering real things to people like
+扩大规模，向人们提供真实的东西，例如
+there's two important points to mention first is you have to respect logistics
+首先有两点要提，你必须尊重物流
+and respect operationally intensive businesses and you know I think there's
+并尊重运营密集型企业，你知道我认为有
+been a lot of venture backed companies that have very that have very high
+很多风险投资支持的公司都拥有非常高的水平
+demand that should exist today but they may be ran too quickly mm-hmm and didn't
+今天应该存在的需求，但它们可能运行得太快了，嗯，并没有
+necessarily respect the logistics or yeah or the complexity of building and
+必须尊重物流或建筑的复杂性
+operational intensive business and in order to do this effectively you just
+运营密集型业务，为了有效地做到这一点，您只需
+you just need to step back and respect it I think the other the other point is
+你只需要退后一步并尊重它我认为另一点是
+
+00:19
+00:19
+for a for a business that relies on software on people on unique inventory
+对于依赖软件的企业 对于拥有独特库存的人员
+management systems on a complex reverse logistics process you have to heavily
+复杂的逆向物流流程中的管理系统，您必须大量
+rely on software it's fundamentally a data problem that we're solving on the
+依赖软件，这从根本上来说是我们正在解决的数据问题
+backend in the software that we've created over the last few years allows
+我们过去几年创建的软件后端允许
+us to effectively deliver furniture to people's homes you know I think from the
+我们能够有效地将家具运送到人们的家中，我认为
+outside you can look at a company like in saying hey well I mean in the early
+在外面，你可以看看一家公司，就像说“嘿，好吧，我的意思是在早期”
+days didn't you and your TaskRabbit just throw the furniture in the back of a
+你和你的TaskRabbit 没有把家具扔到汽车后面吗？
+truck and delivered to people's houses and yes that's true but those are
+卡车并运送到人们的家中，是的，这是事实，但那些是
+probably negative margins those are negative margins those are a proof of
+可能是负利润那些是负利润那些是证明
+concept those were yeah we weren't optimizing our routes efficiently we
+概念是的，我们没有有效地优化我们的路线
+
+00:20
+00:20
+didn't know how much revenue each product has had generated we didn't know
+不知道每种产品产生了多少收入我们不知道
+which product categories were doing well or not doing well yeah we didn't have
+哪些产品类别表现良好或表现不佳，是的，我们没有
+the ability to have route optimization already actually yeah there's just so
+已经有能力进行路线优化了，是的，就是这样
+much that that you need to build on the back and so how much of your your stack
+您需要在背面构建多少内容以及您的堆栈有多少
+at this point like several years in is yours versus third parties almost all of
+在这一点上，就像几年前你与第三方几乎所有的
+it is ours really okay yeah it doesn't the the the software that our business
+这是我们的，好吧，是的，它不是我们业务的软件
+needs doesn't exist off the shelf it's like like Shopify did and as the front
+需求并不存在现成的，就像 Shopify 那样，就像前面那样
+end template like this furniture company did to help me get the thing off and in
+像这家家具公司那样的最终模板帮助我把东西取下和放进去
+does that go all the way down like for instance like warehouse yours truck
+是不是像你的卡车仓库一样一直向下
+scores all the way down employees full-time employees delivering furniture
+分数一路下滑 员工 全职员工 运送家具
+almost all yes okay now how many markets are you in we're in three okay so new
+几乎全部是的好吧现在你有多少个市场我们在三个好吧所以很新
+
+00:21
+00:21
+york SF and LA no okay why not just dominating New York first good question
+纽约旧金山和洛杉矶不行，为什么不直接统治纽约第一个好问题
+I think I was so I got into I see I was just me yet a company we flew out to San
+我想我是这样的，所以我进入了我看到我只是我，但我们飞往圣的公司
+Francisco we hired our first employee and who stayed in New York and then I
+弗朗西斯科 我们雇佣了第一位员工，他留在了纽约，然后我
+said you know what I'm in San Francisco there's a big opportunity to service a
+说你知道我在旧金山有一个很好的机会为
+lot of the people who are NYC and they'll be a very good use case for us
+很多纽约人，他们对我们来说是一个非���好的用例
+to test and learn that is just there right off the bat so why not effectively
+测试并了解它就在那里，所以为什么不有效地
+open that market with very low overhead so I did that you know it was a I think
+以非常低的管理费用打开那个市场，所以我做到了，你知道这是一个我认为
+it was a good move ultimately we've learned a whole lot and
+这是一个很好的举动，最终我们学到了很多东西
+
+00:22
+00:22
+it's a market that's that does very well for us so yeah so just try well because
+这是一个对我们来说非常有利的市场，所以是的，所以要好好尝试，因为
+like with an Operations heavy business I
+就像运营重的业务一样
+think you could make an argument for the other side quite easily right like we
+我认为你可以像我们一样轻松地为对方辩护
+scale too fast we want to own the whole stack we up yeah and like went to
+规模太快了，我们想拥有整个堆栈，我们是的，喜欢去
+San Francisco yeah and it was total mistake so in terms of learnings for you
+旧金山是的，这完全是错误的，所以就你的学习而言
+guys how similar are these markets that's a great so we this was two years
+伙计们，这些市场多么相似，这太棒了，所以我们这两年了
+ago yeah I flew to San Francisco with my
+是的，我和我的朋友一起飞往旧金山
+suitcase yeah go to I see and had nobody on the ground there and decided to open
+手提箱是的，去我看到，地上没有人，所以决定打开
+that market effectively with no one on the ground there fast forward to today
+那个市场实际上没有人在场，快进到今天
+two years later we've only launched one more market to your point it's there's
+两年后，我们只又推出了一个市场，就你的观点而言，那就是
+one plenty of room to scale within the markets that were in - it's a logistical
+在当时的市场中有足够的扩展空间 - 这是一个物流
+II complex business and we wanted to make sure that we had that honed in in
+II 复杂的业务，我们希望确保我们已经磨练了这一点
+the markets that we were in mm-hmm and we also felt it was really important for
+我们所处的市场，嗯，我们也觉得这对于
+
+00:23
+00:23
+us to launch in new market so that we could effectively have a new market
+我们将推出新市场，以便我们能够有效地拥有新市场
+playbook that we had been testing and iterating over time and then launching
+我们一直在测试和迭代然后发布的剧本
+and so now that we're in three markets launch we launched LA back in May um it
+现在我们已经在三个市场推出了，我们早在五月份就在洛杉矶推出了
+we have we have a very healthy playbook for growth okay so now you've raised a
+我们有一个非常健康的增长手册，所以现在你已经筹集了一个
+bunch of money you've scaled so companying a pretty substantial size for
+你已经攒了一大笔钱，所以准备了相当大的规模
+other founders who are doing an Operations heavy business how would you
+其他从事运营业务的创始人您会如何
+order the employees that you hire depends on who you are and what you're good at
+对您雇用的员工进行排序取决于您是谁以及您擅长什么
+look I think is really the first place to start okay so for me I know I'm good
+看起来，我认为这确实是第一个开始的地方，所以对我来说，我知道我很好
+at selling I'm good at operations I'm good at building I'm good at
+擅长销售 我擅长运营 我擅长建设 我擅长
+understanding the customer and I'm good at product
+了解客户并且我擅长产品
+
+00:24
+00:24
+early on we brought on someone to our team who was a very good balance to me
+早期我们为我们的团队引进了一个对我来说非常好的平衡者
+didn't know it at the time but but then this person sprouted into becoming the
+当时并不知道，但后来这个人就成长为
+CEO of the company quite quickly after bringing them on in a very different
+在让他们以一种截然不同的方式上任后，公司的首席执行官很快就出任了
+role and knowing that this person was just incredible the things that I was
+角色并知道这个人与我一样令人难以置信
+less incredible that it was a very important place for me to put this
+不太令人难以置信的是，这对我来说是一个非常重要的地方
+person I I was also a solo founder yeah so I wasn't able to you know create the
+我也是一个独立创始人是的，所以我无法创建
+perfect founding team with you know the best like you know all the all the
+完美的创始团队，您最了解，就像您了解所有
+things I don't have yeah it was just me in the early days now I brought on some
+我没有的东西是的，早期只有我现在我带来了一些
+amazing and talented people in the early days are now CTO who joined me out in
+早期那些出色而有才华的人现在都是 CTO，他们加入了我的行列
+San Francisco for the summer and I needed somebody to help build and
+旧金山的夏天，我需要有人帮助建造和
+
+00:25
+00:25
+iterate on the product that I had very terribly put together with my my
+迭代我和我的朋友一起非常糟糕地组合在一起的产品
+engineer overseas but arguably that's not the most important part of your
+海外工程师，但可以说这不是你最重要的部分
+business especially in the early days right I would agree
+业务尤其是在早期，我同意
+okay yeah but all the back-end infrastructure to power the company was
+好的，是的，但是为公司提供动力的所有后端基础设施都是
+incredibly important as you get start getting to even a moderate level of
+当您开始达到中等水平时，这一点非常重要
+scale and complexity in this business which gets more complex every single
+这项业务的规模和复杂性变得越来越复杂
+month yeah you need very critical pieces of software in place to make all that
+是的，你需要非常关键的软件来实现这一切
+happen yeah totally so what else has been I don't know how else but it like
+是的，完全发生了，所以还有什么我不知道还有什么，但它就像
+unexpected as you've scaled this company like you said you really like product
+出乎意料的是，你已经扩大了这家公司的规模，就像你说的你真的很喜欢产品一样
+yet now you're managing all these people yeah how's that going yeah yeah I think
+但现在你正在管理所有这些人 是的 怎么样 是的 是的 我想
+I think there's a there's a balance of having to continue to learn on the job
+我认为必须在工作中继续学习之间保持平衡
+
+00:26
+00:26
+all the things that you were not necessarily good at or things you didn't
+所有你不一定擅长或不擅长的事情
+even know at all to get better at those things while also leaning into the place
+甚至知道如何在这些事情上做得更好，同时也倾向于这个地方
+that you are most comfortable and do the best work it's it's easier said than
+你感觉最舒服，工作做得最好，这比说起来容易
+done yeah you're getting old from both ends
+完成了，是的，你从两端都变老了
+so my role now has it is still somewhat like difficult to understand a lot of
+所以我现在的角色还是有点难以理解很多
+what I do is I'm sort of like the snow plow out in front of a line of cars
+我所做的就是像一排汽车前面的扫雪机
+getting all the snow off the road and saying okay cool this is a good path
+把路上的雪都清除掉，然后说，好吧，酷，这是一条好路
+let's let's go down this path okay while also having to look back and be like
+让我们沿着这条路走吧，好吧，同时也必须回顾过去，就像
+alright let me work with all of our team leads Department leads to help answer
+好吧，让我和我们所有团队领导一起部门领导来帮助回答
+questions and provide vision based on what I've seen out in front two totally
+提出问题并根据我在前两篇文章中所看到的内容提供愿景
+
+00:27
+00:27
+different skill sets yeah but you you either have to lean into both of them
+不同的技能是的，但是你要么必须同时掌握这两种技能
+and get really good at both of them and continue doing both of them or at some
+并真正擅长这两件事，并继续做这两件事或在某些方面
+point pass the baton on to somebody who can do one or the other more effectively
+将接力棒传递给能够更有效地完成其中一项或另一项任务的人
+because you just have an infinite okay and a finite number of hours in the day
+因为你一天中的时间是无限的和有限的
+but how is that it I guess one of the most curious about is like how does that
+但我想最好奇的事情之一就是那是怎么回事
+make you feel as a founder you know who's someone who's like you've worked
+让你觉得作为创始人你知道谁是像你一样工作过的人
+on startups before before feather like you've been on small teams like hacking
+在初创公司之前，就像你在黑客这样的小团队中一样
+stuff together obviously you hacked the beginnings of feather together yeah like
+显然，你把羽毛的开始部分拼凑在一起，是的，就像
+you know what does feel like to have you
+你知道拥有你是什么感觉
+know this thing that you wanted to exist
+知道你想要存在的这个东西
+like you will it into the world and then it completely changes in terms of what
+就像你将它带入世界，然后它完全改变了
+you actually do to today what's that experience been like for you yeah I mean
+你今天实际上做了什么，那段经历对你来说是怎样的，我的意思是
+I've loved every minute of it I've loved
+我爱它的每一分钟 我爱它
+the first two years of just grinding and growing the company and I think the
+前两年只是磨练和发展公司，我认为
+first couple years of a start-up is all about heart mission dedication and grit
+初创公司的头几年���重要的是内心的使命奉献精神和毅力
+
+00:28
+00:28
+and intensity mhm and once you start to hit product market fit you have to and
+嗯，一旦你开始进入适合市场的产品，你就必须和
+yours the company is starting to scale you really need to start focusing on
+您的公司正在开始扩大规模，您确实需要开始关注
+process on improvements in the way you lead and
+改进你的领导方式的过程
+improvements in the way you do everything and you know there are more things
+改进你做每件事的方式，你知道还有更多的事情
+happening on your team that need addressing you don't know what's going
+您的团队中发生需要解决的问题，但您不知道发生了什么
+on at the company so you need to be a bit more structured in how your meeting
+在公司，所以你需要更有条理地安排你的会议
+with team leads and providing them value and also giving opinions and so yeah
+与团队领导一起为他们提供价值并提供意见，所以是的
+it's we're writing out a very interesting shift in that in that in
+我们正在写出一个非常有趣的转变
+that trajectory of the company where we're sort of building process for scale
+我们正在建立规模化流程的公司的发展轨迹
+while also like shedding all of the heart the the like just grit and get it
+同时也喜欢放弃所有的心，就像勇敢地得到它
+
+00:29
+00:29
+done until it's done right ality yeah kind of that like shitty buggy code that
+直到完成为止，是的，有点像糟糕的错误代码
+you write in the beginning you get it done no it has to be functional and
+你一开始就写了，你就完成了，它必须是功能性的，
+worked well yeah interesting ok so in terms of scaling the company management
+运作良好，是的，有趣，好的，所以在扩大公司管理方面
+wise has any advice or any learnings you've picked up along the way I've been
+明智的人有什么建议或者你在我的道路上学到的东西吗？
+completely counterintuitive that you would be willing to share yeah I mean at
+完全违反直觉，你会愿意分享是的，我的意思是
+least in there earlier it is you know it's really important to focus or to be
+至少在早些时候你知道集中注意力或保持专注非常重要
+very focused on a particular thing and drive towards whatever that goal is
+非常专注于某一特定事物并努力实现该目标
+mm-hmm but at the same time in the early days you need to be seeding as many
+嗯嗯，但同时在早期你需要播种尽可能多的种子
+opportunities as possible so that you can hope that one of those 10-20-30
+尽可能的机会，这样你就可以希望这些 10-20-30 之一
+seeds you put out into the world or a few of those 10-20-30 seeds you put out
+您向世界投放的种子或您投放的 10-20-30 颗种子中的一些
+into the world will sprout and become an opportunity so for example when it was
+进入这个世界将会发芽并成为一个机会，例如当它是
+
+00:30
+00:30
+just me prior to getting to Y Combinator I I wanted to like as mentioned earlier
+在进入 Y Combinator 之前，只有我一个人，正如前面提到的，我想喜欢
+can meet with some people in the industry to get their take on this as an
+可以与一些业内人士会面，了解他们对此的看法
+opportunity and I ended up cold emailing the CEO of West Elm it's one of the
+机会，我最终给 West Elm 的首席执行官发了冷邮件，这是其中之一
+people he got back to me right away it was like oh this is fantastic I love
+他立即回复我的人就像哦，这太棒了我爱
+this do you want to come in and meet I was like whoa
+你想进来见见吗？我当时就想哇哦
+yeah great yeah and after two meetings with him he said this is incredible
+是的，很棒，是的，在与他两次会面后，他说这太不可思议了
+we'd love to partner with you I don't know you know how many millions in
+我们很乐意与您合作 我不知道您知道有多少百万
+revenue you guys are doing or how many people you have in your team I was yeah
+你们正在做的收入或者你们团队中有多少人我是的
+yeah no word but you were great weird it's going real well we probably had you
+是的，没有任何消息，但你很棒，很奇怪，一切进展顺利，我们可能有你
+know ten orders at the time yeah but because I planted all of those seeds it
+当时知道十个订单是的，但因为我种下了所有这些种子
+got me into the position where I was able to get feedback from the industry
+让我能够从行业获得反馈
+that said yes this is a good opportunity
+是的，这是一个好机会
+
+00:31
+00:31
+feedback from customers that said yes is a good opportunity yeah the day I left
+客户的反馈说是的，是一个很好的机会，是的，我离开的那天
+the West Elm meeting I said okay now is the point where I believe that this come
+我说好的西榆树会议现在正是我相信这一点即将到来的时刻
+I had conviction I believe this company could exist should exist and I really
+我坚信我相信这家公司可以存在应该存在而且我真的
+want to pursue this so I went online and I looked at applications to various
+想要追求这个，所以我上网查看了各种应用程序
+startup accelerators and the first one I
+启动加速器和第一个我
+went to was Y Combinator and as it turns out the deadline was that day not
+去了 Y Combinator，事实证明截止日期不是那天
+kidding and I took that as a sign to sit
+开玩笑，我以为这是坐下的信号
+down at a cafe I was actually at a pizza shop and as tremendously sick and fire
+在一家咖啡馆，我实际上是在一家披萨店，病得很重，着火了
+out an application but it wouldn't it wasn't it wasn't it wouldn't have
+出了一个应用程序，但它不会，它不会，它不会，它不会
+happened if I hadn't spread a bunch of seeds in different places that could
+如果我没有在不同的地方传播一堆种子，就会发生这样的事情
+
+00:32
+00:32
+randomly turn into opportunities or luck that I could then grab on to and
+随机地变成我可以抓住的机会或运气
+continue going so just to be specific there because I think that's potentially
+继续下去，只是具体一点，因为我认为这有可能
+dangerous advice like it is counterintuitive advice but I just want
+危险的建议，就像违反直觉的建议，但我只是想要
+you to clarify it like how much energy did you put into planting each of those
+你要澄清一下，比如你在种植这些植物时投入了多少精力
+seeds because I know a lot of people like half-ass dirty things and do nothing
+种子，因为我知道很多人喜欢半途而废的脏东西，但什么也不做
+because they have fast all that stuff so you have to be focused on what you're
+因为他们拥有所有这些东西，所以你必须专注于你正在做的事情
+seeding so you have to be clear and understand what the intention is there
+播种，所以你必须清楚并理解其意图是什么
+they should be very high risk but high reward okay and assume that like a seed
+他们应该具有很高的风险，但回报也很高，并假设像种子一样
+investor for example you know you know only one or two of the two
+例如，投资者，您知道您只知道两者中的一两个
+we'll ever even come to fruition and if they do then magic right and so if you
+我们甚至会实现，如果他们做到了，那么魔法就对了，所以如果你
+see all of those different things with some of your time not all of your time
+用你的一些时间而不是全部时间来看到所有这些不同的东西
+yep to be clear it's it can it can produce something very magical in the
+是的，要明确的是，它可以在其中产生一些非常神奇的东西
+form of opportunities or or luck yeah well I think what's cool about feather
+机会或运气的形式是的，我认为羽毛有什么酷的
+
+00:33
+00:33
+is like it's basically the product you imagined in the beginning is basically
+基本上就是你一开始想象的产品
+this is it yeah yeah with tweaks along the way yeah getting to know people
+就是这样 是的 是的 一路上有一些调整 是的 认识人
+understanding what resonates with them you know how to how to message people
+了解什么能引起他们的共鸣，你知道如何向人们传达信息
+and what they truly care about mm-hmm but largely it is very similar to the
+以及他们真正关心的是什么，但很大程度上与
+way we conceived of it you know and in terms of interacting with industry in
+你知道我们的构想方式以及与行业互动方面
+the beginning I think that's also counterintuitive I know a lot of people
+一开始我觉得这也是违反直觉的 我认识很多人
+who would advise you can probably not do
+谁会建议你可能不能做
+that because they're gonna say no to you did you get a lot of nose or did you
+因为他们会对你说不 你有很多鼻子吗？
+like have to learn to tweak your pitch to get them to say yes like how did how
+就像必须学会调整你的音调才能让他们说“是”，就像如何
+did that process go down just a bunch of non responses which is very typical and
+这个过程是否只是一堆不回复，这是非常典型的并且
+then most of the people I talked to really thought it was a great idea hmm
+然后我交谈过的大多数人都认为这是个好主意，嗯
+which you know you normally hear that like people don't really get the best
+你知道你通常会听到人们并没有真正得到最好的
+
+00:34
+00:34
+ideas so but it seems to be working and people are very happy with it and were
+想法如此，但它似乎正在发挥作用，人们对此非常满意，并且
+you concerned that people were gonna try and copy you immediately like Oh west
+你担心人们会像 Oh west 一样立即尝试模仿你
+domes gonna grab it and like do that not at all okay no I mean understanding the
+圆顶会抓住它，就像那样做，完全不行���不，我的意思是理解
+level of complexity of our business yeah and how different it is from everything
+我们业务的复杂程度是的，它与其他事物有何不同
+that exists in the market your software needs the delivery and last-mile
+市场上存在您的软件需要交付和最后一英里
+logistics needs that you'd need to operate this business at scale you know
+您知道大规模经营该业务所需的物流需求
+I never never felt worried that a big company would copy us and to this day no
+我从来没有担心过大公司会抄袭我们，直到今天也没有
+large company has even remotely copied us only only small upstarts people who
+大公司甚至远程复制了我们只有小暴发户的人
+saw us and decided to do yeah same deal yeah okay so it is now
+看到我们并决定做同样的交易是的，所以现在就是了
+August we're about to have demo day next week yeah it's super exciting you're
+八月，我们下周即将举行演示日，是的，这真是太令人兴奋了
+
+00:35
+00:35
+going I am going I will be there I'm flying out in a couple days so for the
+去 我要去 我会在那里 我几天后就要飞出去 所以
+founders in the batch I know it's a tough transition to go from this like
+我知道从这批创始人中走出来是一个艰难的转变
+really cool group dynamic tons of pressure like with your peers a clear
+非常酷的团体充满活力的压力就像你的同龄人一样清晰
+goal in sight they're gonna raise money most of them
+目标就在眼前 他们大部分人都会筹集资金
+what is your advice to the founders who you know raise money it all like you
+你对那些你认识的像你一样筹集资金的创始人有什么建议
+know a month from now demo day is over and then they're just kind of on their
+知道一个月后演示日就结束了，然后他们就开始了他们的工作
+own like how do you prepare yourself for
+自己喜欢你如何准备
+that totally you know I think especially within the first year after YC you
+你完全知道我认为尤其是在 YC 之后的第一年你
+should keep that exact same mentality going which is set weekly goals maybe
+也许应该保持与每周设定的目标完全相同的心态
+monthly goals we set weekly goals and made sure we stuck to those weekly goals
+每月目标 我们设定每周目标并确保我们坚持这些每周目标
+at all costs that showed growth of business that showed that this was a
+不惜一切代价表明业务增长表明这是一个
+clear opportunity and if we weren't hitting our goal we we as in our CTO and
+明确的机会，如果我们没有实现我们的目标，我们作为首席技术官
+I would stop what we were doing and go figure out how we're gonna head our
+我会停下我们正在做的事情，去弄清楚我们将如何领导我们的事业
+
+00:36
+00:36
+seven percent a week over a week growth goal mm-hmm and every single week
+每周 7% 的增长目标，以及每周的增长目标
+but one summer we hit it it'd be like at the expense of building the software to
+但有一年夏天我们实现了这一目标，这就像以牺牲构建软件为代价
+power the business but it proved that there was latent demand and that we were
+为业务提供动力，但事实证明存在潜在需求，而且我们
+able to go find it so post YC immediately posted YC definitely reset
+能够找到它，所以发布 YC 立即发布 YC 肯定会重置
+it's it's it's a little like coming down
+是的，是的，有点像下来了
+from a high I think where you're at demo
+从高处看，我认为你在演示中
+day and there's so many people there and they're all there to see you and all of
+那天，那里有很多人，他们都是来看你和所有人的
+your batch mates and there's just so much buzz and then imagine you raised
+你的批次伙伴，有太多的嗡嗡声，然后想象你长大了
+the seed round that you were looking for
+您正在寻找的种子轮
+and you're off to the races maybe you're
+你要去参加比赛了也许你是
+in San Francisco or like us we flew back to New York and then there was a calm
+在旧金山或者像我们一样，我们飞回纽约，然后就平静了
+after the storm you know we sat there you're like all
+暴风雨过后你知道我们坐在那里你就像所有人一样
+right okay well the energy is what it is in our office it's just us you
+好吧，好吧，我们办公室就是这样的能量，只有我们和你
+
+00:37
+00:37
+there's no longer this nurturing support system around us or in the real world
+我们周围或现实世界中不再有这种培育支持系统
+coincidentally I actually gave my graduation speech on this on on entering
+巧合的是，我在入学时就此事发表了毕业演讲
+the real world and how different it is from being in the like support system
+现实世界以及它与类似支持系统有何不同
+and it's like actually the same thing as college except like a like a condensed
+这实际上和大学是一样的，除了像一个浓缩的
+college like condensed Startup College yeah get some money yeah it's the
+大学就像浓缩的创业学院是的，得到一些钱是的，这就是
+opposite of college it's like Lanza way better than College
+与大学相反，兰扎比大学好得多
+yeah and and that first month was I didn't feel the blues a little bit even
+是的，第一个月我什至没有感到忧郁
+though you might have you know we raised three three and a half million dollars
+尽管你可能知道我们筹集了三百万美元
+of funding from great investors and had tons of support it's just a little felt
+来自伟大投资者的资金和大量的支持，只是有点感觉
+a little slow or quiet yeah take that time to just reflect and reset and set
+有点慢或安静 是的，花点时间反思、重置和设置
+your strategy for your next six months year that's my best advice it's awesome
+你未来六个月的策略 这是我最好的建议 太棒了
+
+00:38
+00:38
+all right man thanks so much yeah you bet thanks for having me you
+好吧，伙计，非常感谢，是的，谢谢你邀请我

files/ycombinator_HQjjgi6271k.txt

@@ -0,0 +1,102 @@
+
+00:00
+00:00
+why did you apply to YC good question the brand Community mentorship I think
+你为什么申请 YC 好问题品牌社区指导我认为
+the perception is that YC is the batch and the fundraising but really there's
+人们认为 YC 是批次和筹款，但实际上有
+so much more than [Music] that we applied to YC for the mentorship
+不仅仅是[音乐]，我们向 YC 申请了指导
+and support towards the mentorship top-notch advice advisers who have your
+以及对拥有您的指导的一流咨询顾问的支持
+back accountability and advice I mean we wanted to get roasted by cble and the
+返回责任和建议我的意思是我们想被 cble 和
+other group Partners I think like talking to friends who did the previous
+其他小组合作伙伴 我想和以前做过的朋友交谈
+batches that direct honest feedback and being able to you know quickly iterate
+直接诚实反馈并让您知道快速迭代的批次
+on your business very fast in that short
+在那短短的时间内很快就能完成您的业务
+3-month period was very helpful for them and we wanted to go through that same
+3个月的时间对他们来说非常有帮助，我们也想经历同样的过程
+level of pain so here we are um I was really excited to work with the partners
+痛苦程度所以我们在这里嗯我真的很高兴与合作伙伴一起工作
+you know it's kind of rare that a VC firm actually has partners that have
+你知道风险投资公司实际上很少有合作伙伴
+gone through building a company the best people to learn from are the people
+在创建公司的过程中，最值得学习的人是人
+who've done it before and who've made all the mistakes we knew some people who
+谁以前做过，谁犯过所有错误，我们认识一些人
+had gone through the experience and really just spoke about the community
+经历过这段经历，实际上只是谈论了社区
+
+00:01
+00:01
+and kind of the support and and resources that are are provided in this
+以及在此提供的支持和资源类型
+environment I saw YC as a great way to have a community of like-minded people
+环境 我认为 YC 是建立志趣相投的社区的好方法
+being part of this network in this community a great Community the
+成为这个社区网络的一部分，这是一个伟大的社区
+community community um you know starting a company is hard it's a long arduous
+社区 社区 嗯，你知道创办一家公司很难，这是一个漫长而艰巨的过程
+road that very few people Traverse on and actually have the ability to persist
+很少有人走过并真正有能力坚持下去的路
+the amount of people that you find that can relate to your problems is very
+您发现能够与您的问题相关的人数非常多
+little now like my friends now don't really relate so just having that
+现在很少像我的朋友一样，现在没有真正的联系，所以就这样
+network of people that actually really understand what you're going through is
+真正了解您正在经历的事情的人网络是
+super helpful we' obviously follow why combinator and like had looked up to it
+超级有帮助，我们显然明白为什么组合器和类似的人会仰慕它
+for several years I've been reading Hacker News for a while I've been kind
+几年来我一直在阅读黑客新闻有一段时间我很友善
+of reading Paul Graham essay since I was like 14 why did you apply to YC mostly
+从我 14 岁起就开始阅读 Paul Graham 的文章，为什么你主要申请 YC
+because of the reputation the track record and reputation the name the
+因为声誉，业绩记录和声誉，名字
+recognition the power that comes with the YC Network I think as two female
+我认为作为两名女性，认识到 YC Network 带来的力量
+Founders launching in construction and fintech we needed all of the support and
+创始人在建筑和金融科技领域开展业务，我们需要所有的支持和
+kind of raw raw around us that we could get I think the brand do well right I
+我们周围有一种我们可以获得的原始原料我认为这个品牌做得很好，我
+
+00:02
+00:02
+think for us we want to are the best people in the world and we know the best
+认为对我们来说，我们希望成为世界上最好的人，并且我们知道最好的人
+people in the world want to work for YC companies so being one helps it gave us
+世界上的人们都想为 YC 公司工作，因此成为其中一员对我们有帮助
+the right amount of money the right amount of time a fresh start 3mon time
+适量的钱 适量的时间 重新开始 3个月的时间
+box Target with demo day at the end so it's it's just setting us up perfectly
+盒子目标与演示日结束，所以它只是让我们完美地设置
+in this environment where funding is becoming challenging sort of the
+在这种融资变得具有挑战性的环境中
+validation that YC brings is very important especially for Founders in
+YC 带来的验证非常重要，尤其是对于创始人而言
+Emerging Markets where funding is not as readily available as it would be in San
+新兴市场的融资不像圣保罗那样容易获得
+Francisco for example we're also not in the Bay Area so we thought there'd be a
+例如，弗朗西斯科，我们也不在湾区，所以我们认为会有一个
+huge Advantage build up Network meeting some folks um out here and learning from
+建立巨大的优势网络与一些人会面并从中学习
+some of the group partners that are here
+这里的一些集团合作伙伴
+so we are building Gusto for Middle East and North Africa there's very few SAS
+所以我们正在为中东和北非打造 Gusto，SAS 很少
+companies it's very nent out there and Tech is also very nent and YC has funded
+那里的公司非常热门，科技也非常热门，YC 也资助过
+some of the best and brightest Minds out here and we want to learn from that
+这里有一些最优秀、最聪明的人，我们想从中学习
+community and the the network that came before us I've always known of YC as
+我一直将 YC 称为社区和网络
+just a fantastic place to build something and kind of unparalleled in
+只是一个建造东西的绝佳场所，而且是无与伦比的
+
+00:03
+00:03
+the world of [Music] startups [Music]
+[音乐]初创公司的世界[音乐]

files/ycombinator_JoqKkXv6-gI.txt

@@ -0,0 +1,692 @@
+
+00:00
+00:00
+hello everyone um so first off I'd like to thank both Jessica and Susan for
+大家好，首先我要感谢杰西卡和苏珊
+inviting me to be here today it's a real privilege and honor to speak to such a
+今天邀请我来到这里，能够与这样的人交谈我感到非常荣幸和荣幸。
+talented amazing group of women here so so as Kat said my name is Rashmi I'm a
+这里有一群才华横溢、令人惊叹的女性，所以正如凯特所说，我的名字是拉什米，我是
+co-founder of ginkgo bio works for a biotech company based in Boston so not
+银杏生物的联合创始人在波士顿的一家生物技术公司工作，所以不是
+from Silicon Valley I wanted to first start by asking you a question
+来自硅谷 我想首先问你一个问题
+does anybody know what the most complicated piece of technology on this
+有谁知道这方面最复杂的技术是什么
+desk is you're right it's the plant right so if you think about it right
+桌子是你对的，植物是对的，所以如果你想得对的话
+this plant is capable of self-replicating it's capable of self
+这种植物能够自我复制 它能够自我复制
+repairing it can self-assemble right it makes its own shape itself and it can
+修复它可以自我组装，它可以自己形成自己的形状，并且可以
+assemble structures with about a nanometer degree of precision right
+以大约纳米级的精度组装结构
+
+00:01
+00:01
+these are all traits that other engineering disciplines can only dream of
+这些都是其他工程学科只能梦想的特征
+but biology has it all inherently and this is what makes me so in love with
+但生物学本质上拥有这一切，这就是让我如此热爱的原因
+biology right is that it's capable of all of these things so in my mind
+生物学的正确之处在于它能够完成所有这些事情，所以在我看来
+biology is the most powerful manufacturing platform on the planet
+生物学是地球上最强大的制造平台
+and it's what I want to be able to use to build stuff right and so for us I
+这就是我希望能够用来正确构建东西的东西，所以对我们来说我
+can't go what we're excited about is that this next century is gonna be a
+不能去 让我们兴奋的是下个世纪将是
+place where we learn how to design biology right where we learn how to
+我们学习如何设计生物学的地方，我们学习如何设计生物学的地方
+program DNA program biological systems and so we think the next generation of
+对 DNA 进行编程，对生物系统进行编程，所以我们认为下一代
+designers are going to be designing biology and that's what we're all about
+设计师将设计生物学，这就是我们的目的
+just a few quick facts and ginko we were
+只是一些简单的事实和银杏我们是
+founded in 2008 so about eight years old now we're based in Boston or around 75
+成立于 2008 年，已有大约 8 年历史，现在我们的总部位于波士顿，大约有 75 年历史
+people or so and basically what we do is
+人左右，基本上我们所做的是
+
+00:02
+00:02
+design microbes design organisms to spec and I thought basically what I do today
+设计微生物 设计符合规格的生物体，我基本上想到了我今天所做的
+is just give you a little bit of our backstory how do we come to be where we
+只是向您介绍一下我们的背景故事，我们是如何做到这一点的
+are today in case you might find it interesting
+今天是你可能会觉得有趣的地方
+okay so ginkgo started um officially eight years ago but I think it really
+好吧，银杏正式开始于八年前，但我认为它确实如此
+has its roots quite a little bit longer ago I grew up in Utah my house is like
+它的根源很久以前我在犹他州长大我的房子就像
+just actually off to the side of this picture I went to the University of Utah
+实际上，在这张照片的旁边，我去了犹他大学
+and I studied computer science there but at the same time I also worked in a
+我在那里学习计算机科学，但同时我也在一家公司工作
+biology lab and it was a really interesting experience because I on one
+生物实验室，这是一次非常有趣的经历，因为我在一个
+hand would studied programming for science you know operating systems and
+手会研究科学编程你知道操作系统和
+so on in class at the same time I was working in a research lab learning
+上课的同时我还在研究实验室学习
+biology on the fly and the reason I did this was quite frankly I found biology
+生物学动态，坦率地说，我这样做的原因是我发现了生物学
+classes boring right they were filled with pre-med students who just wanted to
+课程很无聊，里面挤满了医学预科生，他们只是想
+
+00:03
+00:03
+memorize stuff and and I was much more interested in sort of engineering and
+记住东西，而且我对某种工程更感兴趣
+hacking and so and so working in a biology research lab and studying
+黑客等在生物研究实验室工作和学习
+computer science was a nice mix for me and so then I decided to try to actually
+计算机科学对我来说是一个很好的组合，所以我决定尝试实际
+merge the two halves in my life when I went to grad school and I went to grad
+当我上研究生院时，合并我生活的两半
+school at MIT and that's where I met this person here on the slide this is
+麻省理工学院的学校，那是我在幻灯片上遇到这个人的地方，这是
+Tom Knight um Tom is it a very interesting guy
+汤姆·奈特 嗯，汤姆是一个非常有趣的人吗
+Tom basically has a legit claim to inventing the internet right he was
+汤姆基本上有合法的权利声称自己发明了互联网
+involved in the early days of the ARPANET this this is him on the left
+参与阿帕网的早期，这是左边的他
+there standing next to a list machine you can see from the pants that it kind
+站在一台清单机旁边，你可以从裤子上看到它的种类
+of dates back to the 70s or so and then but about 20 years ago or so tom said
+可以追溯到 70 年代左右，但大约 20 年前左右，汤姆说
+you know what this computer stuff's getting a little boring you know there's
+你知道这些计算机的东西变得有点无聊你知道有
+a lot of people involved in it now I don't need to really think about it so
+现在有很多人参与其中我不需要真正考虑它所以
+much anymore I'm gonna start studying something else and you decided to
+我要开始学习其他东西了，而你决定
+basically go back to school for all intents and purposes he would take
+基本上他会为了所有的意图和目的而回到学校
+
+00:04
+00:04
+biology undergrad classes and and and and and pair up with the freshman in in
+生物学本科课程和和和和以及与一年级新生配对
+freshman biology labs and learn how to pipette and do biological research right
+新生生物实验室，学习如何正确移液和进行生物研究
+but Tom brought a very interesting perspective when he went to biology
+但汤姆在学习生物学时带来了一个非常有趣的观点
+he brought an engineer's perspective a hacker's perspective he thought about
+他带来了工程师的观点和他所思考的黑客的观点
+well how can I take biology and simplify it how can I design it
+那么我怎样才能利用生物学并简化它我怎样才能设计它
+can I program it how can I can introduce ideas like standardization and an
+我可以对其进行编程吗？我怎样才能引入标准化和
+abstraction all sorts all sorts of concepts that we take for granted in
+抽象包括我们认为理所当然的各种概念
+engineering but apply them to biology so I met Tom pretty early on when I got to
+工程学，但将它们应用到生物学中，所以我很早就认识了汤姆，当我到达时
+MIT and being a young naive graduate student at the time I said you know what
+麻省理工学院，作为一名年轻的天真的研究生，我说你知道吗
+this makes sense we should be designing biology right we use the substrate of
+这是有道理的，我们应该正确地设计生物学，我们使用的底物
+chemistry as the basis of chemical engineering we use the substrate of
+化学作为化学工程的基础，我们使用的基质
+physics as the basis to design a lot of computers why can't we use biology as a
+物理学作为设计许多计算机的基础为什么我们不能使用生物学作为基础
+
+00:05
+00:05
+substrate for engineering and so I was fortunate MIT to meet not only Tom but
+工程的基础，所以我很幸运在麻省理工学院不仅见到了汤姆，还见到了
+these folks over here so this is Barry Jason and Austin and they were also
+这些人在这里，这是巴里·杰森和奥斯汀，他们也是
+fellow graduate students with me and at MIT and we all basically fell in love
+我和麻省理工学院的研究生同学，我们基本上都坠入了爱河
+with this idea of you know engineering plus biology we actually this is a photo
+有了这个你知道工程学加生物学的想法，我们实际上这是一张照片
+from about 2006 where we engineered some bacteria to smell like bananas and
+大约从 2006 年开始，我们设计了一些细菌，使其闻起来像香蕉，
+wintergreen had no actual purpose whatsoever except
+冬青没有任何实际目的，除了
+that it was cool and fun and it was actually a team of undergrads who did
+这很酷又有趣，而且实际上是一个本科生团队做到了
+all the work here but it was it was cool because it was our sort of first
+所有的工作都在这里，但这很酷，因为这是我们的第一次
+experience saying hey let's go design an organism soup-to-nuts and have it
+体验说嘿，让我们彻底设计一个有机体并拥有它
+actually work so we ran a live demo of the system and this is a photo taken on
+实际上可以工作，所以我们运行了系统的现场演示，这是一张拍摄的照片
+that day so it was an interesting experience at MIT because I basically
+那天，这是在麻省理工学院的一次有趣的经历，因为我基本上
+found my calling I was fell in love with the idea of
+找到了我的使命 我爱上了这个想法
+engineering biology knew I wanted to keep working on this and so the only
+工程生物学知道我想继续研究这个，所以唯一的
+
+00:06
+00:06
+question was half right and when if any of you out there have all right there
+问题只对了一半，如果你们中的任何人都正确的话
+graduate students or have done a PhD you
+研究生或已经完成博士学位的你
+know that you kind of come up at the end of your PhD and and the way you know
+知道你是在博士学位结束时出现的，以及你知道的方式
+that you're ready to graduate is because you can't stand the side of your thesis
+你准备毕业是因为你无法忍受你论文的立场
+work anymore but but you also kind of go through this crisis of what am I going
+不再工作了，但你也经历了这场我该怎么办的危机
+to do next right and so for us the question was you
+做下一步，所以对我们来说，问题是你
+know hey you know what we think there's just so much potential here when it
+嘿，你知道我们认为这里有很大的潜力
+comes to engineering biology how are we gonna go make this happen
+谈到工程生物学，我们如何才能实现这一目标
+for real all right because we were incredibly frustrated by the fact that
+真的，好吧，因为我们对以下事实感到非常沮丧：
+we had all these ideas for organisms who wanted to engineer systems we wanted to
+对于想要设计我们想要的系统的生物体，我们有所有这些想法
+build but we were limited by the tools of technologies we had available to us
+构建，但我们受到可用技术工具的限制
+right the complexity of the systems like an engineer was limited to how well I
+就像工程师一样，系统的复杂性仅限于我的能力
+could clone basically and so we wanted to go make this happen and the typical
+基本上可以克隆，所以我们想要实现这一点，典型的
+
+00:07
+00:07
+pass and the obvious path for us would have been to to go become a professor or
+通过了，对我们来说显而易见的道路是成为一名教授或
+do a post off become a professor and in fact that's usually how things are
+成为一名教授后，事实上事情通常就是这样
+presented to PhD students you know your options are academia or industry right
+呈现给博士生，你知道你的选择是学术界还是工业界正确的
+and I think that's really a false way of looking at things right really what I I
+我认为这确实是一种错误的看待事物的方式
+think it's a better way to think about is what is the problem you want to solve
+认为这是一个更好的方式去思考你想要解决的问题是什么
+and then go figure out the best way to solve it all right and so for us we knew
+然后找出解决问题的最佳方法，所以对我们来说我们知道
+that this is the problem we wanted to solve how are we gonna make this whole
+这就是我们想要解决的问题 我们要如何使这一切变得完整
+engineering biology thing happen right and you know we had toyed with the idea
+工程生物学的事情发生得很好，你知道我们曾经考虑过这个想法
+of starting a company you know Jason in particular had been interested in this
+创办一家公司，你知道杰森对此特别感兴趣
+for a couple years we even tried to enter the MIT hundred K competition it's
+几年来我们甚至试图参加麻省理工学院的百公里竞赛
+a startup competition that MIT runs every year we never made it past the
+麻省理工学院每年举办的创业竞赛，我们从未通过
+first round right they would always kick us out immediately and so we're like
+第一轮他们总是会立即把我们踢出去，所以我们就像
+okay this is probably not gonna work but then we had a conversation with this
+好吧，这可能行不通，但后来我们对此进行了交谈
+
+00:08
+00:08
+fellow here this is Saul Griffith Saul was a graduate student a few years ahead
+这位朋友，我是索尔·格里菲斯（Saul Griffith） 几年前，索尔是一名研究生
+of us at the MIT Media Lab and when he and his buddies graduated they basically
+我们在麻省理工学院媒体实验室，当他和他的朋友毕业时，他们基本上
+started a company right they were like we have a lot of ideas for different
+创办了一家公司，他们就像我们有很多不同的想法
+cool technologies and they just started a little incubator and basically got
+很酷的技术，他们刚刚启动了一个小孵化器，基本上得到了
+some consulting gigs on the side to pay the bills as they sort of worked on
+一些咨询工作兼职来支付他们工作时的账单
+their company right and and the most useful piece of advice that Saul gave us
+他们的公司是对的，也是索尔给我们的最有用的建议
+at the time was you know when you're a graduate student or even a student
+那时你知道你是研究生还是学生
+coming out of undergrad you have the most amazing skill set for starting a
+从本科毕业后，你拥有了开始创业的最惊人的技能
+company which is that you know how to live cheap all right
+是一家让你懂得如何过廉价生活的公司
+this is the the the most the thing that can best qualify you for starting a
+这是最能让你有资格开始创业的事情
+company is if you can live on a small amounts of money all right because it
+公司是如果你能靠少量的钱生活就可以了，因为它
+means that by just bringing us a little bit of revenue
+意味着只要给我们带来一点收入
+or a little bit of money from whatever source you can sort of pay your bills
+或来自任何可以支付账单的来源的一点钱
+and keep going right and so what Saul said really resonated
+继续往右走，所以扫罗所说的确实引起了共鸣
+with us we had a lot of ideas of stuff we wanted to work on things we wanted to
+我们对我们想要做的事情有很多想法
+
+00:09
+00:09
+do and we knew how to live cheap and we were willing to continue with living on
+这样做，我们知道如何过便宜的生活，我们愿意继续生活
+the cheap and so that was really the thing that clicked for us believe it or
+便宜，所以这确实是让我们感兴趣的事情相信它或
+not and that made us start ginko what as we said you know what we think it
+不，这让我们开始 ginko 正如我们所说，你知道我们的想法
+started up might be the best way to go tackle this problem so we're gonna start
+启动可能是解决这个问题的最佳方法所以我们要开始
+a company and we're gonna give ourselves a year to try to get it off the ground
+一家公司，我们将给自己一年的时间来努力让它起步
+um I think starting a company um the hardest thing is like figuring out how
+嗯，我认为创办一家公司，最难的事情就是弄清楚如何
+you start alright I think a lot of people thinking that maybe you need to
+你开始吧，我想很多人都认为你可能需要
+come up with some idea or hat or invent some technology that's certainly that
+提出一些想法或帽子或发明一些技术
+the common wisdom around MIT that you need to invent a technology you license
+麻省理工学院的普遍智慧是，你需要发明一项获得许可的技术
+it from MIT and then he goes race meant for money and that's the only way to
+从麻省理工学院毕业，然后他去参加比赛是为了钱，这是唯一的方法
+start a company others say oh no you should build a
+创办一家公司别人说哦不你应该建立一个
+prototype right it's cheap these days I built a prototype and then you know you
+原型对吧，现在很便宜我做了一个原型，然后你就知道了
+get some traction and go from there others think the first thing you need to
+获得一些牵引力并从那里开始其他人认为你需要做的第一件事
+do is raise some money and I'm here to tell you that these are none of these
+要做的就是筹集一些资金，我来这里是为了告诉你，这些都不是
+
+00:10
+00:10
+things are the first step in starting a company in my opinion they're all wrong
+在我看来，这些都是创办公司的第一步，但它们都是错误的
+I actually think the most important thing you should think about if you're
+事实上，我认为如果你是这样的话，你应该考虑的最重要的事情
+gonna start a company is what is your mission right and believe it or not we
+创办一家公司就是你的使命，不管你信不信我们
+actually got this from a Harvard Business School case called building
+实际上是从哈佛商学院的一个名为“建筑”的案例中得到的
+your company's mission and basically what it talked about is how all the
+贵公司的使命，基本上它所谈论的是如何
+great technology companies all the ones that really change the world had a
+所有真正改变世界的伟大科技公司都有一个
+mission statement right they said they had a core thing and that that company
+使命宣言正确，他们说他们有一个核心的东西，并且该公司
+was trying to do that no matter what changed in the world no matter how their
+无论世界发生什么变化，无论他们的情况如何，我都会努力做到这一点
+business might change that mission always stayed the same right
+业务可能会改变，使命始终保持不变，对吧
+it's basically your compass for how you go forward and so we decided after
+它基本上是你前进的指南针，所以我们决定
+reading this that you know what we felt the same way we should have a mission
+读到这里你知道我们的感受，就像我们应该有一个使命一样
+for geeking and so we sat around at this
+为了极客，所以我们坐在这附近
+in a conference room in the Stata Center and I might
+在斯塔塔中心的会议室里，我可能
+this funky Giri building over there and we talked about what our mission should
+那边有一座��髦的吉里大楼，我们讨论了我们的使命应该是什么
+
+00:11
+00:11
+be all right and we had lots of ideas about what our mission should be because
+没关系，我们对我们的使命应该是什么有很多想法，因为
+you know we were excited about engineering biology and so you know
+你知道我们对工程生物学感到兴奋，所以你知道
+maybe we want to make me democratize access to biotechnology make a show make
+也许我们想让我民主化生物技术的获取
+sure everyone has access to it maybe we just want to buy it you know
+确保每个人都可以访问它也许我们只是想购买它你知道
+maybe we want to solve the world's energy problems maybe want to do this
+也许我们想解决世界能源问题也许想这样做
+maybe we want to do that and we brainstormed what our mission should be
+也许我们想这样做，并且我们集思广益，讨论了我们的使命应该是什么
+for several hours and where we finally landed was that ginkgos mission was
+我们花了几个小时，最后到达的地方是 ginkgos 的使命是
+gonna be to make biology easier to engineer right now the important thing
+现在最重要的是让生物学更容易设计
+to understand about this mission is this is not what our business model is this
+了解这个使命 这不是我们的商业模式
+is not how we're gonna make money this is not a product we could sell this is
+这不是我们赚钱的方式 这不是我们可以出售的产品 这是
+what defined us of the company all right
+是什么定义了我们公司？
+and we had to be clear we had no product we had no technology we had no revenue
+我们必须明确我们没有产品、没有技术、没有收入
+we had no customers but we had this mission and we we said this is what's
+我们没有客户，但我们有这个使命，我们说这就是
+gonna be at the core of Ginkgo and then we're gonna go figure out everything
+将成为 Ginkgo 的核心，然后我们将弄清楚一切
+else after that and I truly believe that this is the most important thing to do
+在那之后我真的相信这是最重要的事情
+when you're starting your company for their first time because starting
+当你第一次创办自己的公司时，因为
+companies heart like I would actually never recommend that somebody become a
+公司心里就像我实际上永远不会建议某人成为
+
+00:12
+00:12
+founder because it's really hard the only reason to start a company is if
+创始人，因为这真的很难，创办公司的唯一原因是
+there's a problem that you're passionate about that you want to solve you have a
+有一个你热衷于解决的问题 你有一个
+mission you want to go accomplish and this then you decide that starting a
+你想要完成的任务然后你决定开始一个
+company is the best way to go achieve that mission then you should become a
+公司是实现这一使命的最佳途径，那么你应该成为一名
+founder right because it's it's that mission it's that larger goal that gets
+创始人是对的，因为这就是使命，就是更大的目标
+you through the ups and downs of starting a company so for the first year
+你经历了创办公司的起起落落，所以在第一年
+we were basically virtual in 2008 we actually sort of squatted a MIT for the
+2008 年我们基本上是虚拟的，我们实际上相当于抢占了 MIT 的
+first year as we were just sort of trying to bring in enough money to just
+第一年，因为我们只是想赚到足够的钱
+pay ourselves and make a grad student stipend and during that time it was
+支付我们自己并提供研究生津贴，在那段时间里
+actually pretty convenient because it was 2008 it was the financial crisis so
+其实很方便，因为那是2008年，当时正值金融危机，所以
+it turned out that a lot of biotech companies were going out of business all
+事实证明，很多生物技术公司都倒闭了
+right it's a horrible time to raise money I'm
+是的，现在是筹集资金的可怕时刻，我是
+we didn't even try it bother to try to go talk to investors to give us money
+我们甚至没有尝试去尝试与投资者交谈以给我们钱
+
+00:13
+00:13
+but even if we had I'm sure that they they would have said no because we had
+但即使我们有，我相信他们也会拒绝，因为我们有
+no product and no idea what our product should be
+没有产品，也不知道我们的产品应该是什么
+but what we knew is that we wanted to work on this mission to make biology
+但我们知道的是，我们想要完成这项使命，让生物学成为可能
+he's an engineer and we had ideas about what was gonna be necessary to achieve
+他是一名工程师，我们对实现目标所必需的目标有想法
+it right we had ideas about what were the important technologies to go develop
+没错，我们对需要开发的重要技术有一些想法
+and so during that year of basically being a virtual company we would go
+所以在基本上成为一家虚拟公司的那一年我们会去
+dumpster diving so anytime a biotech company would go out of business we'd go
+垃圾箱潜水所以任何时候生物技术公司倒闭我们都会去
+by and try to buy up their equipment for
+并尝试购买他们的设备
+10 cents on the dollar you know anything they were getting rid of we'd pick up
+1 美元 10 美分，你知道他们扔掉的任何东西我们都会捡起来
+and so this is our picture a picture of our first biology lab we basically put
+这是我们的照片 我们基本上把第一个生物实验室的照片
+together the holding for about a hundred
+总共持有约一百个
+and fifty thousand dollars or so give or take literally everything you see in
+大约五万美元给予或拿走你所看到的一切
+this picture was secondhand you know even the trash cans we like picked up
+这张照片是二手的，你知道连我们喜欢的垃圾桶都捡起来了
+for free from the company that was going out of business because we didn't want
+因为我们不想要而倒闭的公司免费提供
+
+00:14
+00:14
+to spend money on trash gas MIT labs were were we're packing up and moving
+花钱购买麻省理工学院实验室的垃圾气体，我们正在收拾行李并搬家
+and so we'd go by and picked up their glassware and whatnot and sir like when
+所以我们会去拿他们的玻璃器皿之类的东西，先生喜欢什么时候
+people heard that we had done this they were dumbfounded right because the
+人们听说我们做到了这一点，他们都惊呆了，因为
+conventional wisdom certainly around at the time was that creating a biology lab
+当时的传统观点肯定是创建一个生物实验室
+of this kind cost at least a few million
+这种至少要几百万
+dollars right so the fact that we did it for an order of magnitude less was like
+美元是对的，所以我们做的事情少了一个数量级，就像
+crazy but it was how you know we we did what we had to do with the money we had
+疯狂，但这就是你知道我们用我们拥有的钱做了我们必须做的事情
+available to us right and so so this is how we got started it and for the next
+我们可以使用，所以这就是我们开始的方式以及下一步的方式
+few years we basically just looked for product market fit
+几年来我们基本上只是寻找适合市场的产品
+right we tried to make something that people wanted and the basic approach we
+是的，我们试图做一些人们想要的东西，我们的基本方法是
+took was for all intents and purposes using the scientific method we'd come up
+采取的是使用我们提出的科学方法的所有意图和目的
+with a hypothesis about what our business model should be it would have
+假设我们的商业模式应该是什么
+to be a business model that was aligned with our mission to make biology easier
+成为一种与我们的使命相一致的商业模式，让生物学变得更容易
+
+00:15
+00:15
+to engineer and then we'd go talk to customers and see if they would actually
+工程师，然后我们会去与客户交谈，看看他们是否真的愿意
+like buy something from us and we went through a hypothesis after hypothesis be
+就像从我们这里买东西一样，我们经历了一个又一个的假设
+honest this took us about five years okay we're of just you know we'd bring
+老实说，这花了我们大约五年的时间，好吧，我们只是你知道我们会带来
+in like government grants and contracts to PayPal pay the bills so that we could
+政府拨款和 PayPal 合同来支付账单，这样我们就可以
+build out the technology we've made that platform sufficiently
+充分构建我们已经打造的平台的技术
+general that we knew it had apply to a lot of different problem areas and
+一般而言，我们知道它适用于许多不同的问题领域，并且
+markets and then we we basically followed all the steps in Steve blanks
+市场，然后我们基本上遵循了 Steve Blanks 中的所有步骤
+book for how to figure out a repeatable business model and so it wasn't really
+关于如何找出可重复的商业模式的书，所以它并不是真的
+until we signed our first customer and I think 2012 and then we started seeing
+直到我们签下了第一个客户，我想是 2012 年，然后我们开始看到
+multiple customers in 2013 that we really felt that hey maybe we actually
+2013 年，我们真的有很多客户觉得，嘿，也许我们实际上
+have something here and what we basically figured out was that there was
+这里有一些东西，我们基本上发现有
+a market around what we now call cultured ingredients so cultured
+围绕我们现在所说的培养成分的市场
+
+00:16
+00:16
+ingredients are ingredients that are normally produced from plants plant
+成分是通常由植物产生的成分
+extracts right so they're things like rose fragrance or vitamins or flavors or
+提取物正确，所以它们是玫瑰香精或维生素或香料或
+sweeteners and whatnot these are all ingredients that show up in common
+甜味剂等等这些都是常见的成分
+household goods right things you buy on the supermarket shelves they're normally
+家居用品就是你在超市货架上买的东西，它们通常是
+extracted from plants but we could instead make them from yeast we could
+从植物中提取，但我们可以用酵母来制造它们
+basically brew them in a process not dissimilar from brewing beer and it
+基本上酿造它们的过程与酿造啤酒没有什么不同
+turned out much to our shock because we had no idea this market even existed
+结果令我们震惊，因为我们根本不知道这个市场的存在
+when we started all right that this turns out to be a pretty decent market
+当我们开始时一切顺利，结果证明这是一个相当不错的市场
+of about 3.5 billion dollars in plant extracts just in the raw materials alone
+仅植物提取物的原材料就价值约 35 亿美元
+and we basically figured out that hey there's an opportunity to replace those
+我们基本上发现，嘿，有机会取代那些
+plant extracts which normally take you know a multi-year growing cycle and have
+植物提取物通常需要您了解多年的生长周期并具有
+all sorts of supply chain issues with a five-day fermentation process you ain't
+五天发酵过程中的各种供应链问题，你不是
+using yeast and so this was our business model all right we started getting
+使用酵母，所以这就是我们的商业模式，我们开始得到
+
+00:17
+00:17
+customers and was basically proved to ourselves we thought there was that
+客户并且基本上向我们自己证明了我们认为存在这一点
+there was actually a market there and so
+那里实际上有一个市场，所以
+on the back back of that we said for the first time after bein existence for
+在我们存在之后第一次说
+about five years that waiter actually raised money cuz we never really wanted
+大约五年来，服务员实际上筹集了资金，因为我们从来没有真正想要过
+to raise venture money before that because we didn't know what our business
+在此之前筹集风险资金，因为我们不知道我们的业务是什么
+model would be right and I think sometimes you hear about stories of you
+模型是对的，我想有时你会听到关于你的故事
+know investors and founders at odds with each other over the future of the
+了解投资者和创始人在公司的未来问题上存在分歧
+company and I think a lot of that strife and tension too can often come from the
+公司，我认为很多冲突和紧张也往往来自于
+fact that you're sometimes you know when you pitch
+事实上，有时你在推销时就知道
+an investor and you raise money you don't necessarily know what your actual
+一个投资者，当你筹集资金时，你不一定知道你的实际情况
+product should be you might be haven't yet achieved that park the product
+产品应该是您可能尚未实现的产品
+market fit and so you have to change course and the investor may or may not
+市场适合，所以你必须改变方向，投资者可能会也可能不会
+agree with how you're changing course right and so we we very deliberately
+同意你如何正确改变路线，所以我们非常刻意
+waited until we felt we had a very clear picture of where we're going what our
+等到我们觉得我们对我们要去的地方有一个非常清晰的了解
+market was B what our customers look like and they even had traction was with
+市场就是我们的客户的样子，他们甚至有吸引力
+
+00:18
+00:18
+customers and that's how and then in 2014 we joined YC and then coming out of
+客户就是这样，然后在 2014 年我们加入了 YC，然后退出了
+YC we were able to raise about a nine million dollar series a and then more
+YC 我们能够筹集到大约 900 万美元的 A 系列资金，然后更多
+recently a forty five million dollar series B so that's sort of our story in
+最近，我们完成了 4500 万美元的 B 轮融资，这就是我们的故事
+a nutshell I wanted to take the last few
+简而言之，我想拿最后几个
+minutes to talk about a slightly related topic that I've been thinking about a
+花几分钟时间谈论一个我一直在考虑的稍微相关的话题
+lot and that's one of diversity this has come up recently for us because we've
+很多，这是我们最近出现的多样性之一，因为我们已经
+basically been doing a lot of hiring right since our series B so we were
+自从我们 B 系列以来，我们基本上一直在进行大量招聘，所以我们
+about 35 people or so when we closed our Series B and have have roughly doubled
+当我们结束 B 轮融资时，大约有 35 人，人数大约增加了一倍
+or so since that time and it's interesting because this wasn't a topic
+大概从那时起，这很有趣，因为这不是一个话题
+I explicitly thought about a lot prior to the prior to just recently um in some
+在最近之前，我明确地思考了很多，嗯，在一些方面
+sense it's a tough one to think about and as a female founder because in some
+作为一名女性创始��，我觉得这是一个很难思考的问题，因为在某些方面
+
+00:19
+00:19
+sense I'm already breaking the mold right I'm a female founder most
+感觉我已经打破了常规，我是一位女性创始人
+technology companies are I don't have necessarily much female representation
+科技公司中女性代表性并不多
+but I think it's also one that's very important to talk about because if you
+但我认为这也是一个非常重要的话题，因为如果你
+look at our stats we actually have pretty similar pathetic stats when it
+看看我们的统计数据，我们实际上有非常相似的可怜的统计数据
+comes to female representation as to most technology companies right we're
+谈到大多数科技公司的女性代表性，我们是这样的
+right around 27 percent pre 2015 and actually we found when we when we
+2015 年之前大约为 27%，实际上我们发现当我们
+finally looked at this just recently in the past few months that after we raised
+在我们提出之后的几个月里，最近终于看到了这个
+our Series B and started hiring people our percentage actually went down when
+我们的 B 系列并开始招聘人员时，我们的百分比实际上下降了
+it came to our job offers right so once we started ramping up our hiring we were
+这涉及到我们的工作机会，所以一旦我们开始加大招聘力度，我们就
+actually seeing a drop-off and honestly when I saw this I was like kind of
+实际上看到了下降，说实话，当我看到这个时，我就像是
+ashamed right um you know what am I doing here and it's an it's an
+很羞愧，嗯，你知道我在这里做什么，这是一个
+
+00:20
+00:20
+interesting tension right because on one hand you know you go and gingko is not
+有趣的紧张感，因为一方面你知道你会去，而银杏不会
+yet a sustainable business I'll confess right we still have a lot of a long road
+但我承认，这是一个可持续发展的业务，我们还有很长的路要走
+ahead of us but and so our top priority has to be making it go into a
+摆在我们面前，但我们的首要任务必须是让它进入
+sustainable business but at the same time if we actually succeed and do what
+可持续发展的业务，但同时如果我们真正成功并做了什么
+we want if we actually become the Intel biology like I want for us if we look
+如果我们真的成为像我希望的那样的英特尔生物学，我们希望如果我们看看
+like just every other technology company with a pathetic representation of women
+就像其他所有女性代表性可悲的科技公司一样
+and underrepresented minorities and other underrepresented groups that would
+以及代表性不足的少数群体和其他代表性不足的群体
+kind of suck to be honest um and so it's one that I'll confess folks on our team
+老实说，这有点糟糕，所以我要向我们团队的成员们坦白这一点
+actually raised in the past few months and so we started just talking about it
+实际上是在过去几个月里筹集的，所以我们开始谈论它
+internally at ginkgo you know what should a diversity
+在 ginkgo 内部，你知道多样性应该是什么
+initiative look like what was realistic for a company of our size right because
+对于我们这种规模的公司来说，这一举措看起来很现实，因为
+usually this is not something you talk about until you're much much bigger than
+通常这不是你谈论的事情，直到你比
+us and so it's been a hard one for me to
+我们，所以这对我来说是一件很难的事
+wrap my head around to be honest because I care about this I want
+说实话，我很关心这个，因为我想要
+
+00:21
+00:21
+ginko to have a diverse workforce I believe that we will be stronger for it
+ginko 拥有多元化的员工队伍 我相信我们会因此变得更加强大
+but at the same time I'm very cognizant of the fact that we have a lot of work
+但同时我也非常清楚我们还有很多工作要做
+to do in terms of turning ginkgo into a sustainable business and what I finally
+将银杏转变为可持续发展的业务以及我最终要做的事情
+finally sort of reconcile all these conflicting thoughts in my head is is
+最终调和我脑海中所有这些相互冲突的想法是
+actually inspired to somewhat by this movie so my husband Barry who's also one
+实际上受到这部电影的启发，所以我的丈夫巴里也是其中之一
+of my co-founders made me watch this movie and Moneyball is basically about
+我的联合创始人让我看这部电影，《点球成金》基本上是关于
+the Oakland A's and how they were able to build a baseball team that did quite
+奥克兰运动家队以及他们如何能够组建一支表现出色的棒球队
+well with a like a crazy low spend on their team all right and so what they
+好吧，他们的团队支出疯狂低，所以他们怎么办？
+basically did is systematically looked for people who were for baseball players
+基本上所做的是系统地寻找棒球运动员的人
+who were being undervalued right this is sabermetrics right that that they
+谁被低估了，这就是军刀计量学，他们
+applied and and then they would recruit those folks and they built a pretty
+申请，然后他们会招募这些人，他们建立了一个漂亮的
+awesome baseball team out of these folks
+这些人中很棒的棒球队
+who are being systematically undervalued
+谁被系统性地低估
+
+00:22
+00:22
+by the bye-bye baseball teams in general and it seems to me that this might be a
+一般来说，再见棒球队，在我看来，这可能是一个
+way to be thinking about diversity and a way to reconcile my twin goals of
+思考多样性的方式以及调和我的双重目标的方式
+wanting to build a sustainable company but also ensure that ginkgo has a
+想要建立一家可持续发展的公司，同时也确保银杏拥有
+diverse workforce in the long run which is that frankly speaking the end the
+从长远来看，劳动力多元化，坦率地说，最终的结果是
+fact the very fact that there is such a significant under-representation of
+事实上，事实上，存在如此严重的代表性不足
+women and various minority groups in technology in biotechnology
+生物技术领域的妇女和各种少数群体
+suggests to me that they're probably being systematically undervalued right
+向我表明它们可能被系统性地低估了，对吧
+by the marketplace and systematically undervalued by other companies so if we
+被市场低估并被其他公司系统性低估，所以如果我们
+can make gingko a place where these folks want to work
+可以让银杏成为这些人想要工作的地方
+and that's a competitive edge relative to our other other companies all right
+相对于我们其他公司来说，这是一个竞争优势
+and so I don't have much more for you than this except that it's something
+所以我没有比这更多的东西给你了，除了它是一些东西
+that I think is an interesting thing to think about it's something that most
+我认为这是一件有趣的事情
+companies wait to think about until they're much bigger than we are but
+公司要等到比我们大得多时才考虑，但是
+we're hoping that by thinking about it early when we're when frankly just a
+我们希望当我们坦白地说只是一个人时就尽早考虑这个问题
+
+00:23
+00:23
+small number of hires can radically change our stats maybe we can do
+少量员工可以从根本上改变我们的统计数据也许我们可以做到
+something about this now rather than later and maybe it'll
+现在就做一些事情，而不是以后，也许会
+even give us a competitive edge one thing that's been a little promising to
+甚至给我们带来竞争优势，这是一件有点有希望的事情
+me is even just since we started having the conversation over the last you know
+我什至从我们上次开始谈话开始你就知道了
+three three to six months our numbers have improved a little bit but I don't
+三、三到六个月我们的数字有所改善，但我没有
+yet know if this is real or if this is just a you know law of small numbers
+但知道这是否是真实的，或者这只是一个你知道的小数定律
+issue but we'll see so I just wanted to raise this as something to think about
+问题，但我们会看到所以我只是想提出这个问题来思考
+as you all go off and start your own companies
+当你们都离开并创办自己的公司时

