From e883ff6c32fe75c2f30257d856be792d37ba6dd7 Mon Sep 17 00:00:00 2001
From: wizardforcel <562826179@qq.com>
Date: Sat, 4 Jul 2020 10:31:15 +0800
Subject: [PATCH] 2020-07-04 10:31:14

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+# Ron Conway at Startup School 2012  
+
+> `[00:00:00]` The funny thing is we\'re we\'re sitting in the back seeing which switch stories can we tell in which ones are too secret because for every wrong who is like an iceberg for every story.
+
+`[00:00:00]` 有趣的是，我们坐在后面，看哪些故事太秘密了，因为对于每一个错误，谁就像每一个故事的冰山。
+
+> Where were you where you hear how he saved the day.
+
+你在哪里听说他救了我。
+
+> There\'s a bunch where you can never tell how he saved the day he was ever seen Pulp Fiction sort of like the Wolf.
+
+有一群人，你永远不知道他是如何拯救了他曾经被看到的纸浆小说，有点像“狼”。
+
+> He\'s clean cleaned a lot of brains off the back wins windows and cars.
+
+他干干净净地洗了很多后脑勺，赢得了窗户和汽车。
+
+> `[00:00:27]` He laughs nervously but does not contradict me.
+
+`[00:00:27]` 他紧张地笑着，但没有反驳我。
+
+> So Ron and Ron like officially Ron is ASV angel right.
+
+所以罗恩和罗恩就像正式的罗恩一样，是 ASV 天使对吧。
+
+> `[00:00:38]` You are the limited partners.
+
+`[00:00:38]` 你们是有限合伙人。
+
+> Something like that of SB angel.
+
+就像某人的天使。
+
+> `[00:00:41]` I\'m not a managing partner.
+
+`[00:00:41]` 我不是管理合伙人。
+
+> David Leighs the managing partner because I don\'t like being a fiduciary.
+
+大卫·雷伊是执行合伙人，因为我不喜欢做信托人。
+
+> I am just the largest investor.
+
+我只是最大的投资者。
+
+> `[00:00:50]` But officially Ron Conway doesn\'t invest in your company worthS.V.
+
+`[00:00:50]` 但根据官方说法，罗恩·康维并不投资于你的公司。
+
+> angel investor right.
+
+天使投资者是对的。
+
+> So if you ever see that in a cap table that\'s that\'s Ranko.
+
+所以，如果你在帽子桌上看到这个，那就是兰科。
+
+> `[00:00:59]` So how many startups have you funded now since 1994.
+
+`[00:00:59]` 自 1994 年以来，你资助了多少家初创公司？
+
+> About six hundred and fifty 1994.
+
+大约六百五十个 1994 年。
+
+> `[00:01:08]` How many and we\'re not born yet in 1994.
+
+`[00:01:08]` 1994 年有多少人还没有出生。
+
+> It\'s not that many 650 including Can you name some of the more successful ones.
+
+它没有那么多 650，你能说出其中一些比较成功的吗？
+
+> `[00:01:21]` Ask Jeeves was the first.
+
+`[00:01:21]` 问吉夫斯是第一个。
+
+> A good quality event that we had Google Facebook Twitter page how Pinterest.
+
+一个高质量的事件，我们有谷歌 Facebook Twitter 页面如何 Pinterest。
+
+> `[00:01:30]` OK.
+
+`[00:01:30]` 好的。
+
+> You\'re doing pretty well.
+
+你做得很好。
+
+> `[00:01:33]` And then and then the see companies air BMV and Dropbox.
+
+`[00:01:33]` 然后看公司的航空 BMV 和 Dropbox。
+
+> The way I see companies that are already getting very big scale.
+
+在我看来，已经有了很大规模的公司。
+
+> `[00:01:43]` How did you how did you get into this.
+
+`[00:01:43]` 你是怎么弄到这件事的。
+
+> You started out as a founder yourself right back when startups made computers.
+
+当创业公司制造电脑的时候，你开始是一个创立者。
+
+> Right.
+
+右（边），正确的
+
+> `[00:01:52]` Even though I don\'t invest in hardware today the company that I cofounded was Alto\'s computer back in the late 70s and we ended up taking their company public in 1982 and and my experience at Alto\'s plus two other startups that I cofounded is what gives me such respect for what entrepreneurs go through.
+
+`[00:01:52]` 尽管我今天不投资硬件，但我共同创立的公司是 20 世纪 70 年代末的 Alto 电脑，我们最终在 1982 年将他们的公司上市，而我在阿尔托公司(Alto‘s)的经历，再加上我共同创立的另外两家初创公司，让我对企业家的经历产生了如此的尊重。
+
+> The theme all day is that hey it\'s not easy it\'s it\'s actually hard.
+
+整天的主题是，嘿，这不容易，实际上很难。
+
+> I know that because I did it it was even harder then in a lot of ways.
+
+我知道，因为我做到了，在很多方面甚至更难。
+
+> You\'re raising money stories.
+
+你在筹钱。
+
+> Yes.
+
+是
+
+> Back in 0 back in the late 70s in order to get venture capital you had to have high growth and be profitable if you weren\'t you didn\'t even qualify.
+
+回到 70 年代末的 0，为了获得风险投资，你必须有高增长，如果你没有资格的话，你就能盈利。
+
+> `[00:02:48]` So why did people take venture capital profitable and growing fast.
+
+`[00:02:48]` 那么，为什么人们会拿风险投资赚钱，而且增长很快。
+
+> Well in the case of Alto it was a hardware company.
+
+就阿尔托而言，那是一家硬件公司。
+
+> `[00:02:56]` So we had a lot of cost of goods and marketing.
+
+`[00:02:56]` 所以我们的商品和营销成本很高。
+
+> And so we wanted to build a war chest to keep building the business.
+
+所以我们想要建立一个战争基金来继续建立业务。
+
+> `[00:03:06]` Okay.
+
+`[00:03:06]` 好的。
+
+> `[00:03:07]` So that in fact Da Vinci was Don Valentine from Sequoia who you know is really I think the patron saint of venture capital patron.
+
+`[00:03:07]` 事实上，达·芬奇是红杉的唐·瓦伦丁，你知道吗，我认为他是风投赞助人的守护神。
+
+> `[00:03:18]` He\'s retired now.
+
+`[00:03:18]` 他现在退休了。
+
+> What was.
+
+是什么。
+
+> What\'s changed about startups since then.
+
+从那以后，初创公司发生了什么变化。
+
+> `[00:03:27]` Well I I think it\'s I\'d rather talk about what\'s not changed.
+
+`[00:03:27]` 嗯，我想我宁愿说什么没有改变。
+
+> `[00:03:33]` OK sure.
+
+`[00:03:33]` 好的。
+
+> That was going to be my next question.
+
+这将是我的下一个问题。
+
+> Oh yes.
+
+哦，是的。
+
+> `[00:03:37]` Because what\'s not changed is what Jessica talked about which is you have to have determination and conviction.
+
+`[00:03:37]` 因为杰西卡所说的没有改变，那就是你必须有决心和信念。
+
+> You have to be a leader.
+
+你必须是一个领导者。
+
+> You know what has changed is in the workplace people drink less at Alto\'s.
+
+你知道，改变的是在工作场所，人们在阿尔托喝得更少。
+
+> `[00:04:01]` That\'s not what I thought you were going to buy in the back of my mind.
+
+`[00:04:01]` 那不是我以为你会在我脑子里买的东西。
+
+> `[00:04:03]` I\'ve been saying hey wait a minute I want to answer the question about what has changed at Alto\'s.
+
+‘
+
+> We had a CFO who is in her 60s and at five o\'clock everyday she would wheel around the booze cart everyone would have a drink chit chat for a little bit.
+
+我们有一位 60 多岁的首席财务官，每天五点左右，她会在酒车里转来转去，每个人都会喝一杯，聊一聊。
+
+> It wasn\'t even a happy hour.
+
+那不是一个快乐的时刻。
+
+> It was a happy 10 minutes.
+
+这是一个快乐的 10 分钟。
+
+> But then it motivated everyone to stay till 9 or 10 o\'clock at night.
+
+但它激励着每个人在晚上 9 点或 10 点之前。
+
+> Now our Modou are kind of a model was work hard and play hard.
+
+现在，我们的 MOMOU 是一种模式，是努力工作和娱乐的。
+
+> `[00:04:38]` And at the same time Yeah we actually we did it via multitasking I think the startup\'s today know how to segment a little better and they have happy hour at the on a Friday instead of everyday instead of everyday.
+
+`[00:04:38]` 同时，是的，我们实际上是通过多任务完成的，我认为今天的初创公司知道如何更好地分割，他们在星期五而不是每天都有快乐的时间。
+
+> So what else is changing besides breaking.
+
+所以除了破碎之外还有什么变化。
+
+> `[00:05:00]` Well I think what has not changed is is the fact that once you you have to focus on growth.
+
+`[00:05:00]` 我认为没有改变的是，一旦你必须专注于增长。
+
+> Back in the hardware days you didn\'t have to focus.
+
+在硬件时代，你不需要集中精力。
+
+> In my opinion on product or consumer satisfaction is much interesting.
+
+在我看来，对产品或消费者的满意是非常有趣的。
+
+> Yeah it was more like you know Ship Ship Ship and get it out and if it doesn\'t work take it back and fix it because hardware was so hard to ship that if you could ship at all.
+
+是的，它更像是你知道船，把它拿出来，如果它不能工作，把它拿回来修理它，因为硬件太难出货了，如果你能出货的话。
+
+> `[00:05:31]` That was consumer satisfaction.
+
+`[00:05:31]` 那是消费者的满意。
+
+> Exactly.
+
+一点儿没错
+
+> Customers were happy just to get it back at the end of it if it didn\'t work.
+
+如果它不起作用的话，顾客们很乐意在它结束的时候把它拿回来。
+
+> `[00:05:38]` We had this big RMV department return material authorizations.
+
+`[00:05:38]` 我们有一个很大的 RMV 部门退回材料授权书。
+
+> But today what\'s changed.
+
+但今天一切都变了。
+
+> And now whileS.V.
+
+而现在.。
+
+> ángela the best decision I ever made in 1994 was only to invest in Internet software in 1994 in 1994 so I think hardware scarred me.
+
+1994 年我所做的最好的决定就是在 1994 年投资于互联网软件，所以我认为硬件给我留下了伤痕。
+
+> But but that was the best decision I ever made is that in 94 thinking this thing called the Internet is going to be really disruptive.
+
+但这是我做过的最好的决定，在 94 年的时候，我认为这个叫做互联网的东西会带来很大的破坏。
+
+> `[00:06:12]` Back then like 1984.
+
+`[00:06:12]` 那时就像 1984 年。
+
+> It probably meant the Internet not the web like the web sort of existed.
+
+它可能意味着互联网，而不是像网络那样存在的网络。
+
+> `[00:06:17]` Had you heard of it when you decided to go into Internet investing back in 1990 were you thinking like FPP in e-mail.
+
+`[00:06:17]` 当你在 1990 年决定投资互联网的时候，你听说过吗？你在电子邮件中想过像 FPP 那样的想法吗？
+
+> Well it would be it would be more like people would say TCP/IP.
+
+这更像是人们所说的 TCP/IP。
+
+> `[00:06:30]` Yeah as often as they would say the Internet.
+
+`[00:06:30]` 是的，就像他们常说的互联网一样。
+
+> And I remember it as TCP/IP at the time but in the end people would talk about email but know they\'d have to explain what e-mail was.
+
+我记得当时它是 TCP/IP，但最终人们会谈论电子邮件，但他们知道他们必须解释电子邮件是什么。
+
+> `[00:06:44]` It was this protocol on TCP/IP.
+
+`[00:06:44]` 这是 TCP/IP 上的协议。
+
+> `[00:06:49]` So you sort of didn\'t get in at the ground floor of an idiot investor and you got it in a basement or in the basement go up say yes to the lowly went up the stairs to the to the first floor.
+
+`[00:06:49]` 所以你不是在一个白痴投资者的底层，而是在地下室或者地下室里，对低层的人说“是的”，然后爬到第一层。
+
+> How did you like that was a really good decision.
+
+你觉得这是个很好的决定。
+
+> It turns out to get into Internet investing in 1994.
+
+结果是在 1994 年进入互联网投资。
+
+> But like why did how did you do that.
+
+但就像你为什么要这么做。
+
+> `[00:07:08]` Well I was in CO investing with Ben Rosen at the time after founding a couple of companies I discovered because I started dabbling in angel investing that I really enjoyed mentoring entrepreneurs more than being the entrepreneur or myself.
+
+`[00:07:08]` 在我创立了几家公司后，我在 CO 投资公司工作，因为我开始涉足天使投资，我更喜欢指导企业家，而不是作为企业家或我自己。
+
+> So in 94 is when I sold my second company and went home and told my wife hey you know I found a new job and she said I didn\'t know you were looking.
+
+所以，在 94 年，我卖掉了第二家公司，回家对妻子说嘿，你知道我找到了一份新工作，她说我不知道你在找什么。
+
+> And I said Yeah I\'m going to do this angel investing for the rest of my life.
+
+我说，是的，我要做这个天使投资我的余生。
+
+> `[00:07:44]` What did she think of that.
+
+`[00:07:44]` 她是怎么想的。
+
+> Did she know what she was getting into.
+
+她知道她在做什么吗。
+
+> `[00:07:47]` She\'s always thought it was crazy so she thinks I\'m crazy today.
+
+`[00:07:47]` 她总是认为这很疯狂，所以她认为我今天疯了。
+
+> But but.
+
+但是.。
+
+> `[00:07:56]` I sat with Ben Rosen who is then the chairman of Compaq.
+
+`[00:07:56]` 我和当时担任康柏公司主席的本·罗森坐在一起。
+
+> Ben lives in New York and we said.
+
+本住在纽约我们说。
+
+> Innovation is all about growth.
+
+创新就是增长。
+
+> So we said let\'s just find a sector that\'s growing like crazy or is going to grow like crazy and be disruptive because innovation is disruptive.
+
+所以我们说，让我们找到一个正在疯狂成长的行业，或者是一个疯狂的行业，因为创新是颠覆性的。
+
+> And we said hey let\'s let\'s just throw all in on the internet so our only rural is Internet software and off we went in sitting here today still only Internet software.
+
+我们说，嘿，让我们把一切都投入到互联网上吧，所以我们唯一的农村是互联网软件，今天我们坐在这里，仍然只有互联网软件。
+
+> Now the market\'s gotten huge.
+
+现在市场变得很大。
+
+> I still think we\'re in the infancy on the internet though I\'ve been saying this since 1994 I believe it more than ever.
+
+我仍然认为我们在互联网上还处于起步阶段，尽管我从 1994 年就开始这么说了，我比以往任何时候都更相信这一点。
+
+> Just add a little touch of e-commerce on top of the Internet and you\'re talking about you know an opportunity that\'s as big as all the Internet today especially with with Facebook an open graph helping companies go find their customers and Pinterest will probably be an effect fact I\'ll quote the monetization guy on twitter.
+
+只要在互联网上加上一点电子商务，你就会知道一个机会和今天所有的互联网一样大，特别是在 Facebook 上，一个开放的图表帮助公司找到他们的客户，Pinterest 可能会成为一个影响的事实，我会在 Twitter 上引用这个赚钱的家伙的话。
+
+> I won\'t even take the risk of misquoting but the monetization guy at Twitter told me a couple of weeks ago he goes a Twitter is on a tear.
+
+我甚至不愿意冒错误引用的风险，但 Twitter 的货币化者几周前告诉我，他去推特(Twitter)是一滴眼泪。
+
+> Now you know like Google and Facebook once they get to stride you know Twitter\'s got a really nice growth rate now took awhile more than normal revenue growth revenue growth.
+
+现在你知道了，就像谷歌和 Facebook 一样，一旦他们开始大步前进，你就知道 Twitter 的增长速度非常好，现在的增长速度要比正常的收入增长要花上一段时间。
+
+> Okay this is about revenue growth and this guy said to me it will never grow like Pinterest was once they decide to monetize because they will be an e-commerce engine like never before and they\'ll there\'ll be many other companies like that that take advantage of e-commerce.
+
+好吧，这是关于收入增长的，这个人对我说，Pinterest 公司永远不会像 Pinterest 那样，决定赚钱，因为他们将成为一个前所未有的电子商务引擎，他们还会有许多像这样的公司利用电子商务。
+
+> So it\'s it\'s early days.
+
+所以现在还早呢。
+
+> `[00:09:53]` That\'s encouraging.
+
+`[00:09:53]` 这是鼓舞人心的。
+
+> Yeah I couldn\'t be more and you agree with you agree with Ben Horowitz there\'s still stuff left here and lots of lots.
+
+是的，我不能再多了，你同意本？霍洛维茨的观点，这里还有很多东西。
+
+> So what are the biggest.
+
+那么最大的是什么。
+
+> What are the biggest misses you\'ve had.
+
+你最大的失误是什么？
+
+> You remember some big ones you missed.
+
+你还记得一些你错过的大案子。
+
+> `[00:10:08]` Well yes.
+
+`[00:10:08]` 是的。
+
+> This is in 1998 99 when the bubble was starting to take effect and I thought 30 million dollar valuation forSalesforce.com was a little too high.