files/ycombinator_LLerCc7MOQo.txt

@@ -0,0 +1,566 @@
+
+00:00
+00:00
+hi everyone my name is Ilya I'm one of the co-founders at segment and I'm here
+大家好，我叫 Ilya，我是 Segment 的联合创始人之一，我在这里
+to talk to you about how to set up analytics and the analytics foundation
+与您讨论如何设置分析和分析基础
+to build your MVP and to measure these primary and secondary metrics so this is
+构建您的 MVP 并衡量这些主要和次要指标，所以这是
+going to be a little bit more of a tactical guide around what tools are
+将更多地是关于工具是什么的战术指南
+there and then oolitic space in the marketing space which one should we
+营销空间中的鲕粒空间我们应该
+actually be using how do I set them up cool just before I get started a lot of
+实际上在我开始使用之前如何将它们设置得很酷
+you may not know what segment is it's an analytics API where you can send
+您可能不知道哪个部分是一个分析 API，您可以在其中发送
+analytics data and then toggle on different tools so we send the cool
+分析数据，然后打开不同的工具，以便我们发送很酷的数据
+market position where we can actually see what tools startups are using and we
+我们可以实际看到初创公司正在使用哪些工具的市场地位
+can bring that information to you secondly we've been around for about six
+可以把这些信息带给你其次我们已经存在了大约六年
+years and so we have information about a lot of different startups as they grew
+多年来，我们掌握了许多不同初创公司成长过程中的信息
+and what tools they used so we're gonna be sharing a lot of those today cool so
+以及他们使用了什么工具，所以我们今天将分享很多这些工具，太酷了
+why talk about why even focus on the analytics obviously primary and
+为什么要谈论为什么要关注分析显然是首要的
+secondary metrics drive the MVP and product market fit process and you're
+次要指标推动 MVP 和产品市场契合流程，您可以
+using that to actually test product market fit you're also using it once you
+使用它来实际测试产品市场契合度，一旦您使用它，您也会使用它
+
+00:01
+00:01
+get out of product market fit strict search to actually focus the team so
+退出产品市场，适合严格的搜索，以真正集中团队，以便
+maybe there's gonna be an acquisition issue in the company that's preventing
+也许公司会出现收购问题，从而阻碍
+your growth or maybe the users that you're getting aren't as engaged or
+您的成长，或者您获得的用户可能没有那么投入，或者
+maybe you're having some monetization issues and so the funnel actually is a
+也许你遇到了一些盈利问题，所以漏斗实际上是一个
+forcing function to understand your business and where founders should be
+迫使职能部门了解你的业务以及创始人应该在哪里
+actually spending their time and then finally all the way from you know to
+实际上花费了他们的时间，然后最终从你知道的一路走到
+three-person team to Google with 1 million employees you're actually using
+您实际使用的 Google 的三人团队拥有 100 万员工
+metrics to operate and drive teams so eventually you have an engineering team
+运营和推动团队的指标，最终您将拥有一支工程团队
+you have a marketing team and so what gold do you set in front of the
+你有一个营销团队，那么你在客户面前设置了什么黄金呢？
+marketing team use analytics for that ok so today we're gonna cover a few
+营销团队使用分析来做到这一点，所以今天我们将介绍一些
+different things so first you always start with the funnel when you're
+不同的事情，所以首先你总是从漏斗开始
+thinking about analytics so that's the sequential series of steps so your users
+考虑分析，这是一系列连续的步骤，以便您的用户
+go through to actually get value and then pay you as well then we're gonna
+经历真正获得价值然后付钱给你然后我们会
+talk about collecting data for your analytics tools then we're going to talk
+谈论为您的分析工具收集数据然后我们将讨论
+about the top three metrics so this will include primary and secondary metrics
+关于前三个指标，因此这将包括主要和次要指标
+that work for most products and then a product market fit methodology that you
+适用于大多数产品，然后是您认为适合产品市场的方法
+
+00:02
+00:02
+can apply on top of that and then finally we'll make recommendations about
+可以在此基础上申请，最后我们会提出建议
+what tools are the best in the market right now that help the product market
+目前市场上最好的哪些工具可以帮助产品市场
+fit journey ok so to start where we started the funnel so we'll make an
+适合旅程 好的，从我们开始漏斗的地方开始，所以我们将制作一个
+example funnel for Netflix which is a company
+Netflix 公司的漏斗示例
+super familiar with any b2b product or b2c product actually has this type of
+超级熟悉任何b2b产品或b2c产品实际上都有这种类型
+funnel where you acquire a user you engage a user over a period of time that
+您获取用户的漏斗 您在一段时间内吸引用户
+loop is called retention and then finally you monetize the user and then
+循环称为保留，最后你通过用户获利，然后
+metrics both primary and secondary are performance indicators on top of each
+主要指标和次要指标都是各自之上的绩效指标
+stage in the funnel so I on top of acquisition you can ask yourself how
+漏斗中的阶段，所以我在获取的基础上，你可以问自己如何
+many new users did I get this week versus last week and what's my growth
+与上周相比，本周我获得了很多新用户，我的增长情况如何
+rate there for engagement you take a cohort of users so from you know Sunday
+在那里对参与度进行评分，你会吸引一群用户，所以周日你就会知道
+to the following Monday you you have you know 16 people sign up and then you can
+到下周一，你知道有 16 个人注册了，然后你就可以
+track that cohort of users week over week and see what percentage of them are
+每周跟踪该用户群并查看其中的百分比
+still using the product four weeks later which is a good example of how to track
+四个星期后仍在使用该产品，这是如何跟踪的一个很好的例子
+
+00:03
+00:03
+retention and then we talked about monetization which is how much that new
+留存率，然后我们讨论了货币化，即新的内容有多少
+revenue did I make this week versus last week okay and then you apply your own
+与上周相比，我本周的收入是多少，然后您可以应用自己的收入
+custom business funnel to this so if your Netflix we're all familiar the
+自定义业务渠道，所以如果您的 Netflix 我们都熟悉
+users sign up for Netflix then they play videos in a loop the Netflix is
+用户注册 Netflix，然后他们会循环播放 Netflix 的视频
+obviously very sticky watching it a lot and then finally when the trial runs out
+显然非常粘人，看了很多次，最后当试用期结束时
+you do subscription upgraded and you get access to more content okay so how do
+您升级了订阅并且可以访问更多内容，那么该怎么办
+you collect data once you have this funnel so there's analytics API is out there
+一旦你有了这个漏斗，你就可以收集数据，所以就有分析 API 了
+I'm using segments as an example you basically want to say user user 1 2 3 in
+我使用段作为示例，您基本上想说用户 user 1 2 3 in
+this case has done user signup event and they happen to be an organic user which
+这个案例已经完成了用户注册事件，他们恰好是一个有机用户，
+means they're not invited by someone else then if your Netflix you might say
+意味着他们没有受到其他人的邀请，那么如果你的 Netflix 你可能会说
+the users video played and eventually subscription upgraded and so this is how
+用户的视频播放并最终订阅升级，这就是如何
+you instrument your tracking and your mobile app or your or your web app then
+然后您对您的跟踪和您的移动应用程序或您的网络应用程序进行检测
+you think about event properties so imagine your Netflix and you're holding
+你考虑的是事件属性，所以想象一下你的 Netflix 并且你持有
+one of these video played events in your hands and you're wondering questions
+其中一个视频在您手中播放了事件，您想知道一些问题
+
+00:04
+00:04
+about it so you know what video art is the user actually playing how long is
+这样您就可以知道用户实际播放的视频艺术是多长时间
+the video how far did the person get inside of the video right equivalent if
+视频中该人在视频中走了多远，相当于
+you're holding a subscription upgraded event you're going to want to derive
+您正在举行一个您想要派生的订阅升级事件
+monetization as a Northstar metric so if you're a subscription business you want
+货币化作为北极星指标，因此如果您是订阅业务，那么您想要
+to send your monthly recurring revenue if you're a transactional business like
+如果您是交易型企业，请发送您的每月经常性收入
+e-commerce or retail you want to send the actual value of the transaction okay
+电子商务或零售您想要发送交易的实际价值好吗
+so then you push this out into your web app your mobile app then you start
+然后你将其推送到你的网络应用程序和移动应用程序中，然后你就开始
+seeing the data come in you look at the debugger you see okay user signup is
+看到数据进来，你看看调试器，你会发现好的用户注册是
+here every good you add your first analytics tool
+在这里，您可以添加您的第一个分析工具
+will use amplitude as a good example here amplitude and Mixpanel are pretty
+将使用振幅作为一个很好的例子，振幅和 Mixpanel 都很漂亮
+awesome analytics tools out in the market right now and then you start
+现在市场上有很棒的分析工具，然后您就可以开始
+seeing data flow inside of one of these analytics tools so this is amplitude you
+查看这些分析工具之一内部的数据流，因此这就是您的振幅
+can start seeing user signups growing as soon as you launched the real like
+一旦您推出了真正的点赞服务，用户注册量就会开始增长
+mobile or web app okay so now that you have analytics set up it's time to focus
+移动或网络应用程序都可以，现在您已经设置了分析，是时候集中精力了
+on three different metrics the first one is the acquisition metrics signups per
+在三个不同的指标上，第一个是每个注册者的获取指标
+week it's really nice if you're a b2b business to cut this by the invite type
+如果您是一家 B2B 企业，那么通过邀请类型来削减这一点真是太好了
+
+00:05
+00:05
+so I you have organic users which are just signing up from coming to your
+所以我你有有机用户，他们刚刚从来到你的网站注册
+website direct sign up and then some users are inviting other users so those
+网站直接注册，然后一些用户邀请其他用户，这样那些
+are invite type right so when you're thinking about growth it's really
+邀请类型是正确的，所以当你考虑增长时，它真的是
+important to think about the organic user in that case right another example
+在这种情况下，重要的是要考虑自然用户（另一个例子）
+why if I'm properties are important the way you create this is you go to
+为什么如果我的属性很重要，那么你创建它的方式就是你要去的
+amplitude you say event segmentation report user sign up next here's your
+您所说的幅度 事件分段报告 用户注册 接下来这是您的
+graph right so it's as easy as that just website some data gets to amplitude and
+图表正确，所以它就像网站一样简单，一些数据得到振幅和
+then you can see the amount of organic users every week and then if you're
+然后你可以看到每周的自然用户数量，然后如果你
+working on the acquisition step as a secondary metric you can basically say
+将获取步骤作为次要指标，您基本上可以说
+today 218 users organically signed up in the last week but by the end of the
+今天，上周有 218 位用户有机注册，但到年底
+month we want that to be at 300 and we're gonna execute projects a B and C
+一个月我们希望达到 300，我们将执行项目 a B 和 C
+this month and then we're gonna watch this graph every single day on a TV
+这个月然后我们每天都会在电视上观看这张图表
+dashboard in our office or apartment wherever we work and then we're gonna
+无论我们在哪里工作，我们的办公室或公寓里都有仪表板，然后我们就会
+see if our efforts are actually driving this right so that's an idea of data
+看看我们的努力是否真正推动了这一点，这就是数据的想法
+driven operation of a team you set a metric and a goal and then you drive
+团队的驱动运营，您设定指标和目标，然后驱动
+
+00:06
+00:06
+towards that every day okay the second one is retention to cohorts so someone
+每天都朝着这一目标，好吧，第二个是保留群组，所以有人
+recently asked about retention what we'll talk about that right now
+最近被问到有关保留的问题，我们现在要讨论什么
+so with retention you want to think about cohorts of users so you want to
+因此，在留存方面，您需要考虑用户群体，因此您想要
+say Monday to Sunday let's say December 10th through the 7th December 17th 16
+假设周一到周日 假设 12 月 10 日到 7 日 12 月 17 日 16
+users signed up and then you look at those 16 users as they use your product
+用户注册，然后您查看这 16 个用户使用您的产品的情况
+on a week 0 which is their signup week week 1 a week 2 week 3 and week 4 and
+第 0 周，即他们的注册周 第 1 周、第 2 周、第 3 周和第 4 周
+the general idea here is like you can convince your mom or your grandma to use
+这里的总体想法是你可以说服你的妈妈或你的奶奶使用
+your product once but even your mom or your grandma won't continue to come back
+曾经使用过你的产品，但即使是你的妈妈或你的奶奶也不会继续回来
+and use your product over time every single week right and so if you see
+并每周都使用你的产品，所以如果你看到
+users that are addicted that are coming back week over week that's a really good
+上瘾的用户每周都会回来，这真的很好
+sign of product market fit so this business can see that the
+产品市场契合度的标志，以便该企业可以看到
+December tenth cohort only 6.25% of those users are still around on a week
+12 月第十组中，只有 6.25% 的用户仍然在一周内
+four and that's a pretty low amount right so you probably want that to be
+四个，这是一个相当低的���量，所以你可能希望它是
+somewhere between 20 or 30 at least and so you can set a goal saying I'm going
+至少在 20 到 30 之间，所以你可以设定一个目标，说我要去
+to talk to a bunch of these target users and try to figure out you know why
+与一群目标用户交谈并尝试找出原因
+
+00:07
+00:07
+they're not getting value out of the product and then make some changes as
+他们没有从产品中获得价值，然后做出一些改变
+well okay so what metric do you actually pick this is taken from one of gustaf
+好吧，那么你实际上选择什么指标呢？这是取自古斯塔夫之一
+slides pretty awesome you think about what value your company is giving to
+幻灯片非常棒，你想想你的公司赋予了什么价值
+your users so Airbnb gives you value by letting you stay at different rental
+您的用户，因此 Airbnb 通过让您入住不同的出租屋来为您创造价值
+properties around the world right and they want you to do that at least one
+世界各地的房产都对，他们希望你至少这样做
+time a year otherwise they consider you a churned user equivalently Facebook
+一年一次，否则他们会认为你是流失的用户，就像 Facebook 一样
+gives you value by letting you look at the newsfeed and you know connect with
+通过让您查看新闻源并了解联系，为您提供价值
+your friends and they want you to do that at least daily or monthly once and
+您的朋友，他们希望您至少每天或每月这样做一次，并且
+so when you think about product market fit
+所以当你考虑产品市场契合度时
+you basically have these two different curves that happen so we have that
+你基本上有这两条不同的曲线发生，所以我们有
+cohort of 16 users that signed up in one a week and we track them over time and
+每周有 16 名用户注册，我们会随着时间的推移对他们进行跟踪
+so what ends up happening is for products that don't have product market
+所以最终发生的情况是那些没有产品市场的产品
+fit they end up tending to go to zero because people just don't care about the
+适合他们最终趋向于零，因为人们只是不关心
+product right and that's definition product market fit for those tools and
+产品权利，这就是适合这些工具的产品市场的定义
+the products that do have product market fit you'll see some kind of natural
+那些确实适合产品市场的产品，你会看到某种自然的
+plateau don't mind this axis it should be somewhere you know between 20 and 30
+高原不介意这个轴它应该是你知道的 20 到 30 之间的某个地方
+
+00:08
+00:08
+percent at least okay so how do you create this graph it seems kind of
+至少还可以，那么你如何创建这个图表呢？
+complicated right luckily both Mixpanel amplitude have really awesome reports
+很复杂，幸运的是，两个 Mixpanel 振幅都有非常棒的报告
+for this so in amplitude it's a retention analysis report you say users
+为此，在幅度上，这是您所说的用户保留分析报告
+enter the cohort with user signup and then they return with the video player
+通过用户注册进入队列，然后他们带着视频播放器返回
+to the subscription upgraded event that's the value event and then you
+到订阅升级事件，即价值事件，然后您
+press next and out comes this graph and then you could look at for week
+按下一步，就会出现这个图表，然后您可以查看一周
+retention for cohorts improve the product and watch as new cohorts that
+群体的保留改进了产品并观察新的群体
+strike the four week mark do better or worse right and that shows you whether
+达到第四周的标准，做得更好还是更差，这表明你是否
+your changes week over week are actually
+你每周的变化实际上是
+improving okay finally a revenue so this is the primary metric they want to be
+最终提高收入，所以这是他们想要的主要指标
+thinking about you'll use for a subscription business the subscription
+考虑您将使用订阅业务
+upgraded event you'll do a property sum over new plan monthly recurring revenue
+升级后的活动，您将在新计划每月经常性收入的基础上进行财产总和
+you press next and outcomes your weekly that your revenue graph and then you
+您按下一步并得出您每周的收入图表，然后您
+could set monthly goals on top of this to make sure you're growing
+可以在此基础上设定每月目标，以确保你不断成长
+the at the rates that you want to be okay finally I if you have a founding team
+如果你有一个创始团队，你最终会希望一切顺利
+
+00:09
+00:09
+it's really good to basically put all the stuff on a dashboard and then put
+基本上把所有的东西都放在仪表板上，然后把
+this dashboard on a TV in your office it's incredibly incredibly important
+办公室电视上的仪表板非常重要
+basically this is kind of the the difference between being a data-driven
+基本上，这就是数据驱动��数据驱动之间的区别
+team and not a data-driven team a lot of
+团队，而不是数据驱动的团队
+founders actually set up their analytics but then don't look at them ever again
+创始人实际上建立了他们的分析，但之后就不再查看它们
+because it can be painful right while a data-driven team will put it on a TV and
+因为当数据驱动的团队将其放在电视上时，这可能会很痛苦
+talk about projects talk about what those projects are actually changing the
+谈论项目 谈论这些项目实际上正在改变什么
+metrics that they're trying to drive and then just completely understand the
+他们试图推动的指标，然后完全理解
+business every single day right and this kind of company in this kind of founder
+每天的生意都是对的，而且这种公司有这样的创始人
+will actually scale to build better high performance companies because the next
+实际上会扩大规模以建立更好的高性能公司，因为下一个
+team of employees they hire will also be
+他们雇用的员工团队也将
+looking at that same TV dashboard and be driven off those same metrics so really
+看着相同的电视仪表板并被那些相同的指标所驱使，真的
+important get a TV next what you want to do is have some kind of social
+重要的是买一台电视 接下来你想做的是进行某种社交
+accountability around your metrics so if you have your friends your parents your
+围绕你的指标负责，所以如果你有你的朋友，你的父母，你的
+advisors your investors package up how your business is doing into an email
+顾问 您的投资者将您的业务进展情况打包到电子邮件中
+this helps you synthesize what is actually happening and then send it out
+这可以帮助您综合实际发生的情况，然后将其发送出去
+to to those advisers and tell them where
+给那些顾问并告诉他们在哪里
+
+00:10
+00:10
+the business is struggling and what your plan is to fix it this allows the
+企业正在陷入困境，您的解决方案是什么，这使得
+advisors to quickly understand the business and then respond back with much
+顾问快速了解业务，然后做出大量回应
+more appropriate advice cool and now we'll go into the startup stack so these
+更合适的建议很酷，现在我们将进入启动堆栈，所以这些
+are tools that we recommend that help this kind of tactical process of setting
+我们推荐的工具可以帮助这种战术设置过程
+up these metrics so I'm gonna talk a little bit about that MVP business
+提高这些指标，所以我要谈谈 MVP 业务
+business workflow that that Michael talked about earlier so initially you're
+迈克尔之前谈到的业务工作流程，所以最初你是
+building an MVP segment built about seven different MVPs before we actually
+构建 MVP 部分 在我们实际构建之前构建了大约七个不同的 MVP
+found segments and all of those failed and eventually we found we found one
+找到了片段，但所有这些都失败了，最终我们发现我们找到了一个
+that worked and the process of actually building that BP is incredibly important
+有效并且实际构建 BP 的过程非常重要
+so once you have that little experiment built you want to enter private beta
+所以一旦你完成了这个小实验，你就想进入私人测试版
+which basically just means getting like 10 20 30 customers to actually try this
+这基本上意味着让 10 20 30 名客户实际尝试这个
+product and then having very direct lines of communication open with them
+产品，然后与他们建立非常直接的沟通渠道
+what segment does nowadays every new product we ship we open slack channels
+现在我们推出的每一款新产品都针对哪个细分市场，我们都开放松弛渠道
+with each one of our customers and we have the product managers sit in those
+与我们的每一位客户一起，我们都有产品经理坐在这些位置
+slack channels and talk with the customers for the products that don't
+松弛渠道并与客户讨论不适合的产品
+
+00:11
+00:11
+get product market fit the customers just stop responding and we're asking
+让产品适合市场 客户只需停止响应，我们就会询问
+asking asking they're not responding right and for the products that do have
+询问他们的回应是否正确以及确实有的产品
+product market fit the customers are immediately being like oh
+产品市场契合顾客立刻就喜欢哦
+we don't why don't you have this feature
+我们不知道为什么你没有这个功能
+this is broken might I tread inviting my team and this is network not working so
+这已损坏，我可以邀请我的团队吗？网络无法正常工作，所以
+instead of you kind of pulling at the customer the customer starts pulling at
+不是你拉扯顾客，而是顾客开始拉扯
+you that's that's a good feeling of product market fit okay so at some point
+你对产品市场契合度有很好的感觉，所以在某个时候
+the private beta is going well you feel like people really care about this you
+内测进展顺利，你感觉人们真的很关心你
+understand your target customer then you want to get a larger market segment to
+了解你的目标客户，然后你想获得更大的细分市场
+use it that's the launch that we talked about
+使用它，这就是我们谈到的发布
+earlier try to get there as quickly as possible and then a launch is just more
+尽早尝试尽快到达那里，然后发射就更多了
+users that you get to test product market fit on and so if you feel product
+您测试产品市场契合度的用户，因此如果您觉得产品
+market fit there then you can start scaling the company right and you hire
+市场适合那里，然后你就可以开始正确扩展公司并雇用
+salespeople and you start doing paid paid marketing and things like that so
+销售人员和你开始进行付费营销和类似的事情
+different tools will guide you throughout this throughout this process
+不同的工具将指导您完成整个过程
+so as you're building an MVP and you're about to give it to the first group of
+因此，当您正在构建 MVP 并将其交给第一组时
+customers install Google Analytics install amplitude Google Analytics will
+客户安装 Google Analytics 安装幅度 Google Analytics 将
+
+00:12
+00:12
+tell you who's coming from the Internet to your website and an amplitude will
+告诉您谁从互联网访问您的网站，并且振幅将
+tell you which features are they using how engaged are they with that feature
+告诉您他们正在使用哪些功能 他们对该功能的参与程度如何
+set unless you're able to stand over the shoulders of all of your users 100% of
+除非你能够 100% 站在所有用户的肩膀上
+the time analytics is the next best alternative for that we also install
+时间分析是我们也安装的下一个最佳选择
+live chat on the page so either slack with your customers or
+在页面上进行实时聊天，以便与您的客户放松或
+if you can't do that then maybe have a live chat available in the beginning of
+如果您做不到，那么也许可以在开始时进行实时聊天
+segment customers would ping us you know day and night and that's where we got
+细分客户会日日夜夜地联系我们，这就是我们得到的结果
+the most valuable feedback from them so just as many open channels of
+来自他们的最有价值的反馈，就像许多开放渠道一样
+communication as possible next data warehouse this is something that we
+尽可能沟通 下一个数据仓库 这是我们要做的事情
+recommend it used to be expensive is no longer expensive today basically if you
+推荐 以前很贵 现在不再贵了 基本上如果你
+have a non technical co-founder on your team but want to ask questions around
+您的团队中有一位非技术联合创始人，但想提出问题
+the data and they'll always ask the technical co-founder we'll have to
+数据，他们总是会询问技术联合创始人，我们必须这样做
+provide the answers so data warehouse kind of democratizes the data not only
+提供答案，使数据仓库不仅使数据民主化
+for the non-technical co-founders but for everyone else
+对于非技术联合创始人，但对于其他所有人
+in the company that you hire after company dashboards obviously I we should
+在您在公司仪表板之后雇用的公司中，显然我们应该
+
+00:13
+00:13
+probably move that to the left email and push tools so as soon as you as soon as
+可能会将其移至左侧电子邮件和推送工具，以便您一旦
+user sign up you want to send them an email I'll talk about that in a second
+用户注册你想给他们发送一封电子邮件我稍后会讨论这个
+and then and then a help desk so at some point you'll have so much support
+然后是服务台，所以在某个时候你会得到很多支持
+tickets if you start feeling product market fit and if they're all going to
+如果您开始感觉产品适合市场并且它们都将要使用，则门票
+your Gmail one founder will just get overwhelmed and not be able to answer
+你的 Gmail 一位创始人会不知所措而无法回答
+them so you want to have a shared inbox where multiple founders can I can
+所以你想要一个共享收件箱，多个创始人可以在其中我可以
+respond okay now I'm gonna go through a few different recipes of these different
+好吧，现在我要介绍一下这些不同的一些不同的食谱
+tools there we found really helpful in product
+我们发现那里的工具对产品非常有帮助
+market fit so the first one is improving product usability almost every product
+市场契合，因此第一个是提高几乎所有产品的产品可用性
+that's launched is unusable or highly unusable for the first three months
+已推出的产品在前三个月无法使用或高度无法使用
+while you have the kinks and we see this with every single product no matter how
+当你有疑问时，我们在每件产品上都看到了这一点，无论如何
+much effort we put into it ahead of time as soon as customers hit it they start
+我们提前付出了很多努力，一旦客户点击他们就开始了
+using it in ways that you just don't expect and so there's this tool called
+以你意想不到的方式使用它，所以有这个工具叫做
+full story which helps you look at sessions of customers as they use your
+完整的故事可以帮助您了解客户使用您的产品时的会话情况
+website so I'll tell a quick story on this this is a new feature in personas
+网站，所以我会讲一个简短的故事，这是角色的一个新功能
+which is one of segments products and we launched them the metrics looked
+这是细分产品之一，我们推出了它们，指标看起来
+
+00:14
+00:14
+horrible so like customers are coming in but they weren't actually completing it
+太可怕了，就像顾客进来了但他们实际上并没有完成它一样
+they weren't they weren't using the product and we thought oh god you know
+他们不是，他们没有使用该产品，我们想天哪，你知道吗
+this likely doesn't have product market fair we have to go back to the drawing
+这可能没有产品市场公平我们必须回到绘图
+board then one of the designers and her team
+然后登上其中一位设计师和她的团队
+had this amazing idea let's look at the full story and so we see this user going
+有这个惊人的想法让我们看一下完整的故事，所以我们看到这个用户
+in about to start this creation workflow
+即将开始此创建工作流程
+they find this button they clearly don't
+他们显然没有找到这个按钮
+understand what the button does they get so frustrated they just exit the page
+了解按钮是什么，他们会感到沮丧，直接退出页面
+and so we saw this with a multiple with multiple different customers coming in
+所以我们看到了这样的情况，有多个不同的客户进来
+and so we're like okay we just have to fix that button we fixed that button
+所以我们就想，好吧，我们只需要修复那个按钮，我们修复了那个按钮
+immediately all the metrics got better right and so that's why it's important
+所有指标立即变得更好，这就是为什么它很重要
+to have this type of viewing either to stand over your customers shoulders
+进行这种类型的观看要么站在客户的肩膀上
+which is great what the stripe co-founders did or get a full story
+Stripe 联合创始人所做的事情很棒，或者了解完整的故事
+which is more scalable way to do that okay I call this the 43 minute founder
+这是更具可扩展性的方法，好吧，我称之为 43 分钟创始人
+email so when we launch a segment we would wait about 43 minutes and we would
+电子邮件，因此当我们启动一个片段时，我们会等待大约 43 分钟，然后我们会
+email the code or email the customer and say hey I'm Ilya thanks so much for
+通过电子邮件发送代码或向客户发送电子邮件并说嘿，我是 Ilya，非常感谢
+signing up for segment your next step here is to add a source to segment and
+注册分段 您的下一步是添加分段源并
+
+00:15
+00:15
+if you have any questions at all please email me or call me anytime I'm
+如果您有任何疑问，请给我发电子邮件或随时打电话给我
+available for you since we launched that email in 2013 we've had hundreds of
+自从我们在 2013 年推出该电子邮件以来，我们已经收到了数百封
+thousands of responses to it so it's it's the connection between you and the
+成千上万的回复，所以它是你和他人之间的联系
+customer over email that if they get confused they'll respond to it what you
+通过电子邮件告知客户，如果他们感到困惑，他们会回复您的内容
+can use is a tool called customer IO it's a behavioral email tool which will
+可以使用一种名为 customer IO 的工具，它是一种行为电子邮件工具，它将
+say every time a user signs up wait you know 30 minutes 40 minutes 50 minutes
+每次用户注册时都说等待 30 分钟 40 分钟 50 分钟
+whatever and then automatically send them this content and you could template
+不管什么，然后自动向他们发送此内容，您可以模板
+the first name the company name and so forth based off of your analytics data
+基于您的分析数据的名字、公司名称等
+so huge recipe recommend and then finally for democratizing data access I
+如此巨大的食谱推荐，最后是为了民主化数据访问我
+say this is more advanced so this is after you're in your MVP stage you're
+说这是更高级的，所以这是在你进入 MVP 阶段之后的情况
+feeling good about product market fit you might want to install data warehouse
+对产品市场契合度感觉良好，您可能想要安装数据仓库
+like Google bigquery and then mode analytics is a bi tool that works on top
+就像 Google bigquery 一样，然后模式分析是一个在其上工作的双向工具
+of it this lets you ask questions on top of the raw data that you might not be
+其中，您可以根据原始数据提出您可能不知道的问题
+able to do an amplitude and mix panel just any kind of question you can ask
+能够对您可以提出的任何类型的问题进行振幅和混合面板
+for sequel and then even the non-technical co-founders will
+对于续集，甚至非技术联合创始人也会
+eventually pick up sequel and then start asking these questions themselves okay
+最终拿起续集然后开始问自己这些问题好吗
+
+00:16
+00:16
+one common failure mode that we see with customers is trying to pick the perfect
+我们在客户中看到的一种常见故障模式是试图选择完美的
+tool mix panel or amplitude you know bigquery or redshift and spending way
+工具混合面板或振幅你知道bigquery或redshift和消费方式
+way way too long thinking about that the truth of the matter is you shouldn't
+思考问题的真相是你不应该的时间太长了
+optimize for picking the right tool right now both amplitude and mix panel
+优化以立即选择正确的工具，包括振幅和混合面板
+will give you exactly the same result at
+会给你完全相同的结果
+your stage instead just get through that decision as quickly as possible but set
+相反，你的阶段只是尽快做出决定，但要设定
+yourself up for change in the future so this is an example diagram that shows a
+你自己准备好在未来做出改变，所以这是一个示例图，显示了
+customer of segments that use different tools over a period of about three years
+在大约三年的时间内使用不同工具的细分市场的客户
+and so you can see 

files/ycombinator_O-LKD3yUnk0.txt

@@ -0,0 +1,1351 @@
+
+00:00
+00:00
+today we have harry zhang co-founder of lob lob makes api's for companies to
+今天我们有 lob 联合创始人 Harry zhang 为公司制作 API
+send letters and postcards so kevin has a question for you I'm trying to think
+寄信和明信片，凯文有个问题要问你，我正在想
+back to when you guys applied to YC you you didn't have almost anything like I
+回到你们申请 YC 的时候，你们几乎没有像我这样的东西
+would say it was fairly embarrassing yes you could say that I mean honestly we
+会说这相当尴尬是的你可以说我的意思是说实话我们
+were scrambling weeks before the interview they try to come up with
+在面试前几周他们试图想出一个方案
+something that we thought was worthwhile for demoing but I think the important
+我们认为值得演示的东西，但我认为重要的是
+thing when you're starting you know a company and for us is thinking about the
+当你开始时，你了解一家公司，对我们来说，就是考虑
+problem that you're working on Versalles
+你在凡尔赛工作的问题
+like having a bunch of stuff and I think for us like we had done sort of the due
+就像拥有一堆东西，我认为对我们来说，就像我们做了一些应有的事情一样
+diligence beforehand we talked to a lot of customers we had a good sense for
+事前尽职调查，我们与很多我们有良好判断力的客户进行了交谈
+what the core problems are but we didn't have like the exact product just yet
+核心问题是什么，但我们还没有确切的产品
+what was that MVP when you guys applied to I say at the time you know I think
+你们申请时那个 MVP 是什么？我当时说，我想
+back and it's pretty funny just thinking about this we literally had an API to
+回来想想，这很有趣，我们确实有一个 API 可以
+took whatever you put into it and spit it right out to you and that's that was
+把你放进去的东西都拿出来然后直接吐给你，就是这样
+
+00:01
+00:01
+our MVP and we were secretly hoping it just mirrored the response back yeah
+我们的 MVP，我们暗自希望它能反映我们的反应是的
+it's just merely response back and we were just sort of hoping that we
+这只是回应，我们只是希望我们
+wouldn't have to demo because honestly we hadn't built a lot of product yet we
+不必演示，因为老实说我们还没有构建很多产品
+didn't know what we wanted to build and you know we've always operated from the
+不知道我们想要建造什么，你知道我们一直都是从
+valve he's like we want customers to pay us for something before we actually go
+Valve 他就像我们希望顾客在我们实际走之前付钱给我们一样
+and do it what's interesting to me as someone who's focusing on design and
+作为一个专注于设计和设计的人，做我感兴趣的事情
+interfaces at YC is that I kind of really love API companies because like I
+YC 的接口是我真的很喜欢 API 公司，因为就像我一样
+think a lot of people think of it as like oh it has no sort of interface but
+我想很多人都认为它没有任何界面，但是
+to me the interfaces is just documentation it's like very pure and so
+对我来说，接口只是文档，它非常纯粹，所以
+I'm always interested in when I look at an API a company is looking at oh what
+当我查看 API 时，我总是对公司正在查看的 API 感兴趣
+are they doing here to say this is how we want to both community around this
+他们来这里是为了说这就是我们希望社区围绕这个问题的方式
+because like what they're trying to build out is that this is something that
+因为就像他们试图构建的那样
+people who build stuff want to use and so what are the ways they're going to
+建造东西的人想要使用，那么他们将采取什么方式
+communicate that this will allow them to do something sort of cool or solve a
+传达这样的信息：这将使他们能够做一些很酷的事情或解决一个问题
+
+00:02
+00:02
+problem etc and I feel like you learn a lot about people's thought processes and
+问题等，我觉得你学到了很多关于人们思维过程的知识
+also how good someone is as an engineer programmer by like how thoughtful that
+一个人作为一名工程师程序员有多优秀，比如他有多周到
+documentation is I think stripe is a classic example of this but for you guys
+文档是我认为条纹是一个典型的例子，但对于你们来说
+I remember it's like you had the basics down but it
+我记得好像你已经掌握了基础知识，但它
+was clear that you guys knew enough to be considered to anyone that would want
+很明显，你们知道的足够多，可以被考虑给任何想要的人
+him to be using it even if it was their first time ever writing any API call
+他会使用它，即使这是他们第一次编写任何 API 调用
+yeah yeah that's that for me right I mean I think documentation to this day
+是的，这对我来说就是这样，我的意思是我���为至今为止的文档
+is still like the number one thing and with ink we take a point in pride and
+仍然是第一件事，通过墨水，我们感到自豪和
+making sure that our documentation is something that every single developers
+确保我们的文档适合每个开发人员
+want to use and I see is friction like when your core product is an API
+想要使用，我发现摩擦就像你的核心产品是 API 一样
+you better have like the best documentation on the planet and so what
+你最好拥有世界上最好的文档，那又怎样
+was the insight you guys had early on that made you convinced that you wanted
+你们早年的洞察力让你们确信自己想要
+to follow this path yeah that's a good question so I actually started from like
+沿着这条路走是的，这是一个很好的问题，所以我实际上是从这样开始的
+the problem and it started from my time at Microsoft so immediately I did not
+这个问题是从我在微软的时候开始的，所以我立即没有
+think I was gonna end up in a business that's focused on mail nor did I think
+我认为我最终会进入一家专注于邮件的行业，我也没想到
+
+00:03
+00:03
+that a job at Microsoft at a company that's 100% tech based one of the main
+微软的工作是一家 100% 技术型公司的主要工作之一
+things I was gonna be working on was actually a direct mail campaign so sort
+我要做的事情实际上是直邮活动，所以排序
+of like how we initially got started the problem and actually started from a
+就像我们最初是如何开始解决这个问题的，实际上是从
+place of complaining I was driving back from a ski trip with my co-founder Lior
+我和联合创始人 Lior 滑雪旅行回来时抱怨的地方
+and I was complaining to him about this project that I was working on at
+我向他抱怨我正在做的这个项目
+Microsoft and essentially what we were doing is we had come up with the system
+微软和我们所做的基本上就是我们开发了这个系统
+for sending out these like very custom training materials and invites like a
+用于发送诸如非常定制的培训材料和邀请之类的内容
+webinar online but for a number of different reasons we weren't allowed to
+在线网络研讨会，但由于多种不同原因，我们不被允许
+do that using email and telesales was too expensive so the thing I was doing
+使用电子邮件和电话销售来做到这一点太昂贵了，所以我正在做的事情
+was actually building a direct mail program that was one of the most
+实际上正在构建一个直邮程序，这是最重要的程序之一
+effective things that we've done to date and honestly it was a little out of you
+迄今为止我们所做的有效的事情，说实话，你有点不合时宜
+know we didn't have any other options but when it worked really well
+知道我们没有任何其他选择，但当它效果很好时
+I got a huge budget and was asked to sort of scale across a much bigger set
+我的预算很大，并被要求在更大的场景中进行扩展
+of customers and different use cases and more products and I thought that was
+客户和不同的用例以及更多的产品，我认为这是
+gonna be something that was easy but it turned out to be the bane of my
+本来是一件很容易的事，但结果却成了我的祸根
+existence for like the following three months in the early days like for YC
+早期存在了大约三个月的时间，就像YC一样
+
+00:04
+00:04
+what did the API do oh yeah the API just went into a database that
+API 做了什么，哦，是的，API 只是进入了数据库
+you know literally I start off using my inkjet printer
+你知道我从字面上开始使用我的喷墨打印机
+you know we printed everything on my home printer out of my apartment
+你知道我们在公寓外用家用打印机打印了所有内容
+there hit a point where we were watching TV and stuffing like we had a sembly
+有一段时间我们一边看电视一边吃东西，就像我们在聚会一样
+line of like letters that we were stuffing ourselves and it sort of at
+我们自己塞进去的一排类似的字母，有点像
+that point we're like maybe we should go get a printer to help us with this
+那时我们想也许我们应该去买一台打印机来帮助我们解决这个问题
+problem what makes you feel confident you could just go try to sell to a
+问题是什么让你有信心你可以尝试卖给一个
+company or get someone to program against that even though it was like
+公司或让某人针对它进行编程，即使它就像
+connected to like your injector printer well like what gave you the confidence
+连接到您的注射式打印机就像给您信心一样
+is like I'll go in here and sell someone on this fake magic yeah that's I guess
+就像我会进去把这个假魔法卖给某人是的，我猜是这样
+like for us it was more just like a belief that this was like a real problem
+对我们来说，这更像是一种信念，认为这是一个真正的问题
+for people so when we told them about the problem that we're solving it really
+对于人们来说，所以当我们告诉他们我们正在真正解决这个问题时
+resonated with the customers that we were talking to and I remember like our
+与我们交谈的客户产生了共鸣，我记得就像我们的
+very first customer it's this guys named
+第一个顾客就是这个人
+
+00:05
+00:05
+William way last use-case I'd expect for mail he found us on our hacker news
+威廉是我期望的最后一个用例，他在我们的黑客新闻中找到了我们
+launch and he sent me a note saying hey like I want to use your guys's lighter
+发射后他给我发了一张纸条，上面写着“嘿，我想用一下你们的打火机”
+product and can we chat I said okay well you know like tell me a little bit more
+产品，我们可以聊天吗？我说好吧，你知道，请告诉我更多一点
+about your business and sixteen year old kid awesome I looked him up I was like
+关于你的生意，还有一个十六岁的孩子，太棒了，我查了他的资料，我当时想
+very little information online but he actually ran one of the largest Team
+网上的信息很少，但他实际上管理着最大的团队之一
+Fortress 2 stores online and if you don't know what - Fortress 2 is do you
+Fortress 2 在线商店，如果您不知道什么 - Fortress 2 是您吗
+know what that is one my favorite games perfect so one of the things that people
+知道那是我最喜欢的游戏之一，所以这是人们最喜欢的游戏之一
+like to do is they buy digital items online right and that's like a regular
+他们喜欢做的是在线购买数字商品，这就像常规购买一样
+thing because people don't want to go through all this time to like you know
+因为人们不想经历这么久才喜欢你知道的
+find like the right weapon or whatever that might look like so he did one of
+找到合适的武器或任何看起来像的东西，所以他做了其中之一
+the largest Team Fortress or shoes online and I was still super confused
+最大的军团要塞或在线鞋子，我仍然非常困惑
+I'm like why are you talking to me and just didn't know but it turns out he had
+我想你为什么要和我说话，只是不知道，但事实证明他有
+a problem which was every single time people would buy his items online he'd
+一个问题是，每次人们在网上购买他的商品时，他都会
+deliver it and give him like it you know
+交付给他，就像你知道的那样
+the item online but he had no proof that he actually gave them at his items so
+该物品在网上，但他没有证据证明他确实在他的物品上给了他们，所以
+
+00:06
+00:06
+what you had was a ridiculously high rate of fraud which was people would
+欺诈率高得离谱，人们会认为
+charge back and he will lose every single dispute because he couldn't show
+退款，他将输掉每一场纠纷，因为他无法证明
+that he actually sent anything so his solution to this problem was I'm also
+他实际上发送了任何东西，所以他对这个问题的解决方案是我也是
+just going to send him a letter in the mail with the coat and that serve that
+只是要给他寄一封信和外套，这样就可以了
+has proof but he had to do that himself and he hated that mmm that's something
+有证据，但他必须自己做，他讨厌那个嗯，那是一件事
+that we would have never like thought of out of the gate but I think it goes to
+我们从来没想过要走出大门，但我认为这会
+show right like you can always hang with his product but not always
+表现得恰到好处，就像你可以随时使用他的产品，但并非总是如此
+how'd he find you so he found us like online on Hacker News a Jamaican show HN
+他是怎么找到你的，所以他在牙买加节目《黑客新闻》HN 上找到了我们
+type thing that's great you did a show HN I think that's where I might still be
+键入很棒的东西，你做了一个节目 HN 我想那是我可能仍然在的地方
+around somewhere but that's sort of how you found us
+在某个地方，但这就是您找到我们的方式
+right and we basically said we have an API for sending letters and he was like
+是的，我们基本上说我们有一个用于发送信件的 API，他就像
+I have I have a problem like can you guys help me with this and then once you
+我有一个问题，你们能帮我解决这个问题吗？
+got past having 16 year olds as clients how do you how did you get the first
+不再有 16 岁的客户作为你的客户，你是如何获得第一个客户的
+like really top tier big client yeah I think you know for us that top tier
+就像真正的顶级大客户一样，是的，我想你知道我们的顶级客户
+
+00:07
+00:07
+clients it's a big insurance company that's currently in New York I would say
+客户，我想说的是，这是一家目前位于纽约的大型保险公司
+they're pretty tech for it can't tell you the name of that company but one of
+他们的技术非常先进，因为它不能告诉你那��公司的名字，但可以告诉你其中之一
+the things that's exciting that we found them was they had a problem and that
+令人兴奋的是我们发现他们有一个问题
+they didn't have compliance and security around they're assisting printers so
+他们在协助打印机方面没有合规性和安全性，所以
+this isn't the midst of like me as a sales rep literally sending like
+这不是像我一样作为销售代表发送类似的信息
+hundreds and thousands of emails to potential companies that thought could
+成百上千封电子邮件发送给那些认为可以的潜在公司
+be a fit and this one got a response back you know from the CEO he asked a
+适合，这个人得到了回应，你知道首席执行官他问了一个问题
+few sort of qualifying questions and punted me to you know the guy was
+一些合格的问题，然后让我知道那家伙是
+actually in charge using now they're a VP of data and they had a problem that
+现在实际上负责使用他们是数据副总裁，他们遇到了一个问题
+their printer they didn't have confidence they're printing you what
+他们的打印机他们没有信心给你打印什么
+like HIPAA was they didn't know what a BA was and they were essentially
+就像 HIPAA 一样，他们不知道 BA 是什么，而且他们本质上是
+reevaluating with technology they were using to work for print shop and that's
+重新评估他们在印刷店工作时使用的技术，那就是
+sort of where we entered and ultimately that become became one of our first
+有点像我们进入的地方，最终成为我们的第一个
+major like real customers and they're still client with us today it's just a
+像真正的客户一样专业，他们今天仍然是我们的客户，这只是一个
+
+00:08
+00:08
+cold email you sent out it was just a cold email how long would here's here's
+您发出的冷电子邮件这只是一封冷电子邮件，这里还要多长时间？
+a question can you remember like what was in that cold email like was it super
+一个问题，你能记得那封冷冰冰的电子邮件中的内容吗？
+short was it super long did you was it personalized etc it was definitely
+短是不是超长是个性化吗等等这绝对是
+personalized you know I I had a good idea of what type of mail that could be
+个性化 你知道我很清楚可以发送什么类型的邮件
+potentially sending and it was a shortcrust email like this is what we do
+可能会发送，这是一封简短的电子邮件，就像我们所做的那样
+here's how we're different and I think we can help you if your current problem
+这就是我们的不同之处，我认为如果您当前遇到问题，我们可以帮助您
+in these three ways right I think the key things in a cold email you really
+我认为在这三种方式中，冷电子邮件中的关键内容是正确的
+want to hit on like did you guys I was gonna say like where you clued in on the
+我想像你们一样继续聊下去，我想说的是，就像你们在
+HIPAA or not I did not know I was having a problem at that company I did we
+无论是否有 HIPAA，我都不知道我在那家公司遇到了问题。
+didn't know what like HIPAA was and this was sensitive information but like we
+不知道 HIPAA 是什么，这是敏感信息，但就像我们一样
+didn't know that that that they were looking mm-hmm so we got a little it was
+不知道他们在看嗯嗯所以我们得到了一点
+a little bit luck okay they were looking we didn't know about it we knew that
+有点运气，好吧，他们在看，我们不知道，我们知道
+they were sort of within the space that we're looking for but honestly in the
+他们有点在我们正在寻找的空间内，但老实说在
+early days not everyone's gonna be able to find you
+早期并不是每个人都能找到你
+and what's important especially in you know our business as like a you
+尤其重要的是您像您一样了解我们的业务
+
+00:09
+00:09
+b2b SAAS businesses you got to find the customers that believe in the method and
+b2b SAAS 企业，您必须找到相信该方法的客户，并且
+the methodology and how you're building the product not just what you serve
+方法论以及你如何构建产品而不仅仅是你所服务的内容
+today but also the vision of what your product could become and that's where we
+今天，还有您的产品未来的愿景，这就是我们的目标
+found a lot of alignment you know with this company because they understood
+发现您与这家公司有很多契合点，因为他们了解
+exactly why building it as an API is valuable they're super technology
+到底为什么将其构建为 API 很有价值，它们是超级技术
+forward and while we didn't have every single capability and you did we could
+前进，虽然我们没有每一项能力，而你做到了，但我们可以
+cover the majority of what they want and
+涵盖了他们想要的大部分内容
+they knew that we would be able to scale with them as well mmm
+他们知道我们也能够与他们一起扩展��嗯
+and so what once you got there how did you start expanding that like the other
+那么一旦你到达那里，你是如何开始像其他人一样扩展它的
+top tier clients because it's all just cold email like the these are big
+顶级客户，因为这只是冷冰冰的电子邮件，就像这些很大的电子邮件一样
+contracts I imagine yeah these are definitely big contracts so you know
+合同 我想是的，这些绝对是大合同，所以你知道
+today our contracts are everything from light you know on a small sigh for our
+今天，我们的合同包含了一切，您知道，我们的小叹息
+main markets like 30,000 a year just to use
+主要市场每年仅使用 30,000 个
+LOB's api and we sell contracts up to like millions of year as well so there's
+LOB 的 api，我们也出售长达数百万年的合同，所以有
+a big range but I think for us it there's a couple things it's a sort of a
+范围很大，但我认为对我们来说，有几件事是
+chicken-egg problem and that like you need a lighthouse customer to get other
+先有鸡还是先有蛋的问题，就像你需要灯塔客户才能获得其他产品一样
+big customers so giving them the first one is always the hardest and that's a
+大客户，所以给他们第一个总是最难的，这是一个
+
+00:10
+00:10
+combination it's just like combination of law hard work and really
+结合起来就像法律、努力和真正的结合
+understanding like your problem space and what you're solving once you've done
+了解您的问题空间以及完成后要解决的问题
+that and you've successfully done that for a customer it's much easier to take
+并且您已经成功地为客户做到了这一点，这更容易接受
+that exact same story to a similar customer and help them realize that
+向类似的客户讲述完全相同的故事，并帮助他们意识到
+value and you know by that point you should also understand sort of the
+价值，你知道到那时你也应该理解
+language of the customer you know in their industry what do they care about
+您所了解的行业客户的语言 他们关心什么
+what are the key problems that they have and when you have that insight it makes
+他们遇到的关键问题是什么？当你有了这种洞察力时，就会发现
+you much more credible as a potential vendor right how much time do you guys
+作为潜在供应商，你们更可信，你们还有多少时间
+spend researching before you like we chat to let's say you have one company
+在我们聊天之前先花些时间进行研究，假设您有一家公司
+you're like I really want to have their business what's the prep work that you
+你就像我真的很想拥有他们的生意，你需要做什么准备工作
+start doing who do you start contacting how long does it sort of take yeah I
+开始做你开始联系谁需要多长时间是的我
+mean there's a fair amount of prep work so you know for us it's it's starts from
+意味着有相当多的准备工作，所以你知道我们从
+just mapping out the organization right drawing a blueprint of like who are the
+只是绘制出组织的蓝图，比如谁是谁
+key stakeholders in the organs especially for larger companies
+机构中的主要利益相关者，尤其是大公司
+decisions aren't made by just one individual there are made am i different
+决定不是由一个人做出的，而是由我做出的
+
+00:11
+00:11
+folks and each different person may have a slightly different motivation we have
+人们和每个不同的人可能有与我们略有不同的动机
+work with our sales reps to figure out what is that motivation for each of
+与我们的销售代表合作，找出每个人的动机是什么
+those individual who are so they're the key contacts and what's the message
+那些人，所以他们是关键联系人，信息是什么
+that's going to resonate them so we'll typically start by having
+这会引起他们的共鸣，所以我们通常会从
+coal outreach these folks will also sort of combine it with a lot of our
+这些人也会将其与我们的许多煤炭外展相结合
+marketing tactics and that like they're gonna start seeing law pop up everywhere
+营销策略就像他们会开始看到法律到处出现一样
+right and ideally you know if they're not responsive to email will also look
+正确，理想情况下，您知道如果他们不回复电子邮件也会查看
+at what conferences they're gonna be attending so we can actually find these
+他们将参加哪些会议，这样我们就能找到这些
+folks in person so really it's sort of like a
+人们亲自来，所以真的有点像
+multi-pronged approach it's pretty rare and you shouldn't have expectation just
+多管齐下的方法非常罕见，您不应该仅仅抱有期望
+like I you know I send like you know ten emails I'm gonna get like eight
+就像我，你知道我发送了十封电子邮件，我会收到八封
+responses back that's that's not gonna happen it's a grind but that's part of
+回复说那不会发生，这是一种磨难，但这是一部分
+your job is to like work your way through that and figure out like who are
+你的工作就是喜欢按照自己的方式工作并弄清楚谁是
+the counts are gonna work and over time you're gonna get more and more accurate
+计数会起作用，随着时间的推移，你会变得越来越准确
+about understanding and motivation what resonates with people and like what
+关于理解和激励什么能引起人们的共鸣并喜欢什么
+people care about and you may find that like the person you thought was the
+人们关心你，你可能会发现就像你认为的那个人一样
+person who's gonna make decision might actually be someone totally different
+做出决定的人实际上可能是完全不同的人
+
+00:12
+00:12
+did you always knew know that this was going to be an enterprise company that
+你是否一直都知道这将是一家企业公司
+this would be what you'd focus on or was
+这将是你关注的或曾经关注的
+there like a lot of people will start an API coming in with like anybody could
+很多人都会像任何人一样开始使用 API
+use this anybody should and so like how did you know where to focus and actually
+任何人都应该使用这个，就像你如何知道要聚焦在哪里以及实际上
+I'm kind of interested is like what is this wit and ap I imagine most of it as
+我有点感兴趣的是这是什么机智和 ap 我想大部分是
+enterprise usage but how much is also SMB how much is like consumers using it
+企业使用率，但中小企业使用率有多少，消费者使用率有多少
+yeah yeah absolutely so I'd say roughly about you know 15% or so of our business
+是的，是的，绝对如此，我想说的是，您大约了解我们业务的 15% 左右
+is still self-service customers today so it's a meaningful share of our revenue
+今天仍然是自助服务客户，因此它在我们的收入中占有重要的份额
+and that fluctuates based on how much our big customers do but like there's a
+这会根据我们的大客户的行为而波动，但就像有一个
+healthy self-service segment of folks that utilize our API and that's where we
+使用我们 API 的健康自助服务部分，这就是我们的目标
+started so for us like you know how we ended up focusing at Enterprise is
+对我们来说，就像你知道的那样，我们最终是如何专注于 Enterprise 的
+really sort of evaluation of like our market and it turns out like the market
+确实有点像我们的市场的评估，结果就像市场一样
+that we're in today the top you know 20 players send such an enormous amount of
+我们今天处于领先地位，你知道 20 位玩家发送了如此大量的信息
+mail that if you really want to capture the entire market you have to focus on
+如果你真的想占领整个市场，你必须集中精力
+how you gonna win those top couple folks
+你怎样才能赢得那些顶级情侣的青睐
+
+00:13
+00:13
+and what we realize is one of the things that's really nice about an API is that
+我们意识到 API 的真正优点之一是
+like you can essentially give those same capabilities to people who aren't
+就像你基本上可以为那些没有能力的人提供同样的能力
+executing a tech type of volume so in fact it's a focus for our business to
+执行技术类型的数量，因此实际上这是我们业务的重点
+Sinese enterprise customers but we know a lot of the features and functionality
+中国企业客户，但我们了解很多特性和功能
+that these guys have or are looking for are also things that smaller customers
+这些人拥有或正在寻找的东西也是小客户所需要的
+want but don't have access to because operating at that scale capacity you set
+想要但无法访问，因为以您设置的规模容量运行
+an API enables them to get access to that so you guys like graduated up to
+API 使他们能够访问该内容，因此你们喜欢升级到
+enterprise that's right how long did that take we were still working on it
+企业是对的，我们花了多长时间才完成它
+now even today so really it's been a six-year journey
+即使在今天，这确实是六年的旅程
+for us I would say we signed our first few true like enterprise accounts you
+对于我们来说，我想说我们签署了我们的第一个真正的企业帐户
+know just two years ago so it took us almost four years ago yeah so there's a
+就在两年前知道，所以我们几乎四年前就知道了，是的，所以有一个
+while so one thing a lot of startups don't get right is pricing so when you
+虽然很多初创公司没有做好的一件事是定价，所以当你
+guys were working your way up to enterprise by the time you got that
+当你得到它的时候，人们已经在努力进入企业了
+first big client did you feel like you had your pricing locked down because of
+第一个大客户您是否觉得您的定价已被锁定，因为
+
+00:14
+00:14
+like if that was wrong it could have multiplied in a bad way quickly yeah
+就像如果那是错误的，它可能会很快以一种糟糕的方式繁殖是的
+definitely you know we're always evaluating our pricing to make sure we
+您肯定知道我们一直在评估我们的定价以确保我们
+have the right model we actually made some like a pretty big mistakes early on
+拥有正确的模型，我们实际上在早期就犯了一些相当大的错误
+as I came to the price and I think like you guys have probably all heard the
+当我谈到价格时，我想你们可能都听说过
+typical mistakes right it's like hey you know didn't price high enough like you
+典型的错误，就像嘿，你知道没有像你一样定价足够高
+know we didn't started talking about pricing too late for us it's the
+知道我们开始谈论定价对我们来说还不算太晚
+structure of pricing we actually learned a lot about and was a big motivating
+我们实际上学到了很多定价结构，并且是一个很大的激励
+factor in us changing our pricing model a couple years ago so we started off
+几年前我们改变了定价模式，所以我们开始了
+thinking very much like a traditional male provider or even someone who sells
+思考方式非常像传统的男性提供者甚至销售者
+like reservist this isn't AWS essentially you could buy lob and what
+就像预备役军人一样，这本质上不是 AWS，你可以购买 lob 之类的
+you were buying is you'd buy you know hundred thousand letters over the course
+你买的是你会买你在课程中知道十万个字母
+a year you pay for the hundred thousand letters you can use it whenever you want
+一年您支付十万封信件的费用，您可以随时使用它
+super logical very easy to understand and it worked for us for a while but the
+超级合乎逻辑，非常容易理解，它对我们有用了一段时间，但是
+problem we found was we went into larger customers they don't look at not every
+我们发现的问题是我们进入了更大的客户，他们并没有关注每个客户
+single budget is made equal so when you were selling you know hundred thousand
+单一预算是相等的，所以当你卖的时候你知道十万
+
+00:15
+00:15
+letters they're gonna evaluate us against a hundred thousand letters from
+他们将根据十万封来信对我们进行评估
+another drive mail provider and you know
+另一个驱动器邮件提供商，你知道
+our value is you know five cents of that letter is going to law right that's the
+我们的价值是你知道这封信的五美分将受到法律的保护，这就是
+value that we see in our technology but the problem is when you're talking to
+我们在技术中看到了价值，但问题是当你与
+customers who are used to pricing in a specific methodology they're comparing
+习惯于以他们正在比较的特定方法定价的客户
+us to like why are you five five cents marks months of everybody else and
+我们喜欢为什么你比其他人贵五五美分
+they're starting to do the math like how many more responses do I have to get
+他们开始计算我还需要得到多少回复
+what's the higher conversion that I need to see a result but in reality it's two
+
+different investments right there making a technology investment and the
+不同的投资就在那里进行技术投资和
+technology that we're providing them they're buying the male piece so one of
+我们为他们提供的技术他们正在购买男性作品，所以其中之一
+the big changes that we made that was really successful in helping shift the
+我们所做的重大改变确实成功地帮助改变了
+conversations to the right level of our customers was actually creating what we
+与我们的客户进行适当级别的对话实际上创造了我们
+call like a platform fee so essentially now our customers pay us you know twenty
+打电话就像平台费用所以基本上现在我们的客户付给我们你知道二十
+five thirty thousand dollars a year to use law and they get access to you know
+每年五三万美元使用法律，他们可以接触到你知道
+our de facto like mail pricing which is now competitive if not lower than every
+我们事实上的邮件定价现在即使不低于其他定价，也具有竞争力
+
+00:16
+00:16
+single they're offering so now we can focus the conversation it's like how do
+他们提供单身，所以现在我们可以集中讨论，就像如何做
+you value lobs technology is that worth twenty-five to thirty thousand and
+你看重的吊球技术是价值二万五到三万的
+setting up being a conversation about what is the cost of a mail piece and
+建立一个关于邮件费用是多少的对话，以及
+what's the conversion that we're looking
+我们正在寻找什么转化
+for I think it's important differentiate and associate the value that customers
+因为我认为区分和关联客户的价值很重要
+see in your technology with what they pay for versus something that could be a
+看看你的技术与他们支付的费用相比，可能是
+commoditized you know product in the market today
+您知道当今市场上的商品化产品
+now was that pricing model only an option given your maturity I think we
+现在，考虑到您的成熟度，定价模型只是一个选择，我认为我们
+could have started that model the reality is we just we just didn't know
+本来可以开始这个模型，但现实是我们只是不知道
+people were gonna think that way so it's
+人们会这么想所以它是
+hard to get everything right what helped you shift to that well we kept getting
+很难把一切都做好，是什么帮助你转向我们不断得到的那种状态
+feedback from customers right and we could tell that the way that they were
+客户的反馈是正确的，我们可以看出他们的方式
+modeling us was they would be trying to figure examples to apples comparison
+为我们建模，他们会尝试举一些例子来与苹果进行比较
+yeah listen it wasn't a big deal apples comparison that is out there right and
+是的，听着，这没什么大不了的，苹果的比较就在那里，
+the part that was challenging just like they were totally okay of like paying
+具有挑战性的部分就像他们完全可以支付一样
+with like another agency to help manage their mail sense right but that's not
+像另一个机构一样帮助他们正确管理邮件，但事实并非如此
+pulling out of the same budget and essentially part of what we offer is
+退出相同的预算，我们提供的基本上是
+
+00:17
+00:17
+like we're doing that forward them but they were looking at our mail piece
+就像我们正在转发他们一样，但他们正在查看我们的邮件
+price and comparing it to another mail piece price but in reality it's the mail
+价格并将其与其他邮件价格进行比较，但实际上是邮件
+piece price plus whatever they're paying this other agency to manage it for them
+单价加上他们支付给其他机构为他们管理的费用
+but those are coming out to different budgets right so for us we had this
+但这些预算不同，所以对我们来说，我们有这个
+realization when we started talking to companies and they kept trying to sort
+当我们开始与公司交谈并且他们不断尝试排序时才意识到
+of ask like oh well why is it more expensive when really the reason why is
+的问题就像哦，为什么它更贵，而真正的原因是
+more expensive is because we're doing more things for them right and that's
+更昂贵是因为我们为他们做了更多正确的事情，那就是
+very logical but help them understand you know model that are used to we had
+非常合乎逻辑，但可以帮助他们理解我们习惯的模型
+adapt to what they've already seen in the market one of the things that's been
+适应他们在市场上已经看到的东西之一
+interesting to me as a trend is that like software wanting to be a commodity and
+我感兴趣的一个趋势是，就像软件想要成为一种商品一样
+the value and price of it getting lower and lower and then you know API
+它的价值和价格越来越低，然后你就知道API了
+companies like sit at the very bottom there like fundamental like
+公司喜欢坐在最底层，就像基本面一样
+infrastructure for services and so you know this is probably related but how do
+服务的基础设施，所以你知道这可能是相关的，但是如何做
+
+00:18
+00:18
+you think about that as a business like do you guys set out to be like okay
+你认为作为一个企业，你们打算这样做吗？
+we're we're gonna look here to compete on price or on sort of a value and then
+我们要在这里进行价格或某种价值的竞争，然后
+how can value work in an infrastructure sort of commodities like business yeah
+价值如何在商业等基础设施类商品中发挥作用 是的
+yeah I'm and I think it's different for every single commodity right so you know
+是的，我认为每种商品都是不同的，所以你知道
+while you might be able to compare like email or SMS I think those are priced
+虽然你可以像电子邮件或短信一样进行比较，但我认为这些是定价的
+differently in didn't you know lob for us I think what we found is we wanted to
+不同的是，你不知道为我们吊球吗？我认为我们发现我们想要
+be cost competitive if not the best price to market for the actual cost of
+如果不是针对实际成本的最佳市场价格，则具有成本竞争力
+mail which we see is a relatively commoditized product right you can go to
+我们看到的邮件是一个相对商品化的产品，你可以去
+any number of commercial printers and they can produce the mail for you so
+任意数量的商业印刷商，他们可以为您制作邮件，以便
+really like what's different about buying software through lob is that
+真的很喜欢通过 lob 购买软件的不同之处在于
+you're getting access to our entire API and all the Associated offerings that
+您可以访问我们的整个 API 以及所有相关产品
+come with our platform by sending email through law so we want to differentiate
+通过法律发送电子邮件来使用我们的平台，因此我��希望与众不同
+like what is it that customers paying we want them to know that they're getting
+就像客户付款后我们希望他们知道他们得到了什么
+
+00:19
+00:19
+the best price in a market for something that they see as a commodity which is
+他们认为是商品的市场上的最佳价格
+the cost of the actual mail piece but we want them to pay us the value that they
+实际邮件的成本，但我们希望他们向我们支付他们的价值
+saw and using our software to send mail so that's sort of why we made this split
+看到并使用我们的软件发送邮件，这就是我们进行此拆分的原因
+and having a platform fee as well as like a per piece price how does that
+并有平台费用以及每件价格，那是怎么回事
+adjust your sort of product roadmap that like have these technology differences
+调整您喜欢具有这些技术差异的产品路线图
+that makes you different from like just a printer who can say like hey I can do
+这让你不同于一个可以说“嘿我能做”的打印机
+that digital printing yeah that's a good question so I think for us it goes down
+数字印刷是的，这是一个很好的问题，所以我认为对我们来说它会下降
+to a conversation like how much are these like features worth to our
+对话，比如这些类似的功能对我们来说有多少价值
+customers right and I think over time we built different layers like different
+客户是对的，我认为随着时间的推移，我们构建了不同的层，例如不同的层
+sort of offerings like nimbarka and enterprise offering we realized that
+像 nimbarka 和企业产品这样的产品我们意识到
+customers would be willing to pay more for specific features what are some
+客户愿意为特定功能支付更多费用
+examples so a good example this is like you know HIPAA one of the key
+示例，这是一个很好的示例，就像您了解 HIPAA 的关键之一
+considerations for companies are more regulated spaces that they need to have a
+公司的考虑因素是他们需要拥有更受监管的空间
+but compliant offering now like it's more expensive for us to have like a
+但现在合规的产品对我们来说更加昂贵
+HIPAA compliant offering but we also realize that one of the key
+符合 HIPAA 标准的产品，但我们也意识到关键之一
+
+00:20
+00:20
+considerations when companies are looking at you know printers is can they
+当公司在寻找您知道打印机时的考虑因素是他们可以吗
+meet these requirements so we actually charge more for those customers because
+满足这些要求，所以我们实际上对这些客户收取更多费用，因为
+it costs us more and also because there's less offerings that are able to
+它使我们花费更多，而且还因为能够提供的产品更少
+do something like that programmatically right now they're gonna manage their
+现在以编程方式做类似的事情，他们将管理他们的
+customer information in a secure fashion both in terms of how they Tran
+客户信息以安全的方式传输
+transitioning the information to you and transferring it to you as well as like
+将信息传递给您并将其传递给您以及类似
+you know being stored in our system and this is like you know people's names and
+您知道存储在我们的系统中，就像您知道人们的名字一样
+addresses this is very sensitive information for a lot of companies and
+解决这对许多公司来说是非常敏感的信息
+it's something that they value very highly we had customers that would be
+这是他们非常看重的东西，我们的客户会
+like we'll pay you if you guys can do X for us and that's when you really know
+就像如果你们能为我们做某事，我们就会付钱给你们，那时你们才真正知道
+you're onto a feature that's really important because they can actually
+您正在使用一个非常重要的功能，因为它们实际上可以
+quantify the value that that's worth to them and it makes it easier for us to
+量化对他们来说有价值的价值，这使我们更容易
+understand and prioritize our product roadmap because we know what customers
+了解我们的产品路线图并确定其优先顺序，因为我们了解客户的需求
+are willing to pay for not just like you know hey can they achieve a slightly
+愿意为不只是像你知道的那样付费，嘿他们可以实现一点点
+higher conversion of hip mothering now we know that like they're gonna pay us
+时尚母爱的转化率更高，现在我们知道他们会付钱给我们
+an extra ten thousand it's worth it's done because that's what they see and so
+额外一万是值得的，因为这就是他们所看到的，所以
+what are the other trades that you've made in the context of like fulfilling
+您在类似履行的背景下进行过哪些其他交易
+the desires of these enterprise customers when you realize oh maybe they
+当你意识到这些企业客户的愿望哦也许他们
+
+00:21
+00:21
+don't care about this for example like more vertical integration type stuff
+不关心这个，例如像更多垂直整合类型的东西
+yeah so I think some examples of this is like we realized that the execution
+是的，所以我认为这方面的一些例子就像我们意识到执行
+component like being able to track your mail and having sort of a platform
+组件，例如能够跟踪您的邮件并拥有某种平台
+offering being available through API that was really important because a lot
+通过 API 提供的产品非常重要，因为很多
+of companies actually are especially larger folks they're working with
+的公司实际上是与他们合作的大公司
+agencies that have helped them with a lot of the you know segmentation to
+帮助他们进行许多你知道的细分的机构
+actual management of the campaign the design of the mail pieces you know these
+活动的实际管理 邮件的设计 你知道这些
+are things that we've thought about building products around make it easier
+我们在构建产品时考虑过哪些事情，让事情变得更容易
+for people to build beautiful mail pieces but what we found is like most
+人们可以制作漂亮的邮件，但我们发现的是大多数邮件
+people already have that in enterprise they're already ready to go their
+人们已经在企业中拥有了他们已经准备好去他们的
+problems are not around you know the need for designing a better mail piece
+问题并不存在，您知道需要设计更好的邮件
+they have a full-service creative agency
+他们有一个提供全方位服务的创意机构
+that has like 16 different campaigns and I've already thought that through so
+大约有 16 个不同的活动，我已经想到了
+they already have it right so there's a good example for you how many employees
+他们已经做好了，所以有一个很好的例子给你看有多少员工
+do you guys have at well how big are you guys yeah we're we're we've been hiring
+你们知道你们有多大吗？是的，我们正在招聘，我们一直在招聘
+
+00:22
+00:22
+a lot this year so we're just shy of 70 right now just 70 and then don't take
+今年很多，所以我们现在还不到 70，只是 70，然后就不要采取
+offense but for an API company I met it's difficult to recruit people here
+冒犯了，但是对于我遇到的一家 API 公司来说，在这里招聘人员很困难
+and so like what do you guys have to do and what have you sort of figured out
+就像你们必须做什么以及你们想出了什么办法
+that that helps you sort of like compete against everyone else out here in Yasko
+这可以帮助你与 Yasko 的其他人竞争
+I mean I can tell you mail is not exactly the most sexy thing in the world
+我的意思是我可以告诉你邮件并不是世界上最性感的东西
+certainly not you know a I love these non sexy users especially ones that make
+当然不是，你知道我喜欢这些不性感的用户，尤其是那些让
+money yeah and so to me it's like that's probably a good leg up but I'm just
+钱是的，所以对我来说这可能是一个很好的优势，但我只是
+wondering like for you guys if you're looking for that like yeah top engineer
+想知道你们是否正在寻找像顶级工程师这样的人
+to come on and make a difference yeah like how do you inspire them with the
+来吧，做出改变是的，就像你如何激励他们
+mission like this good question so a couple things that we think about
+使命就像这个好问题，所以我们考虑了一些事情
+the first thing you need to do is understand the motivations for each
+你需要做的第一件事就是了解每个人的动机
+individual that you're trying to hire everyone's gonna care about something
+你想雇用的人每个人都会关心一些事情
+sounds a lot like your sales yeah but there's but it's true right you have to
+听起来很像你的销售是的，但是确实如此，你必须这样做
+realize like what is it that people want to join a company for and you need to
+意识到人们想加入一家公司的目的是什么，而你需要这样做
+
+00:23
+00:23
+identify the folks that are good fit for where we're really strong so for us if
+找出那些适合我们真正强项的人，所以对我们来说，如果
+you go and you ask like why some of the folks join law I think the majorities
+你去问为什么有些人加入法律我认为大多数人
+folks would tell you it's it's around our culture right that and that's the
+人们会告诉你这是我们的文化，这就是
+reason that they got inspired to join so
+他们受到启发加入的原因
+the mission is certainly important and I
+这个使命当然很重要，我
+think we spend a lot of time I'm talking
+我觉得我们花了很多时间 我在说话
+not just about what we do today but like what is that we want to achieve but
+不仅仅是我们今天所做的事情，还有我们想要实现的目标，但是
+ultimately I think one of the key consideration is like what's it going to
+最终我认为关键的考虑因素之一是它会做什么
+be like to actually work out law how can am I gonna be happy there
+就像真正制定法律一样，我在那里怎样才能快乐
+and that's a huge motivating factor for a lot of people so we spend a lot of
+这对很多人来说是一个巨大的激励因素，所以我们花了很多钱
+time internally thinking about you know our culture how do we sort of like find
+花时间在内心思考你了解我们的文化我们如何找到
+the right folks that map into the culture that we have how do we sort of
+融入我们文化的合适人选，我们该如何做
+like give engineers and give potential candidates a sense for what your culture
+比如让工程师和潜在候选人了解您的文化
+is like and we do that through writing blogs we do that through you know having
+就像我们通过写博客来做到这一点，我们通过你知道的那样做到这一点
+people come on-site beforehand to get a sense of what it's like to be there and
+人们事先来到现场，了解那里的感觉，
+we try to make sure that throughout sort of like our activities we're tying
+我们努力确保在整个过程中我们都在进行类似的活动
+together our core values and giving people a good representation of what
+将我们的核心价值观结合在一起，并为人们提供一个很好的代表
+it's like to work at law and so also part of this is the comp and so before
+这就像在法律部门工作，所以这也是补偿的一部分，所以之前
+
+00:24
+00:24
+we start recording you talked about options versus rsu's yeah what's your
+我们开始记录你谈到的期权与RSU的是的，你的是什么
+opinion on that yeah so you know I think they're both good instruments do you
+对此的看法是的，所以你知道我认为它们都是很好的乐器，是吗？
+mind helping for those people who might yeah what is the difference between like
+介意帮助那些可能是的人，喜欢和喜欢有什么区别
+an RSU and yeah option absolutely so one of the things Connelly misunderstood is
+一个RSU，是的，绝对是一个选择，所以康纳利误解的一件事是
+like equity compensation so RS use and options they're both
+就像股权补偿一样，RS 的使用和选择都是
+different forms of equity that company can offer you in a company the main
+公司可以为您提供的不同形式的股权
+difference that we see options essentially you've to purchase so
+区别在于我们看到的选项本质上是你必须购买的
+there's a strike prices associated for options so as an employee you have to
+期权有相关的执行价格，因此作为员工，您必须
+make a decision at some point in the company's lifecycle that you want to
+在公司生命周期的某个时刻做出您想要的决定
+spend you know your own money to purchase shares of the company and
+花你自己的钱购买公司的股票并且
+that's why you've essentially one option is it's the right to purchase shares at
+这就是为什么你本质上有一个选择，那就是购买股票的权利
+this particular price point but the reality is you know you're gonna pay
+这个特定的价格点，但现实是你知道你会付出代价
+some relatively significant amount of money potentially in order to acquire
+一些相对大量的资金可能用于收购
+those shares and we've heard like people
+那些分享，我们听说过类似的人
+taking out loans to do this like there's companies designed to help people do
+申请贷款来做到这一点，就像有些公司旨在帮助人们做到这一点
+
+00:25
+00:25
+this so it's not an insignificant amount of money RS use are a little bit
+所以这不是一笔小数目的钱 RS 使用了一点点
+different RS use is actually a stock grant so you know there's actual value
+不同的 RS 使用实际上是股票授予，因此您知道有实际价值
+to artists you that you're receiving and you're not paying for the right to the
+给您所接收的艺术家，并且您没有为该权利付费
+RS you you're actually being granted that RS you so for us you know at LOB we
+RS 你实际上被授予了 RS 你所以对于我们来说你知道在 LOB 我们
+actually decided and I think it's a little non-traditional that we built
+实际上决定了，我认为我们建造的有点非传统
+sort of like a unique RSU instrument that we think is sort of like the best
+有点像我们认为最好的独特 RSU 仪器
+of both worlds right and essentially the motivations where we want company to be
+两个世界的权利以及本质上我们希望公司成为的动机
+people to be invested in a company in the long term we want design equity
+从长远来看，人们要投资一家公司，我们需要设计股权
+compensation that didn't feel like a risk to the employee the whole entire
+整个过程中员工感觉不到风险的补偿
+reason why you want equity in a company is you want a share in the upside you
+你想要一家公司的股权的原因是你想要分享你的优势
+want to feel like you're a part owner the company but if you have to like
+想要感觉自己是公司的股��，但如果你不得不喜欢
+spend an enormous on money without knowing what the outcome of the company
+花了巨资却不知道公司的结果如何
+is going to be in advance which you can't predict that puts you in this like
+会提前发生，你无法预测，这会让你陷入这样的境地
+weird scenario where you like you want to buy your shares but you're not sure
+奇怪的情况，你想购买你的股票，但你不确定
+if you wanted and we felt like that was a really tough position to be in as a
+如果你愿意的话，我们觉得作为一个人来说这是一个非常艰难的处境
+
+00:26
+00:26
+potential candidate so we design artists use in a way so that you know our
+潜在的候选人，因此我们设计艺术家以某种方式使用，以便您了解我们的
+employees actually rsu's when you join law so what that means is you don't have
+当你加入法律时，员工实际上是RSU，所以这意味着你没有
+to make that consideration of like you know should I spend the money to buy my
+考虑到像你知道的那样我应该花钱买我的
+options when should I exercise that and there's obviously some differences there
+我应该什么时候行使这个选项，并且显然存在一些差异
+right like I think the major difference is like when you get tax but we always
+是的，我认为主要的区别就像你何时纳税，但我们总是
+looked at it as you know you don't get taxes and rsus until there's actual a
+看看它，因为你知道在实际存在之前你不会得到税收和RSUS
+liquidity event in this scenario because we don't physically we don't actually
+在这种情况下会发生流动性事件，因为我们实际上并没有
+grant you the Rs you and tell you there is liquidity event so therefore you know
+授予您卢比并告诉您存在流动性事件，因此您知道
+you out is at the time of which you receive
+你出去的时间是你收到的时间
+money right rsu's and i think you know what we found is that you know
+钱是对的 RSU，我想你知道我们发现的是你知道的
+especially employees you understand cui competition that's something that's
+尤其是你了解的员工，竞争就是这样的
+really attractive to them and when we think about wanting people be here for
+对他们来说真的很有吸引力，当我们考虑希望人们来这里时
+30 years we don't want people to stay for the wrong reasons of like oh I don't
+30年来，我们不希望人们因为错误的原因留下来，比如哦，我不
+have the money exercise my options I'm gonna stay I wanted to stay because they
+有钱行使我的选择权 我要留下来 我想留下来，因为他们
+enjoy the people that work with they enjoy what we're working on are inspired
+享受与我们一起工作的人 他们享受我们正在做的事情 受到启发
+thumbs up we have but we still want to give them a share and actually being an
+我们竖起大拇指，但我们仍然想给他们分享，实际上是一个
+
+00:27
+00:27
+owner in the company mmm and how do you handle vesting so sales team best thing
+公司所有者嗯，你如何处理归属，所以销售团队最好的事情
+specially do a one-year cliff and we essentially you know vest monthly
+特别做一年悬崖，我们基本上你知道每月背心
+thereafter so it's the same as like an option in that sense one thing we do we
+此后，它就像一个选项一样，从这个意义上说，我们做的一件事是
+also reserve like retention grants for people's so at our two and a half year
+在我们的两年半时间里，还为人们保留了类似的保留补助金
+mark and every year thereafter we continue to give people opportunity to
+马克，此后每年我们都会继续为人们提供机会
+gain additional equity in the company and our thought is like the longer you
+获得公司的额外股权，我们的想法是你的时间越长
+stay at the company the more equity you should be able to acquire there
+留在公司你应该能够获得更多的股权
+shouldn't be a point where you ever stop earning equity in the company mmm so
+不应该是你停止在公司赚取股权的时刻，嗯，所以
+what what kind of mistakes did you guys make when it came to like closing your
+当谈到关闭你的网站时，你们犯了什么样的错误？
+first like big sales yeah so I actually think there's a valuable lesson we
+首先是大促销，是的，所以我实际上认为我们学到了宝贵的一课
+learned during our early YC days in that like when you're selling your product
+在我们早期的 YC 日子里学到的，就像当你销售你的产品时一样
+you're oftentimes selling something that you might not have just yet but I also
+你经常出售一些你可能还没有的东西，但我也
+think it's really important you have to actually get alignment with your
+认为这非常重要，您必须真正与自己的想法保持一致
+customer and be upfront about like what you do what you can do today what you
+并坦率地告诉客户，您正在做什么，您今天可以做什么
+might be able to do if you share an also agree on like a timeline of what that
+如果您分享并同意诸如时间表之类的内容，也许可以做到
+
+00:28
+00:28
+looks like get it in writing and have that sort of
+看起来像是书面形式并有这样的
+be part of the close of the deal where we weren't wrong and I sort of laughed
+成为交易完成的一部分，我们没有错，我有点笑了
+because we built what I thought was a freaking awesome product back in a day
+因为我们在一天之内就打造出了我认为非常棒的产品
+we actually had a mugs API this is in our like demo day slot its coffee mugs
+我们实际上有一个杯子 API，这在我们的演示日时段中是它的咖啡杯
+yeah coffee mugs there's a point where we thought it was a brilliant idea to be
+是的，咖啡杯有一点我们认为这是一个绝妙的主意
+able to print coffee mugs on demand through our API we wanted to be able to
+能够通过我们希望能够通过我们的 API 按需打印咖啡杯
+print on anything and how this happens we had a customer who came to us and
+在任何东西上打印以及这是如何发生的 我们有一位客户来找我们并且
+told us that they had this use case for coffee mugs and it was like a big number
+告诉我们他们有咖啡杯的用例，这是一个很大的数字
+a really big number for us and you know when you're small every single you know
+对我们来说这是一个非常大的数字，你知道当你还很小的时候你知道的每个人
+deal looks super valuable and we're like this is awesome these are so cool the
+这笔交易看起来非常有价值，我们觉得这太棒了，这些太酷了
+two coffee mugs and we built the product so we told the
+两个咖啡杯，我们制造了这个产品，所以我们告诉
+customer we can definitely do for you you know we'll have free choice and we
+客户我们绝对可以为您做您知道我们将有自由选择，我们
+scramble and we hustle super hot we built a fully functioning mugs API
+争先恐后，我们超级热衷于构建一个功能齐全的杯子 API
+product but we didn't sign any paperwork this customer so we built this whole
+产品，但我们没有签署该客户的任何文件，所以我们建造了整个产品
+
+00:29
+00:29
+entire thing we spent two weeks of valuable engineering time we met two
+整个事情我们花了两周宝贵的工程时间我们遇到了两个
+customer mr. customer we have the mugs API here's how you use it and he was
+顾客先生客户，我们有马克杯 API，这是您使用它的方式，他是
+like awesome like we'll get right on it he went dark he stopped responding I was
+太棒了，我们会马上开始，他黑了，他不再回应了，我是
+super disappointed to this date we sold two mugs mugs API - one of them went to
+到目前为止，我们非常失望，我们售出了两个马克杯 API - 其中一个去了
+another YC partner actually Dalton he was working on an app that net and I
+另一位 YC 合作伙伴实际上是道尔顿（Dalton），他正在开发一个我和网络上的应用程序
+convinced him that like he should definitely do mugs as well and I think
+让他相信他也应该做杯子，我想
+he put in like one order for it and it worked
+他下了一份订单，结果成功了
+he's like this was awesome we killed the
+他说这太棒了我们杀了
+product a little bit shortly after but I think it was a really valuable lesson
+不久之后就推出了产品，但我认为这是一个非常有价值的教训
+and that like you always want to be selling a little bit ahead of where you
+就像你总是希望比你的销售位置提前一点
+are but you also want to align up the customer like what you actually haven't
+是，但您还希望像您实际上没有做到的那样与客户保持一致
+don't have and that actually helped us close you know one of our biggest
+没有，这实际上帮助我们关闭了你知道我们最大的之一
+customers today in booking com do you know essentially how this opportunity
+今天在 Booking com 上的客户您是否基本上知道这个机会
+came about is they were already a customer of law using our address
+原因是他们已经是使用我们地址的法律客户
+verification API and they had sort of this moment in time with gdpr where they
+验证 API，他们在此时此刻与 gdpr 进行了合作
+
+00:30
+00:30
+started reevaluating all their vendors for print and we sort of got roped into
+开始重新评估所有印刷供应商，我们有点陷入困境
+consideration one of the key things that was really important to them was
+考虑对他们来说真正重要的关键事情之一是
+actually like having operations in Europe they were familiar with our API
+实际上喜欢在欧洲开展业务，他们熟悉我们的 API
+in the US they knew it worked really well but like they're a global company
+在美国，他们知道它的效果非常好，但就像他们是一家全球性公司一样
+and of course like they want to know what our long-term plan is to support
+当然，就像他们想知道我们的长期计划是支持什么一样
+Europe and eventually Asia so you know part of the negotiation as we're working
+欧洲，最终是亚洲，所以你知道我们正在进行的谈判的一部分
+through this big deal its customers that
+通过这项大交易，其客户
+we need to align with them on a timeline and how we were gonna get Europe up and
+我们需要在时间表上与他们保持一致，以及我们如何让欧洲站起来
+running for them so for us that's originating you know letters and
+为他们奔跑，所以对我们来说，这就是你知道字母和
+postcards and our other mail offerings in Europe and that was sort of tricky
+明信片和我们在欧洲的其他邮件产品，这有点棘手
+but I think we had learned some valuable lessons in that like we weren't gonna
+但我认为我们已经吸取了一些宝贵的教训，就像我们不会
+just go and build all of Europe and scramble for potentially months at a
+去建造整个欧洲，并在可能的几个月里争夺一个
+time but we also weren't going to tell a
+时间，但我们也不打算告诉
+customer something we didn't have either so we were pretty upfront about them
+客户有一些我们也没有的东西，所以我们对他们非常坦率
+about what our capabilities look like you know the timeline of which you're
+关于我们的能力，您知道您的时间表
+going to roll and we actually agrees to all these
+即将开始，我们实际上同意所有这些
+
+00:31
+00:31
+things at during our negotiation so what it really helped is like our customer
+在我们谈判期间发生的事情所以真正有帮助的是我们的客户
+actually want to help us get things going faster right they're like we want
+实际上想帮助我们让事情进展得更快，就像我们想要的那样
+you guys get up and running you're up like right now and you know we could
+你们站起来跑起来，就像现在一样，你知道我们可以
+actually ask for their help in building exactly what is that why and now it's
+实际上请求他们帮助构建到底是什么原因，现在是
+sort of like a partnership rather than like hey we've oversold something it's
+有点像合作伙伴关系，而不是像嘿我们超卖了一些东西
+more about how can we work with our customer to achieve the results that we
+更多关于我们如何与客户合作以实现我们期望的结果
+both want to get to and I think that's really important especially as you're
+双方都想到达，我认为这非常重要，尤其是当你
+talking about larger enterprise deals you're not always gonna have everything
+谈论更大的企业交易时，你并不总是能拥有一切
+but really sort of structuring and not over selling it but also setting the
+但实际上是一种结构化，而不是过度销售，而是设定
+right expectation of customers it's difficult to navigate that sometimes but
+客户的正确期望有时很难驾驭，但是
+we found as a policies better to be you know upfront honest about what you can
+我们发现，作为一项政策，最好让您诚实地了解自己可以做什么
+and can't do and actually you know if the customer really wants to work with
+做不到，实际上你知道客户是否真的想合作
+you they're gonna find a way to make it work with you and that's the best
+你他们会找到一种方法让它与你合作，这是最好的
+position to be in mm-hmm are there other examples where you get a
+位置在 mm-hmm 中，还有其他例子可以让您得到
+potentially incredibly high value kind of like enterprise scale client and they
+潜在的高价值就像企业规模的客户，他们
+want something that you don't do do you now like kind of fish around see if
+想要一些你不做的事情，你现在喜欢周围的鱼吗？看看是否
+
+00:32
+00:32
+anyone else is interested in the Muggs API before you follow through with it
+在您继续使用之前，其他人对 Muggs API 感兴趣
+yeah definitely so like I think a common example this is we're always evaluating
+是的，绝对如此，我认为这是我们一直在评估的一个常见例子
+mail format so what I mean by that is like you know you get different types of
+邮件格式所以我的意思是就像你知道你会收到不同类型的邮件
+letters all shapes and sizes we don't support every single different yeah mail
+字母各种形状和大小我们不支持每一个不同的邮件
+offering today but we have a list of like what company people have been
+今天提供，但我们有一份类似公司人员的名单
+asking for and what we found is for us is a little bit of a chicken and egg
+我们所要求的和我们发现的对我们来说是一个先有鸡还是先有蛋的问题
+problem we don't want to start with like a really small volume customer because
+我们不想像一个非常小的批量客户那样开始解决这个问题，因为
+it makes it difficult for us operationally but same time it's like we
+这让我们的运���变得困难，但同时就像我们
+also know that this is a product people are interested in they want to see proof
+也知道这是人们感兴趣的产品，他们想看到证据
+points so what we found is you know we have a list of these mail for meditation
+点所以我们发现你知道我们有这些用于冥想的邮件列表
+we're constantly evaluating when we talk to potential customers we know here's a
+当我们与潜在客户交谈时，我们不断进行评估，我们知道这是一个
+list that we would potentially be willing to consider so they can agree on
+我们可能愿意考虑的清单，以便他们能够达成一致
+a commitment level of like what they're gonna send and you know then we're
+承诺级别就像他们将要发送的内容一样，你知道我们会
+willing to entertain some of those areas
+愿意娱乐其中一些领域
+and that's actually helped we build some products in the past before you know we
+这实际上帮助我们在过去构建了一些产品，然后你才知道我们
+recently just launched I think you know earlier this week certified mail
+最近刚刚推出，我想你知道这周早些时候的认证邮件
+
+00:33
+00:33
+receipts we knew that when we launched certified mail this is for William way
+收据我们知道，当我们推出挂号信时，这是给威廉的方式
+if you guys remember he needed a certified mail we launched certified
+如果你们还记得他需要经过认证的邮件，我们推出了认证邮件
+mail but he didn't need certified mail tracking
+邮件，但他不需要认证邮件跟踪
+because he didn't really care like when it received you just care that he had a
+因为他并不真正关心你什么时候收到，他只关心他有一个
+proof point mm-hmm but we knew that that was something that we could potentially
+证据点嗯嗯，但我们知道这是我们有可能实现的
+do we chose not to do an early age because we didn't have like customers to
+我们选择不做早年是因为我们没有像我们这样的客户吗？
+willing to do that on mass so you know we were able to we got a few customers
+愿意大规模这样做，所以你知道我们能够获得一些客户
+that were really interested in certified
+对认证真正感兴趣的
+mail but felt like when you were missing this one little thing in you know mail
+邮件，但感觉就像你错过了你知道邮件中的一件小事
+receipts and we had that sort of like plan and we had thought about it and
+收据，我们有类似的计划，我们已经考虑过了
+finally we had the right customer who come before willing to make that
+终于我们有了合适的客户，他们愿意这样做
+commitment level we're already familiar for a product we actually went and built
+对于我们实际构建的产品，我们已经熟悉的承诺水平
+it and we just launched it that this week Congrats so the way that you pad
+它，我们本周刚刚推出它，恭喜你，你的方式
+works is like you guys provide this technology layer and you connect to all
+工作原理就像你们提供这个技术层并且连接到所有
+like a network of all these printers that's correct
+就像所有这些打印机的网络一样，这是正确的
+all around the world that's correct so what I'm kind of curious about is like
+世界各地都是正确的所以我有点好奇的是
+you've seen this trend as firstly as companies get larger and larger where
+随着公司变得越来越大，你首先看到了这种趋势
+
+00:34
+00:34
+they get more vertically integrated well Dale like want to do every step of the
+他们得到了更多的垂直整合，戴尔喜欢做每一步
+process so they can own it in terms of
+流程，以便他们可以拥有它
+quality but also like an R&D and cetera
+质量，但也像研发等等
+and I'm kind of curious do you feel like is that a thing that you guys will
+我有点好奇你们是否觉得这是你们会做的事情
+eventually do or if not why not so for example it's just like basically
+最终会这样做，或者如果不这样做，为什么不这样做，例如，基本上就像
+you buy a printer or you like own some printing facilities and be like okay
+你买了一台打印机，或者你想拥有一些打印设备，就可以了
+great because like this whole like flexibility and mail format etc like
+很棒，因为就像这整个一样，灵活性和邮件格式等
+part of the reason that you have to be cautious about what you go into is
+你必须对自己所从事的事情保持谨慎的部分原因是
+because you have to go and spend time to find the right partners booth out the
+因为你必须花时间去寻找合适的合作伙伴展位
+integration and then sort of make it work and so I'm just kind of curious
+集成，然后让它发挥作用，所以我只是有点好奇
+about like is there a point in the future where lob like like owns owns
+关于like，未来是否有某个时刻，像like owns owns那样的高球
+like a giant printer yeah I mean we don't have that in the plan today is the
+就��一台巨型打印机 是的，我的意思是我们今天的计划中没有这个
+short answer right certainly if there's a huge need
+如果有巨大的需求，简短的回答肯定是正确的
+we'd consider it but you know the motivation for us is like we see mail SS
+我们会考虑，但你知道我们的动机就像我们看到邮件 SS
+
+00:35
+00:35
+somewhat commoditized product we also know that like it's a huge industry for
+我们也知道，某种程度上商品化的产品是一个巨大的行业
+a reason there are hundreds of thousands of printers that are out there but they
+这是市场上有数十万台打印机的原因，但它们
+all specialize in like slightly different things so you know for us to
+所有人都专注于略有不同的事情，所以你知道我们
+be good at what we do we can't try to do everything at once it would actually be
+擅长我们所做的事情，我们不能尝试一下子做所有事情，实际上是这样
+really difficult and super Kappa Lee a capital intensive for us to buy all of
+真的很难，超级Kappa Lee需要大量资金，我们才能买下所有
+the necessary hardware and like what if our customers need to change we won
+必要的硬件，如果我们的客户需要改变怎么办，我们赢了
+flexibility and part of having sort of a network of folks enable us to have the
+灵活性和拥有某种人际网络的一部分使我们能够拥有
+flexibility I remember in our very early
+灵活性我记得在我们很早的时候
+days at lob we are still this is pre lob or pre YC application one of the things
+在 lob 的日子里，我们仍然在，这是 lob 前或 YC 申请前的事情之一
+we want to do is we sort of just want to get our own printer real like hey it'd
+我们想做的是我们只是想让我们自己的打印机像嘿一样真实
+be nice if we could just like do it ourselves like why do we need like real
+如果我们能像自己一样做就好了，为什么我们需要像真正的那样
+fine somebody else that's just like another place for something to go wrong
+罚款别人，这就像另一个出错的地方
+because you're looking at all these printers and probably like these guys
+因为您正在查看所有这些打印机并且可能喜欢这些家伙
+are in the Stone Age like like we should be replacing them yep that's that's
+处于石器时代，就像我们应该更换它们一样，是的，就是这样
+exactly right so we called up an HP Indigo vendor so
+完全正确，因此我们致电 HP Indigo 供应商，以便
+
+00:36
+00:36
+if you guys don't know HP Indigo czar like the commercial print standard
+如果你们不了解 HP Indigo 沙皇（例如商业印刷标准）
+everyone you re in printers yet it's like this is what you want trust me so
+你在打印机中的每个人但这就像你想要的相信我所以
+we figured a satin honestly we didn't know too much about like the print world
+老实说，我们想到了缎子，我们对印刷世界了解不多
+at the time so we called the sales rep I
+当时我们打电话给销售代表我
+think the first time for him should have been like it was weird that meet we're
+我想他第一次见面应该是很奇怪的
+meeting in a Starbucks we met this guy Starbucks we didn't have a company to
+在星巴克见面我们遇到了这个人星巴克我们没有一家公司
+have a product at time we're like we're just saying get this printer because
+有一个产品，我们就像我们只是说买这台打印机，因为
+like we can do it better so we start asking them all the right questions like
+好像我们可以做得更好，所以我们开始问他们所有正确的问题，比如
+who like what's like you know how we're gonna do inserter like what are the
+谁喜欢什么，就像你知道我们要如何做插入器一样
+different formatting options like we cover everything and this guy's feeling
+不同的格式选项，就像我们涵盖了一切和这个人的感觉
+really good about this we're like yeah this guy's really smart he knows exactly
+对此我们真的很满意，是的，这家伙真的很聪明，他清楚地知道
+why we're definitely get this so my co-founder loves negotiates like so like
+为什么我们肯定会得到这个，所以我的联合创始人喜欢像这样的谈判
+how much like would this cost and he sort of taken aback
+这要花多少钱，他有点吃惊
+he's like start immediately talking about like they're releasing options and
+他就像立即开始谈论他们正在释放选项
+in my head I'm like I don't want to lease this I just want to buy it like
+在我的脑海里，我不想租这个，我只想买它
+we're about to go get some money and we're gonna raise capital we're gonna go
+我们要去拿一些钱 我们要去筹集资金 我们要去
+buy this and do it so we sort of like you know corner him a little bit like I
+买这个然后这样做，这样我们就有点像你知道的那样把他逼到角落，就像我一样
+
+00:37
+00:37
+like how much it cost like offer us a better price if we just buy outright and
+比如如果我们直接购买的话要花多少钱给我们提供更好的价格
+I think I don't remember the exact number but it was something like over a
+我想我不记得确切的数字了，但大概是
+million dollars and I sort of looked at lira I was like dude we're not doing
+百万美元，我有点看着里拉，我就像伙计，我们不做
+that like no chance we're gonna buy that printer but I think you know you know
+我们不可能购买那台打印机，但我想你知道你知道
+thinking about where we are today like you know maybe we do want to buy that
+想想我们今天的处境，就像你知道的那样，也许我们确实想买那个
+printer but like there's it immediately creates a ton of complexity in our
+打印机，但就像它立即在我们的系统中造成了大量的复杂性
+business absolutely and that's the thing I'm just curious about as I go Amazon
+绝对是生意，这就是我在去亚马逊时好奇的事情
+could have continued using 3pl services but at some point they realize like we
+本来可以继续使用 3PL 服务，但在某些时候他们意识到像我们一样
+need to own and build our own warehouses
+需要拥有并建造自己的仓库
+to build up a certain efficiency like we have a vision
+建立一定的效率，就像我们有一个愿景
+the future that requires us to own that technology inside and so I'm just
+未来需要我们拥有内部技术，所以我只是
+curious like you know what at what point
+好奇就像你知道在什么时候
+do you guys start to be like oh you know what we're we're being held back by our
+你们是否开始说，哦，你知道我们是什么，我们被我们的阻碍所阻碍
+partners yeah yeah that's a good question so we haven't felt that way and
+合作伙伴 是的，这是一个很好的问题，所以我们没有这样的感觉
+our partners have been like incredible partners and honestly they're experts at
+我们的合作伙伴就像令人难以置信的合作伙伴，老实说，他们是以下领域的专家
+
+00:38
+00:38
+print they are they know so much more we did down to like the color calibration
+打印出来，他们知道的更多，我们所做的只是喜欢颜色校准
+that we should be using on all of our printers I think the places we want to
+我们应该在所有打印机上使用我认为我们想要的地方
+think about it is if it could give us a competitive advantage if we're able to
+考虑一下如果我们能够的话它是否可以给我们带来竞争优势
+offer something by owning the print infrastructure that will give us the
+通过拥有打印基础设施来提供一些东西，这将为我们提供
+ability to do something nobody else can but I think that's like complex for us
+有能力做别人做不到的事情，但我认为这对我们来说很复杂
+right that would be like hey we have a you know we have a awesome hardware
+是的，就像嘿我们有一个你知道我们有一个很棒的硬件
+printing engineer who thought of a completely new way to do print and we're
+印刷工程师想到了一种全新的印刷方式，而我们
+gonna go compete with like HP's imaging division and we decided we can offer
+要与惠普的成像部门竞争，我们决定可以提供
+something that like nobody else has done we can like do this new you know Oh
+没有人做过的事情我们可以做这个新的你知道哦
+someone came out on a marquee with like a brand new type of printer that can do
+有人在大帐篷上出现了一种全新类型的打印机，可以做到这一点
+offset printing like that like yeah if we good yeah someone could do offset
+像这样的胶印，如果我们好的话，有人可以做胶印
+printing using like digital methodology at a price point that was like not
+使用类似的数字方法进行印刷，价格却不像
+achievable to pass I would be interested
+可以通过 我会感兴趣
+in talking to you anybody who's starting that company by the way the Tesla cool
+与你交谈的任何人都以特斯拉的方式创办了这家公司
+
+00:39
+00:39
+so you you guys are now six years old and six years coming up soon how have
+所以你们现在已经六岁了，六年即将到来，怎么办？
+you had to change as a founder and a manager over those years yeah it's a
+这些年来，作为创始人和经理，你必须做出改变，是的，这是一个
+good question I think the first thing and I'm still
+好问题，我认为第一件事是，我仍然
+getting comfortable that now is understanding that like your role as a
+现在感到舒服就是理解就像你的角色一样
+founder is gonna constantly keep changing for some reason in the early
+创始人在早期会因为某种原因不断改变
+days you know just like hey I'll just like constantly be building cool product
+你知道的日子就像嘿，我会不断地开发很酷的产品
+then I found a place where we needed somebody to go do sales so I led the
+然后我找到了一个地方，我们需要有人去做销售，所以���领导了
+sales team for a number of years and then all of a sudden we were doing okay
+销售团队工作了很多年，然后突然间我们做得还不错
+on sales but we didn't have any lead so I started working on marketing and I
+销售，但我们没有任何线索，所以我开始从事营销工作，我
+think what I found is that my roles then they continue to change and that's
+我认为我发现我的角色然后他们继续改变，那就是
+something like you have to get comfortable with us like a founder is
+就像你必须像创始人一样对我们感到满意
+that your role is gonna change and that's okay because what that's
+你的角色将会改变，这没关系，因为那是什么
+essentially saying is that you guys have gotten good enough that you can hire
+本质上是说你们已经足够优秀了，可以雇用
+somebody else do that and I think that's a you know
+其他人这样做，我认为那是你知道的
+expectation everyone should have when you go into business that like you
+当你进入喜欢你的行业时，每个人都应该有的期望
+should be comfortable of every aspect you know I think a lot of people like
+应该对你知道的每个方面都很舒服我想很多人都喜欢
+
+00:40
+00:40
+think that they can just just build product forever
+认为他们可以永远构建产品
+everyone should talk to customers everyone should be going and trying to
+每个人都应该与客户交谈 每个人都应该去尝试
+do sales in the early days because if you as a founder in a company can't sell
+在早期做销售，因为如果你作为公司的创始人不能销售
+the product nobody else is gonna be able to either yeah that's a great piece of
+这个产品其他人都无法做到，是的，这是一件很棒的事情
+advice all right thanks man thanks for coming in yeah absolutely thanks for the
+好的建议，谢谢，谢谢你的到来，是的，绝对感谢
+time guys thanks Harry you
+时间伙计们谢谢哈利