+
+这是在 1998 年 99 年泡沫开始生效的时候，我认为 Salesforce.com 3000 万美元的估值有点太高了。
+
+> It\'s 21 billion today.
+
+今天是 210 亿。
+
+> Pandora Pandora.
+
+潘多拉。
+
+> I had just gotten out of Napster Napster fire and finally had to declare bankruptcy because of all the egos in the world and in the music world.
+
+我刚刚从纳普斯特大火中解脱出来，最后因为世界上和音乐世界里所有的自我，我不得不宣布破产。
+
+> I don\'t think it\'s just egos in them.
+
+我不认为这只是他们的自我。
+
+> I wish.
+
+我希望。
+
+> And so I was I was hedging on the music space so for that reason I didn\'t invest in Pandora Palin Teer could have injured invested there didn\'t understand the size of the market even though we invest in the entrepreneur first.
+
+因此，我在音乐领域进行对冲，因此我没有投资潘多拉·佩林·蒂尔(Pandora Palin Teer)，这可能会伤害我在那里的投资，他不了解市场的规模，尽管我们首先投资的是企业家。
+
+> In the case of Pandora you know I made a dumb move and said hey I\'m not sure I get how big that market is.
+
+在潘多拉的例子中，你知道我做了一个愚蠢的举动，说：嘿，我不确定我是否知道这个市场有多大。
+
+> Kickstarter we could have invested in it in early as well didn\'t really get what.
+
+Kickstarter，我们可以在早期投资它，但没有真正得到什么。
+
+> What crowdsourcing was.
+
+众包是什么。
+
+> And look at that space today.
+
+看看今天的空间。
+
+> It\'s it\'s the lifeblood for a lot of startups and we have the.
+
+这是许多初创公司的命脉，我们有。
+
+> The jobs act that takes the legal confusion out of crowdsourcing.
+
+就业法案从众包中消除了法律上的混乱。
+
+> `[00:11:43]` Do you think.
+
+`[00:11:43]` 你认为。
+
+> Do you think there\'s a pattern to what investors miss.
+
+你认为投资者所错过的东西是有规律的吗？
+
+> In general not just you but investors in general.
+
+一般来说，不仅仅是你，还有一般的投资者。
+
+> If there\'s a founders are working on something that\'s good but investors are not going to get like what kind of things do investors not get.
+
+如果有一位创始人正在做一件好事，但投资者不会得到投资者所没有的那种东西。
+
+> `[00:11:59]` Well I think investors don\'t get probably the stuff that is you know is the first one.
+
+`[00:11:59]` 我认为投资者可能没有得到你知道的第一件事。
+
+> Pinterest would be an example.
+
+Pinterest 就是一个例子。
+
+> Ben talked about how hard it was to raise money.
+
+本谈到筹集资金有多难。
+
+> And if you look at a virtual Pinboard you know that\'s a brand new idea.
+
+如果你看一下虚拟棋盘，你就会知道这是一个全新的想法。
+
+> So I think investors even though they like to say I\'m in venture capital I take risk.
+
+因此，我认为投资者，即使他们喜欢说我在风险投资，我承担风险。
+
+> They look for pattern recognition which in this business is probably a mistake.
+
+他们寻找模式识别，这在这个行业可能是一个错误。
+
+> Look at Twitter in the early days you know that was that was a brand that was a brand new idea and lots of Easy\'s turned down Twitter.
+
+看看早期的 Twitter，你知道这是一个全新的想法，很多人都很容易拒绝 Twitter。
+
+> `[00:12:46]` So with SFE you\'ll tell the story of how you ended up investing in Twitter.
+
+`[00:12:46]` 有了 SFE，你会讲述你是如何在 Twitter 上投资的。
+
+> Sure that\'s a funny story with a way it is with V Angel though we invest in in the entrepreneur first.
+
+当然，这是一个有趣的故事，虽然我们首先投资的是企业家，但 V 天使也是如此。
+
+> `[00:13:00]` We invest in the human being and all of our biggest successes is when we said hey wow that\'s a really forward thinking idea but let\'s go run with it.
+
+`[00:13:00]` 我们投资于人类，我们最大的成功是当我们说嗨，哇，这是一个非常前瞻的想法，但让我们继续努力吧。
+
+> I love that entrepreneur.
+
+我喜欢那个企业家。
+
+> I want to invest in every one of their companies.
+
+我想投资他们的每一家公司。
+
+> So so when I invest in an entrepreneur I\'m investing for life unless they do something wrong.
+
+因此，当我投资于一位企业家时，我将终生投资，除非他们做错了什么。
+
+> I want to invest for example in Shawn Fanning\'s sixth startup airtime.
+
+例如，我想投资于肖恩·范宁(ShawnFning)的第六个创业时间。
+
+> So for me it\'s it\'s a lifelong commitment.
+
+所以对我来说，这是一种终生的承诺。
+
+> It makes it more interesting when you have this awesome relationship with a founder where they know me like a book and I know them like a book so we can move fast and give each other advice.
+
+当你和一位创始人建立了一段令人敬畏的关系时，他们就像一本书一样了解我，而我就像一本书一样了解他们，这样我们就能快速行动，给对方建议。
+
+> So you invested in Odeo right.
+
+所以你投资了 Odeo 对吧。
+
+> Yeah.
+
+嗯
+
+> So back to Twitter.
+
+回到推特。
+
+> Back to Twitter I invested in Odeo with Evan Williams and his team Jack Dorsey was part of that team.
+
+回到 Twitter，我与 EvanWilliams 和他的团队投资了 Odeo，杰克·多尔西也是这个团队的一员。
+
+> So is Biz Stone and ODEIO didn\'t work out and Odeo was in an incubator called ObviousCorp.
+
+BizStone 和 ODEIO 也没有成功，Odeo 也在一个名为 ObviousCorp 的孵化器里。
+
+> So it is a classical innovator incubator who had like four or five projects going on Twitter was one of those other projects.
+
+所以，这是一个经典的创新者孵化器，在 Twitter 上有四五个项目，也是其他项目之一。
+
+> Jack was the father of the Twitter project and Odeo ended up shutting down.
+
+杰克是 Twitter 项目的父亲，Odeo 最终被关闭。
+
+> `[00:14:21]` Evan Williams was magnanimous to the investors and gave the investors their money back.
+
+埃文·威廉姆斯对投资者宽宏大量，把他们的钱还给了投资者。
+
+> Here\'s an entrepreneur.
+
+这是一位企业家。
+
+> Felt so bad and he had made a little bit of money not a ton of money certainly not enough to give your money back.
+
+他感到很难过，他赚了一点钱，没有一吨钱，当然也不足以把你的钱还给你。
+
+> He made a little bit of money selling Blogger to Google but he he felt an obligation to pay the investors back and I said this is going to sit in the bank until your next one and the next one was Twitter.
+
+他把博客卖给谷歌，赚了点钱，但他觉得有义务回报投资者，我说过，这会一直呆在银行里，直到你的下一个博客，下一个是推特(Twitter)。
+
+> So I invested 75 K in Twitter site on scene zero due diligence because I believed in that entrepreneur and then I got to know Jack and and look at Twitter today.
+
+所以我在 Twitter 网站上投入了 75K，因为我相信这位企业家，然后我认识了杰克，今天看了 Twitter。
+
+> `[00:15:01]` So you just you were already signed up for Twitter.
+
+`[00:15:01]` 你刚刚注册了 Twitter。
+
+> I was free where it was three three boarded on that airplane.
+
+在那架飞机上有三个人登上的地方我是自由的。
+
+> That\'s what I called betting on foul with no with no questions asked.
+
+这就是我所谓的下注犯规，不问任何问题。
+
+> What did you think of Twitter as an idea.
+
+你认为 Twitter 是什么想法。
+
+> Guess what.
+
+猜猜看
+
+> Never.
+
+绝不可能
+
+> `[00:15:20]` Never argue with the metrics.
+
+`[00:15:20]` 永远不要与度量标准争论。
+
+> So Twitter.
+
+所以推特。
+
+> It wasn\'t long before Twitter\'s growth rate on users and numbers of tweets was straight up there just now revenues going to catch up with it.
+
+不久之后，Twitter 在用户上的增长速度和推特的数量都直线上升，而现在，Twitter 的收入将迎头赶上。
+
+> It\'s going to be an awesome company but I never argue with growth so whenever we see a company that\'s growing at a thousand percent a month and in the early days when you\'re successful you will grow at a thousand percent a month because going from one users to 10 users.
+
+这将是一家了不起的公司，但我从来不反对增长，所以每当我们看到一家公司以每月 1000%的速度增长，在你成功的初期，你就会因为从一个用户增加到 10 个用户而每月增长百分之一。
+
+> But if if they\'re happy users and there\'s word of mouth because Twitter never advertise and there\'s good word of mouth and good PR that\'s the greatest company you can get.
+
+但如果用户很满意，因为 Twitter 从来不做广告，而且有好的口碑和公关，那么这是你能得到的最好的公司。
+
+> Look at the growth of Google.
+
+看看谷歌的发展。
+
+> Google was the very same way.
+
+谷歌也是如此。
+
+> `[00:16:10]` So Twitter you thought basically I don\'t know what this thing is.
+
+`[00:16:10]` 所以 Twitter 你认为基本上我不知道这是什么。
+
+> The graphs seem to be going about it.
+
+这些图表似乎正在进行中。
+
+> But yeah but it\'s growing which means users like it which means it\'s going to be successful.
+
+但是的，但是它正在增长，这意味着用户喜欢它，这意味着它将是成功的。
+
+> `[00:16:19]` There must be something there because if you look at Google Facebook and Twitter none of them had any idea what the monetization outcome was going to be.
+
+`[00:16:19]` 一定有一些东西，因为如果你看看谷歌，Facebook 和 Twitter，他们都不知道货币化的结果会是什么。
+
+> All they focused on was happy users and getting lots of them quickly.
+
+他们所关注的只是快乐的用户，很快就能得到很多用户。
+
+> And that ends up that\'s a great strategy.
+
+最后那是个很好的策略。
+
+> That\'s what Ben Silverman is doing at Pinterest today.
+
+这就是本？西尔弗曼今天在 Pinterest 所做的事情。
+
+> `[00:16:40]` They just knew that there was an important problem to be solved and they sort of had faith they would be able to make money somehow of course.
+
+`[00:16:40]` 他们只是知道有一个重要的问题需要解决，他们有信心，他们当然能够赚钱。
+
+> `[00:16:47]` And now Google is the one who probably took the biggest risk because now Ben can at least look back to Google Facebook and Twitter and say wow they made sure they had like a hundred million happy users and then they thought about monetization and you actually don\'t need to think about monetization that much.
+
+`[00:16:47]` 现在谷歌可能是冒最大风险的人，因为现在 Ben 至少可以回顾谷歌的 Facebook 和 Twitter，并说哇，他们确保拥有大约一亿快乐的用户，然后他们考虑了货币化，而你实际上不需要考虑那么多货币化。
+
+> Once you get to 100 million users gives you time to figure out hey wait a minute you know there\'s there\'s ways to turn this into a really viable business.
+
+一旦你有了 1 亿用户，你就有时间去弄清楚，嘿，等一下，你知道有办法把它变成一家真正可行的企业。
+
+> `[00:17:16]` So  `[00:17:16]` when Larry and Sergei were starting out doing Google they really didn\'t have they didn\'t know how they were going to make money.
+
+所以`[00:17:16]` 拉里和谢尔盖刚开始做谷歌的时候，他们真的不知道该如何赚钱。
+
+> `[00:17:23]` No not at all.
+
+`[00:17:23]` 不，一点也不。
+
+> I still have Google\'s first ten page investor slide deck and you get to the last page and it says thank you it doesn\'t.
+
+我还有谷歌前十页的投资者幻灯片，你可以看到最后一页，上面写着“谢谢”-它没有。
+
+> `[00:17:37]` It does not have the spreadsheet that is usually the last page.
+
+`[00:17:37]` 它没有通常是最后一页的电子表格。
+
+> `[00:17:42]` Yeah.
+
+`[00:17:42]` 是的。
+
+> And they were not apologetic about it.
+
+他们并没有为此道歉。
+
+> They said we have awesome technology and it will lead to monetization and we\'re not going to tell you something we don\'t know because we don\'t know how we\'re going to monetize it.
+
+他们说我们有超棒的技术，它将导致货币化，我们不会告诉你一些我们不知道的事情，因为我们不知道我们将如何将它货币化。
+
+> They were very honest about it and that was a novel thing in those days that was very novel and that\'s why people misconstrued that as arrogance when in fact Larry and Serguei were just being really bluntly honest with the investors that came in to see them.
+
+他们对此非常诚实，这在当时是一件很新奇的事，这也是为什么人们把它误解为傲慢，而实际上，拉里和塞尔盖只是对前来看他们的投资者非常坦率地诚实。
+
+> They were like hey if you look at our search results and they were so much better than the prior search engine which I was an investor in Ask Jeeves you know if you can\'t figure that out you\'re crazy.
+
+如果你看一下我们的搜索结果，它们会比我以前的搜索引擎要好得多，我是 AskJeeves 的投资者，你知道如果你不知道你是不是疯了。
+
+> Now I know I figured it out and I knew Ask Jeeves really well the minute we started doing Google searches when we went in to see Larry and Serguei we we said hey can one of our guys play with the search engine.
+
+现在我知道我明白了，我知道，当我们开始谷歌搜索的时候，当我们去看拉里和塞尔盖的时候，我就知道问吉维斯，我们中的一个人能和搜索引擎一起玩吗？
+
+> While I talked to Larry and Sergei and just because Google said we\'re based on relevance and page rank those are really easy words today.
+
+当我和拉里和谢尔盖交谈的时候，就因为谷歌说我们是基于相关性和页面排名的，所以今天这些词都很简单。
+
+> But back in 1997 when you said I have a search engine based on page rank if other people like that page and they they springboard off of that page then that page must be awfully good.
+
+但早在 1997 年，你说我有一个基于页面排名的搜索引擎，如果其他人喜欢这个页面，然后他们跳板，那么这个页面一定是非常好的。
+
+> So I\'m going to send more people to the pages that people like.
+
+所以我会派更多的人到人们喜欢的网页上。
+
+> And and it was all motivated by relevancy.
+
+而且所有的动机都是相关的。
+
+> `[00:19:20]` So what did you think when you first met them.
+
+`[00:19:20]` 当你第一次见到他们的时候，你是怎么想的。
+
+> Where did you first meet them.
+
+你第一次见到他们是在哪里。
+
+> Do you remember.
+
+你还记得吗。
+
+> `[00:19:24]` Oh of course I do on University Avenue.
+
+`[00:19:24]` 哦，我当然在大学大道上。
+
+> They had moved out of the garage in Menlo Park into the office lesy office the lucky office this is where people thought I was.
+
+他们已经从门罗公园的车库搬到了办公室，这间幸运的办公室，人们以为我在那里。
+
+> And then I think danger after that which is now Android was in that one office saw I actually heard about Google through David Cheriton who is a very famous Stanford professor and a founder himself.
+
+然后我认为，在那之后的危险，也就是现在的 Android 就在那个办公室里，我通过大卫·切里顿(DavidCheriton)听说过谷歌，他是斯坦福大学的一位非常著名的教授，也是
+
+> We were at a holiday party six months before I actually met Larry and Sergei and I said Hey you\'re on the you\'re in the labs at Stanford.
+
+在我见到拉里和谢尔盖的六个月前，我们在一个假日派对上，我说，嘿，你在斯坦福的实验室里。
+
+> You know what\'s cooking there.
+
+你知道那里在做什么。
+
+> David was an investor in our fund and we said all of our investors you know a David you can invest in the fund but you got to tell us when you see something interesting so at this Christmas party we were both in tuxedos and we both hate tuxedos.
+
+大卫是我们基金的投资者，我们说我们所有的投资者，你知道，大卫，你可以投资这个基金，但你要告诉我们，当你看到有趣的东西，所以在圣诞晚会上，我们都穿着晚礼服，我们都讨厌晚礼服。
+
+> I said to get our mind off this.
+
+我说了让我们别再想这件事了。
+
+> `[00:20:24]` Tell me about what\'s going on at Stanford to get your mind off the uncomfortable tuxedo.
+
+`[00:20:24]` 告诉我斯坦福大学发生了什么事，让你从不舒服的燕尾服中解脱出来。
+
+> Yes.
+
+是
+
+> That\'s how it all started.
+
+一切都是这样开始的。
+
+> Yes it did.
+
+是的。
+
+> `[00:20:34]` And he said There\'s this company called back Rob.
+
+`[00:20:34]` 他说有一家公司叫罗布回来。
+
+> But they\'re not ready to see you yet but when they are you know all.
+
+但他们还没准备好见你，但他们都知道了。
+
+> I\'ll introduce you.
+
+我来介绍你。
+
+> `[00:20:43]` Did he say you should invest is going to be the biggest.
+
+`[00:20:43]` 他有没有说你应该投资将是最大的。
+
+> Oh yeah.
+
+哦，是的
+
+> Edgy company in a decade.
+
+十年后的新公司。
+
+> `[00:20:48]` David Cheriton was the one who said the two magic words page rank and relevance and back in 1997 those were not buzz words.
+
+大卫·切里顿说了两个神奇的词-页面排名和相关性-而早在 1997 年，这些词就不是热门词了。
+
+> Those were like hey talk to me about.