files/ycombinator_RD5EAMOh7fE.txt

@@ -0,0 +1,321 @@
+
+00:00
+00:00
+sometimes Founders are afraid of asking the like the dumb question but that's a
+有时创始人害怕问类似愚蠢的问题，但这是一个
+worthwhile question to ask but if you can help your customer make more money
+这是一个值得问的问题，但您是否可以帮助您的客户赚更多钱
+they're probably gonna like you this is Michael cybo with Dalton
+他们可能会喜欢你 这是 Michael cybo 和 Dalton
+Caldwell and today we're going to talk about how do you give more than you take
+考德威尔和今天我们要谈谈如何付出比索取更多
+from your users maybe we should start with kind of a business 101 right like
+从你的用户那里，也许我们应该从某种业务 101 开始，就像
+MBA in 30 seconds what do you think okay so the basic idea underpinning all uh
+30 秒内获得 MBA 你觉得怎么样，所以支撑这一切的基本思想呃
+technological progress um very basic stuff is if you sell someone
+技术进步，嗯，非常基本的事情是，如果你卖掉某人
+a tool and if they can use the tool to make more money than the tool cost them
+一个工具，以及他们是否可以使用该工具赚到比该工具花费更多的钱
+boom you're creating value when people like it and so you know some very basic
+当人们喜欢它时，你就创造了价值，所以你知道一些非常基本的知识
+examples Google when they first launched Google ads it was very easy to buy
+谷歌的例子 当他们第一次推出谷歌广告时，很容易购买
+Google ads you you would pay Google per click and you could sell stuff for way
+谷歌广告你你会支付谷歌每次点击，你可以以某种方式出售东西
+more than you paid Google so you would just do that all day long and make tons
+比你付给谷歌的钱还要多，所以你整天这样做就能赚到很多钱
+
+00:01
+00:01
+of money right very straightforward makes sense um talk about Excel and
+金钱的权利非常简单明了，嗯谈论 Excel 和
+Microsoft Office Microsoft Office is a perfect example if you think about word
+Microsoft Office 如果您想到 Word，Microsoft Office 就是一个完美的例子
+or you think about Excel these are products that made normal office workers
+或者您想到 Excel，这些产品让普通办公室工作人员受益匪浅
+and normal kind of Financial workers literally like 10 do 100 times more
+而普通的金融工作者实际上喜欢 10 次多做 100 次
+productive yeah and so if you can make an employee 10 times more productive
+生产力是的，所以如果你能让员工的生产力提高 10 倍
+people probably buy and like that's cool buying a computer back in the 80s was
+人们可能会在 80 年代购买一台电脑，并认为这很酷
+expensive and buying Visa calc or whatever was expensive but it was still
+昂贵，购买 Visa calc 或其他东西很贵，但仍然很贵
+way positive Roi like five grand 10 grand no sweat because spreadsheets made
+积极的 Roi 就像 5 大 10 大 不费吹灰之力，因为电子表格制作
+them better yes okay classic examples so
+他们更好 是的 好的 经典例子 所以
+let's get to the problem there are a lot of Founders out there that are building
+让我们来解决这个问题，有很多创始人正在建设
+products that deliver no or minimum value to the user classic fear is always
+无法为用户提供任何价值或提供最低价值的产品总是令人恐惧
+like well I need to grow right the most important thing is to grow in order to
+同样，我需要成长，最重要的是成长，以便
+raise money and so I'm gonna build something that kind of sucks
+筹集资金，所以我要建造一些很糟糕的东西
+
+00:02
+00:02
+because like or screw that it sucks right because most MVPs suck I'm going
+因为喜欢或者搞砸了，这很糟糕，因为大多数 MVP 都很糟糕，我要去
+to build something that doesn't solve anyone's problem and just try to get
+建造一些不能解决任何人问题的东西，只是试图得到
+money for it so that I can go raise money I think that's yeah it's like it's
+钱，这样我就可以去筹集资金，我想是的，就像这样
+make something VCS want it's like something perverted yes thing that we
+做一些VCS想要的东西，就像是一些变态的东西，是的，我们
+are not fans of yes where you're like well superficially this resembles a
+不是“是”的粉丝，从表面上看，这就像一个
+software product that superficially people pay for yes yes and therefore we
+表面上人们付费的软件产品是的，因此我们
+should charge a similar amount of money for it and like boom boom the specifics
+应该收取类似金额的费用，并且像繁荣繁荣一样，具体细节
+of what it does is details you know we we've got our top folks on that yes but
+它的作用是细节，你知道我们有我们的高层人员在这方面，是的，但是
+we've talked about that before so that's that's an obvious yeah I think there's
+我们之前已经讨论过这一点���所以这是显而易见的，是的，我认为有
+another one which is this fear of being a consultant I think one of the reasons
+另一个是对成为顾问的恐惧，我认为这是原因之一
+why people build shitty products that don't solve people's problems is that
+为什么人们制造出不能解决人们问题的劣质产品是因为
+when they start talking to a user and the user starts saying well here's my
+当他们开始与用户交谈并且用户开始说好这是我的
+problem I could really use this this and this the founder starts thinking about
+问题我真的可以使用这个这个这个创始人开始思考
+that and thinking and fearing what if this user is different from every other
+思考并担心如果这个用户与其他用户不同怎么办
+user what if the problem they have is different and so what if I have to build
+如果用户遇到的问题不同怎么办，如果我必须构建怎么办
+
+00:03
+00:03
+something to make them happy I have to build something that no one else wants I
+一些让他们高兴的东西 我必须建造一些没有人想要的东西
+think this is a core fear that happens because I think that every found in the
+我认为这是一种核心恐惧，因为我认为在
+back of their head thank you Reid Hoffman is thinking when can I get to
+他们的后脑勺谢谢你雷德霍夫曼正在考虑我什么时候可以到达
+Blitz scale like when when can I raise the big round and throw this everywhere
+闪电战规模就像我什么时候可以举起大轮并将其扔得到处都是
+and you know have everyone use my thing and every founder knows in their heart
+你知道让每个人都使用我的东西并且每个创始人心里都知道
+that if they're not making a simple thing that everyone's going to use they
+如果他们不做一个每个人都会使用的简单的东西
+can't put scale it so I think this is the core fear
+无法衡量它，所以我认为这是核心恐惧
+I'm fearing being a consultant and It's tricky because like this isn't wrong
+我害怕成为一名顾问，这很棘手，因为这样并没有错
+yeah there's a kernel there's a there is
+是的，有一个内核，有一个，有
+a good idea in there yeah like there's a good there is an insight there is an
+那里有一个好主意，是的，就像有一个好主意，有一个洞察力，有一个
+Insight but I might argue it's exactly wrong when you're early maybe we should
+有洞察力，但我可能会说，当你还早的时候，这是完全错误的，也许我们应该
+talk about that like what's the difference between being early and maybe
+谈论这个问题，比如早到和也许有什么区别
+not even understanding the problem well and being way later on when like
+甚至没有很好地理解这个问题，并且在像这样的时候才很晚
+being consultant is maybe more of a risk I think if you're not a deep expert on
+我认为，如果你不是这方面的资深专家，担任顾问可能会面临更大的风险
+
+00:04
+00:04
+what the customer's problems are and how they make money and how they work most
+客户的问题是什么以及他们如何赚钱以及他们如何工作最多
+Founders you make assumptions about how their business should work which could
+创始人对他们的业务应该如何运作做出假设，这可能会
+be mistaken so again when the founders of Google started Google I would imagine
+当谷歌的创始人创办谷歌时，我会再次犯这样的错误
+they were not experts on Performance Marketing and how basically a lot of the
+他们不是效果营销方面的专家，而且基本上很多
+early Google customers as I recall were mortgage refinance people yeah where
+我记得早期的 Google 客户是抵押贷款再融资人员 是的，在哪里
+they they would buy people searching for mortgage refinancing the advertisers
+他们会购买那些寻找抵押贷款再融资的人广告商
+would buy those clicks and they were worth a lot of money to them there you
+会购买这些点击，它们对他们来说值很多钱
+go and the founders of Google did not need to be experts on that but as they
+谷歌的创始人不需要是这方面的专家，但他们
+as they got users and they built the business model understanding what
+当他们获得用户并建立商业模型时，他们了解什么
+problems the the customers had was super
+客户遇到的问题非常严重
+important yes right I mean what are some other examples of like I mean we've
+重要的是，是的，我的意思是还有哪些其他例子，就像我的意思是我们已经
+we've talked about this before but the classic examples with twitch like we did
+我们之前已经讨论过这个问题，但是像我们一样的 twitch 的经典例子
+not understand what streamers wanted until not only do we talk to them we
+不明白主播想要什么，直到我们不仅与他们交谈
+started building things and so I think that like
+开始建造东西所以我认为就像
+maybe the issue here is that if you be if you're being consultant early
+也许这里的问题是，如果你是，如果你很早就成为顾问
+
+00:05
+00:05
+what you don't end up doing is learning enough about the customer and so the
+你最终没有做的是充分了解客户，因此
+counter and true advice we're giving is basically
+我们给出的反驳和真实建议基本上是
+forget your fear about it being consultant early
+尽早忘记对成为顾问的恐惧
+dig in with some customers actually solve their problem and in the process
+与一些客户深入交流，真正解决他们的问题，并在此过程中
+maybe you're building some stuff that's went off yeah but you're going to learn
+也许你正在构建一些失败的东西，是的，但你会学到东西
+a ton about the actual problem and then you'll have some insights on okay what's
+关于实际问题的大量信息，然后您将对问题有一些见解
+more generalizable what can I do that I can give to everyone and ideally
+更概括地说，我能做些什么，我可以为每个人提供最好的帮助
+understand the levers in their business that derives economic value like
+了解其业务中产生经济价值的杠杆，例如
+basically like don't make assumptions that you think you know how they make
+基本上就像不要做出你认为你知道他们是如何做的假设
+money or should make money yes kind of test those assumptions and once you have
+钱或应该赚钱是的，测试这些假设，一旦你有了
+a better mental model that it's much it's much more clear how you drive
+更好的心理模型，让你的驾驶方式更加清晰
+economic value and what's funny is you can even ask them like you can even say
+经济价值，有趣的是你甚至可以像你可以说的那样问他们
+like how can this help you make more money like you can literally you
+就像这如何能帮助你赚更多的钱，就像你真的可以赚更多的钱一样
+sometimes Founders are afraid of asking the like the dumb question but that's a
+有时创始人害怕问类似愚蠢的问题，但这是一个
+
+00:06
+00:06
+worthwhile question to ask if you can help your customer make more money
+是否可以帮助客户赚更多钱是一个值得问的问题
+they're probably gonna like you I think one other area this applies that's
+他们可能会喜欢你我认为这适用于另一个领域
+counterintuitive is even in your customer Outreach because I think that a
+甚至在你的客户外展中也是违反直觉的，因为我认为
+lot of times Founders when they're reaching out to
+很多时候创始人在接触时
+customers even in that moment they're asking for more than they're giving
+客户即使在那一刻他们要求的比他们给予的还要多
+right we see these emails all the time where you know hey I'm building X Y and
+是的，我们一直看到这些电子邮件，你知道嘿我正在构建 X Y 并且
+Z software do you have 20 minutes to jump on the phone with me to talk about
+Z软件你有20分钟的时间跳电话跟我聊聊吗
+it you know is that not the definition of asking
+你知道这不是询问的定义
+well I just want feedback yeah give me feedback your time customer Discovery
+好吧，我只是想要反馈，是的，给我反馈你的时间客户发现
+yeah your time is clearly worth nothing like and I need you to help me and I
+是的，你的时间显然一文不值，我需要你帮助我，我
+think one of the things I've seen that works so much better in the initial
+想想我见过的一件事在最初的时候效果更好
+Outreach is when you actually offer something you should give value up front
+外展是指当你真正提供一些东西时，你应该预先给予价值
+now we had one company in the current batch that basically was helping with
+现在我们当前批次中有一家公司基本上正在帮助
+customer onboarding and they did this in
+客户入职，他们这样做是在
+
+00:07
+00:07
+the most simple way they actually took a video of the customer's onboarding flow
+他们实际拍摄客户入职流程视频的最简单方法
+of the company's onboarding flow and then provided their advice and feedback
+了解公司的入职流程，然后提供建议和反馈
+on what they could do to make it better now one that's the definition of
+他们现在可以做些什么来让它变得更好，这就是
+Consulting right two absolutely doesn't scale but when they started sending
+咨询右边的两个绝对无法扩展，但是当他们开始发送时
+emails with that content in there when they started giving us the first step
+当他们开始向我们提供第一步时包含该内容的电子邮件
+with a customer started replying saying thank you I can use that like yeah I'm
+一位顾客开始回复说谢谢，我可以使用它，就像是的，我是
+happy to talk to you about how you're thinking make this even better so I
+很高兴与您谈论您的想法如何让这变得更好，所以我
+think in Outreach and in building your first products and dealing with your
+思考外展、构建你的第一个产品以及处理你的问题
+first 10 customers you can give more than you receive let's
+您可以给予的前 10 位客户比您收到的更多
+put this in historical context though because this giving before you receive
+不过，请将其放在历史背景中，因为在您收到之前给予
+is not new yeah this is a whole broad topic but just quick crash course the
+不是新的，是的，这是一个广泛的话题，但只是快速速成课程
+the history of computers involves giving away a lot of value for free
+计算机的历史涉及免费赠送大量价值
+specifically the original business models of computer companies were to
+具体来说，计算机公司最初的商业模式是
+sell hardware and software was like a thing you had to give the customer to to
+销售硬件和软件就像你必须交给客户的一件事
+run the hardware to get value from it yes and so historically software was
+运行硬件以从中获取价值是的，所以历史上软件是
+
+00:08
+00:08
+just free and not really proprietary and this is beyond the scope of this talk
+只是免费的而不是真正专有的，这超出了本次演讲的范围
+here but if you research the history of Microsoft people in the audience Bill
+在这里，但是如果你研究一下观众比尔中微软人的历史
+Gates kind of pioneered the guilt trip to get people to pay for things I don't
+盖茨开创了内疚之旅，让人们为我不为之付出代价
+know go read his letter I'm not going to do a justice but the the the idea of
+知道去读他的信我不会伸张正义，但这个想法
+proprietary software and charging for it was like maybe the late 70s
+专有软件和收费就像 70 年代末
+um and you know before that there was the free software movement which equated
+嗯，你之前知道有自由软件运动，它等同于
+software and code to Freedom many of the tools the power all everything to this
+软件和代码的自由许多工具为这一切提供动力
+day were created by hippies created by people with big ideals created by people
+日子是由嬉皮士创造的，由有远大理想的人们创造的
+that wanted to give more value than they
+想要提供比他们更多的价值
+receive so if you look at the history of GCC of all the compilers if you look at
+如果你查看所有编译器的 GCC 历史，就会收到这样的信息
+Linux the Linux kernel if anyone runs an Android phone
+Linux Linux 内核（如果有人运行 Android 手机）
+that's all free software there'd be no Google there'd be no YouTube without
+这都是免费软件，没有 Google 就没有 YouTube
+Linux powering all the stuff yep um the same would get like every web browser
+Linux 为所有东西提供动力，是的，就像每个网络浏览器一样
+
+00:09
+00:09
+gecko cage ttml you can research this thing also um sqlite is this free
+壁虎笼 ttml 你也可以研究这个东西 嗯 sqlite 是免费的
+database that's in everything like I'll bet to just watch this video stream
+数据库无所不在，就像我打赌只看这个视频流一样
+sqlite is involved like 50 different ways how many free products do you
+sqlite 涉及 50 种不同的方式，您有多少免费产品
+actually need and so this is part of the history of software and Computing and
+实际需要，所以这是软件和计算历史的一部分
+technology is to give out all this value and realize the value that it's created
+技术就是要给出所有这些价值并实现它所创造的价值
+can create enough economic value for the creators for the people that make this
+可以为创造者、为创造这个的人们创造足够的经济价值
+stuff yes and also just unlock more value in the world than what
+是的，而且还可以释放世界上更多的价值
+they charge yes right and this is why this is why the graph of how
+他们收费是对的，这就是为什么这就是为什么图表如何
+technological progress is accelerating so fast is this factor of giving more
+技术进步速度如此之快，这就是给予更多的因素
+than you receive yes and if you take some of their inspiration when you're
+比你收到的是，如果你接受他们的一些灵感，当你
+building your products Maybe you can have some wild success yeah I
+打造你的产品也许你可以取得一些巨大的成功是的我
+think like if you leave a lot of the value on the table for your customers
+想想如果你为你的客户留下很多价值
+instead of trying to take it all yes then you're in the game and and the key
+而不是试图接受一切，是的，那么你就在游戏中，而且关键
+let's be clear is your product actually has to solve the
+让我们明确的是你的产品实际上必须解决
+
+00:10
+00:10
+customer's problem like it all comes back to like all those free products all
+客户的问题就像所有这些都回到了喜欢所有这些免费产品
+the products people pay for they actually solve the customer's problem
+人们付费购买的产品实际上解决了客户的问题
+and so if you can do that in the early stage instead of being afraid of
+所以如果你能在早期阶段做到这一点而不是害怕
+consulting or afraid of fundraising bam you have an advantage all right man
+咨询或害怕筹款，嗯，你有优势，好吧，伙计
+great great chat [Music]
+很棒很棒的聊天[音乐]

files/ycombinator_TINnOrH_jc4.txt

@@ -0,0 +1,1088 @@
+
+00:00
+00:00
+we ought to start with a little bit of your background so what did you start
+我们应该从你的一些背景开始，那么你是从什么开始的
+researching and then what are you researching now okay so I started out my
+研究然后你现在在研究什么好吧所以我开始了我的
+research in mathematics in Austria in Vienna where I actually didn't look at
+奥地利维也纳的数学研究，我实际上没有看过
+image processing or imaging at all I started out with so-called partial
+图像处理或成像我从所谓的部分开始
+differential equations which are equations of a function and its
+微分方程是函数及其方程
+derivatives so you like they can express change over time or space and they are
+导数，所以你喜欢它们可以表达随时间或空间的变化，它们是
+models for various natural phenomena and physics and biology lots of things are
+各种自然现象以及物理学和生物学的模型很多东西都是
+explained by these differential equations and my first paper again had
+由这些微分方程解释，我的第一篇论文再次有
+nothing to do with image processing it was actually on the con hillard equation
+与图像处理无关，它实际上是在康希拉德方程上
+which is an equation that describes phase separation and corseting and
+这是一个描述相分离和紧身衣的方程
+alloys in metallic alloys for instance so when you cool them down to a certain
+例如金属合金中的合金，因此当你将它们冷却到一定温度时
+temperature you have a you have a mixture of two and you if you cool them
+你有一个你有两种的混合物，如果你冷却它们
+
+00:01
+00:01
+down to a certain temperature they are starting to separate from each other and
+降低到一定温度，它们开始相互分离
+korsun out and build these larger areas and so there is an equation that models
+korsun 出来并建造这些更大的区域，因此有一个方程可以模拟
+this kind of phenomenon which is to cannulate equation okay and my first
+这种现象是可以插入方程的，好吧，我的第一个
+paper was on the stability analysis of a certain type of solutions to disk and
+论文是关于某种类型的磁盘解决方案的稳定性分析
+hillard equation stability analysis meaning that if you perturb your initial
+希拉德方程稳定性分析意味着如果你扰乱你的初始
+condition a little bit how much is your stationary solution that is when you let
+条件一点，当你让
+time evolve infinitely okay how you know when a stationary state is a state of
+时间无限演化好吧你怎么知道什么时候静止状态是一种状态
+where the system is in no change okay how much do these stationary states
+系统没有变化的情况下这些静止状态有多少
+differ from each other when you just put up the initial condition a little bit
+当你只设置初始条件一点点时，彼此会有所不同
+and this is in the context of creating alloys or building structure alloys for
+这是在制造合金或建筑结构合金的背景下
+structures or what was there any particular purpose well the purpose is
+结构或有什么特定目的以及目的是
+allotted with these differential equations to simulate certain phenomena
+分配这些微分方程来模拟某些现象
+
+00:02
+00:02
+mm-hmm and so if you understand how stable these stationary states are so if
+嗯嗯，如果你了解这些静止状态有多稳定，那么如果
+you are at a stationary state and then you perturb the stationary state a
+你处于静止状态，然后你扰乱静止状态
+little bit is it going back to the same stationary state or is it going
+它会回到相同的静止状态还是会继续前进
+somewhere completely different so you kind of understand
+完全不同的地方所以你有点理解
+and how the system how these systems react to perturbations that are
+以及系统如何对扰动做出反应
+naturally occurring because we are in real life and things happen gosh okay
+自然发生，因为我们在现实生活中，事情发生了天哪，好吧
+yeah so it's more an understanding of the physical processes involved in you
+是的，所以这更多的是对你所涉及的物理过程的理解
+know mixture of alloys for instance or things like that and where you at a
+知道例如合金的混合物或类似的东西以及你在哪里
+Technical University where you would be likes focusing on alloys or this was a
+您可能会喜欢专注于合金的技术大学，或者这是一所
+personal interest actually you know a lot of Applied Mathematics on the
+个人兴趣其实你了解很多应用数学
+continent which is everything else okay basically here in Europe is applied
+大陆，其他一切都很好，基本上在欧洲这里适用
+mathematics very much means that you're what you're doing is inspired by
+数学很大程度上意味着你正在做的事情受到了启发
+applications but eventually you end up with a mathematical problem so it was
+应用程序，但最���你会遇到一个数学问题，所以它是
+
+00:03
+00:03
+really the driving factor was well we were interested in analyzing this
+确实，驱动因素很好，我们有兴趣分析这个
+equation and and there were techniques coming up that they're kind of cool yeah
+方程式，而且出现了一些技术，它们有点酷，是的
+so it was just a kind of intellectual interest in this equation okay it was
+所以这只是对这个方程的一种智力兴趣好吧
+the driving factor for this particular paper but then during writing this paper
+这篇特定论文的驱动因素，但在撰写本文期间
+[Music] research at UCLA researchers at UCLA in
+[音乐] 加州大学洛杉矶分校研究人员在加州大学洛杉矶分校的研究
+particular the group of Andrea patate C used this same equation to do image
+特别是 Andrea patate C 小组使用相同的方程来制作图像
+restoration and image restoration meaning you have a digital image and
+恢复和图像恢复意味着您拥有数字图像和
+there is there are parts of this image which are damaged for some reason or
+该图像的某些部分由于某种原因被损坏或
+which way which which are where you have objects which are occluding some other
+哪条路有物体遮挡其他物体
+object of interest that you want to get rid of the occlusion or something like
+您想要摆脱遮挡的感兴趣的对象或类似的东西
+this so you have one part in the image that you somehow want to replace by
+这样你就可以在图像中找到一个你想要替换的部分
+
+00:04
+00:04
+something that is suggested by the surrounding okay area of this of this
+这个的周围好的区域所建议的东西
+region so is this similar to like content-aware fill in photoshop exactly
+区域，这与 Photoshop 中的内容感知填充类似吗
+okay but this predates the Photoshop development I assume it actually does
+好吧，但这早于 Photoshop 的开发，我想它实际上是这样的
+and I mean also to content-aware I feel is actually very much based on some of
+我的意思是，我觉得内容意识实际上很大程度上基于一些内容
+the things that have been initiated by people like Andrea bethought see so I
+像安德里亚这样的人发起的事情我认为是这样的
+mean the technique is different in what Photoshop is using
+意味着 Photoshop 使用的技术不同
+but it's still based on research in mathematics in fact yeah it's a
+但它实际上仍然基于数学研究，是的，这是一个
+differential equation maybe if you want if you wish that this more it's not a
+微分方程也许如果你想要的话如果你希望这更多它不是一个
+convenient equation of it is a different type of differential equation that is
+它的方便方程是一种不同类型的微分方程，即
+non-local is taking patches and images and kind of copy and pasting them into
+非本地正在获取补丁和图像，并将它们复制并粘贴到
+the region that you want to replace yep but anyway so she used the chameleon
+你想要替换的区域是的，但无论如何，她使用了变色龙
+equation to do that and that was a kind of eye-opening moment and then I moved
+方程式来做到这一点，那是一种令人大开眼界的时刻，然后我移动了
+
+00:05
+00:05
+into image processing still sticking to differential equations at the time and
+当时仍坚持使用微分方程进行图像处理
+actually looking at image restoration so
+实际上是在研究图像恢复
+it is Photoshop content-aware field type problem and yeah that and that was
+这是 Photoshop 内容感知字段类型问题，是的，那是
+basically my PhD my PhD was about image restoration okay and during my postdoc
+基本上我的博士学位是关于图像恢复的，在我博士后期间
+then I moved more and more into what is called inverse imaging problems where
+然后我越来越多地转向所谓的逆成像问题，其中
+what you are observing or what you're measuring in the first place is not an
+你所观察到的或你首先测量的并不是一个
+image like when you take a photo you know the digital image is an image
+图像就像当你拍照时你知道数字图像是图像
+so but there are certain applications like in biomedical imaging where what
+所以，但是有一些应用，比如生物医学成像，其中什么
+you're observing is not an image directly but is some transform of this
+你观察到的不是直接的图像，而是它的某种变换
+image like an image tomography for instance okay
+例如，图像断层扫描等图像可以
+think about CT for instance computer tomography what you are what the CT Tom
+想想 CT，例如计算机断层扫描，您是什么 CT Tom
+
+00:06
+00:06
+what the tomograph is measuring are projections of your 3-dimensional object
+断层扫描仪测量的是 3 维物体的投影
+which is whatever you have in your body and from that you want to reconstruct
+这是你体内所拥有的以及你想要重建的东西
+the objects all right projections meaning in the CT sends a particular
+CT 中的物体正确投影意味着发送特定的
+sense which is that you send x-rays through the body and what you're
+感觉就是你发送 X 射线穿过身体以及你是什么
+measuring so you're sending them through what you're measuring at the other end
+测量，以便您将它们发送到您在另一端测量的内容
+is the attenuation that they feel when they travels through the body depending
+是它们穿过身体时感受到的衰减，具体取决于
+on which type of tissues they hit and so that's what you're measuring on the
+它们击中的是哪种类型的组织，这就是您在
+other and and you can model that by saying you
+其他，并且你可以通过说“你”来建模
+what you're measuring is a is a line in isn't it's an integral along the line
+你测量的是 a 是一条线，它不是沿着这条线的积分
+that the X ray takes through your body where you're integrating over the
+X 射线穿过您的身体，在那里您正在整合
+attenuation that it feels yeah and so from that and that is a very old problem
+衰减，感觉是的，所以这是一个非常老的问题
+it goes back to rod on it's called the rod on transform what you're measuring
+它回到了杆上它被称为杆上变换你正在测量的东西
+is not an image but it's the ronald transform of your image which are line
+不是图像，而是图像的罗纳德变换，它是线
+
+00:07
+00:07
+integrals over the image density that you want to reconstruct right the gutter
+您想要在装订线处重建的图像密度的积分
+consists then where density is different
+那么其中密度不同
+in different parts of your body and then you can see organs in your body and
+在你身体的不同部位然后你可以看到你身体的器官
+stuff like that right and so they'll the
+这样的事情是对的，所以他们会
+likelihood of there to be some amount of it missing that you need to fill or
+可能有一些缺失需要您补充或
+recreate or denoise is much higher than an image yeah that's obvious that's
+重建或降噪比图像高得多，是的，这是显而易见的
+quite obvious because well first of all we are in a finite dimensional world so
+非常明显，因为首先我们处于一个有限维度的世界中，所以
+you know you don't have all possible infinitely many line integrals of your
+你知道你没有所有可能的无限多个线积分
+body measured yeah and then it's not even you know it's not even that would
+身体测量是的，然后它甚至你都不知道它甚至不会
+be still okay if you're measuring as many line integrals as your
+如果您测量的线积分与您的一样多，那还是没问题的
+corresponding to the resolution of the image that you then want to compute from
+对应于您要计算的图像的分辨率
+these line integrals but then very often it's not like that because you don't
+这些线积分，但通常情况并非如此，因为你不
+want to you want a very high resolution image because you want to look at all
+想要你想要一个非常高分辨率的图像，因为你想看所有
+
+00:08
+00:08
+the details in the body right but you don't want to measure so many line
+身体的细节是对的，但你不想测量那么多线
+integrals because you don't want to radiate the patient so much you don't
+积分，因为您不想对患者进行过多的辐射
+want to send some x-rays through through the patient so you have a lack of data
+想要通过患者发送一些 X 射线，这样您就缺乏数据
+you you don't have as much data as you want the you know for the high
+你没有你想要的那么多数据 你知道高
+resolution image to reconstruct and then there is noise because these are
+要重建的分辨率图像，然后存在噪声，因为这些是
+measurements right and there is always noise and measurements and so were you
+测量正确，总是有噪音和测量，你也是如此
+doing denoising work as well at the same time it's it's it's it's integrated in
+同时进行去噪工作，它集成在
+the reconstruction approach so in in in the mathematical algorithm that
+重建方法在数学算法中是这样的
+reconstructs an image or do you know the three-dimensional yeah inside of your
+重建图像或者你知道你的三维空间中的三维空间吗？
+body from these line measurements there's the denoising is integrated into
+从这些线测量中的身体，去噪被集成到
+into this reconstruction step coming you know from from these line integrals
+进入这个重建步骤，您可以从这些线积分中了解到
+reconstructing is for you gosh okay and so what I know about
+重建是为了你，好吧，所以我所知道的
+
+00:09
+00:09
+denoising mostly through audio like a Fourier transform and that kind of thing
+主要通过音频去噪，比如傅立叶变换之类的
+so how are you doing it with an image how are you denoising in the algorithm
+那么你是如何处理图像的，你是如何在算法中进行去噪的
+so so with images it depends of what you
+所以对于图��来说，这取决于你的内容
+think is important in an image that will
+认为在图像中很重要
+determine how you're going to dino is it okay a very successful assumption that
+确定你要如何恐龙可以吗这是一个非常成功的假设
+has been made for designing image denoising approaches isn't as has been
+专为设计图像去噪方法而设计，但并不像以前那样
+and still is that the most important information that visually guides you of
+仍然是视觉上引导您的最重要的信息
+what this image is showing you but also that helps you if you want later want to
+这张图片向您展示了什么，而且如果您以后想要的话，它也会对您有所帮助
+quantify something indium which are the edges and the image this is the most
+量化某些铟，即边缘和图像，这是最
+important thing where our boundaries between different objects okay yeah when
+重要的是我们不同物体之间的界限好吧是的
+you think about it what really what really makes an impression on you of
+你想想到底是什么给你留下了深刻的印象
+
+00:10
+00:10
+what this image shows are colors you know and to the end the boundary between
+该图像显示的是您所知道的颜色以及最终之间的边界
+these colors where are the colors changing and these are the edges in the
+这些颜色在哪里变化，这些是边缘
+image interesting and to preserve those and not make them blurry blur blur blur
+图像有趣并保留它们而不使它们模糊模糊模糊
+doubt is something that a lot of research in image denoising has gone
+怀疑是图像去噪方面的大量研究已经消失
+into so image denoising methods which can preserve edges in an image and so
+可以保留图像边缘的图像去噪方法等等
+the fourier you know fourier type techniques are good they can smooth out
+你知道傅立叶类型技术很好，它们可以平滑
+your noise by changing my two high frequencies yeah but they will take away
+你的噪音通过改变我的两个高频是的，但它们会消失
+two high frequencies everywhere right which means they will also take away two
+两个高频无处不在，这意味着它们也会带走两个
+high frequencies that correspond to edges where the image function is
+对应于图像函数的边缘的高频
+changing rapidly yeah so you're looking to the Delta
+变化很快，是的，所以你正在寻找三角洲
+is a very high frequency component of your image and but this is a component
+是图像的高频成分，但这是一个成分
+you would like to keep yeah okay so you want to differentiate between the high
+你想保持“是的”，所以你想区分高
+
+00:11
+00:11
+frequency components in the image which is which are just noise and two high
+图像中的频率分量只是噪声和两个高频率分量
+frequency components which correspond to these very characteristic features that
+与这些非常典型的特征相对应的频率分量
+you want to keep and so you know their various techniques but one very
+你想保留，所以你知道他们的各种技术，但其中一项非常
+successful one is total variation regularization for instance which is a
+成功的一个是全变分正则化，例如
+technique that has been used a lot by people in image denoising you know that
+人们在图像去噪中广泛使用的技术你知道
+models just this assumption that you have sharp discontinuities medium
+模型只是假设你有尖锐的不连续性介质
+filtering is a is a is a maybe simpler thing to understand or that people might
+过滤可能是一个更容易理解的事情，或者人们可能会
+have heard about which is not exactly total variation denoising but it's
+听说过这并不完全是全变分去噪，但它是
+related gotchu so median filtering instead of gaussian filtering right we
+相关的问题所以中值滤波而不是高斯滤波对我们来说
+work also filtering corresponds to your Fourier taking away to high frequency
+工作还过滤对应于你的傅里叶带走高频
+stuff okay sure you know it's so funny when I was doing Photoshop of the onion
+好吧，你肯定知道，当我用 Photoshop 制作洋葱时，这很有趣
+we were always actually interested in blurring edges because one of the most
+我们实际上一直对模糊边缘感兴趣，因为最重要的之一
+obvious things to spot a photoshop is a sharp edge and a soft edge in the same
+在 Photoshop 中发现的明显的事情是同一处的锐边和软边
+
+00:12
+00:12
+photo so for instance like if I were to cut you out and then put you in front of
+照片，例如，如果我把你剪下来，然后把你放在前面
+the white house if the photo has a slight blur so like the depth of field
+白宫，如果照片有轻微模糊，就像景深一样
+in the photos like say like a 1.4 aperture which creates a very very like
+在照片中就像说1.4光圈创造了一个非常非常像
+shallow depth of field so there's a lot of blur but if you're crispy someone can
+景深较浅，所以有很多模糊，但如果��很脆，有人可以
+immediately spot that you were dropped into the photo so it was all about
+立即发现您被放入照片中，所以这一切都是关于
+blurring the edges oh to trick someone into thinking that it was in the same
+模糊边缘哦，欺骗某人认为它是在同一个地方
+photo yeah so so in your context these these algorithms that will handle the
+照片是的所以在你的上下文中这些算法将处理
+edge sharpness are they hand coated or are using machine learning to create
+边缘清晰度是手工涂层还是使用机器学习来创建
+them how does that work so they are classically hand coded and this is maybe
+他们是如何工作的，所以他们是经典的手工编码，这可能是
+something that is now you know more and more being replaced by other things
+现在你越来越了解的东西正在被其他东西取代
+where image denoising nowadays I think the best image denoising approaches are
+现在的图像去噪我认为最好的图像去噪方法是
+actually coming from deep neural networks okay so you know these hand
+实际上来自深度神经网络，所以你知道这些手
+
+00:13
+00:13
+crafted methods get more and more beaten in terms of performance
+精心设计的方法在性能方面越来越失败
+by some of these neural network approaches they get beaten in certain
+通过其中一些神经网络方法，他们在某些方面被打败了
+scenarios though they get beaten on the on the type of examples they have seen
+尽管他们在所见过的例子类型上被打败了
+already or similar type of images that they have seen already right if you
+已经或他们已经看过的类似类型的图像，如果您
+present them with something completely different right if they if you only
+向他们展示一些完全不同的东西，如果他们只
+train them on photographs of animals or whatever right and then you present them
+对他们进行动物照片或任何正确的照片训练，然后你向他们展示
+with a CT image over the CT scanner will they will not be able to handle that so
+如果通过 CT 扫描仪获取 CT 图像，他们将无法处理该问题，因此
+that is one of the things I think we're still hand-crafted models have a certain
+这是我认为我们手工制作的模型仍然具有一定的优势之一
+justification of existence in a sense because there is not there still you
+从某种意义上说，存在的合理性是因为你已经不存在了
+know although we can do GPU programming and everything there is still not enough
+知道虽然我们可以进行 GPU 编程，但现有的一切仍然不够
+computational power to train a machine to know everything to learn everything
+训练机器了解一切、学习一切的计算能力
+
+00:14
+00:14
+about the world right and so I think a lot so while you know in certain
+关于世界的正确性，所以我想了很多，而你在某些方面知道
+scenarios if you know what you want to apply your image denoising approach well
+如果您知道想要很好地应用图像去噪方法，请考虑以下场景
+it's like the image net thing from like almost 10 years exactly yeah if you know
+这就像近 10 年前的图像网络事物，是的，如果你知道的话
+that then it's fine and that's good but if you if you want
+那就好，那很好，但是如果你愿意的话
+you know think about for instance one big thing in CT let's say or in
+你知道，想想 CT 中的一件大事，或者说
+different types of biomedical imaging let's say MRI the aromatic resins
+不同类型的生物医学成像 比如说 MRI 芳香树脂
+tomography the the type of image that you get the resolution the contrast and
+断层扫描 您获得的图像类型 分辨率 对比度
+everything very much depends on how you do the acquisition how many let's say in
+一切很大程度上取决于你如何进行收购，比如说有多少
+the CT case how many x-rays you have you could have been shooting through the
+CT 病例 您可以通过 CT 拍摄多少张 X 光片
+patient but also also and that is actually connected to what I just said
+耐心而且也，这实际上与我刚才所说的有关
+
+00:15
+00:15
+also the type of scanner you're using are you using G or Siemens or Toshiba or
+还有您使用的扫描仪类型是使用 G 还是西门子还是东芝还是
+whatever they they have different settings and they have different ways of
+无论他们有不同的设置，他们有不同的方式
+going from the measurements to an image and so you know if you train an
+从测量到图像，这样你就知道你是否训练了
+algorithm for instance and your own network on one of these
+例如算法和您自己的网络之一
+scanners it doesn't mean that it works on the own images of another scanner
+扫描仪，这并不意味着它可以处理另一台扫描仪自己的图像
+really so they're producing entirely different data I thought they were just
+真的所以他们产生了完全不同的数据我认为他们只是
+like basically the same tools inside with a different logo well it's so so
+就像基本上相同的工具，里面有不同的标志，嗯，一般般
+this is the other interesting thing is not entirely different like you might
+这是另一件有趣的事情，并不像你想象的那样完全不同
+not spot also visually what the difference is but this is one of the
+视觉上也看不出区别是什么，但这是其中之一
+things that also people start you know more and more hopeful he started you
+人们开始的事情你越来越了解他开始你
+know do some research and understanding this that even small perturbance s that
+知道做一些研究并理解这一点，即使是很小的扰动也是如此
+are but that are consistent yeah in small differences that are consistent
+但那是一致的 是的，小差异是一致的
+between the different scanners might contribute to your algorithm than
+不同扫描仪之间的差异可能会对您的算法有所贡献
+
+00:16
+00:16
+failing you know I don't know if you have seen these adversarial errors where
+如果你知道我不知道你是否在哪里见过这些对抗性错误
+you do a little perturbation and then all of a sudden it classifies the image
+你做了一点扰动，然后突然它对图像进行了分类
+into something completely different right so yeah so I think the the the
+进入完全不同的东西所以是的所以我认为
+really very exciting and for mathematicians in particular the
+真的非常令人兴奋，特别是对于数学家来说
+exciting opportunity that neural networks are now offering in contrast to
+与之前相比，神经网络现在提供的令人兴奋的机会
+these handcrafted models yeah are that they can go beyond just saying here I
+这些手工制作的模型是的，它们不仅仅是在这里说我
+want an algorithm that look that preserves edges right which is a very
+想要一个看起来可以保留边缘的算法，这是一个非常好的算法
+simplistic view of the world yeah but on the other hand that there are lots of
+简单化的世界观是的，但另一方面，有很多
+unknowns in these algorithms on the one hand that mathematicians I think should
+一方面，这些算法中存在未知数，我认为数学家应该
+be exploring and try to bring some of the analysis and some of the
+正在探索并尝试带来一些分析和一些
+
+00:17
+00:17
+methodologies that help us to understand why these handcrafted models work
+帮助我们理解这些手工模型为何有效的方法
+because we can prove properties about the denoising abilities of these methods
+因为我们可以证明这些方法的去噪能力的属性
+of how stable they are for instance to perturbations in the images we know we
+例如，我们知道它们对图像中的扰动有多稳定
+know how that works so we can prove things about them we have Aero estimates
+知道它是如何工作的，这样我们就可以证明它们的事情，我们有 Aero 估计
+and things like this and to bring those over to neural networks I think would is
+诸如此类的事情并将其带入神经网络我认为是
+very exciting but for that bringing some structure into these
+非常令人兴奋，但为此引入了一些结构
+neural networks is also important and that might on the other hand when you
+神经网络也很重要，另一方面，当你
+think about these new networks having these 100 millions of parameters that
+想想这些具有 1 亿个参数的新网络
+that are adapting that are adapting themselves to the data maybe in some
+正在适应 可能在某些方面正在适应数据
+case it would be better to not have a million parameters but have a
+在这种情况下，最好不要有一百万个参数，但有一个
+intelligent structural way of reducing the search space right and as such bring
+减少搜索空间权的智能结构方式因此带来
+
+00:18
+00:18
+some structure into the problem which helps you make statements about
+问题的一些结构可以帮助你做出有关的陈述
+stability and things like that and also statements about what the algorithm is
+稳定性之类的东西以及关于算法是什么的陈述
+actually doing yeah because so that is another thing right
+实际上是这样做的，因为这是另一件事
+because since when you look at these handcrafted models you have started with
+因为当你看到这些手工制作的模型时，你就开始
+a hypothesis right you have started with our policies of edges are important and
+您从我们的边缘政策开始的正确假设很重要并且
+image right and then you've you come up with a mathematical algorithm that is
+右图然后你就想出了一个数学算法
+exactly doing what you wanted to do right you know then you have to make
+准确地做你想做的事，然后你就必须做
+sure that it is actually doing what you want
+确保它确实在做你想做的事
+it doesn't code is bad then it's not the coldest bed or your model is bad maybe
+它没有编码是坏的那么它不是最冷的床或者你的模型可能是坏的
+you have to change your model in a certain way okay but you understand why
+你必须以某种方式改变你的模型，好吧，但你明白为什么
+things are happening yeah if you have millions of parameters and then you know
+事情正在发生，是的，如果你有数百万个参数，然后你就知道了
+you train this algorithm to do something
+你训练这个算法来做某事
+and then you get a parameterization then
+然后你得到一个参数化
+
+00:19
+00:19
+there's a 1 million different parameters
+有 100 万个不同的参数
+how are you ever going to interpret that there are ways you know what machine
+你如何解释你有办法知道什么机器
+learning people are are trying to interpret classification results for
+学习者正在尝试解释分类结果
+instance yeah you have these salient features that you can detect and image
+例如，是的，您有这些可以检测和成像的显着特征
+what was important for the classification to do this or this yeah
+对于分类来说什么是重要的 是的
+but it's still limited and I think yeah there are lots of very very cool
+但它仍然是有限的，我认为是的，有很多非常非常酷的
+opportunities and so are you guys working on hand stitching the two
+机会，你们正在手工缝合这两者吗
+together at this point like what's the status with the current research yeah so
+目前的研究进展如何 是的，所以
+they're they're different people are trying to do different things so I can I
+他们是不同的人正在尝试做不同的事情所以我可以
+can first tell you what I've been doing over the last
+我可以先告诉你我最近在做什么
+couple of years so the last couple of years what I've been doing is I've been
+几年来所以过去几年我一直在做的是
+trying to starting with these more handcrafted models nothing to do yet
+尝试从这些更手工制作的模型开始，目前无事可做
+
+00:20
+00:20
+with neural networks I started with the handcrafted models and then for certain
+对于神经网络，我从手工制作的模型开始，然后对于某些
+parts and these models where I wasn't quite sure about our edges really the
+零件和这些模型，我不太确定我们的边缘是否真的
+only thing I'm looking for for instance I've tried to parameterize them in a
+我唯一正在寻找的东西例如我试图在一个中参数化它们
+certain way okay but not with with a million parameters but maybe with ten
+某种方式可以，但不能用一百万个参数，但可能用十个
+parameters or something like this and then learn these parameters from
+参数或类似的东西，然后从中学习这些参数
+actual examples that I would like my handcrafted model to spit out mmm and
+我希望我的手工模型能吐出嗯和的实际例子
+this is what we call PI level optimization or a parameter estimation I
+这就是我们所说的 PI 级优化或参数估计 I
+mean people have been doing this for a long time but now I think the motivation
+意味着人们已经这样做很长时间了，但现在我认为动机
+comes more from you know there's a certain interpretation in terms of
+更多来自于你知道有一定的解释
+machine learning that is kind of exciting that where people are yeah yeah
+机器学习让人兴奋不已 是的 是的
+even more more more more interested in so this is one way and levels of
+甚至更多更多更感兴趣所以这是一种方式和水平
+parameterization vary in this context but the good thing is you haven't
+参数化在这种情况下会有所不同，但好处是你还没有
+
+00:21
+00:21
+handcrafted model in the end that you still understand right and that you can
+手工制作的模型最终你仍然理解正确并且你可以
+still prove things about you still have guarantees on your solution you know you
+仍然证明关于你的事情仍然对你的解决方案有保证你了解你
+have guarantees that if you you you don't have these adversarial errors that
+保证如果你你就不会犯这些对抗性错误
+if you put have a little bit you get a completely different result this is
+如果你放一点点，你会得到完全不同的结果，这是
+really something you don't want right the other thing is and do this this is
+确实是你不想要的东西，另一件事是，这样做，这是
+more blue sky and this actually goes a little bit against what I said before
+更多的蓝天，这实际上有点违背我之前所说的
+which is we have been starting to use steep neural networks for problems in
+也就是说，我们已经开始使用陡峭神经网络来解决以下问题
+computer tomography for instance and there at the moment we cannot prove a
+例如计算机断层扫描，目前我们无法证明
+lot of things but we can see some ways of how to combine these more handcrafted
+很多东西，但我们可以看到一些如何将这些更手工制作的东西结合起来的方法
+models with neural networks and a sense of what you feed them with for instance
+例如，具有神经网络的模型以及对您所提供的内容��感知
+the prior information you feed them with the data maybe not just a measurement
+您向他们提供的数据的先验信息可能不仅仅是测量结果
+
+00:22
+00:22
+or maybe also the information that the measurements are actually line integrals
+或者也可能是测量结果实际上是线积分的信息
+okay of the 3d object that you want to reconstruct yep
+好的，您想要重建的 3D 对象是的
+and doing this in a kind of iterative fashion where you always go back to the
+并以一种迭代的方式做到这一点，你总是回到
+fact that I actually remember neural network these are line measurements that
+事实上，我实际上记得神经网络这些是线测量
+I'm feeding you with remember this and then you you you do another sweep
+我喂你记住这个然后你你再扫一遍
+through neural network with it but then how does that work in the context of
+通过神经网络来处理它，但是它在以下情况下是如何工作的
+building out a model around say like I mean I don't even know in an MRI how
+围绕说建立一个模型，我的意思是我什至不知道在 MRI 中如何
+many images are created or like 10 or lines are monitored but like say you
+创建了许多图像，或者像 10 个图像或监控了线条，但就像你说的
+have 10,000 images but you want to create a combination of a hand coding
+有 10,000 张图像，但您想要创建手动编码的组合
+algorithm and machine learning system mm-hmm how do you go about tagging all
+算法和机器学习系统嗯嗯，你如何标记所有
+that stuff what do you mean exactly how are you going to so what I understand
+那些东西你到底是什么意思 你打算怎么做所以我明白
+you're saying it's like yep giving it more data than just like the original
+你是说，是的，给它提供了比原始数据更多的数据
+source material yes and so how do you do that with a Morse like at larger scale
+源材料是的，那么你如何用更大的莫尔斯电码来做到这一点
+
+00:23
+00:23
+ah computationally you mean yeah okay so computationally we're doing this in a
+啊，从计算上来说，你的意思是，好吧，所以从计算上来说，我们正在这样做
+sequential manner okay so we're not so you can do it in different ways but in a
+顺序方式好吧，所以我们不是这样你可以用不同的方式来做，但可以
+sequential manner means that you're not feeding it to 10,000 images at the same
+顺序方式意味着您不会同时将其输入 10,000 张图像
+time but you're doing it bit by bit and you're adapting your objective towards
+时间，但你正在一点一点地做，并且你正在调整你的目标
+this okay another thing about computational performance is also of
+这好吧，关于计算性能的另一件事也是
+course that the optimization that is underlying but this is not just the
+当然，这是底层的优化，但这不仅仅是
+problem that we have that you know neural networks have in general is that
+你知道神经网络普遍存在的问题是
+you do not necessarily need to solve your optimization problem your training
+您不一定需要通过训练来解决优化问题
+exactly and maybe sometimes or most of the time you actually don't want it want
+确切地说，也许有时或大多数时候你实际上不想要它想要
+to save it exactly because you only have
+保存它正是因为你只有
+a finite amount of training examples and so when you think about what these
+有限数量的训练示例，因此当您考虑这些内容时
+neural networks are doing they're trying to minimize the loss over the training
+神经网络正在尝试将训练过程中的损失最小化
+
+00:24
+00:24
+examples that you have but this loss is only an approximation of many many many
+你有的例子，但这个损失只是很多很多很多的近似值
+many more images that you want your neural network
+您的神经网络需要更多图像
+to work right for and so very often you do not want to solve that exactly you
+正确地工作，所以很多时候你并不想解决你想要的问题
+don't want to minimize your losses actly for this training set okay and so there
+不想在这个训练集上最小化你的损失，好吧，所以就这样
+are different types of optimization methods that people are using but the
+人们正在使用不同类型的优化方法，但
+main thing in machine learning is stochastic optimization so you don't
+机器学习的主要内容是随机优化，所以你不需要
+minimize X you know exactly for all the variables that you have but you randomly
+最小化 X 你确切地知道你拥有的所有变量，但你是随机的
+pick a certain amount in every sweep through the network that you're
+在您每次扫描网络时选择一定的金额
+optimizing for and then you randomly change which ones you're optimizing the
+优化然后你随机改变你正在优化的那些
+next sweep and so on and just so I understand
+下一次扫描等等，只是为了让我明白
+minimizing lost why don't you want to do
+���量减少损失你为什么不想做
+that so what you're minimizing if you so
+那就是你要最小化的，如果你是这样的话
+if you're so the loss let's say it could be the least squares error yeah between
+如果你是如此的损失，可以说它可能是最小二乘误差是的
+let's let's go back to denoising let's say you want you you want to train your
+让我们回到去噪假设你想要你想要训练你的
+
+00:25
+00:25
+neural network to optimally denoise images by saying for this training set
+神经网络通过训练集来优化图像去噪
+where I have both noisy and clean images
+我同时拥有嘈杂和干净的图像
+I want that if I sum over the difference between the denoise image so you feed
+我希望如果我总结降噪图像之间的差异，这样你就可以了
+your neural network with a noisy image it gives you a denoise image you want
+你的神经网络带有噪声图像，它会为你提供你想要的去噪图像
+that this denoise image is closest in a least square sense to the clean image
+该去噪图像在最小二乘意义上最接近干净图像
+that you know in this case because you have a training set you have a label you
+在这种情况下你知道因为你有一个训练集你有一个标签你
+have a true label for this noisy image which the label in this case is your
+对于这个嘈杂的图像有一个真实的标签，在这种情况下的标签是你的
+ground truth image okay and you want your denoising method which is new this
+地面真实图像好吧，你想要你的去噪方法，这是新的
+neural network to produce the noise images such that all of them are in the
+神经网络产生噪声图像，使所有图像都在
+least square sense closest to the original label to the ground label just
+最小二乘感最接近原始标签到地面标签正好
+
+00:26
+00:26
+a clean image okay and you want that to work over all the images on the training
+干净的图像可以，并且您希望它适用于训练中的所有图像
+set gotcha okay okay so but let's say you have 10,000 of these images that you
+设置陷阱 好吧好吧，但是假设你有 10,000 张这样的图像
+both know the clean and noisy image if you would perfectly fit to this training
+如果您完全适合此培训，则两人都知道干净和嘈杂的图像
+set if you would perfect minimize this loss function you could
+如果你想完美地最小化这个损失函数，你可以设置
+think and again you know people are not really understanding this and I and I
+再想一想，你知道人们并没有真正理解这一点，而我和我
+also don't really understand this but conceptually the idea is what you
+也不太明白这一点，但从概念上讲，这个想法就是你的
+actually want to minimize is not the lost just over training set but it's the
+实际上想要最小化的不是训练集上的损失，而是
+loss over an infinite amount of images which you then want to denoise right
+损失无限量的图像，然后您想要对其进行正确的去噪
+okay but you don't have all these infinite amount images so why would you
+好吧，但是你没有那么多无限量的图像，那你为什么要这么做呢？
+want to very accurately minimize the loss over this finite amount of images
+想要非常准确地最小化有限数量图像的损失
+maybe you don't maybe you only approximately want such that you still
+也许你不知道也许你只是大约想要这样你仍然
+
+00:27
+00:27
+have freedom right such that it could be optimal also for more images that you
+拥有自由权，这样它也可以为您提供的更多图像提供最佳选择
+don't have is so if you in other words you get you could train it on the wrong
+没有，所以如果你换句话说你得到了，你可能会以错误的方式训练它
+thing and it could only work for you know like denoising photos of apple
+它只能对你知道的东西起作用，比如苹果的去噪照片
+trees exactly yeah and then you're in the same place that you were in yeah
+树完全是的，然后你就在原来的地方是的
+exactly okay so the idea is if you only do it approximately you might be able to
+完全没问题，所以我们的想法是，如果你只做大约，你也许能够
+generalize it more but all of this really I mean there are some attempts to
+更概括地说，但所有这些实际上我的意思是有一些尝试
+understand this but all of this is not really is I'm hand waving here because I
+明白这一点，但这一切并不是真的，我在这里挥手是因为我
+can't really say anything mathematically about that but I have you pushed your
+确实不能从数学上说任何东西，但我让你推了你的
+research into practical practical applications at this point like are you
+在这一点上研究实际应用，就像你一样
+working with you know companies or student groups or anyone else so mine
+与您认识的公司、学生团体或其他任何人一起工作，所以我的
+collaborations are actually with people in academia but from other disciplines
+合作实际上是与学术界但来自其他学科的人进行的
+so we have been collaborating a lot in recent years with people in the hospital
+所以近年来我们与医院的人们进行了很多合作
+and the University Hospital in Cambridge so with clinicians and medical
+和剑桥大学医院以及临床医生和医疗人员
+
+00:28
+00:28
+physicists different types of applications you know one of the things
+物理学家不同类型的应用你知道的事情之一
+I I said before is that I got more and more interested in these problems where
+我之前说过我对这些问题越来越感兴趣了
+you don't measure an image directly but only indirectly via these x-rays for
+您不直接测量图像，而是通过这些 X 射线间接测量图像
+instance so yeah developing algorithms which which can
+例如，是的，开发算法可以
+get the most out of very limited amount of data the most out of in terms of very
+充分利用非常有限的数据
+high resolution images is something we have been collaborating a lot with
+高分辨率图像是我们一直合作的领域
+people in magnetic resonance tomography in particular in
+从事磁共振断层扫描的人，特别是
+the N Brookes Hospital which is the local Cambridge Hospital here but also
+N Brookes 医院是当地的剑桥医院，也是
+with people in chemical engineering where one of the driving factors for
+与化学工程领域的人们一起，其中的驱动因素之一
+people in chemical engineering is for instance there is a there is a group
+例如，化学工程领域的人有一个小组
+here which is the magnetic resonance Research Centre where they look in
+这是他们查看的磁共振研究中心
+particular at processes through processes which are dynamic so they they
+特别是通过动态过程的过程，因此它们
+have these tubes filled with water and then they pump certain things through
+让这些管子充满水，然后将某些东西泵入其中
+and they want to understand what the dynamics of this process are so now if
+他们想了解这个过程的动态是什么，所以现在如果
+
+00:29
+00:29
+you think about not just having a static 3d object but having something that
+你不仅考虑拥有一个静态 3D 对象，还考虑拥有一些
+changes over time as well and now thinking back about how many x-rays not
+随着时间的推移也会发生变化，现在回想一下有多少 X 射线没有变化
+in magnetic resonance tomography DS arnott x-rays but just going back so not
+在磁共振断层扫描 DS 阿诺特 X 射线但只是回去所以不是
+sending through as so many x-rays means you don't have a lot of data to
+发送如此多的 X 射线意味着您没有太多数据可供使用
+reconstruct break which now if you want to track something dynamically also
+如果您还想动态跟踪某些内容，请重建中断
+means you're not measuring a lot per time step if you want to have a very
+意味着如果你想有一个非常好的结果，你就不会在每个时间步测量很多
+high resolution over time it means per timestamp you can't acquire
+随着时间的推移，高分辨率意味着您无法获取每个时间戳
+as much data as if you would have you know if you just have one second for
+如果您只有一秒钟的时间，您就会知道尽可能多的数据
+reconstructing your organ inside the body uh-huh at this particular time
+在这个特定的时间重建你体内的器官嗯嗯
+stamp and then you then the organ is moving again and you need to go to the
+戳一下，然后风琴又开始移动，你需要去
+next time stamp and so on you have less data for reconstructing
+下一个时间戳等，您需要重建的数据较少
+
+00:30
+00:30
+each time stamp as if you would have a static object and you would have 10
+每个时间戳就好像您有一个静态对象并且您将有 10
+seconds to acquire this instead of one second you can measure much more right
+秒来获得这个而不是一秒你可以测量更多正确的
+right and then you reconstruct just one image but now we have maybe you want to
+对，然后你只重建一张图像，但现在我们也许你想要
+reconstruct not just one image in 10 seconds but 10 images because we want to
+10 秒内重建的不仅仅是一张图像，而是 10 张图像，因为我们想要
+see something evolving over time right so here also the challenges are along
+看到一些东西随着时间的推移而演变，所以挑战也随之而来
+these lines of getting high resolution out of limited data not a thing which is
+这些从有限的数据中获得高分辨率的方法并不是什么
+not connected to indirect measurements so much then
+与间接测量没有太大关系
+than these applications in magnetic resonance MOG Rafi is that we have
+与磁共振 MOG Rafi 中的这些应用相比，我们有
+collaborations with people in Plant Sciences for instance so they are
+例如与植物科学领域的人们合作，所以他们
+interested in monitoring forest health or forest constituencies let's say from
+对监测森林健康或森林选区感兴趣，让我们说
+from airborne imaging data so they fly mostly in my collaboration they fly so
+来自机载成像数据，所以它们主要在我的合作中飞行，所以它们飞行
+
+00:31
+00:31
+not so much satellite but more flying they fly over forest regions and then
+卫星数量不多，但飞行次数较多，它们飞过森林地区，然后
+they require different types of imaging data they acquire just photographs okay
+他们需要不同类型的成像数据 他们只获取照片 好吧
+aerial photographs hyperspectral imaging
+航空照片高光谱成像
+data or multispectral imaging data which means you do not only have RGB but you
+数据或多光谱成像数据，这意味着您不仅拥有 RGB，还拥有
+have a broader range you cover a broader range okay over the light spectrum so
+范围更广 你覆盖的光谱范围更广，所以
+also the invisible light so you don't have just three channels sure you have
+还有不可见光，因此您不仅仅只有三个通道
+200 channels yeah and hyperspectral imaging is interesting sort of spectral
+200 个通道是的，高光谱成像是一种有趣的光谱
+component that you get from these measurements gives you an idea of what
+从这些测量中获得的分量可以让您了解什么
+the material properties are of these trees so it it it tells you something
+这些树的材料属性所以它告诉你一些东西
+about what really yeah so this is so so so the spectral component tells you
+关于什么是真的所以这就是如此所以光谱成分告诉你
+something about the material that you that you are looking at so in other
+关于你正在看的材料的一些东西，所以在其他方面
+words like the light spectrum of how they reflects light back they have a
+像光谱这样的词，它们如何反射光回来，它们有
+
+00:32
+00:32
+different signature in the light spectrum okay and so the intent would be
+光谱中的不同签名好吧，所以意图是
+to figure out you know say for instance like an invasive tree that was taking
+弄清楚你知道，例如，就像一棵入侵的树正在采取
+over an area they could figure that out by just by flying right over it
+在一个区域上空，他们只需飞过该区域就可以弄清楚
+gotcha okay and then the other thing so this is one and then or two aerial
+好的，然后是另一件事，所以这是一个然后两个天线
+photographs and hyperspectral imaging and then the third thing that they often
+照片和高光谱成像，然后是他们经常做的第三件事
+acquiring are lidar measurements yeah where you do not just get kind of a
+获取激光雷达测量是的，您不只是获得某种
+planar picture of the trees but you actually get a 3d model of the trees
+树木的平面图片，但您实际上得到了树木的 3D 模型
+yeah I was just watching a documentary about that about searching for my in
+是的，我刚刚在看一部关于寻找我的纪录片
+rooms with lidar flying I really like flying over the Yucatan Peninsula or
+带有激光雷达的房间 飞行 我真的很喜欢飞越尤卡坦半岛或
+something essentially like saying like a week
+本质上就像说一周
+take 20 years for an archaeologist to like dig around in the dirt or where you
+考古学家需要20年的时间才能喜欢在泥土中或你所在的地方挖掘
+just fly over and look for the hard stuff and let's see what happens yeah
+飞过去寻找困难的东西，让我们看看会发生什么是的
+yeah very interesting and and our people also looking to this in the context of
+是的，非常有趣，我们的人也在考虑这一点
+
+00:33
+00:33
+you know for instance like denoising a camera footage from anything you know
+你知道，例如，从你知道的任何东西中对摄像机镜头进行去噪
+like security on one hand yeah I haven't done so much working that myself but
+一方面是安全，是的，我自己并没有做那么多工作，但是
+there are of course you know the I mean CCTV cameras are everywhere yeah I mean
+你当然知道我的意思是闭路电视摄像机无处不在是的我的意思是
+it's like it's kind of a terrifying output of figuring out this research
+这就像搞清楚这项研究的可怕结果
+right like being tracked everywhere like in the UK in particular like I imagine
+就像在英国一样被跟踪，特别是像我想象的那样
+people are looking to do this right you know it's quite funny because when you
+人们希望正确地做到这一点，你知道这很有趣，因为当你
+think about these crime TV shows CSI whatever Miami or whatever they're
+想想这些犯罪电视节目《犯罪现场调查》，无论是迈阿密还是其他什么
+always these so you told you have very pixelated image and you press a magic
+总是这些，所以你告诉你有非常像素化的图像，然后你按下一个魔法
+button man and you can zoom in you can see everything so when you think it's oh
+按钮人，你可以放大你可以看到一切，所以当你认为它是哦
+this is ridiculous of course you can't do that but you
+这很荒谬，你当然不能这样做，但是你
+can't do it now maybe you know if you have all these machine learning methods
+现在做不到也许你知道你是否拥有所有这些机器学习方法
+
+00:34
+00:34
+which have learned to look at just pixels and then know what what is the
+它们学会了只看像素，然后知道什么是什么
+motive what is a very probable match in terms of high resolution maybe at some
+动机 就高分辨率而言，可能在某些情况下很可能匹配
+point you can do it but then you don't know haha if you're right or wrong right
+点你可以做到，但你不知道哈哈，如果你是对还是错，对吧
+just just by chance I was reading a New Yorker article from I think 2010 about
+只是偶然，我读到了《纽约客》的一篇文章，内容是《我认为 2010 年》
+this guy in Montreal allegedly finding five hundred year old
+据称蒙特利尔的这个人发现了五百岁的老人
+fingerprints using different kinds of like spectral photography so I don't
+使用光谱摄影等不同类型的指纹，所以我不
+want to give away the whole thing about and then there was an ensuing lawsuit
+想要放弃一切，然后发生了一场诉讼
+actually from him to The New Yorker saying they like it was libel but the
+事实上，他向《纽约客》表示，他们喜欢这是诽谤，但
+basically what happens was like he was accused of faking these fingerprints
+基本上发生的事情就像他被指控伪造这些指纹
+that may or may not oh yeah and like copying them from a
+这可能会也可能不会哦，是的，就像从一个地方复制它们一样
+
+00:35
+00:35
+real one duplicating them onto the back using like proprietary methods to find
+真正的使用类似专有方法将它们复制到背面以找到
+them out but you are interested in doing it whether whether or not it's legit
+他们出去了，但你有兴趣这样做，无论它是否合法
+like you want to do it you want to work I work so I mean I'm going to tell
+就像你想做的那样你想工作我工作所以我的意思是我要告诉
+people that it's fake yeah is it like yeah what direction are you going with
+人们说这是假的 是的 是的 是的 你打算朝哪个方向走
+with art so it kind of in Cambridge it's not well okay let me say bit more so
+艺术，所以在剑桥有点不太好，让我多说一点吧
+when I again during my PhD in Vienna there was a collaboration that we had
+当我再次在维也纳攻读博士学位时，我们进行了一次合作
+with physically conservator with conservatives who are we're looking at
+与身体保护者 与保守派 我们正在关注谁
+at particular wall frescoes at frescoes in an old apartment in the city centre
+在市中心一间旧公寓的壁画中的特定壁画
+of Vienna which are called the night Hut frescoes I'm not going to more into
+维也纳的被称为夜间小屋壁画我不打算更多
+detail but they were in the process of restoration this Friendly's yes these
+细节，但他们正在恢复这个友好的，是的这些
+
+00:36
+00:36
+frescoes and so that was my first hand experience there and there the idea was
+壁画，所以这是我在那里的第一手经验，那里的想法是
+that you know takes them a long time to physically restore these wall paintings
+你知道他们需要很长时间才能修复这些壁画
+and once you have restored it there is no way back right you need to decide
+一旦你恢复了它，就没有回头路了，你需要做出决定
+what to do yeah because then it's it sticks and so what our idea was to help
+该怎么办是的，因为这样它就粘在一起了，所以我们的想法是帮助
+them by creating a virtual template of how the restoration could look if they
+通过创建一个虚拟模板来展示修复体的外观，如果它们
+do this or it isn't right yeah so because the important part is a fresco
+这样做，否则不对，是的，因为重要的部分是壁画
+is actually part of the wall chemically it's not paint exactly yeah exactly but
+实际上是化学墙壁的一部分，它不完全是油漆，是的，但是
+even with paintings you know if you do something if you do if you manually
+即使是绘画，你也知道如果你手动做了某事
+really you know physically restore them yeah you've done it I mean you can still
+你真的知道物理上恢复它们是的你已经做到了我的意思是你仍然可以
+maybe you know try to do I mean you're you are your your your treat your your
+也许你知道尝试去做我的意思是你是你你是你你对待你你
+
+00:37
+00:37
+your just well you're changing a historical piece right of the world
+你很好，你正在改变世界的历史部分
+price I mean this is yeah yeah anyway so so coming here to Cambridge
+价格我的意思是这是是的，无论如何，所以来到剑桥
+I got to know people in the Fitzwilliam Museum which is the which is a Museum
+我在菲茨威廉博物馆认识了人们，这是一个博物馆
+here in Cambridge and there they're interested in illuminated manuscripts so
+在剑桥这里，那里他们对彩绘手稿感兴趣，所以
+I met a very good colleague of mine who's - who is the keeper of manuscripts
+我遇到了一位非常好的同事，他是手稿的保管人
+in the Fitzwilliam Museum got interested in this idea of virtual restoration
+在菲茨威廉博物馆对虚拟修复的想法感兴趣
+because illuminated manuscripts are so fragile that you that the culture is you
+因为彩绘手稿是如此脆弱，文化就是你
+never physically restored them you never
+从来没有从物理上恢复过它们，你从来没有
+physically restored and they you know if they get damaged or altered over time
+物理修复，您知道它们是否随着时间的推移而损坏或改变
+you leave it Wow okay you leave them like this and so there the idea was
+你就这样留下吧 哇，好吧，你就这样留下它们，所以就有了这个想法
+couldn't we create a virtual restoration and you know kind of exhibit the
+我们不能创建一个虚拟修复体吗？你知道可以展示一下吗？
+
+00:38
+00:38
+original manuscript and the virtual restoration next to each other and so
+原稿和虚拟修复体彼此相邻，等等
+last year there was an exhibition in the Fitzwilliam Museum which is which was
+去年菲茨威廉博物馆举办了一场展览
+called color and in this exhibition we had one piece which was in a page of an
+叫做颜色，在这次展览中我们有一件作品，它在一张纸上
+illuminated manuscript which had been altered over time actually manually over
+随着时间的推移而改变的插图手稿实际上是手动完成的
+painted okay and what we did was that we exhibited
+画得不错，我们所做的是展示
+the manuscript and next to it the virtual restoration where we took off
+手稿和旁边是我们起飞的虚拟修复体
+the over paint and yeah and that has led to add to other things but I mean this
+过度油漆，是的，这导致了添加其他东西，但我的意思是这个
+is so this is kind of the idea that you don't physically change something but
+所以这是一种想法，你不会物理上改变一些东西，但是
+you you virtually do it which is you know nothing damaged you just yeah
+你几乎做到了，你知道没有任何东西损害你只是是的
+virtually create a digital copy of this manuscript and you play around with it
+以虚拟方式创建该手稿的数字副本，然后您可以使用它
+so you're not only going like back in time to see maybe like restoring it to
+所以你不仅要回到过去看看也许要把它恢复到
+its original you know vitality like its original color but you're actually like
+它原来的你知道活力就像它原来的颜色但你实际上就像
+
+00:39
+00:39
+going deeper into the layers like this is an agent over yeah yeah go further in
+深入到各个层，就像这样是一个代理，是的，是的，进一步深入
+yeah with imaging and then you kind of apply everything you might already yeah
+是的，通过成像，然后你可以应用你可能已经拥有的一切是的
+Wow so if someone's really excited about this kind of research if they want to
+哇，如果有人真的对这种研究感到兴奋，如果他们愿意的话
+get into it what would you point them to where should they get started
+进入其中，你会向他们指出什么，他们应该从哪里开始
+depends what their background is okay yeah say they have like you know they
+取决于他们的背景，好吧，是的，说他们有你知道的样子
+have a CS degree they're interested in imaging so they're like technical but
+拥有计算机科学学位，他们对成像感兴趣，所以他们喜欢技术，但
+they haven't done anything in particular like in this field okay so so what I
+他们没有在这个领域做过任何特别的事情，所以我
+would advise is to look so I think in particular when you think about the US I
+我的建议是看看，特别是当你想到美国时，我认为
+think some of the cool things that came out of image in image processing in the
+想想图像处理中图像中出现的一些很酷的东西
+last couple of years were from UCLA so if you look at some of the idea applied
+过去几年来自加州大学洛杉矶分校，所以如果你看看其中应用的一些想法
+math faculty there and some of the online lecture material or you know
+那里的数学教师和一些在线讲座材料或者你知道
+
+00:40
+00:40
+youtube videos of some of their talks I think that would be a good source to
+他们的一些演讲的 YouTube 视频我认为这将是一个很好的来源
+look at so I mean very classically names are Stan oh sure Andreea patottie I
+看看，我的意思是非常经典的名字是斯坦哦当然安德烈亚·帕蒂蒂我
+mentioned Malik Pomona Stephano SWAT oh there are lots of people there is not a
+提到 Malik Pomona Stephano SWAT 哦，有很多人，没有一个
+name is Casey I can tell you beer yeah a few more things afterwards but I think
+我的名字是凯西，我可以告诉你啤酒，是的，之后还有一些事情，但我想
+just to look for mathematical approaches to image processing I think it would be
+只是为了寻找图像处理的数学方法，我认为这将是
+the first thing I would do there are very good introductory books to look at
+我要做的第一件事就是看一些非常好的入门书籍
+that explain a bit of the basics great but yeah I would first start reading a
+这解释了一些基础知识，很好，但是是的，我首先要开始阅读
+little bit in these more general foundational books and then I think just
+这些更一般的基础书籍中的一些内容然后我想
+citing from that you immediately come go
+引用你立即来去
+
+00:41
+00:41
+to the you know more modern recent years research I think that would be a that
+就你所知，近年来更现代的研究，我认为这将是
+would be a good way just not you can catch up to you maybe or apply here
+这将是一个好方法，只是你可能找不到你或在这里申请
+awesome well thank you so much thanks for making time yeah thanks you
+太棒了，非常感谢您抽出时间，是的，谢谢您

files/ycombinator_X6ndbpY2TYI.txt

@@ -0,0 +1,877 @@
+
+00:00
+00:00
+today we have Adam coats here for an interview Adam you run the AI lab at Baidu
+今天我们有 Adam Coats 接受采访 Adam 你在百度负责人工智能实验室
+in Silicon Valley could you just give us a quick intro and explain what Baidu is
+在硅谷，您能给我们简单介绍一下并解释一下什么是百度吗？
+for people who don't know yeah so Baidu is actually the largest search engine in
+对于那些不知道的人来说，是的，百度实际上是最大的搜索引擎
+China so it turns out the internet ecosystem in China is incredibly dynamic
+中国 事实证明中国的互联网生态系统非常活跃
+environment and so Baidu I think sort of turned out to be an early technology
+环境等等，我认为百度是一种早期的技术
+leader and really established itself in PC search but then also has sort of
+领导者并真正在 PC 搜索领域确立了自己的地位，但随后也有一些
+remade itself in the mobile revolution and increasingly today is becoming an AI
+在移动革命中重塑自我，如今越来越多地成为人工智能
+company recognizing the value of AI for a whole bunch of different applications
+公司认识到人工智能对于各种不同应用的价值
+not just search okay and so yet what do you do exactly
+不仅仅是搜索，那么你具体做什么
+so I'm the director of the Silicon Valley AI lab which is one of four labs
+所以我是硅谷人工智能实验室的主任，这是四个实验室之一
+within Baidu research so especially is Baidu is becoming an AI
+在百度研究中，尤其是百度正在成为人工智能
+company the need for a team to sort of be on the bleeding edge and understand
+公司需要一个团队处于前沿并理解
+
+00:01
+00:01
+all of the current research be able to do a lot of basic research ourselves but
+目前所有的研究我们自己都能够做很多基础研究但是
+also figure out how we can translate that into business and product impact
+还弄清楚我们如何将其转化为业务和产品影响
+for the company that's increasingly critical so that's what Baidu research
+对于越来越重要的公司来说，这就是百度研究的内容
+is here for and the AI lab in particular we kind of founded recognizing how
+是为了人工智能实验室，特别是我们建立的人工智能实验室，认识到如何
+extreme this problem was about to get so I think the deep learning research and
+这个问题即将变得极端，所以我认为深度学习研究和
+AI research right now is flying forward so rapidly that the need for teams to be
+目前人工智能研究飞速发展，团队需要
+able to both understand that research but also quickly translate it into
+既能够理解该研究，又能快速将其转化为
+something that businesses and products can use is more critical than ever so we
+企业和产品可以使用的东西比以往任何时候都更加重要，因此我们
+founded the AI lab to try to close that gap and help the company move faster and
+成立了人工智能实验室，试图缩小这一差距并帮助公司更快地发展
+so then how do you break up your time in between like doing basic research for
+那么你如何分配你的时间，比如做基础研究
+around AI and actually implementing like
+围绕人工智能并实际实施
+bringing it forward to a product there's no hard and fast rule to this I think
+我认为将其转化为产品没有硬性规定
+
+00:02
+00:02
+one of the things that we try to to repeat to ourselves every day is that
+我们每天试图对自己重复的事情之一是
+we're mission oriented so the mission of the AI lab is is precisely to create AI
+我们以使命为导向，因此人工智能实验室的使命正是创造人工智能
+technologies that can have a significant impact on at least 100 million people
+可以对至少 1 亿人产生重大影响的技术
+we chose this to sort of keep bringing ourselves back to to the sort of final
+我们选择这个是为了让自己回到最终的状态
+goal that we want all the research we do to ultimately ends up in the hands of
+我们希望我们所做的所有研究最终都落到
+users and so sometimes that means that we spot something that that needs to
+用户，所以有时这意味着我们发现一些需要
+happen in the world to really change technology for the better and to help I
+世界上发生的事情真正使技术变得更好并帮助我
+do but no one knows how to solve it and there's a basic research problem there
+做了，但没有人知道如何解决，并且存在一个基础研究问题
+that someone has to tackle and so will will sort of go back to our visionary
+有人必须解决这个问题，所以会回到我们的远见卓识
+stance and think about the long term and invest in research and then as we have
+立场并思考长期并投资于研究，然后就像我们一样
+success there we shift back to to the other foot and take responsibility for
+在那里取得成功，我们回到另一只脚并承担责任
+carrying all of that to a real application and making sure we don't
+将所有这些带到真正的应用程序中并确保我们不会
+
+00:03
+00:03
+just solve the 90% that you might put in say your research paper but we also
+只需解决您可能放入研究论文中的 90%，但我们也
+solve the last the last mile we get to the 99.9 percent so maybe maybe the best
+解决最后一英里，我们达到 99.9%，所以也许是最好的
+way to do this then is to just explain like something that's started with
+那么做到这一点的方法就是像开头那样解释
+research here and how that's been brought on to like a full on product
+在这里进行研究以及如何将其变成完整的产品
+that exists so I'll give you an example we we've spent a ton of time on speech
+那是存在的，所以我给你举个例子，我们在演讲上花了很多时间
+recognition so speech recognition you years ago as one of these technologies
+识别所以语音识别你几年前就作为这些技术之一
+that always felt pretty good but not good enough and so traditionally speech
+总是感觉不错，但还不够好，所以传统的演讲
+recognition systems have been heavily optimized for things like mobile search
+识别系统已针对移动搜索等进行了大幅优化
+so if you hold your phone up close to your mouth
+所以如果你把手机靠近嘴
+and you say a short area you made non-human voice exactly the systems
+你说你在系统中发出了非人类声音的一小段区域
+could figure it out and they're getting quite good I think you know the speech
+能弄清楚并且他们做得很好我想你知道这个演讲
+engine that we've built it by do called deep speech it's actually super human
+我们建造的引擎叫做深度语音，它实际上是超级人类
+for these short queries because you have
+对于这些简短的查询，因为你有
+
+00:04
+00:04
+no context people can have thick accents so that speech engine actually started
+没有上下文的人可以有浓重的口音，以便语音引擎真正启动
+out as a basic research project we looked at this problem we said gosh what
+作为一个基础研究项目，我们研究了这个问题，我们说天哪
+would happen if speech recognition were human level for every product you ever
+如果您所使用的每一款产品的语音识别都达到人类水平，就会发生这种情况
+used so whether you're in your home or in your car or you pick up your phone
+无论您是在家里、在车里还是拿起手机，都可以使用
+whether you hold your phone up close or hold it away if I'm in the kitchen and
+如果我在厨房，你是否将手机靠近或拿开
+my toddler is you know yelling at me can I still use a speech interface
+我的孩子对我大喊大叫，我还能使用语音界面吗
+could it work as well as a human being understands us and so then how do you do
+它能像人类理解我们一样有效吗？那么你该怎么做？
+that what is the basic research that moved it forward to put it in a place
+是什么基础研究推动了它的发展并把它放在一个地方
+that it's useful so we have the hypothesis that maybe the thing holding
+它是有用的，所以我们假设可能持有的东西
+back a lot of the progress in speech is actually just scale maybe if we took
+言语上的很多进步实际上只是规模，也许如果我们采取
+some of the same basic ideas we could see in the research literature already
+我们已经在研究文献中看到了一些相同的基本想法
+and scaled them way up put in a lot more data invested a lot of time in solving
+并扩大规模，投入更多数据，投入大量时间来解决问题
+computational problems and built a much larger neural network than anyone had
+计算问题并建立了比任何人都大得多的神经网络
+been building before for this problem we
+我们之前一直在为这个问题构建
+
+00:05
+00:05
+could just get better performance and lo and behold with with a lot of effort we
+可以得到更好的表现，你瞧，我们付出了很多努力
+ended up with this pretty amazing speech recognition model like I said in
+最终得到了这个非常惊人的语音识别模型，就像我在
+Mandarin at least is actually super human you can actually sit there and
+普通话至少实际上是超级人类，你实际上可以坐在那里
+listen to a voice query that someone is trying out and you'll have native
+聆听某人正在尝试的语音查询，您将获得本机语音查询
+speakers sitting around debating with each other wondering what the heck the
+演讲者围坐在一起争论，想知道到底是什么
+person is saying Wow and then the speech
+人们说哇，然后演讲
+engine will give an answer and everybody goes oh that's what it was because it's
+引擎会给出答案，每个人都会说哦，就是这样，因为它是
+just such a thick accent from perhaps someone in rural China how much how much
+这么浓重的口音也许是来自中国农村的人 多少多少
+data do you have to give it to train it you know to train it on a new line
+您是否必须提供数据来训练它您知道要在新线路上训练它
+because I think on the site I saw it was English and Mandarin yeah like if I
+因为我想在网站上我看到的是英语和普通话是的，就像我
+wanted German how much would I have to give it so one of the big challenges for
+想要德语，我需要付出多少，所以这是我面临的最大挑战之一
+these things is that they need a ton of data so our English system uses like 10
+这些事情是他们需要大量的数据，所以我们的英语系统使用大约 10
+to 20,000 hours of audio the Mandarin systems are using even more for four-top
+普通话系统使用的音频时间甚至超过 20,000 小时，用于四顶
+
+00:06
+00:06
+and products so this certainly means that the technologies at a state where
+和产品，所以这当然意味着技术处于这样的状态
+to get that superhuman performance you've got to really care about it so so
+为了获得超人的表现，你必须真正关心它
+for Baidu voice search maps things like that that our flagship products we can
+对于百度语音搜索地图之类的东西我们的旗舰产品我们可以
+put in the capital and the effort to do that but it's also one of the exciting
+投入资本和努力来做到这一点，但这也是令人兴奋的事情之一
+things going forward in the basic research that we think about is how do
+我们思考的基础研究未来的事情是如何做
+we get around that how can we develop machine learning systems that get you
+我们解决了如何开发机器学习系统来帮助您解决这个问题
+human performance on every product and do it with a lot less data so what I was
+人类在每种产品上的表现，并且用更少的数据来做到这一点，所以我是这样的
+wondering then like did you see that Lyrebird thing that was floating around
+想知道你有没有看到那个漂浮在周围的琴鸟
+the event this week okay they claim that they don't need all that much time all
+本周的活动还好，他们声称他们不需要那么多时间
+that much data audio data to emulate your voice or similar
+那么多数据音频数据来模拟你的声音或类似的声音
+whatever they call you guys have a similar project going on right that's
+不管他们怎么称呼你们，你们都有一个类似的项目正在进行，那就是
+right yeah we're working on Texas why can they achieve that with less data I
+是的，我们正在德克萨斯州工作，为什么他们可以用更少的数据实现这一目标？
+think the the technical challenge behind all of this is there's sort of two
+我认为这一切背后的技术挑战有两个
+things that we can do one is to try to share data across many applications so
+我们可以做的一件事就是尝试在许多应用程序之间共享数据，以便
+
+00:07
+00:07
+to take text-to-speech is one example if I learn to mimic lots of different
+如果我学会模仿许多不同的语言，那么将文本转语音就是一个例子
+voices and then you give me the 1000 and first voice you hope that the first
+声音，然后你给我 1000 个声音，你希望第一个
+thousand taught you virtually everything
+千教你几乎一切
+you need to know about language and that
+你需要了解语言
+what's left is really some idiosyncratic change that you could learn from very
+剩下的确实是一些特殊的变化，你可以从中学习
+little data so that's one possibility the other side of it is that a lot of
+数据很少，所以这是一种可能性，另一方面是很多
+these systems this is much more important for things like speech
+这些系统对于语音等事物来说更为重要
+recognition that we were talking about is we want to move from using supervised
+我们所讨论的认识是我们希望不再使用监督
+learning where a human being has to give you the correct answer in order for you
+了解人们必须在哪里给你正确的答案才能为你服务
+to train your neural network but move to
+训练你的神经网络，但转向
+unsupervised learning where I could just
+无监督学习，我可以
+give you a lot of raw audio and have you learn the mechanics of speech before I
+在我之前给你很多原始音频并让你学习语音机制
+ask you to learn a new language and hopefully that can also bring down the
+要求你学习一门新语言，希望这也能降低
+amount of data that we need and so then on the technical side like could you
+我们需要的数据量，那么在技术方面，你可以吗
+give us just a yeah somewhat of an overview of how that actually works like
+让我们大致了解一下它的实际工作原理
+
+00:08
+00:08
+how how do you process a voice for text-to-speech let's do both actually
+如何处理文本到语音的语音 让我们实际执行这两个操作
+because I'm super interested right so closely let you start with yeah let's
+因为我非常感兴趣，所以非常密切让你从“是的，让我们”开始
+start with speech recognition before we go and train a speech system what we
+在我们开始训练语音系统之前，先从语音识别开始
+have to do is collect a whole bunch of audio clips so for example if we wanted
+要做的就是收集一大堆音频剪辑，例如如果我们想要
+to build a new voice search engine I would need to get lots of examples of
+要构建一个新的语音搜索引擎，我需要获得很多示例
+people speaking to me giving me little voice queries and then I actually need
+人们对我说话时很少向我询问语音问题，然后我实际上需要
+human annotators or I need some kind of system that can give me ground truth
+人类注释者或者我需要某种可以给我基本事实的系统
+that can tell me for a given audio clip what was the correct transcription and
+它可以告诉我对于给定的音频剪辑，正确的转录是什么
+so once you've done that you can ask a deep learning algorithm to learn the
+所以一旦你完成了，你就可以要求深度学习算法来学习
+function that predicts the correct text transcript from the audio clip so
+从音频剪辑中预测正确文本转录的函数
+this is this is called supervised learning
+这就是所谓的监督学习
+it's an incredibly successful framework we're really good with with this for
+这是一个非常成功的框架，我们对此非常擅长
+
+00:09
+00:09
+lots of different applications but the big challenge there is those labels that
+有很多不同的应用程序，但最大的挑战是那些标签
+someone has to be able to sit there and give you say ten thousand hours worth of
+必须有人能够坐在那里给你说一万个小时的时间
+labels which can be really expensive so how does it actually recognize what is a
+标签可能非常昂贵，那么它如何真正识别什么是
+software doing to recognize the intonation of the word well
+软件可以很好地识别单词的语调
+traditionally what you would have to do is break these problems down into lots
+传统上你要做的就是把这些问题分解成很多
+of different stages so I as a speech recognition expert would sit down and I
+不同的阶段，所以我作为语音识别专家会坐下来，我
+would think a lot about what are the mechanics of this language so for for
+会思考很多关于这种语言的机制是什么，所以对于
+Chinese you would have to think about tonality and how to break up all the
+在中文中，你必须考虑调性以及如何分解所有的音调。
+different sounds into some intermediate representation and then you would need
+不同的声音转化为某种中间表示，然后你需要
+some sophisticated piece of software we called a decoder that goes through and
+一些复杂的软件，我们称之为解码器，它可以通过
+tries to map that sequence of sounds to possible words that it might represent
+尝试将声音序列映射到它可能代表的可能单词
+and so you have all these different pieces and you'd have to engineer each
+所以你有所有这些不同的部分，你必须对每个部分进行设计
+
+00:10
+00:10
+one often with its own expert knowledge but deep speech and all of the new deep
+一个人往往拥有自己的专业知识，但演讲深刻，并且拥有所有新的深刻见解
+learning systems we're seeing now try to solve this in one fell swoop so the
+我们现在看到的学习系统试图一举解决这个问题，所以
+really the answer to your question is kind of the vacuous one which is that
+事实上，你的问题的答案有点空洞，那就是
+once you give me the audio clips and the characters that it needs to output a
+一旦你给我音频剪辑和输出所需的字符
+deep learning algorithm can actually just learn to predict those characters
+深度学习算法实际上可以学习预测这些字符
+directly and in the past it always looked like there was some fundamental
+直接地，在过去，看起来总是有一些基本的东西
+problem that maybe we could never escape this need for these hand engineered
+问题是我们可能永远无法逃避对这些手工设计的需求
+representations but it turns out that once you have enough data all of those
+但事实证明，一旦你有了足够的数据，所有这些
+things go away and so where where did your data come from like 10,000 hours of
+一切都消失了，那么你的数据从哪里来，比如 10,000 小时的数据？
+audio we actually do a lot of clever tricks in English where we don't have a
+实际上，我们用英语做了很多巧妙的技巧，但我们没有
+lot of a large number of English language products so for example it
+很多大量的英语产品，例如
+turns out that if you go onto say a crowdsourcing service you can hire
+事实证明，如果你继续说众包服务，你可以雇用
+people very cheaply to just read books to you and
+人们非常便宜地只是读书给你听
+
+00:11
+00:11
+it it's not the same as the kinds of audio that we hear in real applications
+它与我们在实际应用中听到的音频类型不同
+but it's enough to teach a speech system all about you know liaisons between
+但这足以教授一个语音系统所有关于你知道之间的联系
+words and you get some speaker variation and you hear strange vocabulary where
+单词，你会得到一些说话者的变化，你会听到奇怪的词汇
+English spelling is totally ridiculous and in the past you would hand engineer
+英语拼写完全是荒谬的，在过去你会手工设计
+these things you'd say well I've never heard that word before so I'm going to
+这些事情你会说得很好，我以前从未听过这个词，所以我要
+bake the pronunciation into my speech engine but now it's all data driven so
+将发音烘焙到我的语音引擎中，但现在都是数据驱动的，所以
+if I hear enough of these unusual words you see these neural networks actually
+如果我听够了这些不寻常的词，你实际上会看到这些神经网络
+learn to spell on their own even considering all the weird exceptions of
+即使考虑到所有奇怪的例外，也要学会自己拼写
+English interesting and you have the input right because I've heard of people
+英语很有趣，你的输入是正确的，因为我听说过有人
+doing it with like a YouTube video but then you need a caption as well with the
+就像 YouTube 视频一样，但是你还需要一个标题
+audio so it's twice as much if not more work interesting and so then what about
+音频，所以它的两倍，如果不是更多的工作有趣，那么呢
+the other way around how does that work on the technical side right so that's
+反过来说，这在技术方面是如何运作的，所以这就是
+one of the really kind of cool parts of deep learning right now is that a lot of
+目前深度学习最酷的部分之一是，很多
+
+00:12
+00:12
+these insights about what works in one domain keep transferring to other
+这些关于在一个领域有效的见解不断转移到其他领域
+domains so with text-to-speech you could see a lot of the same practices so you
+领域，因此通过文本转语音，您可以看到很多相同的做法，因此您
+would see that a lot of systems were hand engineered combinations of many
+会看到很多系统都是手工设计的许多系统的组合
+different modules and each module would have its own set of machine learning
+不同的模块，每个模块都有自己的一套机器学习
+algorithms with its own little tricks and so one of the things that our team
+算法有自己的小技巧，所以我们团队所做的事情之一
+did recently with a piece of work that we're calling deep voice was to just ask
+最近做的一项我们称之为“深声”的工作就是问
+what if I rewrote all of those modules using deep learning for every single one
+如果我对每个模块都使用深度学习重写所有这些模块会怎样？
+to not put them all together just yet but even just ask can deep learning
+暂时还没有把它们全部放在一起，但即使只是问一下深度学习也可以
+solve all of these adequately to to get a good speech system interrupt the
+充分解决所有这些问题以获得良好的语音系统
+answer is yes that you can basically abandon most of this specialized
+答案是肯定的，你基本上可以放弃大部分这个专业
+knowledge in order to to build all of the subsequent modules and in more
+知识，以便构建所有后续模块以及更多内容
+recent research that's in the deep learning community is seeing that of
+深度学习社区最近的研究发现
+course everyone is now figuring out how to make these things work end to end
+当然，每个人现在都在弄清楚如何使这些东西端到端地工作
+
+00:13
+00:13
+they're all data driven and that's the same story we saw for for deep speech so
+它们都是数据驱动的，这与我们在深度演讲中看到的故事是一样的，所以
+we're really excited about that that's a while and so do you have a team just
+我们对此感到非常兴奋，那么你们有一个团队吗？
+dedicated to parsing like research coming out of universities and then figuring
+致力于解析来自大学的研究，然后计算
+how to apply it are you testing everything that comes out it's a bit of
+如何应用它你测试了所有出来的东西吗？
+a mix is definitely our role to not only think about AI research but to think
+混合绝对是我们的角色，不仅要考虑人工智能研究，还要思考
+about AI products and how to get these things to impact I think there is
+关于人工智能产品以及如何让这些东西产生影响，我认为有
+clearly so much a I research happening that it's impossible to to look through
+显然，我的研究发生了太多，以至于无法查看
+everything but one of the big challenges right now is to not just digest
+除了目前最大的挑战之一之外，一切都不仅仅是消化
+everything but to identify the things that are truly important so what's like
+除了确定真正重要的事情之外，什么都可以
+a looks like a ninety million person product that's a sure like element well
+看起来像一个九千万人的产品，这肯定是一个相似的元素
+the speech recognition we chose because we felt in aggregate it had that
+我们选择语音识别是因为我们总体感觉它具有以下特点
+potential so as we have the next wave of AI products I think we're going to move
+潜力，因此当我们拥有下一波人工智能产品时，我认为我们将会采取行动
+
+00:14
+00:14
+from these sort of bolted on AI features to really immersive AI products so if
+从这些附加的人工智能功能到真正身临其境的人工智能产品，所以如果
+you look at how keyboards were designed you know a few years ago for for your
+你看看几年前你知道的键盘是如何设计的
+phone you see that everybody just bolted
+打电话你看到每个人都逃跑了
+on a microphone and they hooked it up to their speech API and then that was fine
+他们将其连接到他们的语音 API，然后就可以了
+for for that level of technology but as the technology is getting better and
+对于那种技术水平，但随着技术变得越来越好
+better we can now start putting speech up front we can actually build a voice
+更好的是，我们现在可以开始将语音放在前面，我们实际上可以构建一个声音
+first keyboard so it's actually something we've been prototyping in the
+第一个键盘，所以它实际上是我们一直在制作原型的东西
+AI lab we act you can actually download this for your Android phone so it's
+AI 实验室，我们认为您实际上可以将其下载到您的 Android 手机上，所以它
+called puck type in case anybody wants to try it yeah but is remarkable how
+称为冰球类型，以防有人想尝试，是的，但是很引人注目
+much it changes your habits I use it all the time and I never thought I would do
+它会改变你的习惯，我一直在使用它，但我从未想过我会这样做
+that and so it emphasized to me why the AI lab is here that we can sort of
+这向我强调了为什么人工智能实验室在这里，我们可以
+discover these changes in user habits we can understand how speech recognition
+发现用户习惯的这些变化我们就能了解语音识别是如何进行的
+
+00:15
+00:15
+can impact people much more deeply than it could when it was just bolted onto a
+与刚刚用螺栓固定在墙上时相比，它可以对人们产生更深远的影响
+product and that sort of Spurs us on to start looking at the full range of
+产品之类的东西促使我们开始寻找全系列的产品
+speech problems that we have to solve to get you away from this sort of close
+为了让你远离这种亲密关系，我们必须解决言语问题
+talking voice search scenario and to one where I can just talk to my phone or
+说话的语音搜索场景以及我可以只与我的手机交谈或
+talk to a device and have it always work so as you'd like you know given this to
+与设备交谈并让它始终工作，以便您希望知道这一点
+a bunch of users I assume and gotten their feedback have you been surprised
+我假设有一群用户并收到了他们的反馈，你是否感到惊讶
+with the IKE voice as in I know lots of people talk about it some
+用 IKE 的声音，如我知道很多人都在谈论它
+people say like it doesn't really make sense you know for example you see like
+人们说这并没有什么意义，你知道，例如你看到的
+Apple transcribing voicemails now are there certain use cases where you've
+Apple 转录语音邮件现在是否存在某些用例？
+been surprised at how effective it is and now there's where you're like I
+对它的效果感到惊讶，现在你就像我一样
+don't know if this will ever play out you know I think you know the really
+不知道这是否会发生你知道我想你知道真正的
+obvious ones like texting seem to be the most popular I think the feedback that
+像发短信这样明显的问题似乎是最受欢迎的，我认为反馈是
+is maybe the most fun for me is for when people with thick accents post a review
+对我来说最有趣的可能是当口音很重的人发表评论时
+they say oh I have this like you know crazy accent I grew up with and nothing
+他们说哦，我有这种就像你知道的疯狂口音，我从小就带着这种口音，什么也没有
+
+00:16
+00:16
+works for me but I try I tried this new keyboard and it works amazingly well I
+对我有用，但我尝试了这个新键盘，它工作得非常好我
+have a friend who has a thick Italian accent and he complains all the time
+有一个意大利口音很重的朋友，他总是抱怨
+that nothing works and and all of this stuff now works for
+没有任何效果，而所有这些东西现在都适用
+four different accents because it's all data-driven we don't have to think about
+四种不同的口音，因为这都是数据驱动的，我们不必考虑
+how we're going to serve all these different users if they're represented
+如果有代表，我们将如何为所有这些不同的用户提供服务
+in the data sets and we get some transcriptions we can actually serve
+在数据集中，我们得到了一些我们实际上可以提供的转录
+them in a way that really wasn't possible when we were trying to do it
+以一种我们尝试时确实不可能的方式
+all by hand that's fantastic and have you got it like through the whole system
+全部由手工完成，这太棒了，您是否通过整个系统获得了它
+in other words like if I want to give myself you know an Italian American
+换句话说，如果我想给自己一个意大利裔美国人
+accent what can I do that yet with Baidu
+重音我能用百度做什么呢
+we can't do that yet with our TTS engine but it is definitely on the way okay
+我们的 TTS 引擎还无法做到这一点，但它肯定已经在路上了，好吧
+cool so what else was on the way what are you researching what products are
+很酷，那么您正在研究什么产品呢？
+you working on what's coming to speech and text-to-speech I think these are
+你正在研究语音和文本转语音的内容，我认为这些是
+part of a big effort to make this next generation of AI products really fly
+这是让下一代人工智能产品真正飞起来所做的巨大努力的一部分
+once text to speech and speech are your primary interface to a new device they
+一旦文本到语音和语音成为您与新设备的主要界面，它们
+
+00:17
+00:17
+have to be amazingly good and after work for everybody and so I think there's
+下班后对每个人来说都必须非常好，所以我认为
+actually still quite a bit of room to run on those topics not just making it
+实际上，在这些主题上还有相当大的运行空间，而不仅仅是制作它
+work for a narrow domain but making it work for for really the full breadth of
+适用于狭窄的领域，但使其适用于真正广泛的领域
+what humans can do do you see a world where you can run this stuff locally or
+人类能做什么，你看到一个可以在本地运行这些东西的世界吗？
+will they always be calling anything yeah I think it's definitely going to
+他们会一直打电话吗 是的，我想肯定会的
+happen one kind of funny thing is that if you look at folks who maybe have a
+发生一件有趣的事情是，如果你看看那些可能有
+lot less technical knowledge and don't really have the sort of instinct to
+技术知识少得多，而且没有真正的本能
+think through how a piece of technology is working on the back end I think the
+思考一项技术如何在后端工作我认为
+the response to a lot of AI analogies now because they're reaching
+现在对许多人工智能类比的反应是因为它们正在达到
+this sort of uncanny valley is that we often respond to them as though they're
+这种恐怖谷是我们经常对他们做出反应，就好像他们是
+sort of human and and that sets the bar really high our expectations for for how
+有点人性，这为我们设定了很高的期望
+delightful a product should be is now being set by our interactions with
+一个产品应该是令人愉快的，现在是通过我们与
+people and one of the things we discovered as we were translating deep
+我们在深入翻译时发现的人和事物之一
+
+00:18
+00:18
+speech into a production system was that latency is a huge part of that
+语音进入生产系统的原因是延迟是其中很大一部分
+experience that the difference between 50 or 100 milliseconds of latency and
+体验 50 或 100 毫秒的延迟和
+200 milliseconds of latency is actually quite perceptible and it really anything
+200 毫秒的延迟实际上是可以察觉的，而且确实很重要
+we can do to bring that down actually affects user experience quite a bit we
+我们可以做的就是降低它实际上会影响用户体验
+actually did a combination of research production hacking working with product
+实际上将研究生产黑客与产品结合起来
+teams thinking through how to make all of that work and that's a big part of
+团队思考如何使所有这些工作发挥作用，这是很重要的一部分
+this sort of translation process that we're here for that's very cool and so
+我们来这里的这种翻译过程非常酷，所以
+you know what happens on the technical side to make it run faster so when we
+你知道技术方面会发生什么才能使它运行得更快，所以当我们
+first started like the basic research for for deep speech like like all
+首先开始像所有深度语音的基础研究一样
+research papers you know we choose the model that gets the best benchmark score
+您知道的研究论文我们选择获得最佳基准分数的模型
+which turns out to be horribly impractical or we're putting on line and
+事实证明这是非常不切实际的，或者我们正在上线并且
+and so after sort of the initial research results team sat down with just
+因此，在初步研究结果出来后，团队坐下来讨论了
+
+00:19
+00:19
+a set of what you might think of as product requirements and started
+一组您可能认为是产品需求的内���并开始
+thinking through the what kinds of neural network models will allow us to
+思考什么样的神经网络模型将使我们能够
+get the same performance but don't require so much sort of future context
+获得相同的性能，但不需要太多的未来上下文
+they don't have to listen to the entire audio clip before they can give you a
+他们不必听完整个音频片段就可以给你一个
+really high accuracy response so kind of doing that like you know the language
+非常准确的响应，就像您了解该语言一样
+prediction stuff like the opening I guys
+预测诸如开场之类的东西
+we're doing with the Amazon reviews like predicting what's coming next maybe not
+我们正在利用亚马逊的评论来预测接下来会发生什么，也许不会
+even predicting what's coming next but one thing that humans do without
+甚至可以预测接下来会发生什么，但人类却做不到这一点
+thinking about it is if if I misunderstand a word that you said to me
+想想是不是我误解了你对我说的一句话
+and then a couple of words later I pick up context that disambiguates it
+然后几句话之后我就找到了消除歧义的上下文
+I actually don't skip a beat I just understand that as one long stream and
+实际上我不会跳过任何一个节拍，我只是将其理解为一个长流并且
+so one of the ways that our speech systems would do this is that they would
+所以我们的语音系统做到这一点的方法之一是
+listen to the entire audio clip first process it all in one fell swoop and
+首先听整个音频剪辑，一口气处理完所有内容，然后
+then give you a final answer and that works great for getting the highest
+然后给你一个最终答案，这对于获得最高分数非常有用
+
+00:20
+00:20
+accuracy but it doesn't work so great for a product where you need to give a
+准确性，但对于需要提供准确度的产品来说，它的效果不太好
+response online give people some feedback that lets them know that you're
+在线回复 给人们一些反馈，让他们知道你
+listening and so you need to alter the neural network so that tries to give you
+倾听，所以你需要改变神经网络，以便尝试给你
+a really good answer using only what it's heard so far but can then update it
+一个非常好的答案，仅使用到目前为止所听到的内容，但可以更新它
+very quickly as it gets more contacts so I've noticed over the past few years
+很快，因为它有了更多的接触，所以我在过去几年注意到
+people have like gotten quite good at structuring sentences so Syria
+人们已经非常擅长构建句子，所以叙利亚
+understands them hmm you know they put like the noun in the
+理解他们，嗯，你知道他们把名词放在
+correct position so it like feeds back to data correctly I found this when I
+正确的位置，这样它就可以正确地反馈数据，当我
+was traveling like I was using a Google Translate and I after like one day
+就像我在使用谷歌翻译一样旅行，有一天我
+recognized that I couldn't give it a sentence but if I gave it a noun I could
+认识到我不能给它一个句子，但如果我给它一个名词，我就可以
+just show it to someone and like if I just show like you know bread it will
+只要把它展示给某人，就像我只要展示得像你知道面包一样
+translate it perfectly and give it do you find that like we're going to have
+完美地翻译它并给它你是否发现就像我们将要拥有的那样
+to slightly adapt how we communicate with machines or your goal is to
+稍微调整我们与机器通信的方式或者您的目标是
+communicate like perfectly as we would I really want it to be human level and I
+就像我们希望的那样完美地沟通，我真的希望它达到人类的水平，我
+
+00:21
+00:21
+don't see a serious barrier to getting there at least for really high valued
+至少对于真正高价值的人来说，不存在严重的障碍
+applications I think there's a lot more research to do but I I sincerely think
+应用程序 我认为还有很多研究要做，但我真诚地认为
+there's a chance that over the next few years we're going to regard speech
+未来几年我们有可能会重视言论
+recognition as a solved problem that's very cool so what what are the really
+承认问题已解决，这非常酷，那么真正的问题是什么
+hard things happening right now like what are you not sure if it'll work
+现在正在发生困难的事情，比如你不确定它是否会起作用
+so I think we were talking earlier about getting all this data so I problems
+所以我想我们之前讨论过获取所有这些数据所以我遇到了问题
+where we can just get gobs of labeled data I think we've got a little bit more
+我们可以在其中获得大量标记数据 我认为我们还有更多
+room to run there but we can certainly solve those kinds of applications but
+那里有运行的空间，但我们当然可以解决这些类型的应用程序，但是
+there's a huge range of what humans are able to do often without thinking that
+人类经常可以做很多事情，而无需考虑
+current speech engines just don't handle we can deal with crosstalk and a lot of
+当前的语音引擎无法处理我们可以处理串扰和很多
+background noise if you talk to me from the other side of a room even if there's
+如果你在房间的另一边跟我说话，即使有背景噪音
+a lot of reverberation and things going on it usually doesn't bother anybody
+很多混响和发生的事情通常不会打扰任何人
+that much and yet current speech systems often have a really hard time with this
+这么多，但当前的语音系统通常很难做到这一点
+
+00:22
+00:22
+but for the next generation of AI products they're going to need to handle
+但对于下一代人工智能产品，他们需要处理
+all of this and so a lot of the research that we're doing now is folk
+所有这一切以及我们现在正在进行的很多研究都是民间的
+just on trying to go after all of those other things how do I handle people who
+只是在尝试追求所有其他事情时，我如何处理那些
+are talking over each other or handle multiple speakers who are having a
+正在互相交谈或处理多个有问题的发言者
+conversation very casually how do i transcribe things that have very long
+非常随意的谈话 我如何转录很长的内容
+structure to them like a lecture where over the course of the lecture I might
+对他们来说就像一场讲座，在讲座过程中我可能会
+realize I misunderstood something or a little bit of jargon gets spelled
+意识到我误解了某些东西或拼写了一些行话
+out for me and now I need to go and transcribe it so this is one place where
+为我准备好了，现在我需要去转录它，所以这是一个地方
+our ability to innovate on products is actually really useful we've just
+我们的产品创新能力实际上非常有用，我们刚刚
+launched recently a product vision called swift scribe to help
+最近推出了名为 swift scribe 的产品愿景来提供帮助
+transcriptionist be much more efficient and that's targeted at understanding all
+转录员的效率要高得多，目标是理解所有内容
+of these scenarios where the world wants
+世界想要的这些场景
+this long form transcription we have all
+这个长形式的转录我们都有
+of these conversations that we're having that are just sort of lost and we wish
+我们正在进行的这些对话有点迷失，我们希望
+
+00:23
+00:23
+we had written down but it's just too expensive to transcribe all of it for
+我们已经写下来了，但是将其全部转录起来太昂贵了
+for every day application so do um so in terms of emulating someone's voice do
+对于日常应用程序来说，嗯，就模仿某人的声音而言，这样做
+you have any concerns for faking it because I did you see the the face
+你担心假装，因为我确实看到了那张脸
+simulation I forget the the researchers name so I'll link to it but you know
+模拟 我忘记了研究人员的名字，所以我会链接到它，但你知道
+what I'm talking about so essentially you can like feed it both
+我在说什么，所以本质上你可以同时喂它
+video and audio and you can recreate you know Adam talking do you have any
+视频和音频，你可以重新创建你知道亚当在说话，你有什么
+thoughts on like how we can prepare for that world you know I think in some
+关于我们如何为那个世界做准备的想法，你知道，我认为在某些方面
+sense this is a social question right I I think culturally we're all going to
+感觉这是一个社会问题，对吧，我认为从文化上来说，我们都会
+have to exercise a lot of critical thinking we've always had this problem
+必须运用大量的批判性思维，我们一直遇到这个问题
+in some sense that I can read an article that has someone's name on it and
+从某种意义上说，我可以阅读一篇带有某人名字的文章，并且
+notwithstanding understanding writing style I don't know for sure where that
+尽管了解写作风格，但我不确定它在哪里
+article came from and so I think we have habits for how to deal with that
+文章来自，所以我认为我们有如何处理这个问题的习惯
+scenario we we can be healthily skeptical and I think we're going to
+我们可以持健康的怀疑态度，我认为我们会
+
+00:24
+00:24
+have to come up with ways to adapt that to this sort of brave new world I think
+我认为必须想出办法使其适应这种勇敢的新世界
+those are big challenges coming up and I do think about them but I also think a
+这些都是即将到来的巨大挑战，我确实考虑过它们，但我也认为
+lot about just all the positives that that AI is going to have I you know I
+很多关于人工智能将带来的所有积极因素我你知道我
+don't talk about it too much like my mother actually has muscular dystrophy
+别说太多，就像我妈妈实际上患有肌肉萎缩���一样
+and so things like speech and language interfaces are just incredibly valuable
+因此，诸如语音和语言界面之类的东西非常有价值
+for for someone who cannot type on an iPad because the keys are too far apart
+适合因按键距离太远而无法在 iPad 上打字的人
+and so these are just all these like things that you don't really think about
+所以这些都是你没有真正考虑过的事情
+that that these technologies are going to address over the next few years and
+这些技术将在未来几年内解决这些问题
+on balance I know that we're going to have a lot of big challenges of like how
+总的来说，我知道我们将面临很多重大挑战，比如如何
+do we use these how do we as users adapt to all of the implications but I think
+我们是否使用这些，作为用户，我们如何适应所有的影响，但我认为
+we've done really well with this in the past and we're going to keep doing well
+我们过去在这方面做得非常好，并且我们将继续做得很好
+with it in the future so do you think we're a I will create new jobs for
+有了它，你认为我们将来会创造新的就业机会吗？
+
+00:25
+00:25
+people or will we all be like Mechanical Turk speeding ok I'm not sure I think
+人们还是我们都会像机械土耳其人一样超速行驶，好吧，我不确定我想
+this is this is something where you know the job turnover in the United States
+这是你了解美国工作流动率的地方
+every quarter is incredibly high it is actually shocking that the fraction of
+每个季度都令人难以置信的高，实际上令人震惊的是
+our workforce that quits one occupation and moves to another one is really high
+我们的劳动力退出一种职业并转向另一种职业的比例非常高
+I think it is clearly getting faster like we talked about this phenomenon
+我认为它明显变得更快，就像我们谈论这个现象一样
+within the AI lab here where the deep learning research is flying ahead so
+在人工智能实验室里，深度学习研究正在飞速发展，所以
+quickly that we're often remaking ourselves too to keep up with it and to
+很快我们也经常重塑自己以跟上它并
+make sure that we can keep innovating I think that might even be a little bit of
+确保我们能够不断创新 我认为这甚至可能是一点点
+a lesson for for everyone that continual learning is going to become more and
+给每个人一个教训：持续学习将会变得更加
+more important going forward yes so speaking of like what are you teaching
+更重要的是，是的，所以说你在教什么
+yourself so the robots don't take your job I don't think we're at risk of
+你自己，这样机器人就不会抢走你的工作，我认为我们没有风险
+robots taking our jobs right now I actually it's kind of interesting we
+机器人现在抢走了我们的工作 我实际上这很有趣
+
+00:26
+00:26
+thought a lot about like how does this change careers one thing that has been
+我思考了很多，比如这会如何改变职业生涯
+true in the past is that if you were to create a new research lab one of the
+过去的真实情况是，如果你要创建一个新的研究实验室，其中之一是
+first things you do is fill it with AI experts where they live and breathe AI
+你要做的第一件事就是让人工智能专家在这里生活和呼吸人工智能
+technology all day long I think that's really important I think for basic
+整天都在科技我认为这对于基本的我认为非常重要
+research you need that kind of specialization but because the field is
+研究你需要那种专业化，但因为这个领域是
+moving so quickly we also need a different kind of person now
+发展如此之快，我们现在也需要不同类型的人
+we also need people who are sort of chameleons who are these highly flexible
+我们还需要像变色龙一样高度灵活的人
+is that can understand and even contribute to a research project but can
+是可以理解甚至为研究项目做出贡献但可以
+also simultaneously shift to the other foot and think about how does this
+同时换到另一只脚并思考这是如何做到的
+interact with GPU hardware and a production system and how do I think
+与 GPU 硬件和生产系统交互，我是如何看待的
+about a product team and user experience because often product teams today can't
+关于产品团队和用户体验，因为当今的产品团队通常无法
+tell you what to change in your machine learning algorithm to make the user
+告诉你在你的机器学习算法中需要改变什么来吸引用户
+experience better it's very hard to quantify where it's falling off the edge
+体验更好，很难量化它在哪里下降
+
+00:27
+00:27
+and so you have to be able to think that through to change the algorithms you
+所以你必须能够思考这一点来改变你的算法
+also have to be able to look at the research community to think about what's
+还必须能够看看研究界来思考什么
+possible and what's coming and so there's a sort of amazing full-stack
+可能的以及即将发生的事情，所以有一种令人惊叹的全栈
+machine learning engineer that's starting to show up are they coming from
+开始出现的机器学习工程师是来自哪里
+like if I if I want to be that person what do I do
+就像如果我想成为那个人我该怎么办
+like now Sam you know eighteen they seem to be really hard to find right now
+就像现在山姆你知道十八个他们现在似乎很难找到
+leave it so in the AI library we really set ourselves to just creating them I
+把它留在人工智能库中，我们真的只需要创建它们我
+think this is sort of the way unicorns are that we have to find the first few
+我认为这就是独角兽的方式，我们必须找到前几个
+examples and see how exciting that is and then come up with a way for for
+示例并看看这是多么令人兴奋，然后想出一种方法
+people to to learn and become that sort of sort of professional actually one of
+人们实际上要学习并成为那种专业人士之一
+the cultural characteristics of our team is that we look for people who are
+我们团队的文化特征是我们寻找的是
+really self-directed and hungry to learn
+真正的自我导向和渴望学习
+that things are going so quickly we just can't guess what we're going to have to
+事情进展得太快，我们无法猜测我们将要做什么
+
+00:28
+00:28
+do in six months and having that sort of do-anything attitude saying well I'm
+六个月内做的事，并以那种做任何事的态度说，我是
+going to do research today and think about research papers but Wow once we
+今天要做研究并思考研究论文，但是一旦我们
+get some traction and the results are looking good we're going to take
+获得一些牵引力，结果看起来不错，我们将采取
+responsibility for getting this all the way to 100 million people that's a
+让这一切惠及一亿人的责任
+towering request of anyone on our team and the things that we find really help
+我们团队中任何人的高要求以及我们发现真正有帮助的事情
+everyone sort of connect to that and do really well with that is really
+每个人都对此有所联系并且做得很好
+self-directed and able to kind of deal with ambiguity and also really willing
+自我导向，能够处理歧义，并且非常愿意
+to learn a lot of stuff that isn't just AI research but is also stepping way
+学习很多东西，不仅仅是人工智能研究，而且也是迈出的一步
+outside of comfort zones and learning about GPUs and high-performance
+走出舒适区，学习 GPU 和高性能
+computing and learning about how a product manager thing
+计算和学习产品经理如何做事
+okay so this has been super helpful if if someone wanted to learn more about
+好的，如果有人想了解更多信息，这非常有帮助
+what you guys are working on or even just things that have been influential
+你们正在做什么，甚至只是有影响力的事情
+to you like what would you recommend they check out on the internet oh my
+你喜欢你推荐什么，他们在互联网上查看哦天哪
+
+00:29
+00:29
+goodness so I have to think about this for a second here I think the the stuff
+天哪，所以我必须在这里考虑一下，我认为这些东西
+that's actually been quite influential for me is actually like startup books I
+这实际上对我影响很大，就像我的创业书籍一样
+think especially with big companies it's easy to think of ourselves in silos of
+尤其是对于大公司来说，我们很容易认为自己处于孤岛之中
+having a single job one idea from the startup world that I think is really
+拥有一份工作，一个来自创业界的想法，我认为这确实是
+amazingly powerful is this idea that a huge fraction of what you're doing is
+这个想法非常强大，你正在做的事情的很大一部分是
+learning there's a tendency especially amongst engineers which I count my I
+了解到有一种趋势，尤其是在工程师中，我认为我的
+count myself a member it's like we want to build something and so one of the
+算我自己是一个成员，就像我们想要建造一些东西，所以其中之一
+disciplines I we all have to keep in mind is that we also have to be really
+我们都必须牢记的纪律是，我们还必须真正做到
+clear eyed and think about what do we not know right now and focus on learning
+头脑清醒，思考我们现在不知道的事情，并专注于学习
+as quickly as we can to find the most important part of AI research that's
+我们尽快找到人工智能研究中最重要的部分
+happening and find the most important pain point that people in the real world
+并找到现实世界中人们最重要的痛点
+are experiencing and then be really fast
+正在经历然后速度非常快
+
+00:30
+00:30
+at connecting those and I think a lot of that influence on my thinking has come
+在将这些联系起来时，我认为对我的思维产生了很大的影响
+from the startup world there you go that's a great answer okay cool thanks
+来自创业世界，这是一个很好的答案，好的，酷，谢谢
+man thanks so much you
+非常感谢你

files/ycombinator_YNAOXokK--o.txt

@@ -0,0 +1,85 @@
+
+00:00
+00:00
+hi we're doordash and we enable every restaurant to deliver for
+您好，我们是 Doordash，我们让每家餐厅都能提供送货服务
+customers we offer restaurant food delivery
+我们为客户提供餐厅送餐服务
+in under 45 minutes and for restaurant owners
+不到 45 分钟，对于餐馆老板来说
+we provide our own drivers and we manage the logistics of delivery
+我们提供自己的司机并管理送货物流
+now you might think that food delivery is a solved problem
+现在您可能认为送餐问题已经解决
+but if you live in menlo park or palo alto you know that's not true
+但如果你住在门洛帕克或帕洛阿尔托，你就知道事实并非如此
+outside of pizza joints just about no restaurant in this area delivers
+除了披萨店外，该地区几乎没有餐厅提供外卖服务
+therefore services like seamless or grubhub
+因此，诸如 Seamless 或 grubhub 之类的服务
+which merely aggregate menus but don't actually deliver
+它只是聚合菜单但实际上并不提供
+don't work in fact that means the market is underserved
+事实上不起作用，这意味着市场服务不足
+because over 70 percent of the united states
+因为超过 70% 的美国
+live in areas where restaurants don't deliver
+居住在餐馆不提供送货服务的地区
+now there are courier services who are sending people to take to place takeout
+现在有快递公司派人去外卖
+orders on your behalf but because they don't partner with the merchants
+代表您下订单，但因为他们不与商家合作
+they are slower and structurally more expensive
+它们速度较慢且结构更昂贵
+
+00:01
+00:01
+we're the only company in this space that manages both
+我们是这个领域唯一一家同时管理这两项业务的公司
+our own logistics and partners with the merchants
+我们自己的物流以及与商家的合作伙伴
+we figured out the model to make consumer deliveries work
+我们找到了让消费者送货成功的模型
+because we control the entire experience of delivery
+因为我们控制整个交付体验
+we offer the best performance at the same cost
+我们以相同的成本提供最好的性能
+when an order is made in our system it gets placed immediately at an ipad
+当在我们的系统中下订单时，它会立即被放置在 ipad 上
+installed at the restaurant we've also built logistics software to
+我们还在餐厅安装了物流软件
+make it dead simple for any driver to onboard into our network
+让任何司机都能轻松加入我们的网络
+our logistics model is winning in over 3 500 deliveries
+我们的物流模式赢得了超过 3,500 次交付
+we've averaged 44 minute delivery times between when you place your order
+从您下订单到我们的平均交货时间为 44 分钟
+and when you receive your food better than our peers
+当您比我们的同龄人收到更好的食物时
+but unlike our peers who operate in the cities we did this in the suburb of palo
+但与在城市运营的同行不同，我们在帕洛郊区进行了这项工作
+alto an area that's much more spread out and more difficult
+阿尔托是一个更分散、更困难的区域
+because of our great service we've grown our weekly orders by over
+由于我们优质的服务，我们每周的订单量增加了超过
+
+00:02
+00:02
+30 percent week over week and we've already generated over 1.5 million dollars
+每周增长 30%，我们已经创收超过 150 万美元
+in annualized sales for our restaurants we figured out how to make consumer
+在我们餐厅的年销售额中，我们找到了如何吸引消费者
+deliveries work our growth proves that but what's more our driver network
+我们的增长证明了这一点，但更重要的是我们的司机网络
+and logistics software enables us to even go beyond food
+物流软件使我们能够超越食品
+if you were building the fedex of today to manage local deliveries
+如果您正在构建当今的联邦快递来管理本地交付
+deliveries wouldn't happen overnight or even same day
+交货不会在一夜之间甚至当天发生
+they would happen on demand and that's what we're building
+它们会按需发生，这就是我们正在构建的
+at doordash if you're interested in hearing more please come find us afterwards
+如果您有兴趣了解更多信息，请随后来找我们
+thank you
+谢谢

files/ycombinator_ZIj_oFk2Af0.txt

@@ -0,0 +1,23 @@
+
+00:00
+00:00
+Mass emailing right Mega spam spamming the like templated email with one word
+群发电子邮件权利 大型垃圾邮件 用一个词发送类似模板的电子邮件
+of customization yeah just quick on that like you should always say to yourself
+定制是的，只要快点，就像你应该总是对自己说的那样
+if I received this email that I am sending would I respond because
+如果我收到我发送的这封电子邮件，我会回复吗，因为
+hilariously a lot of people send a lot of email
+有趣的是很多人发送了很多电子邮件
+that they themselves think is horrible like they are positive like when I asked
+他们自己认为这很可怕，就像我问的时候他们很积极一样
+this question the founder would you respond to this email they don't even
+这个问题创始人你会回复这封电子邮件吗他们甚至没有
+think about it they're like absolutely not I've regularly archived emails that
+想想看，他们绝对不是我定期存档的电子邮件
+look exactly like this so we're like don't think your customers are smart or
+看起来和这个一模一样，所以我们不认为你的客户很聪明或者
+something like this you really don't care hey it's not for me but maybe they
+像这样的事情你真的不在乎，嘿，这不适合我，但也许他们
+want it yeah
+想要它 是的