+
+就像跟我说。
+
+> And then he explained what what they meant.
+
+然后他解释了他们的意思。
+
+> `[00:21:01]` So what did you think of Larry and Sergei when you met him.
+
+`[00:21:01]` 当你遇见拉里和谢尔盖时，你觉得他怎么样？
+
+> Did they seem like they were going to be super successful.
+
+他们看上去会超级成功吗。
+
+> Oh as soon as you met them and this was like a historic historic company.
+
+哦，一旦你遇到他们，这就像一家历史悠久的公司。
+
+> `[00:21:11]` Well because we\'ve invested in 650 companies by then it was probably 300 companies in 1997.
+
+`[00:21:11]` 因为那时我们已经投资了 650 家公司，1997 年大概有 300 家公司。
+
+> You had a good read on entrepreneurs.
+
+你对企业家有很好的了解。
+
+> And keep in mind for every company we invest in we say no to 30.
+
+记住，对于我们投资的每一家公司，我们都会拒绝 30 家。
+
+> So we we see a lot of entrepreneurs.
+
+所以我们看到很多企业家。
+
+> So what I saw was two on two entrepreneurs that were great scientists but very very strategic and determined.
+
+所以，我看到的是两位企业家，他们都是伟大的科学家，但非常有策略和决心。
+
+> Because they said to me once they said hey we want you to invest.
+
+因为他们对我说，“嗨，我们要你投资。”
+
+> They said hey you have to go get Mike Moritz to invest in our company.
+
+他们说你得去找迈克·莫里茨来投资我们公司。
+
+> So you introduced I introduced you to to Google in that round and ice and I said Hey Mike Mars is a great guy.
+
+所以你介绍给我，我把你介绍给谷歌，在那一轮和冰，我说，嘿，迈克，火星是一个伟大的家伙。
+
+> Why.
+
+为什么
+
+> What made you pick him.
+
+是什么让你选择了他。
+
+> Oh he\'s on the board of Yahoo.
+
+哦，他是雅虎董事会的成员。
+
+> And one of the Yahoo search do you get to bootstrap this company.
+
+其中一个雅虎搜索，你可以引导这家公司。
+
+> Because at the time they\'re out of Vista was the search engine they had to displace an incumbent.
+
+因为当他们离开 Vista 的时候，他们不得不取代现有的搜索引擎。
+
+> And they said to do that we\'ve got to do two.
+
+他们说要这么做我们得做两个。
+
+> We\'ve got to do two big OEM deals.
+
+我们得做两笔大的 OEM 交易。
+
+> Yahoo\'s one more so arrange that for us if we get em and that happened.
+
+雅虎是另外一家，所以如果我们得到了他们，就为我们安排一下，这样的事情就发生了。
+
+> And then they were already talking to John door at that at kepi and I didn\'t have to figure out the door Bpeace door andK.P.
+
+然后他们已经和约翰门在 kepi 谈了，我不需要弄清楚门，BPeace 门和 K.P。
+
+> were on the board of AOL.
+
+是美国在线的董事会成员。
+
+> `[00:22:37]` And so they got Google and Kleiner in that first round because they were on the boards of AOL and Yahoo respectively.
+
+`[00:22:37]` 所以他们在第一轮中得到了谷歌和凯鹏华盈，因为他们分别是美国在线和雅虎的董事会成员。
+
+> Yes which is boy.
+
+是的，哪个是男孩。
+
+> `[00:22:45]` Yes.
+
+`[00:22:45]` 是的。
+
+> And that.
+
+还有那个。
+
+> OK.
+
+好的
+
+> So once they got both to agree to invest then kepi didn\'t want Secoya and Sequoia didn\'t want kepi that took a month of wrangling and Larian Serguei.
+
+因此，一旦他们双方都同意投资，凯皮就不想要塞科亚和红杉，不想要一个月的争吵和拉里安·塞尔盖(LarianSerguei)的凯皮(Kepi)。
+
+> You almost got the whole deal you almost got the whole deal ourselves.
+
+你几乎得到了全部交易，我们自己也几乎得到了全部交易。
+
+> After a month Larry and Serguei said.
+
+一个月后拉里和塞尔盖说。
+
+> Now after a month Google is exploding.
+
+现在，在一个月后，谷歌正在爆炸。
+
+> You can tell that this is a technology that people are going to use for 50 years.
+
+你可以看出，这是一种人们将使用 50 年的技术。
+
+> And Google\'s 14 years old now and Larry and Sergei got exasperated and they called me one Friday and they said hey Yuto the first day I went in there I said hey let\'s do a quick 10 million dollar round all lead it and I\'m an angel investor.
+
+谷歌现在 14 岁了，拉里和谢尔盖生气了，他们在一个星期五打电话给我，他们说嘿，Yuto，我第一天去那里，我说，嘿，让我们做一个一千万美元的快速循环，所有这一切都是由我领导的，我是一个天使投资者。
+
+> But I knew for this technology we we could round up the money and syndicate that and they said hey you said you said a month ago you can do that can you do it.
+
+但我知道，对于这项技术，我们可以把钱集中起来，然后联合起来。他们说，嘿，你一个月前说过，你能做到的。
+
+> I said I can do it by Monday.
+
+我说我星期一就能搞定。
+
+> And I actually believed it because then I knew even more about the company and the quality of these two founders.
+
+我相信这一点，因为那时我对公司和这两位创始人的素质了解得更多了。
+
+> But I did call KPN Sequoia and I said hey these founders are very determined they\'re going to do it with your we\'re not bullshit artists.
+
+但我确实给 KPN 红杉公司打了电话，我说，嘿，这些创始人非常坚定，他们会和你们一起做这件事，我们不是胡说八道的艺术家。
+
+> They really are telling you it\'s over on Monday.
+
+他们真的告诉你星期一就结束了。
+
+> And I told them why I said I\'m going to do the funding myself.
+
+我告诉他们为什么我说我要自己做资金。
+
+> If you guys can\'t you know get.
+
+如果你们不能\你们不知道。
+
+> `[00:24:17]` This is this is possibly the most generous moment in the history of Silicon Valley.
+
+`[00:24:17]` 这可能是硅谷历史上最慷慨的时刻。
+
+> Can I just I just not made that call right.
+
+我能不能别打错电话了。
+
+> Of course there\'s a lot of people in this venture business who have made the call and said Oh yeah they\'re bullshitting.
+
+当然，在这个风投行业里，有很多人打过电话说，哦，是的，他们在胡说八道。
+
+> `[00:24:29]` Don\'t worry they have no option except you guys are here.
+
+`[00:24:29]` 别担心，除了你们，他们别无选择。
+
+> They know they\'d read about it around here\'s another here\'s another.
+
+他们知道他们会在这附近读到这件事。
+
+> `[00:24:37]` Your wife thinks you\'re crazy.
+
+你妻子认为你疯了。
+
+> So so Friday I called John door and Mike Moretz said it\'s over on Monday.
+
+所以星期五我给约翰门打了电话，迈克？莫雷茨说星期一就结束了。
+
+> `[00:24:47]` Sure enough it only took them just Saturday morning.
+
+`[00:24:47]` 足够肯定的是，他们只花了星期六早上的时间。
+
+> I know exactly what effect that I got.
+
+我很清楚我有什么效果。
+
+> `[00:24:55]` I was sitting in a Starbucks in foster city.
+
+`[00:24:55]` 我坐在寄养城的一家星巴克里。
+
+> I don\'t know what street it was on.
+
+我不知道它在哪条街。
+
+> And I got the calls and I put so close the cell phone and I said to my wife this is history.
+
+我接到电话，把手机关得那么近，我对我妻子说，这是历史。
+
+> And she said really.
+
+她说真的。
+
+> I said yes.
+
+我答应了。
+
+> The funding of like the biggest company ever is going to happen.
+
+像最大的公司一样的资金将会发生。
+
+> So you knew it you knew it.
+
+所以你就知道你知道。
+
+> I knew it.
+
+我就知道。
+
+> Like today is today that they themselves.
+
+就像今天他们自己。
+
+> `[00:25:33]` I don\'t always know it.
+
+`[00:25:33]` 我并不总是知道。
+
+> `[00:25:36]` Yeah.
+
+`[00:25:36]` 是的。
+
+> You know with Facebook.
+
+你知道在 Facebook 上。
+
+> That\'s what I wanted to say.
+
+这就是我想说的。
+
+> Yeah I I did not get Facebook.
+
+是的，我没拿到脸书。
+
+> But.
+
+但
+
+> But.
+
+但
+
+> I get growth and growth is the lifeblood of innovation.
+
+我得到了成长，成长是创新的命脉。
+
+> And every time I met with Zach and Sean Parker who was the president then I met Facebook through Parker because we had gone through the Napster experience together.
+
+每次我见到扎克和肖恩·帕克时，我都是通过帕克认识 Facebook 的，因为我们一起经历了纳普斯特的经历。
+
+> The growth was like this and I said you can\'t argue with metrics every time you met them the numbers were different and they were right way way up to the right and they were doing all the right things.
+
+增长是这样的，我说你不能每次遇到他们的时候都和度量标准争论，数字是不同的，他们是正确的，他们在做所有正确的事情。
+
+> What did you think of Mark the first time you met him.
+
+你第一次见到马克时觉得他怎么样。
+
+> I met him at university Cafe in in Palo Alto.
+
+我在帕洛阿尔托的大学咖啡厅见过他。
+
+> It was just him and I.
+
+只有他和我。
+
+> Even though Sean Parker introduced us I\'ve never told this before.
+
+虽然肖恩·帕克介绍了我们，但我从未告诉过我们。
+
+> You sure you want to.
+
+你确定你想。
+
+> Yeah.
+
+嗯
+
+> `[00:26:38]` OK.
+
+`[00:26:38]` 好的。
+
+> Go ahead.
+
+您先请
+
+> Number one I think everyone knows Sean Parker is an edgy person.
+
+第一，我想大家都知道肖恩·帕克是个脾气暴躁的人。
+
+> And so I want to just tell Zuck even though I didn\'t even I had never met Zach.
+
+所以我想告诉扎克，即使我从来没有见过扎克。
+
+> `[00:26:50]` Hey your prison is pretty edgy.
+
+`[00:26:50]` 嘿，你的监狱很紧张。
+
+> `[00:26:52]` So I just want to tell you that without him here and Zach to his credit said Yeah I have figured that out.
+
+`[00:26:52]` 所以我只想告诉你，没有他在这里，扎克对他的功劳说：是的，我已经弄清楚了。
+
+> `[00:27:01]` Zooks 19 years old at the time and Parkers maybe 20 or 21 Parkers probably a few years older than Zach and Zach goes Yeah I figured that out was kind of a rocky start because it was like Oh OK.
+
+`[00:27:01]` 当时 19 岁的 Zooks 和 Parkers 可能比 Zach 和 Zach 大几岁，是的，我觉得这是个艰难的开始，因为这就像哦，好吧。
+
+> So let\'s move and Zack was like let\'s move on.
+
+所以让我们行动，扎克就像让我们继续前进。
+
+> You know what.
+
+你知道吗。
+
+> What can you help Facebook do.
+
+你能帮 Facebook 做什么。
+
+> And one of the huge things that SUV Angel does is help companies get funded.
+
+SUV 天使所做的一件大事就是帮助公司获得资金。
+
+> We help Google with their funding issue help Twitter with their funding issues especially in the benchmark round.
+
+我们帮助谷歌解决他们的资金问题，帮助 Twitter 解决他们的资金问题，特别是在基准回合中。
+
+> So did you get involved with Facebook.
+
+你和 Facebook 有关系吗。
+
+> DC right.
+
+右转。
+
+> Oh yeah yeah.
+
+哦，是的。
+
+> So they had taken the PTO money and they were getting ready to do the V C round.
+
+因此，他们已经拿了 PTO 的钱，他们正在准备做 VC 一轮。
+
+> So and Sean Parker because of Napster knew that as well.
+
+所以肖恩·帕克因为纳普斯特也知道这一点。
+
+> Angel investors at the time that we could really help work with all these vaccines and get them to close around quickly and efficiently because the process can be really painful if you know enough forcing functions you essentially orchestrate a bidding war.
+
+天使投资者当时真的可以帮助我们处理所有这些疫苗，让他们迅速而有效地结束，因为如果你知道足够多的话，这个过程可能会很痛苦，迫使功能，你基本上策划了一场竞价战。
+
+> And I with Facebook.
+
+我和 Facebook 在一起。
+
+> No I did not.
+
+不，我没有。
+
+> No I we triaged the list of about 20 vaccines that we wanted to go to.
+
+不，我们对我们想要去的大约 20 种疫苗进行了分类。
+
+> They were already talking to the Washington Post Don Graham Don Graham offered a 50 million valuation and Zerkin Parker called me when they got out of the office.
+
+他们已经和“华盛顿邮报”谈过了，唐·格雷厄姆(DonGraham)提供了 5000 万英镑的估值，泽尔金·帕克(Zerkin Parker)离开办公室后
+
+> Ron Ron we got a 50 million dollar valuation from from Don Graham.
+
+罗恩，我们从唐·格雷厄姆那里得到了五千万美元的估价。
+
+> I got a go back in.
+
+我又进去了。
+
+> I don\'t think you heard him right.
+
+我觉得你听错了。
+
+> I bet she said five million.
+
+我打赌她说了五百万。
+
+> Now no he said 50 million.
+
+现在不，他说了五千万。
+
+> I said hurry up and get it to happen.
+
+我说快点让它发生。
+
+> So in this case I didn\'t need to do anything in that process.
+
+所以在这个过程中，我不需要做任何事情。
+
+> Jim Bryer was looking at the company and decided to offer 80 million.
+
+吉姆·布里耶(JimBryer)正看着这家公司，决定出价 8000 万英镑。
+
+> I think it was 80 million pre 90 million post which you know that that was the rebirth of Excel right there after the bubble.
+
+我想这是九千万篇文章中的八千万篇，你知道，这是 Excel 在泡沫之后的重生。
+
+> `[00:29:15]` So Jim where did the funding that was that Google\'s pre money series A Google\'s free money was 75 million free.
+
+`[00:29:15]` 那么 Jim，Google 的预付费系列 A 的免费资金是 7500 万美元，在哪里呢？
+
+> Do you think it was a coincidence.
+
+你觉得这是巧合吗。
+
+> There was a little more at Facebook.
+
+Facebook 上还有更多。
+
+> Yeah I would say it\'s a coincidence.
+
+是的，我会说这是个巧合。
+
+> `[00:29:29]` All right.
+
+`[00:29:29]` 好的。
+
+> If I want to sucker over to take my money I would offer them a little bit more than good.
+
+如果我想吸走我的钱，我会给他们多一点好处。
+
+> `[00:29:37]` Free on brand was it Facebook first.
+
+`[00:29:37]` 自由品牌是 Facebook 的第一大品牌。
+
+> And I I always felt bad.
+
+我总是感觉很糟糕。
+
+> And Don Graham was a gentleman about saying hey Excel is offering 30 million more than me.
+
+唐·格雷厄姆是个绅士，他说：“嗨，Excel 比我多出 3000 万美元。”
+
+> Excel should be easy and fast forward five years Don Gram\'s on the board of Facebook today which I think is awesome because Don Gramm was a mentor to Mark Zuckerberg in the early days.
+
+Excel 应该是轻松而快速的，五年前唐·格拉姆(DonGram)在 Facebook 的董事会工作，我认为这很棒，因为唐·格拉姆(DonGramm)在早期曾是马克·扎克伯格的导师。
+
+> Did any BCSC network went and spent two weeks at the post just following Don Graham around while the company was growing like a weed.
+
+是否有任何 BCSC 网络在公司像杂草一样长的时候，跟随唐·格雷厄姆(DonGraham)，在邮报上呆了两个星期。
+
+> Because he wanted to see what a CEO did.
+
+因为他想看看 CEO 做了什么。
+
+> `[00:30:16]` And he followed suit in the journalism business.
+
+`[00:30:16]` 他在新闻业也是这样。
+
+> Yeah.
+
+嗯
+
+> So was I going to ask kind of completely forgotten I was surprised by that.
+
+所以我要问的是，我完全忘记了，我对此感到惊讶。
+
+> Oh yes.
+
+哦，是的。
+
+> Did say no to Facebook in that round yeah any I said no that is not going to work.
+
+在那一轮中对 Facebook 说了不，是的，我说了，不，那是行不通的。
+
+> Oh no I have the e-mails.
+
+哦，不，我有电子邮件。
+
+> `[00:30:38]` And I am not naming them.
+
+`[00:30:38]` 我不给他们起名字。
+
+> OK.
+
+好的
+
+> Now I want to ask you.
+
+现在我想问你。
+
+> `[00:30:42]` Privately hey this is really this is really early days.
+
+`[00:30:42]` 私下里嘿，这真是太早了。
+
+> Yeah.
+
+嗯
+
+> Did they say no because they didn\'t believe in the business.
+
+他们说不是因为他们不相信这一行。
+
+> What did they say no because the price was too high.
+
+因为价格太高，他们拒绝了什么？
+
+> No I did not believe in the business.
+
+不，我不相信这个生意。
+
+> This is wacky like the social network for college dude.
+
+这就像大学男生的社交网络一样古怪。
+
+> Yeah right.