files/ycombinator_al-15mMAS18.txt

@@ -0,0 +1,620 @@
+
+00:00
+00:00
+they will take something you know Anonymous arvar 42 said as like gospel
+他们会接受你所知道的匿名 arvar 42 所说的就像福音一样
+and base their entire life philosophy around it yes yes don't do that don't do
+并将他们的整个人生哲学建立在它的基础上 是的 不这样做 不这样做
+that all right welcome to dton plus Michael and today we're going to talk
+好吧，欢迎来到 dton plus Michael，今天我们要谈谈
+about how fast is too fast for moving a startup um I'll start with the story I
+关于移动一家初创公司来说，多快才算太快，嗯，我将从我的故事开始
+was talking to a YC company could have been this batch could have been a
+正在与一家 YC 公司交谈，这批产品可能是
+previous batch yeah let's anonymize it we don't want to probably every batch to
+上一批是的，我们将其匿名化，我们不想可能每批都这样做
+be honest common story and a summary of what they told me was and we got into YC
+说实话，他们告诉我的是常见的故事和总结，然后我们就进入了 YC
+with this idea we called 25 companies mostly startups of course over the last
+带着这个想法，我们去年将 25 家公司称为当然大多数是初创公司
+two weeks none of them wanted to buy our
+两周了他们都不想买我们的
+product which doesn't exist it's just an idea and so we decided to
+产品并不存在，它只是一个想法，所以我们决定
+
+00:01
+00:01
+Pivot and so can you help us and people may not know why we think that's funny
+枢轴，你能帮助我们吗？人们可能不知道为什么我们认为这很有趣
+okay please this is funny to us because that was very low effort yes trying to
+好吧，这对我们来说很有趣，因为这是非常低的努力，是的尝试
+contact 25 people me like well I guess I
+联系 25 个我喜欢的人 我想我
+guess we're done I guess no one wants it is so low effort yes as to be funny to
+我想我们已经完成了我想没有人希望它如此简单，是的，以至于很有趣
+us so carry on with the story what was interesting to me about this was that
+我们继续这个故事，让我感兴趣的是
+like these two Founders had a vision in their head and
+就像这两位创始人脑子里有一个愿景
+the second that the path in the startup didn't line up with this Vision in their
+第二，初创公司的道路与他们的愿景不相符
+head which was that well I think this idea sounds good well I see fun of this
+头太好了，我认为这个想法听起来不错，我看到了这个的乐趣
+idea so therefore everyone IAL to must think this idea is good they got a
+所以每个人都必须认为这个想法很好，他们得到了
+little freaked out but then the second thing that I love is that like the
+有点吓坏了，但我喜欢的第二件事是
+instinct to talk to Startup Founders it was like I want to vet this with startup
+与初创公司创始人交谈的本能就好像我想与初创公司一起审查这一点
+people often because I feel like it's easier to sell them even though this
+人们经常因为我觉得卖掉它们更容易，尽管这样
+isn't a problem that startups have the overarching thing was like this was not
+这不是初创公司面临的首要问题，就像这不是
+
+00:02
+00:02
+even rigorous thinking like like where these people used to work if someone
+即使是严格的思考，就像这些人过去工作的地方，如果有人
+they hired said this to them they would like laugh at them yet they're doing it
+他们雇用的人对他们说了这些，他们想嘲笑他们，但他们正在这样做
+themselves yeah why do they do this the version of this that I see a lot is
+他们自己是的，他们为什么这样做我经常看到的版本是
+people the way they start with their company is to cold email a bunch of
+人们创办公司的方式就是向一群人发送冷电子邮件
+people on LinkedIn they're like okay we're doing our startup we're going
+LinkedIn 上的人们说，好吧，我们正在创业，我们要去
+full-time um well so cool well what are you doing well we we we LinkedIn in in
+全职嗯，很好，很酷，很好，你做得怎么样，我们我们 LinkedIn 中
+mailed we spammed a thousand people yes and we only got three responses so I
+邮寄我们向一千人发送了垃圾邮件是的，我们只收到了三个回复，所以我
+guess no one wants this yes and that doesn't work friends like that's not
+我猜没有人想要这个，是的，那行不通，朋友，那样不是
+sufficient no um this is very superficial validation yeah that people
+足够了，不，这是非常肤浅的验证，是的，人们
+are doing right like and so I think people do this because no one told them
+正在做正确的事情，所以我认为人们这样做是因为没有人告诉他们
+differently um here actually here's another one for you on this topic yeah I
+不同的是，这里实际上是关于这个主题的另一篇文章，是��，我
+think that a lot of people are trained as PMs and they're trained to do user
+认为很多人都接受过产品经理培训，并且接受过用户培训
+
+00:03
+00:03
+research yes and being trained to do user research I remember taking a user
+研究 是的，并接受过用户研究培训 我记得带了一个用户
+research course in college is you're you are trained to sort of like interview
+大学里的研究课程是你接受过类似面试的训练
+people rather than sell products to them yep and if you can't even interview
+人们而不是向他们出售产品，是的，如果你甚至不能采访
+people you're not really sure what to do and so I think my argument is if you've
+人们你不太确定该怎么做，所以我想我的论点是如果你
+been trained to be a PM or trained to do user interview research you struggle
+接受过 PM 培训，或接受过进行用户访谈研究的培训，但您遇到困难
+with getting first customers because the skills that you learned to do this
+获得第一批客户是因为您学到了做到这一点的技能
+research don't don't apply I also think that if you come from a big company
+研究不适用 我也认为如果你来自一家大公司
+either in product or engineering more often than
+无论是在产品还是工程方面都比
+not you've never solved your own problem like you're working on other people's
+不是你从来没有解决过自己的问题，就像你在解决别人的问题一样
+problems and so I think that your instinct when you start a company is
+问题所以我认为当你创办公司时你的本能是
+like almost a Consulting Instinct I need to go around I had to talk to a lot of
+就像咨询本能一样，我需要四处走动，我必须与很多人交谈
+people I figure out what their problem is and I have to solve it which I think
+人们我弄清楚他们的问题是什么，我认为我必须解决它
+is um tricky because it resembles what you did in big Co but it probably
+这很棘手，因为它类似于你在大公司所做的事情，但它可能
+
+00:04
+00:04
+doesn't represent what the founder of your bigco did start their big right
+并不代表你的大公司的创始人确实开始了他们的大权利
+it's like who should you copy like yourself employee 10,000 or what about
+就像你应该效仿谁，比如你自己，员工 10,000 或者怎么样
+employee one what did that person do so you know you talk a little bit about
+员工一号那个人做了什么，所以你知道你谈论了一些
+this concept of when people pivot quickly they they they're not building
+当人们快速转向时，他们并不是在建造这个概念
+the muscle of building conviction like what talk to us about that you know we
+建立信念的力量，例如与我们谈论您知道我们的事情
+have a few different metaphors I'll mix them so one of the metaphors is what
+有几个不同的隐喻，我将它们混合在一起，所以其中一个隐喻是什么
+constitutes a high quality rep yes what constitutes completing full pivot cycle
+构成高质量的代表 是 完成完整枢轴周期的构成是什么
+yes and to learn anything you need to complete
+是的，并学习您需要完成的任何内容
+it all the way yes so again like being like we built a product we spammed 10
+一路走来，是的，就像我们开发了一个我们发送垃圾邮件 10 的产品一样
+people on LinkedIn none of them replied let's throw it all in the trash I am
+LinkedIn 上的人都没有回复，让我们把它全部扔进垃圾桶吧，我是
+arguing that is not a high quality rep no you didn't do anything you didn't
+争论这不是一个高质量的代表，不，你没有做任何你没有做的事情
+really do anything you didn't really learn anything it was sort of just like
+真正做任何你没有真正学到任何东西的事情，有点像
+a waste of everyone's time you did you did spend time so that's you're right
+你所做的浪费了每个人的时间你确实花了时间所以你是对的
+
+00:05
+00:05
+okay you wasted time and so congrat the the metaphor I sometimes like to tell
+好吧，你浪费了时间，所以恭喜我有时喜欢讲的比喻
+people when they're pivoting is the most important customer is
+员工在转型时最重要的客户是
+yourself and the founder psychology thing you want to do is build conviction
+你自己和创始人心理学你想做的就是建立信念
+in your own mind that this thing is worth working on yes and so it's not to
+在你自己看来，这件事值得努力，是的，所以不应该
+make investors happy or your YC partner happy yes or whatever it's to convince
+让投资者高兴或者让你的 YC 合作伙伴高兴是的或者无论什么都可以说服
+your brain that more time spent on this idea is time well spent another way I
+你的大脑认为在这个想法上花更多的时间是值得的，我以另一种方式度过了时间
+like to think about that is to convince yourself this customer is worth helping
+喜欢思考这一点就是要说服自己这个客户值得帮助
+yeah like you're going to enjoy spending
+是的，就像你会享受消费一样
+time with this customer and I find a lot of Founders kind of want to skip that
+与这位客户相处的时间，我发现很多创始人都想跳过这个过程
+part yeah oh I just want to be in this industry I just want to I just want them
+是的，哦，我只是想进入这个行业，我只是想，我只是想要他们
+to buy my thing I don't want I don't like like don't talk to me I don't
+买我的东西 我不想要 我不喜欢 别跟我说话 我不喜欢
+really care about just buy my thing make my number go up and I want to raise my
+真的很关心只是买我的东西让我的数字上升，我想提高我的
+series a it's like and and so in terms of like founder personality traits or
+A 系列就像创始人的人格特质或
+
+00:06
+00:06
+things you can develop I think a lot of times how good of a programmer you are
+你可以开发的东西我很多时候都在想你是一个多么优秀的程序员
+is one thing how good you are at sales how good you are at fundraising all
+你的销售能力有多强是一回事 你的筹款能力有多强
+these things are like you know important yes but someone that has low conviction
+这些事情就像你知道很重要，是的，但信念不高的人
+and struggles to ever build conviction on anything even if they're great at all
+并努力对任何事情建立信念，即使它们很伟大
+those other factors not going to make it isn't that crazy versus there's people
+那些其他因素不会让它变得疯狂，因为有人
+that are worse at some of those other things imagine this this was like a
+在其他一些事情上更糟糕想象一下这就像
+baseball card of their skills not the best programmer not the best salesperson
+他们的技能棒球卡不是最好的程序员不是最好的销售人员
+not the best fundraiser but very high conviction and able to focus their
+不是最好的筹款活动，但信念非常高，能够集中精力
+energy One Direction in a superhuman way those people to have succeed case in
+能量一个方向以超人的方式那些人有成功的案例
+point Justin Khan my co-founder I I totally agree and what's
+我的联合创始人贾斯汀·汗 (Justin Khan) 的观点我完全同意，什么是
+funny is like every good startup team has at least one of those people you
+有趣的是，每个优秀的创业团队都至少有一个你喜欢的人
+need one yes yes you need that and and the too cool for school teams where it's
+需要一个 是的，你需要这个，而且对于学校团队来说太酷了
+like oh no like I can't I can't be to into anything right like my bar is super
+就像哦，不，我不能，我不能做任何事情，就像我的酒吧超级棒一样
+high it's like sorry you'll just you'll pivot to you run out of speed right and
+高，就像抱歉，你只会转向你的速度，然后
+
+00:07
+00:07
+and so like let's talk about exactly what conviction means I think it doesn't
+所以让我们来谈谈信念到底意味着什么我认为它并不
+mean believing in things religiously exactly it's more of not letting
+意味着虔诚地相信事物，确切地说，更多的是不让
+yourself get blown off course so this happens to us a lot we've seen this at
+你自己会偏离航线，所以这种情况经常发生在我们身上，我们已经在以下网站看到过这种情况
+YC a Founder is working on an idea that it's going well they go to fundraise the
+YC 创始人正在研究一个想法，进展顺利，他们去筹集资金
+fundrais is hard what happens if you're not high conviction y got to Pivot got
+筹款很难，如果你没有坚定的信念，会发生什么？
+they give up so if just meeting with investors causes you to give up causes
+他们会放弃，所以如果仅仅与投资者会面就导致你放弃事业
+you to give up on your idea by definition I'm arguing you don't have
+从定义上来说，你要放弃你的想法，我认为你没有
+high conviction yes because you're blown off course if every time you talk to a
+高度确信是的，因为如果每次你与一个人交谈，你就会偏离轨道
+new customer you decide to change your product that is low conviction you do
+新客户，您决定改变您的产品，但您的信念很低
+not have conviction let's go back to the
+没有信念让我们回到
+investor one the thing that I hate about
+投资者一号是我讨厌的事情
+that investor one is that if you look at the history of really big companies so
+投资者之一是，如果你看看真正大公司的历史，那么
+many of them most investors thought that the idea was horrible yes so it's like
+大多数投资者都认为这个想法很糟糕，是的，所以就像
+empirically a lot of investors thinking your idea is horrible is not necessarily
+从经验上看，很多投资者认为你的想法很糟糕，但这并不一定
+
+00:08
+00:08
+a bad sign correct yeah it's not necessarily a good
+一个不好���迹象，正确，是的，这不一定是一个好兆头
+sign either by the way we're not arguing hey if it's bad then it must be good
+要么签名，要么我们不争论，嘿，如果它是坏的，那么它一定是好的
+we're not seeing that it it's more of a neutral like it's it's it's it's not a
+我们没有看到它更像是一个中立的，就像它是它不是一个
+key indicator either way I might arue but when you take it as a key when it's
+不管怎样，我可能会同意关键指标，但是当你把它当作关键时，
+the only key indicator yeah oh it's so it's almost like when you spend all your
+唯一的关键指标是的哦，所以这几乎就像当你花掉所有的钱时
+time trying to triangulate what other people say is good and that's how you
+是时候尝试三角测量其他人所说的好话了，这就是你的方式
+decide what startup idea to work on yeah you're going to have a bad time so I
+决定要研究什么创业想法是的，你会度过一段糟糕的时光，所以我
+think that um I've been trying to unpack hack why do people do this and and more
+认为嗯，我一直在尝试解开黑客为什么人们这样做以及更多
+specifically like why do people kind of think logically and rationally in their
+特别喜欢为什么人们在他们的生活中进行逻辑和理性的思考
+job and then come to their startup and just their quality of thinking decreases
+工作，然后开始创业，只是他们的思维质量下降了
+by 90% And you know you have I talked about this before you know a big thing
+90% 你知道你已经在你知道一件大事之前我就谈到了这个
+is fear and in the context of the YC batch I noticed a big thing specifically
+是恐惧，在 YC 批次的背景下，我特别注意到一件大事
+related to fear is I literally like fake information you know I had a company
+与恐惧相关的是，我确实喜欢虚假信息，你知道我有一家公司
+
+00:09
+00:09
+told me like oh man well we started looking at this problem and realized it
+告诉我天哪，我们开始研究这个问题并意识到了这一点
+was going to take a little while to build and you know we looked at our
+需要一些时间来构建，你知道我们查看了我们的
+batch and 75% of the companies already have launched products that are growing
+批量且75%的公司已经推出了正在增长的产品
+and we were like we can't and I'm like wait wait wait wait pause I was like he
+我们好像不能，我就像等一下，等一下，暂停一下，我就像他一样
+said it with such conviction for a second I was like wow that's a good job
+有那么一瞬间，我怀着如此坚定的信念说，哇，这真是一份好工作
+we're killing 75% already launched the badge hasn't started yet and then I was
+我们正在消灭 75% 已经推出的徽章还没有开始，然后我就
+like wait like why do you like why do you think that and they were like I just
+就像等等，你为什么喜欢你为什么这么想，他们就像我一样
+assumed I was like just making up yeah and I was like you can look well
+我以为我只是在化妆，是的，我就像你可以看起来很好
+and this is what's funny for the founders that read a lot of Twitter or
+对于那些阅读大量 Twitter 或文章的创始人来说，这很有趣。
+Reddit or blogs is they will take something you know Anonymous arvar 42
+Reddit 或博客是他们会采取你知道的东西 匿名 arvar 42
+said as like gospel and base their entire life philosophy around
+说得像福音一样，并以他们的整个人生哲学为基础
+it yes don't do that don't do that especially when you can look up the real
+是的，不要这样做，不要这样做，尤其是当你可以查找真实的
+
+00:10
+00:10
+answer like you can tell which company like when you're in the y b you can tell
+回答得好像你可以知道是哪家公司一样，当你在你可以知道的时候
+which companies are launched which ones aren the other one was well an Alum told
+一位校友告诉我们，哪些公司成立了，哪些公司又成立了
+me I won't be able to raise without you know $10,000 in Mr and it was
+如果你不知道 Mr 的 10,000 美元，我就无法筹集资金
+interesting because I had to sit down with this founder and say really simply
+有趣的是，因为我不得不和这位创始人坐下来，简单地说
+some companies enter the batch with a post-launch product with users some
+一些公司以发布后的产品进入该批次，并获得了一些用户的认可
+companies will enter the batch with an idea if you were a rational investor
+如果您是理性投资者，公司将带着想法进入批次
+would you judge those two different companies with the same exact rubric
+你会用同样的标准来评判这两家不同的公司吗
+they of course not and I was like okay and if an investor did would you not
+他们当然不会，我当时想，好吧，如果投资者这样做了，你会不会
+call them kind of dumb and maybe wouldn't want to work with them like
+称他们有点愚蠢，也许不想和他们一起工作
+yeah so then why are you doing that of course the expectations are different
+是的，那么你为什么要这样做呢？当然期望是不同的
+from something that comes into a batch with just an idea but I think that these
+来自一批只有一个想法的东西，但我认为这些
+kind of false expectations yeah create the fear and then the fear creates the
+一种错误的期望是的，创造了恐惧，然后恐惧创造了
+bad thinking and then it's like once you're in bad thinking you're you're
+糟糕的想法，然后就好像一旦你陷入糟糕的想法，你就是你了
+
+00:11
+00:11
+kind of fine I love that technique uh that you just mentioned I like to do
+有点好，我喜欢你刚才提到的那种技巧，我喜欢这样做
+this one sometimes too when someone is trying to get a first customer yeah
+当有人试图获得第一个客户时有时也会出现这种情况是的
+which is like okay in your past job your team evaluated different
+这就像在你过去的工作中你的团队对你的评价不同一样
+software to buy right yes yes and i' be like so you have actually been on the
+正确购买软件 是的，我想你实际上已经在
+other side of the customer conversations
+客户对话的另一面
+a lot yeah so which of the sales tactics that you're trying would have worked on
+很多是的，那么您正在尝试的哪种销售策略会起作用
+you like how often do you respond to cold emails on
+您喜欢多久回复一次冷邮件
+LinkedIn yeah oh never okay with name kind of poorly replaced in the template
+LinkedIn 是的，哦，模板中的名字替换得不好，从来都不好
+is that like and suddenly their brain the gears in their brain re-engage with
+是不是就像他们的大脑突然重新啮合
+like oh we evaluated things all the time and we would do this and I had the like
+就像哦，我们一直在评估事情，我们会这样做，我有类似的想法
+like and i' be like so basically you're actually an expert at understanding your
+就像我一样 所以基本上你实际上是了解你的事情的专家
+customer because you bought a lot of software on the other side of the table
+客户，因为你在桌子的另一边买了很多软件
+yes what if you just tried to come up with with tactics that would have worked
+是的，如果你只是尝试想出可行的策略怎么办
+on you and would have made you buy your product and they'll like stop and be
+他们会喜欢停下来，让你购买你的产品
+like I've never thought of that before yeah and so that's actually actually a
+就像我以前从未想过这一点是的，所以这实际上是一个
+
+00:12
+00:12
+really great technique is to remember back when you've been on the
+真正伟大的技巧是记住当你在
+buy side for stff yes and think about what have appealed to what would have
+购买方是的，并考虑一下什么吸引了什么
+appealed to you or got you over the line and then that screens out a lot of this
+吸引了你或者让你越线了，然后就屏蔽掉了很多这样的内容
+junk because the low effort pivots if you run the thought experiment they'd be
+垃圾，因为如果你进行思想实验，低努力就会发生变化
+like oh yeah I would never buy this I think what's so funny is like when the
+就像哦，是的，我永远不会买这个，我想最有趣的是当
+founder has that realization oh I actually am an expert
+创始人有这样的认识哦，我实际上是一个专家
+in this like oh I can actually lean on my expertise the thing I often say next
+在这种情况下，哦，我实际上可以依靠我的专业知识，接下来我经常说的话
+is like and that's why we funded you like yeah like it's like almost like
+就像这就是为什么我们资助你就像是的就像这就像几乎就像
+they didn't realize that we funded them because they knew something about the
+他们没有意识到我们资助他们，因为他们了解一些关于
+topic they were pitching and then when they want to Pivot really clack we're
+他们正在推销的主题，然后当他们想要转向时，我们真的很高兴
+like wow now you're moving into an area you know nothing about and we have to
+就像哇，现在你要进入一个你一无所知的地区，我们必须这样做
+like hey remember like remember you know you knowu here like others will respect
+就像嘿记住就像记住你知道你知道你在这里就像其他人会尊重一样
+that too like your customers so no I think this is um it's so tricky cuz fear
+这也像你的顾客所以不，我认为这很棘手，因为害怕
+
+00:13
+00:13
+really just everything but I do think this is one of the
+真的就是一切，但我确实认为这是其中之一
+reasons why um I like the new YC standard deal because I think that
+我喜欢新的 YC 标准交易的原因是因为我认为
+before Founders would be like well if I don't reason demid I'm and now I
+以前，如果我不推理的话，创始人会像���在这样，但现在我
+can just say to them it's like look imagine no raise in Dem you have
+可以对他们说，想象一下，民主党没有加薪
+half a million dollars you're fine like there is no gun the only gun to your
+五十万美元，你就没事，就像没有枪一样，你唯一的枪
+head is the one you're lifting because you keeping over and over again and you
+头是你抬起的那个，因为你一遍又一遍地保持，并且你
+never build conviction like when you're low conviction yeah money ain't going to
+永远不要像你信心不足时那样建立信念是的，钱是不会的
+money's not your problem so sometimes it's like hey Founders just put the gun
+钱不是你的问题，所以有时就像创始人把枪放好一样
+down all right so we often encounter these companies and we've talked about
+好吧，所以我们经常遇到这些公司，我们也谈到过
+this before companies that get into pivot itis right and got a bad case bad
+在进入关键时期的公司之前，这是正确的，但遇到了糟糕的情况
+case of pivot itis right and I think what's interesting is that like a
+枢轴的情况是正确的，我认为有趣的是，就像
+company that will build something learn over a period of time and then pivot
+公司将在一段时间内进行学习，然后进行转型
+will often pivot from a place of knowledge and like actually continue to
+通常会从知识的角度出发，并且实际上会继续
+
+00:14
+00:14
+make forward progress but we also see uh uh a different version H how would you
+取得进展，但我们也看到呃呃不同的版本H你会怎么样
+describe that version yeah have you heard the term random walk people like
+描述那个版本是的，你听说过人们喜欢的“随机游走”这个词吗？
+so Random walk is where you use like a random number generator to decide which
+所以随机游走就是你使用随机数生成器来决定哪个
+direction you go and basically when you random walk you actually never get
+你走的方向基本上当你随机行走时你实际上永远不会得到
+anywhere like imagine a starting point and then you walk one direction and you
+任何地方，比如想象一个起点，然后你朝一个方向走，然后你
+roll the dice and you choose a different direction you do that over and over
+掷骰子，你选择不同的方向，然后一遍又一遍地这样做
+again yep you never get anywhere that's kind of like emailing 25 startups and
+再说一次，是的，你永远不会像向 25 家初创公司发送电子邮件那样取得任何进展
+asking them if they like your idea a little bit it's a little random right
+询问他们是否喜欢你的想法有点随意，对吧
+doing that again and then doing that again and doing that yeah and and what
+再做一次，然后再做一次，然后再做一次，是的，还有什么
+happens is imagine you're like you know a rowboat in the middle of the ocean
+发生的是想象你就像你知道大海中央的一艘划艇
+trying to get back to land if you just keep changing direction every every once
+如果你每次都不断改变方向，试图返回陆地
+in a while you're never going to get you're going to be lost at sea and so
+过一段时间你就永远无法明白，你将会迷失在大海中，所以
+you kind of have to get on a vector that even if you have to change a little bit
+你必须进入一个向量，即使你必须改变一点点
+yeah there's some forward progress you're making in some specific Direction
+是的，你在某个特定方向上取得了一些进展
+and I think that what we see that's so unfortunate is that when you do that
+我认为我们所看到的非常不幸的是当你这样做时
+
+00:15
+00:15
+random walk enough you just run out of energy Y and you know I always see it
+随机游走足够多，你就会耗尽能量 Y，你知道我总是看到它
+like somewhere in like one and a half to two years if you don't feel like you've
+如果你不觉得自己已经经历了一年半到两年的时间
+learned anything and you've spent two years kind of doing the
+学到了任何东西，并且你花了两年的时间来做
+thing one your experience isn't going to be good no two you won't feel like use
+第一件事你的体验不会很好，第二件事你不会想使用
+the time well but three you're just going to be tired and for no good reason
+时间很好，但三点你就会毫无理由地感到疲倦
+you can be tired for no good reason and well you've never sunk your teeth in
+你可能会无缘无故地感到疲倦，但你从来没有咬紧牙关
+anything so it's like you're you feel like you've been running a race
+任何事，就像你在参加一场比赛
+but that if it's like so what have you learned they're like
+但如果是这样的话你知道他们是什么样的吗
+well learn what not to do yeah like it's
+我们要学会什么不该做，是的，就像这样
+harder it's kind of harder to articulate
+越难，就越难以表达
+why that was a good use of your time yes no and I think that what's sad is that
+为什么这很好地利用了你的时间 是 不 我认为令人难过的是
+oftentimes those people have a very bad memory of startups right yeah and um I
+通常这些人对初创公司的记忆很糟糕，是的，嗯，我
+wish they didn't like the folks who learned and didn't succeed are often
+希望他们不喜欢那些学习但没有成功的人
+
+00:16
+00:16
+motivated to go out and do it again or go work in a company in that space like
+有动力出去再做一次，或者去像这样的公司工作
+this is an additive experience in their life even if their shut up didn't work
+即使他们的闭嘴不起作用，这也是他们生活中的一种附加体验
+the ones who do the random walk like they realize man this probably
+那些进行随机游走的人就像他们意识到的那样，这可能是
+wasn't a good use of my time so anyways I think that the last point I always
+没有很好地利用我的时间，所以无论如何，我认为我总是
+like to bring up here is another version of this kind of random walk or email 25
+我想在这里提出的是这种随机游走的另一个版本或电子邮件 25
+people then pivot is like launch a product that will help no one yep and
+人们然后转向就像推出一种产品，不会帮助任何人，是的，
+then pivot and and in the Founder's mind they'll say well I launched an MVP and
+然后转向，在创始人的心目中，他们会说我推出了 MVP，
+nobody wanted it and you know we talked about this earlier it's like is it an
+没有人想要它，你知道我们之前讨论过这个，就像它是一个
+MVP MVP is one of those terms where we people say it so much it's assumed that
+MVP MVP 是我们人们常说的术语之一，人们认为
+there's an agreed upon definition yeah but when you ask for details I am not
+有一个商定的定义是的，但是当你询问细节时我不是
+convinced there's an agreed upon definition of MVP so what's your
+确信 MVP 的定义已经达成一致，那么您的定义是什么
+definition of MVP well you know I I think that I used to not assume I had to
+MVP 的定义 你知道吗 我想我过去并不认为我必须这么做
+
+00:17
+00:17
+define it narrowly but now that I think about it if you
+狭隘地定义它，但现在我想如果你
+can't get anyone to use your MVP it's probably not an MVP well it's not the V
+无法让任何人使用你的 MVP 这可能不是 MVP 也不是 V
+we're missing the V which is viable yeah like basically if it doesn't work for
+我们缺少 V ，它是可行的，是的，基本上，如果它不起作用
+anyone yeah how it is hard to argue that
+任何人 是的 很难争论
+is viable no and like shouldn't an MV it seems like the cool thing about an MVP
+是可行的 不，就像 MV 不应该那样，这似乎是 MVP 的酷事
+is you can do things that don't scale and cheat like you can make it you can
+你可以做一些不规模化和作弊的事情，就像你可以做到的那样
+kind of will it to work for one person right so the fact that it doesn't work
+一种对一个人有效的意愿，所以事实上它不起作用
+for one person usually means that like you weren't even trying to make it work
+对于一个人来说通常意味着你甚至没有试图让它发挥作用
+for them like you were trying to do something else this is a this is
+对于他们来说，就像你试图做其他事情一样，这是
+something that comes up a lot when I'm reading applications or in interviews
+当我阅读申请或面试时经常出现的事情
+for specifically developer tools you ready yeah it'll be like oh cool so I
+对于专门的开发工具，你准备好了是的，它会像哦酷所以我
+built this tool and it helps your code and you're way more efficient and it's
+构建了这个工具，它可以帮助您的代码，并且您的效率会更高，而且
+better and it's you know we're building our MVP and like we're getting we're
+更好，你知道我们正在打造 MVP，就像我们正在得到的那样
+we're emailing people on LinkedIn now yeah what is the question I asked
+我们现在正在 LinkedIn 上向人们发送电子邮件，是的，我问的问题是什么
+Michael do do you use it yourself yes I will say great so tell me about your
+迈克尔，你自己用吗？是的，我会说很好，所以请告诉我你的情况
+
+00:18
+00:18
+usage of it yeah and they'll be like they'll be like okay so let me get
+使用它是的，他们会觉得他们会很好所以让我知道
+this straight this is helping programmers and you're out selling it
+这直接帮助了程序员，而你却把它卖掉了
+you're trying to get stone cold strangers to use it but it's not good
+你试图让冷酷的陌生人使用它，但这并不好
+enough for you to use yet right and then is that what you're were saying usually
+足够你使用了，然后就是你通常所说的
+there like well it doesn't have like they can list the thing well it doesn't
+那里好像没有，就像他们可以很好地��出它没有的东西一样
+have this this and I mean like I would never use it and so the argument the
+有这个，我的意思是我永远不会使用它，所以这个论点
+earnest point is you should at least be able to use your own tool yes and be
+认真的一点是你至少应该能够使用你自己的工具是的并且是
+proud to use it or feel like it's providing some value the V and the it's
+自豪地使用它或感觉它提供了一些价值 V 及其
+viable for you yes and if you can't even
+对你来说可行 是的，如果你甚至不能
+get your you can't bring yourself to use your own product it's a little weird to
+得到你的 你不能让自己使用你自己的产品，这有点奇怪
+be trying to sell it to people more than
+试图将其出售给超过
+a little more than a little weird and so that should be the bar for a lot of
+有点奇怪，所以这应该是很多人的标准
+folks is that they are willing to use their own product yes right that's a
+人们愿意使用自己的产品，是的，这是一个
+good bar for especially I mean if it's solving your own problem then like at a
+很好的酒吧，尤其是我的意思是，如果它能解决您自己的问题，那么就像在
+minimum yeah that doesn't apply there's some that doesn't apply in some cases
+最低限度 是的，不适用 有一些在某些情况下不适用
+but for a lot of things at a minimum you should should be able to use it so yes
+但至少对于很多事情你应该能够使用它所以是的
+
+00:19
+00:19
+so once we started looking at it this way I started realizing like how many
+所以一旦我们开始以这种方式看待它，我就开始意识到有多少
+companies never build an MVP cuz that that's like it's typically seen as kind
+公司从不建立 MVP，因为这通常被视为友善
+of like the first real baby step right and how many folks never get there they
+就像迈出真正的第一步一样，有多少人从未到达那里
+never made one customer happy and sometimes when I talk to Founders who
+从来没有让一位客户感到高兴，有时当我与创始人交谈时
+have these big high fluen plans like I bring it back to like can we just one
+有这些大型的高流畅计划，就像我把它带回来一样，我们可以只做一个吗
+can we just go one you know the path to 10 million
+我们可以走一条你知道的通向 1000 万之路吗
+happy users yeah let's talk about that later for today how about one one and
+快乐的用户是的，我们今天晚些时候再讨论一下，一一怎么样？
+you know you can't do that like you can you can everyone can do that yeah so um
+你知道你不能像你一样做到你可以每个人都可以做到是的所以嗯
+maybe the long story short here is that one it's going to take maybe longer than
+也许长话短说，这可能需要比
+you think so don't have expectations that screw you up two fear makes you think
+你是这样想的 不要抱有让你搞砸的期望 两个恐惧让你思考
+
+00:20
+00:20
+real bad like don't let fear turn a really smart person into a not very
+真正糟糕的是不要让恐惧把一个真正聪明的人变成一个不太聪明的人
+smart person three man it helps to solve your own problem and then to be your
+聪明人三人，它有助于解决你自己的问题，然后成为你的
+first customer that's a good bar at least you could say you did that you
+第一个顾客是一个很好的酒吧至少你可以说你做到了
+know if you're doing a random vog maybe start with um and then four
+知道你是否正在做随机 vog 可能以 um 开头，然后是 4
+like understand that like you're got to do you called it a good rep make the
+就像明白，就像你必须做的那样，你称其为良好的代表
+analogy because in lifting like make the
+类比，因为在举升中，就像使
+analogy yeah I think it would just be um in any kind of exercise or movement if
+类比是的，我认为在任何类型的锻炼或运动中，如果
+you want to build strength you want to like have good form yeah and
+你想要增强力量 你想要拥有良好的状态 是的
+you won't get better if your form is bad or you might even injure yourself
+如果你的状态不好，你就不会好转，甚至可能会受伤
+actually right like if you want to learn I don't know how to swing a golf club
+实际上是对的，就像如果你想学习我不知道如何挥动高尔夫球杆一样
+yep and your form is bad a you probably won't learn and B you might injure
+是的，你的姿势很糟糕，a 你可能学不会，B 你可能会受伤
+yourself yeah and you're not going to have fun you're definitely not going to
+你自己是的，你不会玩得很开心，你绝对不会
+have fun so you kind of want to have good form yeah when you're trying to do
+玩得开心，所以你想要保持良好的状态，是的，当你尝试做的时候
+something that's hard run a good rep I like it all right man great chat cool
+很难的事情 运行良好的代表 我喜欢它，好吧，伙计��聊天很棒，很酷
+
+00:21
+00:21
+thanks man [Music] a
+谢谢伙计[音乐]

files/ycombinator_bSbPXrQ9Wf8.txt

@@ -0,0 +1,1519 @@
+
+00:00
+00:00
+meeting founders and making decisions is way more of an art than a science
+与创始人会面并做出决策更像是一门艺术，而不是一门科学
+and as Dalton says unfortunately in this
+正如道尔顿在这本书中不幸所说的那样
+game I think you have to lose some money before you can really become an expert
+游戏我认为你必须先损失一些钱才能真正成为专家
+as much as anyone is an expert at at at answering the questions you need to
+就像任何人都擅长回答您需要的问题一样
+answer to make an investment the the next person who's about to come up has
+下一个即将出现的人有进行投资的答案
+more wisdom and knowledge about this than perhaps anybody I know
+这方面的智慧和知识可能比我认识的任何人都多
+before I introduce PB however first for the live streamers I apologize for the
+在介绍 PB 之前，首先对直播主播表示歉意
+problems we're having with the live stream as I said this is the first time
+正如我所说，这是我们第一次在直播中遇到问题
+we've done this here in Mountain View so we're bound to have kinks the good news
+我们已经在山景城做到了这一点，所以我们一定会遇到好消息
+is that everything is going to show up on this site and once it shows up on the
+是所有内容都会出现在这个网站上，一旦出现在
+
+00:01
+00:01
+site it will be more immune from networking issues they're less likely to
+网站将更能免受他们不太可能出现的网络问题的影响
+be ours and more likely to be yours at that point all of the slides will appear
+是我们的，并且更有可能是您的，届时所有幻灯片都会出现
+on the site within 24 hours after the session so I believe it's - all of the
+会议结束后 24 小时内出现在网站上，所以我相信 - 所有
+slides from yesterday are now up with the transcripts from yesterday at
+昨天的幻灯片现在与昨天的文字记录放在一起
+investor that's startup school.org and we'll do our best to to make the
+投资者是startup school.org，我们将尽最大努力使
+live stream work as well as possible so the next investor the next presenter
+直播工作尽可能顺利，以便下一个投资者成为下一个演示者
+excuse me he's also an investor obviously it's Paul Buchheit who has
+对不起，他也是一名投资者，显然是 Paul Buchheit
+been a partner at YC with me as long as I've been here he's been at YC as long
+只要我在这里，他就一直是我在 YC 的合伙人 他在 YC 工作的时间一样长
+as anyone here I think it's probably seven years he's been hanging around YC
+和这里的任何人一样，我想他可能已经在 YC 待了七年了
+for even loveland that he has also notably the inventor of gmail which
+就连 Loveland 来说，他也是 Gmail 的发明者。
+sucks for me because I was part of the team that invented Yahoo Mail so we have
+对我来说很糟糕，因为我是发明雅虎邮件团队的一员，所以我们有
+
+00:02
+00:02
+a lot of good conversations he's still my friend I think he he also created a
+很多愉快的谈话，他仍然是我的朋友，我认为他还创造了一个
+company called FriendFeed which he sold to Facebook he knows a lot about a lot I
+他把一家名为 FriendFeed 的公司卖给了 Facebook，他对我了解很多
+guess that's the best way to talk about Paul but but one of the things he does
+我猜这是谈论保罗的最好方式，但他所做的事情之一
+know a lot about is investing here's a quote from
+了解很多关于投资，这是来自
+Paul that is actually an important one I would think about it a lot is you think
+保罗，这实际上是一个重要的问题，我会思考很多，你认为
+about investing I think the best kind of morality is a product that people like
+关于投资，我认为最好的道德是人们喜欢的产品
+so much that they just want to tell people about it
+以至于他们只是想告诉人们这件事
+so here's one of the smartest and best investors I know in the world Paul
+这是我认识的世界上最聪明、最好的投资者之一保罗
+bouquet to talk about that all right so thank you Jeff that was probably
+花束谈论这个好吧，谢谢杰夫，这可能是
+
+00:03
+00:03
+studying the expectations too high so so as Jeff mentioned I've been involved in
+研究期望太高，所以正如杰夫提到的，我参与了
+startups for a while probably about 20 years now I've been investing for the
+创业公司有一段时间了，大概有20年了，现在我一直在投资
+past 12 years I've invested in hundreds of companies I've seen thousands here at
+过去 12 年里，我投资了数百家公司，我在这里见过数千家公司
+YC I've interviewed thousands of founders and so last year I kind of came
+YC 我采访了数千名创始人，所以去年我来了
+to the realization that I needed to stop
+意识到我需要停下来
+and actually like think about what I had
+实际上喜欢想想我所拥���的
+done because I spent most of those years
+完成了，因为那些年的大部分时间我都花在了
+just making somewhat haphazard decisions so I spent a bunch of time trying to
+只是做出了一些随意的决定，所以我花了很多时间试图
+actually figure out like what are the patterns that gave rise to favorable
+实际上弄清楚产生有利影响的模式是什么
+outcomes for me and what are the patterns that gave rise to unfavorable
+对我来说结果是什么以及导致不利的模式是什么
+outcomes with the idea that in the future I can maybe do better so really
+结果是我认为将来我也许可以做得更好，所以真的
+
+00:04
+00:04
+this is like something I more did for myself in my own investing process it
+这就像我在自己的投资过程中为自己做的事情
+may or may not work for anyone else but it's what what I intend to do and so the
+可能对其他人有用，也可能不起作用，但这就是我打算做的，所以
+structure of this is I'll tell a series of stories first of favorable outcomes
+这个的结构是我将首先讲述一系列有利结果的故事
+things that went good for me and then some unfavorable outcomes things that
+对我有利的事情，然后是一些不利的结果
+did not go good for me and then finally followed by some conclusions about you
+对我来说不太好，最后得出了一些关于你的结论
+know how I plan to invest going forward so first there's this idea I'm not
+知道我计划如何继续投资，所以首先我不知道这个想法
+limiting myself to good ideas and this actually started out as a joke
+将自己限制在好想法上，这实际上是从一个笑话开始的
+about 20 years ago but then I kind of realized it was true a lot of my ideas
+大约 20 年前，但后来我意识到我的很多想法都是真的
+are not good but it's also really relevant to startups because oftentimes
+不好，但它也与初创公司密切相关，因为很多时候
+the bad ideas I mean the good ideas look bad
+坏主意 我的意思是好主意看起来很糟糕
+and the reason for this is that if the idea were obviously good like the
+这样做的原因是，如果这个想法明显像
+opportunity wouldn't exist big companies are not that dumb they're capable of
+机会不会存在 大公司并没有那么愚蠢 他们有能力
+executing they have lots of resources they have market power like if they
+执行 他们有很多资源 他们有市场力量 就像他们
+
+00:05
+00:05
+thought there is this you know 10 billion dollar business sitting there
+以为有这个你知道的 100 亿美元的生意坐在那里
+they would just go do it themselves so necessarily for it to be a good startup
+他们会自己去做，所以必然会成为一个好的初创公司
+it kind of has to be something that inside of a big company would get shot
+这一定是大公司内部会被枪杀的事情
+down for being you know stupid or unimportant and actually the example I
+因为你知道愚蠢或不重要而实际上是我的例子
+like the best is this company I don't know if who recognizes that logo that's
+最好的是这家公司我不知道谁认得那个标志
+the original Google logo when Google as a research project at Stanford called
+最初的谷歌标志，当时谷歌作为斯坦福大学的一个研究项目被称为
+backrub it's Larry page's hand in a flatbed
+拉里·佩奇的手在平板上按摩
+scanner and so you know Google started out as this research project at Stanford
+扫描仪，所以你知道谷歌最初是斯坦福大学的一个研究项目
+Larry and Sergey were PhD students there and they actually wanted to continue
+拉里和谢尔盖是那里的博士生，他们实际上想继续下去
+being PhD students and like finish their degree so they went off and tried to
+作为博士生并且喜欢完成学位，所以他们开始尝试
+sell Google to one of the big internet companies at the time so Yahoo excite
+将谷歌出售给当时最大的互联网公司之一，以便雅虎兴奋
+Infoseek they made the rounds to all these companies they wanted a million
+Infoseek 他们拜访了所有他们想要 100 万美元的公司
+
+00:06
+00:06
+dollars for Google and fortunately everyone said no no what no one thought
+谷歌的美元，幸运的是每个人都说不，没有人想到的
+it was worth a million dollars they thought search was unimportant they
+它价值一百万美元，他们认为搜索并不重要
+thought it was just like a commodity sort of a flavor of the month thing
+认为它就像一种商品，某种月度风味的东西
+they're like oh you're hot now but next month it'll be you know some other
+他们就像哦，你现在很性感，但下个月你就会认识其他人了
+startup and we'll just hop from one to the next so again like if if this
+启动，我们将从一个跳到下一个，就像如果这样
+opportunity were obvious Google wouldn't exist
+机会很明显谷歌不会存在
+so necessarily it has to look kind of bad and so I'll start my story at Google
+所以它看起来一定很糟糕所以我将从谷歌开始我的故事
+and the reason here is I think I really want to emphasize the absolute
+这里的原因是我想我真的想强调绝对
+importance in this game of being extremely lucky so the good news is you're all
+在这个游戏中非常幸运的重要性所以好消息是你们都
+accredited investors supposedly that means you're already among the luckiest
+据说，经过认可的投资者这意味着您已经是最幸运的人之一
+people on earth but I also like to think about this a lot because you know being
+地球上的人们，但我也喜欢思考这个问题，因为你知道
+a start-up employee is actually a lot like being an investor except you can
+初创公司的员工实际上很像投资者，只不过你可以
+
+00:07
+00:07
+really only do one at a time and so I've asked myself like how did I end up at
+实际上一次只做一个，所以我问自己，我是如何最终做到这一点的
+Google like what what took me there in the first thing is just that they
+谷歌就像把我带到那里的第一件事就是他们
+actually had a product that I used I was a very early user and so I just knew
+实际上我使用过一个产品，我是一个非常早期的用户，所以我只知道
+about it like they had made something people want namely me they made
+就好像他们制造了人们想要的东西，即他们制造的我
+something I want and the second thing the second reason is Linux so I was
+我想要的东西，第二个原因是 Linux，所以我是
+really really really into Linux a friend in college once put it shut the up
+真的真的真的很喜欢Linux，一位大学朋友曾经把它闭嘴了
+not everything is about Linux so when I went looking for a start-up to go work
+并非一切都与 Linux 相关，所以当我寻找一家初创公司上班时
+at really my only criteria was that they'd be doing cool stuff with Linux
+事实上，我唯一的标准是他们会用 Linux 做一些很酷的事情
+and so that was how I ended up at Google is they were building these like
+这就是我最终加入谷歌的原因，他们正在构建这样的东西
+clusters of Linux machines they're like nothing could be more exciting than that
+Linux 机器集群，没有什么比这更令人兴奋的了
+and when I interviewed there the people were really smart they asked good
+当我在那里采访时，人们真的很聪明，他们问得很好
+questions interviewed at another startup
+另一家初创公司面试的问题
+
+00:08
+00:08
+when people asked dumb questions and you could really tell the difference what I
+当人们问愚蠢的问题时，你真的能分辨出我说的是什么
+didn't know was that it was a good business I actually expected that Google
+我不知道这是一项好生意，我实际上期望谷歌
+would get squashed by like Alta Vista or
+会被像 Alta Vista 或
+something I didn't go in thinking like I was gonna make money I went in thinking
+我没有想到我会赚钱，而是想到了
+I would learn something about startups and in fact I did learn some stuff which
+我会学到一些关于初创公司的东西，事实上我确实学到了一些东西
+was good so I had a good time there Jeff mentioned lost Gmail but eventually it
+很好，所以我在那里度过了一段愉快的时光，杰夫提到丢失了 Gmail，但最终还是丢失了
+was kind of turning into a big company and I'm interested in startups so kind
+有点变成了一家大公司，我对初创公司很感兴趣
+of got the itch again to get back involved in startups so I'm looking
+再次渴望重新参与初创公司，所以我正在寻找
+around and then in early 2005 I see this thing the summer founders program and
+大约在 2005 年初，我在夏季创始人计划中看到了这件事
+this is this is sort of funny because I don't know a lot of you probably don't
+这有点有趣，因为我不认识你们很多人，可能也不认识
+know this the very first batch of Y Combinator it was pitched as like a
+知道这是第一批 Y Combinator，它的定位就像
+replacement for a summer job so the idea
+替代暑期工作所以这个想法
+was college students instead of going to work at Google as an int
+是大学生而不是作为一名实习生去谷歌工作
+
+00:09
+00:09
+we just come to YC and start a company misil eli k really bad idea to most
+我们刚刚来到 YC 并创办了一家公司 Misil eli k 对大多数人来说确实是个坏主意
+people in 2005 in fact their original lawyers they tried to work with refused
+事实上，2005 年他们试图合作的原律师拒绝了
+to do the work he said this is this is terrible we're not going to do it
+去做他说的工作，这太可怕了，我们不会做
+investors all thought it was a joke they're like no good company is ever
+投资者都认为这是一个笑话，他们认为没有什么好公司是这样的
+gonna come out of this so how did I end up here how did I end up connected to YC
+我要摆脱这一切，我是怎么��这里来的，我是怎么和 YC 联系起来的
+and the answer is that Paul Graham had written a lot of really good essays and
+答案是保罗·格雷厄姆写了很多非常好的文章
+so I had read a lot of his stuff he he was really smart I didn't know him
+所以我读了很多他的东西，他真的很聪明，我不认识他
+I thought he was really smart I had really good insights and I thought this
+我认为他真的很聪明，我有很好的洞察力，我认为
+was a really intriguing idea not necessarily a good idea but like
+是一个非常有趣的想法，不一定是个好主意，但就像
+intriguing interesting and for me I think interesting kind of includes this
+有趣有趣，对我来说，我认为有趣的包括这个
+element of unpredictable like if I know what the outcome is then there's no
+不可预测的因素，比如如果我知道结果是什么，那么就没有
+point in getting involved it's the things where I don't know the outcome
+参与其中的重点是我不知道结果的事情
+
+00:10
+00:10
+where I can learn so basically I just cold email PG and it was like hey you
+我可以在哪里学习，所以基本上我只是给 PG 发了冷邮件，就像嘿你
+know can I help out and so I started hanging out here got to know the first
+知道我可以帮忙吗，所以我开始在这里闲逛，首先了解了
+or the first batch that was in this building which was the winter oh six
+或者第一批在这栋楼里的那是冬天哦六
+batch and there was about 12 years ago I
+大约12年前我有一批
+actually since then haven't met with him invested in every batch I'm a repeat
+实际上从那以后就没有见过他投资的每一批我都是重复的
+offender but my very first angel investment was was in a YC company
+罪犯，但我的第一笔天使投资是在一家 YC 公司
+called wufu and here's what the internet thought about it for those of you who
+叫做“wufu”，以下是互联网上对它的看法：
+can't read it which is probably most of them person says is anyone keeping a
+无法阅读，这可能是大多数人说的，有人保留了
+list of all these new Y Combinator startups seems like it might be
+所有这些新 Y Combinator 初创公司的名单似乎可能是
+entertaining a year from now after all the hype has died down to go back and
+一年后，在所有的炒作都平息之后，再回去吧
+look at it I mean sure it seems like it's written in Python and it uses XML
+看看它，我的意思是肯定它看起来像是用 Python 编写的并且使用了 XML
+HTTP requests as being confused with stuff like I have a business plan and my
+HTTP 请求与诸如我有一个商业计划和我的
+
+00:11
+00:11
+product satisfies a demand that consumers actually have and I like this
+产品满足了消费者的实际需求，我喜欢这个
+because it's both kind of like making fun of YC and wufu and it was very
+因为这有点像取笑 YC 和 wufu，而且非常有趣
+characteristic of the thinking at that time and in fact you know woo-hoo
+当时的思维特征，事实上你知道 woo-hoo
+never did IPO but my investment on that returned like 44 X when SurveyMonkey
+从未进行过 IPO，但当 SurveyMonkey 时，我的投资回报率高达 44 倍
+bought them and the founder Kevin Hale who's extremely talented ended up being
+买下了他们，创始人凯文·黑尔（Kevin Hale）非常有才华，最终成为了
+a partner here at YC some years later and no doubt there for help earn me more
+几年后，我成为了 YC 的合伙人，毫无疑问，他帮助我赚了更多钱
+money hi by helping our startups so you know that there's both an immediate
+通过帮助我们的初创公司，您可以立即获得资金
+return and then there's like the long-term return the following year I
+回报然后第二年就会有长期回报我
+invested in this YC company it's called justin.tv the idea was that Justin here
+投资了这家名为 justin.tv 的 YC 公司，想法是贾斯汀在这里
+was gonna stick a camera on his head and then livestream it to the internet that
+要把一个摄像头戴在他的头上，然后将其直播到互联网上
+
+00:12
+00:12
+was like the idea and at first I was like are you joking like now we're gonna
+就像这个想法，一开始我想你是在开玩笑吧，现在我们要
+do it I'm like awesome like because again this is like really unpredictable
+这样做我感觉棒极了，因为这又是不可预测的
+what's gonna happen when you start live streaming your life 24/7 and I guarantee
+当你开始 24/7 直播你的生活时会发生什么，我保证
+this is not the idea that would come out
+这不是会出现的想法
+of Google right like you're not going to
+Google 的权利就像你不会那样
+see Larry Page with a camera strapped to his head 24/7 and Norton or should it
+看看拉里·佩奇头上绑着相机 24/7 和诺顿还是应该
+come out of Google so again this was just like an unpredictable thing and in
+来自谷歌，所以这又是一件不可预测的事情，在
+fact the company struggled for quite a while which I mentioned because someone
+事实上，我提到的公司已经挣扎了很长一段时间，因为有人
+asked earlier Dalton you know what if the company is kind of going sideways
+之前问道尔顿，你知道如果公司走上歧途怎么办
+should i I mean I think the implication was should I like kick the founders
+我应该说我认为这意味着我应该踢创始人吗
+until they give me my money back the answer is no so this kind of money they
+在他们退还我的钱之前，答案是否定的，所以他们会用这种钱
+actually even tried to do an aqua hire several years in but no one would a co
+实际上，几年前甚至尝试过雇用一名水族，但没有人愿意合作
+hire them because they thought they didn't have any talent they couldn't do
+雇用他们是因为他们认为自己没有做不到的才能
+a talent acquisition because the choirs thought there was no talent
+人才收购，因为合唱团认为没有人才
+
+00:13
+00:13
+fortunately they eventually pivoted to twitch which was focusing on just the
+幸运的是，他们最终转向了 twitch，专注于
+one part of their product people were streaming all kinds of things on
+他们的产品的一部分人们正在流式传输各种各样的东西
+justin.tv but Emmitt became interested in specifically video game streaming
+justin.tv 但埃米特对视频游戏流媒体产生了兴趣
+people were streaming their games which I never would have thought was a
+人们正在直播他们的游戏，我从来没想过这是一个
+business that was a toll prai's to me but that turned out to be a
+这件事对我来说是一项收费任务，但结果却是
+great business which they sold to Amazon
+他们卖给亚马逊的伟大业务
+unfortunately for a billion dollars it's probably worth way more than that right
+不幸的是，对于十亿美元来说，它的价值可能远不止于此，对吧
+now but the other interesting thing I want to point out here is this company
+现在但我想指出的另一件有趣的事情是这家公司
+had four founders so Emmet who is the CEO of twitch is still the CEO of twitch
+有四位创始人，所以 twitch 的首席执行官 Emmet 仍然是 twitch 的首席执行官
+at Amazon where it's estimated to be like a twenty billion dollar business at
+在亚马逊，它的价值估计相当于 200 亿美元的业务
+this point Justin Khan has started a bunch more
+贾斯汀·汗 (Justin Khan) 已经开始了更多
+startups he was here as a partner at YC for a couple years now he has a new
+他作为 YC 的合伙人在这里工作了几年，现在他有了一个新的
+
+00:14
+00:14
+company called atrium which if you invest in any of our companies going
+名为 atrium 的公司，如果您投资我们的任何一家公司
+forward you'll probably interact with because they're doing kind of like the
+转发您可能会与之互动，因为他们的做法有点像
+default legal legal provider now for YC companies Michael Seibel started a
+现在，YC 公司的默认法律法律提供商 Michael Seibel 启动了
+company called Socialcam which actually was a justin.tv spin-out sold that
+名为 Socialcam 的公司实际上是 justin.tv 的衍生公司，出售该产品
+Autodesk for 60 million and then became a YC partner and actually he's now the
+Autodesk 6000万，然后成为YC合伙人，实际上他现在是
+CEO of Y Combinator and finally Kyle vote started a company called crews but
+Y Combinator 的首席执行官和最终凯尔投票创办了一家名为船员的公司，但
+you may have heard of because GM bought them for a billion dollars
+你可能听说过，因为通用汽车以十亿美元收购了它们
+so like that for group of people who had so little talent that no one would
+对于一群才华横溢的人来说就像这样，没有人会这样做
+talent acquire them I've done some pretty remarkable things
+人才获得他们我做了一些非常了不起的事情
+all right so eventually I wanted to start my own company I was like REI I
+好吧，所以最终我想创办自己的公司，我就像 REI I
+think I see how this is done I can do better so so that leads me to FriendFeed
+我想我知道这是如何完成的，我可以做得更好，这样我就可以使用 FriendFeed
+know when I decided to start a startup I actually had a lot of ideas probably
+知道当我决定创办一家初创公司时，我实际上可能有很多想法
+
+00:15
+00:15
+most of them were genuinely not good but
+他们中的大多数确实不好，但是
+the one idea that was totally correct is that I thought the most important thing
+一个完全正确的想法是我认为最重要的事情
+was having a really great team and so that was sort of the original focus is
+拥有一支非常出色的团队，所以这就是最初的重点
+just like figuring out who I can get to join on to this and fortunately I
+就像弄清楚我可以让谁加入这个项目一样，幸运的是我
+managed to convince this guy Brett Taylor to co-found FriendFeed with us in
+成功说服布雷特·泰勒 (Brett Taylor) 与我们共同创立 FriendFeed
+Brett is someone that I knew from Google I hadn't worked with him but I kind of
+Brett 是我在 Google 认识的人，我没有与他共事过，但我有点
+knew him you know we had chatted I knew him by
+认识他 你知道我们聊过 我认识他
+reputation and the story I like to tell about Brett
+声誉和我喜欢讲述的关于布雷特的故事
+is he was the p.m. on maps not even or maybe like an APM not even an engineer
+他是下午吗？在地图上甚至不是或可能像 APM 甚至不是工程师
+and he was frustrated that the product was so slow and clunky this was before
+他对以前的产品如此缓慢和笨重感到沮丧
+it was launched and so finally one weekend he he was just like you know
+它推出了，所以最后一个周末他就像你知道的那样
+what I'm just gonna fix it and so he rewrote the entire JavaScript front-end
+我只是要修复它，所以他重写了整个 JavaScript 前端
+
+00:16
+00:16
+over a weekend made it a third the size in ten times as fast as what an entire
+在一个周末的时间里，它的尺寸扩大了三分之一，速度是整个机器的十倍
+team of developers had been working on for a long time this is the kind of
+开发团队已经为此工作了很长时间
+person you want to invest in right like that is an absolutely great bet let's
+像这样你想投资的人绝对是一个不错的选择，让我们
+see so friend Pete generated a lot of buzz unfortunately it didn't generate a
+看到这样，朋友皮特引起了很多关注，不幸的是它没有引起关注
+lot of growth in part because we ended up competing with this company Facebook
+大量增长的部分原因是我们最终与 Facebook 这家公司竞争
+so they they turned out to be a very formidable competitor I got a chance to
+所以他们被证明是一个非常强大的竞争对手，我有机会
+meet Zach he's like really impressive and eventually he came to believe that
+遇见扎克，他给人留下了深刻的印象，最终他开始相信
+Facebook was unbeatable not by us not by Google not by anyone and that it would
+Facebook 是不可战胜的，不是我们，不是谷歌，不是任何人，而且它会
+therefore be like a Google sized success and therefore we should sell so we sold
+因此，就像谷歌规模的成功一样，因此我们应该出售，所以我们出售
+
+00:17
+00:17
+FriendFeed to Facebook for about half a percent of Facebook's equity which
+FriendFeed 向 Facebook 出售约 0.5% 的 Facebook 股权
+turned out to be a pretty good deal and so the the lesson here I really want to
+事实证明这是一笔非常划算的交易，所以我真的很想在这里吸取教训
+emphasize is find your betters like you want to find people who are smarter in
+强调的是找到比你更好的人，就像你想找到在以下方面更聪明的人一样
+everything more insightful than than than you are and I think Bret and and
+一切都比你更有洞察力，我认为布雷特和
+Zach and the team at Facebook are great examples of this like they were just
+扎克和 Facebook 的团队就是很好的例子，就像他们只是
+clearly better at it than I am so that's
+显然比我更擅长所以
+like one of my criteria when I'm meeting a founder if I'm thinking like oh I
+就像我在会见创始人时的标准之一，如果我的想法是哦，我
+could do this job better than you like I
+可以像我一样比你做得更好
+shouldn't fund right I only want to fund people who are better than I am right
+不应该资助正确的人，我只想资助比我更好的人，对吧
+and so this is why it's not that I think idea in market don't matter like those
+这就是为什么我认为市场上的想法并不像那些想法那么重要
+things are of critical importance you're not gonna
+事情至关重要，你不会
+build a big company in a tiny market but my belief is that if the founders are
+在一个小市场中建立一家大公司，但我相信，如果创始人
+actually better than me then they're gonna have better insights they're gonna
+实际上比我更好，那么他们会有更好的见解
+
+00:18
+00:18
+know more than me so I can kind of outsource that part of the thinking to
+比我了解更多，所以我可以将这部分思考外包给
+the founder and then I just have to figure out like does the founder believe
+创始人，然后我只需要弄清楚创始人是否相信
+it and so what you want to do here I believe is use your knowledge to probe
+所以我相信你在这里想做的是用你的知识来探索
+to ask intelligent questions to see if they really do know what they're talking
+提出明智的问题，看看他们是否真的知道自己在说什么
+about right but but not using it to decide not being like oh you know I'm an
+大约是对的，但不是用它来决定不像哦，你知道我是一个
+expert on air mattresses I know there's no business here right the challenge of
+气垫专家 我��道这里没有什么生意可以应对的挑战
+course is finding these great founders so I want to go through a couple more
+当然是寻找这些伟大的创始人，所以我想了解更多
+examples that I think highlight some traits the first is Meraki this is another
+我认为突出一些特征的例子第一个是 Meraki 这是另一个
+early investment 2006 and when I went in to meet them in their
+2006 年的早期投资，当我去见他们的时候
+little office and Mountain View they showed me around they introduced me to
+他们带我参观了小办公室和山景城，他们向我介绍了
+the team they showed me some of the hardware they were building these little
+他们的团队向我展示了他们正在构建的一些硬件
+mesh Wi-Fi boxes at the time and I was like wow this is really impressive like
+当时的网状 Wi-Fi 盒子，我就想哇，这真是令人印象深刻，就像
+
+00:19
+00:19
+how much money of you guys raised and they're like we don't raise any that's
+你们筹集了多少钱，但他们好像我们没有筹集到任何资金
+why we're talking to you right like and I was shocked because they had like
+为什么我们要和你说话，我很震惊，因为他们有
+hardware there they had they'd been selling these devices and they did it
+他们在那里有硬件 他们一直在销售这些设备并且他们做到了
+all by kind of like scraping together money here and there they got somehow a
+就像到处凑钱一样，他们以某种方式得到了
+deal on this and a deal on that and someone lent them money and they were
+谈这个谈那个，有人借钱给他们，他们就被
+able to string the whole thing together for $0 which is exactly what I like to
+能够以 0 美元的价格将所有东西串在一起，这正是我喜欢的
+see and so this is another one I like to think about as an example of like what
+瞧，这是我喜欢思考的另一个例子
+you want and then just kind of her laughs I'll give you what would be an
+你想要然后只要她笑我就会给你什么
+opposite of Meraki I would say is juice arrow like they spent a hundred million
+Meraki的对面我想说的是果汁箭头就像他们花了一个亿
+dollars on their like juice bag squeezer without ever talking to a customer
+无需与顾客交谈即可购买果汁袋挤压机
+without ever trying to sell someone a bag of juice which by the way is what it
+从来没有试图向某人推销一袋果汁，顺便说一句，这就是它的意思
+is it's just a bag of juice and it squeezes it out
+它只是一袋果汁然后把它挤出来吗
+it's horrible right so you want the opposite of juice arrow you want Meraki
+这太可怕了，所以你想要与你想要 Meraki 的果汁箭头相反的东西
+
+00:20
+00:20
+and this was Cisco bought this for 1.2 billion which was like a seventy three
+这是思科以 12 亿美元买下的，相当于 73 亿美元
+extra turn once again they sold too early that company's worth ten twenty
+再次额外轮流，他们太早卖掉了那家价值十二十分的公司
+billion dollars now founders always sell too early because a billion dollars I
+现在创始人总是卖得太早，因为我有十亿美元
+make the same mistake I sell too early next up is cruise cruise I mentioned
+犯同样的错误，我太早卖掉了，接下来是我提到的游轮游轮
+earlier one of the founders of justin.tv Kyle vote started this company and my
+早些时候，Justin.tv 的创始人之一凯尔投票创办了这家公司，我的
+favorite Kyle story is actually from the early days of Justin TV where they came
+最喜欢的凯尔故事实际上来自贾斯汀电视台的早期阶段
+to me with this problem I had invested and then they came to me that with this
+对我来说，我已经投资了这个问题，然后他们来找我，用这个
+problem where they were burning up all of their money on streaming because it
+问题是他们在流媒体上耗尽了所有的钱，因为它
+turned out streaming video was very expensive they could either use the
+结果发现流媒体视频非常昂贵，他们可以使用
+streaming CD ends that were really expensive or they could like license
+流媒体 CD 端非常昂贵，或者他们可能需要许可证
+some kind of software to run their own streaming CDN but that was also really
+某种软件来运行自己的流媒体 CDN，但这也确实是
+expensive so they're like what should we
+很贵所以他们就像我们应该做什么
+
+00:21
+00:21
+do you know we're gonna burn all of your money which I don't like so I was like
+你知道吗，我们会烧掉你所有的钱，我不喜欢，所以我就想
+you know what this doesn't seem like a hard problem to me like bits go in bits
+你知道吗，这对我来说似乎并不是一个难题，就像一点一滴一样
+go out like what's the big deal you should just write your own streaming
+出去吧，有什么大不了的，你应该写自己的流媒体
+media server and Kyle you know it took me seriously I was like well okay I
+媒体服务器和凯尔，你知道它很认真地对待我，我当时想，好吧，我
+guess if you know PB says it's possible and actually I told him he should be
+猜猜你是否知道 PB 说这是可能的，实际上我告诉他他应该这样做
+able to do it in an evening I said you should you should just build this
+一个晚上就可以完成我说你应该建造这个
+tonight launch it tomorrow like I don't get what's so hard just make it work it
+今晚明天启动它就像我不明白什么那么难只是让它发挥作用
+turns out it took him maybe like a whole weekend but he did in fact write their
+事实证明，他可能花了整个周末的时间，但事实上他确实写了他们的
+own streaming media server and this is actually the reason that justin TV
+拥有自己的流媒体服务器，这实际上就是 Justin TV 的原因
+survived at all right because there was no way that the business was viable if
+幸存下来是因为如果
+they were paying so much for streaming and and so again it's a founder who's
+他们为流媒体支付了如此多的费用，因此创始人又
+willing to like do something that a more reasonable person would say is
+愿意做一些更理性的人会说的事情
+impossible like 99% of Engineers if I told them oh yeah you should replicate
+如果我告诉 99% 的工程师，他们应该复制，那是不可能的
+
+00:22
+00:22
+this other company's product and you should do it tonight okay
+这是另一家公司的产品，你今晚应该做，好吗
+it'd just be like you're an idiot like you don't know what you're talking about
+就像你是个白痴一样你不知道自己在说什么
+it would give me a big long list of reasons why it's and
+它会给我一长串原因，并且
+but instead he just did it and so the crews idea actually seemed four years
+但他只是这么做了，所以工作人员的想法实际上似乎四年了
+ago kind of in a similar boat now self-driving cars are really soft
+以前在类似的船上现在自动驾驶汽车真的很软
+wearing car startups are really hot but four years ago it actually seemed like
+穿戴汽车初创公司确实很热门，但四年前它实际上看起来像
+an absurd idea like the technology is so hard
+像技术这么难这样荒唐的想法
+Google has like a huge team working on it like there's no way like this is too
+谷歌有一个庞大的团队正在研究它，就像不可能的那样
+much for a little startup isn't there's no way it can work but of course it had
+对于一家小初创公司来说，这并不是说它无法运作，但它当然可以
+Kyle invest it anyway and as mentioned GM bought them for like a billion which
+不管怎样，凯尔投资了它，正如前面提到的，通用汽车以大约十亿美元的价格购买了它们
+was about a 50 extra turn not too bad again probably sold too early this
+大约多了 50 回合，还不错，可能卖得太早了
+company you may or may not have heard of they get a lot of press because it's
+您可能听说过也可能没有听说过的公司他们受到了很多媒体的关注，因为它
+
+00:23
+00:23
+awesome they came out of YC two years ago they're building supersonic jets in
+太棒了，他们两年前从 YC 出来，他们正在建造超音速喷气机
+10 years when you want to go to Tokyo you're gonna get there in like six hours
+10年来，当你想去东京时，你只需六个小时就能到达那里
+like that's pretty exciting and so this is another great example the founder
+这非常令人兴奋，这是创始人的另一个很好的例子
+Blake he's actually a software guy he doesn't know anything about he didn't he
+布莱克，他实际上是一个软件人员，他对此一无所知，不是吗？
+didn't have like an aeronautics background or anything he just became
+没有航空背景或他刚刚成为的任何人
+determined he's like you know it's the future we should have supersonic travel
+确定他就像你知道的那样，这是我们应该拥有超音速旅行的未来
+he's like I'm just gonna do it and so he took the time to just go teach himself
+他好像我就要做，所以他花时间去自学
+everything and figure out why like the Concorde it was such a huge failure and
+一切并弄清楚为什么它像协和式飞机一样是一个巨大的失败
+what was different now and what was so remarkable I remember when he was in YC
+现在有什么不同，有什么让我记得他在 YC 时如此引人注目
+is that he was able to very clearly explain to me why he was gonna do this
+他能够非常清楚地向我解释他为什么要这样做
+thing that seems really impossible but he could very clearly outlined to me
+看起来确实不可能的事情，但他可以非常清楚地向我概述
+
+00:24
+00:24
+essentially like the three things that were wrong with a Concorde that he was
+本质上就像他驾驶的协和式飞机的三个问题一样
+fixing the three the reasons that this was actually a viable business in like
+解决这三个原因，这实际上是一个可行的业务
+work through the economics of it all and he laid out a very clean picture and
+他详细研究了这一切的经济学原理，描绘了一幅非常清晰的图景
+again this is one of the traits of really great founders is they're able to
+这又是真正伟大创始人的特质之一，他们能够
+communicate what's a fairly complex idea I don't know anything about supersonic
+传达一个相当复杂的想法 我对超音速一无所知
+aircraft I'm not an expert supersonic aircraft right but he's able
+飞机 我不是超音速飞机专家，但他可以
+to explain this to me in a way that I understand very easily
+以我很容易理解的方式向我解释这一点
+he's got good insights and just absurd ambition just like really ambitious
+他有很好的洞察力和荒谬的野心，就像真正的野心一样
+something that again people would be like there's no way a start-up is gonna
+人们会再次认为初创企业不可能这样做
+build a supersonic airliner I believe they are you know it's not yet proven
+建造一架超音速客机我相信它们是你知道的还没有被证明
+but they're making amazing progress I always love to read their investor
+但他们取得了惊人的进步 我总是喜欢读他们的投资者
+updates he also sends the best investor updates of any company I've ever
+他还发送了我见过的所有公司中最好的投资者更新
+invested in and so the other point I want to make here actually is don't be
+投资，所以我想在这里提出的另一点实际上是不要
+afraid to invest in things that aren't software if you're if you're working
+如果你在工作，就害怕投资软件以外的东西
+
+00:25
+00:25
+according to this philosophy that like you want a really great founder and the
+根据这种哲学，就像你想要一个真正伟大的创始人和
+founder brings the expertise then you're able to invest in so much more and and
+创始人带来了专业知识，那么你就可以投资更多，并且
+we have so many great companies that are like in bio I think we're gonna have
+我们有很多伟大的公司，就像生物领域一样，我想我们将会有
+some just giant exits you know 10 years from now and and I see every time at
+十年后你就会知道一些巨大的退出，而我每次都会看到
+demo day cuz I work with a lot of the bio companies cuz I really like them I
+演示日因为我与很多生物公司合作因为我真的很喜欢他们
+see you know at least half the investors just like cross it off the list on
+看看你认识至少一半的投资者，就像把它从名单上划掉一样
+principle because like I don't know anything about supersonic aircraft so
+原理因为我对超音速飞机一无所知所以
+don't do that alright now as promised I will talk
+现在别那么做，好吧，正如我所承诺的，我会谈谈
+about some of the less flattering stories so in honor of the Dropbox IPO
+关于一些不太讨人喜欢的故事，以纪念 Dropbox IPO
+let's talk about Dropbox so this email again for those who can't read it
+我们来谈谈 Dropbox，所以为那些无法阅读的人再次发送这封电子邮件
+there's me replying to Drew this is September 14th 2007
+这是我在 2007 年 9 月 14 日回复 Drew
+
+00:26
+00:26
+sorry I wasn't able to make it today are you gonna be around this weekend so I
+抱歉，我今天没能来，这个周末你能来吗？
+had actually gone to Boston to meet the summer 7 batch which was only like 19
+实际上去波士顿参加了夏季第 7 批的比赛，当时只有 19 名
+companies so it wasn't that hard drew seemed really good he was definitely you
+公司所以并不是硬画看起来真的很好他绝对是你
+know seemed like one of the strongest and best founders in the batch but you
+知道似乎是这批创始人中最强大、最好的创始人之一，但你
+know I had some questions about competition like what are you gonna do
+我知道我有一些关于竞争的问题，比如你要做什么
+about Google Drive and all that so I set
+关于 Google Drive 以及我设置的所有内容
+up a meeting to meet with him when we're back in San Francisco and then on the
+当我们回到旧金山时，安排一个会面与他见面，然后
+day of the meeting my previous meeting ran long and I
+会议当天 我上次的会议持续了很长时间，而且我
+cancelled I'm drew and I want to make a couple of points here one is that that's
+取消 我被吸引了，我想在这里提出几点，其中之一是
+really shitty investor behavior because you're wasting the founders time don't
+投资者的行为真的很糟糕，因为你在浪费创始人的时间。
+do that and to convert karma kind of got me back I missed out on what would have
+这样做并转换业力让我回来，我错过了将会发生的事情
+been like a thousand extra turn and an exciting IPO because I didn't show up
+因为我没有出现，所以就像多了一千次回合和一次令人兴奋的首次公开募股
+
+00:27
+00:27
+alright so I missed Airbnb I mean a Dropbox but what about Airbnb so here's
+好吧，所以我错过了 Airbnb，我的意思是 Dropbox，但是 Airbnb 怎么样，所以这里是
+a Michael Seibel introducing me this was June 26 2008 to to this company air bed
+Michael Seibel 于 2008 年 6 月 26 日向我介绍了这家公司的气垫床
+and breakfast and then just sort of like humorously four years later something
+和早餐，然后有点像四年后幽默的事情
+three years later I respond I should have responded the thing that actually
+三年后我回应我应该回应实际上的事情
+triggered this was that the Airbnb founders were like standing right here
+触发这一点的是 Airbnb 创始人就像站在这里
+telling their story and I was like ah this hurts so much I can't believe I
+讲述他们的故事，我就像啊，这太痛苦了，我不敢相信我
+like missed this company in my defense I had my own startup at the time and I
+就像错过了这家公司一样，我当时有自己的初创公司，而且我
+think if you are a start-up founder you need to give your own company absolute
+我认为如果你是一家初创公司的创始人，你需要给自己的公司绝对的权力
+priority over angel investing the thing that actually makes is more painful is
+优先于天使投资实际上更痛苦的是
+that this was just the first time this was before they are in YC once they're
+这只是他们第一次来 YC 之前
+in YC pgu is like oh you got to talk to the air being these they're so good
+在 YC pgu 就像哦，你必须与空气交谈，因为这些他们太棒了
+
+00:28
+00:28
+they're like the best company he was just constantly hyping them and
+他们就像是他不断炒作的最好的公司
+generally if PG gives that strong of an endorsement just
+一般来说，如果 PG 给予那么强烈的认可，
+like you just invest I'm like cool you know I'll invest I'll you know I'll
+就像你只是投资我很酷你知道我会投资我会你知道我会
+watch for them on angel day which is what you used to call demo day now I
+在天使日留意他们，这就是你以前所说的演示日，现在我
+show up on angel day and there's no airBnB
+在天使日出现，但没有爱彼迎
+so I email Brian I'm like hey misty guys today was you know hoping to chat and
+所以我给布莱恩发了邮件，我想嘿，今天的迷雾小伙子们，你们知道希望能聊天吗？
+invest he's like yeah sorry we just signed a term sheet with Sequoia so
+投资他就像是的，抱歉我们刚刚与红杉签署了一份投资意向书，所以
+again I had basically in my head decided to invest but then just kind of was
+我再次基本上决定投资，但后来就有点了
+lacks today cycle and and and and took some time fortunately I was able to get
+今天缺乏周期和和并花了一些时间幸运的是我能够得到
+into a later round but at a much higher price but again the point I want to make
+进入后一轮，但价格要高得多，但我想再次强调这一点
+here is that if you move slow you're going to get adverse
+如果你行动缓慢，你就会遇到不利的情况
+selection like the companies that you can string along for months you know
+选择您可以连续几个月了解的公司
+give a hundred different meetings and like you need to talk to this person
+举行一百次不同的会议，就像你需要和这个人交谈一样
+
+00:29
+00:29
+probably aren't going to be the best companies so like be very deliberate in
+可能不会成为最好的公司，所以要非常慎重
+your decision-making like do or do not write don't just be like yeah you know
+你的决定，比如做或不写，不要只是像是的，你知道
+I'll see what happens like when you identify a company is being really
+我会看看当你发现一家公司真的在做生意时会发生什么
+promising as something you want to invest in you could spend like another
+承诺作为您想要投资的东西，您可以像其他东西一样花钱
+week thinking about it or you could pull the trigger and get Airbnb all right
+一周考虑一下，或者你可以扣动扳机，让 Airbnb 一切顺利
+what else doesn't work ah a really good price
+还有什么不行啊，价格真的很好
+this one I've been duped into a bunch where I'm like oh it's such a you know
+我被骗到了一堆，我想哦，这就是你知道的
+they're giving me a bargain like I'm Tremp today a bargain like all the
+他们给了我一个讨价还价的机会，就像我今天是特伦普一样
+valuations so low it's a steal like I'm gonna I'm getting a great deal
+估值如此之低，就像我要得到一笔划算的交易一样
+I've never gotten any return that's something that I invested in because it
+我投资的东西从来没有得到任何回报，因为它
+was a good deal they're really literally
+很划算，他们确实是真的
+is no such thing as a value investing in startups as as much as it seems like
+对初创公司的价值投资并不像看上去那么重要
+
+00:30
+00:30
+there should be a every time I've done this it's been a mistake
+每次我这样做都应该是一个错误
+another mistake not investing because of price and clearly there must be some
+另一个错误是因为价格而没有投资，显然一定有一些
+limit at which this isn't true but I've never encountered it anytime I've been
+这是不正确的极限，但我从来没有遇到过它
+like excited about something but then there's like ah the price is so high
+就像对某件事感到兴奋，但价格却如此之高
+yeah you know I'll invest in something else I've always regretted it like so
+是的，你知道我会投资其他东西，我一直很后悔
+now actually in my head I kind of turn around the rule I'm like if I'm
+现在实际上在我的脑海里我有点扭转规则我就像如果我
+disappointed by their price I should probably invest more I need to write a
+对他们的价格感到失望我可能应该投资更多我需要写一篇
+larger check this one is probably kind of obvious I make this mistake a lot
+更大的检查这个可能有点明显我经常犯这个错误
+because I work with the founders I get emotionally attached and I just want to
+因为我与创始人一起工作，所以我产生了情感上的依恋，我只想
+help them out they seem helpless if you're investing out of pity but is
+帮助他们，如果你出于怜悯而投资，他们看起来很无助，但实际上
+
+00:31
+00:31
+also have never made any money always turned up at because again like the
+也从来没有赚过钱总是出现在因为再次喜欢
+really great founders just are so formidable you know someone like like
+真正伟大的创始人是如此强大，你认识这样的人
+Blake get boom it's just sort of like a force of nature like he's somehow just
+布莱克得到了繁荣，这有点像自然的力量，就像他不知何故只是
+gonna will this thing into existence the people who come to me with like a sob
+那些带着抽泣来找我的人将会把这件事变成现实
+story oh no one wants to invest maybe if you write a check they will like no I
+故事哦，没有人愿意投资，也许如果你写一张支票，他们会不喜欢我
+haven't made anything so I'm gonna try to keep myself for making this mistake
+我什么也没做所以我会努力让自己不犯这个错误
+I'll probably do it a little bit more cynical ideas this one is something
+我可能会做一些更加愤世嫉俗的想法，这是一件事情
+where I'm actually not really that excited about what they're doing and
+事实上我对他们正在做的事情并不那么兴奋
+what it means for the future but it seems like it could make a lot of money
+这对未来意味着什么，但似乎可以赚很多钱
+and so you know if they can make a lot of money I'd like some of it so far so
+所以你知道他们是否能赚很多钱，到目前为止我想要其中一些
+far and I'm kind of actually happy about this I've never made money on these
+到目前为止，我对此感到非常高兴，我从未在这些上赚过钱
+companies somehow the cynical idea is I don't know why but they haven't they
+公司某种程度上愤世嫉俗的想法是我不知道为什么但他们没有
+haven't worked out for me maybe I have the wrong kind of cynicism
+对我来说没有成功 也许我有错误的愤世嫉俗
+
+00:32
+00:32
+but the principle here I would suggest is invest in optimism invest in the
+但我建议的原则是投资乐观主义
+future you want to see not the future you fear and these are basically ideas
+你想看到的未来不是你害怕的未来，这些基本上都是想法
+where I invested in the future I fear I had this one idea at one point that I
+我对未来的投资 我担心我曾经有过这样一个想法
+should just invest in anything that would not be out of place in the movie
+应该只投资于电影中不会不合适的任何东西
+idiocracy fortunately those investments didn't work all right another mistake
+白痴幸运的是这些投资没有发挥作用又是一个错误
+really impressive numbers I think Sam touched on this yesterday it's really
+非常令人印象深刻的数字，我认为 Sam 昨天谈到了这一点，这真的是
+easy to get excited and good numbers on their own are not a bad thing obviously
+很容易兴奋，而且好的数字本身显然并不是一件坏事
+sometimes really good companies have really good numbers but the thing that
+有时真正优秀的公司拥有非常好的数字，但是
+happens is you kind of get blinded by the numbers you're like wow it just
+发生的是你有点被数字蒙蔽了，你就像哇，只是
+keeps going up ignore the fact that like somehow the founders are kind of a or
+不断上涨，忽略了这样一个事实：创始人有点像或
+like the product doesn't really make sense to me and again I never made money
+就像这个产品对我来说真的没有意义，而且我又没赚到钱
+
+00:33
+00:33
+on these if I'm just investing because of the numbers it turns out to be a bad
+如果我只是因为数字而投资的话，结果会很糟糕
+investment and I think the reason for this that the question to ask is is this
+投资，我认为要问的原因是这样的
+company actually creating value like are they actually making the world a
+公司实际上创造了价值，就像他们实际上让世界成为一个
+wealthier place or are they maybe just exploiting some temporary inefficiency
+更富裕的地方，或者他们可能只是利用一些暂时的低效率
+in like Facebook Facebook's going to change their album algorithm and that
+就像 Facebook Facebook 将改变他们的相册算法
+companies there be dead right all right so I've tried to boil that all down
+那里的公司已经死了，好吧，所以我试图把这一切归结为
+again just more for my own use to a checklist because again my my thinking
+再次只是为了我自己使用清单，因为我的想法
+on startups is that it's really like the founders are absolutely critical and
+对初创公司来说，创始人确实是绝对挑剔的
+everything else kind of derives from that so if I'm just asking myself like
+其他一切都源于此，所以如果我只是问自己
+is this person a great founder here's some of the traits clear concise
+这个人是一位伟大的创始人吗？这里有一些特征，清晰简洁
+
+00:34
+00:34
+communication and I want to be clear this doesn't mean slick salesy kind of
+沟通，我想澄清这并不意味着圆滑的销售
+communication I mean people who can demonstrate a real depth of
+沟通 我指的是能够表现出真正深度沟通的人
+understanding and clarity of thought in the example actually probably one of the
+示例中思想的理解和清晰度实际上可能是其中之一
+best examples of this is just Paul Graham with Y Combinator like the whole
+最好的例子就是 Paul Graham 和 Y Combinator 的整体
+reason why Combinator really exists is because he'd been writing these essays
+Combinator 真正存在的原因是因为他一直在写这些文章
+for years that we're sort of like he's kind of like the Pied Piper of nerds
+多年来我们都觉得他有点像书呆子里的花衣魔笛手
+like everyone would just read these things and get excited and that was in
+就像每个人都会读到这些东西并感到兴奋，那就是
+to this day I believe it's like the number one or number two source of leads
+直到今天，我相信它就像是第一或第二的潜在客户来源
+to people applying to Y Combinator we asked a question on the application how
+对于申请 Y Combinator 的人，我们问了一个关于申请的问题：
+did you hear about Y Combinator and they say from Paul Graham's essays but also
+你听说过 Y Combinator吗？他们从 Paul Graham 的文章中说，而且
+you know essentially all of the other founders fall into this category right
+你知道基本上所有其他创始人都属于这一类，对吧
+like Kyle was able to tell me a story about how he's gonna make a self-driving
+就像凯尔能够告诉我一个关于他如何制作自动驾驶汽车的故事
+car boom again he's able to tell me the story about how they're gonna do this
+汽车再次繁荣，他能够告诉我他们将如何做到这一点的故事
+
+00:35
+00:35
+impossible thing and so if people if I find myself struggling to understand or
+不可能的事情，所以如果人们发现自己很难理解或
+like doing the work for them it's always
+就像为他们做事一样
+a bad time and it's the trap I sometimes fall into is all talk to them for so
+一段糟糕的时光，这是我有时会陷入的陷阱，就是与他们交谈
+long I'll come up with a story that makes sense and then I'll just sell
+很长一段时间我都会想出一个有意义的故事然后我就会卖掉
+myself on my own story you know I think maybe I'm just not smart enough but no
+我自己讲述我自己的故事，你知道，我想也许我只是不够聪明，但不
+if they're a good founder they're gonna be able to communicate to me moves fast
+如果他们是一位优秀的创始人，他们将能够与我快速沟通
+again like think of Brett rewriting maps in a weekend or Kyle making a media
+再次像布雷特在周末重写地图或凯尔制作媒体一样
+server or you know the Meraki team building building that product with no
+服务器或者您知道 Meraki 团队在构建该产品时无需
+money moving fast is absolutely critical and again it's something that I think
+资金的快速流动绝对是至关重要的，我也认为这一点
+most people don't do it's really easy to
+大多数人不这样做，但这很容易
+come up with the reasons why this should
+提出为什么应该这样做的原因
+take longer or you know I really want to
+需要更长的时间或者你知道我真的很想
+get this thing right or that thing right
+把这件事做好或那件事做好
+like founders will come up with infinite reasons to move slow and that's fine I
+就像创始人会想出无数理由缓慢行动一样，这很好我
+
+00:36
+00:36
+just not going to invest accomplishes a lot with a little
+只是不打算投资就���用一点点成就很多事
+and so again like Meraki is the great example of this no money in there
+所以，Meraki 就是一个很好的例子，说明里面没有钱
+shipping Hardware somehow juice arrow is the anti story of that most most
+运输硬件不知何故果汁箭头是最最的反故事
+startups unfortunately accomplish very little with a lot implausibly ambitious
+不幸的是，初创公司雄心勃勃却收效甚微
+or frivolous ideas and the reason that we're kind of at these two extremes is
+或无聊的想法，而我们处于这两个极端的原因是
+that if the idea is in the middle as I mentioned it at the start probably
+如果这个想法是在中间，正如我一开始提到的那样
+there's like a big company somewhere working on it or a hundred other
+就像有一家大公司或其他一百家公司正在研究它
+startups and so you want to see something that's either it sounds
+初创公司，所以你想看到一些听起来像的东西
+impossible like you know a supersonic jet or just straight-up stupid like
+不可能，就像你知道超音速喷气式飞机一样，或者只是简单的愚蠢的事情
+putting a camera on Justin's head right things that seem like toys actually
+把相机放在贾斯汀的头上，对那些看起来像玩具的东西
+Aaron Harris had a good blog post about this I think last week you should you
+亚伦·哈里斯 (Aaron Harris) 有一篇关于此的很好的博客文章，我认为上周您应该
+should look up on the YC blog ideas that look like toys are oftentimes really
+应该看看 YC 博客上的想法，那些看起来像玩具的想法往往是真的
+
+00:37
+00:37
+great and the founders have the conviction to pursue these obviously bad
+伟大而创始人有信念去追求这些明显不好的
+ideas is a talent magnet so the best people want to work with the best people
+创意就像一块人才磁铁，所以最优秀的人希望与最优秀的人一起工作
+and somehow the really great founders seem to be able to attract other great
+不知何故，真正伟大的创始人似乎能够吸引其他伟大的创始人
+people and actually YC this is I think really the secret of YC is that it's
+人们，实际上 YC，我认为 YC 的真正秘密在于它
+just a giant top talent magnet like we could bring them in and do almost
+只是一个巨大的顶尖人才磁铁，就像我们可以把他们带进来并做几乎
+anything I think it was still sort of work the key thing is that we're
+我认为这仍然是一项工作，关键是我们
+attracting the best people and the best people want to come be a part of a Y
+吸引最优秀的人才，最优秀的人才希望成为 Y 的一部分
+Combinator because this is where all the
+组合器，因为这是所有
+other best people are and so this and we see this with a lot of our top startups
+其他最优秀的人都是如此，我们在许多顶级初创公司中都看到了这一点
+like stripe you know really brilliant founders and then their team is also
+就像条纹一样，你知道非常出色的创始人，然后他们的团队也是
+really impressive make something people want this is this is key this is our
+真的令人印象深刻，做一些人们想要的东西，这是关键，这是我们的
+slogan make something people a lot Google is a great example like I
+口号让很多人喜欢谷歌是一个很好的例子，就像我一样
+
+00:38
+00:38
+actually was using the product if it's if they're building a thing that you
+实际上正在使用该产品，如果他们正在构建您想要的东西
+actually want that's a good sign if you can't identify anyone in the world who
+实际上希望这是一个好兆头，如果你无法识别世界上的任何人
+would possibly want the thing that they're making anyone who's who if you
+可能会想要他们正在制作的任何人的东西，如果你
+offer it to them they'll be like no thank you
+提供给他们，他们会拒绝，谢谢
+that's that's a bad sign I was gonna say
+我想说那是一个坏兆头
+something else about that but I remember oh right
+还有其他事情，但我记得哦，对了
+like actually another funny story here is door - which you may have seen in the
+实际上，另一个有趣的故事是门——你可能已经在
+news they just raised another half-billion when they interviewed here
+消息称他们在这里接受采访时刚刚筹集了另外五亿美元
+like actually in the room right over there I like one question for them was
+就像实际上在那边的房间里一样，我想问他们一个问题是
+like will you deliver to my house because at the time when they went
+就像你会送货到我家一样，因为他们去的时候
+through I see there is no food delivery where I live and I get hungry and so
+通过我看到我住的地方没有送餐服务，我很饿，所以
+they're like yes there's like you're funded so I I mainly funded that company
+他们说是的，就像你得到了资助，所以我主要资助了那家公司
+just because I wanted food for myself but you know they're doing good and
+只是因为我想要自己吃东西，但你知道他们做得很好
+
+00:39
+00:39
+finally determined and committed and in fact peih-gee says determined is the
+最终下定决心并承诺，事实上，佩吉说决心就是
+number one most important trait in a start-up founder and the reason for this
+初创企业创始人最重要的特质及其原因
+is because starting a start-up is really
+是因为创业确实是
+really really hard and unpleasant and so if you're not super determined you'll
+真的真的很难而且不愉快，所以如果你不是非常有决心，你就会
+probably give up at some point you'll be like why am I putting myself through
+可能会在某个时候放弃，你会想为什么我要让自己经历这样的磨难
+hell I should just go get a job at Google and be like a normal person
+天哪，我应该去谷歌找一份工作，像个正常人一样
+unfortunately I think like this can sometimes be a little bit hard to suss
+不幸的是，我认为这样有时会有点难以怀疑
+out because the founders will of course be like oh yeah I'm totally committed
+因为创始人当然会说，哦，是的，我完全承诺
+but some of the things you can look for is are they hedging their bets like do
+但你可以寻找的一些事情是他们是否像这样做一样对冲他们的赌注
+they have kind of it's easy Plan B and actually the group of founders where
+他们有一种很简单的 B 计划，实际上创始人团队
+I've seen this happen them most is founders who are on leave from
+我见过这种情况发生最多的是那些正在休假的创始人
+med school doctors who realize they didn't really want to be a doctor so
+医学院的医生意识到他们并不是真的想成为一名医生，所以
+they're like I'll try out the startup thing and so they come in here they'll
+他们就像我会尝试创业一样，所以他们来到这里他们会
+
+00:40
+00:40
+work for six months or whatever in the big man this is hard I'm scared I'm
+工作六个月或者其他什么大人物这很难我害怕我
+gonna go back to medical school right like they have that easy out they've
+会回到医学院，就像他们轻松地离开一样
+already made a huge investment in in being a doctor and they don't want to
+已经为成为一名医生投入了巨额投资，但他们不想这样做
+throw that all away for some pipe dream startup and I think the other thing that
+为了一些白日梦的创业公司而把这一切都扔掉，我认为另一件事是
+I like to look at is have the people made mistakes in their life I'm very
+我喜欢看人们在生活中犯过错误，我非常喜欢
+nervous about people who've always gotten perfect grades they got into all
+对那些总是在所有科目中取得完美成绩的人感到紧张
+the right things they did all the right clubs the people who have the perfect
+他们做了正确的事情 所有正确的俱乐部 拥有完美的人
+resume the people who didn't up because these are people who've never
+恢复那些没有上来的人，因为这些人从来没有上来过
+failed and startup founder being a star founder you're basically failing day
+失败了，初创公司创始人成为明星创始人，你基本上是失败的一天
+after day and so what these people do you know they're these are people who
+一天过去了，这些人你知道什么？他们是这样的人
+
+00:41
+00:41
+are scared of failure and so they almost inevitably will take just like an early
+害怕失败，所以他们几乎不可避免地会像早期的失败一样
+exit and then they can put on their resume oh you know started a YC startup
+退出，然后他们就可以把简历贴上哦，你知道，他们创办了一家 YC 初创公司
+and sold it to some other company right it doesn't say that they sold it for
+并把它卖给了其他一些公司，但并没有说他们卖了它
+like zero dollars or whatever but they can add it to their resume and they can
+比如零美元或其他什么，但他们可以将其添加到他们的简历中，他们可以
+go get a safe job at McKinsey or something all right so that is it thank you
+去麦肯锡找一份安全的工作或者其他什么都好，就这样了，谢谢
+[Applause] so the question is with respect to
+[鼓掌]所以问题是关于
+making things people want how does how do you evaluate that for like bio
+创造人们想要的东西，你如何评价它，比如生物
+companies and things like that you know actually I find most of the time with
+事实上，我发现大多数时间都与公司和类似的事情有关
+those companies it's pretty obvious like you're making a cure for cancer
+那些公司很明显就像你正在治疗癌症
+I want a cure for cancer right the the risk on those companies is most often
+我想要治愈癌症，因为这些公司面临的风险最常见
+
+00:42
+00:42
+not market risk it's it's not the risk that no one wants a cure for cancer the
+不是市场风险，不是没有人想要治愈癌症的��险
+risk is that they don't you don't actually have a cure for cancer
+风险在于他们不这样做，你实际上并没有治愈癌症的方法
+right so with those companies more often it's one of these things where like the
+是的，所以对于这些公司来说，通常是这样的事情之一
+demand is kind of obvious it's just like a question of whether you can actually
+需求是显而易见的，这就像一个问题：你是否真的可以
+create the product I have a question right just wondering I know Justin I
+创建产品我有一个问题只是想知道我认识贾斯汀我
+know Michael I know I'm it I know Kyle what is it about those guys that made
+认识迈克尔，我知道我就是我，我认识凯尔，那些创造了一切的人到底是怎么回事？
+you invest because I mean that was you didn't really say it but you have you
+你投资是因为我的意思是你并没有真正这么说，但你有你
+heard this incredibly stupid idea and yet you invested in this know talented
+听到这个令人难以置信的愚蠢想法，但你投资了这个知道有才华的人
+group of four people why I mean I think they did have talent
+四人组 为什么我的意思是我认为他们确实有才华
+III think they told a very simple story actually there's a good question they
+我认为他们讲了一个非常简单的故事，实际上他们有一个很好的问题
+they told a story that really connected with me which is we're gonna stick a
+他们讲述了一个与我真正相关的故事，那就是我们要坚持
+camera on our head on Justin's head and then stream it and see what happens and
+将摄像头放在我们的头上，放在贾斯汀的头上，然后进行流式传输，看看会发生什么
+that's the kind of thing I love because I'm like I don't know what's gonna
+这就是我喜欢的事情，因为我不知道会发生什么
+
+00:43
+00:43
+happen right it's really unpredictable but again the thing that I liked was
+发生的对，这确实是不可预测的，但我再次喜欢的事情是
+that they weren't gonna go off and spend
+他们不会去花钱
+a lot of time like thinking about it and like making complex plans they were
+很多时候他们喜欢思考并制定复杂的计划
+literally just gonna do it they bought a camera stuck it on Justin's head and
+他们买了一台相机，把它贴在贾斯汀的头上，
+like hacked together some of it so that they could stream it so they were gonna
+就像把其中一些拼凑在一起，这样他们就可以流式传输，这样他们就可以
+be able to test the idea very quickly and learn and iterate and again this is
+能够非常快速地测试这个想法并学习和迭代，这就是
+part of why the you know on the checklist here moves fast is super
+您知道这里清单上的内容移动速度如此之快的部分原因是超级
+important like you can almost defy a predict the I think success of a startup
+很重要，就像你几乎无法预测我认为初创公司的成功一样
+just based on how quickly they're able to iterate and the really great
+只是基于他们迭代的速度和真正的伟大
+companies just like iterate really quickly the ones who you know
+公司只是喜欢快速迭代你认识的人
+
+00:44
+00:44
+do a release every two years fail juice arrow sure so so the question is unlike
+每两年发布一次失败果汁箭头肯定所以所以问题不像
+private equity where you can do months and months of diligence like we kind of
+私募股权投资公司，您可以像我们一样进行数月的尽职调查
+have to move fast as investors or as I mentioned face adverse selection of not
+必须快速行动，因为投资者或正如我提到的，面临逆向选择
+funding Airbnb so how do we how do we know if the founders move fast I think
+为 Airbnb 提供资金 那么我们如何知道创始人是否行动迅速 我认为
+is what you're saying as well as all of these other things in what you can do is
+就是你所说的以及你能做的所有其他事情
+
+00:45
+00:45
+you can actually ask them like what have you done what have you accomplished in
+你实际上可以问他们，比如你做了什么，你在哪些方面取得了成就
+the past month right what what what there's actually a
+过去一个月对什么什么实际上有什么
+really good blog post you should all go find where it says a little bit of slope
+非常好的博客文章，你们都应该去找到它说有点坡度的地方
+is worth a lot of y-intercept I think is the title and the basically the idea is
+值得大量的 y 截距，我认为是标题，基本上的想法是
+you can have something up here you know millions of dollars in revenue but it's
+你可以在这里拥有一些你知道收入数百万美元的东西，但它是
+kind of flatlined or you can have this little toy down here with like almost
+有点扁平，或者你可以把这个小玩具放在这里，就像几乎一样
+nothing but it has an upward slope and you'll want to invest in the thing with
+什么都没有，但它有一个向上的斜率，你会想投资于这个东西
+slope and so this is what we look for in founders and companies is just like how
+斜率，所以这就是我们在创始人和公司中寻找的东西，就像
+quickly are they moving forward how soon
+他们进展得快吗 多久
+are they going to do something right and so like the example of justin.tv it
+他们会做一些正确的事情吗？就像 justin.tv 的例子一样
+wasn't like we're gonna launch this thing next year it was like we're gonna
+并不是我们要在明年推出这个东西，而是我们要
+launch this thing next week right and so and so just talking to them about their
+下周就推出这个东西，某某只是和他们谈论他们的事情
+schedule what they've done in the past and what you know what their anticipated
+安排他们过去做过的事情以及你所知道的他们的预期
+
+00:46
+00:46
+future schedule is and I want and actually asking them like okay why
+未来的时间表是，我想要，实际上问他们，好吧，为什么
+aren't you doing this thing faster and seeing if they give me you know just
+你不是更快地做这件事吗？看看他们是否给我你知道的
+kind of like excuses or if they're maybe is a legitimate reason for not moving
+有点像借口，或者如果它们是不搬家的合理理由
+fast and you know you can also try pushing the founders you know probably
+快，你知道你也可以尝试推动你可能认识的创始人
+more so after you you fund them pushing them to move even faster and see how
+更重要的是，当你资助他们之后，他们就会加快步伐，看看如何
+they respond and you know like my story with Kyle I gave him what was maybe an
+他们回应了，你知道，就像我和凯尔的故事一样，我给了他一个可能是
+unreasonable thing like you should rewrite some other company's product and
+像你应该重写其他公司的产品这样不合理的事情
+an evening but he took it and ran with it right he didn't just like I've worked
+一个晚上，但他接受了它，然后就跑了，他不喜欢我工作过
+with a lot of Engineers 99% of Engineers would just like tell me I'm smoking
+有很多工程师 99% 的工程师只想告诉我我在吸烟
+crack and like don't know what I'm talking about right but he just like
+破解，就像不知道我在说什么，但他只是喜欢
+took it and ran with it right so here at YC we actually fund the companies based
+接受并正确执行，因此在 YC，我们实际上为这些公司提供资金
+on a ten minute interview right so it is possible to get
+在十分钟的采访中，这样就有可能得到
+it's amazing how much you can get out of people in ten minutes and actually this
+令人惊奇的是，你可以在十分钟内从人们那里得到很多东西，实际上这是
+is again why I put for me number one on the list is clear concise communication
+这也是为什么我把清晰简洁的沟通放在清单上的第一名
+
+00:47
+00:47
+if I spend 10 minutes interviewing a company and I still don't know what they
+如果我花 10 分钟面试一家公司，但我仍然不知道他们做什么
+do that's an easy no like it's so easy to say no to that right like like if
+做这件事很容易说“不”，就像对那个权利说“不”很容易，就像“如果”一样
+they can't if they can't tell me what it is and that's that's probably like you
+如果他们不能告诉我那是什么，他们就不能，那可能就像你一样
+know at least a third of the companies that come in here to interview at the
+至少认识三分之一来这里面试的公司
+end of the interview we still don't know what they're doing and so we don't fund
+采访结束时我们仍然不知道他们在做什么，所以我们不资助
+them so the question is did I make any mistakes with respect to the
+所以问题是我在这方面犯了任何错误吗
+fundamentals of the startup I mean okay the thing you have to remember is that
+初创公司的基本原理我的意思是好吧，你必须记住的是
+
+00:48
+00:48
+most of your investments aren't going to work out and it's it's easy to spend a
+你的大部分投资都不会成功，而且很容易花掉
+lot of time kind of making up complex theories but what I find is the danger
+很多时间都在编造复杂的理论，但我发现这是危险的
+when I see investors who do that is they come up with clever ways of talking
+当我看到这样做的投资者时，他们想出了聪明的谈话方式
+themselves out of good deals because like you know justin.tv if I give him
+他们自己就没有好交易了，因为就像你知道的 justin.tv 如果我给他
+that like five minutes of thought I could have come up with you know a
+大约五分钟的思考我就能想出你知道的
+hundred reasons why it wasn't going to work right so yeah did the companies
+它无法正常工作的一百个原因，公司也是如此
+fail for fundamental reasons of course and you sometimes you never even know
+当然，失败是出于根本��因，有时你甚至不知道
+right like suppose justin.tv had managed to actually do a talent acquisition
+就像假设 justin.tv 已经成功地进行了人才收购一样
+someone thought they had talent they wouldn't be up on the slide right it's
+有人认为自己有才华，但他们不会出现在幻灯片上，对吧？
+kind of random you know some some random
+有点随机 你知道一些 一些随机
+person at Google flip the bit one way or the other and I got a completely
+谷歌的人以一种或另一种方式翻转了一点，我完全得到了一个
+different outcome but if I were to then look back on that let's say it wasn't a
+不同的结果，但如果我回顾一下，可以说这不是一个
+
+00:49
+00:49
+favorable outcome and then try to draw like deep conclusions about you know why
+有利的结果，然后尝试得出关于你知道为什么的深刻结论
+I should never again invest in like a streaming video company or something
+我永远不应该再投资像流媒体视频公司之类的东西
+like that I might miss out on something really
+这样我可能会真的错过一些东西
+good so one of my other principles is don't over learn from past mistakes and
+很好，所以我的其他原则之一是不要从过去的错误中过度学习
+it's really easy because it hurts it hurts so much to lose money like it
+这真的很容易，因为它很痛苦，像这样赔钱真的很痛苦
+hurts me at least that that you want to avoid it but if you're going to be able
+至少让我受伤的是你想避免它，但如果你能够的话
+to do this you kind of just have to bite the bullet and recognize that
+要做到这一点，你只需要硬着头皮并认识到这一点
+fundamentally investing that seed stage involves and I started with this a great
+从根本上投资种子阶段涉及的事情，我从这开始了一个伟大的投资
+
+00:50
+00:50
+deal of locking so the question is when I look at ICS do
+锁定的交易，所以问题是当我查看 ICS 时会做什么
+I see that as the open source of funding or the G sera funding it's a good
+我认为作为开源资金或 G sera 资金这是一个很好的选择
+question I'm trying to figure out figure out how do I like politely answer I
+我想弄清楚我该如何礼貌地回答这个问题
+think there's something really interesting going on in crypto so crypto
+认为加密货币领域正在发生一些非常有趣的事情，所以加密货币
+is another one of these things like I gave Linux as an example where the thing
+是其中的另一件事，就像我以 Linux 为例，其中的事情
+that brought me to Google was my enthusiasm for Linux and I think if you
+我对 Linux 的热情把我带到了 Google，我想如果你
+were paying attention to what like nerdy
+正在关注书呆子之类的东西
+21 year olds were excited about five six years ago you would have invested in
+21 岁的人对 5 六年前你会投资的项目感到兴奋
+coinbase and Bitcoin and all that stuff that said as far as I can tell the vast
+据我所知，coinbase 和比特币以及所有这些内容
+majority of the ICS are scams or or just like these are companies that if they
+大多数 ICS 都是骗局，或者就像这些公司一样，如果他们
+were trying to raise from the people in the room here maybe they'd be able to
+我们试图从这里的人那里筹集资金也许他们能够
+
+00:51
+00:51
+raise half a million dollars but instead they go do an ICO and they race let's
+筹集了 50 万美元，但他们却进行了 ICO，然后他们开始比赛
+say a hundred million dollars no way no way those are all going to zero
+说一亿美元不行不行这些都会归零
+I don't believe any of those are gonna are gonna work and part of the reason
+我不相信这些都会起作用，这是部分原因
+for that - is this counterintuitive thing that I've learned working with a
+为此 - 这是我在与一个人一起工作时学到的违反直觉的事情吗？
+lot of startups is that actually too much money is a huge liability because
+很多初创公司的观点是，太多的钱实际上是一种巨大的负债，因为
+when you have a lot of money you start doing things the right way and that's
+当你有很多钱时，你就会开始以正确的方式做事，那就是
+actually kind of what happened with juice arrow as an example is they got
+实际上，以果汁箭头为例，他们得到了
+you know a hundred and whatever a million dollars if that company only had
+你知道一百甚至一百万美元，如果那家公司只有
+a hundred K they would have had to go try to sell juice bags they wouldn't
+一百千，他们将不得不去尝试销售他们不会的果汁袋
+have been able to spend years building this stupid machine right they would
+已经能够花费数年时间建造这台愚蠢的机器了
+have had Ted had to actually talk to customers and so having a giant mountain
+泰德必须与顾客真正交谈，因此有一座巨大的山
+of money enables the founders to insulate themselves from reality to an
+金钱使创始人能够将自己与现实隔离开来
+
+00:52
+00:52
+unhealthy extent just a couple of questions from cyberspace or in this
+不健康的程度只是来自网络空间或在此的几个问题
+room and they're just too shy to speak it out one was directly to me but I
+他们只是太害羞而不敢说出来，其中一个是直接对我说的，但我
+think it's an interesting question which is people tend to be nerve
+认为这是一个有趣的问题，人们往往会感到紧张
+some sort of deep deep technology companies investors especially how does
+某种深度科技公司的投资者尤其是如何
+how do you get over that and how do people in general get over not being
+你如何克服这个问题以及一般人如何克服不存在的问题
+afraid of some sort of hardtack I mean I
+害怕某种硬饼干我的意思是我
+guess I also just like tend to invest in things that I'm excited about and it's
+我想我也喜欢投资那些让我兴奋的事情
+so much easier for me to get excited about a supersonic jet and then some
+对我来说更容易对超音速喷气机感到兴奋，然后一些
+sort of like obscure enterprise software or something like that and not that an
+有点像晦涩的企业软件或类似的东西，而不是一个
+enterprise software is a bad investment but I don't know for me it's not really
+企业软件是一项糟糕的投资，但我不知道对我来说是否真的如此
+that hard because I sort of accept accept the fact that I actually don't
+很难，因为我有点接受我实际上不接受的事实
+know very much about almost anything so it's not just the hard tech companies
+对几乎所有事情都非常了解，因此不仅仅是硬科技公司
+
+00:53
+00:53
+like I don't know anything about almost any of what the company is doing that's
+就像我对公司正在做的事情几乎一无所知
+why I have to invest in people who are better than me right and so it really
+为什么我必须投资于比我更好的人，所以这确实是
+just comes down to like do I believe in this founder and and their expertise and
+归根结底就是我是否相信这位创始人和他们的专业知识以及
+then therefore I can just rely I can like outsource my thinking to the
+那么我可以信赖我可以将我的想法外包给
+founder I don't think you answer this but if you're an hour meeting and I had
+创始人，我认为你不会回答这个问题，但如果你开了一个小时的会议，而我
+a startup and you were trying to determine whether I was determined how
+一家初创公司，你试图确定我是否决定如何
+would you do that actually to talk about this a little bit
+你会这样做实际上是为了稍微讨论一下这个问题吗
+but I you know a lot of is kind of probing for you know do they have any
+但我知道很多都是一种试探，因为你知道他们有什么
+plan B right are they gonna go back to medical school have they quit their job
+B计划是对的，如果他们辞掉工作，他们会回到医学院吗？
+yet do they still have a job at some other company like and we get this a lot
+但他们在其他公司还有工作吗，比如我们经常遇到这种情况
+of times where we'll ask founders are you going to leave your job and they're
+很多时候我们会问创始人你是否要离职，而他们却
+say well if I raise enough money that I can pay myself XYZ like they have these
+好吧，如果我筹集到足够的钱，我可以像他们有这些一样支付给自己 XYZ
+
+00:54
+00:54
+conditions on it and ideally you want the people who are just willing to
+条件，理想情况下你想要的是那些愿意的人
+charge straight into a brick wall that's necessary I think this is really deep
+直接冲进砖墙，这是必要的我认为这真的很深
+Paul Graham says this is the most important quality of a founder you
+保罗·格雷厄姆说这是创始人最重要的品质
+should look for but it's extraordinarily difficult to know when someone has it
+应该寻找，但很难知道某人何时拥有它
+one of the reasons by the way we ask questions on the YC application about
+顺便说一句，我们在 YC 申请中提出以下问题的原因之一：
+your past because that is one way I try to determine if someone's to term
+你的过去，因为这是我尝试确定某人是否被判刑的一种方式
+you know has that quality of getting punched in the face falling down and
+你知道有那种被打到脸上摔倒的感觉
+getting back up again it says that happened to them in the past Paul
+再次站起来，它说过去发生在他们身上的事保罗
+mentioned people who have never ever failed that doesn't mean that they're
+提到从未失败过的人并不意味着他们
+not gonna fail this time but you just don't have very much information about
+这次不会失败，但你只是没有太多信息
+what happens when they get punched in the face right actually if they've never
+如果他们从来没有被打到脸上，实际上会发生什么
+failed they're gonna be afraid of failure and therefore they're gonna take
+失败了，他们会害怕失败，因此他们会采取
+a safe exit yeah and actually like to follow up on the what you can do to
+安全退出是的，实际上喜欢跟进你能做些什么
+examine determination is actually also just ask about the history of the
+考察决心其实也只是询问历史
+company so like air B&B is another one
+Air B&B 之类的公司是另一家
+
+00:55
+00:55
+where they actually worked on that for a long time and you know Michael actually
+他们实际上为此工作了很长时间，你知道迈克尔实际上
+helped them out a lot with the pitch they pitched a number of investors
+在向许多投资者推销时为他们提供了很多帮助
+everyone said no when they came to interview I see Paul Graham actually
+当他们来采访时每个人都说不 我实际上看到了保罗·格雷厄姆
+tried to talk them out of the idea they're like you know you guys seem
+试图说服他们打消他们好像你知道你们这些人的想法
+really good but this idea is terrible can you work on something else and they
+真的很好，但是这个想法很糟糕，你能做点别的吗？
+were just like no right like they he tried to talk them out of it if if he
+就像没有权利一样，他试图说服他们不要这样做，如果他
+had talked to them out of it that probably would mean it was a bad idea
+已经跟他们谈过了，这可能意味着这是一个坏主意
+okay one more question so the question is what about like I
+好的，还有一个问题，所以问题是像我一样
+
+00:56
+00:56
+invest in things I don't know about what about things I do know about I have a
+投资于我不知道的事物 对于我已知的事物怎么办 我有一个
+trick here which is I don't know about anything
+这里的技巧是我什么都不知道
+I mean honestly like I think it's really easy to overestimate your own knowledge
+我的意思是说实话，我认为很容易高估自己的知识
+and experience so like I said I try to avoid learning too much from the past
+和经验，就像我说的，我尽量避免从过去学到太多东西
+specifically asked about email yeah I'm I am a little bit burnt out on email
+特别询问了有关电子邮件的问题 是的，我对电子邮件有点精疲力竭
+startups so there's like maybe kind of a high bar just because I know this is a
+初创公司，所以可能有一个很高的门槛，因为我知道这是一个
+case where I can take my knowledge and I put this earlier when you're talking to
+在这种情况下，我可以利用我的知识，当你与我交谈时，我会更早地把它放在
+the founder use your knowledge to probe and see if they have a good response and
+创始人利用你的知识来探索，看看他们是否有良好的反应，
+so you know a lot of the email stuff they're like tweaking Gmail and I'm like
+所以你知道很多电子邮件的东西，他们就像调整 Gmail，我就像
+okay what if Google just adds this feature what are you gonna do know right
+好吧，如果谷歌只是添加这个功能，你会怎么做？
+like okay that's not a good answer but I have had good email startups front it
+好吧，这不是一个好的答案，但我有很好的电子邮件初创公司在它前面
+was actually recently in the news they just raised the big round from Sequoia I
+实际上最近有新闻报道他们刚刚从红杉 I 筹集了大笔资金
+
+00:57
+00:57
+think really great founder again Mathilde she's she's great I you know
+再次认为创始人玛蒂尔德真的很棒，她很棒我你知道
+that was an email thing but she could tell me a really clear story about why
+那是一封电子邮件的事情，但她可以告诉我一个非常清楚的故事来说明原因
+it wasn't just like a feature in Gmail laughs you almost have to unlearn things
+这不仅仅是 Gmail 中的一个功能，你几乎必须忘记一些东西
+that you think you know you know I I ran one of the very first ever personal
+你认为你知道你知道我 我运行了有史以来第一个个人
+services and I might have thought it was done and never invested in any personal
+服务，我可能以为它已经完成并且从未投资于任何个人
+service again and I think that would have been a pretty bad mistake so so I I
+再次提供服务，我认为这将是一个非常严重的错误，所以我
+think we give I think a little bit contradictory advice here all the time
+我认为我们一直在这里给出我认为有点矛盾的建议
+it's it's part of the game you should completely learn everything you can from
+这是游戏的一部分，你应该从中学到一切
+your past mistakes and ignore the past at the same time so so it's not very
+你过去的错误，同时又忽略过去，所以这不是很
+easy to be a good investor but that's why we're all here right so thanks a lot
+成为一名优秀的投资者很容易，但这就是我们都在这里的原因，非常感谢
+
+00:58
+00:58
+pop thank you [Applause] you
+流行��谢你[鼓掌]你