+
+对。
+
+> Like who cares.
+
+比如谁在乎。
+
+> So let\'s see them do you do you know incidentally what multiple you got on Google.
+
+那么让我们看看他们，你知道你在 Google 上的倍数是多少吗？
+
+> It was Google Google.
+
+是谷歌。
+
+> `[00:31:13]` Goog.
+
+`[00:31:13]` 
+
+> I don\'t think so.
+
+我不这么认为。
+
+> No no.
+
+不，不。
+
+> `[00:31:21]` Roughly three.
+
+`[00:31:21]` 大概三点。
+
+> Three hundred to one.
+
+三百比一。
+
+> Three hundred.
+
+三百。
+
+> That\'s right.
+
+那是正确的。
+
+> If you sold it the all time high you would get like 700 dollars for each dollar you invested.
+
+如果你把它卖到历史高点，你每投资一美元就能得到 700 美元。
+
+> Some high might be in the future.
+
+未来可能会有一些高企。
+
+> Yes the all time high for Google is definitely in the future.
+
+是的，谷歌的历史高点肯定是在未来。
+
+> `[00:31:40]` Do you think Larry and Sergey knew that they were gonna be that big.
+
+`[00:31:40]` 你认为拉里和谢尔盖知道他们会这么大吗？
+
+> `[00:31:46]` No definitely not.
+
+`[00:31:46]` 不，绝对不是。
+
+> Which makes me think of a story can I.
+
+这让我想起了一个故事。
+
+> Yes.
+
+是
+
+> How are we doing on time.
+
+我们准时过得怎么样。
+
+> `[00:31:55]` We\'re minutes.
+
+`[00:31:55]` 我们只剩几分钟了。
+
+> You bet.
+
+行!没问题
+
+> This is a good story so.
+
+这是个很好的故事。
+
+> So Ben Horowitz showed his picture with Warren Buffett.
+
+因此，本·霍洛维茨向沃伦·巴菲特展示了他的照片。
+
+> `[00:32:06]` At a party at my home when he talked.
+
+`[00:32:06]` 在我家的一个聚会上，他说话的时候。
+
+> `[00:32:09]` It was his first slide.
+
+`[00:32:09]` 这是他的第一张幻灯片。
+
+> Iran is running secretly behind everything at that at that they\'re attending that party along with with Ben.
+
+伊朗正在暗中操纵一切，因为他们和本一起参加了那次聚会。
+
+> `[00:32:23]` This party was sponsored by Angel investors at the time which was my fund at the time.
+
+`[00:32:23]` 这个聚会当时是由天使投资人赞助的，当时是我的基金。
+
+> And we had in our yard every internet person known to man including Sean Parker Shawn Fanning and Larry and Serguei.
+
+在我们的院子里，包括肖恩·帕克、肖恩·范宁、拉里和塞尔盖在内的所有人都认识我们。
+
+> And it was in 1998.
+
+那是在 1998 年。
+
+> Let\'s say so google was like one year old Napster probably a year and a half old and the day of this party Napster was at its all time high.
+
+让我们说，Google 就像一年前的 Napster，大概有一年半了，而这次聚会的那一天，Napster 达到了空前的高度。
+
+> Forty million users Sean Parker has been on the cover of every major magazine in America.
+
+肖恩·帕克(SeanParker)在美国的每一本主要杂志的封面上都有 4000 万用户。
+
+> Within three weeks and major magazines in America don\'t put the same guy on the cover.
+
+三个星期之内，美国的主要杂志就不会把同一个人放到封面上了。
+
+> But Napster was so disruptive they said the hell with it.
+
+但是纳普斯特是如此的混乱，他们说去死吧。
+
+> This kid\'s got to go on the cover Shawn Fanning is really famous.
+
+这孩子必须上封面肖恩范宁是真的很有名。
+
+> He is the shyest person on the Earth not a malicious bone in his body.
+
+他是地球上最害羞的人，而不是他身体里的一根恶意骨头。
+
+> He had a keeper with them at the party even though I knew him really well.
+
+虽然我很了解他，但他在晚会上还是有个看门人。
+
+> He was like You know I don\'t like all this attention.
+
+他就像你知道的我不喜欢这么多注意力。
+
+> So Larry Larian Serguei say hey will you introduce us to.
+
+拉里·拉里安·塞尔盖说，嘿，你能给我们介绍一下。
+
+> Fanning I golf course I will.
+
+范宁我的高尔夫球场我会的。
+
+> Google is barely known.
+
+谷歌几乎不为人所知。
+
+> Probably a third of the people at this party he would say Google and they\'d say I\'ve heard it good.
+
+在这个聚会上，他可能会说三分之一的人会说谷歌，他们会说我听得很好。
+
+> You know what do they do.
+
+你知道他们是做什么的。
+
+> So I take them off when I say to Fanning I said this will be the biggest company on or some day because their search results are so accurate and so good.
+
+所以，当我对范宁说，我说这将是最大的公司，或有一天，因为他们的搜索结果是如此准确和如此好，我就把它们摘掉。
+
+> And Fanning is fascinated.
+
+范宁被迷住了。
+
+> Talks to him shake hands.
+
+和他握手。
+
+> We go.
+
+我们走吧。
+
+> We walk away.
+
+我们走开。
+
+> And Larry and Sergei follow me and I go.
+
+拉里和谢尔盖跟着我就走。
+
+> Is there somebody else you want to meet.
+
+你还想见见其他人吗。
+
+> They go No no we have to talk to you.
+
+他们走了不我们得和你谈谈。
+
+> They said it is so frustrating.
+
+他们说这太令人沮丧了。
+
+> We will we will never be famous like him.
+
+我们永远不会像他那样出名。
+
+> Laughter.
+
+笑声。
+
+> And they were looking at me like.
+
+他们看着我就像。
+
+> Tell us.
+
+告诉我们。
+
+> Were right.
+
+都是对的。
+
+> And I said You guys are so wrong because you\'re going to make money while this guy fights with the record labels.
+
+我说你们错了，因为你们会赚钱的，而这家伙却在和唱片公司打架。
+
+> `[00:34:42]` Let\'s  `[00:34:42]` not end on that.
+
+`[00:34:42]` `[00:34:42]` 不要就此结束。
+
+> No no no.
+
+不不不。
+
+> Won\'t.
+
+不会的。
+
+> And with that we\'ll end with the question everybody in this.
+
+到此为止，我们将以这件事中的每一个人的问题结束。
+
+> `[00:34:50]` Well a lot of people in audience probably want to know which is how do they get your money.
+
+`[00:34:50]` 很多观众可能想知道他们是怎么得到你的钱的。
+
+> Well you makes you want to invest in somebody.
+
+你让你想投资于某个人。
+
+> Well we invest in people first.
+
+我们先投资人。
+
+> `[00:35:00]` There will be people but they they have to they have to be people with personalities with drive they know it\'s 24 by 7.
+
+`[00:35:00]` 会有人的，但他们必须是有动力的人，他们知道是 24 比 7。
+
+> They have to be a leader because if you\'re going to build a big company you have to have enough charisma to get other people to work on your team.
+
+他们必须是一个领导者，因为如果你要建立一个大公司，你必须有足够的魅力，让其他人在你的团队中工作。
+
+> You\'ve got a Renoir what he\'s saying is yeah.
+
+你有一个雷诺阿他说的是对的。
+
+> So Andy termination what what Jessica talked about you you have to be completely fearless.
+
+所以安迪终止了杰西卡所说的你必须无所畏惧。
+
+> How can you tell when you meet somebody that they have these qualities.
+
+当你遇到一个人时，你怎么知道他们有这些品质。
+
+> In fact I want to be doing it so long that I can just tell after 10 minutes I\'ve made up my mind.
+
+事实上，我想做的时间太长了，所以 10 分钟后我就知道了，我已经下定决心了。
+
+> So the SVM you I have to keep saying hey I don\'t want to come across as rude but after 10 minutes I\'ve decided if I like the company or not because I\'m looking at the personality of the individual how can they build a great company.
+
+所以，支持向量机，我必须一直说，嘿，我不想被视为粗鲁，但 10 分钟后，我决定我是否喜欢公司，因为我看的是个人的个性，他们如何才能建立一个伟大的公司。
+
+> So there\'s like a 50 I\'m an algorithm in my brain that goes through like 50 traits that person\'s got it and you don\'t have this.
+
+所以在我的大脑中有一种类似于 50 我的算法，它经历了一个人所拥有的 50 个特征，而你却没有这样的特性。
+
+> I want to invest I don\'t I\'m not I really don\'t care what the company does today.
+
+我想投资，我不是真的不在乎公司今天做什么。
+
+> I want to invest in that entrepreneurs company like their sixth seventh a company.
+
+我想投资那家企业家公司，就像他们的第六家第七家公司。
+
+> You know it\'s a lifelong commitment.
+
+你知道这是一种终生的承诺。
+
+> I don\'t think other investors look at it that way.
+
+我不认为其他投资者会这么看。
+
+> It\'s not very useful advice either you got it or you don\'t.
+
+无论你得到了还是没有得到它，这都不是很有用的建议。
+
+> `[00:36:37]` No no no no no no no.
+
+`[00:36:37]` 不，不。
+
+> I\'m looking for traits that are all identifiable you know.
+
+我在寻找你所知道的所有可以识别的特征。
+
+> `[00:36:42]` Are you a good communicator.
+
+`[00:36:42]` 你是个善于沟通的人吗？
+
+> Are you a leader.
+
+你是领导者吗。
+
+> Are you driven.
+
+你开车吗。
+
+> You can tell that when you\'re talking to somebody.
+
+当你和别人说话的时候你就知道了。
+
+> `[00:36:48]` I suppose the good news is if the person has these traits even if they don\'t think they would necessarily make a good startup founders something like that you\'ll back them while they figure it out.
+
+`[00:36:48]` 我想好消息是，如果一个人有这些特质，即使他们不认为他们一定会成为一个好的初创公司创始人，当他们想出办法的时候，你就会支持他们。
+
+> Of course very well right.
+
+当然很好。
+
+> `[00:36:58]` Yeah that\'s as unique about as V Angel.
+
+`[00:36:58]` 是的，这和 V 天使一样独特。
+
+> The other thing is product focus.
+
+另一件事是关注产品。
+
+> So if you look at the success of Facebook and Pinterest and square these founders are focused on the product and they are focused on the product because they know if the products good they\'re gonna have a happy customer they care almost too much about it.
+
+所以，如果你看看 Facebook 和 Pinterest 的成功，这些创始人关注的是产品，他们关注的是产品，因为他们知道如果产品好的话，他们会有一个快乐的客户，他们几乎太在意它了。
+
+> You clearly never care too much craftsmen who really care.
+
+很明显，你从来不关心那些真正在乎你的工匠。
+
+> They are all graphs.
+
+它们都是图表。
+
+> You know in this day and age.
+
+你知道在这个时代。
+
+> So much of the success is about UI.
+
+很多成功都是关于 UI 的。
+
+> So if you look at Ben Silverman Jack Dorsey and Zuck they they care about happy users and in a perfect world they will go back in their Harvel and just make their product great.
+
+所以，如果你看看本·西尔弗曼、杰克·多尔西和扎克，他们关心的是快乐的用户，在一个完美的世界里，他们会回到他们的哈维尔，让他们的产品变得更棒。
+
+> They hate coming out in public takes them away from from the brass ring which is millions and millions of happy customers.
+
+他们讨厌当众出柜，把他们从数百万快乐顾客的黄铜戒指上带走。
+
+> `[00:38:07]` Robert there\'s no Q and A\'s we don\'t win outright on an awkward note.
+
+`[00:38:07]` 罗伯特，我们没有问题，也没有 A，我们不能以尴尬的口吻彻底赢球。
+
+> These press guys a gentleman.
+
+这些记者是个绅士。
+
+> Thanks Ron.
+
+谢谢罗恩。
diff --git a/docs/sus2012/02.md b/docs/sus2012/02.md
new file mode 100644
index 0000000..02a70b2
--- /dev/null
+++ b/docs/sus2012/02.md
@@ -0,0 +1,1469 @@
+# Travis Kalanick at Startup School 2012  
+
+> `[00:00:00]` Wow this is awesome.
+
+`[00:00:00]` 哇这太棒了。
+
+> OK.
+
+好的
+
+> This place is full.
+
+这地方满了。
+
+> All right.
+
+好的
+
+> So good to meet all of you My name\'s Travis Kalanick co-founder CEO of Uber.
+
+很高兴认识你们所有人，我的名字叫特拉维斯·卡兰尼克，优步的联合创始人之一。
+
+> Let\'s see so I do a lot of speaking because we are we\'re a technology company that is we\'re in the trenches we\'re in the cities you know more than half of our employees are not in San Francisco.
+
+让我们看看，所以我做了很多演讲，因为我们是一家科技公司，也就是说，我们在战壕里，我们在城市里，你知道，我们一半以上的员工不是在旧金山。
+
+> And I almost I don\'t even remember the last time I spoke in San Francisco in front of an audience.
+
+我甚至都不记得上一次在旧金山当着观众的面发言是什么时候了。
+
+> Every time I go to speak somewhere I look I go on Google and I look at the roads I look at architecture I look at cool pictures I input that are iconic.
+
+每次我去某个地方演讲，我就去谷歌，看看道路，看看建筑，看看我输入的很酷的图片，这些都是标志性的。
+
+> I\'m going to speak in Silicon Valley.
+
+我要在硅谷发言。
+
+> I\'m searching google images and I can\'t find anything.
+
+我正在搜索谷歌图片，却什么也找不到。
+
+> And so yeah there you go.
+
+所以是的，给你。
+
+> It\'s good to be here
+
+能在这里笑真好。
+
+> And it was I found a little something.
+
+我发现了点东西。
+
+> All right.
+
+好的
+
+> So guys I\'m guessing most people here at least know what Uber is.
+
+所以，我猜这里的大多数人至少知道优步是什么。
+
+> But for those of you who don\'t I\'m going to go do sort of a basic tour just really quick.
+
+但是对于那些不想去的人来说，我要去做一次基本的旅行，非常快。
+
+> It\'s an app on your iPhone that helps you get a car.
+
+这是你 iPhone 上的一个应用程序，可以帮你买到一辆车。
+
+> Our motto is everyone\'s private driver
+
+我们的座右铭是每个人的私人司机
+
+> and so you open up the app and you see a bunch of cars that are near you.
+
+所以你打开这个应用程序,你会看到一堆车就在你身边。
+
+> This is one of the San Francisco cars three minutes away.
+
+这是旧金山三分钟车程中的一辆。
+
+> and Jim will will arrive in two minutes.
+
+吉姆两分钟后到。
+
+> He\'s rated a four point eight.
+
+他被评为四点八。
+
+> And this is of course all screen shots from your app.
+
+当然，这是你应用程序的所有屏幕截图。
+
+> When he arrives you\'re told you\'re notified in call the driver of course and if you\'re lucky he\'ll open the door for you when you\'re done.
+
+当他来的时候，你会被告知你会接到通知，当然，如果你幸运的话，他会在你完成任务后帮你开门。
+
+> This is a short trip.
+
+这是一次短途旅行。
+
+> Fifteen dollars that\'s our minimum in San Francisco.
+
+我们在旧金山的最低限额是十五美元。
+
+> Of course we have lower cost options.
+
+当然，我们有较低的成本选择。
+
+> Now we have something called Uber axe a couple days ago we launched taxi in San Francisco for a lot of folks are like you\'re doing taxes here the anti taxi what are you doing.
+
+几天前，我们在旧金山推出了一款名为优步(Uber)的出租车，因为很多人都喜欢你在这里征税，反出租车，你在做什么呢？
+
+> We know what we\'re doing.
+
+我们知道我们在做什么。
+
+> But laughter we\'ll get to that in just a second.
+
+但是笑声，我们马上就能讲到这一点。
+
+> All right.
+
+好的
+
+> So some basics launched in June 2010.
+
+因此，2010 年 6 月推出了一些基础设施。
+
+> So we\'re we\'re just over two years old.
+
+所以我们才两岁多。
+
+> We don\'t own cars we don\'t employ drivers.
+
+我们没有汽车，我们不雇用司机。
+
+> A lot of people don\'t know that about us.
+
+很多人不知道我们的事。
+
+> They think we we have all these assets.
+
+他们认为我们拥有所有这些资产。
+
+> They think that we employ lots of cars we don\'t have 120 employees most of which are not in San Francisco.
+
+他们认为我们雇佣了大量的汽车，我们没有 120 名员工，其中大部分不在旧金山。
+
+> We don\'t have a marketing spend.
+
+我们没有营销支出。
+
+> We\'re deployed in 17 cities for some reason they\'re 16 here.
+
+我们被部署在 17 个城市，原因是他们在这里只有 16 个。
+
+> We actually just softe launched in Sydney a couple days ago actually yesterday.
+
+实际上，几天前我们刚刚在悉尼发布，实际上是昨天。
+
+> Amsterdam is coming very very shortly.
+
+阿姆斯特丹很快就要来了。
+
+> And I think Minneapolis\'s and on here we did that a couple weeks ago.
+
+我想明尼阿波利斯是的，我们几周前就这么做了。
+
+> So quick numbers hundreds of thousands of hours driven per week.
+
+每周开车数十万小时。
+
+> Very interesting engagement figure 50 percent of figure 50% of all the people who have ever ridden on uber have ridden in the last 30 days
+
+非常有趣的参与图 50%的人在过去 30 天里骑过自行车
+
+> And remember when you ride your pain.
+
+记住当你骑着你的痛苦。
+
+> So think about commerce.
+
+所以想想商业吧。
+
+> About e-commerce site or our ecommerce app or 50 percent of the people who\'ve ever paid paid in the last 30 days.
+
+关于电子商务网站或我们的电子商务应用程序，或者是在过去 30 天中付费的 50%的人。
+
+> Average person is paying about 105 dollars a month in San Francisco is a bit higher than that.
+
+旧金山的平均月薪是 105 美元，比这略高一点。
+
+> Prices are probably a bit too high.
+
+价格可能有点太高了。
+
+> I know some of you felt that sting.
+
+我知道你们中的一些人感到刺痛。
+
+> We\'re doing 26 percent month over month growth.
+
+我们的月增长率为 26%。
+
+> That\'s an average over the last now 16 17 months.
+
+这是过去 16 个 17 个月的平均水平。
+
+> You go OK.
+
+你可以走了。
+
+> Well if you start really low then you can grow really big but we\'re pretty big.
+
+好吧，如果你开始的时候很低，那么你可以长得很大，但是我们很大。
+
+> Twelve months ago and if you do 26 percent month over month growth that means in 12 months you\'re 16 times bigger than you were four months ago.
+
+12 个月前，如果你按月增长 26%，这意味着在 12 个月内，你比 4 个月前要大 16 倍。
+
+> So we\'re growing fast and in fact September over August was 29 percent month over month.
+
+因此，我们的增长速度非常快，事实上，9 月份比 8 月份增长了 29%。
+
+> So I want to tell a little bit about our background and then hopefully if I have enough time get into some of the regulatory stuff which I know none of you guys want to hear about.
+
+所以我想告诉大家一些关于我们的背景，然后希望如果我有足够的时间，进入一些监管的东西，我知道，你们谁都不想听到。
+
+> All right.
+
+好的
+
+> So this you can\'t see really well because of all the lights but it\'s a romantic shot from the Eiffel Tower between with me and my co-founder Gary camp some you guys may Noam Hughesy founder stumble upon.
+
+所以，你不能很好地看到，因为所有的灯光，但这是一个浪漫的拍摄之间的埃菲尔铁塔与我和我的共同创始人加里营地，有些人，可能是诺姆休斯创始人偶然发现。
+
+> It was in Paris at Le Web where we came up with this idea essentially you know he said look I just want to push a button and get a ride.
+
+这是在巴黎勒维网，我们提出了这个想法，基本上，你知道，他说，看，我只是想按一个按钮，然后搭上车。
+
+> You know let\'s and let\'s make it a classy ride.
+
+你知道，让我们让它成为一个优雅的旅程。
+
+> And that\'s kind of how we started.
+
+我们就是这样开始的。
+
+> Paris in many ways is a sister city of San Francisco.
+
+巴黎在很多方面都是旧金山的姐妹城市。
+
+> Impossible to get a cab there.
+
+不可能在那里打车。
+
+> So this is something from the past.
+
+所以这是过去的事。
+
+> This is what we call Halee.
+
+这就是我们所说的海莉。
+
+> I\'m not sure if you guys have ever done that but some people actually put their arm out to get a cab.
+
+我不确定你们是否曾经这样做过，但有些人实际上是为了打车而伸出手来的。
+
+> I don\'t I don\'t know what\'s going on.
+
+我不知道发生了什么事。
+
+> It\'s a weird thing but this is what we used to see in San Francisco.
+
+这是一件很奇怪的事，但这是我们过去在旧金山看到的。
+
+> I went through that when we first started actually it wasn\'t about taking over the world it wasn\'t about taking on corruption in every city around the world.
+
+我经历过，当我们第一次开始的时候，实际上不是要接管世界，而不是在世界各地的每一个城市都要面对腐败。
+
+> It was actually just about being baller in San Francisco.
+
+实际上是为了成为旧金山的一名球员。
+
+> And the only way to do it.
+
+也是唯一的办法。
+
+> The original idea was let\'s go buy 10 EST classes.
+
+最初的想法是让我们去买 10 个 EST 课程。
+
+> `[00:05:10]` Let\'s hire 20 drivers and let\'s get a parking garage.
+
+`[00:05:10]` 让我们雇 20 名司机，让我们拥有一个停车场。
+
+> And I\'m like Garrett we\'re not buying any car Stu and we\'re not signing any lease on a parking garage.
+
+我就像加勒特，我们不买任何汽车，斯图，我们也不签任何停车场的租约。
+
+> But the idea of pushing a button and getting a ride in within minutes was a magical one.
+
+但是，在几分钟内按下按钮并搭上车的想法是一个神奇的想法。
+
+> And at the beginning it was a lifestyle thing.
+
+一开始这是一种生活方式。
+
+> It was as classes for us and our hundred friends.
+
+这是给我们和我们上百个朋友上课的。
+
+> And so that\'s where it started.
+
+这就是开始的地方。
+
+> In order to use the app anybody could download it but in order to use it you had to have a special code that I gave you.
+
+为了使用这个应用程序，任何人都可以下载它，但为了使用它，你必须有一个特殊的代码，我给你。
+
+> And pretty soon the inbox was just getting full of people who wanted the code because our friends were telling their friends and then you know I searched on Google images is my favorite thing.
+
+很快，收件箱里就挤满了想要代码的人，因为我们的朋友告诉他们的朋友，然后你知道我搜索谷歌图片是我最喜欢的事情。
+
+> `[00:05:50]` Explosive viral growth on the Internet.
+
+`[00:05:50]` 互联网上的病毒爆炸性增长。
+
+> And there you go.
+
+然后就到了。
+
+> That was the best one I could find.
+
+这是我能找到的最好的了。
+
+> We have this thing called God view.
+
+我们有一种叫神观的东西。
+
+> This is an older version of God.
+
+这是旧版的上帝。
+
+> You can see much more what\'s going on today but I can\'t show you the new version of God.
+
+你可以看到更多今天发生的事情，但我不能给你看新版本的上帝。
+
+> It\'s too intense.
+
+太紧张了。
+
+> But this is a screenshot of a Friday night.
+
+但这是周五晚上的截图。
+
+> Very soon after we launch maybe a few weeks or something like that we had four trips going on at the same time we were going nuts.
+
+不久后，我们推出，也许几个星期或类似的，我们有四次旅行，在同一时间，我们是疯了。
+
+> For trips like we got trips going on we got to dispatch the green line at the top there.
+
+对于像我们正在进行的旅行一样，我们必须派遣在顶部的绿线在那里。
+
+> That\'s a dispatch.
+
+那是一次调度。
+
+> He shouldn\'t have his arm up but he does but he\'s got to he\'s got a little briefcase which is cool.
+
+他不应该举起手臂，但他必须这样做-他有一个很酷的小公文包。
+
+> That\'s Friday night early on in.
+
+那是星期五晚上。
+
+> Now this is 5:00a.m.
+
+现在是早上 5 点。
+
+> on a Monday.
+
+在星期一。
+
+> `[00:06:45]` The eyeballs by the way you see some eyeballs.
+
+`[00:06:45]` 你看到一些眼球的方式。
+
+> Every once in a while in there that\'s somebody opening an app.
+
+每隔一段时间，就会有人在里面打开一个应用程序。
+
+> So we see when people open apps that helps us in demand prediction.
+
+所以当人们打开应用程序来帮助我们预测需求时，我们会看到。
+
+> Remember we\'re a logistics company or what I\'d call it.
+
+记住，我们是一家物流公司，或者我会怎么称呼它。
+
+> We were building an urban logistics fabric.
+
+我们在建设一个城市物流体系。
+
+> So when you do something successful.
+
+所以当你成功的时候。
+
+> Not everybody\'s happy.
+
+不是每个人都快乐。
+
+> And the older the industry you are tackling the the more protected it is by government or by corruption or by both the more they\'re going to be upset about what you do.
+
+而且，你所处理的行业越老，它就越受到政府、腐败或两者的保护，他们对你所做的事情就会感到更加不安。
+
+> We\'re making drivers lives a hell of a lot better they\'re making a lot more money they\'re making ends meet they\'re living their American dream.
+
+我们让司机生活得更好，他们赚了更多的钱，他们的收入达到了他们的美梦。
+
+> And Uber is helping them do that.
+
+优步正在帮助他们做到这一点。
+
+> Riders are getting around town much more efficiently I\'m not sure who hurts from this other than a particular incumbent industry which I would mention.
+
+骑手们在城里走来走去的效率要高得多，我不知道除了我要提到的一个特定的现有行业之外，谁会因此受到伤害。
+
+> `[00:07:39]` So a few metrics look when I\'m having a bad day I just go to our overall revenue graph laughter.
+
+`[00:07:39]` 所以当我有一个糟糕的一天的时候，我只看我们的总收入图表笑声。
+
+> `[00:07:55]` This is a cool trick in Photoshop if you take that image and you flip it.
+
+`[00:07:55]` 这是 Photoshop 中的一个很酷的技巧，如果你拍下这张照片，然后翻转它。
+
+> It\'s like a smile.
+
+就像一个微笑。
+
+> OK.
+
+好的
+
+> All right.
+
+好的
+
+> That\'s just gratuitous.
+
+那是没有报酬的。
+
+> OK.
+
+好的
+
+> Look we launched in Sanford.
+
+听着我们在桑福德启动了。
+
+> Oh by the way.
+
+顺便问一下。
+
+> So this.
+
+所以这个。
+
+> This is what.
+
+这就是什么。
+
+> 26 percent month over month growth looks like and many times when I show this when I when I do presentations in cities every time we launch in a city we do this big launch event sort of have some high rollers and people who really make the city move.
+
+月增长率是 26%，很多时候，当我在城市里做演讲的时候，每次我们在一个城市里做一个大发布会，我们都会有一些高压路客和一些真正推动城市发展的人。
+
+> We sort of pay our respects to that city and and do a really nice dinner.
+
+我们对那座城市表示敬意，并做了一顿非常好的晚餐。
+
+> And these folks are always leaning to the left looking for the Axis.
+
+这些人总是倾向于左倾寻找轴心。
+
+> When we first launched first a lot of people go wow it\'s successful it\'s so obvious I call it the the hand to the palm to foresaid moment when they learn about Uber they\'re like I had this idea or I should have had this idea.
+
+当我们第一次推出优步的时候，很多人都很成功，这很明显，我称之为“掌上明珠”，可以预见到当他们了解优步的时候，他们就像我有了这个想法，或者我应该有这样的想法。
+
+> When we first launched guys it wasn\'t easy getting our angel around.
+
+当我们第一次发射的时候，让我们的天使四处走动并不容易。
+
+> People thought we were crazy limos in San Francisco.
+
+人们认为我们是旧金山的疯狂豪华轿车。
+
+> But it took off like I said.
+
+但它像我说的那样起飞了。
+
+> And so one of the interesting things before we went to our series they are sorry this is actually before our series be here which we did in November of last year.
+
+所以，在我们开始我们的系列之前，有一件有趣的事情，他们很抱歉，这实际上是在我们的系列之前，我们在去年 11 月做的。
+
+> Was is this a one hit wonder or not is this only going to work in San Cisco because it\'s so screwed up.
+
+这是不是一个热门奇迹，这是不是只会在圣西斯科工作，因为它是如此糟糕。
+
+> And so we start launching in other cities and this is a revenue chart on a weekly it\'s a weekly window which you could think of as like almost a moving average blue is San Francisco yellow is New York.
+
+因此，我们开始在其他城市推出，这是一份每周收入图表，这是一个每周的窗口，你可以认为这几乎是一个移动平均线，蓝色是旧金山，黄色是纽约。
+
+> `[00:09:34]` This is early on the brown is Seattle and the green there Chicago obviously we\'re way past that.
+
+`[00:09:34]` 这是早在布朗是西雅图和绿色的芝加哥，显然我们已经超过了这一点。
+
+> Now this is like sort of the first 100 days.
+
+这就像是头 100 天。
+
+> But what we found is that every city we were rolling out would just say hey we didn\'t know it was going to work.
+
+但我们发现，我们推出的每一个城市都会说：“嘿，我们不知道它会起作用。”
+
+> Every city we were rolling out got progressively better.
+
+我们推出的每一个城市都逐渐变得更好。
+
+> Our operation side of the house got very efficient and then the technology and the number of people who knew about when we go in we went in to New York.
+
+我们的操作方面变得非常有效率，然后技术和人数，谁知道，当我们进去，我们进入纽约。
+
+> We had a thousand people with credit cards on file without a car on the ground.
+
+我们有一千人在没有车在地上的情况下持有信用卡。
+
+> `[00:10:06]` So this wasn\'t a one hit wonder and so we just started launching a ton of cities and we have this double rainbow of metrics.
+
+`[00:10:06]` 所以这不是一个热门奇迹，所以我们刚刚开始推出大量的城市，我们有这双彩虹的度量标准。
+
+> What does it mean.
+
+这是什么意思。
+
+> Remember as liquidity goes up this is you know people in the market place who are building a marketplace know what liquidity means that means demand and supply go up together if they don\'t have a marketplace.
+
+记住，随着流动性的增加，你知道在市场上建立市场的人知道流动性意味着什么，这意味着如果他们没有市场的话，需求和供应就会同时上升。
+
+> In our world as liquidity goes up the quality of the experience goes up and it dramatically.
+
+在我们的世界里，随着流动性的增加，体验的质量也会提高，而且会显着地提高。
+
+> Right.
+
+正确的
+
+> So our average pickup times in San Francisco two minutes and 45 seconds when we first started in New York we\'re like 12 minute average pickup times and let me tell you you don\'t want to be delivering 12 minute pickup times to New Yorkers.
+
+所以我们在旧金山的平均拾取时间是 2 分 45 秒，当我们刚开始在纽约的时候，我们的平均拾取时间大约是 12 分钟，让我告诉你们，你们不想给纽约人提供 12 分钟的接送时间。
+
+> They will kick your ass.
+
+他们会踢你屁股的。
+
+> Laughter.
+
+笑声。
+
+> So as it gets better now we\'re right around five minutes in New York and that\'s kind of when they lose their minds.
+
+所以，随着情况好转，我们就在纽约待 5 分钟左右，这时他们就会失去理智。
+
+> As more people use it you go from the core user base to bigger.
+
+随着越来越多的人使用它，你将从核心用户群转向更大的用户群。
+
+> The engagement actually gets deeper the number of rides per rider per month actually go up as we expand as a cool cohort graph.
+
+每个骑手每月的乘车次数实际上会随着我们作为一个酷的队列图的扩展而增加。
+
+> But who cares.
+
+但谁在乎呢。
+
+> The bottom line is that 50 percent of the people who ever use still use and we\'ve seen that from the beginning.
+
+底线是，50%的使用者仍在使用，我们从一开始就看到了这一点。
+
+> This is an interesting one.
+
+这是一个有趣的故事。
+
+> This is San Francisco indexed revenue.
+
+这是旧金山的指数化收入。
+
+> So we\'re gettin there\'s lots of town cars in San Francisco right.
+
+所以我们在旧金山有很多城里的车，对吗？
+
+> The number of town cars that there were in San Francisco before we got there was 600.
+
+在我们到达旧金山之前，城里有 600 辆车。
+
+> There are now more cars dedicated to Uber than there were town cars in San Francisco when we got there.
+
+现在专门为优步服务的汽车比我们到达旧金山时的城镇车还多。
+
+> And so you\'re like well this thing\'s going to slow down this train is going to slow down at some point.
+
+所以你会觉得这东西会慢下来，火车在某个时候会慢下来。
+
+> We indexed San Francisco revenue from last year due July 1st through the end of the year and looked at this year July 1st to where we are now and it\'s tracking almost identical.
+
+我们索引旧金山的收入从去年的 7 月 1 日至年底，并在今年 7 月 1 日，我们现在的情况，它的跟踪几乎相同。
+
+> So it\'s not slowing down any time soon and when you\'re talking about for a particular city 20 percent month over month growth that\'s that\'s really big growth especially when you\'re when the numbers are getting big.
+
+因此，它不会在短期内放缓，当你谈论一个特定城市的月增长率为 20%时，这将是一个非常大的增长，尤其是当这个数字越来越大的时候。
+
+> So on the operations side I think a lot of us are techies.
+
+所以在行动方面，我认为我们很多人都是技术人员。
+
+> You know I\'m an engineer by training.
+
+你知道我是个受过训练的工程师。
+
+> We know what product managers are we know what that means but when you\'re on the ground when your technology touches people and it touches cities what you have to do is have process managers process managers or similar product managers they manage the process that people do versus machines and the roadmap for product has to dovetail with the roadmap for process because any time we change anything that happens in a car that\'s got to change the tack and vice versa.
+
+我们知道什么是产品经理，我们知道这意味着什么，但是当你在地面上，当你的技术接触到人们，它涉及到城市时，你必须做的是让过程经理或类似的产品经理来管理人们所做的过程，而机器和产品的路线图必须与过程路线图相吻合，因为任何时候我们都要改变任何事情发生在必须改变策略的汽车上，反之亦然。
+
+> So it\'s really interesting mapping processes that we go through.