files/ycombinator_mH11ImPJeDc.txt

@@ -0,0 +1,133 @@
+
+00:00
+00:00
+I want to talk for a second about low points because I think people never
+我想谈谈低点，因为我认为人们永远不会
+appreciate how bad they really are and I think it's always reassuring to hear
+理解他们到底有多糟糕，我认为听到这些总是让人安心
+that even Mark Zuckerberg went through some serious low points and came out
+甚至马克·扎克伯格也经历了一些严重的低谷并走出了困境
+okay so can you tell us about some of the hardest parts in history of the
+好的，你能告诉我们历史上一些最困难的部分吗？
+early history of Facebook yeah I think one of the hardest parts for me was was
+Facebook 的早期历史 是的，我认为对我来说最困难的部分之一是
+actually when Yahoo offered to buy the company for for a lot of money because
+事实上，当雅虎提出以高价收购该公司时，因为
+up until that point that was this turning point in the company where
+直到那时，这就是公司的转折点
+before that we every day we just come in and kind of do what we thought was the
+在那之前我们每天都会进来做我们认为应该做的事情
+right next thing to do right we'd open two more schools we we open to high
+下一步要做的事情是我们会再开两所我们向高中开放的学校
+school and open beyond schools and you know launch more photos so because
+学校和学校以外的地方开放，你知道要发布更多照片，因为
+because that's what it seemed like the next thing that that we needed to do to
+因为这似乎就是我们接下来需要做的事情
+help people express themselves and understand more what was going on around
+帮助人们表达自己并更多地了解周围发生的事情
+them but then no yahoo came in with this with this really meaningful offer right
+他们但是没有雅虎进来提供这个真正有意义的报价
+
+00:01
+00:01
+even a billion dollars for us was how far into the company I was a couple of
+即使是十亿美元对我们来说也是我进入公司的程度
+years ago right and you know we have 10 million people using the product at the
+几年前，你知道我们有 1000 万人在使用该产品
+time right so it wasn't like it wasn't as if it were obvious that we were gonna
+时间正好，所以这并不是很明显我们要
+succeed far beyond that and that was the first point where we really had to to
+取得的成功远远超出了这一点，这是我们真正必须做到的第一点
+look at the future and say wow is what we're gonna build going to actually be
+展望未来，我们要打造的东西真的会是这样
+so much more meaningful for this and you know that caused a lot of interesting
+对此更有意义，你知道这引起了很多有趣的事情
+conversations in the company and and with our investors and
+公司内部以及与投资者的对话
+you know at the end of that Dustin and I had just decided you know no we think
+你知道，在最后，达斯汀和我刚刚决定，你知道，不，我们认为
+that we can actually go connect more than just the 10 million people who are
+我们实际上可以连接的不仅仅是 1000 万人
+in schools we can go beyond that and have this really be a successful thing
+在学校，我们可以超越这一点，让这真正成为一件成功的事情
+and we just had to go for it but it was really stressful because a lot of people
+我们不得不努力，但这真的很有压力，因为很多人
+really thought that we should sell the company and and you know for a lot of
+真的认为我们应该卖掉公司，而且你知道很多
+folks who joined a start-up I feel like at that point I hadn't been very good
+那些加入初创公司的人 我觉得那时我表现得不太好
+about communicating that we were trying to go for this mission yeah you know we
+关于传达我们正在努力执行这项任务是的，你知道我们
+
+00:02
+00:02
+just showed up every day and yeah and just kind of did what we thought was the
+只是每天都出现，是的，只是做了我们认为的事情
+the right next thing to do so for a lot of the folks who joined
+对于很多加入的人来说，下一步要做的就是正确的事情
+early on that there weren't really aligned with me right for them you know
+早些时候，我并没有真正与他们保持一致，你知道的
+they joined and you know being able to sell a company for a billion dollars
+他们加入了，你知道能够以十亿美元的价格出售一家公司
+after a couple years I was like a home run right and it is a home run right
+几年后我就像一个全垒打，这是一个全垒打
+then and that's you know I think that that's um I get that but you know that I
+然后你知道我想那就是，我明白，但你知道我
+think that the fact that I didn't communicate very well about what we were
+认为我没有很好地沟通我们的情况
+trying to do cause cause this huge tension and the part that was painful
+试图做导致这种巨大紧张和痛苦的部分
+wasn't wasn't turning down the offer it was the fact that after that a huge
+不是拒绝这个提议，而是事实是，在那之后，一个巨大的
+amounts of the company quit because I didn't believe in and what we were what
+公司的很多人退出是因为我不相信我们是什么
+we were doing right am if you look at the management team that we had did that
+如果你看看我们的管理团队，我们做得对
+hello management team leave the whole management team who was gone within
+你好，管理团队离开整个管理团队，他们已经消失了
+within about a year after that did you ever regret that decision
+在那之后大约一年内，你后悔过这个决定吗？
+in that period like where there are times where you were like well we should
+在那个时期，就像有时你表现得很好，我们应该
+have sold um you know we were I was I got really lucky because you know not
+已经卖了，你知道我们是我，我真的很幸运，因为你不知道
+only did did what I believed in end up working out but it ended up working out
+只做了我相信的事情最终成功了但它最终成功了
+
+00:03
+00:03
+pretty quickly right so it literally you know I think this was in the summer of
+很快，所以从字面上看，你知道我认为这是在夏天
+2006 and by I think the the next month after that we launched news feed right
+2006 年，我想在那之后的下个月我们就推出了新闻推送
+which now ten years later looking back at it is you know one of the most used
+十年后回顾它，你知道它是最常用的之一
+products in the world and then we launched the ability for anyone to sign
+世界各地的产品，然后我们推出了任何人都可以签名的功能
+up which immediately started growing the community so within a few months after
+立即开始发展社区，所以在几个月后
+turning down the offer I think it was actually pretty clear that that was the
+拒绝这个提议 我认为实际上很明显那就是
+right decision but you know I think you know since then there have been much
+正确的决定，但你知道，我想你知道，从那时起，发生了很多事情
+harder to say that we've had to make where you know sometimes you have to you
+很难说我们必须做出你知道有时你必须做的事情
+have to bet on something and and you know either
+必须赌某事，而你知道
+you know bet the direction of the company or you know bet billions of
+你知道押注公司的方向，或者你知道押注数十亿美元
+dollars on something it's not gonna be clear with you're right for five or ten
+花五美元或十美元买一些你不清楚的东西
+years and you know that I think actually can end up being much harder than this
+多年，你知道我认为实际上最终会比这困难得多
+what I want to talk about next but before we go there have you ever thought
+接下来我想谈什么，但在我们去之前你有没有想过
+about selling the company again since no after that pour em is just ya got that
+关于再次出售公司，因为在那之后，你就明白了
+out of the way we'll get our people that
+我们会让我们的员工
+
+00:04
+00:04
+want to be here for a long time and yeah cool you
+想在这里待很长时间，是的，你很酷

files/ycombinator_mzBrYp3d0y0.txt

@@ -0,0 +1,31 @@
+
+00:00
+00:00
+you don't need every investor to like what you're building you just need a few
+你不需要每个投资者都喜欢你正在构建的东西，你只需要一些
+of them to believe the reality is that no matter how great your product is how
+他们中的一些人相信现实是，无论您的产品多么出色
+much traction you have investors are going to reject you and that's okay in
+你有很大的吸引力，投资者会拒绝你，这没关系
+fact it puts you in great company here's a great example Envision Envision is a
+事实上，它会让你成为一个伟大的公司，这里有一个很好的例子，远景远景是一个
+medical device startup for cancer detection and it was started by Sir
+用于癌症检测的医疗设备初创公司，由先生发起
+bisarna who's a YC group partner today when Serbia started building Envision
+bisarna 今天是塞尔维亚开始建设 Envision 时 YC 集团的合作伙伴
+she was rejected more than 50 times by investors to just get the first money
+她被投资者拒绝了50多次才拿到第一笔钱
+for the company the way that she was able to convince someone to write that
+对于公司来说，她能够说服某人写下这篇文章
+first check and to help her get this company started was she told them she
+首先检查并帮助她创办这家公司，她告诉他们她
+was going to bet on herself and take no salary for the first two years if the
+她打算赌自己，头两年不领工资，如果
+investor was really into bet on them and that was for a 25 000 check her first
+投资者真的很喜欢在他们身上下注，这是她的第一张 25 000 支票
+round of funding for the company was only five hundred thousand dollars but
+该公司的一轮融资仅为五十万美元，但
+she got it done even though she got rejected over and over again and since
+尽管她一次又一次被拒绝，但她还是完成了
+then the company was acquired for 275 million dollars
+随后该公司被以2.75亿美元收购

files/ycombinator_n-3Pt6HoWmA.txt

@@ -0,0 +1,698 @@
+
+00:00
+00:00
+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
+
+00:01
+00:01
+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
+
+00:02
+00:02
+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
+
+00:03
+00:03
+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
+
+00:04
+00:04
+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
+
+00:05
+00:05
+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
+
+00:06
+00:06
+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
+
+00:07
+00:07
+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
+
+00:08
+00:08
+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
+
+00:09
+00:09
+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
+
+00:10
+00:10
+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
+
+00:11
+00:11
+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
+
+00:12
+00:12
+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
+
+00:13
+00:13
+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
+
+00:14
+00:14
+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
+
+00:15
+00:15
+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
+
+00:16
+00:16
+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
+
+00:17
+00:17
+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
+
+00:18
+00:18
+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
+
+00:19
+00:19
+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��们在想象k12时，所以演示日肯定来了又去，我想
+
+00:20
+00:20
+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
+
+00:21
+00:21
+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
+
+00:22
+00:22
+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
+
+00:23
+00:23
+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
+00:24
+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
+00:25
+Sarah for coming in and sharing your story [Applause] you
+莎拉进来分享你的故事[鼓掌]

files/ycombinator_oXHOqwLpfCo.txt

@@ -0,0 +1,33 @@
+
+00:00
+00:00
+when you are part of the history being made and you're this early on The
+当你成为正在创造的历史的一部分并且你这么早就开始了
+Cutting Edge of a new tech coming out you can't expect your University no or
+一项新技术即将问世，你不能指望你的大学没有或
+your teachers or people in your community or your peers to teach you
+您的老师或社区中的人或您的同伴来教您
+about it it's only basically weirdos on the internet yes yes like the only way
+关于它，基本上只是互联网上的怪人是的，就像唯一的方法
+to find these opportunities learn about them is to find weirdos on the internet
+找到这些机会了解它们就是在互联网上寻找怪人
+that are also into this thing yes and they're figuring it out too and you can
+他们也对这件事感兴趣，是的，他们也在解决这个问题，你可以
+kind of compare notes yes and this is how new Industries are created literally
+有点比较笔记是的，这就是新产业的创建方式
+by weirdos on the internet like like literally literally there's like some
+互联网上的怪人就像字面上的字面意思一样
+subreddit with a bunch of weirdos and like someday from now you know 10 years
+Reddit 子版块里有一群怪人，就像从现在起的某一天你知道 10 年后
+from now there'll be an entire industry of people that learned about this thing
+从现在起整个行业的人都会了解这件事
+in some subred of somewh there yeah no I
+在某处的某个子红色中，是的，不，我
+totally agree so hey the big takeaway is
+完全同意所以嘿最大的收获是
+if you've been wrestling your lawyers if
+如果你一直在和你的律师摔跤如果
+if you thought oh this isn't the time to start a new business maybe you should
+如果您认为现在不是开始新业务的时候，也许您应该这样做
+reconsider this is a very interesting time
+重新考虑这是一个非常有趣的时刻

files/ycombinator_qFBUd0b8TjY.txt

@@ -0,0 +1,504 @@
+
+00:00
+00:00
+this is Jake heler he's the co-founder of case text which sold for $650 million
+这是 Jake heler，他是 Case Text 的联合创始人，该公司以 6.5 亿美元的价格出售
+earlier this year it's one of the mega wins in Ai and today he's going to tell
+今年早些时候，这是人工智能领域的重大胜利之一，今天他要告诉大家
+us how he did it and how he built something that reduces weeks of
+我们知道他是如何做到的，以及他如何打造出能够减少数周时间的产品
+painstaking legal work down into just minutes and why that turned into million
+艰苦的法律工作只需几分钟，为什么变成了数百万美元
+dooll contracts for his startup large language models are creating ridiculous
+他的初创公司大语言模型的杜尔合同正在创造荒谬的
+huge opportunity and today we're going to learn about Jake's story let's get
+巨大的机会，今天我们要了解杰克的故事
+[Music] started at YC one of the things I've
+[音乐] 开始在 YC 做的事情之一
+learned is that it takes someone who understands the world from a very
+我们学到的一点是，一个人必须从最根本的角度来理解这个世界。
+
+00:01
+00:01
+specific perspective that person needs to be combined with people who can build
+该人需要与能够建立的人结合起来的具体观点
+incredible technology Jake's Origins actually started in the legal world I
+令人难以置信的技术杰克的起源实际上是从法律世界开始的
+had actually a very early traditional legal career I practiced law at a big
+实际上我有一个很早的传统法律职业生涯 我在一家大律师事务所执业
+Law Firm before that I clerked for a federal Circuit Judge I had the
+在此之前，我曾为一名联邦巡回法官担任律师事务所的书记员，我有
+privilege of just for a summer working in Obama's White House as a intern in
+有幸在奥巴马的白宫实习了一个暑假
+the White House council's office so I was able to see some interesting sides
+白宫委员会办公室所以我能够看到一些有趣的方面
+of the practice of Law and it was also pretty apparent early on that it was an
+法律实践的一部分，而且很早就很明显，它是一种
+area that could be improved with technology pretty substantially you know
+你知道，可以通过技术大大改进的领域
+it's not any one story but there are many instances where it was like 2: a.m.
+这不是一个单一的故事，但有很多例子都是凌晨两点。
+or 3:00 a.m. and I'm trying to just find
+或凌晨 3:00 我试图找到
+one piece of information that might help
+一条可能有帮助的信息
+with a case and we're talking about like a piece of evidence that might swing a
+就一个案件而言，我们谈论的是一个可能会影响一个案件的证据
+billion dollar lawsuit in One Direction or another or for our prob boner work a
+在一个方向或另一个方向或为我们的问题工作而提起的数十亿美元的诉讼
+
+00:02
+00:02
+single legal case that might help somebody who is might go to jail not go
+单个法律案件可能会帮助一个可能会入狱的人，但不会去
+to jail so like literally life or death or making or breaking a business and it
+坐牢，就像字面上的生或死，或者成就或破坏一家企业，
+was just so hard and I would then like go on my iPhone and look for like
+太难了，然后我想用我的 iPhone 寻找类似的内容
+takeout thae food or something and that was insanely easy and so I we knew that
+外卖食物或其他东西，这非常容易，所以我我们知道
+the technology to do relatively trivial stuff like find nearby restaurants or
+该技术可以做相对琐碎的事情，例如寻找附近的餐馆或
+good reviews of them or what have you was there and it just felt like this big
+对他们的好评或者你在那里有什么感觉就像这么大
+disconnect where things that really mattered at the end of the day like
+在一天结束时断开真正重要的事情，例如
+whether or not somebody spends their life in prison uh technology wasn't
+无论某人是否在监狱中度过一生呃技术都不是
+really helping there among the best Founders this feeling that Jake
+真正帮助了最好的创始人，杰克的这种感觉
+describes is very common what does it feel like when you realize technology
+描述很常见当你意识到技术时是什么感觉
+has made basic consumer actions like ordering my lunch very easy but my work
+使订购午餐等基本消费者行为变得非常容易，但我的工作
+is so hard we're still just a decade into this Mega Trend idea that great
+太难了，我们进入这个大趋势想法才十年，太棒了
+software and now ai has only made it into a very very small percentage of the
+软件，现在人工智能只占了非常小的比例
+
+00:03
+00:03
+total pie of GDP what the world needs and and like Jake mentions sometimes
+世界需要的 GDP 总量，就像杰克有时提到的那样
+it's very important life or death things that are the largest
+这是非常重要的生死攸关的事情是最大的
+markets casex was one of the companies I got to work with in my early days in YC
+market casex 是我在 YC 早期工作过的公司之一
+in 2013 one of my notes from June 2013 about Jake I said impressed by this team
+2013 年，我在 2013 年 6 月写的一篇关于 Jake 的笔记中，我说这个团队给我留下了深刻的印象
+articulate accomplished and good at building software to boot Sox changed
+善于表达并善于构建软件来引导 Sox 改变
+considerably over the course of our 10 years what what Sav the same is we had a
+在我们 10 年的历程中，Sav 的相同点是，我们有一个
+vision around applying some of the best technology to the legal profession to
+围绕将一些最好的技术应用于法律行业的愿景
+make it so that um when lawyers are doing their critical work often times
+做到这一点，当律师经常做他们的关键工作时
+life-changing or saving a business or what have you that they were getting the
+改变生活或拯救企业或你有什么他们得到的
+best access to the most modern technology in the very early days the
+在早期就最好地获得最现代的技术
+best technology and the ones that we got most excited about were around for
+最好的技术和我们最兴奋的技术
+example crowd sourcing and applying very early and rudimentary versions of
+众包和应用非常早期和初级版本的示例
+
+00:04
+00:04
+natural language processing to help lawyers do leg work they started off as
+自然语言处理帮助律师做他们一开始的跑腿工作
+a crowdsourced case law library where users would edit and annotate then have
+一个众包判例法库，用户可以在其中进行编辑和注释，然后
+other users up Vote or down vote the annotations like Wikipedia meets Reddit
+其他用户对注释投赞成票或反对票，就像维基百科遇到 Reddit 一样
+but for the law from 2013 to 20123 selling for $650 million that's
+但对于 2013 年至 20123 年的法律，售价为 6.5 亿美元
+literally a 10 year overnight success that was literally us it took us
+确实是我们一夜之间取得的十年成功
+basically 10 years to get to a place where we had a product that was truly
+基本上花了 10 年的时间我们才拥有了真正的产品
+truly amazing but we know we also made mistakes there are times during that
+确实令人惊奇，但我们知道我们也犯过错误
+path where we thought we had extreme product Market fit where we thought
+我们认为我们拥有极端产品的路径 市场适合我们认为的地方
+everything was perfect at YC we have a diagram that describes the 10-year
+YC 的一切都很完美，我们有一张描述 10 年的图表
+overnight success as the process after the launch after the adrenaline wears
+一夜成名的过程是在肾上腺素耗尽后推出的过程
+off you go into the trough of sorrow and The Wiggles of false hope one early
+你一早就进入了悲伤的低谷和虚假希望的摇摆
+moment we created a product that a number of Enterprise firms seemed really
+当我们创造出一种产品时，许多企业公司似乎真的
+excited about and this is you know back with machine learning and arici
+很兴奋，这就是你通过机器学习和 arici 知道的
+
+00:05
+00:05
+intelligence weren't nearly as powerful but it could still do pretty incredible
+智力远没有那么强大，但它仍然可以做相当令人难以置信的事情
+things for law firms like they can just drag and drop in uh set of documents and
+对于律师事务所来说，他们只需拖放一组文件即可
+would read through them and say based on what I've read here are the things you
+会通读它们并根据我在这里读到的内容说你
+need to read next um things you're probably missing that aren't in the
+需要阅读下一个你可能错过的东西，这些东西不在
+documents yet like cases regulation statutes that that y next so we early on
+文件，例如案件监管法规，那是下一步，所以我们尽早
+had a number of large law firms Enterprise clients who were super stoked
+有许多大型律师事务所的企业客户都非常兴奋
+about it and they started paying us 50,000 100,000 $150,000 per client and
+关于这件事，他们开始向我们每个客户支付 50,000 100,000 150,000 美元，
+we got super excited about that and so we thought like just keep on scaling
+我们对此感到非常兴奋，所以我们想继续扩大规模
+there's a lot of big law firms globally um let's just hire a bunch of sales
+全球有很多大型律师事务所，嗯，我们就雇佣一些销售人员吧
+people and watch us grow and of course it turns out that not all law firms are
+人并看着我们成长，当然事实证明并非所有律师事务所都
+the same and not all are ready to buy immediately and quickly for new
+同样的，并不是所有人都准备好立即快速购买新的
+technology some are early adopters some are not um I'm sure this is true not
+技术有些是早期采用者有些不是嗯我确信这是真的不是
+just of law firms but of all customers so they started with larger clients and
+不仅仅是律师事务所，而是所有客户，所以他们从大客户开始，
+then found that they had exhausted that set of customers but then focusing on
+然后发现他们已经耗尽了那组客户，但随后将注意力集中在
+smaller law firms it worked again until it didn't and then we also started
+较小的律师事务所又开始运作，直到不再运作，然后我们也开始
+
+00:06
+00:06
+focusing later on smaller law firms who saw extreme value in using artificial
+后来重点关注较小的律师事务所，他们看到了使用人工技术的巨大价值。
+intelligence at the time again them not as powerful as this today and applying
+当时的智能又不像今天那么强大并且应用
+that to their workflow because they don't have enough people right so
+他们的工作流程因为他们没有足够的人手所以
+they're they're by definition they're a small Law Firm not enough people not
+他们是，根据定义，他们是一家小型律师事务所，人手不够
+enough hours in the day anything they can make them work faster was
+一天中有足够的时间，任何能让他们工作得更快的事情都是
+appreciated and again went after that market and saw this influx of thousands
+赞赏并再次追逐该市场并看到数千人涌入
+of customers and we were celebrating like every day we had 100 customers a
+的客户，我们正在庆祝，就像每天我们都有 100 个客户一样
+day 400 customers a day a th000 customers in a day and it felt like
+一天 400 个顾客 一天 1000 个顾客 感觉就像
+again we were on fire and then some of our marketing channels just stopped
+我们再次着火，然后我们的一些营销渠道就停止了
+working as well and we we got the group of people who were responsive to the
+工作也很好，我们得到了一群对问题做出反应的人
+message and it got harder and harder and
+消息变得越来越难
+harder to reach that next group and grow load again but then as the business
+更难到达下一组并再次增加负载，但随着业务的发展
+waxed and waned they kept at it and then a breakthrough so we were really lucky
+他们坚持不懈，然后取得了突破，所以我们真的很幸运
+to get early access to gp4 before it come out like the brief history there is
+在 gp4 发布之前抢先体验一下它的简史
+that we've been working on like large language models actually for the last
+实际上我们最近一直在研究大型语言模型
+
+00:07
+00:07
+like five or six years at this point as soon as the Bert paper came out we saw
+大概五六年了，Bert 论文一出来，我们就看到了
+immediate applications to La they'd been experimenting with AI since 2016 but
+立即应用于洛杉矶 他们自 2016 年以来一直在尝试人工智能，但是
+getting access to gpt 3 and GPT 4 from openAI was the moment that allowed them
+从 openAI 访问 gpt 3 和 gpt 4 是允许他们的时刻
+to create their Mega product co- counil this is what product Market fit feels
+创建他们的大型产品理事会，这就是产品市场契合度的感觉
+like with this most recent breakthrough of the State of the art and artificial
+就像最先进的技术和人工技术的最新突破一样
+intelligence we're able to build a really incredible product one that for
+凭借智慧，我们能够打造出一款真正令人难以置信的产品
+our customers was like life-changing and we saw something that we've never seen
+我们的客户就像改变了生活，我们看到了我们从未见过的东西
+before where you start adding millions of dollars of Revenue a month you start
+在您开始每月增加数百万美元收入之前
+working with those same clients from years ago who may have taken 9 or 12 or
+与几年前的相同客户一起工作，他们可能已经接受了 9 或 12 或
+18 months to make a decision because they're a large Enterprise client make a
+18 个月内做出决定，因为他们是大型企业客户
+decision in a month and I think that's when we knew we had something really
+一个月内做出决定，我想那时我们就知道我们真正拥有了一些东西
+really really special and frankly more important than even the numbers it was
+真的非常特别，坦率地说，甚至比它的数字更重要
+just you can see it just talking to one of our clients the way they would light
+只要与我们的一位客户交谈，就像他们会点亮的方式一样，您就可以看到它
+
+00:08
+00:08
+up in a way that we've never seen before in any product we built I mean we were
+以我们以前在我们制造的任何产品中从未见过的方式，我的意思是我们是
+almost certainly going to Triple our Revenue in the course of this year and
+几乎可以肯定的是，今年我们的收入将增加两倍
+that's after 10 years of building the revenue we had before right again there
+经过 10 年的努力，我们再次获得了之前的收入
+are different levels to this kind of product Market fit Founders are always
+此类产品的市场契合程度不同 创始人总是
+asking us what product Market feels like the answer is when you hit it like that
+问我们市场对什么产品的感觉，答案是当你像那样点击它时
+you know when we got the chance to work at gbd4 maybe about six or S months
+你知道我们什么时候有机会在 GBD4 工作的，大概是六个月或几个月
+before it was publicly released we immediately saw that this is different
+在公开发布之前我们立即发现这是不同的
+for us we saw the raw capabilities of this AI to do human level work at a
+对我们来说，我们看到了这种人工智能的原始能力，能够以较低的速度完成人类水平的工作
+super human speed what that would ultimately mean for our customers is
+超人的速度最终对我们的客户意味着什么
+something that's really life-changing right to make an an AI assistant that
+制作一个人工智能助手确实会改变生活
+lawyers can delegate complex legal tasks to and have they get done really fast
+律师可以将复杂的法律任务委托给他们并让他们很快完成
+and at the you know same level of quality and reliability as you'd expect
+您知道与您期望的相同水平的质量和可靠性
+from somebody quite good working for you the key pattern we're seeing around the
+来自为你工作的非常好的人 我们在周围看到的关键模式
+very best llm based startups is this a golden demo that gets people to sign on
+最好的基于法学硕士的初创公司是一个黄金演示，可以让人们登录
+
+00:09
+00:09
+on the dotted line to become large dollar Revenue customers immediately
+在虚线上立即成为大美元收入客户
+because people see the value right away we would look at real cases with real
+因为人们立即看到了价值，我们会用真实的案例来看待
+data in the past and show how you could have immediately caught the fraud you
+过去的数据并显示您如何立即发现欺诈行为
+know upload all the emails and instant messages and so on from within this
+知道从这里上传所有电子邮件和即时消息等
+organization and ask questions like which of these emails might evidence uh
+组织并提出问题，例如这些电子邮件中哪些可能会证明呃
+potential fraud and it immediately Flags
+潜在的欺诈行为会立即被标记
+people kind of making jokes in this case it's about a case around Enron you know
+人们在这起案件中开玩笑，这是关于安然公司的案件，你知道
+failed company that was kind of known in the early 2000s for for rampant fraud
+这家倒闭的公司在 2000 年代初因欺诈猖獗而闻名
+all their emails are online and it would read through all of
+他们所有的电子邮件都是在线的，它会阅读所有的
+those and flag like hey here's an email where they're talking and this is
+那些并标记为嘿这是他们正在谈论的电子邮件，这是
+literal in like Cookie Monster talk as a joke about you know hiding assets and
+就像 Cookie Monster 开玩笑一样，你知道隐藏资产并且
+avoiding Auditors and special purpose vehicles and so on and another email
+避免审计师和特殊目的工具等以及另一封电子邮件
+that sarcastically calls Kenneth lay an honest man and the fact that the AI can
+讽刺地称肯尼思是一个诚实的人，事实上人工智能可以
+
+00:10
+00:10
+pick up on the sarcasm and highlight that to the to the lawyer to say hey
+接受讽刺并向律师强调这一点，说嘿
+this might be really important evidence was an example and and taking a step
+这可能是非常重要的证据，是一个例子，并且采取了一步
+back from that that the killer demo was doing that activity that reading a
+从杀手演示正在做的活动来看，阅读
+million documents finding answers and a few other like maybe half dozen others
+数以百万计的文件寻找答案，还有一些其他的文件，可能还有其他六份文件
+doing research reviewing contracts Etc so at the end of the demo you say for
+做研究审查合同等等所以在演示结束时你说
+the last 10 or 15 minutes I've done like four or five days of
+过去 10 或 15 分钟我已经做了四五天了
+work if not much more and lawyers kind of sat back in their chair and they said
+工作，如果不是更多的话，律师们坐在椅子上，他们说
+okay I get it like I get how AI can help me do my work better so
+好吧，我明白了，就像我明白人工智能如何帮助我更好地完成工作一样
+for those watching that's what good looks like a magic demo that shows that
+对于那些观看的人来说，这就是一个神奇的演示，它表明了这一点
+you can have five days of work squished down into minutes that's one pattern
+你可以把五天的工作压缩成几分钟，这是一种模式
+that is turning into a repeating one for every large language model based startup
+对于每个基于语言模型的大型初创公司来说，这正在变成重复的情况
+we see that it's going to win their market and build something huge the
+我们看到它将赢得他们的市场并建立一些巨大的东西
+golden magic demo one of the main reasons why Jak
+金色魔法演示 Jak 的主要原因之一
+
+00:11
+00:11
+case Tech succeeded is actually their grit and determination and also they
+科技成功的案例实际上是他们的勇气和决心，也是他们
+were constantly linking what they had to build to what customers wanted outcomes
+不断地将他们必须构建的内容与客户想要的结果联系起来
+to customers and they did this masterfully for their customers the
+他们为客户巧妙地做到了这一点
+lawyers but it turns out there's a lot of work kind of going from the raw model
+律师，但事实证明，原始模型还有很多工作要做
+to a product that lawyers can actually use we can upload thousands or millions
+对于律师可以实际使用的产品，我们可以上传数千或数百万
+of documents have to read all of them and tell you which ones are relevant and
+的文档必须阅读所有文档并告诉您哪些是相关的并且
+not relevant to what you're working on or for it to automatically do research
+与您正在从事的工作或自动进行研究无关
+for you and find the right answers out of a billion pages of cas's rules
+为您从十亿页的 CAS 规则中找到正确答案
+regulations and statutes that kind of scale and accuracy is really really hard
+法规和法规的规模和准确性真的很难
+at least still you know it's gb5 so I'll be I'll be opiated but you know we we
+至少你还知道它是 GB5 所以我会吸鸦片但你知道我们
+just kind of really like move fast building that product and I think one of
+只是有点喜欢快速构建该产品，我认为其中之一
+the things that never left us from the beginning days of YC is just a velocity
+从 YC 成立之初就从未离开过我们的东西只是一种速度
+
+00:12
+00:12
+of product and a velocity of hearing customer feedback iterating on it the
+产品的质量以及听取客户反馈的速度
+legendary scientist Louis pasteur once said in fields of observation Chance
+传奇科学家路易斯·巴斯德曾在观察领域说过“机会”
+favors only the prepared mind and that's what casex did they started originally
+只青睐有准备的头脑，这就是他们最初开始做的事
+as a crowdsourced user generated content website but because they were prepared
+作为众包用户生成内容的网站，但因为他们做好了准备
+from building software over many years for the same customers the second large
+多年来为第二大客户构建软件
+language models appeared they were ready and the crazy thing is the impact of
+语言模型出现了，他们已经准备好了，疯狂的是
+llms might just be getting started so this is going to sound probably insane
+llms 可能才刚刚开始，所以这听起来可能很疯狂
+to most people who hear it but I think the GPT technology is underhyped
+对于大多数听过它的人来说，但我认为 GPT 技术被低估了
+because what we see in GPT 4 specifically as a model and I'm assuming
+因为我们在 GPT 4 中看到的是一个模型，我假设
+the same will be true as new models come out in the state of the art advances is
+随着最先进的技术进步中新模型的出现，情况也是如此
+a machine that can uh read and understand and write and logic to some
+一台可以阅读、理解、书写和逻辑的机器
+
+00:13
+00:13
+degree at the level of a pretty good operation in postgraduate right um maybe
+学位在研究生中相当不错的操作水平，嗯也许
+a young pargal or associate a law firm or McKenzie or what have you and once
+年轻的帕加尔或律师事务所或麦肯齐律师事务所或其他什么你有过一次
+you figure out how to use that technology to with a high level of
+你弄清楚如何使用该技术以高水平
+accuracy and a high level of scale like review thousands of documents or
+准确性和高水平的规模，例如审查数千份文档或
+millions of documents you can all of a sudden take things that were necessarily
+数以百万计的文件，你可以突然拿走那些必要的东西
+human processes and apply it at scale through
+人类流程并通过以下方式大规模应用
+technology and that that is just so insanely powerful what we're seeing in
+我们所看到的技术是如此强大
+legal is for example the California Innocence Project that would get you
+合法的是例如加州无罪项目，它会让你
+know hundreds or thousands of applications of people who are presently
+了解目前正在使用的人们的数百或数千个应用程序
+in jail who are looking to prove their innocence and the applications are are
+在监狱里想要证明自己无罪的人，申请是
+thick it's like police reports that are very detailed and witness reports and
+厚厚的，就像非常详细的警���报告和证人报告一样
+trial transcripts and deposition transcripts and much else and they would
+审判笔录和证词笔录以及其他许多内容，他们会
+have to like personally read every single page of that
+必须亲自阅读其中的每一页
+
+00:14
+00:14
+individually and they still have enough people and not enough time so they have
+就个人而言，他们仍然有足够的人，但没有足够的时间，所以他们
+a four-year backlog to even evaluate cases right and with technology like
+四年积压，甚至可以使用诸如此类的技术来正确评估案例
+this that can read over thousands of pages in minutes and accurately tell you
+这个可以在几分钟内阅读数千页并准确地告诉你
+all the details of the case and who's innocent whatever you know you can cut
+案件的所有细节以及谁是无辜的无论你知道什么你都可以删掉
+down that for your weight time to like one year or one month that's like
+把你的体重时间减少到一年或一个月就好了
+life changing people are waiting in jail to prove their innocence right and
+改变生活的人们正在监狱里等待证明自己的清白
+that's just like a such a small example of what we think is going to happen in a
+这只是一个很小的例子，说明我们认为将在
+very big way when you compress the work of dozens or hundreds of people some
+当你压缩数十或数百人的工作时，效果会非常大
+sometimes the most drudgery Laden type of work and take it away and give an
+有时是最苦差事拉登类型的工作，把它拿走并给予
+equivalent or better result that's magic a lot of people are going to want that
+同等或更好的结果，这是很多人都想要的魔法
+magic and the tooling and developer tools necessary to bring that magic to
+魔法以及实现这种魔法所需的工具和开发人员工具
+the world is one of the current Mega opportunities out there for startups
+世界是当前初创企业面临的巨大机遇之一
+there's going to be a really rich ecosystem of of technologies that will
+将会有一个非常丰富的技术生态系统
+support Builders and I think this is going to look a lot like the cloud right
+支持构建者，我认为这看起来很像云，对吧
+
+00:15
+00:15
+to me GPT and other models is like a base layer of capability like like cloud
+对我来说，GPT 和其他模型就像云一样的功能基础层
+computing that a lot of companies if not all companies will plug into to some
+许多公司（如果不是所有公司）都会将其插入到某些计算中
+degree and there'll be another layer of technologies that help you get the most
+学位，还有另一层技术可以帮助您获得最大收益
+out of it Lang Chain's a great example and then there's going to be an
+Lang Chain 就是一个很好的例子，然后就会有一个
+application layer built on top of that and each one of these folks provide
+应用层建立在其之上，并且这些人中的每一个都提供
+value and there's great businesses to build in each what we found kind of at
+价值，并且在我们发现的每一个领域都可以建立伟大的业务
+that last Mile right that of course like gbt 4 itself is really incredible but
+最后一英里，当然像 GBT 4 本身确实令人难以置信，但是
+how do you engineer it so that you can have thousands of users on the same time
+你如何设计它，以便你可以同时拥有数千个用户
+and is reviewing millions of pages of text all at the same time that's really
+并且同时审阅数百万页的文本，这真的是
+hard how do you make sure that it's not inaccurately saying something about a
+很难，你如何确保它没有错误地描述某事
+document with so-called hallucinations that's really hard how do you test that
+带有所谓幻觉的文档，这真的很难，你如何测试它
+what you're doing as you make alterations to your code or to the
+当您更改代码或更改时您正在做什么
+prompts you use when you're talking to the AI doesn't produce the wrong output
+当你与人工智能交谈时使用的提示不会产生错误的输出
+or hallucination that's also really hard we had to build a lot of that ourselves
+或幻觉这也很难我们必须自己建造很多
+internally and who knows maybe some somay some of those things will become
+在内部，谁知道也许其中一些事情会变成
+
+00:16
+00:16
+products but I also know that there's going to be a lot of really fantastic
+产品，但我也知道将会有很多非常棒的产品
+products that will support companies like just like there were things that
+将为公司提供支持的产品，就像以前的东西一样
+built on top of the cloud like koku so that's the good news what a time to be
+像 koku 一样建立在云之上，所以这是个好消息，现在是时候了
+alive even though Jake has reached the top of one Peak he's already encouraging
+尽管杰克已经登上了他已经鼓励的巅峰，但他还活着
+the next Adventurer you to step up to the mountain I think the thing I'd like
+下一个冒险家你要上山我想我想要的东西
+to pitch right now is is never been a better time to start a company and you
+现在是创业的最佳时机，而你
+know while we're here apply to YC and get the right advice to start off with I
+知道我们在这里申请 YC 并获得正确的建议，然后从 I 开始
+I probably sound a little bit crazy with saying this but I think it's an
+我这么说可能听起来有点疯狂，但我认为这是一个
+underhyped moment the more you dig deeper into this technology and what it
+你越深入了解这项技术及其含义，就会被低估的时刻
+can do and the kinds of problems it can solve for people the more extreme amount
+可以做的事情以及可以为人们解决的问题种类越多
+of white space you'll you'll likely see and so I would recommend folks who are
+你可能会看到大量的空白，所以我会推荐那些
+kind of sitting on the sidelines or playing around or hacking I think now is
+我认为现在是坐在场边或玩耍或黑客攻击
+the moment to really consider getting going and I think you're going be
+是时候真正考虑出发了，我想你会的
+massively rewarded for working with this new new technology and being on this
+因使用这项新技术并致力于此而获得巨额奖励
+
+00:17
+00:17
+ride case text is one of the biggest Mega wins in AI I am so proud to work
+骑行案例文本是人工智能领域最大的胜利之一，我很自豪能够工作
+with Jake early in his YC days and I can't wait to see what his team does
+早年与 Jake 一起参加 YC 活动，我迫不及待地想看看他的团队做了什么
+next I can't wait to see what you do next too that's it for this time I'll
+接下来我也迫不及待地想看看你接下来会做什么，这一次我就这样了
+see you next time
+下次见