+
+所以我们所经历的映射过程非常有趣。
+
+> `[00:12:56]` Come on.
+
+`[00:12:56]` 来吧。
+
+> `[00:12:58]` This is supposed to be a picture of Europe.
+
+`[00:12:58]` 这是一张欧洲的照片。
+
+> We\'re rolling out very big in Europe right now so getting the operational expertise.
+
+我们现在欧洲推出了非常大的业务专长。
+
+> I think this just isn\'t talked a lot about in startups is the operations side of the business.
+
+我认为这只是\在初创企业中谈论得不多，而是业务的运营方面。
+
+> I think a lot of e-commerce companies see that we see it on a very deep level because you know the rubber\'s actually meeting the road but getting teams ready to roll out in Europe is something we\'ve been spending time in Paris and London right now.
+
+我认为很多电子商务公司都看到了我们在一个非常深的层面上看到了这一点，因为你知道橡胶实际上是在满足道路，但让团队准备在欧洲推出是我们现在花在巴黎和伦敦的时间。
+
+> Like I said we\'re gonna be in Amsterdam very soon and there\'s a whole host of other cities that were that are lined up in Europe and that\'s going to be a big push.
+
+就像我说的，我们很快就会来到阿姆斯特丹，还有很多其他城市在欧洲排成一排，这将是一个巨大的推动。
+
+> And this year also in the first half of next year we have somebody in Asia ready to go and city sort of our first city in Asia Pac and I can\'t wait to go to a launch party.
+
+今年，也是在明年上半年，我们有亚洲的一些人准备去，我们在亚洲的第一个城市-太平洋航空公司，我迫不及待地要去参加一个发射派对。
+
+> OK.
+
+好的
+
+> So quality and choice.
+
+所以质量和选择。
+
+> It was really interesting right.
+
+真的很有趣对吧。
+
+> We had this high end thing it\'s costs about 50 percent more than a cab.
+
+我们有一种高端的东西，它的成本比一辆出租车高出 50%。
+
+> And everybody said oh there\'s high end and everybody goes wow I\'m going to do a low cost Uber.
+
+每个人都说，哦，有高端，每个人都会说，哇，我要做一个低成本的优步。
+
+> There\'s like a few companies out there I can remember their names that decide they\'re going to be a low cost to run they clone our app.
+
+就像有几家公司，我记得他们的名字，决定他们将是一个低成本运行，他们克隆我们的应用。
+
+> You know they flatter us by basically stealing all the pixels and copying them over to their app.
+
+你知道，他们通过窃取所有像素并将它们复制到他们的应用程序来讨好我们。
+
+> Uber Edwy Uber is going to be a low cost Uber but it\'s about quality and choice and what we see when we low when we roll out a low cost option.
+
+Uber Edwy Uber 将是一个低成本的优步，但它是关于质量和选择，以及当我们推出低成本选择时我们看到了什么。
+
+> What we see is that actually engagement gets deeper because people have choice they don\'t have to always get the expensive thing so they start using it more often people who maybe wouldn\'t start with the black car products start with taxi or what we call Uber X and then it\'s date night and they will improve.
+
+我们看到的是，事实上，订婚越来越深，因为人们有选择，他们不必总是得到昂贵的东西，所以他们开始更频繁地使用它，他们可能不会从黑色汽车产品开始，从出租车开始，或者我们称之为优步 X，然后它的约会之夜，他们会改进。
+
+> You know they want to impress their lady or they just need a comfortable ride.
+
+你知道他们想给自己的女士留下深刻印象，或者他们只是需要一辆舒适的车。
+
+> And it goes from there.
+
+从那里开始。
+
+> So this was a choice a beautiful thing let\'s keep moving taxi we did in Chicago in April.
+
+所以，这是一个很好的选择，让我们继续开出租车吧，我们四月在芝加哥做的。
+
+> We now have a few cities were in Boston Toronto Chicago San Francisco we were in New York BOPA.
+
+我们现在有几个城市在波士顿，多伦多，芝加哥，旧金山，我们在纽约，波帕。
+
+> `[00:15:08]` Not anymore.
+
+`[00:15:08]` 不再是了。
+
+> Don\'t get me started.
+
+别让我开始。
+
+> Fair enough we\'ll get to that at the end.
+
+公平地说，我们会在最后做到这一点的。
+
+> We did Uber acts which is sort of like a low end Uber where we did this in July in San Francisco in New York and that\'s where it\'s basically 30 percent cheaper.
+
+我们做了 Uber 的表演，这有点像低端的 Uber，我们 7 月份在纽约的旧金山做了这件事，那里的价格基本上便宜了 30%。
+
+> All hybrid fleet at least inS.F.
+
+所有混合动力舰队，至少在安全部队。
+
+> where we\'re starting to diversify a little bit out of hybrids because we can\'t get the partners to buy cars fast enough.
+
+在这里，我们开始从混合动力车转向多样化，因为我们无法让合作伙伴足够快地购买汽车。
+
+> But the thing is as you push a button and a car appears in five minutes and feels magical but how you make that happen is actually very complex.
+
+但事情是，当你按下一个按钮，一辆车出现在五分钟内，感觉很神奇，但你如何使它发生实际上是非常复杂的。
+
+> So we have a math department here.
+
+我们这里有个数学系。
+
+> I like to tell them I say look guys you\'re in charge of our margins right because they need to get the pickup times really low but the utilization really high.
+
+我想告诉他们，听着，伙计们，你们负责我们的利润，因为他们需要的收货时间很低，但利用率却很高。
+
+> How do you do that right.
+
+你怎么做对的。
+
+> Well you do that through a lot of math.
+
+你用了很多数学才能做到这一点。
+
+> Let\'s start with our math department.
+
+我们从数学系开始吧。
+
+> Okay that\'s not my math department.
+
+好吧那不是我的数学系。
+
+> We have two nuclear physicists on staff.
+
+我们有两名核物理学家。
+
+> Computational neuroscientist a machine learning expert and a few other guys there.
+
+计算机神经学家，机器学习专家和其他一些人。
+
+> They\'re killing it and some of the things they do.
+
+他们正在扼杀它和他们所做的一些事情。
+
+> They do demand prediction congestion prediction supply matching supply positioning smart dispatch algorithms dynamic pricing Friday and Saturday night or special nights.
+
+他们做需求预测，拥挤预测，供应匹配，供应定位，智能调度算法，动态定价，星期五和星期六晚上或特殊的夜晚。
+
+> We sometimes get really big waves of demand that you can\'t really get enough cars to do anything about.
+
+我们有时会遇到一波又一波的需求，你无法得到足够的汽车来做任何事情。
+
+> So you have a marketplace oriented sort of dynamic pricing element that clears the market it gets more cars on the road and in sort of lassoes in sort of uncontrollable demand.
+
+所以你有一个以市场为导向的动态定价元素，它可以清除市场，让更多的汽车在路上行驶，在某种程度上是不可控制的需求。
+
+> You can\'t see these pictures really well because of the lights but they\'re pretty these are some heat maps of cities.
+
+你不能很好地看到这些照片，因为灯光，但它们很漂亮，这是一些城市的热图。
+
+> This isD.C.
+
+这是华盛顿。
+
+> right here.
+
+就在这儿。
+
+> But you guys probably can\'t see it.
+
+但你们可能看不见。
+
+> This is Manhattan.
+
+这里是曼哈顿。
+
+> Can\'t you tell.
+
+你看不出来吗。
+
+> Anyways these are useless.
+
+不管怎样，这些都是没用的。
+
+> I\'ll just keep going.
+
+我还是继续走吧。
+
+> Okay.
+
+好的。
+
+> All right.
+
+好的
+
+> This right here is what drivers see.
+
+这就是司机们看到的。
+
+> This is our supply positioning so in our company when mass goes operational that becomes how am I doing on time by the way.
+
+这是我们的供应定位，所以在我们公司，当大众开始运作时，顺便说一句，我是如何准时完成的。
+
+> I have no timing here.
+
+我没有时间。
+
+> Eight minutes left.
+
+还有八分钟。
+
+> All right.
+
+好的
+
+> Minutes left.
+
+只剩几分钟了。
+
+> All right.
+
+好的
+
+> This is going to suck.
+
+这会很糟糕的。
+
+> All right.
+
+好的
+
+> All right.
+
+好的
+
+> So supply positioning right we have a heat map of demand but we basically were predicting demand 20 minutes ahead of time.
+
+因此，供应定位正确，我们有一个需求热图，但我们基本上是提前 20 分钟预测需求。
+
+> The problem is is that if I gave the heat map to drivers they\'ll all go to the same spot and then they\'ll be bad for a lot of people who aren\'t in that hot spot.
+
+问题是，如果我把热图给司机，他们都会去同一个地方，对很多不在那个热点的人来说是不好的。
+
+> So what we do is we say here\'s the heatmap of demand or prediction for 20 minutes time.
+
+所以我们要做的是，这是需求的热图，或者预测 20 分钟的时间。
+
+> But where is the supply right now that\'s anti heat that sucks the heat out of the map what\'s left over is residual heat underserved demand.
+
+但是现在的供给在哪里呢？它的抗热把热量从地图上吸出来了，剩下的是剩余的热量，服务不足的需求。
+
+> And we do down neighborhood by neighborhood basis will ultimately go continuous on it.
+
+我们逐个邻里做下去，最终会继续下去。
+
+> The math is very tricky and complex and computationally intensive but that gives you a sense of some of the things we do that\'s in car you don\'t see it because once you get in the car he\'s on trip and he didn\'t see that map anymore.
+
+这个数学非常复杂，计算量很大，但这让你对我们在车里做的一些事情有了一种感觉，你看不到它，因为一旦你上车，他就在旅途中，他再也看不见那张地图了。
+
+> Dynamic pricing.
+
+动态定价
+
+> I talked a little bit about that already.
+
+我已经谈过了。
+
+> We have one of our nuclear physics guys is a big San Francisco Giants fan.
+
+我们有一个核子物理学的家伙是旧金山巨人队的忠实粉丝。
+
+> Clearly we have to look at events in the city because that affects demand in a big way.
+
+显然，我们必须关注这座城市发生的事件，因为这在很大程度上影响了需求。
+
+> When the Giants play of course demand is huge.
+
+当然，当巨人队发挥作用时，需求是巨大的。
+
+> When the Giants win it\'s much huger than when they lose Pyong go on style.
+
+当巨人队获胜的时候，它比失去平庸的时候要大得多，那就继续流行吧。
+
+> You know they want to go the bars.
+
+你知道他们想去酒吧。
+
+> They\'re just feeling good.
+
+他们只是感觉很好。
+
+> Actually what\'s interesting is in Boston when they lose when the Red Sox lose we actually have bigger demand laughter.
+
+事实上，有趣的是在波士顿，当他们输了，而红袜队输了，我们实际上需要更多的笑声。
+
+> `[00:18:53]` No joke.
+
+`[00:18:53]` 不要开玩笑。
+
+> `[00:18:54]` Here\'s what\'s really interesting.
+
+`[00:18:54]` 这是真正有趣的事情。
+
+> It\'s not enough to make money.
+
+这不足以赚钱。
+
+> I just gave way the punch line.
+
+我只是放弃了这句俏皮话。
+
+> But basically that huge uptick in demand when that when the giant San Francisco Giants win starts about three hours before the game begins.
+
+但是从根本上说，当巨大的旧金山巨人队在比赛开始前三个小时开始的时候，需求就有了巨大的增长。
+
+> `[00:19:11]` Hubers Vegas is going to take on a whole new meaning.
+
+`[00:19:11]` 哈勃拉斯维加斯将有一个全新的意义。
+
+> Laughter.
+
+笑声。
+
+> `[00:19:15]` OK.
+
+`[00:19:15]` 好的。
+
+> So I\'ma really speed through here and this sucks because there\'s so much cool regulatory stuff I have talked about.
+
+所以我真的会加快速度，这太糟糕了，因为我已经说过太多很酷的监管内容了。
+
+> But giving riders high fives look transportation and thought of as a boring space it\'s boring.
+
+但给骑手击掌看上去像交通，并认为是一个无聊的空间，这是无聊的。
+
+> Well until you push a button and a car magically appears.
+
+嗯，直到你按下一个按钮，然后一辆汽车神奇地出现。
+
+> But we basically have lots of people love us and how do we get them to tell that story over and over again given an excuse to tell the uber story.
+
+但我们基本上有很多人爱我们，我们如何让他们一遍又一遍地讲述这个故事，给出一个借口来讲述这个故事。
+
+> So we do a lot of creative things.
+
+所以我们做了很多有创意的事情。
+
+> I think a lot of you guys have seen that.
+
+我想你们很多人都见过。
+
+> But look Valentine\'s Day we distribute tens of thousands of roses to thousands of drivers every girl who got on a car after 4pmp.m.
+
+但是看看情人节，我们给成千上万的司机分发了成千上万的玫瑰，每一个 4 分钟后上了车的女孩。
+
+> was handed a rose by the driver.
+
+司机递给我一朵玫瑰。
+
+> That\'s a strong move.
+
+那是个强有力的举动。
+
+> `[00:19:57]` Fellahs laughter.
+
+`[00:19:57]` 非诚勿扰的笑声。
+
+> `[00:20:01]` I call it I call this scaling romance on Presidents Day inD.C.
+
+`[00:20:01]` 我把这叫做在华盛顿的总统日，我称它为规模的浪漫。
+
+> We did what we call an uber Kate K escalated towncar escalate American flags all the way down to one out of every 20 people that push the button and uber kid rolls up laughs the driver the driver has an earpiece that makes him look like Secret Service.
+
+我们做了一件我们所称的 Uber KateK 自动升级的城市轿车，将美国国旗升级至每 20 个按下按钮的人中的一个，孩子们笑了起来，司机有一个耳机让他看起来像特勤局。
+
+> `[00:20:37]` And as you\'re driving through town kids are like waving like knocking on the window.
+
+`[00:20:37]` 当你开车穿过镇子时，孩子们就像在摇着手敲窗户。
+
+> Laughter.
+
+笑声。
+
+> `[00:20:44]` Laughter.
+
+`[00:20:44]` 笑声。
+
+> We did something in we did something in South by Southwest.
+
+我们做了一些事情-我们在西南偏南做了一些事情。
+
+> We got pedicabs as you know into a town car south by.
+
+我们有三轮车，就像你知道的，在南边的一辆城里的车里。
+
+> That\'s just do she like don\'t do that but a pedicab.
+
+她就是这么做的-别那么做，只要有个三轮车就行了。
+
+> Let\'s do this right.
+
+让我们做好这件事。
+
+> So we did that.
+
+所以我们就这么做了。
+
+> That\'s cool 100 pedicabs you push a button pedicab takes you where you want to go.
+
+那是很酷的 100 个花梗，你按下一个按钮就能带你去你想去的地方。
+
+> But we took 10 of those pedicabs and we outfitted them with these containers that could hold Texas barbecue.
+
+但是我们拿了 10 个这样的花环，我们给他们装了这些容器，可以容纳德克萨斯的烧烤。
+
+> So we did On-Demand Texas barbecue you pushed the button and a cow would come to you on the map.
+
+所以我们按下德州烧烤，你按下按钮，地图上就会有一头牛来找你。
+
+> We did ice cream in July.
+
+我们在七月吃了冰淇淋。
+
+> And every time we roll out a city we do what\'s called rider zero the first person to get in an uber when we saw lunch.
+
+每次我们推出一座城市，我们都会做一件被称为“零骑手”的事-当我们看到午餐时，第一个进入超级公园的人。
+
+> It used to be an organic thing it just happened and then them my city team started get excited.
+
+它曾经是一个有机的事情，它刚刚发生，然后他们，我的城市团队开始感到兴奋。
+
+> This is Edward Norton taking the first.
+
+我是爱德华·诺顿。
+
+> We were in Los Angeles to go surfing so we give riders high fives but we give drivers hugs and that\'s because look the riders you know they think it goes well they get to their business meeting on time with the Nostrand a certain part of town.
+
+我们去洛杉矶冲浪，所以我们给骑手们击掌，但我们给司机拥抱，那是因为你知道的，骑手们认为一切都很顺利，他们会准时到镇上某个地方的诺斯特兰德去参加商务会议。
+
+> But for a driver who\'s scrapping maybe has a few hours in the morning and one or two hours in the evening or in the afternoon booked filling out that time with a consistent revenue stream helps him make ends meet.
+
+但对于一名司机来说，他可能早上有几个小时的时间，晚上或下午有一两个小时的时间，用源源不断的收入来填满时间，可以帮助他维持收支平衡。
+
+> And so you go from just barely making ends meet to really making a living and then investing in your business.
+
+因此，你从勉强维持收支平衡，到真正谋生，然后投资于你的企业。
+
+> We have drivers who\'ve gone from one car to 15.
+
+我们有从一辆车到十五辆的司机。
+
+> Each of those cars grossing more than 100 grand a year.
+
+每辆车每年的总收入都超过 10 万辆。
+
+> So these guys are living their American dream.
+
+所以这些人正在实现他们的美国梦。
+
+> This is Riadh.
+
+我是里亚德。
+
+> He actually was hustling one of our engineers early on our engineers were getting unlimited Uber.
+
+他实际上是在催促我们的一名工程师，我们的工程师很早就得到了无限的优步。
+
+> He\'s like I got it.
+
+他就像我明白了。
+
+> We\'re cool but why don\'t you come join Uber.
+
+我们很酷，但你为什么不加入优步呢？
+
+> He did.
+
+是他干的。
+
+> He\'s the highest performing driver on the system he makes 20 to 30 percent more per hour most productive driver on the system than all the other drivers.
+
+他是系统中表现最好的司机，他每小时的工作效率比其他所有的司机高出 20%到 30%。
+
+> He also is the highest rated driver.
+
+他也是最高等级的司机。
+
+> We saw him figured out how he does what he does.
+
+我们看到他知道他是怎么做的。
+
+> He now has five cars on the system.
+
+他现在有五辆车在系统上。
+
+> He recently had his first born son named his son after engineer it\'s not funny.
+
+他最近让他的第一个儿子以工程师的名字命名他的儿子，这一点也不好笑。
+
+> Like that\'s for real.
+
+就像那样\真的。
+
+> All right.
+
+好的
+
+> This is Honny.
+
+我是亲爱的。
+
+> He\'s a comedian been in the city for about 25 years.
+
+他是个喜剧演员，在这个城市已经有 25 年了。
+
+> He or he thinks of himself as a comedian.
+
+他或他认为自己是个喜剧演员。
+
+> Every time I get in the car he tells me I used to be a Chippendale\'s dancer.
+
+每次我上车时，他都会告诉我，我曾经是奇彭代尔的舞蹈家。
+
+> Laughter.
+
+笑声。
+
+> This is Steve Zee\'s and guys just a signal when I\'m running out of time.
+
+这是史蒂夫·齐和伙计们在我快没时间的时候发出的信号。
+
+> I have no idea.
+
+我没有头绪。
+
+> I\'ll go over and spend an hour up here if you let me two minutes.
+
+如果你给我两分钟的话，我就过去在这里呆上一个小时。
+
+> OK.
+
+好的
+
+> All right Steve zis has 15 or sorry 20 cars on the system.
+
+好的史蒂夫·齐斯在系统上有 15 辆或 20 辆对不起的车。
+
+> He started with one.
+
+他从一个开始。
+
+> He\'s got five kids told me at 16 going on a 16 on the way.
+
+他有五个孩子在 16 岁的时候告诉我在路上要开 16 辆车。
+
+> That\'s funny I said Steve six kids you\'re crazy.
+
+真好笑我说史蒂夫六个孩子你疯了。
+
+> What are you doing.
+
+你在做什么
+
+> That\'s nuts.
+
+那太疯狂了。
+
+> You\'ve got a business to run.
+
+你有生意要办。
+
+> He\'s like I got I got to keep the uber uber fleet growing.
+
+他就像我要保持超高速舰队的增长。
+
+> Laughter.
+
+笑声。
+
+> His son there doesn\'t look too happy to be part of the uber fleet.
+
+他的儿子在那里看起来不太高兴成为超级舰队的一员。
+
+> Well I could talk about regulation.
+
+我可以谈谈规矩。
+
+> I\'d spend a couple minutes.
+
+我会花几分钟。
+
+> The bottom line is I can\'t go through a bunch of slides because I really don\'t have the time.
+
+底线是我不能看一大堆幻灯片，因为我真的没有时间。
+
+> Well on a let\'s just go until somebody stops saying this is a new york city medallion.
+
+好吧，让我们走吧，直到有人不再说这是纽约市的奖章。
+
+> That\'s the license to basically own and operate a single taxi in New York.
+
+这是在纽约基本拥有和经营一辆出租车的执照。
+
+> The number of taxis or medallions in New York it\'s the blue bar there the dark blue.
+
+纽约的出租车或奖章的数量是蓝色的酒吧，是深蓝色的。
+
+> It\'s basically been flat since 1946 the same number of taxis that were in the city in 1946 is the same number of taxis that are out there today.
+
+自 1946 年以来，出租车基本上是持平的，1946 年在这个城市的出租车数量和现在的出租车数量是一样的。
+
+> That value of that Medinas worth about a million dollars a pop.
+
+一瓶麦地那酒的价值大约是一百万美元。
+
+> There are 13000 medallions in the city of New York.
+
+纽约市有 13000 枚奖牌。
+
+> So you have 13 billion dollars directed at keeping Uber from being successful.
+
+所以你有 130 亿美元用来阻止优步成功。
+
+> DC We had a really interesting situation.
+
+我们遇到了一个非常有趣的情况。
+
+> We went there by the way we\'re as far as we could tell we were totally legal like love legal nicest laws in the country in terms of sedans inD.C.
+
+顺便说一句，我们去了那里，据我们所知，我们是完全合法的，就像爱一样，在华盛顿特区的轿车方面，法律上也是最好的法律。
+
+> butD.C.
+
+但是 D.C.
+
+> taxi commissioner goes out there and says Hubers not legal.
+
+出租车专员走到那里说哈伯斯是不合法的。
+
+> Because they charge by time and distance.
+
+因为他们按时间和距离充电。
+
+> And let\'s just say that was real.
+
+让我们说那是真的。
+
+> Why is charging by distance evil.
+
+为什么远距离充电是邪恶的。
+
+> I don\'t understand.
+
+我不明白。
+
+> I don\'t get it.
+
+我不明白。
+
+> But he said look you\'re charged my time and distance you\'re not allowed.
+
+但他说，你看，你用我的时间和距离，你是不允许的。
+
+> Well we looked at the law.
+
+我们看了法律。
+
+> The law says sadhana for hire vehicle designed to carry fewer than six passengers would charge for service on the basis of time and mileage.
+
+该法律称，设计用于载客少于六人的出租汽车的萨德哈纳将根据时间和里程收取服务费。
+
+> Like what are you time I was going public forms watching postetc.
+
+就像你什么时候我去公共表格看 postetc 一样。
+
+> We go the attorney general in the District of Columbia.
+
+我们去哥伦比亚特区的司法部长那里。
+
+> And that\'s what he tells us.
+
+他就是这么告诉我们的。
+
+> `[00:25:26]` Laughter So when you read about the crazy stuff we\'re doing in the cities and I\'ve got to close this down some he\'s going to have the hook and they\'re going to take me off here.
+
+`[00:25:26]` 笑声，当你读到我们在城市里做的那些疯狂的事情时，我必须要结束这个故事，他会抓住我的钩子，他们会把我从这里带走的。
+
+> `[00:25:40]` But when you read about the crazy stuff that we\'re doing in the cities know that it is corrupt out there know that we are highly highly disruptive in what you read in the papers isn\'t always true.
+
+`[00:25:40]` 但是当你读到我们在城市里所做的疯狂的事情时，要知道它是腐败的，要知道我们在报纸上读到的东西是非常具有破坏性的，但你在报纸上看到的并不总是正确的。
+
+> And the bottom line is that in order to be in this business in order to be this disruptive to what\'s going on you have to have you have to be willing to fight and you have to not be.
+
+底线是，为了进入这个行业，为了对正在发生的事情造成如此大的破坏，你必须有你必须愿意去战斗，而你必须不去战斗。
+
+> You can\'t be shy.
+
+你不能害羞。
+
+> So it gives you a little bit about it.
+
+所以它给了你一些关于它的东西。
+
+> Basically they tried to put a floor on our prices I\'ll leave it at this one this last one here.
+
+基本上，他们试图在我们的价格上设一个下限，我将把它留在这里，这是最后一个。
+
+> They put a floor on our prices or tried to pass what they called the uber amendment make our prices five times out of a taxi.
+
+他们给我们的价格设了一个下限，或者试图通过他们所谓的“Uber 修正案”，把我们的价格从出租车上打了五次。
+
+> They rolled the amendment out July 10th as of Monday sorry July 9th.
+
+他们把修正案从 7 月 10 日推出，到星期一为止，对不起，7 月 9 日。
+
+> The vote on the bill was the tenth sorry.
+
+对该法案的表决是第十次遗憾。
+
+> `[00:26:34]` They put the bill out on the 9th that was a Monday at 4:00p.m.
+
+`[00:26:34]` 他们在 9 号，也就是星期一下午 4 点把账单发了出来。
+
+> to vote on at 11:00a.m.
+
+在上午 11 点投票。
+
+> the next day 18 hours most of which are going to be sleeping.
+
+第二天，18 个小时，大部分时间都要睡觉了。
+
+> I wrote an e-mail to our consumers letting them know that they\'re about to do this.
+
+我给我们的消费者写了一封电子邮件，让他们知道他们将要这么做。
+
+> And by the way the rationale was to ensure that basically we don\'t compete.
+
+顺便说一句，理由是确保我们基本上不竞争。
+
+> If a CEO of a company told said something like this they\'d be in jail.
+
+如果一家公司的首席执行官告诉他这样的话，他们就会被关进监狱。
+
+> But if you corrupt your politicians and then push those laws down it\'s totally legal.
+
+但如果你让你的政客腐败，然后把这些法律推翻，那就完全合法了。
+
+> Anyways we did something called Life Liberty and the pursuit of membranous Uber DC law was a hashtag 18 hours later.
+
+不管怎样，我们做了一件叫“生命自由”的事，18 小时后，我们开始追求膜式的优步公司(Uber DC)法律。
+
+> We had 50000 original e-mails.
+
+我们有 50000 封原始电子邮件。
+
+> `[00:27:08]` These weren\'t robo e-mails that went to city council people Tynemouth to vote for it.
+
+`[00:27:08]` 这些不是知更鸟寄给市议会的电子邮件。
+
+> 37000 tweets 104 million social media impressions and we won as you might imagine there wasn\'t a lot of sleep during that time but it was so short it maybe didn\'t matter.
+
+在 37000 条推特上发布了 1.04 亿条社交媒体印象，我们赢了，就像你可能想象的那样，那段时间里睡眠不足，但时间太短了，也许无关紧要。
+
+> So anyways guys I think the bottom line.
+
+所以不管怎么说，伙计们，我认为底线是。
+
+> I\'ve got so much stuff Vegas by the way gambling and prostitution illegal legal in Vegas but Hubers not.
+
+顺便说一句，我在拉斯维加斯有这么多东西，赌博和卖淫是非法的，但是哈伯斯没有。
+
+> I got so much stuff probably have to end this.
+
+我有很多事情要结束。
+
+> I\'ll just end with just a couple more slides here guys and I\'m sorry about this.
+
+我只想在这里再看几张幻灯片，伙计们，对此我很抱歉。
+
+> Look technology\'s wiring up the core services and city life right here being a bunch other companies they\'re changing not just tech not just your Twitter app.
+
+看看科技把核心服务和城市生活连接在一起，作为一群其他公司，他们正在改变的不仅仅是科技，而不仅仅是你的推特应用。
+
+> They\'re changing how you live but that change used to happen over decades is now happening over months.
+
+他们正在改变你的生活方式，但这种改变过去是在几十年里发生的，现在却是在几个月之间发生的。
+
+> Quality of Life is not red it\'s not blue.
+
+生活质量不是红色的，不是蓝色的。
+
+> It\'s just people right.
+
+只是人是对的。
+
+> Cities that resist are going to feel backwards and their cities were not in.
+
+反抗的城市会感到倒退，而他们的城市却不在。
+
+> They feel backwards.
+
+他们倒着感觉。
+
+> All right a lot of our customers who are used to this go.
+
+好吧，我们很多习惯这种做法的顾客。
+
+> Others say it doesn\'t work.
+
+其他人说这不管用。
+
+> So I asked the mayor what are you protecting.
+
+所以我问市长你在保护什么。
+
+> Who are you protecting knowing realize they just don\'t even realize that they\'re protecting they think the taxi industry think drivers know you\'re actually screwing over drivers.
+
+你在保护谁，意识到他们根本没有意识到他们在保护谁，他们认为出租车行业认为司机知道你实际上是在欺骗司机。
+
+> So cities need transportation alternatives but they need modern accountable convenient stylish and efficient ones.
+
+因此，城市需要交通选择，但它们需要现代、负责、便捷、时尚和高效的交通方式。
+
+> We\'re out there in a city near you guys and look I appreciate being here is a lot of fun.
+
+我们在你们附近的一座城市里，看，我很感激能在这里玩得很开心。
+
+> And thank you.
+
+还有谢谢你。
diff --git a/docs/sus2012/03.md b/docs/sus2012/03.md
new file mode 100644
index 0000000..0df3e39
--- /dev/null
+++ b/docs/sus2012/03.md
@@ -0,0 +1,1185 @@
+# Tom Preston Werner at Startup School 2012  
+
+> `[00:00:00]` Hi everyone.
+
+`[00:00:00]` 大家好。
+
+> It\'s awesome to be back here with here in 2010.
+
+2010 年回到这里来真是太棒了。
+
+> Two years ago what\'s changed since then.
+
+两年前，从那时起，情况发生了变化。
+
+> I\'m actually going to put this on the ground.
+
+我要把这个放在地上。
+
+> This is my timer.
+
+这是我的计时器。
+
+> You see part of being a founder of a company is solving your own problems.
+
+作为一家公司的创始人，你可以看到，解决自己的问题是其中的一部分。
+
+> So I was thinking about this talk and what I would talk about what were the big questions would be for me about get hub where we\'ve been and where we go and what does it mean to to start a company today.
+
+所以我在想这个演讲，我会说什么对我来说最重要的问题是什么，我们曾经去过的地方，去了哪里，今天开一家公司意味着什么。
+
+> And I figured most of you and especially after watching Ben\'s talk might be asking how do II as a budding entrepreneur raise 100 million dollars just like get up did.
+
+我想，你们中的大多数人，尤其是在看完本的演讲后，可能会问，作为一名初出茅庐的企业家，我是如何筹集 1 亿美元的，就像“起床”一样。
+
+> Maybe that\'s the question that you\'re that you\'re wondering pretty much anywhere I go now.
+
+也许这就是你想知道我现在去的任何地方的问题。
+
+> Everyone says hey Tom how\'s it going.
+
+大家都说嗨，汤姆，你好吗？
+
+> What do you guys spend a million dollars on but this I think is the wrong question.
+
+你们到底花了多少钱，但我认为这是个错误的问题。
+
+> I\'m actually going to tell you how to do that.
+
+我要告诉你怎么做。
+
+> I\'m going to tell you something different.
+
+我要告诉你一些不同的事情。
+
+> And I think that\'s because at the end of the day money isn\'t actually what matters.
+
+我认为那是因为到头来钱并不重要。
+
+> Money is irrelevant.
+
+钱是无关紧要的。
+
+> What is money.
+
+什么是钱。
+
+> `[00:01:17]` Money is just a number in some banks computer that says how many slides you can buy for your office.
+
+`[00:01:17]` 钱只是银行电脑里的一个数字，上面写着你能为你的办公室买多少张幻灯片。
+
+> Right but that\'s not what we care about.
+
+对，但这不是我们所关心的。
+
+> That\'s not what we\'re trying to do here.
+
+这不是我们想要做的。
+
+> We\'re not trying to just make more slides happen in the world.
+
+我们并不是想让更多的幻灯片出现在这个世界上。
+
+> `[00:01:34]` So what does matter.
+
+`[00:01:34]` 那么重要的是什么。
+
+> I think what matters is not the money.
+
+我认为重要的不是钱。
+
+> Other things.
+
+其他的东西。
+
+> So let\'s let\'s think about this.
+
+所以让我们考虑一下这个。
+
+> `[00:01:44]` I forgot my clicker.
+
+`[00:01:44]` 我忘了我的遥控器。
+
+> I need my clicker.
+
+我需要我的遥控器。
+
+> This is going to be less impactful if I don\'t have my my thing.
+
+如果我没有我的东西，这就不会那么有影响了。
+
+> OK.
+
+好的
+
+> Thank you sir.
+
+谢谢先生。
+
+> Hey you guys are in for a treat.
+
+嘿你们要请客了。
+
+> Okay.
+
+好的。
+
+> Now that I have this.
+
+现在我有了这个。
+
+> OK.
+
+好的
+
+> So let me let me let me make a posit and me posit something for you guys.
+
+所以让我做个定金，我为你们准备一些东西。
+
+> A company is nothing except the decisions that it makes decisions are made by people.
+
+一个公司除了做决定是由人做的以外，什么都不是。
+
+> And with me so far so the only thing that matters are people.
+
+到目前为止，对我来说唯一重要的是人。
+
+> People are the only thing that matters and those people then had better be the right people.
+
+人是唯一重要的东西，那些人最好是正确的人。
+
+> So let me tell you about get a job in the very early days get hub was started by myself and my co-founder Chris wants to off.
+
+所以，让我告诉你，在很早的时候找到一份工作，GET 中心是由我自己创建的，我的联合创始人克里斯想离开。
+
+> Initially there was two of us.
+
+一开始是我们两个人。
+
+> What I did was the design the front end the very that just the visual and the axe.
+
+我所做的是设计，前端，就是视觉和斧头。
+
+> I also did the very back end which is how rails code Access\'s get repositories on disk so I\'m kind of this weird creature and then I do the front end stuff and I do the back end stuff but I\'ve been doing rails for a long time before that and I didn\'t really like it really like rails.
+
+我也做了非常后端的工作，这就是 Rails 代码访问在磁盘上获取存储库的方式，所以我是个奇怪的家伙，然后我做前端的东西，做后端的东西，但是在那之前我已经做了很长时间的 Rails，我不太喜欢 Rails。
+
+> You can tell the world and I actually like rails out much.