files/ycombinator_qnav9vgHDHs.txt

@@ -0,0 +1,569 @@
+
+00:00
+00:00
+let's say that changing the world is like uprooting a tree like a big old
+可以说，改变世界就像连根拔起一棵大树
+tall tree imagine there were two founders one founder knew that trees have roots
+高大的树想象有两个创始人，其中一个创始人知道树有根
+and the other founder had no idea right like the trees with roots person
+而另一位创始人就像树有根的人一样不知道
+they have an advantage they have a very large advantage the tree without roots
+他们有一个优势 他们有一个非常大的优势 无根之树
+person they're gonna have a lot of very horrible
+他们会有很多非常可怕的人
+uh how do i freeze this on the job learning so yeah
+呃，我该如何在工作学习中冻结这个，所以是的
+it's not moving like we don't get it like like we
+它不像我们那样移动，就像我们没有得到它一样
+we we're pushing it in it won't fall over yeah we've done all the math like
+我们把它推进去，它不会翻倒是的，我们已经完成了所有的数学计算
+if the tree ends right where the ground begins like pushing like this it should
+如果树的终点就在地面开始的地方，像这样推，它应该
+it should work hey this is michael cybel with dalton
+它应该可以工作嘿这是迈克尔·塞贝尔和道尔顿
+caldwell and welcome to rookie mistakes we asked yc founders for their rookie
+考德威尔，欢迎新秀错误，我们向 yc 创始人询问了他们的新秀
+mistakes so we could share them with you and help you avoid them
+错误，以便我们与您分享并帮助您避免它们
+
+00:01
+00:01
+here's the next comment that was written by oyc founder
+这是 oyc 创始人写的下一条评论
+we built a product because we thought the world should be a certain way
+我们创造了一个产品，因为我们认为世界应该是某种方式
+not because we had a customer who actually wanted to buy the thing we were
+不是因为我们有一位真正想购买我们产品的客户
+building this is coming from a pure place and we
+建造这个来自一个纯净的地方，我们
+look at our heroes right we look at elon musk
+看看我们的英雄，我们看看埃隆·马斯克
+we look at steve jobs and we have this model of people that forced the universe
+我们看看史蒂夫·乔布斯，我们有这种迫使宇宙前进的人的模型
+to their will and and elon electric cars of the future i am going
+按照他们的意愿和埃隆未来的电动汽车，我要去
+to impart electric cars i'm going to make it happen and and again he kind of
+为了传授电动汽车，我会让它发生，他又有点
+did good for him right but for most of us mere mortals
+对他来说是好事，但对我们大多数凡人来说
+it's pretty hard to force people to want the thing that you're selling or the
+很难强迫人们想要你正在销售的东西或
+thing that you think is good for them it's really hard
+你认为对他们有好处的事情其实很难
+if someone doesn't want something to like debate them
+如果有人不想和他们辩论
+and convince them they do actually want it when they don't actually want it most
+并说服他们，当他们实际上最不想要的时候，他们确实想要它
+people don't have organic experience with sales and so they kind of
+人们没有销售方面的有机经验，所以他们有点
+their vision is like oh i walked onto a used car lot to look around and this
+他们的愿景就像哦，我走进一个二手车停车场环顾四周，然后这个
+
+00:02
+00:02
+genius salesforce person convinced me to buy this car and it's like
+天才的销售人员说服我买这辆车，就像
+that's not even how it works in real life you didn't just
+这甚至不是现实生活中的运作方式，你不只是
+randomly walk on the used car nobody who doesn't
+随意走在二手车上，没有人不这样做
+want to touch that you made a great point do you know what you know what
+想要触摸你提出了一个很好的观点 你知道什么 你知道什么
+kind of idea we always come like i would come up with is guess what buying a car
+我们总是会想出这样的想法：猜猜买辆车是什么
+sucks and dealing with car salesman sucks buying a house sucks let's just
+和汽车推销员打交道很糟糕，买房子也很糟糕，让我们来吧
+like build a website and we'll get rid of car dealers so this is an example of
+就像建立一个网站，我们将摆脱汽车经销商，所以这是一个例子
+that it's like you kind of run into something that's annoying
+就好像你遇到了一些烦人的事情
+and you you're like yeah let's just get rid of that and
+你就像是的，让我们摆脱它吧
+again i'm with you let's get rid of that you know i don't like buying a car
+我再次和你在一起让我们摆脱你知道我不喜欢买车
+either but i think what happens when you again haven't done the research yeah is
+要么，但我认为当你再次没有完成研究时会发生什么是的
+you were like oh actually there's a reason car dealers exist and oh and
+你就像哦，实际上汽车经销商存在是有原因的，哦，
+actually there's incentives for these you know this is like like the
+实际上对这些有激励措施，你知道这就像
+more you dig into that you you realize that you can't just wave a magic wand and
+当你深入研究时，你会意识到你不能只是挥舞魔杖
+make car dealers go away you can't just sprinkle software on the
+让汽车经销商走开，你不能只在汽车上撒上软件
+property yeah or like realtors like buying a house why is it so hard to buy
+房产 是的，或者像房地产经纪人一样买房子，为什么这么难买
+
+00:03
+00:03
+a house well you know yeah i don't even know how to summarize that
+你知道的房子是的，我什至不知道如何总结
+but like like a lot of founders want to believe they can just like start a
+但就像很多创始人想要相信他们可以开始一个
+company and revolutionize the home sales process right so i feel where it's
+公司并彻底改变房屋销售流程，让我感受到它的位置
+coming from but in practice the simplistic engineering efficiency
+来自但实际上是简单的工程效率
+arguments don't always work when applied to the real world
+当应用于现实世界时，论证并不总是有效
+yeah i mean you know about this from hiring right like haven't you seen this
+是的，我的意思是你在招聘时就知道这一点，就像你没见过这个一样
+with hiring i see this all the time i see the hiring startup applies to yc
+在招聘时，我总是看到这一点，我看到招聘初创公司适用于 yc
+and the thesis is always the same i'm an engineer i'm a genius engineer
+论文总是一样的我是一名工程师我是一名天才工程师
+and i'm being assessed by a non-technical recruiter
+我正在接受非技术招聘人员的评估
+this is a crime like this is a crime against humanity like it's it's um
+这是一种犯罪，就像这是一种反人类罪，就像它是嗯
+dehumanizing that i have to go through this experience
+我必须经历这样的经历，这是非人性的
+and if only the hiring manager was empowered with software the entire
+如果招聘经理能够使用整个软件
+recruiting team and all recruiters would just go away disappear off the face of
+招聘团队和所有招聘人员都会消失
+
+00:04
+00:04
+the earth through the hiring manager and software and
+通过招聘经理和软件来地球
+what's weird is that like i kind of believe the premise like i believe
+奇怪的是我有点像我相信的那样相信这个前提
+an engineer is better at determining whether another engineer is good or bad
+一个工程师更善于判断另一个工程师的好坏
+however i also look at the way the world
+然而我也看待世界的方式
+is organized and i ask myself well if it seems consistently organized that these
+是有组织的，我问自己这些是否看起来一直有组织
+massive teams of recruiters exist at all these companies there must be some
+所有这些公司都存在大量的招聘人员团队，其中一定有一些
+efficiency going on that i don't understand right and the one core thing
+我不明白的效率是一个核心问题
+that i've learned is that even though engineers are better
+我学到的是，即使工程师更好
+at creating other engineers there are two other facts one they don't tend to
+在创造其他工程师时，还有另外两个事实，一是他们不倾向于这样做
+enjoy doing it and two it doesn't tend to be the
+喜欢这样做，而且两个它往往不是
+greatest way to extract value out of a great engineer yeah it's not the best
+从优秀工程师身上获取价值的最好方法是的，这不是最好的
+use of their time like if you're employing engineers you don't really
+利用他们的时间，就像你雇用工程师一样，但你实际上并没有这样做
+want them to spend all their time doing this you want them to be doing their
+希望他们把所有的时间都花在这件事上 你希望他们做他们的事情
+jobs and so what's funny is that like hiring
+工作，有趣的是，就像招聘一样
+companies inevitably run against this like you aren't going to defeat hr
+公司不可避免地会反对这一点，就像你不会打败人力资源一样
+
+00:05
+00:05
+you aren't going to get rid of all the recruiters
+你不会解雇所有的招聘人员
+even though you don't believe they should exist in the world they are going
+即使你不相信他们应该存在于他们要去的世界里
+to exist in the world either you're going to accommodate them
+要想存在于这个世界上，要么你要适应他们
+or they will kill you like they tend to actually have way more power than you
+否则他们会杀了你，就像他们实际上比你拥有更多的权力一样
+might think in the end of the day the hiring manager is like
+招聘经理最终可能会想
+you know this comes up a lot like the the hiring manager is your like talk
+你知道这个��题经常出现，就像招聘经理是你喜欢的谈话一样
+friend but not your action friend like it's the person you talk to is like oh
+朋友，但不是你的行动朋友，就像是与你交谈的人，哦
+yeah i wish i never had to use these recruiters like i wish i'd have to do
+是的，我希望我永远不必像我希望的那样使用这些招聘人员
+this i always get all these bad candidates but they never do the thing
+我总是得到所有这些糟糕的候选人，但他们从来没有这样做过
+you want them to do like use your product all the time
+您希望他们一直使用您的产品
+to push back on ourselves hey what are dalton and michael saying
+嘿道尔顿和迈克尔在说什么
+they're not saying you should try to change things like shouldn't
+他们并不是说你应该尝试改变不应该改变的事情
+aren't we you know shouldn't you be trying harder to make the system better
+难道你不知道你不应该更加努力地让系统变得更好吗
+let me let me let me answer that first i don't know what you say michael
+让我让我先回答一下，我不知道你在说什么，迈克尔
+all we're saying is you can make huge changes in human behavior
+我们想说的是你可以对人类行为做出巨大改变
+
+00:06
+00:06
+if you really understand the subtle pressure points
+如果你真正了解细微的压力点
+you've got to really understand the motivations of all of the key parties
+你必须真正了解所有关键各方的动机
+and cater to those motivations cater to human institutions like like the people
+并迎合这些动机 迎合像人民一样的人类机构
+that do really change the way the world works
+这确实改变了世界的运作方式
+got a lot of small things right in the earliest stages like ride sharing like
+在最早阶段就做好了很多小事情，比如拼车
+the idea of getting to a stranger's car and then driving to the airport was like
+坐上陌生人的车然后开车去机场的想法就像
+bizarre when it came out our younger our
+当我们年轻的时候它出来的时候很奇怪
+younger viewers may not remember what it was like but at the time it was like
+年轻的观众可能不记得那是什么样子，但当时就像
+yeah here's my idea a stranger comes to your house and you get in the back seat
+是的，这是我的想法，一个陌生人来到你家，你坐在后座上
+of the toyota right that's normal we would have that was insane and so to
+丰田的权利，这是正常的，我们会认为这是疯狂的，所以
+actually architect something like ride sharing you had to really
+实际上，你必须真正设计一些类似乘车共享的东西
+understand all of the people involved they actually started off with those
+了解所有相关人员，他们实际上是从这些人开始的
+hired cars those like limo cars which was normal yeah so there's all these
+租用像豪华轿车这样的汽车，这很正常，是的，所以就有了这些
+like little things that had to happen for that idea to actually work and to
+就像为了让这个想法真正发挥作用而必须发生的小事情
+
+00:07
+00:07
+normalize ride sharing that if you didn't understand all the core
+如果您不了解所有核心内容，请将拼车标准化
+constituents and you're just like hey cars are inefficient we should have more
+选民们就像嘿，汽车效率低下，我们应该有更多
+we should let people share rides how many times has yc funded that idea
+我们应该让人们共享乘车 yc 资助过多少次这个想法
+before uber and it didn't work this was actually a really common bad startup
+在 uber 之前，它不起作用，这实际上是一个非常常见的糟糕的初创公司
+idea was ride sharing isn't that hilarious yeah and so it's
+想法是拼车不是那么搞笑是的，所以它是
+i guess the point we're making here and again i wanna hear what you think of
+我猜想我们在这里一次又一次地表达的观点，我想听听你的想法
+this michael you just need to understand the little
+这个迈克尔，你只需要了解一点
+things folks you need to understand the small motivations of all people involved
+人们需要了解所有相关人员的小动机
+in an ecosystem and and design the thing well
+在生态系统中并精心设计事物
+rather than just thinking you can burst in this burst down to the scene with
+而不是仅仅认为你可以在这场爆发中爆发到现场
+something and like everyone will magically use
+类似每个人都会神奇地使用的东西
+your solution and boom you know hey there's no more realtors we can just buy
+你的解决方案和繁荣你知道嘿没有更多的房地产经纪人我们可以购买
+and sell a house on a website like it's more complicated than that man you have
+在网站上卖房子，就像它比你拥有的那个人更复杂一样
+to have a really someone will solve this eventually
+有一个真正的人最终会解决这个问题
+maybe someone watching this video but you have to really
+也许有人在看这个视频，但你必须真的
+look at the intricate motivations of every person involved and have an answer
+看看每个参与者错综复杂的动机并找到答案
+
+00:08
+00:08
+for why they're incentivized to use your thing
+为什么他们会被激励使用你的东西
+you know i'm gonna try to come up with the bad analogy on the spot
+你知道我会当场尝试想出一个糟糕的类比
+let's say that changing the world is like uprooting a tree like a big old
+可以说，改变世界就像连根拔起一棵大树
+tall tree imagine there were two founders one founder knew that trees have roots
+高大的树想象有两个创始人，其中一个创始人知道树有根
+and the other founder had no idea right like the trees with roots person
+而另一位创始人就像树有根的人一样不知道
+they have an advantage they have a very large advantage the tree without roots
+他们有一个优势 他们有一个非常大的优势 无根之树
+person they're gonna have a lot of very horrible
+他们会有很多非常可怕的人
+uh how do i freeze this on the job learning so yeah i mean it's not moving
+呃，我该如何在工作学习中冻结它，所以是的，我的意思是它不动
+like we don't get it like like we we we're pushing it down it won't fall
+就像我们不明白它就像我们把它推下去它不会掉下来一样
+over yeah we've done all the math like if the tree ends right where the ground
+是的，我们已经完成了所有的数学计算，就像树是否在地面上结束一样
+begins like pushing like this it should it should work
+开始像这样推它应该可以工作
+that's a great way to say it there's so much under the surface
+这是一个很好的表达方式，表面之下有很多东西
+there's so much on the surface to understand with a lot of these ideas and
+从表面上看，有很多东西需要理解，其中有很多想法
+
+00:09
+00:09
+if you don't understand it you're yeah you're gonna learn like like
+如果你不明白，你是的，你会像这样学习
+you'll get some much on the job training that's a great way to say it yes
+你会得到一些在职培训，这是说“是”的好方法
+here was the next um comment that was written in
+这是下一条评论
+yc founder wrote we did not do enough research before deciding what to work on
+yc 创始人写道，在决定做什么之前，我们没有做足够的研究
+we now realize the more research you do in your space before you write a line of
+我们现在意识到，在你写下一行之前，你在你的空间中做了更多的研究
+code the better it seems like people go to the effort of starting a company
+代码写得越好，人们似乎都在努力创办一家公司
+of trying to raise money for a company of applying to yc with a company of
+试图为一家公司筹集资金 向一家公司申请 yc
+making it to yc interviews with a company and we can tell you haven't googled it
+参加了一家公司的 yc 面试，我们可以告诉你你还没有用谷歌搜索过它
+you haven't typed in like the idea that you're working on into google or read
+您还没有在谷歌中输入您正在研究的想法或阅读
+any articles about folks that have tried it before and this is such a self-own
+任何关于以前尝试过的人的文章，这是一个自己的文章
+um it's free to do research on those that came before you and failed cost you
+嗯，对那些在你之前的人进行研究是免费的，但失败会让你付出代价
+nothing doesn't take very much time and to spend years of your life or months of
+没有什么事情不需要花很多时间，花费你生命中的数年或数月
+
+00:10
+00:10
+your life or any amount of your life on an idea that you've not done just basic
+你的生活或你生命中的任何一段时间都建立在你还没有完成基本的想法之上
+cursory research on is really dumb do you understand like
+粗略的研究真的很愚蠢你明白吗
+maybe you'll do it better or different but to not even understand what came
+也许你会做得更好或不同，但甚至不明白发生了什么
+before you is kind of a willful ignorance and i don't get that
+在你面前是一种故意的无知，我不明白
+right it's almost like do you think michael do you think it's that they
+对吧，这几乎就像你认为迈克尔你认为是他们吗
+don't want to know or that they just don't think it applies
+不想知道或者他们只是认为它不适用
+to them or oh this time it's different like why would you obstinately refuse to
+对他们来说或者哦，这次不一样了，就像你为什么要固执地拒绝一样
+research related companies in the past i would say one this is very commonly a
+过去研究相关公司我会说这是非常常见的
+young founder um issue and one thing i see about young founders is their like
+年轻创始人的问题，我对年轻创始人的看法之一就是他们喜欢
+internet knowledge doesn't go way back so like i think the first mistake is
+互联网知识不会追溯到很久以前，所���我认为第一个错误是
+like well if i haven't heard of a company trying to do this
+如果我没有听说过有公司尝试这样做的话就好了
+that means the company has never tried to do it um
+这意味着该公司从未尝试过这样做
+i think the second thing that people do is they ask their friends here this is a
+我认为人们做的第二件事就是问他们的朋友这是一个
+situation where like googling is probably a hundred times better than
+像谷歌搜索这样的情况可能比
+
+00:11
+00:11
+asking your friends because like if you're a young person whose internet
+询问你的朋友，因为就像你是一个有互联网的年轻人
+history is like four years old your friends are probably in the similar position
+历史就像四岁一样，你的朋友可能也处于类似的境地
+um and then i think the last thing is a bit of a psychological thing i think
+嗯，然后我认为最后一件事有点心理上的问题
+that's what you're getting to which is if i'm so excited to do this why would i
+这就是你要表达的意思，如果我很高兴这样做，为什么我会这样做
+want to learn something that would like defeat it before it
+想学一些东西想在它之前击败它
+started yeah you know like can i live in the illusion in the dream for a little
+开始是的你知道我可以在梦中的幻境中生活一段时间吗
+longer and again let's let me be direct on this one
+让我一次又一次地直接讲这个
+during the dot-com bubble in the 90s a lot of people started companies
+在 90 年代的互联网泡沫期间，很多人创办了公司
+and a lot of them tried pretty much every idea you can imagine
+他们中的很多人尝试了几乎所有你能想象到的想法
+right every idea that you see today has some analog from the 90s
+是的，你今天看到的每一个想法都与 90 年代有相似之处
+so dig in look into it like see if people have tried this before right
+所以深入研究一下，看看人们以前是否尝试过这个，对吧
+same deal in the 2000s people pretty much tried every idea and again
+在 2000 年代，同样的交易人们几乎尝试了每一个想法
+maybe in the example of something like instacart people had tried instacart
+也许在像 instacart 这样的例子中，人们尝试过 instacart
+
+00:12
+00:12
+before it didn't work but the founders of instacart knew that and they
+在它不起作用之前，但 instacart 的创始人知道这一点，他们
+intentionally designed it to be better you understand what i'm saying like like
+故意设计它是为了让你更好地理解我在说什么
+they stood on the shoulders of those that came before them smart
+他们站在前人的肩膀上
+versus if you're the founder of instacart and you didn't realize that
+相比之下，如果你是 instacart 的创始人而你没有意识到这一点
+webvan existed how is that hope like you're not helping
+webvan 存在吗？希望你没有帮助
+yourself to not know about it same in the 2010s think about how many startups
+2010 年代你自己也不知道，想想有多少初创公司
+we funded their tricep before and so from our perspective
+我们之前资助过他们的三头肌，所以从我们的角度来看
+we see patterns and the ideas people start constantly and
+我们看到人们不断开始的模式和想法
+we get it you know you're better smarter faster you have a better programming
+我们知道你知道你更好更聪明更快你有更好的编程
+language or you know whatever it is you're better you know we better ui
+语言或者你知道无论是什么你更好你知道我们更好的用户界面
+dalton i got better ui you know oh mobile i remember in our in
+道尔顿，我的用户界面更好了，你知道哦，手机，我记得在我们的
+our era when we were young founders it was like oh we're an app we're an iphone
+在我们这个时代，当我们还是年轻的创始人时，我们就像是哦，我们是一个应用程序，我们是一部 iPhone
+app iphone changes everything which is built true
+iPhone 应用程序改变了一切，这是真实的
+but doesn't mean we should have discounted history
+但这并不意味着我们应该对历史打折扣
+you know dalton as you were saying this something occurred to me
+你知道道尔顿，当你这么说的时候，我突然想到了一些事情
+the platforms change faster than the human problems
+平台的变化速度快于人类问题的变化速度
+
+00:13
+00:13
+so like you and i have lived through one web 100 web 2o
+就像你和我经历过 One Web 100 Web 2O
+mobile and whatever the hell yeah platform yeah we've seen many of these
+移动和无论如何是的平台是的我们已经看到了很多这样的
+but it turns out that like i want to go grocery shopping but i don't want to go
+但事实证明就像我想去杂货店购物但我不想去
+to the grocery store that's been a problem the whole time
+去杂货店这一直是个问题
+like or i want to get good food delivered to me in where i am so i don't
+喜欢���者我想在我所在的地方获得美味的食物，所以我不这样做
+have to go get it same human problem the whole i want to get a job same problem
+必须去解决同样的人类问题，我想找到一份工作，同样的问题
+and i think that's maybe the logical reason why you should do the research
+我认为这可能是你应该进行研究的合乎逻辑的原因
+because it's almost guaranteed you're not solving a new problem you're just
+因为几乎可以肯定你没有解决一个新问题，你只是
+using a slightly new technique or a new technology or something new to
+使用稍微新的技术或新技术或新的东西
+try to attack an old problem let's study how everyone else tried to attack the
+尝试解决一个老问题让我们研究一下其他人是如何尝试解决这个问题的
+old problem and it's weird because you know
+老问题而且很奇怪因为你知道
+sometimes rarely but sometimes you're doing something on the internet that
+有时很少，但有时你会在互联网上做一些事情
+hasn't been put on the internet for um that hasn't been done internet before
+还没有被放到互联网上，因为之前没有在互联网上完成过
+you know with justin tv live video hadn't really been done on the internet
+你知道贾斯汀电视的现场视频并没有真正在互联网上完成
+before what was interesting was almost inadvertently we got to learn
+在有趣的事情几乎是不经意地发生之前我们必须学习
+
+00:14
+00:14
+about the old way because we started getting a lot of press coverage
+关于旧方法，因为我们开始得到很多媒体报道
+and we started getting a lot of these um old-fashioned video guys doing live
+我们开始看到很多老式视频制作人在现场表演
+video news coverage of us and we would see them with their like
+我们的视频新闻报道，我们会看到他们和他们喜欢的人
+van would pull up and it's like we beam this from the camera to the van to the
+货车会停下来，就像我们将其从相机发送到货车再到
+microwave thing on that hill over there it's gotta all line up and we're like oh
+那边山上的微波炉都得排好队，我们就像哦
+like and that was like state of the art and so
+就像最先进的那样
+to me it's like wow watching that we were like well you know our thing isn't
+对我来说，这就像哇看着我们一样，你知道我们的事情不是
+as good as theirs but it's way easier than having a van and a microwave dish
+和他们的一样好，但比拥有一辆货车和一个微波炉要容易得多
+up on a hill so nellie plays devil's advocate a little bit dalton
+在山上，所以内莉扮演魔鬼代言人有点道尔顿
+i have an expert advisor i have an angel investor i have a seed
+我有一个专家顾问 我有一个天使投资人 我有一个种子
+investor i've got a series a investor they're the experienced ones and they
+投资者 我有一系列投资者 他们是经验丰富的人 他们
+believe they're working with me like isn't that validation enough
+相信他们正在和我一起工作，这样的验证还不够吗
+
+00:15
+00:15
+don't they didn't they do this research kind of i mean let's go to this two ways
+难道他们没有做这项研究吗？我的意思是让我们从两个方面着手
+one it's best to do your own work on this
+最好自己做这件事
+um because ultimately you're responsible for your company and it working or not
+嗯，因为最终你要对你的公司负责，无论它是否运转
+and this is what i tell people in the batch you know i'm like well just make
+这就是我告诉那批人的，你知道我只是做
+sure you know you have to live you have to
+你确定你知道你必须活下去
+live your life so if your star doesn't work it's not really my problem you know
+过你的生活，所以如果你的星星不起作用，那不是我的问题，你知道
+like like i'll i'll be okay and so feel like you've done all of the
+就像我会没事的，所以感觉你已经完成了所有的事情
+diligence and research and you know the risks of what you're doing but you know
+勤奋和研究，你知道你所做的事情的风险，但你知道
+to the extent i have relevant advice it could be helpful i think the other thing
+就我有相关建议而言，它可能会有所帮助，我认为另一件事
+is sometimes experts can be too biased positively or negatively based on a
+有时专家可能会基于某种观点而产生过于积极或消极的偏见
+small data set so if you're working on a startup idea that someone
+小数据集，所以如果你正在研究某人的创业想法
+had either personally worked on before or lost lots of money invested in before
+要么之前亲自参与过，要么之前投资过很多钱
+they're going to have opinions in my case you know media and entertainment
+他们会对我的情况有意见，你知道媒体和娱乐
+startups are really hard so i you know i know a lot about them
+创业真的很难，所以我知道我对它们了解很多
+i can advise people on them but i'm not usually the most optimistic
+我可以为人们提供建议，但我通常不是最乐观的
+
+00:16
+00:16
+on that startup idea um and then and so when you're talking to experts
+关于那个创业想法，嗯，然后当你与专家交谈时
+just make sure you get a wide variety of them i think would be my my
+只要确保你得到各种各样的东西，我想这就是我的
+reaction to your pushback and synthesize
+对你的阻力的反应和综合
+them just in the same way i said earlier
+他们就像我之前说的那样
+it's good to listen to lots of different kinds of music to synthesize together i
+听很多不同类型的音乐并将其合成在一起是很好的事情
+would just be synthesizing a lot of different opinions
+只是综合了很多不同的意见
+or a lot of different pieces of history as you're forming an opinion you know in
+或者当你形成你所知道的观点时，有很多不同的历史片段
+the in the brex example they went and spoke to every person that ever tried to
+在英国脱欧的例子中，他们去和每一个曾经尝试过的人交谈
+start a challenger bank before and guess what they all told them they told them
+之前创办了一家挑战者银行，猜猜他们都告诉了他们什么
+two things one useful information that they wrote down in their notes the
+他们在笔记中写下的两件事一是有用的信息
+founders of did and two they told him don't do this are you crazy
+创始人做了两个他们告诉他不要这样做你疯了吗
+so they had the breakfast ignored that part but this is similar when you speak
+所以他们的早餐忽略了这一部分，但当你说话时这很相似
+to experts you just need to know what bits and
+对于专家来说，您只需要知道哪些位和
+pieces to draw from what they have to say than to blindly accept what they say
+从他们所说的中吸取教训，而不是盲目地接受他们所说的
+as facts and that includes us totally right you know i think you bought up
+作为事实，这包括我们，完全正确，你知道，我认为你已经买下了
+
+00:17
+00:17
+something so counterintuitive about investors like
+一些对投资者来说非常违反直觉的事情，比如
+i get so many emails from people saying like i'm doing social this or live video
+我收到很多来自人们的电子邮件，说我正在做社交活动或直播视频
+that can you help me and like i'm one of those people who's
+你能帮助我吗？就像我是那些需要帮助的人之一一样
+like wow i've i took a lot of hits during my social media live video days like i
+就像哇，我在社交媒体直播视频期间受到了很多点击，就像我一样
+i think sometimes counterintuitively investors who know slightly less about
+我认为有时与直觉相反的是，对这些事情了解较少的投资者
+your space can be a little bit more grasses greener
+你的空间可以多一点草更绿一点
+like optimistic than folks who know more about your space and i think
+我认为比那些更了解你的空间的人更乐观
+that's not something that i realized i don't think something that's obvious to
+这不是我意识到的事情 我不认为这是显而易见的事情
+founders i think that like people assume expertise equals optimism
+创始人我认为就像人们认为专业知识等于乐观一样
+yeah right haven't we observed the opposite of that
+是的，我们没有观察到相反的情况吗
+yeah i mean yeah there's something nice about not knowing much about something
+是的，我是说，是的，对某事了解不多也有好处
+it's much easier to see it is a simple question or a simple problem
+更容易看出这是一个简单的问题或一个简单的问题
+like imagine asking the founders of doordash about food
+就像想象一下向 Doordash 的创始人询问有关食物的问题
+
+00:18
+00:18
+delivery and what they would have to say about it versus me versus yeah exactly
+交付以及他们对此的看法与我对比是的
+yes
+是的

files/ycombinator_viRkOHNG4Mo.txt

@@ -0,0 +1,25 @@
+
+00:00
+00:00
+as a founder of a very new startup what metrics should I care about most at the
+作为一家新兴初创公司的创始人，我应该最关心哪些指标
+earliest stage there are only a handful of metrics that matter at all and the
+最早阶段只有少数几个指标是重要的，而且
+one that I would focus most closely on as a brand new founder is the number of
+作为一名全新创始人，我最关注的是
+users that you have that use your product habitually we talked to a lot of
+我们与经常使用您产品的用户进行了交谈
+Founders who are very excited because they've launched and they get end
+创始人非常兴奋，因为他们已经启动并结束了
+signups or they have end people on their weight list or whatever and like all of
+注册或者他们的体重清单上有最终人或其他什么，并且喜欢所有
+those things are great they're not bad things but at the end of the day it only
+这些事情很棒，它们并不是坏事，但归根结底，它们只是
+really matters if you can find a handful of users who will use your product and
+如果您能找到少数将使用您的产品的用户并且
+then build it into their daily workflow in a way that has them continuing to
+然后将其构建到他们的日常工作流程中，让他们继续
+come back over and over and over again and if you don't find that none of these
+一遍又一遍地回来，如果你没有发现这些
+other numbers matter at all
+其他数字也很重要

files/ycombinator_wA0qC9D4LA0.txt

@@ -0,0 +1,1000 @@
+
+00:00
+00:00
+why was San Francisco so definitively the center of the tech industry why did
+为什么旧金山如此明确地成为科技行业的中心
+it all like agglomerate here San Francisco is the place in the world
+这一切就像这里的聚集体 旧金山是世界上的一个地方
+where you can manufacture luck within a month of us moving in there they
+我们搬进去后一个月内你就可以制造好运
+launched Twitter I was like I wow this place is like incredible everywhere here
+推出 Twitter 我当时就觉得哇这个地方到处都是令人难以置信的
+are people starting companies really ambitious companies and then Co hit in
+人们创办的公司是真正雄心勃勃的公司，然后公司介入
+the last year some things have happened that have turned things around they feel
+去年发生了一些事情，他们觉得事情发生了逆转
+the energy I actually think the biggest Factor is that they have all the
+我实际上认为最大的因素是他们拥有所有的能量
+building blocks to make San Francisco into the best city in the [Music]
+使旧金山成为最好的城市的基石[音乐]
+world welcome back to another episode of
+世界欢迎回到另一集
+the light cone today we're talking about San Francisco it was dead but now like
+今天我们谈论的是旧金山的光锥，它已经死了，但现在就像
+Lazarus it is back and not only that we've got a new thing to talk about
+拉撒路回来了，我们不仅有了新的话题可聊
+
+00:01
+00:01
+which is cerebral Valley people from all around the world are coming to move to
+这是大脑谷，来自世界各地的人们正在搬到这里
+San Francisco to just a few neighborhoods we're in one of them in
+旧金山到我们所在的几个街区
+the Dog Patch to build the future to build the future of AI why is that
+Dog Patch 构建未来 构建人工智能的未来 为什么是这样
+what's going on I think it's worth just charting the
+发生了什么事，我认为值得将其绘制成图表
+course of San Francisco over the last few years as a starting point when we
+我们以旧金山过去几年的历程为起点
+all got to San Francis in 2006 San Francisco was coming out of its own Doom
+2006 年，一切都来到了旧金山 旧金山正从自己的末日中走出来
+Loop like Doom Loop 1.0 from the do crash in the late '90s
+像 90 年代末 do crash 中的 Doom Loop 1.0 一样循环
+San Francisco was full to the brim again and then the dot bubble burst and when
+旧金山再次爆满，然后点泡沫破裂，当
+we got there it kind of felt like a ghost town like there was a lot of
+我们到了那里感觉就像一个鬼城，有很多
+vacancy rents rents had crashed um and then what brought San Francisco out of
+空置租金 租金暴跌，然后是什么让旧金山摆脱了困境
+the Doom Loop was the Web 2.0 boom all these YC companies like stripe and
+Doom Loop 是 Web 2.0 的热潮，所有这些 YC 公司都喜欢 stripe 和
+Airbnb and Dropbox moved to San Francisco and they started hiring
+Airbnb 和 Dropbox 搬到旧金山并开始招聘
+employees who moved into apartments and like the tech economy just like dragged
+搬进公寓并喜欢科技经济的员工就像被拖着走
+San Francisco back out of out out of the Doom Loop this is like very specific
+旧金山从末日循环中退出，这非常具体
+
+00:02
+00:02
+point like the Silicon Valley geography I I remember like when we were moving
+就像硅谷的地理 我记得就像我们搬家时一样
+here in 2007 there was a real negative connotation about choosing to base your
+2007 年，选择建立自己的基地确实具有负面含义。
+company in San Francisco instead of like
+旧金山的公司而不是类似的公司
+palo Alto yeah palo alto Mountain View San Jose even like anything south and I
+帕洛阿尔托 是的帕洛阿尔托山景城圣何塞甚至像南方的任何地方和我
+think it linked to the do era where the perception the belief was that during
+认为这与 do 时代有关，当时人们的看法是，在
+the dot era all of the opportunists had come to and like moved into San
+点时代所有的机会主义者都来到了并且喜欢搬进了圣
+Francisco because they wanted to like live in a cool City and have like cool
+弗朗西斯科因为他们想要生活在一个很酷的城市并且拥有很酷的东西
+things to do instead of like working and it was a real conventional wisdom that
+做一些事情而不是工作，这是一个真正的传统智慧
+post that era if you were serious about starting a company you choose to be
+如果你真的想创办一家你选择的公司，那么在那个时代之后
+based in like the peninsula and if you chose to be in San Francisco you are
+总部设在半岛，如果您选择在旧金山，那么您就是
+like actively choosing to not be serious about your company it a real neg like
+就像主动选择不认真对待你的公司一样，这是一个真正的否定
+investors really paid attention to this yeah and we put YC itself in the South
+投资者确实注意到了这一点，是的，我们把 YC 本身放在了南方
+Bay should should we talk about where YC has been over the years yeah why
+Bay 我们应该谈谈 YC 多年来的发展吗 是的，为什么
+combinator got started in uh Mountain View on uh one of the most legendary
+组合器在呃山景城开始了呃最具传奇色彩的之一
+
+00:03
+00:03
+streets at the this point it was uh called Pioneer way and as hard said in
+此时的街道被称为先锋路，正如硬说的那样
+2005 Mountain View was the place to be Google had based its headquarters there
+2005 年 Google 将总部设在山景城
+and people don't look at Google the same way anymore but in 2005 Google was the
+人们不再以同样的方式看待谷歌，但在 2005 年，谷歌是
+Undisputed king of innovation all the smartest people wanted to be affiliated
+无可争议的创新之王，所有最聪明的人都想加入
+with Google and so mement became this mecca for smart people it's the place
+与 Google 合作，mement 成为了聪明人的圣地，就是这个地方
+where all the serious technologists were
+所有认真的技术专家都在那里
+like conglomerating another major factor is just in that era people started
+就像聚合一样，另一个主要因素就是在那个时代人们开始的
+people starting companies just tended to be slightly older right like even like
+创办公司的人往往年龄稍大一些，就像甚至像
+the like the Google Founders were phds like late 20s maybe it's not old but
+就像 Google 创始人是 20 多岁的博士一样，也许这并不老，但是
+like not like 21 22 just out of college and I think even late 20s early 30s and
+不像 21 22 刚大学毕业，我想甚至是 20 岁末 30 岁出头
+there was a lot of it from palal also because of Stanford right yeah and
+有很多来自 palal 的内容也是因为斯坦福大学，是的，而且
+people like wanted to be in the suburbs basically and and the investors wanted
+人们基本上都想住在郊区，而投资者也想要
+to be in the suburbs CU they're all older so there just this natural pool
+在郊区 CU 他们都老了所以只有这个天然游泳池
+and then the first sort of young founder Mark Zuckerberg chose to be based in
+然后第一个年轻的创始人马克·扎克伯格选择在
+
+00:04
+00:04
+like Palo Alto as well right so like the serious upand cominging startup was in
+就像帕洛阿尔托一样，就像这家新兴的初创公司一样
+Palo Alto strip was also initially in pal stri was also initially Palo Alto
+帕洛阿尔托地带最初也位于 pal stri 最初也位于帕洛阿尔托
+but then I think like YC actually um not because Paul wanted it to but like it
+但后来我想 YC 实际上不是因为保罗想要它而是喜欢它
+ended up contributing to the move to San Francisco dramatically like we probably
+最终像我们一样为搬到旧金山做出了巨大的贡献
+pulled it Forward by years yeah CU there's all a bunch of like young people
+把它向前推进了好几年，是的，CU有一群像年轻人一样的人
+who wanted to not be in the suburbs and they actually all ended up being in like
+他们不想呆在郊区，但实际上他们最终都住在这样的地方
+the same building right like you guys were living in scraper and I lived in
+就像你们和我住在同一栋楼一样
+the same building um this building in North in the North Beach area of San
+位于圣北海滩地区北部的同一栋大楼
+Francisco called Crystal towers that came to be known as the Y scraper
+弗朗西斯科（Francisco）称为水晶塔，后来被称为 Y 刮刀
+because there were so many y combinator companies in it we actually wanted to be
+因为里面有很多 y 组合公司，我们实际上想成为
+living in the building but we were rejected really yeah we were rejected
+住在大楼里，但我们被拒绝了，是的，我们被拒绝了
+because we were we came to submit our application they told us there were lots
+因为我们是来提交申请的，他们告诉我们有很多
+of space um and then they told us just go around the corner to the leasing
+空间嗯然后他们告诉我们只要绕过拐角处就可以租赁
+
+00:05
+00:05
+office to get it um uh filled as I was walking out I bumped into Justin Khan
+当我走出办公室时，我碰到了贾斯汀·汗 (Justin Khan)
+who at the time was working Justin.tv and so he'd walk around everywhere with
+当时他正在 Justin.tv 工作，所以他会和他一起到处走走
+a camera on his head um which it turns out the building did not like so they
+他头上有一个摄像头，嗯，事实证明大楼不喜欢这个摄像头，所以他们
+they saw me talking to Justin and they must have called the leasing office to
+他们看到我和贾斯汀说话，他们一定打电话给租赁办公室
+say reject their application so by the time I got around they said there's no
+说拒绝他们的申请，所以当我到达时他们说没有
+room left what like one minute ago you said
+房间还剩你一分钟前说的
+there was like plenty of room I was like um um but so we ended up like kind of
+那里有足够的空间，我就像嗯嗯，但所以我们最终就像
+living vicariously cuz we were try and come over to the building as much as we
+替代生活，因为我们尽可能多地尝试来到大楼
+could for like dinnner and lunches and just every time we would learn so much
+可以吃晚餐和午餐，每次我们都会学到很多东西
+like you had the fers of Dropbox in there scrip was in there uh Weebly
+就像你有 Dropbox 的凭证一样，那里有票据，呃 Weebly
+there's actually a very important Point here I think which is for people who are
+我认为这里实际上有一个非常重要的点，对于那些
+Builders it's actually important to be around other people who are like that so
+对于建设者来说，与其他类似的人在一起实际上很重要，所以
+go you anyone who has built something that you respect that you think is
+去吧，任何一个建造了你认为自己尊重的东西的人
+really good that you want to build things similar to that like try to be
+真的很好，你想构建类似的东西，比如尝试成为
+
+00:06
+00:06
+near them like actually just being in a in community with other people like that
+靠近他们就像真的和其他人在一起一样
+greatly increases your chance of success I mean I think that was true for for us
+大大增加你成功的机会我的意思是我认为这对我们来说是正确的
+I mean that's why we for posterous we applied to White combinator like we
+我的意思是，这就是为什么我们像我们一样应用白色组合器
+looked at you know Steve at Reddit or we looked at ad Drew from Dropbox or James
+看看 Reddit 上的 Steve，或者我们看看 Dropbox 的 Drew 或 James 的广告
+from Heroku and we said those are the kinds of things that we want to build
+来自 Heroku，我们说这些就是我们想要构建的东西
+and I think you know today that that sort of continues like you want to be
+我想你今天知道这种情况会像你想要的那样继续下去
+near people like that from my personal experience I grew up I was born and grew
+从我的个人经历来看，靠近这样的人我长大了我出生并成长
+up in England YC reading po msas and hearing about YC and getting accepted to
+在英格兰 YC 阅读 PO MSAS 并听说 YC 并被录取
+YC in 2007 is the reason that I moved but the initially I only planned on
+2007年的YC是我搬家的原因，但最初我只是计划
+moving for 3 months like that's how long
+搬家3个月就这样多久了
+we could stay on a tourist waiver um but as soon as we got here it was just like
+我们可以享受旅游豁免，但是我们一到这里就感觉就像
+a complete world of difference like I went from being around all of my peers
+一个完全不同的世界，就像我和所有同龄人在一起一样
+working in banking consultancy just thinking I was unemployed or too lazy to
+在银行咨询公司工作只是以为我失业了或者太懒了
+get like a real job and being in San Francisco and the Bay Area especially
+找到一份真正的工作，尤其是在旧金山和湾区
+
+00:07
+00:07
+amongst the YC Founders it was like hey like everyone's doing a startup
+在 YC 创始人中，就像每个人都在创业一样
+everyone's like in the same boat we can all like support each other like it's
+每个人都在同一条船上，我们都可以互相支持
+just like in the water like it was my first time experiencing being in an
+就像在水中一样，这是我第一次体验在水中
+environment that felt like nourishing versus draining for starting companies
+对于初创公司来说，这种环境感觉像是滋养而不是耗尽
+and you could feel that really intensely like just being in San Francisco and
+你会强烈地感受到就像在旧金山一样
+then you found yourself in one of those legendary rooms very early on with your
+然后你发现自己很早就和你的人一起进入了那些传奇的房间之一
+first startup yeah it was again just like a total um Serendipity luck Factor
+第一次创业是的，这又像是一次偶然的运气因素
+Evan Williams the fan of Twitter had happened to be speaking at a conference
+Twitter 粉丝埃文·威廉姆斯 (Evan Williams) 碰巧在一次会议上发表讲话
+at my college in like 2006 and he' we sort of my co-founder who's my cousin um
+大约 2006 年在我的大学，他是我的联合创始人，他是我的表弟，嗯
+cor we spoke to him and he is like hey like if you guys move out to San
+因为我们和他谈过，他说嘿，如果你们搬到圣
+Francisco like we have some free office space and you should just like we have
+弗朗西斯科，我们有一些免费的办公空间，您应该像我们一样
+some desks and you should just like come hang out there which is what we did and
+一些桌子，你应该喜欢去那里闲逛，这就是我们所做的，
+that startup at the time was called audio um Odio which is a podcasting
+当时的初创公司名为audio um Odio，是一家播客公司
+
+00:08
+00:08
+company that was not actually doing very well and you you could actually feel it
+这家公司实际上做得不太好，你可以切实感受到
+in the office but I mean it's why they had space in free desks right like they
+在办公室，但我的意思是，这就是为什么他们像他们一样在免费办公桌上有空间
+had more space than they needed it was very much people were coming like 9 to 5
+空间比他们需要的多，很多人都是朝九晚五的样子
+and so it just wasn't like a a super Dynamic environment but within a month
+所以这并不像一个超级动态的环境，但在一个月之内
+of us moving in there they launched Twitter and and twizz just like took off
+我们搬到那里后他们就推出了 Twitter 和 twizz
+and then suddenly like the whole energy in the place changed there were always
+然后突然就像这个地方的整个能量都发生了变化
+like interesting people coming in and out of the office and just like you got
+喜欢进出办公室的有趣的人，就像你一样
+really energized by being around something that was clearly working so
+周围有明显有效的东西，所以真的充满活力
+well and it made you want to like put in
+好吧，这让你想要放进去
+more effort and like feed off the energy and what's funny is har startup was in
+更多的努力，就像汲取能量，有趣的是，哈尔初创公司当时处于
+the same office as Twitter and it the same time I was running a different
+和 Twitter 在同一个办公室，但同时我却在运行一个不同的办公室
+startup and Twitter moved offices after they outgrew that space and they moved
+初创公司和 Twitter 在办公室空间不够用后搬迁了
+into my office building and so my startup was actually across the hall
+进入我的办公楼，所以我的初创公司实际上就在大厅对面
+from Twitter's second office and this kind of like this might seem like a
+来自 Twitter 的第二个办公室，这样的事情看起来像是
+bizarre coincidence it's actually like not that unusual because all of Tech was
+奇怪的巧合实际上并没有那么不寻常，因为所有的科技都是
+
+00:09
+00:09
+concentrated into this very small area in like downtown and Soma like people
+集中在这个非常小的区域，像市中心和索马一样的人
+who haven't been here don't don't realize just how dense it was where like
+没有来过这里的人不会意识到这里有多密集
+you could go from any startup to any startup in San Francisco in like 15
+你可以在 15 年内从任何一家初创公司转到旧金山的任何一家初创公司
+minutes yeah I mean I remember a very specific example of that like we we left
+分钟 是的，我的意思是我记得一个非常具体的例子，就像我们离开一样
+the office to get lunch and we step outside and we bump into Ron Conway like
+去办公室吃午饭，我们走出去，撞见罗恩·康威，就像
+the like legendary angel investor and he
+传奇般的天使投资人和他
+just starts asking us some questions and we start and we met him at a YC event
+刚开始问我们一些问题，然后我们就开始在 YC 的一次活动中见到了他
+um and we just told him like we've got like a bunch of problems we really want
+嗯，我们只是告诉他我们有很多我们真正想要的问题
+like to get blah blah blah as a customer and by the time we got back to our
+喜欢成为顾客，当我们回到我们的网站时
+office he'd like shot off these intros to all of the companies for us um to
+他想在办公室为我们介绍所有公司
+help us like with like making sales like
+帮助我们进行销售
+wow this place is like incredible I mean
+哇这个地方真是难以置信我的意思是
+the crazy thing I think San Francisco is the place in the world where you can
+最疯狂的事情是我认为旧金山是世界上你可以
+manufacture luck and startups for them to really get big lots of things need to
+为他们创造运气和创业机会，让他们真正获得很多需要做的大事
+
+00:10
+00:10
+happen to be right there's something special about being surrounded with all
+碰巧被所有人包围有一些特别的地方
+the people that kind of know how and they're all here and they're willing to
+那些知道如何做的人都在这里并且他们愿意
+help because starting companies is actually a very anomalous than in other
+有帮助，因为创办公司实际上比其他公司非常反常
+parts of the world it's a strange job and to your point harsh starting a
+在世界的某些地方，这是一项奇怪的工作，对你来说，开始一个严酷的工作
+company could be looked at oh you're just a bomb you're not really working at
+可以看看公司哦，你只是一个炸弹，你并没有真正在工作
+the beginning what is it going on but here people really celebrate it because
+一开始发生了什么，但这里的人们真的很庆祝，因为
+people understand how hard it is how is it for you D I'm C like because you grew
+D 我喜欢你 因为你成长了
+up in Chile like how was the move to Silicon Valley and being around this so
+在智利，就像搬到硅谷一样，周围的环境怎么样
+it relate a lot to the story of being a misfit so in Chile when I grew up I was
+这与不适应环境的故事有很大关系，所以当我在智利长大时，我
+always a weird kid to stay indoors because also was very difficult being
+总是一个奇怪的孩子呆在家里，因为也很难
+the only Asian kid there were no other Asian kids around and I really loved
+唯一的亚洲孩子，周围没有其他亚洲孩子，我真的很喜欢
+reading books and when I got a computer I really like um also building a lot of
+读书，当我拥有一台电脑时，我真的很喜欢嗯，也建造了很多
+these RPG games back then emulators I got a lot into that and internet was
+这些 RPG 游戏当时的模拟器我很喜欢，而且互联网也很发达
+
+00:11
+00:11
+like my bubble but didn't know anyone like that and what was cool is I always
+喜欢我的泡沫，但不认识这样的人，最酷的是我总是
+admired all the builders and my dream was that at some point I would move to
+钦佩所有的建设者，我的梦想是在某个时候我会搬到
+be in Silicon Valley and be there and what was special that I didn't know and
+在硅谷，在那里，有什么是我不知道的特别之处，
+there was this poll is that when I got and moved to with to Silicon Valley I
+有一项民意调查是，当我搬到硅谷时，我
+started working at intel was my first job it's the first time I felt at home
+开始在英特尔工作是我的第一份工作，这是我第一次有宾至如归的感觉
+there were a lot of people like like me who really like to nerd out and
+有很多像我一样非常喜欢书呆子的人
+really to go deep on subjects and building and it wasn't judged because I
+真正深入研究主题和建筑，但没有被评判，因为我
+was judged back then I had to sort of hide and not talk about my interest when
+当时被评判时，我不得不隐藏起来，不谈论我的兴趣
+I go in that super deep and that was special where it was celebrated and you
+我深入其中，庆祝的地方很特别，而你
+can build and there's also the experts in different areas and everyone is just
+可以建造，还有不同领域的专家，每个人都只是
+as deep as you with building and it's just as exciting and an optimist instead
+与你一样深入建筑，它也同样令人兴奋和乐观
+
+00:12
+00:12
+of being judged on why you like this weird
+被评判为什么你喜欢这个奇怪的东西
+thing uh one of the funniest things that I remember from Reading Paul Graham
+呃，这是我在阅读保罗·格雷厄姆时记得的最有趣的事情之一
+essays that I think was one of the reasons why a bunch of us found his
+我认为这些文章是我们中的一些人找到他的原因之一
+essays um was he would always describe what it was like in high school to be a
+嗯，他总是会描述在高中时成为一名学生是什么感觉
+nerd and then I I think that that might be a common experience for us where you
+书呆子，然后我认为这可能是我们的共同经历，你
+know you sort of grow up in the in default Society default Society you
+知道你是在默认社会默认社会中长大的
+realize is a little bit foreign it has different values than you it um you know
+意识到有点陌生，它的价值观与你不同，嗯，你知道
+sort of value appearance more than sort of the substance um's way to do it right
+某种价值的外观比某种物质更重要，嗯，这是正确的做法
+and that kind of keeps going even after college let's say you um for young
+即使在大学毕业后，这种情况仍然持续存在，比如说你是年轻人
+Founders their friend who may not be Founders end up getting whatever the
+创始人的朋友（可能不是创始人）最终得到了一切
+standard job being an investment banker or working for a
+标准工作是投资银行家或为
+consulting or whatever or the big Tech job and they end up having this Standard
+咨询或其他任何大型技术工作，他们最终都有这个标准
+Life where it's like okay they get the promotion they get the nice vacations
+生活还不错，他们得到了晋升，他们得到了愉快的假期
+they get the time off and a lot of their
+他们有时间休息并且有很多时间
+
+00:13
+00:13
+meaning is more outside of work and then when you're friends with uh nothing
+意义更多的是在工作之外，然后当你成为朋友时，呃什么都没有
+against that by the way with when your friends are like that and you're doing
+顺便说一下，当你的朋友是这样的而你正在做的时候
+your startup and you're working 247 and working very hard and not really having
+第247章 你的创业，你工作得很努力，但并没有真正拥有
+a lot of money to take the vacations the
+有很多钱去度假
+fancy vacations you kind of get a little bit judged implicitly not directly and
+美好的假期你会受到一些含蓄而不是直接的评判，
+that can be a bit demotivating and I think what's special being here is you
+这可能会让人有些沮丧，但我认为这里最特别的是你
+surround yourself with people who are in that same mode in that same Vibe
+周围的人都处于相同的模式、相同的氛围
+we those who working hard and you're chasing your dreams to build something
+我们是那些努力工作的人，而你们正在追逐自己的梦想来创造一些东西
+and it's not look down that you're not taking a fancy vacation or going to the
+这并不是因为你没有去享受美好的假期或去
+fancy dinners is actually on the other hand celebrated that you're working hard
+另一方面，丰盛的晚餐实际上是庆祝你努力工作
+and really taking taking the lead got such a deep Point Di and I think that is
+真正带头取得了如此深的点迪，我认为那就是
+actually the true reason why startups and startup Founders conglomerate in
+实际上，初创公司和初创公司创始人聚集在一起的真正原因
+Silicon Valley like some people think it's transactional reasons like oh this
+硅谷就像有些人认为这是交易原因，就像这样
+
+00:14
+00:14
+is where the investors are so you have to be close to the investors or like
+是投资者所在的地方，所以你必须靠近投资者或喜欢
+this is where the like employees are so you have to be like the place where you
+这是相似的员工所在的地方，所以你必须像你工作的地方一样
+can hire employees and like those I actually think those are like factors
+可以雇用员工，就像那些我实际上认为这些都是类似的因素
+probably more minor factors I actually think the biggest factor is that it's
+可能还有更多次要因素 我实际上认为最大的因素是
+like people become the average of the people who they surround themselves with
+就像人们成为周围人的平均水平一样
+when you're in a city that doesn't value this kind of thing it's really hard to
+当你身处一个不重视这种事情的城市时，真的很难
+stay motivated it's really hard to be as ambitious when you move to Silicon
+保持积极性，当你搬到硅谷时，真的很难再有雄心壮志了
+Valley and you're surrounded by people like everywhere here are people starting
+山谷，你被人们包围，就像这里到处都是人们开始
+companies really ambitious companies people who are you know who are who are
+公司是真正雄心勃勃的公司，你知道谁是谁
+really trying to change the world in a very serious very dedicated way it just
+真的想以一种非常认真、非常专注的方式改变世界
+like wears off on you and it makes you motivated to want to do the same thing
+喜欢在你身上逐渐消失，它会让你有动力想做同样的事情
+it's also like um there's a particular sense of like long-term ambition here um
+这也就像嗯，这里有一种特殊的感觉，比如长期的野心，嗯
+where like startups just take so long to actually work out and make any
+像初创公司一样需要很长时间才能真正解决并做出任何事情
+difference that everyone who starts out here is on that journey and it's just
+区别在于每个从这里开始的人都在这段旅程中，只是
+you know I think out generally like alistic and wants to make a difference
+你知道我的思维方式总体上是像alistic一样并且想要有所作为
+
+00:15
+00:15
+but you're also just very incentivized to think long term and i'm not pay
+但你也非常有动力去长远思考，而我却没有报酬
+attention to like short-term stus games you care you kind of care about like
+关注您关心的短期 Stus 游戏 您有点关心
+your relationships over a long period of time and if you contrast that to say
+你们在很长一段时间内的关系，如果你对比一下的话
+like a finance Hub like New York there's a huge amount of ambition there but it
+就像纽约这样的金融中心，那里有巨大的野心，但它
+is tends to be more like how much money are you making right now and one thing
+这往往更像是你现在赚多少钱以及一件事
+we all see is people come to San Francisco or YC with maybe like they
+我们都看到人们来到旧金山或 YC 可能会像他们一样
+their ambition level like they think is at like you know like on two out of five
+他们的野心水平就像他们认为的那样，就像你知道的那样，五分之二的人
+scale but like they grow from all the other people and especially if the
+规模，但就像他们从所有其他人中成长，特别是如果
+company starts doing well like their ambition changes right and so like and I
+公司开始表现良好，就像他们的野心改变一样，所以就像我一样
+think that's a very unique thing here where if you're working on like
+认为这是一件非常独特的事情，如果你正在做这样的事情
+technology like there's almost no bound to like how far like your ideas can go
+科技几乎没有限制地喜欢你的想法能走多远
+it's just like how long do you want to keep pushing them and working on them
+就像你想继续推动它们并为之努力多久
+for and if you're around like other people who are also interested enough in
+如果你像其他人一样对
+what they're doing to keep doing it versus trying to hit some like end state
+他们正在做什么来继续这样做，而不是试图达到最终状态
+of success I think that's how you end up
+我想这就是成功的结局
+with these companies where you have Like
+与您喜欢的这些公司合作
+
+00:16
+00:16
+Larry Ellison working on Oracle for like decades like anything that happens
+拉里·埃里森 (Larry Ellison) 在 Oracle 工作了几十年，就像发生的任何事情一样
+anywhere else this is actually a place that generates social movement like we
+在其他任何地方，这实际上都是像我们一样产生社会运动的地方
+believe X like I believe that uh Ai and large language models might regen
+相信 X 就像我相信呃人工智能和大型语言模型可能会再生一样
+recreate uh every type of enterprise software and that's happening like right
+重新创建呃每种类型的企业软件，这就像正确的那样发生
+before our eyes right now or we believe that um you know El electrification and
+现在就在我们眼前，或者我们相信嗯，你知道电气化和
+you know decarbonization will remake how we use energy in the world like that's
+你知道脱碳将重塑我们在世界上使用能源的方式
+sort of happening before our eyes and then being around people who have those
+有点发生在我们眼前，然后周围的人也有这些
+ideas like not all of them are going to be right even having a culture where
+即使有这样的文化，也不是所有的想法都是正确的
+being wrong is okay uh that's very rare and I think that's like you know having
+犯错是可以的，这种情况非常罕见，我想这就像你知道的那样
+a truly inclusive place where it's uh basically what do you believe and what
+一个真正包容的地方，基本上就是你相信什么以及什么
+do you believe that nobody else believes yet that that's the very unique reason
+你相信没有人相信这是非常独特的原因吗
+why I think San Francisco is the most special place in the world like right up
+为什么我认为旧金山是世界上最特别的地方
+
+00:17
+00:17
+until Co it was clear that San Francisco was the
+直到 Co 之前，很明显旧金山是
+center of the startup and Technology world right like you completely right
+创业和技术世界的中心就像你一样完全正确
+like every neighborhood was becoming busier like rents and property prices
+就像每个社区都变得更加繁忙，比如租金和房价
+kept getting like more and more expensive like it was very clear the
+变得越来越贵，很明显
+center of everything and then takies more and more yeah yeah like I think
+一切的中心，然后越来越像我想的那样
+that was probably spin the backlash office vacancy was like
+这可能是旋转强烈反对办公室空缺就像
+0.5% yeah new apartment buildings especially in like the area where the
+0.5% 是的，新公寓楼尤其是在像这样的地区
+Salesforce Tower was built I I always felt that felt like another Turning
+Salesforce Tower 建成了 我总觉得那感觉像是另一个转折
+Point like huge Tower like that whole are we had a um startup office was based
+像那座巨大的塔一样，我们有一个初创办公室
+right around the corner from there and just the new apartment buildings going
+就在拐角处，新公寓楼正在建设中
+up on every block like it really felt the center of everything I remember in
+每一个街区都感觉它真的是我记忆中一切事物的中心
+2019 it seemed like one of the biggest problems that weissy had was it there
+2019 年，weissy 遇到的最大问题之一似乎就是它
+was not enough place to put all the people who wanted to move to San
+没有足够的地方容纳所有想搬到圣的人
+Francisco like there was not enough housing there was not enough office
+弗朗西斯科好像没有足够的住房，也没有足够的办公室
+space we were just like bursting at the seams yep and then Co hit what happened
+太空，我们就像在接缝处爆炸一样，是的，然后我们发生了什么事
+
+00:18
+00:18
+in Co yeah how the things come kind of turn around so downturn in a matter of
+在 Co 是的，事情是如何发生逆转的，所以经济低迷
+few months yeah everything changed in a matter of a few months I think right up
+几个月是的，几个月内一切都改变了，我想是的
+until covid everything we said is very true like there it was clearly the
+直到新冠病毒爆发之前，我们所说的一切都是真的，就像在那里一样，这显然是
+center of the tech world like everything people were moving but there were
+科技世界的中心，就��人们正在移动的一切一样，但有
+clearly problems with the city like beneath the surface like homelessness
+城市存在明显的问题，比如无家可归者等地下问题
+was increasing like crime was increasing like there were all these like tensions
+就像犯罪在增加一样，就像紧张局势一样
+that people looked past because like you had to be here and I felt like Co hit
+人们回头看过去，因为就像你必须在这里一样，我感觉就像一起击中
+remote work became like necessary and it was a chance for a lot of people to
+远程工作变得很有必要，这对很多人来说是一个机会
+finally move out and experience living in another city where they didn't have
+终于搬出去，体验在另一个他们没有的城市的生活
+as many of these problems as San Francisco did it's like I would meet
+就像旧金山那样，我会遇到很多这样的问题
+people who would talk about San Francisco as though like Jared puts it
+人们会像贾里德所说的那样谈论旧金山
+this way like Gotham City right if you were on Twitter or if you were just
+就像哥谭市一样，如果你在推特上或者你只是
+bumping into casual people they're like oh like it was really like was just like
+碰到随意的人，他们就像哦，就像真的就像就像一样
+
+00:19
+00:19
+wow you're from San Francisco I'm sorry you go out at night yeah and it was and
+哇，你来自旧金山，对不起，你晚上出去了，是的，而且
+this was basically all of I think like 2021 and like most of
+这基本上就是我对 2021 年的所有想法，就像大多数人一样
+2022 and then in the last year some things have happened that have turned
+2022 年以及去年发生的一些事情发生了转变
+things around and are starting what Gary's calling this boom Loop like what
+周围的事物正在开始加里所说的繁荣循环就像什么
+what happened in the past year well the clear thing is AI right like the um chat
+过去一年发生的事情很明显，人工智能就像嗯聊天一样
+gbt launching um was like a complete like reset and brought everyone back and
+GBT 的推出就像一次完整的重置，让每个人都回来了
+I think like to like the broader point in order to work on AI pre like CH the
+我想喜欢更广泛的观点，以便像 CH 一样从事 AI 工作
+chat gbt 3 launch you have to be sort of
+聊天 GBT 3 发布，你必须是这样的
+like counterculture Misfit it was not at all a mainstream thing to be working on
+就像反主流文化 Misfit 一样，它根本不是主流的事情
+it was kind it was not cool to work on AI if anything actually you know it was
+如果你确实知道的话，从事人工智能工作并不酷，这真是太好了
+a little bit of a dead end for some people at that point like it was a bit
+那时对某些人来说有点死胡同，就像有点
+of one of the AI Winters back then and people were keep going because they knew
+当时人工智能的冬天之一，人们继续前进，因为他们知道
+
+00:20
+00:20
+something that everyone it didn't this is that part of being counter I think
+每个人都没有的东西，我认为这就是反击的一部分
+it's a really important point because pre that like and during the covid
+这是非常重要的一点，因为在疫情之前和期间
+remote work period there were multiple hubs that had the claim to be like the
+远程工作期间有多个中心声称类似于
+next Silicon Valley and I don't think anyone was claiming that like any one of
+下一个硅谷，我认为没有人像其中任何一个人那样声称
+them would be as big as Silicon Valley but there was just like a a general view
+他们会像硅谷一样大，但只是有一个普遍的看法
+that hey like the future of innovation just going to be distributed and
+嘿，就像创新的未来将是分布式的
+dispersed in like some of it will be New
+分散在其中，就像其中一些将是新的一样
+York some of it will be in La some of it will be in London like all around the
+约克，有些会在洛杉矶，有些会在伦敦，就像其他地方一样
+world but the thing that actually drove the wave happened in San Francisco and
+但真正推动这一浪潮的事情发生在旧金山
+it doesn't seem coincidental like if anything you can argue the fact that the
+这似乎不是巧合，如果有什么你可以争论的事实，
+city got so bad and it's still like it's come back and it's like now the center
+城市变得如此糟糕，但它仍然像回来了，就像现在的中心
+again is just evidence of how strong the like Network effects are here yeah and
+再次证明网络效应有多强是的，
+it's not just open AI basically all the AI ended up in San Francisco open AI
+不仅仅是开放人工智能，基本上所有人工智能最终都在旧金山开放人工智能
+anthropic scale AI basically all the big AI companies all the big all the big
+人类规模的人工智能基本上所有大型人工智能公司都大所有大
+Tech AI research Labs it's all in the Bay Area and now we're saying like post
+科技人工智能研究实验室都在湾区，现在我们说的是像帖子一样
+
+00:21
+00:21
+chat gbt like we're seeing San Francisco really come back how is it different
+聊天 GBT 就像我们看到旧金山真的回来了有什么不同
+like what are we seeing that's like different in sort of this iteration of
+就像我们所看到的，在这次迭代中有些不同
+San Francisco versus like the peak preo well commercial real estate is
+旧金山与像高峰普雷奥商业地产一样
+down but um I guess the wild thing is like we still have some real big
+下来，但嗯，我想疯狂的事情就像我们仍然有一些真正的大
+problems downtown and uh in large parts of Soma and S was sort of where they
+市中心和呃索马和南的大部分地区都存在问题
+allowed to you they where they allowed developers to build housing and by
+他们允许开发商建造住房，并通过
+default I think a lot of people watching this who are not from San Francisco a
+默认我认为很多观看此内容的人都不是来自旧金山
+lot of them might end up in Soma and then realize oh this isn't a place where
+他们中的很多人最终可能会来到索马，然后意识到哦，这不是一个可以
+I want to live and then they'd leave but
+我想活下去，然后他们就会离开，但是
+you know I think the thing I want people to sort of understand is like cerebral
+你知道，我认为我希望人们理解的事情就像大脑一样
+Valley is not Soma cerebral Valley is actually a play on Hayes Valley which is
+Valley 不是 Soma Brain Valley，实际上是 Hayes Valley 的一个版本，它是
+in the center of the city there's lots of incredible food and you know shops
+在市中心有很多令人难以置信的食物和商店
+and like that's where a lot of uh the best AI companies are choosing to be uh
+就像这就是很多呃最好的人工智能公司选择的地方呃
+right now we're sitting in the Y combinator offices we signed more than a
+现在我们坐在 Y 组合办公室里，我们签署了多个
+
+00:22
+00:22
+100,000 Square feet here so you know the amazing thing now is we can have you
+这里有 100,000 平方英尺，所以你知道现在令人惊奇的是我们可以拥有你
+know three different events going all at the same time over here like this is a
+知道三个不同的事件在这里同时发生，就像这是一个
+very different part of town that uh has a neighborhood Vibe that's very safe and
+镇上非常不同的地方，呃，有一个社区氛围，非常安全，
+so you know explore the neighborhoods figure out don't just do the default
+所以你知道探索社区找出不只是做默认的
+thing which is live in fidai or Soma like there are so many neighborhoods
+住在 fidai 或 Soma 的东西就像有很多社区
+that are incredible and they might cost a little bit more but you will get the
+这是令人难以置信的，它们可能会花费更多一点，但你会得到
+real San Francisco experience if you as someone that moved back I think the
+真正的旧金山经历如果你作为一个搬回来的人我认为
+single thing that struck me most that's different is how much the neighborhoods
+最让我印象深刻的是，社区有多少不同
+have changed like it really matters which neighborhood you're in now I feel
+我觉得已经发生了变化，你现在在哪个社区真的很重要
+like preco you sort of you knew like the tenlo in the Civic Center were like the
+就像 preco 一样，你知道市政中心的 tenlo 就像
+bad areas of San Francisco and outside of that every neighborhood maybe had a
+旧金山的贫困地区以及除此之外的每个社区可能都有一个
+slightly different flavor but it didn't actually matter too much if you were
+味道略有不同，但如果你是的话，这实际上并不重要
+based in like s versus fi or all the even the mission but like now it's like
+基于像 s 与 fi 或所有甚至任务，但就像现在一样
+it's very important that you pick the right neighborhood right um like and I
+选择正确的社区非常重要，就像我一样
+
+00:23
+00:23
+feel like YC like now we're in like the Dog Patch which we sort of locked into I
+感觉就像 YC 现在我们就像狗补丁一样，我们有点锁定在 I
+would say like what is probably the best neighborhood in San Francisco yeah how
+会说什么可能是旧金山最好的社区 是的，怎么样
+we talk about moving YC to San Francisco which is something we talked about for
+我们谈论将 YC 搬到旧金山，这是我们谈论的事情
+years but Co happened and other things happened and like now we were finally in
+几年了，但是 Co 发生了，其他事情也发生了，就像现在我们终于进入了
+a position to do that and you two actually led the search for YC's new
+有一个职位可以做到这一点，你们两个实际上领导了 YC 新产品的搜索
+headquarters do you want to talk about like the places that you looked at and
+总部你想谈谈你看过的地方吗？
+how we ended up here I mean there were lots of neighborhoods lots of different
+我们是如何来到这里的 我的意思是这里有很多不同的社区
+other places but uh if anything we did at startup style which is uh Dog Patch
+其他地方，但是如果我们在启动时做了什么，那就是 Dog Patch
+is really safe um it's being redeveloped
+真的很安全，它正在重新开发
+um and this was actually before openingi moved in over here and then there was a
+嗯，这实际上是在开业之前我搬到这里然后有一个
+space uh right next to where we are right now that was the PowerHouse for
+呃，就在我们现在所在位置的旁边，那是发电站
+pier 70 so it literally housed the uh the engines that generated the power for
+70 号码头，所以它确实容纳了为
+uh where we are which is the shipyards that built a third of the uh US Navy
+呃我们在哪里，这是建造呃美国海军三分之一的造船厂
+
+00:24
+00:24
+during World War I and two so it's sort of like this incredible uh symbolic
+在第一次世界大战和两次世界大战期间，所以这有点像这个令人难以置信的象征性的
+significance of um so much power being generated in that that house so that's
+那所房子里产生的这么多电力的重要性，所以那就是
+actually our main event area and then we just took over the uh the office next
+实际上是我们的主要活动区域，然后我们刚刚接管了接下来的办公室
+door and so you now we have a really sweet YouTube studio right here and
+门，所以现在我们有一个非常可爱的 YouTube 工作室就在这里，
+across the street there's also two other YC companies astranis and also Gusto
+街对面还有另外两家 YC 公司 astranis 和 Gusto
+right the Dog Patch is great that's where our center of gravity is but
+对了，狗补丁很棒，那是我们的重心所在，但是
+what's some of the push back you all get from Founders about moving to San
+创始人对于搬到旧金山有什么反对意见
+Francisco and things they worried about and what's the advice you give them
+弗朗西斯科和他们担心的事情以及你给他们的建议是什么
+especially uh International Founders there's a lot of uh the consumption of
+尤其是呃国际创始人有很多呃消费
+news is from Twitter and there's a lot of things about being not safe and being
+新闻来自推特，有很多关于不安全和不安全的事情
+scared of coming here but when they actually move to the right neighborhood
+害怕来这里，但当他们真正搬到正确的社区时
+they're pleasantly surprised which is which is nice but this is not to say
+他们很惊喜，这很好，但这并不是说
+that the city doesn't have problems there's definitely neighborhoods that
+这座城市没有问题 肯定有一些社区
+
+00:25
+00:25
+still should avoid which we actively advise them where to be
+仍然应该避免我们积极建议他们去哪里
+actually which which are the neighborhoods where should people be
+实际上人们应该在哪些街区
+based I mean personally I love you know Mission Dolores noi Valley these are
+基于我个人的意思是我爱你知道 Mission Dolores noi Valley 这些是
+great areas they're a little bit more expensive I think you know Glenn Park is
+伟大的地区，他们有点贵我想你知道格伦公园是
+actually an incredible neighborhood that's sort of you know hidden Burnal
+实际上是一个令人难以置信的社区，就像你知道的隐藏的伯纳尔
+Heights is right over the hill from uh you know where we're at in the dog patch
+高地就在山的对面，呃，你知道我们在狗场的什么地方
+in petero Hill uh Mission Bay is brand new so and it's very close to YC so
+在 petero Hill 呃 Mission Bay 是全新的所以而且离 YC 很近所以
+that's and open AI so you know I actually think that you know during the
+这就是开放人工智能，所以你知道我实际上认为你知道
+batch we actually tell people can you be
+我们实际上告诉人们你可以吗？
+within a mile of Y combinator in the Dog Patch and the reason why is you know
+距 Dog Patch 中的 Y 组合器不到一英里，原因你知道
+you're going to be working 80 90 hours a week like writing code or talking to
+你每周要工作 80 到 90 小时，比如写代码或与人交谈
+users but you know on those Friday nights you're going to come out to uh
+用户，但你知道在那些周五晚上你会出来呃
+actually this office and we have you know uh a launch event where people demo
+实际上，在这个办公室，我们有一个发布会，人们可以在那里进行演示
+
+00:26
+00:26
+their software and grab a beer and then afterwards they go out to the bar or
+他们使用他们的软件并喝杯啤酒，然后他们去酒吧或
+grab grab pizza and then you know Friday and Saturday nights that's when you can
+抓起披萨，然后你就知道周五和周六晚上就可以了
+let your hair down a little bit and actually you know see the other people
+把你的头发放下一点，实际上你知道看到其他人
+in your batch and then those are the relationships that um you sort of take
+在你的批次中，然后这些就是你所采取的关系
+with you for frankly the rest of your life I mean one of the more surprising
+坦白地说，与你共度余生，我的意思是更令人惊讶的事情之一
+things that uh I'm still surprised by is you know when I got married after doing
+呃，我仍然感到惊讶的事情是，你知道当我结婚后
+YC two whole tables were my Stanford friends but two whole tables uh were
+YC 整张桌子都是我斯坦福大学的朋友，但是整张桌子都是
+actually my y combinator friends and uh Paul Graham even came and he even wore
+实际上我的 y 组合朋友和呃 Paul Graham 甚至来了，他甚至穿着
+pants there's a there's actually a Founder map that lays out where all the
+裤子上实际上有一张创始人地图，上面列出了所有
+founders of the current batch are staying and the center of gravity is
+本期创始人留任，重心在
+around our office here in Doc patch and that's not random reason that's by
+在我们办公室周围的文档补丁中，这不是随机的原因
+Design and maybe we can talk about why is that I mean I remember in my uh YC
+设计也许我们可以谈谈为什么我的意思是我记得在我的呃YC
+batch we actually did the manual version of this making a collaborative Google
+我们实际上做了手动版本的批处理，制作了一个协作谷歌
+map in summer of 2008 and this was while it was was still in Boston and the
+2008 年夏天的地图，当时它还在波士顿，
+
+00:27
+00:27
+funniest thing was uh that's how I got to know my co-founder Brett Gibson uh
+最有趣的事情是呃，这就是我认识我的联合创始人布雷特·吉布森的方式呃
+him and his co-founder were working on a different startup called slink set um
+他和他的联合创始人正在致力于一家名为 slink set um 的不同初创公司
+and we actually would just grab beer pizza and beers every weekend and when
+实际上我们每个周末都会买啤酒披萨和啤酒
+they couldn't raise money we ended up uh sort of merging our companies and then
+他们无法筹集资金，我们最终呃合并了我们的公司，然后
+so Brett Gibson who ended up being my co-founder for posterus uh ended up
+所以 Brett Gibson 最终成为了我的海报联合创始人呃最终
+being my co-founder for post Haven and then also worked with us at YC the
+作为我的 Post Haven 联合创始人，然后也在 YC 与我们一起工作
+software team and now he runs uh initialized and it all started by just
+软件团队，现在他运行呃初始化，这一切都是从
+him happening to live next to you in Boston when you were going through YC
+当你在 YC 读书时，他恰好住在波士顿的你隔壁
+and so where you live who you hang out with I mean it's pretty wild that these
+所以无论你住在哪里，和你一起出去玩，我的意思是，这些都是非常疯狂的
+things end up mattering and you know San
+事情最终变得很重要，你知道桑
+Francisco is the best place in the world to sort of build that Network that Fe I
+弗朗西斯科是世界上建立 Fe I 网络的最佳地点
+mean you're not building a network you're actually just making friends for
+意味着你并不是在建立一个网络，你实际上只是在交朋友
+life and that's like the real version of it and then you mentioned cerebral
+生活就像它的真实版本然后你提到了大脑
+Valley it did actually start as Hayes Valley you could play on that but I
+Valley 实际上是从 Hayes Valley 开始的，你可以在上面玩，但我
+
+00:28
+00:28
+actually think like cerebral Valley is this neighborhood it actually is this
+实际上认为大脑谷是这个社区它实际上是这个
+it's kind of weird that cerebral Valley became known as hay Valley I think the
+大脑谷被称为干草谷，这有点奇怪，我认为
+real Argent for that is just that there is this one Hacker House in Hayes
+真正的银子是海斯有一个黑客之家
+Valley but it was literally just a house but again what we talking about during
+山谷，但它实际上只是一座房子，但我们再次谈论的是
+the period that that Hacker House started San Francisco was pretty dead
+黑客之家创办旧金山的那段时期已经死了
+yeah it was it was so dead that like the hacker house is probably like the most
+是的，它已经死了，就像黑客之家可能是最像的
+happening place you can become the center of San Francisco by literally
+发生的地方，你可以通过字面意思成为旧金山的中心
+having the one house like 10 hackers in it working on like AI stuff right but
+有一所房子里有 10 名黑客，他们在研究人工智能之类的东西，但是
+like it's not true today like open AI has this huge lease right around the
+就像今天这不是真的，就像开放人工智能在周围拥有巨大的租约一样
+corner from here in like Mission Bay which is next to the Dog Patch we're
+从这里的拐角处，比如 Mission Bay，就在我们所在的 Dog Patch 旁边
+here like the startups are going to start being based here like this seems
+初创公司将开始在这里立足，就像这样
+like it's the real real cerebral Valley right here this is the real cerebral
+就像这是真正的大脑谷就在这里，这就是真正的大脑
+Valley and I think a lot of the companies that we're working with right
+Valley 和我认为我们合作的很多公司都是对的
+now uh they're going to find product Market fit they're going to get their
+现在呃他们会找到适合市场的产品他们会得到他们的
+first million then 10 million then 100 million then billion dollar a year in
+每年先是一百万，然后是一千万，然后是一亿，然后是十亿美元
+
+00:29
+00:29
+net revenue they're going to fill the office Towers in fidai and Soma they're
+他们的净收入将填满 fidai 和 Soma 的办公大楼
+going to build these businesses that create thousands of jobs and there's not
+要建立这些创造数千个就业机会的企业，但没有
+going to be you know one Salesforce Tower there might be dozens if not
+您知道只有一个 Salesforce Tower，否则可能有几十个
+hundreds in the next 10 years and so we're really talking about a real boom
+未来 10 年将有数百个，所以我们真正谈论的是真正的繁荣
+Loop here this already happening I was talking to companies from the last couple
+循环到这里，这已经发生了，我正在与最后几家公司交谈
+batches and there's this um office Bas in s where there are a bunch of YC
+批次，还有这个嗯办公室 Bas in s 那里有一堆 YC
+companies that just got that just raised
+刚刚筹集资金的公司
+their seat around and they're surrounded around each other and they feel the
+他们的座位周围，他们互相包围，他们感觉到
+energy there's this thing about being in the right Vibe they need a cool name
+能量 处于正确的氛围中是这样的，他们需要一个很酷的名字
+like wi scraper then I think we're also seeing like another just a fact of being
+就像 wi scraper 那么我想我们也看到了另一个事实
+here is like the AI specifically like if you're working on developer tools like
+这就像人工智能，特别是如果你正在开发像这样的开发工具
+in a big area right now like you want to be here they all of the best Engineers
+现在在一个很大的区域，就像你想在这里一样，他们都是最好的工程师
+who are going to be using your like Cutting Edge developer tool or
+谁将使用您的尖端开发工具或
+
+00:30
+00:30
+infrastructure all based out here if you're building AI software you need
+如果您正在构建所需的人工智能软件，基础设施都位于这里
+someone especially enterprise software you need someone who's going to be your
+某个人，尤其是企业软件，您需要一个可以成为您的人
+champion and Advocate and is going to take a bit of a bet on like a startup
+冠军和倡导者，并将像初创公司一样进行一些赌注
+that's using some you know like Cutting Edge AI model that's not fully proven
+这是使用一些你知道的，比如尚未完全验证的尖端人工智能模型
+yet and they're all like those people tend to be here it's always clear that
+然而，他们都像那些倾向于在这里的人一样，总是很清楚
+you can build companies outside of San Francisco and Silicon Valley like
+你可以在旧金山和硅谷之外建立公司，比如
+there's always going to be exceptions and maybe there'll actually be more of
+总会有例外，也许实际上会有更多
+them over time but I just think all else being equal if you're starting out like
+随着时间的推移，但我认为如果你一开始就像
+you andone Play Just maximize the odds to be in your favor like you should you
+你和一个人玩 只是最大化对你有利的几率，就像你应该的那样
+should be here despite the the fact that it will always be exceptions why don't
+应该在这里，尽管事实总是有例外，为什么不呢
+you want to get more lucky here in San Francisco yeah maximize your luck so the
+你想在旧金山获得更多的运气 是的，最大化你的运气，所以
+great thing is I mean we want San Francisco to be hyper inclusive and what
+伟大的是我的意思是我们希望旧金山具有高度包容性，什么
+that means is uh you don't have to pay that much for rent uh you can feel safe
+这意味着呃你不必支付那么多租金呃你可以感到安全
+walking down the street there's great small businesses that are uh you know
+沿着街道走，有很多很棒的小企业，呃，你知道
+
+00:31
+00:31
+thriving and then frankly this is the place where you should start your
+蓬勃发展，然后坦率地说，这是你应该开始你的地方
+startup and Thrive here as well 100 years from now what does San Francisco
+100 年后，旧金山也将在这里创业并蓬勃发展
+look like in Tech I mean I'm a big fan of uh Gan roddenberry's ideal for
+看起来像科技，我的意思是我是呃 Gan roddenberry 理想的忠实粉丝
+Starfleet command I mean this is the ultimate techno Optimus dream which is
+星际舰队指挥部我的意思是这是终极科技擎天柱的梦想
+we unlock so much abundance in the world that money doesn't exist anymore and
+我们释放了世界上如此多的财富，以至于金钱不再存在
+people can search the Stars to try to find and create their own meaning um and
+人们可以搜索星星来尝试寻找并创造自己的意义嗯
+I I think that there's no mistake like Starfleet command from Star Trek the
+我认为没有像《星际迷航》中的星际舰队指挥那样的错误
+Next Generation and Star Trek you know the universe broadly it's like right
+下一代和星际迷航你对宇宙的了解很广泛，就像对的
+there in the presidio in San Francisco I think that im if you take the
+在旧金山的要塞 我想如果你采取
+agglomeration effects of the smartest people in the world the best builders in
+世界上最聪明的人、最优秀的建设者的集聚效应
+the world and you put them in one place and they create this scene like this um
+世界，你把它们放在一个地方，它们创造了这样的场景，嗯
+
+00:32
+00:32
+you know set of people who all run in the same direction create these
+你知道一群人都朝着同一个方向奔跑创造了这些
+companies that matter and then people stay here and you know they make the
+重要的公司，然后人们留在这里，你知道他们创造了
+schools awesome they build housing they actually you know invest into Arts we
+学校很棒，他们建造住房，实际上你知道，我们投资于艺术
+actually make the city the kind of the best city in the world like we have all
+实际上使这座城市成为世界上最好的城市，就像我们所有的城市一样
+the building blocks to make San Francisco into the best city in the
+使旧金山成为世界上最好的城市的基石
+world where you know give us your Misfits give us your nerds give us your
+你所知道的世界 给我们你的不合群者 给我们你的书呆子 给我们你的
+autists give us the people who you know just wouldn't fit anywhere else like
+自闭症患者为我们提供了一些你知道在其他地方不适合的人
+they have this capability with their hands and with their brain to create
+他们有能力用双手和大脑来创造
+something that has never existed before and we put them all in one city and they
+以前从未存在过的东西，我们把它们都放在一个城市里，它们
+go and create software and hardware and technology and biotech and climate tech
+去创造软件、硬件、技术、生物技术和气候技术
+for that will touch billions of people and all of that wealth comes back into
+因为这将影响数十亿人，所有这些财富都会回归到
+this one city and we make the city more and more awesome that's what San frano
+这一座城市，我们让这座城市变得越来越棒，这就是旧金山
+
+00:33
+00:33
+is that is what San Francisco could be and we will Manifest this the boom Loop
+这就是旧金山可能成为的样子，我们将体现这一繁荣 Loop
+is happening guys so maybe that's a great place to
+正在发生，伙计们，所以也许这是一个好地方
+end that's it for this week of the light cone we'll see you guys next [Music]
+这周的光锥就这样结束了，我们下次再见[音乐]
+time
+时间

file1.txt → files/ycombinator_x86QJQQy17s.txt

@@ -1166,4 +1166,239 @@ well what was that pitch like because that that's another very common question
 那个音调是什么样的，因为这是另一个非常常见的问题
 like how do I convince someone to join my team that's that's a really good
 就像我如何说服某人加入我的团队，这真的很好
-question I'm interested in hearing Oliver's perspective beca
+question I'm interested in hearing Oliver's perspective because the other
+我有兴趣听听奥利弗的观点，因为另一个
+weird thing about our our histories we weren't like best friends before we
+我们的历史很奇怪，在我们之前我们不像最好的朋友
+started our first company I kind of knew John and John kind of knew Oliver
+创办了我们的第一家公司 我有点认识约翰，约翰也有点认识奥利弗
+because we went to a small school and I was in a class with John did you know
+因为我们去了一所小学校，我和约翰在一个班，你知道吗
+Oliver at all I don't think we'd met until you guys were pitching me on
+奥利弗 我根本不认为我们见过面，直到你们向我推销
+joining so there was a little bit of risk right which is why I think we got
+加入所以有一点风险，这就是为什么我认为我们得到了
+really lucky yeah that our personalities were compatible
+真的很幸运，我们的性格很兼容
+
+00:42
+00:42
+we went to a really like tech focus school so I think just coming from the
+我们去了一所非常喜欢科技重点学校，所以我想刚从
+same environment was a good starting point but to get back to your question
+相同的环境是一个很好的起点，但回到你的问题
+the pitch was do you want to start a company and you know selling him on the
+推销的内容是你想创办一家公司吗？你知道把他卖给
+future of 3d printing which at the time was really easy because it was
+3D 打印的未来，在当时确实很容易，因为它
+everywhere I remember one night we had to drive down to San Diego and get
+我记得有一天晚上我们不得不开车去圣地亚哥
+dinner with all of his parents and convinced them that it was also very
+与他所有的父母共进晚餐，并让他们相信这也是非常好的
+old-fashioned yeah yeah almost like we were dating right I don't know what
+老式的 是的 是的 几乎就像我们正在约会一样 我不知道是什么
+happened from from your self yeah I mean the pitch was basically do you want to
+发生在你自己身上是的，我的意思是，球场基本上是你想要吗
+do fun stuff or not and I wasn't feeling
+无论是否做有趣的事情，我都没有感觉
+super fulfilled in the position I was at so I tend to be a very cautious and a
+我对自己所处的位置非常满意，所以我倾向于非常谨慎和
+cautious person I like to think of like you know worst-case scenarios and stuff
+我喜欢谨慎的人，就像你知道最坏的情况和事情一样
+like that this was a very out of character decision for me I think to
+就像这样，这对我来说是一个非常不符合性格的决定，我认为
+
+00:43
+00:43
+just sort of bail on a job and jump in but it worked out I think a lot of it
+只是保释一份工作然后跳进去，但它成功了，我想很多
+comes down to timing right it's they just they got me at the right time
+归根结底是时机正确，他们只是在正确的时间找到了我
+I was not their first choice actually which i think is an important thing to
+实际上我并不是他们的第一选择，我认为这对他们来说很重要
+bring up just because for a solo founder out there who's trying to find somebody
+提出这个问题只是因为对于一个想要寻找合适人选的独立创始人来说
+to make it work doesn't have to be your first choice doesn't have to be your
+让它发挥作用不一定是你的第一选择不一定是你的
+second choice there's somebody out there
+第二个选择有人在那里
+that you can probably build this company with mm what were the technical
+你可能可以和mm一起建立这家公司，技术是什么
+capabilities of the other people on the team when they were trying to bring you
+团队中其他人试图带你来时的能力
+on so it was just the two of them they're both engineering or they had
+所以只有他们两个人，他们都是工程师，或者他们有
+their engineering degrees or we're getting them at the time so really they
+他们获得了工程学位，或者我们当时就获得了他们，所以他们真的
+were looking for a someone with a software background to you know join the
+正在寻找一位具有软件背景的人，您知道加入
+team and sort of take on that that part of the company so that's the role I came
+团队并承担公司的那一部分，所以这就是我来的角色
+
+00:44
+00:44
+on for that's the role I filled basically ever since is sort of owning
+因为这就是我基本上扮演的角色，从那时起就是拥有
+the software side of the product mm-hmm do you have any pro tips Daniel on what
+产品的软件方面嗯嗯，你有什么专业技巧吗丹尼尔
+about finding finding and then convincing a co-founder um I was a single founder
+关于寻找发现然后说服联合创始人嗯我是一个单身创始人
+at some point during YC and then I found
+在 YC 期间的某个时候，然后我发现
+someone who became a very good friend of mine to be my co-founder but we've it
+一个成为我的好朋友的人成为我的联合创始人，但我们已经做到了
+was a risky decision because I met him after YC his name is Robby and we spent
+这是一个冒险的决定，因为我在 YC 之后遇见了他，他的名字叫罗比，我们一起度过了
+maybe maybe a total of 48 72 hours together coding together talking before
+也许之前总共有 48 72 个小时一起编码、一起聊天
+we made the jump and so we kind of really lucked out in that way it's not
+我们成功了，所以我们真的很幸运，但事实并非如此
+like a theme yeah the one non-intuitive thing or semi non-intuitive thing that I
+就像一个主题是的，我所认为的一个非直观的东西或半非直观的东西
+would encourage I always encourage people to think about is as it turned
+会鼓励我总是鼓励人们思考事情的本来面目
+out for my interaction with Robby the fact that we were destined to be really
+在我与罗比的互动中，我们注定要成为真正的人
+good friends mattered more than the fact
+好朋友比事实更重要
+that we both worked well together and so
+我们都合作得很好，所以
+
+00:45
+00:45
+what I mean in particular is as it turns out we had the same shared taste in
+我的意思是，事实证明我们有相同的共同品味
+music we'd fairly similar political beliefs we
+我们的音乐和政治信仰非常相似
+had fairly similar hobbies we liked the same video games and that context I
+我们有非常相似的爱好，我们喜欢同样的视频游戏，而且我的背景是这样的
+found matters quite a bit because you end up spending a lot of your waking
+发现这很重要，因为你最终会花很多醒着的时间
+hours with this person and in some of those hours are quite stressful so it's
+和这个人在一起几个小时，其中一些时间压力很大，所以
+useful to have this shared substrate of you know oh we both you know like
+让你知道的这个共享基础很有用哦，我们都知道，就像
+deadmau5 or something to fall back on versus find just shooting for someone
+deadmau5 或其他可以依靠的东西，而不是只是为某人射击
+who is you know technically competent mm-hmm I would agree with that point
+你知道谁有技术能力嗯嗯我同意这一点
+wholeheartedly yeah Oliver and John are two of my best friends and they weren't
+全心全意是的，奥利弗和约翰是我最好的两个朋友，但他们不是
+before we started our first company five or six years ago yeah and a lot of that
+五六年前我们创办第一家公司之前是的，还有很多这样的事情
+is we go to concerts together like we go to sports games we were roommates for
+我们一起去听音乐会就像我们是室友一起去看体育比赛一样吗
+four or five years yeah I still live with John yeah all ended up cause he's a
+四五年了，是的，我仍然和约翰住在一起，是的，一切都结束了，因为他是一个
+girlfriend so good for him but that I think that was key to us cuz we actually
+女朋友对他很好，但我认为这对我们来说很关键，因为我们实际上
+just enjoyed spending all that time together yep so I mean I think one way
+只是很享受在一起度过的所有时光，是的，所以我的意思是我想一种方式
+
+00:46
+00:46
+to encapsulate this is if you're looking for a co-founder maybe more better to
+简而言之，如果你正在寻找联合创始人，也许更好
+start looking I know this sounds kind of
+开始寻找我知道这听起来有点像
+lonely but start looking for someone who could be a really good friend and then
+孤独但开始寻找一个可以成为真正好朋友的人，然后
+and then and then your second filter is if they're technical or not mmm as
+然后然后你的第二个过滤器是他们是否具有技术性嗯嗯
+opposed to the opposite yeah that's a great point
+反对相反的是的，这是一个很好的观点
+so maybe kind of enclosing you guys have been out of YC for a while now six
+所以也许有点封闭你们已经离开YC有一段时间了现在六
+months yeah what's your advice for other YC companies
+是的，您对其他 YC 公司有什么建议
+that like I know the during why's the experience is very different than the
+就像我知道为什么体验与以前有很大不同
+post YC experience building your company
+YC 后建立公司的经验
+what have you learned since YC hope that you'd like to share
+自从 YC 以来你学到了什么希望你愿意分享
+so I mean everybody has a slightly different experience after YC for us
+所以我的意思是每个人在 YC 之后都有稍微���同的经历
+obviously closing fundraising was something that took effort from me and
+显然，结束筹款工作需要我和
+John that was two months after YC just we had actually kind of pulled the round
+约翰，那是在 YC 之后两个月，我们实际上已经扭转了局面
+together but doing the documentation and paperwork took a long time because we
+在一起，但做文件和文书工作花了很长时间，因为我们
+priced the round instead of doing safes so if you can do saves two safes that's
+定价回合而不是做保险箱，所以如果你能做到节省两个保险箱那就是
+
+00:47
+00:47
+advice number one beyond that you know the the hardest thing that I think we've
+第一个建议是你知道我认为我们经历过的最困难的事情
+encountered since YC is keeping up the momentum YC is just great at giving you
+由于 YC 保持着势头，所以遇到了 YC 非常擅长为您提供
+this like excuse for everyone to work really hard like nobody took vacation
+这就像每个人都努力工作的借口，就像没有人休假一样
+all that stuff so there was a little bit of like a post YC hangover for the
+所有这些东西所以有点像 YC 后的宿醉
+company because we don't push ourselves really hard and then we had to like kick
+公司，因为我们不会真正强迫自己，然后我们不得不喜欢踢
+everyone back in the gear right after we closed fundraising and just start
+在我们结束筹款并开始后，每个人都回到了工作状态
+blazing ahead hmm so if I were to do it again I would be I
+向前迈进嗯，所以如果我再做一次，我会是我
+mean it's easy to say this in retrospect but I would be thinking about that
+意思是说现在回想起来很容易，但我会考虑这一点
+during YC and right afterwards like while you as a founder are really
+在 YC 期间以及之后，就像你作为创始人真的
+distracted with fundraising maybe the one thing you should focus on is like
+因筹款而分心也许你应该关注的一件事是
+keeping everyone else motivated and moving even if you're gonna kind of be
+保持其他人的积极性和行动力，即使你会这样
+busy and out of the loop mm-hmm that's my experience I guess we're also a
+忙碌且脱离循环，嗯，这是我的经验，我想我们也是
+little bit larger than probably the average YC company is so true we were 16
+比 YC 公司的平均规模稍大一点，我们当时 16 岁
+
+00:48
+00:48
+people in YC mm-hmm yeah I mean there definitely are some even larger
+YC 的人嗯，是的，我的意思是肯定有一些更大的人
+companies but you guys were on that larger end I'm one idea on that that I
+公司，但你们是在更大的一端，我有一个想法，我
+found really useful for me when running my company is I guess I guess so I guess
+我发现在经营我的公司时对我来说真正有用的是我想我想所以我想
+the obvious forcing function you can give yourself as just PR and media so
+你可以给自己施加明显的强迫功能，就像公关和媒体一样
+you just tell the media you're gonna launch something in two months and then
+你只需告诉媒体你将在两个月内推出一些东西，然后
+you could use that as a way to rally the team that works but you can't do that
+你可以用它来团结有效的团队，但你不能这样做
+all the time um so the other thing that we used to do that was quite useful is
+一直以来，所以我们过去常做的另一件事非常有用，那就是
+we used to set up much like YC did these demo days where we didn't fight
+我们过去的设置很像 YC 在这些演示日所做的那样，我们没有打架
+everyone's friends family and most importantly significant others to demo
+每个人的朋友家人，最重要的是重要的其他人来演示
+what they've and people would sign up ahead of time
+他们拥有什么以及人们会提前注册
+and say oh you know by you know next month Samuel day I'm gonna have this and
+并说哦，你知道，你知道下个月塞缪尔日我会得到这个
+it turns out when you like towel your significant other that like you're gonna
+事实证明，当你喜欢用毛巾擦拭你的另一半时，你就会
+have built a thing by a date you really care because you don't want to look like
+在你真正关心的日期之前建造了一个东西，因为你不想看起来像
+a fool and so that provides kind of synthetic internal forcing function and
+一个傻瓜，因此提供了一种合成的内力函数，并且
+
+00:49
+00:49
+you can make it like a fun event invited people over to the office kind of
+你可以把它变成一个有趣的活动，邀请人们来办公室
+humanized the company to all the folks that don't work there and I found quite
+让公司对所有不在公司工作的人变得人性化，我发现
+a bit that instilled pressure in the team that we wouldn't have had otherwise
+这给团队带来了一点压力，否则我们不会有这样的压力
+hmm okay cool this was great thanks guys Thanks thank
+嗯，��吧，太棒了，谢谢大家，谢谢，谢谢
+you so much please change the future of manufacturing in America for the better
+非常希望让美国制造业的未来变得更好
+we're working on it you
+我们正在努力解决你

files/ycombinator_zZN-3RpdjcY.txt

@@ -0,0 +1,919 @@
+
+00:00
+00:00
+today we are here with Anne Wojcicki co-founder and CEO of 23andme thank you
+今天我们与 23andme 联合创始人兼首席执行官 Anne Wojcicki 共聚一堂，谢谢
+very much we always like to start with how you came up with the idea and the
+我们总是喜欢从你是如何想到这个想法和
+sort of the founding story of the company so I was working on Wall Street
+有点像公司的创立故事，所以我在华尔街工作
+that doesn't sound very fun it was fun I loved it so I grew up I grew up in
+听起来不太有趣，但很有趣，我喜欢它，所以我长大了，我长大了
+academia I always thought I'd end up being an academic I got buried my
+学术界 我一直以为我最终会成为一名学者 我却被埋葬了
+parents I went to a job fair right out of college my parents made me go and I
+父母 我大学刚毕业就去参加招聘会 我父母让我去的，我
+got this job offer to go on Wall Street and it's one thing I always tell young
+得到了华尔街的工作机会，这是我经常告诉年轻人的一件事
+people like you never really know what's gonna come your way you know just take
+像你这样的人永远不知道会发生什么，你知道只是接受
+every opportunity so I very randomly got this job on Wall Street I had no idea
+每一个机会，所以我非常随机地在华尔街得到了这份工作，我不知道
+what it was but I kind of figured like actually only took the interview because
+那是什么，但我想实际上只是接受了采访，因为
+they gave me free frequent flyer miles I won the flight
+他们给了我免费的飞行常客里程 我赢得了航班
+I won the frequent flyer miles so you had to fly there but you got to keep the
+我赢得了飞行常客里程，所以你必须飞到那里，但你必须保留
+frequent flyer miles yeah I was just excited I was like it's a free trip like
+飞行常客里程 是的，我很兴奋，我觉得这是一次免费旅行，就像
+it will be 5,000 miles like that's pretty awesome
+将会有 5,000 英里，那真是太棒了
+so so I was on Wall Street for 10 years and I loved it like for me it was
+所以我在华尔街工作了 10 年，我喜欢它，就像我喜欢它一样
+
+00:01
+00:01
+because it wasn't just about like trading and making money and doing these
+因为这不仅仅是交易、赚钱和做这些事情
+things but it was like I got to learn about companies and the thing the one
+事情，但就像我必须了解公司和公司的事情一样
+thing that is amazing on Wall Street is that you get to go like you got to go
+华尔街的神奇之处在于你可以像你必须离开一样离开
+deep on certain companies when you're really interested in them and then
+当你真正对某些公司感兴趣时，深入了解它们，然后
+really broad knowing a whole sector so I got to know small cap biotechs and
+对整个行业的了解非常广泛，所以我了解了小型生物技术公司和
+pharma companies and hospital systems and insurance companies and I got to
+制药公司、医院系统和保险公司，我必须
+have like a really broad landscape of health care and you know in the
+拥有非常广阔的医疗保健领域，你知道
+beginning I had this eternal optimism like health care is gonna you know
+一开始我就有这种永恒的乐观态度，就像医疗保健一样，你知道
+totally change there's antibodies there's all this like
+完全改变了，有抗体，就像这样
+new you know there's like technology like there's all these new discoveries
+新的，你知道有像技术一样的新发现
+coming it's gonna be so different and then when the bubble burst in 2000 a
+即将到来，情况将会如此不同，然后当泡沫在 2000 年破裂时
+lot of innovation dried up and I started to see more what healthcare really is
+许多创新枯竭，我开始更多地了解医疗保健的真正含义
+and and at the end of the day health care is an amazing business that really
+归根结底，医疗保健是一项了不起的业务，确实
+effectively monetizes illness and I used
+有效地将疾病货币化，我用过
+to always say you know if I successfully get you to never be diabetic no one
+总是说你知道如果我成功让你永远不再患糖尿病没有人
+
+00:02
+00:02
+makes money but if you do become diabetic there's all kinds of ways I can
+赚钱，但如果你真的得了糖尿病，我有各种各样的方法
+make money and at the end of the day when I think about what I care about
+赚钱，并在一天结束时，当我思考我关心的事情时
+what's in the best interest of me like I'd rather just never be a bit diabetic
+什么对我最有利，比如我宁愿永远不患糖尿病
+I'd rather never be sick and there's no one in the system today
+我宁愿永远不要生病，而且今天系统中没有人
+that really thinks about how to keep me healthy so after 10 years of investing I
+我真正考虑的是如何让我保持健康，所以经过 10 年的投资，我
+felt like I really understood the system
+感觉我真的理解了这个系统
+and I also understood that you have this all these people with the right
+我也明白你们拥有这些拥有权利的人
+intentions who really care but the ships
+真正关心的人除了船只
+just pointing in the wrong direction and that no one's actually focused on
+只是指向错误的方向并且没有人真正关注
+keeping people healthy and that I want to have a company that was frankly
+保持人们的健康，坦率地说，我希望拥有一家公司
+somewhat rebellious and was going to inspire people to try to really be
+有点叛逆，并会激励人们尝试真正成为
+healthier and you know and I felt like it was you know again it had sort of
+更健康，你知道，我觉得这是你知道的，它有某种
+that you know a little bit of a Robin Hood kind of mentality in the beginning
+你一开始就知道一点罗宾汉的心态
+of you know we have to you can't change the system from within yeah so we got to
+你知道我们必须这样做，你无法从内部改变系统，所以我们必须这样做
+do something more radical from outside one of my favorite Charlie Munger quotes
+在我最喜欢的查理·芒格名言之外做一些更激进的事情
+is incentives are super power and I always believe this and I think this is
+激励是超能力，我一直相信这一点，我认为这是
+
+00:03
+00:03
+the clear problem you just identified so how do you think about how you how you
+您刚刚发现的明确问题那么您如何看待您如何
+design a system or a company that incentivizes but is incentive to keep
+设计一个系统或一家公司，既可以激励，又可以激励员工留住
+people healthy well I realize like the main thing in health care is that you
+人们身体健康，我意识到医疗保健中最重要的是你
+don't actually ever have a voice like you don't like you don't actually
+实际上从来没有像你不喜欢的声音
+because you're not the payer in health care like you the individual you can
+因为您不是医疗保健的付款人，就像您是个人一样，您可以
+actually make decisions it's you know your insurance company your doctor the
+实际上做出决定的是你了解你的保险公司你的医生
+pharmacy benefit manager there's all kinds of people in the back who actually
+药品福利经理 后面有各种各样的人
+make decisions and I think there's all this data now about you know you go in
+做出决定，我想现在有所有关于你的数据知道你进去了
+for surgery and those doctors coming into the surgery that you've never even
+对于手术以及那些你从未参与过手术的医生
+met so for me what was transformative like what we did to change the
+对我来说，什么是变革性的，就像我们所做的改变
+incentives is to put you in the power seat because I feel like like you make
+激励措施就是让你坐在权力位置上，因为我觉得你让
+retail decisions that are your best interest because like you're actually
+符合您最大利益的零售决策，因为就像您实际上一样
+the one paying the bill so for us like what we decide to do that wasn't frankly
+支付账单的人所以对我们来说就像我们决定做的事情并不是坦率地说
+like seen as disruptive as we are direct-to-consumer I remember when you
+就像我们直接面向消费者一样被视为具有破坏性我记得当你
+launch doctors were just your health care professionals in general were
+发射医生只是您的医疗保健专业人员
+saying patients this is this is irresponsible you know you need a
+说病人这是这样的，这是不负责任的，你知道你需要一个
+
+00:04
+00:04
+medical professional to do this like we can't I remember one quote that really
+医学专业人士这样做就像我们不能我真的记得一句话
+stuck with me something like we can't have people making their own healthcare
+让我困惑的是我们不能让人们自己做医疗保健
+decisions they don't know how to interpret that data there is all kinds
+他们不知道如何解释各种各样的数据做出决定
+of interest like oh ho there's all kinds of interesting things cuz people would
+有趣的是，哦，有各种各样有趣的事情，因为人们会
+publish stuff on Facebook and then doctors say like you have to write and
+在 Facebook 上发布东西，然后医生说你必须写下来
+we'd remind people like yeah it's their own yeah information so there's always
+我们会提醒人们，是的，这是他们自己的信息，所以总是有
+been I'd say attention a little bit with the
+我会说稍微注意一下
+medical system in the medical system historically there's tests like the
+医疗系统 在医疗系统中，历史上有类似的测试
+pregnancy test the pregnancy test when it came out was seen as radical like how
+怀孕测试 怀孕测试刚问世时就被认为是激进的，就像如何
+could women ever possibly learn at home that they're pregnant and if you look at
+女性是否有可能在家里知��她们怀孕了？如果你看看
+the literature of you know that era like we look at that today and we'd say it's
+你们的文学就像我们今天看到的那样了解那个时代，我们会说它是
+crazy so one of my favorite papers is there's this GMO paper the Journal of
+太疯狂了，所以我最喜欢的论文之一是《转基因生物杂志》上的这篇论文
+American Medical Association from 1969 I
+美国医学会 1969 年起
+think where they asked doctors would you
+想想他们在哪里问过医生你会吗
+tell your patients that they have cancer if they had a cancer diagnosis and over
+如果您的患者被诊断出患有癌症并且超过了癌症诊断，请告诉他们他们患有癌症
+
+00:05
+00:05
+90% of them said no so I always put that in context of like it helps people
+90% 的人说不，所以我总是把它放在这样的背景下，就像它可以帮助人们一样
+understand like physicians were trained in such a way and so I don't blame the
+理解就像医生接受过这样的培训，所以我不责怪
+system or the individuals it's just like
+系统或类似的个人
+that was the culture that was thought of like what was actually in your best
+这种文化被认为是真正处于最佳状态的文化
+interest and I think what we do is like as we empower consumers we are showing
+兴趣，我认为我们所做的就像我们向消费者展示的那样
+that people actually can be like people want to be in charge of their health
+人们实际上可以像人们想要的那样掌控自己的健康
+they want the information and they actually want to be in control I always
+他们想要信息并且他们实际上想要控制我总是
+like the sort of model of thinking about the world fifty or hundred years from
+就像思考五十年或百年后的世界的模型一样
+now and looking back what we think was just totally ridiculous
+现在回想起来，我们认为那是完全荒谬的
+yeah and this sure seems like I think health care is a type because health
+是的，这确实看起来我认为医疗保健是一种类型，因为健康
+care is like really as much as its science and it's data driven it's also
+护理就像它的科学一样，它是数据驱动的
+not like part of what people don't necessary defy different physicians and
+不像人们不需要反抗不同医生的一部分
+get five different ways of you know treating cancer is because there's the
+了解治疗癌症的五种不同方法是因为
+practice of medicine you can get different opinions and one of the things
+在医学实践中你可能会得到不同的意见，其中一件事
+
+00:06
+00:06
+that we're specifically trying to change is exactly that is exactly to say that
+我们特别想改变的是
+we're trying to get data so that it's no longer a question of like hey Sam like
+我们正在尝试获取数据，这样就不再是像嘿山姆这样的问题
+what what's the best in your best interest that there's actually data to
+什么是最符合您最大利益的，实际上有数据
+say exactly what you should be doing how do you think the medical system or the
+准确地说出您应该做什么，您如何看待医疗系统或
+health care system overall will we'll eventually get to a place where we don't
+总体而言，医疗保健系统我们最终会到达一个我们无法到达的地方
+have this misalignment of incentives you talked about and we have data and we
+你提到的激励措施存在这种错位，我们有数据，我们
+have people in control their own health care like if you could wave a magic wand
+让人们掌控自己的医疗保健，就像你可以挥动魔杖一样
+and say I'm gonna fix the healthcare system what needs to happen I think the
+并说我要修复医疗保健系统 需要做什么 我认为
+reality is what needs to happen is that we're going to have
+现实是我们将要发生的事情
+which is like you have a universal payment system so single coverage like
+这就像你有一个通用的支付系统，所以单一的覆盖范围就像
+the reality is like who cares about keeping you healthy today because you
+现实就像今天谁关心让你保持健康，因为你
+could be you could be overweight and you can eat poorly and you can never
+可能你可能超重，你可能吃得不好，但你永远不能
+exercise and you won't see the consequences of that for the next let's
+练习，你不会看到接下来的后果
+say 20 years so the reality is like who's going to benefit from that and the
+假设 20 年，那么现实就是谁将从中受益，以及
+
+00:07
+00:07
+reality is like it's society and it's you personally and it's like you know
+现实就像是社会，就像你个人，就像你知道的那样
+somebody who's willing to invest in you in the long run and I think for a
+从长远来看，有人愿意对你进行投资，我认为
+single-payer health care system or like a country they care about actually
+单一付款人医疗保健系统或像他们实际关心的国家
+trying to keep you healthy for as long as possible
+努力让您尽可能长时间保持健康
+I think second people like we don't want we saw that communism doesn't yeah
+我认为像我们这样的第二个人不希望我们看到共产主义不存在
+support the the system that we all want people have to be willing to spend money
+支持我们都希望人们愿意花钱的制度
+and they have to step up and I think the
+他们必须挺身而出，我认为
+same way you see people stepping up with yoga and vitamins and weight-loss
+就像你看到人们加强瑜伽、维生素和减肥一样
+studies and you know all kinds of different alternative cares people at
+研究你知道各种不同的替代关怀人们
+the end people at some point have to stop and say that your health is also
+最终人们在某个时候不得不停下来说你的健康状况也很糟糕
+your responsibility and I think the more that we can get people personalized
+你的责任，我认为我们越能让人们个性化
+information about themselves the more that they are going to be willing to
+他们越愿意了解自己的信息
+execute on taking care of themselves speaking of that you could have started
+执行照顾好自己说你可以开始
+any so many different companies in the health care space how did you decide
+医疗保健领域有这么多不同的公司，您是如何决定的
+this was what's this was not an obvious choice at the time for me it was totally
+这就是这对我来说当时不是一个明显的选择，这完全是
+
+00:08
+00:08
+obvious so for me there's a couple things that were happening one I always
+显而易见，所以对我来说，有几件事发生了，我总是这样
+loved genetics was my first investment in 1996 and so in some ways it was my
+热爱遗传学是我 1996 年的第一笔投资，所以在某些方面它是我的
+first and it was my last so the genetic revolution was happening like right in
+第一次，也是我最后一次，所以基因革命正在发生，就像在
+when I started investing there was the race of like you know getting the the
+当我开始投资时，就像你知道的那样，有一场竞赛
+cost of the genome down it was super exciting and I started looking at those
+基因组成本下降，这非常令人兴奋，我开始研究那些
+investments again and realizing that you're gonna be able to buy essentially
+再次投资并意识到你基本上能够购买
+a scan of your entire genome pretty inexpensively and so that was the first
+非常便宜地扫描你的整个基因组，所以这是第一个
+nugget of like okay well you can actually start to get huge amounts of
+好吧，你实际上可以开始获得大量的
+genetic information and ii was seeing this world of you know social networking
+遗传信息和我看到的这个世界你知道社交网络
+that social networking was happening and you don't actually need
+社交网络正在发生，但你实际上并不需要
+the old guard to get things to happen I could crowdsource so gave me this idea
+老守卫让事情发生我可以众包所以给了我这个想法
+that wow if I just empowered everyone with their genetic information and I
+哇，如果我只是让每个人都拥有他们的遗传信息，而且我
+crowd-sourced all this information like if I have the world's health information
+众包所有这些信息，就像我拥有世界各地的健康信息一样
+what could I do and people are like well you could you know Kuril you could say
+我能做什么，人们都很好，你可以，你知道千岛群岛，你可以说
+
+00:09
+00:09
+well you can you know a lot so the idea really was what we should do that we
+好吧，你知道很多，所以这个想法确实是我们应该做的
+should like instead of relying on Stanford or Harvard or Pfizer to go and
+应该喜欢而不是依赖斯坦福大学、哈佛大学或辉瑞公司
+solve a disease or like how to be healthy we the people we can do it so in
+解决疾病或喜欢如何保持健康，我们这些人我们可以做到这一点
+some ways I like having grown up in this Google environment and knowing you know
+在某些方面我喜欢在 Google 的环境中长大并且知道你知道
+the social networking world that was coming up it was piecing those things
+即将出现的社交网络世界正在拼凑这些东西
+together that was like combine the technology and in science with the
+在一起就像将技术和科学与
+platform that is really emerging I've noticed that many of the most
+我注意到许多最新兴的平台
+transformative companies come because the founder sees some like an
+变革性公司的出现是因为创始人看到了一些像
+intersection of two pretty different but really important trends a few years
+几年来两种截然不同但非常重要的趋势的交集
+before everybody else does and this is clearly one of those like the fact that
+在其他人之前，这显然是其中之一
+crowdsourcing works is still amazing to me just totally what's also I think when
+众包工作对我来说仍然很神奇，我也完全没有想到��么时候
+I found her really want something personally like for me to really want
+我发现她真的想要一些像我真正想要的东西
+this person oh yeah to me it was like like the whole beauty for me of genes of
+这个人哦，是的，对我来说，这就像我的基因的全部美丽
+genetics is like you've gene-by-environment and I'll always love like people
+遗传学就像你的基因受环境影响而我将永远像人一样爱
+debating but is it your genes or is in your environment I'm like no the whole
+争论，但这到底是你的基因还是你的环境，我不认为是全部
+
+00:10
+00:10
+beauty of it is that it's both so like you might be genetically high risk for
+它的美妙之处在于，您可能有遗传上的高风险
+diabetes but like there's your environment so what can I do so very few
+糖尿病，但就像你的环境一样，我能做什么，所以很少
+you know genetic elements are a hundred percent deterministic meaning a hundred
+你知道遗传因素是百分百确定性的意思是一百
+percent likelihood that you're going to get it so that means there's an
+你会得到它的可能性百分比，这意味着有一个
+environmental component we can potentially do something so let's go
+环境因素我们可以做一些事情所以让我们走吧
+figure out what you can do and then tell people what's the reaction when you
+弄清楚你能做什么，然后告诉人们当你这样做时会有什么反应
+first announced that you are going to do this like what was it like inside the
+首先宣布你要这样做，就像里面的情况一样
+building I think there was you know it's always like startups are so fun because
+我想你知道初创公司总是很有趣，因为
+you get a bunch of people who really care really passionate and I think
+你会得到一群真正关心、充满热情的人，我认为
+people were excited and people knew that there would be controversy and in some
+人们很兴奋，人们知道会有争议，在某些方面
+ways I think we attract we attract people who have all experienced the
+我认为我们吸引的方式是吸引那些都经历过这种情况的人
+healthcare system in their own way and realize it has its limitations and so
+医疗保健系统以自己的方式进行，并意识到它有其局限性，所以
+there's people who are excited about 20 through me because of the mission and
+有些人因为我的使命而对 20 感到兴奋
+
+00:11
+00:11
+they're looking to contribute in some way to helping change the system
+他们希望以某种方式为帮助改变系统做出贡献
+so there was enthusiasm and we had like videos I like we were you know we were
+所以大家都很热情，我们有类似的视频，我喜欢我们，你知道我们是
+also um we were super excited like to launch and we thought there was gonna be
+另外，我们非常兴奋想要推出，我们认为将会有
+like this big coming like everyone and we had tons like we had spit parties
+就像大家一样，我们举办了很多吐口水派对
+where the cover of this like I know we had to cover the Style section
+我知道这个封面我们必须涵盖“风格”部分
+we had the spit party in the building but I have to say like we sold a lot the
+我们在大楼里举办了吐痰派对，但我不得不说我们卖了很多
+first day and then it was slow that happens and we were probably selling 22
+第一天，然后事情发生得很慢，我们可能卖了 22 个
+you know 15 to 25 kids a day which is not a lot how do you well I guess two
+你每天认识 15 到 25 个孩子，这不是很多，你好吗我猜有两个
+questions one how did you eventually fix that and how did you how do you as a
+问题一：你最终是如何解决这个问题的？
+leader keep momentum in the building when you know you have this great lunch
+当你知道你吃了一顿丰盛的午餐时，领导者在大楼里保持动力
+everyone the first day is always awesome and then you have what we call the
+每个人第一天总是很棒，然后你就拥有了我们所说的
+trough of sorrow yeah people get pretty motivated I tried so that's actually a
+悲伤的低谷 是的，人们变得很有动力，我尝试过，所以这实际上是一个
+good that there's always a trough of sorrow and I think it's important to not
+好在总会有悲伤的低谷，我认为重要的是不要
+
+00:12
+00:12
+let people be totally you know to not like not be wait hoping for immediate
+让人们完全知道，不喜欢，不等待，希望立即得到
+success and then to be overly distracted
+成功然后过度分心
+by the trough of sorrow and I think that that actually happens not just in
+在悲伤的低谷，我认为这实际上不仅发生在
+launches but every time you come up with a product you have no idea how how well
+发布，但每次你想出一个产品时，你都不知道效果如何
+it's gonna go like I remember when my sister first launched launched adsense
+一切都会像我记得我姐姐第一次推出 AdSense 时那样
+and she's like I don't know you know we'll see how it goes like it's kind of
+她就像我不知道你知道我们会看看事情会如何发展就像是这样
+you know it's an experiment we have no idea and and then clearly it went on but
+你知道这是一个我们不知道的实验，然后显然它还在继续，但是
+part is it because you like you work hard at it and I feel like for us and
+部分是因为你喜欢你努力工作，我觉得我们和
+that trough of sorry like we we recognize like more we folk we focus on
+我们所认识到的抱歉的低谷就像我们所关注的更多人一样
+the long term like what do we need to do to get to this point and I think as a
+从长远来看，我们需要做什么才能达到这一点，我认为作为一个
+leader for me one of the most important things is not to wallow on today but to
+对我来说，领导者最重要的事情之一不是沉迷于今天，而是
+wallow on like okay in two years this is what its gonna look like and these are
+两年后就这样沉迷下去吧，这就是它的样子，这些是
+the steps I need to do to get there people love a vision and people love a
+为了实现这一目标我需要采取的步骤 人们喜欢一个愿景，人们喜欢一个
+plan you just need to outline like this is where we're going so when we saw that
+计划你只需要概述一下，这就是我们要去的地方，所以当我们看到的时候
+sales were slow we're like people don't understand
+销售缓慢，我们就像人们不理解一样
+genetics but some basic market research could have told us that that like people
+遗传学，但一些基本的市场研究可以告诉我们，就像人一样
+
+00:13
+00:13
+don't know why they want their genetics and then it was like okay great
+不知道为什么他们想要他们的基因，然后就好像好吧，太好了
+now we actually need to like educate the population about why like why would you
+现在我们实际上需要教育人们为什么喜欢
+want your genetic information and how did you
+想要您的遗传信息，您是如何做到的
+that so I started changing my talks like I get I would speak a ton in the early
+所以我开始改变我的演讲，就像我在早期会讲很多话一样
+days like I like you gave me a conference invite and I took it any
+就像我喜欢你给我一个会议邀请，我接受了任何
+exactly like any any talk because part of it is it like it's constant feedback
+就像任何演讲一样，因为它的一部分就像是不断的反馈
+so again for the people who want to be entrepreneurs like you just like you're
+对于那些想像你一样成为企业家的人来说，就像你一样
+constantly learning constantly getting the feedback so I would change my talks
+不断学习不断得到反馈所以我会改变我的演讲
+I never gave the same talk twice like when I look at my inventory of all my
+我从来没有像当我查看我所有的清单时那样两次发表相同的演讲
+talks it's like there's like 500 of them because each one was slightly different
+据说有大约 500 个，因为每个都略有不同
+so I remember specifically getting the feedback people question what is there a
+所以我记得特别收到人们的反馈，询问有什么
+value proposition and what you're doing and I was like great I can answer that
+价值主张以及你正在做的事情，我很好，我可以回答这个问题
+question over fifty percent of my customers get a medically meaningful
+超过百分之五十的客户得到了具有医学意义的问题
+result and then I start like I started shifting the conversation so part of it
+结果然后我开始好像我开始转移谈话的一部分
+
+00:14
+00:14
+was like getting like real-time feedback and part of it was helping us like
+就像获得实时反馈一样，其中一部分可以帮助我们
+define what is it that we have to do to show the value and it was clear people
+定义我们必须做什么来展示价值，人们很清楚
+need to understand genetics they didn't understand the basics they need to know
+需要了解遗传学，但他们不了解他们需要了解的基础知识
+what is the medical utility of this and then and then also people people need to
+这有什么医疗用途，然后还有人们需要的
+know that they're not the only one like that's not weird yeah oh this is like
+知道他们不是唯一一个这样的人，这并不奇怪，是的，哦，这就像
+weird I did that we need to drive social
+我这样做很奇怪，我们需要推动社交
+like acceptance and you know I'm part of also as medical acceptance so we did a
+就像接受一样，你知道我也是医疗接受的一部分，所以我们做了一个
+ton it's one thing I always advise science companies is you can't speak
+我总是建议科学公司的一件事是你不能说话
+like I can't just tell you like oh we're great we have great science like no one
+就像我不能只是告诉你哦，我们很棒，我们拥有无与伦比的伟大科学
+like no one believes that so what you need to do is you need to publish like
+没有人相信这一点，所以你需要做的是你需要像这样发布
+you put like I never even argue a scientist I just hand over my
+你说得好像我从来不争论一个科学家，我只是交出我的
+publications like here you go because that's the reality
+像这样的出版物，你去吧，因为这就是现实
+you you speak with your data so like I can make all kinds of claims but like
+你用你的数据说话，所以我可以提出各种各样的主张，但就像
+here's my data to to actually support it can you talk about the best decisions
+这是我的数据来实际支持它，你能谈谈最好的决定吗
+you made in the early days I'm people always ask about the worst what you can
+你在早期所做的事情我是人们总是问你能做的最坏的事情
+talk about if you want but I'm curious if you look back things like that where
+如果你愿意的话可以谈谈，但我很好奇你是否回顾过类似的事情
+
+00:15
+00:15
+you learn like I need to interact with a scientific community in this way are
+你了解到我需要以这种方式与科学界互动
+there a few decisions you made that looking back had been critical to
+你做出的一些决定回顾过去对你来说至关重要
+success I think my - the first two hires
+我认为我的成功 - 前两名员工
+the two founding scientists or were just like Brian and Sergey were amazing and
+两位创始人科学家或者就像布莱恩和谢尔盖一样，非常了不起
+so in some ways like hiring the right for me like it was such a critical part
+所以在某些方面，比如为我雇用合适的人，就像这是一个关键的部分
+of the company it was a scientific integrity of what we were gonna do and
+对公司来说，这是我们要做的事情的科学完整性，
+it set a bar the talent that we are going to hire
+它为我们要雇用的人才设定了一个标准
+going forward so I think in some ways like having the right people we noticed
+展望未来，我认为在某些方面，比如我们注意到了合适的人
+that it is almost impossible to search you can make a lot of mistakes as a
+搜索几乎是不可能的，作为一个人可能会犯很多错误
+company but if you screw up the first yes five seven hires yes it's almost so
+公司，但如果你搞砸了第一批是的五七名员工是的，那几乎就是这样
+there's a good number of like when I look at the first 15 people there's a
+当我查看前 15 个人时，有很多人都喜欢
+good there's like a number of them are still here and you know the others who
+很好，他们中的一些人还在这里，你知道其他人是谁
+have left we're still very close to how did you find this first two scientists
+已经离开了，我们仍然非常接近你是如何找到前两位科学家的
+we found them through a friend of a friend of a friend who and they had a
+我们通过朋友的朋友的朋友找到了他们，他们有一个
+
+00:16
+00:16
+similar idea and so it was a good it worked as a partnership but it's it's
+类似的想法，所以这是一个很好的合作伙伴关系，但事实就是如此
+hard I mean I would say hiring is one of the hardest things and I think one of
+很难 我的意思是我想说招聘是最困难的事情之一，我认为其中之一
+the things that we've tried really hard here in the company is we there's a lot
+我们在公司真正努力尝试的事情是我们有很多
+of smart people who have humility and there's a lot of smart people who like
+有很多聪明人都谦虚，而且有很多聪明人喜欢
+want to tell you how smart they are and we have opted for the humility and I
+想告诉你他们有多聪明，我们选择了谦虚，我
+think it's really important to have people who are constantly open to
+认为拥有不断开放的人非常重要
+feedback and constantly open to you know constructive criticism and learning
+反馈并不断向您开放了解建设性的批评和学习
+about other areas and I think that's actually one of the things that did make
+关于其他领域，我认为这实际上是造成这种情况的原因之一
+us successful or you know make allow us to grow and attract other people because
+我们成功了，或者你知道让我们成长并吸引其他人，因为
+it's a group of people who are really eager to learn from others and to keep
+这是一群真正渴望向他人学习并保持进步的人
+learning I've noticed in my own looking back on my own career that the big
+我在回顾自己的职业生涯时注意到，
+hiring mistakes that I've made are people who are really smart but just
+我所犯的错误是雇用那些非常聪明但只是
+awful to work because they won't tell you how smart they are and and and and
+工作很糟糕，因为他们不会告诉你他们有多聪明
+the framework that I finally figured out is it's you have to look at the net the
+我最终弄清楚的框架是你必须看看网络
+
+00:17
+00:17
+net output that a person has on the organization as a whole crime even if
+一个人对整个组织犯罪的净产出，即使
+they do a lot themselves if they make everybody else miserable I think it's
+如果他们让其他人都痛苦的话，他们自己就做了很多事情，我认为这是
+one of the things hiring is always really hard and I think especially in
+其中一件事招聘总是非常困难，我认为尤其是在
+leadership roles if you have the wrong person
+如果用错了人，就需要担任领导角色
+I think I just recently watched when the old documentaries about Steve Jobs and
+我想我最近刚刚看了有关史蒂夫·乔布斯和
+Bill Gates and Jobs talking about you know how disastrous it was when Scully
+比尔盖茨和乔布斯谈论你知道当斯卡利
+came like I kind of forgotten about some of these stories and I realize was like
+好像我有点忘记了其中一些故事，我意识到就像
+yeah if you hire the wrong senior leadership and you don't can see very
+是的，如果你聘用了错误的高级领导，而且你看不到太多
+quickly you can thank you you can it can sink you yeah
+很快你就可以感谢你，它可以让你沉沦是的
+what's it like being in a regulated industry I think one thing that a lot of
+在受监管的行业里是什么感觉 我认为很多人都认为有一件事
+people say when they think about they have they want to do this really
+人们说，当他们想到自己拥有的时候，他们真的想做这件事
+ambitious startup like genetic testing but they are afraid because it's
+像基因测试这样雄心勃勃的初创公司，但他们感到害怕，因为它
+regulated so I think regulation in some ways there's like so there's pros and
+监管，所以我认为监管在某些方面有优点和缺点
+cons in some ways like when you're regulated it means that there's rules
+在某些方面有缺点，比如当你受到监管时，这意味着有规则
+like there's like there's like guidelines and you can figure out
+就像有类似的指导方针，你可以弄清楚
+
+00:18
+00:18
+exactly what that means so in some ways like there's more of a path about
+这到底意味着什么所以在某些方面就像有更多的路径
+actually how you have to execute it definitely also means that it's more
+实际上你必须如何执行它也绝对意味着它更多
+expensive like there are there's rules and you don't always agree with all
+昂贵，就像有规则，你并不总是同意所有
+those rules and when we went from an unregulated company to a regulated
+这些规则以及当我们从一家不受监管的公司转变为受监管的公司时
+company there was definitely a pretty major transition for us because we were
+公司对我们来说绝对是一个相当重大的转变，因为我们
+used to you know you hire smart people what are
+习惯了你知道你雇佣了聪明的人
+smart people like to do they like to question and they like to argue and so
+聪明的人喜欢做事，他们喜欢提问，他们喜欢争论，所以
+we would question all the time like ah well why would you need like why do you
+我们会一直问这样的问题：啊，你为什么需要这样的问题？
+need that test or why do you need this study why do you need that number of
+需要那个测试或者为什么你需要这项研究为什么你需要那么多
+samples and so we would question all the time and one of the things I think in a
+样品，所以我们会一直质疑，我认为的一件事
+regulated environment again like it's like the DMV there's rules like you just
+再次受到监管的环境，就像 DMV 一样，有像您这样的规则
+and you follow like there's a level of obedience so I'd like to encourage
+你跟随就像有一定程度的服从所以我想鼓励
+people it's not it's not so overwhelming to be regulated that said it requires a
+人们并不是说受到监管并没有那么势不可挡，说它需要一个
+lot of communication and in some ways it requires a communication style
+大量的沟通，在某些方面需要一种沟通方式
+that's not prevalent in Silicon Valley right yes that is hard I think that
+这在硅谷并不流行，是的，这很难，我认为
+
+00:19
+00:19
+there's a lot people people there is an impedance mismatch there there is and I
+有很多人存在阻抗不匹配的情况，而我
+think you know we always said like we we thought we were Commun like I look at
+你知道我们总是说我们认为我们是共同的就像我看到的那样
+some of my old communication and I'm like oh wow that's embarrassing now my
+我以前的一些交流，我就像哦，哇，现在我的尴尬了
+the way we thought we were approved you know communicating appropriately and how
+我们认为我们被批准的方式你知道适当的沟通以及如何
+it really wasn't so there's a style like there's a style and there's a form and
+事实并非如此，所以有一种风格，就像有一种风格，有一种形式，
+there's like ways you know there's actually like there's a path and there's
+就像你知道实际上有一条路并且有
+a rule it's not terribly clear you know I think the regulatory world can do a
+一条规则还不是很清楚，你知道我认为监管界可以做一个
+better job of helping outline and one thing I do appreciate from now having
+更好地帮助提纲，并且从现在起我确实很感激的一件事
+been regulated for a number of years is that there is a bigger picture that they
+多年来受到监管的一个原因是，他们有一个更大的图景
+see so people who work at the FDA or people who work in government like it's
+看到在 FDA 工作的人或在政府工作的人喜欢它
+a public servant job like they haier they care about public safety like
+像海尔这样的公务员工作 他们关心公共安全
+at the FDA like they care about public safety there are so many companies like
+在FDA，就像他们关心公共安全一样，有很多公司像
+we can all see them there are so many companies trying to dupe the consumer
+我们都可以看到有很多公司试图欺骗消费者
+
+00:20
+00:20
+yes and their job like they are there to keep us safe so I have a lot of respect
+是的，他们的工作就是为了保证我们的安全，所以我非常尊重
+for what they do and the onus is on us as like this startup and the new company
+对于他们所做的事情以及我们的责任，就像这家初创公司和新公司一样
+all these people wanting to do things in
+所有这些人都想做事
+a new way the onus is on us a little bit to explain how we're doing it how that
+一种新的方式 我们有责任解释我们是如何做到的
+works and the way they speak just like I
+他们的工作方式和说话方式都跟我一样
+mentioned about scientists is they speak in data like you can't just say like oh
+提到科学家，他们用数据说话，就像你不能只说“哦”
+no no like trust me like I'm the good guy
+不不喜欢相信我就像我是好人一样
+right um you have to show with data and you have to show with data in lots of
+对，嗯，你必须用数据来显示，并且你必须用大量的数据来显示
+ways so in that capacity I don't really mind
+以这种方式，我真的不介意
+because it's like they do know they know a bigger picture story you know some of
+因为就好像他们确实知道他们知道一个更大的故事，你知道其中的一些
+the people we worked with they're you know have been there for you know 20
+与我们共事的人 他们是你知道的 20
+years and we're amazing and they have a depth of breadth of knowledge that I'm
+多年来，我们非常棒，他们拥有我所拥有的深度广度的知识
+never gonna have and so learning there's
+永远不会有所以学习
+input to genuinely take as you look back
+当你回顾过去时，要真正接受的输入
+you know from the day you sign that your vision on the day you sign the
+从您签署的那天起您就知道您的愿景
+incorporation paperwork - now how much is this all played out like you thought
+公司注册文件 - 现在这一切有多少像你想象的那样
+
+00:21
+00:21
+it would oh you was remarkable I like it so I actually have this picture of the
+哦，你太棒了，我喜欢它，所以我实际上有这张照片
+day we signed and I always look at it and I'm like one like I really dressed
+我们签约的那天，我总是看着它，就像我穿得真的一样
+in a very different way than I do today but to our series a documents and our
+以一种与我今天非常不同的方式，但对于我们的系列文件和我们的
+okay ours from 2007 are remarkably similar to what they are today
+好吧，我们 2007 年的情况与今天非常相似
+that's always so I think we're unusual so like when like one of our investors
+这总是如此，我认为我们很不寻常，就像我们的一位投资者一样
+like we he has said he's like what's amazing he's like I look back on
+就像我们一样，他说过他就像我回想起来一样令人惊奇
+everything like he's like you're a broken record in some ways that's why
+一切就像他在某些方面就像你打破了记录这就是为什么
+it's also so easy to do speaking engagements like because I've said the
+进行演讲活动也很容易，因为我已经说过
+same thing now for a decade we like we're v we have a mission we have a
+十年来同样的事情我们喜欢我们有一个使命我们有一个
+drive like I know where we're going and it's it's been we've been able
+开车就像我知道我们要去哪里，而且我们已经能够做到了
+continuously executing on it the best companies are remarkably steadfast and
+不断执行，最好的公司是非常坚定和
+then I think it's hard to do because entrepreneurs sort of by definition like
+那么我认为这很难做到，因为企业家的定义有点像
+to start doing new things right so I think when the hardest things for
+开始做正确的新事情，所以我认为当最困难的事情发生时
+
+00:22
+00:22
+entrepreneur that like the you know the If I forgot we called it
+企业家喜欢你知道如果我忘了我���叫它
+there of Sorrows they call the trough of sorrow I think it's important to to
+他们称之为悲伤的低谷，我认为重要的是
+stick with it like one of the things I think like the most important things I
+坚持下去就像我认为最重要的事情之一一样
+think I've learned at this like doing this now is the importance of
+我想我已经学会了现在这样做的重要性
+persistence like you have to stick with it and when you stick with it you really
+坚持就像你必须坚持下去，当你坚持下去时，你真的
+see a benefit and there's things that I see now they've done it for over a
+看到了好处，而且我现在看到他们已经这样做了超过一年了
+decade and I tried like one of our missions is to tell people anyone can be
+十年来，我尝试着我们的使命之一就是告诉人们任何人都可以
+a scientist anyone any age level it's part of the whole reason we're directing
+科学家，任何年龄层的人，这是我们指导的全部原因的一部分
+we're like I believe anyone you could be
+我们就像我相信你可以成为的任何人
+eighth grade level like and you have the
+八年级水平就像你有
+the ability I love it now when kids come to me and they're like oh I saw you
+我现在喜欢这种能力，当孩子们来到我身边时，他们就像哦，我看到了你
+speak and because of you like I really I was like yeah like even though I like I
+说话，因为你就像我真的，我就像是的，尽管我喜欢我
+you know my parents don't know anything and I didn't really have that degree
+你知道我的父母什么都不知道而且我也没有那个学位
+like I'm now in a ph.d program MIT like I get amazing stories and you never in
+就像我现在在麻省理工学院攻读博士学位一样，我得到了精彩的故事，而你却从未参与过
+some ways it takes a long time to see the consequences of your actions so it's
+在某些方面，需要很长时间才能看到你的行为的后果，所以
+one of the things I emphasize to people like if you really care about something
+我向人们强调的一件事，比如如果你真的关心某件事
+
+00:23
+00:23
+like if you're really passionate it takes a decade to really see the impact
+就像如果你真的充满热情，需要十年才能真正看到影响
+yeah I mean it's like compound growth it's always misunderstood it always
+是的，我的意思是，这就像复合增长，它总是被误解
+takes longer and then the magnitude in the left the final that out years is
+需要更长的时间，然后左边的最后几年的大小是
+always bigger than I think and I think what happens is that people can't be
+总是比我想象的要大，我认为发生的事情是人们不能
+like here the whatsapp story they hear other stories and and I say it like you
+就像这里的 Whatsapp 故事 他们听到其他故事 我像你一样说
+the real story is like the companies that continue to persist even if there's
+真实的故事就像那些即使有困难也能继续坚持下去的公司
+challenging and everyone usually like the whatsapp source are the rare but
+具有挑战性并且每个人通常都喜欢whatsapp源是罕见的但是
+like you can be super consistent and that's one thing like when I see the
+就像你可以非常一致，这是一件事，就像当我看到
+press about us now it's overwhelming like we just persisted yeah that's it we
+现在关于我们的新闻令人难以抗拒，就像我们只是坚持一样，是的，就是我们
+don't know tonight's success yeah ten years of persistence yes the
+不知道今晚的成功 是的 十年的坚持 是的
+overnight success is that ten years of persistence
+一夜成名在于十年的坚持
+um so you've done all these remarkable things as a company and the one that I
+嗯，作为一家公司，你们已经做了所有这些非凡的事情，也是我所认为的
+think is most remarkable or sort of the most important of the future of the
+认为是未来最引人注目或最重要的
+world is that I think in the last 11 years genetic testing because of you has
+我认为在过去的 11 年里，基因检测因为你而变得更加美好
+gone from something that people are afraid of to something that is now
+从人们害怕的东西变成了现在的东西
+
+00:24
+00:24
+accepted is a really important part of putting people in charge of their lives
+接受是让人们掌控自己生活的一个非常重要的部分
+in their health but I'd love to hear what the next 11 years look like and you
+他们的健康状况良好，但我很想听听未来 11 年会是什么样子，还有你
+know if we had this conversation in 2029 while we would be talking about new
+知道我们是否在 2029 年进行这样的对话，同时我们会谈论新的
+accomplishments then so I said like my my original mission like if you think
+那么我说就像我最初的使命一样，如果你认为
+back to my Wall Street days was like I think the system is broken like how am I
+回到我在华尔街的��子，就像我认为系统已经坏了，就像我一样
+gonna be healthy so success for me is like I would like to be healthy 200 so I
+会变得健康所以对我来说成功就像我想要健康200所以我
+now know I have my genetic information I
+现在知道我有我的遗传信息
+can learn about things and I have set up this research machine where I can
+可以学习一些东西，我已经建立了这个研究机器，我可以在那里
+collect data from all my customers we can make discoveries we give those
+从我所有的客户那里收集数据我们可以发现我们给这些
+discoveries back to our customers I have
+我的发现回馈给我们的客户
+this amazing machine for discovery now I want to execute on the vision of like I
+这台令人惊奇的发现机器现在我想像我一样实现我的愿景
+would like to be healthy at 100 so like success for me is how do I now I just
+我想在 100 岁时保持健康，所以对我来说成功就是我现在如何做
+empowered you have five million people empowered to learn about themselves and
+让五百万人有能力了解自己并了解自己
+
+00:25
+00:25
+they keep coming back we collectively as a 5 million you know person community
+他们不断回来，我们作为一个拥有 500 万认识的人的社区
+and growing is that the biggest genetic data set in the world by far yeah that's
+迄今为止世界上最大的遗传数据集正在不断增长，是的，那就是
+awesome with health information yeah yeah but like to me that's where like
+健康信息很棒，是的，但是对我来说，那就是这样
+there's a power in what we can do now to make discoveries about prevention so we
+我们现在可以做的就是发现预防措施，所以我们
+have the drug discovery arm to me I look
+我有药物发现部门，我看
+at it as like we have two aspects I hear like you're healthy today you want to
+就好像我们有两个方面 我听说你今天很健康 你想要
+keep staying healthy you have a condition that like you just have this
+保持健康 你有这样的情况
+like so we want to have drug discovery for that now we like to keep you healthy
+就像我们希望进行药物发现一样，现在我们希望保持您的健康
+and I think about who like what are the partnerships I can do what's like what's
+我会考虑谁喜欢我可以做的合作伙伴关系是什么
+the community I can form to actually help you make behavior changes so one
+我可以组建一个社区来真正帮助您改变行为，所以
+thing I see all the time when I meet people like again all economic levels
+当我遇到不同经济水平的人时，我总是看到这样的事情
+all socio-economic groups people want to
+人们想要的所有社会经济群体
+be healthier they don't necessarily know how and I see this like you know people
+变得更健康，他们不一定知道如何做，我像你认识的人一样看待这一点
+don't necessary know like oh or the Doritos really bad soda really bad like
+没必要知道像哦或者多力多滋真的很糟糕苏打水真的很糟糕像
+it's remarkable how much like there's a disconnect between like you hear things
+令人惊奇的是，你听到的东西之间有多么脱节
+
+00:26
+00:26
+but you don't really know what are the ways that we're gonna be able to help
+但你真的不知道我们能提供哪些帮助
+have you healthy discovered anything that is I mean obviously the whole point
+你有没有发现任何我的意思显然是重点的事情
+of this is it's personalized but any generally accept any any general trends
+其中之一是它是个性化的，但任何普遍接受任何总体趋势
+that you've discovered that apply to a lot of people they might not already be
+你发现这适用于很多人，但他们可能还没有适用
+aware of like I think most people know they probably shouldn't drink so much
+我想大多数人都知道他们可能不应该喝那么多
+soda know but there's probably people like some people who could absorb more
+苏打水知道，但可能有人像某些人一样可以吸收更多
+sugar than others I think those are the types of things like we're all pretty
+糖比其他人我认为这些都是我们都很漂亮的类型
+different like the beauty of humanity is that you're meant to survive like you
+不同的是，人性之美在于你注定要像你一样生存
+just look at you can look at it from the perception of viruses like you have the
+只要看看你就可以从病毒的角度来看待它，就像你有
+1918 flu lots of people died some people
+1918年流感导致很多人死亡，一些人
+survived some people are immune the same thing with you know foods like some
+有些人幸存下来，你知道像某些食物一样具有免疫力
+people just can eat a lot of sugar some people can't and that's why I like we
+人们可以吃很多糖，有些人则不能，这就是为什么我喜欢我们
+are still around on the planet today so I think the main thing that I would say
+今天仍然存在于地球上，所以我认为我要说的主要内容
+take away is that there's a there's a lot of variability 100% like you
+要点是，有很多变化，100%像你一样
+shouldn't smoke you should exercise more you should eat better but there is like
+不应该吸烟 你应该多运动 你应该吃得更好 但是有
+there's some people couldn't smoke and never get cancer there's some people who
+有些人不抽烟也永远不会得癌症，有些人却
+
+00:27
+00:27
+eat a lot and they never get overweight like some people don't exercise doesn't
+吃得很多，他们永远不会超重，就像有些人不运动一样
+really matter how far away are we from someone being able to spit in a tube and
+真正重要的是我们离能够在管子里吐口水的人有多远
+you tell them like here's what you need to do to have a good shot at that means
+你告诉他们，这就是你需要做的事情，才能取得好成绩，这意味着
+100 so that's one of the things that's most exciting is like what we can do by
+100 所以这是最令人兴奋的事情之一，就像我们可以做的那样
+having a community of people who are all engaged we're starting to do what we
+拥有一个全员参与的社区，我们开始做我们想做的事
+call these intervention studies so we did our first one on weight loss so we
+称这些为干预研究，所以我们做了第一个关于减肥的研究，所以我们
+had 70,000 people doing you know a six arm weight loss study so that's the
+有 70,000 人在做你知道的六臂减肥研究，所以这就是
+first time we're doing it in that kind of scale specifically to see based on
+我们第一次以这种规模来做这件事，专门是为了基于
+your DNA are there differences in weight loss I'm also I'm personally obviously
+你们的DNA在减肥方面有差异吗？我也是，我个人也很明显
+motivated in the parkinson's space of people who are genetically high-risk are
+帕金森病遗传高风险人群的动机是
+there behaviors that can lower your risk and how much then can you lower your
+有哪些行为可以降低您的风险，以及您可以降低多少风险
+risk so we're starting to do those types of studies specifically because like
+风险，所以我们开始专门进行这些类型的研究，因为像
+that's what our customers want like our customers specifically want to know
+这就是我们的客户想要的，就像我们的客户特别想知道的
+exactly what you just have lately tell me what to do yeah so like my like when
+正是你最近所做的，告诉我该怎么做，是的，就像我喜欢的那样
+
+00:28
+00:28
+you say again success for me is like at the end of this decade I will tell you
+你再说一次，对我来说成功就像在这十年结束时我会告诉你
+what to do at the end of like by 2020 why I look at it was like well no I look
+到 2020 年年底要做什么 为什么我会这么看
+yeah and of yeah the next ten years of the company so I'm already 10 and 12
+是的，是的，公司的下一个十年，所以我已经 10 岁和 12 岁了
+years in so they give me another eight years that's pretty exciting I'm on it
+几年了，所以他们又给了我八年时间，这非常令人兴奋，我正在努力
+I'm honest am I will follow the instructions to the letter thank you
+老实说，我会严格按照说明进行操作，谢谢
+very much for taking the time you're welcome anytime it's really fun super fun
+非常感谢您随时抽出时间，真的很有趣，超级有趣

index.htm

@@ -0,0 +1,50 @@
+<!doctype html>
+<html>
+	<head>
+		<meta charset="utf-8" />
+		<meta name="viewport" content="width=device-width" />
+		<title>My static Space</title>
+		<link rel="stylesheet" href="style.css" />
+	</head>
+	<body>
+		<div class="card">
+			<h1>Welcome to Cobralist Space!</h1>
+            <ul>
+    <li><a href="files/ycombinator_wA0qC9D4LA0.txt">The best AI founders in the world are moving here(71k/20240315)</a></li>
+    <li><a href="files/ycombinator_al-15mMAS18.txt">Building Confidence In Yourself and Your Ideas(106k/20240229)</a></li>
+    <li><a href="files/ycombinator_43RhhwpiSk0.txt">Do Technical Founders Need Business Co-Founders？(102k/20240111)</a></li>
+    <li><a href="files/ycombinator_qFBUd0b8TjY.txt">AI and the Future of Law： The 10 Year ＂Overnight＂ Success Story(29k/20231115)</a></li>
+    <li><a href="files/ycombinator_HQjjgi6271k.txt">50 Founders Share Why They Applied To Y Combinator(19k/20231011)</a></li>
+    <li><a href="files/ycombinator_R2fAYn8R318.txt">How I built a $275 million biotech company from nothing(42k/20230929)</a></li>
+    <li><a href="files/ycombinator_DmehFuCMtvc.txt">Startup Experts Reveal Their Favorite Pivot Stories(107k/20230721)</a></li>
+    <li><a href="files/ycombinator_RD5EAMOh7fE.txt">How Generosity Built Tech Giants(45k/20230530)</a></li>
+    <li><a href="files/ycombinator_qnav9vgHDHs.txt">How To Change The World？ Get The Small Things Right – Dalton Caldwell and Michael Seibel(106k/20220202)</a></li>
+    <li><a href="files/ycombinator_YNAOXokK--o.txt">DoorDash at YC Summer 2013 Demo Day(180k/20201209)</a></li>
+    <li><a href="files/ycombinator_GurelYsSFeM.txt">Jay Reno of Feather, a Furniture Subscription Startup(11k/20190814)</a></li>
+    <li><a href="files/ycombinator_LLerCc7MOQo.txt">Ilya Volodarsky - Analytics for Startups(93k/20190801)</a></li>
+    <li><a href="files/ycombinator_845O4RE1XDM.txt">Paul Graham： What are some common mistakes founders make？(19k/20190716)</a></li>
+    <li><a href="files/ycombinator_WmFJpv7-VyY.txt">Simone Giertz on Her Robots and Returning to Work After Brain Surgery(18k/20190605)</a></li>
+    <li><a href="files/ycombinator_O-LKD3yUnk0.txt">Harry Zhang with Kevin Hale on Building Lob to Automate the Offline World(6k/20190424)</a></li>
+    <li><a href="files/ycombinator_Ir3hGtg0Wog.txt">The Path to $100B by Paul Buchheit(105k/20181024)</a></li>
+    <li><a href="files/ycombinator_yhnP0LUXHBI.txt">Cannabis Startup Founders David Hua and Vincent Ning on Legalization, Banking, and Industry Trends(4k/20181011)</a></li>
+    <li><a href="files/ycombinator_TINnOrH_jc4.txt">Mathematical Approaches to Image Processing with Carola Schönlieb(3k/20180509)</a></li>
+    <li><a href="files/ycombinator_fE_kCkJ8fEA.txt">Crypto Investors - Linda Xie and Avichal Garg(6k/20180502)</a></li>
+    <li><a href="files/ycombinator_zZN-3RpdjcY.txt">Anne Wojcicki ： How to Build the Future(44k/20180413)</a></li>
+    <li><a href="files/ycombinator_bSbPXrQ9Wf8.txt">Paul Buchheit - Startup Investor School Day 2(26k/20180307)</a></li>
+    <li><a href="files/ycombinator_muWW7QWUnGk.txt">Microbes, Robots, and Ambition - Robin Sloan on His Novel Sourdough(2k/20171129)</a></li>
+    <li><a href="files/ycombinator_n-3Pt6HoWmA.txt">Sarah Chou on Finding Product-Market Fit in the Education Industry - at YC Edtech Night(8k/20171121)</a></li>
+    <li><a href="files/ycombinator_mH11ImPJeDc.txt">Mark Zuckerberg On Yahoo's Billion Dollar Offer(303k/20171030)</a></li>
+    <li><a href="files/ycombinator_x86QJQQy17s.txt">Robotics and 3D Printing with Voodoo Manufacturing(3k/20171026)</a></li>
+    <li><a href="files/ycombinator_X6ndbpY2TYI.txt">Baidu's AI Lab Director on Advancing Speech Recognition and Simulation(5k/20170811)</a></li>
+    <li><a href="files/ycombinator_JoqKkXv6-gI.txt">Reshma Shetty Speaks at Y Combinator's Female Founders Conference 2016(5k/20160531)</a></li>
+    <li><a href="files/ycombinator_Cmd5yOjnOqo.txt">The Muse's Kathryn Minshew Speaks at the Female Founders Conference 2016(20k/20160506)</a></li>
+    <li><a href="files/ycombinator_Z_ZzQmmSN5Y.txt">YC SUS： Michael Seibel and Eric Migicovsky discuss How to Launch an MVP(61k/20200124)</a></li>
+    <li><a href="files/ycombinator_viRkOHNG4Mo.txt">It only really matters if you can find a handful of users that use your product habitually.(19k/20240617)</a></li>
+    <li><a href="files/ycombinator_oXHOqwLpfCo.txt">The internet weirdo to creator of new industries pipeline(16k/20240604)</a></li>
+    <li><a href="files/ycombinator_5MUmpRT197I.txt">What they forget to mention about ＂overnight success＂ is the years of work it took to get there.(17k/20230711)</a></li>
+    <li><a href="files/ycombinator_ZIj_oFk2Af0.txt">Your outreach emails should probably pass this test before you hit send.(19k/20230417)</a></li>
+    <li><a href="files/ycombinator_mzBrYp3d0y0.txt">Investors don’t validate your startup — users do.(16k/20230403)</a></li>
+</ul>
+		</div>
+	</body>
+</html>