+
+你可以告诉世界，我非常喜欢铁轨。
+
+> And so I was through you know being in the Ruby community and going to Ruby meet ups this is how I found my co-founder and Chris Strath was very big into rails he had a blog post that outlined everything about how to be the best Rails developer you can be.
+
+所以，我通过你知道，在 Ruby 社区，去 Ruby 见 Ups，这就是我发现我的联合创始人克里斯·斯特拉斯(ChrisStrath)非常喜欢 Rails，他有一篇博客文章概述了如何成为最好的 Rails 开发人员。
+
+> Everything about it was amazing.
+
+一切都很棒。
+
+> I said this is a guy that I can start a company with because we have complementary skills.
+
+我说这是一个我可以和他一起创办公司的人，因为我们有互补的技能。
+
+> I\'ll do the front and back and he\'ll do the middle part and together we have the whole thing.
+
+我做前面和后面的，他做中间的部分，我们一起做整个事情。
+
+> And that worked out really well we just started hacking on it on the side side project.
+
+结果很好，我们刚刚开始在附带项目上进行黑客攻击。
+
+> But then shortly thereafter.
+
+但不久之后。
+
+> And here\'s here\'s a little tidbit about how can you tell whether your startup idea is actually gaining traction.
+
+这是一个关于你如何判断你的创业想法是否真的在吸引人的小窍门。
+
+> How is it how do you how can you tell people enjoy it.
+
+你怎么能告诉人们喜欢它。
+
+> One thing that was really effective for us was when people came to us in the private beta phase and they asked Can I pay for this.
+
+对我们来说真正有效的一件事是，当人们来到我们的私人测试版时，他们问我能支付这个费用吗？
+
+> We had no billing system and yet they wanted to pay for it.
+
+我们没有计费系统，但他们却想为此付出代价。
+
+> They wanted to make sure that it would continue to exist so that it would continue to solve their problems.
+
+他们希望确保它继续存在，以便它能够继续解决他们的问题。
+
+> So if you have customers asking you to pay for your company\'s product before you can even sell it to them that\'s a good sign.
+
+因此，如果你的客户要求你在销售公司产品之前支付公司产品的费用，那将是一个好兆头。
+
+> So in order to accomplish this in order to get this company to a place where people could actually buy it.
+
+为了实现这一目标，为了让这家公司能够让人们真正买到它。
+
+> We hired our third co-founder.
+
+我们雇了第三位联合创始人。
+
+> He came on board was just a few months after we had started and he has his first thing built the billing system.
+
+他是在我们开始工作几个月后才上船的，他的第一件事就是建立计费系统。
+
+> PJ Hiatt so now we had two rails guys essentially and misto doing front and back and we\'re building out a better mix of people and skills to accomplish what we need to do to get done.
+
+PJHiatt，所以现在我们有两个 Rails 的家伙，基本上和错误的做前面和后面，我们正在建立一个更好的人员和技能的组合，以完成我们需要做的事情。
+
+> Our first employee that we hired named Scott cone he is a get expert.
+
+我们雇佣的第一位员工叫斯科特·科内，他是一位 GET 专家。
+
+> So we reached a level in the company where we kind of maxed out our knowledge none of us were really get experts and yet we\'re building the site get Hubb which is for hosting get repositories.
+
+因此，我们在公司达到了一个水平，在那里，我们的知识达到了极限，我们中没有人是真正的专家，但我们正在建设一个网站，GET Hubb，它是用来托管 GET 存储库的。
+
+> So again through meet ups we met Scott we talked to him we talked him about product about how he would go about building things and he was the one that built just which is the snippet sharing site.
+
+所以，通过见面，我们遇到了斯科特，我们和他谈了谈产品，我们谈到了他如何去建造东西，而他就是那个建立了一个片段共享网站的人。
+
+> He built from scratch as his first task bringing his knowledge into the equation.
+
+他白手起家，把他的知识纳入方程式，这是他的第一项任务。
+
+> And so you can see are assembling a broader diversity of people who can accomplish more things.
+
+所以你可以看到，他们聚集了更多的人，他们可以完成更多的事情。
+
+> We max out our Get knowledge.
+
+我们最大限度地利用我们的知识。
+
+> Let\'s bring someone in that can augment that.
+
+让我们找个能增加这一点的人来。
+
+> And you\'ll notice that none of these people none of the four of us were businesspeople.
+
+你会注意到，这些人中没有一个是商人，我们四个人都不是商人。
+
+> None of us had ever really gone into business all that much.
+
+我们谁也没有做过这么多的生意。
+
+> I\'d done some consulting but that doesn\'t really count.
+
+我做过一些咨询，但这并不算什么。
+
+> None of us had created large businesses.
+
+我们中没有人创造过大企业。
+
+> None of us had an MBA background or a business background like that.
+
+我们都没有工商管理硕士学位，也没有这样的商业背景。
+
+> So none of us either were executives.
+
+所以我们都不是高管。
+
+> None of us had this really broad experience in creating a company that you might as as a person starting out think well how are we going to solve this problem.
+
+我们中没有一个人在创建一家公司方面有过如此广泛的经验，作为一个刚开始创业的人，我们应该如何解决这个问题。
+
+> Well let\'s let\'s hire an executive because they know what they\'re doing.
+
+那么，让我们雇用一名高管，因为他们知道自己在做什么。
+
+> Now you have two problems.
+
+现在你有两个问题。
+
+> Here\'s the thing.
+
+事情是这样的。
+
+> There are executives and they\'re awesome great people but they know so much they know so much that it can be detrimental I think to a startup where you\'re really trying to solve a new problem in a different way.
+
+这里有一些高管，他们都是了不起的伟人，但他们知道的太多了，我认为这对一家创业公司来说是有害的，因为你真的在用另一种方式解决一个新的问题。
+
+> You have to come to problems with beginner\'s mind not knowing something can be a very powerful tool into accomplishing it because you don\'t know that it\'s not possible.
+
+你必须解决初学者头脑不知道的问题，因为你不知道这是不可能的，所以这是一个非常强大的工具。
+
+> That\'s what doing a startup is not realizing that something is impossible and doing it anyway.
+
+这就是为什么创业并不会意识到某些事情是不可能的，而且无论如何都会去做。
+
+> Something else that was a commonality between us the people in get hub in the earliest days was having worked for bad companies before having worked in places where they did things wrong examples of how not to do something are just as good as examples of how to do something.
+
+我们之间的共同之处-最初在 GET 中心工作的人-在他们做错事的地方之前曾为坏公司工作过，如何不做某事的例子和如何做某事的例子一样好。
+
+> And I think this is what companies are for.
+
+我认为这就是公司的职责所在。
+
+> Companies solve problems.
+
+公司解决问题。
+
+> Great companies solve real problems and if you haven\'t ever experienced problems then how can you know what are the right ones to solve.
+
+伟大的公司解决真正的问题，如果你从来没有经历过问题，那么你怎么知道什么是正确的解决方法。
+
+> So you\'re all here to do startups to join startups to create startups.
+
+所以，你们都是来做初创公司的，加入创业公司来创建创业公司。
+
+> I think that if your options are create a startup or try and you know go work for another company going on working for other companies is not so bad because it gives you this really excellent perspective on things to not do actually.
+
+我认为，如果你的选择是创建一家初创公司或尝试，而你知道，去为另一家公司工作，继续为其他公司工作并不是那么糟糕，因为它给了你一个非常好的视角，你可以不去做一些事情。
+
+> So getting experience elsewhere.
+
+所以在其他地方积累经验。
+
+> Not so bad right.
+
+没那么糟吧。
+
+> A lot of great people start startups had a bunch of full time jobs before that.
+
+在此之前，许多优秀的创业公司都有大量的全职工作。
+
+> I had five.
+
+我有五个。
+
+> I had five full time jobs before starting get a job.
+
+在开始找工作之前我做了五份全职工作。
+
+> So suffering can sometimes lead to a better product for having that information.
+
+因此，痛苦有时会为获得这些信息带来更好的结果。
+
+> Something that\'s great with people is getting together we would meet for beers all the time and we\'d talk over the problems that we had.
+
+有件很棒的事情就是和人们聚在一起，我们总是在一起喝啤酒，我们会讨论我们遇到的问题。
+
+> We\'d go to a bar called O\'Reilly\'s up in North Beach San Francisco and we\'d just talk through the big problems right.
+
+我们会去一家名为 O‘Reilly 的酒吧，在旧金山的北海滩，我们只会讨论那些大问题。
+
+> People are very important having the same ideas for the product direction is important.
+
+人是非常重要的，对产品的方向有相同的想法是很重要的。
+
+> Getting on the same page for that stuff is going to allow you to push forward.
+
+做同样的事情会让你向前推进。
+
+> If you find yourself in a situation where you\'re not getting along with your cofounders or the very small team that you\'ve created to begin with really step back and evaluate that problem because I don\'t think you can push forward effectively if you\'re fighting each other.
+
+如果你发现自己与你的共同创始人或你创建的非常小的团队相处不融洽，那么你首先要退一步，评估这个问题，因为我不认为如果你们互相争斗，你们就不能有效地向前推进。
+
+> Look at that.
+
+看那儿
+
+> You should be getting along if you\'re not really really think about what that means.
+
+如果你没有真正想清楚那意味着什么，你就应该和睦相处。
+
+> Hiring is hard.
+
+招聘是很难的。
+
+> Hiring the right people is incredibly hard.
+
+雇佣合适的人是非常困难的。
+
+> Sometimes you\'ll screw it up.
+
+有时候你会搞砸的。
+
+> We hired a sales person in the very early days and we had to let him go because he wasn\'t the culture fit it was because we hadn\'t had experience with that kind of hiring before.
+
+我们很早就雇了一名销售人员，我们不得不让他走，因为他的文化不适合，这是因为我们以前没有这样的招聘经验。
+
+> And that\'s OK.
+
+那也没关系。
+
+> You\'re going to screw up hiring.
+
+你会搞砸招聘的。
+
+> You have to be in a place mentally where you can fix that later on by letting someone go it sucks.
+
+你必须呆在一个精神上的地方，在那里你以后可以通过放某人走来解决这个问题-这太糟糕了。
+
+> Firing people is the worst but if you\'re gonna start a company you have to be the kind of person that can do that when it needs to get done and as your company matures and you go through these different phases things are going to change.
+
+解雇员工是最糟糕的，但如果你想创办一家公司，你必须是那种在公司需要完成时才能做到这一点的人，随着公司的成熟，你经历了这些不同的阶段，事情就会发生变化。
+
+> Your role is going to drastically change over time.
+
+随着时间的推移，你的角色将会发生巨大的变化。
+
+> In the beginning I describe myself as the janitor I was fixing things.
+
+一开始，我把自己描述成看门人，我在修东西。
+
+> Things always need to be fixed.
+
+事情总是需要解决的。
+
+> I was always cleaning things up and fixing things documenting things things are going so fast that someone has to come back to fix things up every once in a while.
+
+我总是清理东西，修理东西，记录事情进展得如此之快，以至于每隔一段时间就得有人回来修理东西。
+
+> I was the janitor and this I think is why titles are bullshit.
+
+我是看门人，我想这就是为什么头衔是胡说八道的原因。
+
+> Especially in the beginning of a company you just throw all your titles away.
+
+尤其是在一家公司刚成立的时候，你就把你所有的头衔都扔掉了。
+
+> Don\'t even worry about it don\'t bicker about who\'s going to be the CEO or the CTO or the CFO all that stuff is crap.
+
+甚至不用担心这件事，不要为谁会成为首席执行官、首席技术官或首席财务官而争吵-所有这些都是一派胡言。
+
+> All this stuff is crap in the beginning.
+
+一开始这些东西都是垃圾。
+
+> There\'s way too much to be done to specialize that early on.
+
+要尽早把它专门化，还有很多事情要做。
+
+> Things change a little bit when you get bigger you start to specialize a little bit more.
+
+事情发生了一些变化，当你变得更大的时候，你就开始变得更专业了。
+
+> And then it\'s really important to think from the early days.
+
+从早期开始思考就很重要了。
+
+> Do you have the right mix of personality types.
+
+你有合适的性格组合吗。
+
+> So for us I if I look at the different people who are in the company in the early days and why we\'ve been able to stay together as a team all four of us are still there today five years later I\'m sort of the logical pragmatic one of the group.
+
+所以对我们来说，如果我看看早期在公司工作的不同的人，以及为什么我们能够作为一个团队呆在一起-五年后我们四个人都还在一起-我就算是一个合乎逻辑的、务实的团队了。
+
+> Chris is more of the product visionary one PJ is kind of a business operations minded person.
+
+克里斯是更有远见的产品，一位 PJ 是一位有商业经营头脑的人。
+
+> And Scott gards the culture and creates as much happiness as possible.
+
+斯科特对文化进行了掩饰，创造了尽可能多的幸福。
+
+> These are four sort of different vectors and in having a discussion in all are just all are decisions we would make by sitting down over beers and coming to a conclusion that was sort of in the middle.
+
+这些是四种不同的向量，在讨论中，我们都是通过坐下来喝啤酒，得出一个中间的结论来做决定的。
+
+> We would all check and balance each other.
+
+我们都会互相制衡。
+
+> So think about when you\'re collecting the right people.
+
+所以想想当你收集合适的人的时候。
+
+> Do they have the right kind of mix to be effective in the long term because that\'s what you\'re going for.
+
+从长远来看，他们是否有合适的组合才能有效，因为这正是你所要追求的。
+
+> `[00:11:22]` So always think about how every person can effectively push the company forward if you can hire someone How are they going to push the company forward.
+
+`[00:11:22]` 所以，一定要想一想，如果你能雇用一个人，每个人都能有效地推动公司前进，他们将如何推动公司前进呢？
+
+> Because companies don\'t do things people do things and that\'s why people are all that matters.
+
+因为公司不做别人做的事情，这就是为什么人才是最重要的。
+
+> And so I\'m going to have to audience help me for this real quick.
+
+所以我得让观众帮我个忙。
+
+> I want everyone from here over to on the count of 3 so 1 2 3 and then go read this off and say people are the only thing that matters.
+
+我希望从这里的每个人数到 3，所以，1，2，3，然后去读这篇文章，说人是唯一重要的事情。
+
+> You ready.
+
+准备好了。
+
+> One two three people are the only thing that matters.
+
+一、二、三人是唯一重要的事。
+
+> `[00:11:59]` Thank you.
+
+`[00:11:59]` 谢谢。
+
+> You\'re an excellent audience.
+
+你是个很棒的观众。
+
+> `[00:12:03]` But wait customers don\'t interact with people not when you\'re building a product.
+
+`[00:12:03]` 但是等待的顾客不会与人互动，而不是在你生产产品的时候。
+
+> So how can they be the most important thing.
+
+所以他们怎么可能是最重要的。
+
+> `[00:12:17]` Product is actually the only thing that matters and things are getting interesting.
+
+`[00:12:17]` 产品实际上是唯一重要的东西，而且事情正在变得有趣。
+
+> I think when you\'re thinking about your product you need to start with design.
+
+我认为当你想到你的产品时，你需要从设计开始。
+
+> It\'s how your customers interact with your products.
+
+这是你的客户如何与你的产品互动。
+
+> `[00:12:34]` It\'s what they see it\'s what they feel.
+
+`[00:12:34]` 这是他们所看到的，是他们的感受。
+
+> Think of it like an automobile.
+
+把它想象成一辆汽车。
+
+> We all understand cars and trucks and things right.
+
+我们都明白汽车、卡车和其他东西是正确的。
+
+> This is your this is your experience this is what you\'re creating you\'re creating something that is like a vehicle.
+
+这是你的，这是你的经验，这是你所创造的东西，就像一辆车。
+
+> Vehicles to us make a lot of sense.
+
+车辆对我们来说很有意义。
+
+> They\'ve been refined year over year for a large part of last century.
+
+它们在上个世纪的大部分时间里都是一年比一年改进的。
+
+> So they become very good we all understand them.
+
+所以他们变得很好我们都理解他们。
+
+> This is what you\'re going for a product that feels so natural that it\'s like a car you can just get in.
+
+这就是你想要的产品，它感觉非常自然，就像一辆你可以直接上车的汽车。
+
+> You can drive it off the steering wheels here.
+
+你可以把它从方向盘上开下来。
+
+> This pedal makes you go in this metal pedal makes you stop.
+
+这个踏板让你进入这个金属踏板让你停下来。
+
+> That\'s the product and what you exclude from your product is just as important as what you include in your product.
+
+这就是你的产品，你从你的产品中排除出来的东西和你在产品中包含的内容一样重要。
+
+> Take for instance Volkswagen the bug that had the little flower Vaisse right.
+
+举个例子，大众的小花 Vaisse 的小虫子是对的。
+
+> What the hell was that.
+
+那是什么鬼东西。
+
+> Now every time you get in your car it smells like dead organic matter and you wonder if Volkswagen the company is just the same thing is this dying company that\'s including these crazy things into their product.
+
+现在，每次你上车的时候，闻起来都像死了的有机物，你在想，大众汽车公司是不是也是一样的东西呢？这个垂死的公司把这些疯狂的东西都包括进了他们的产品里。
+
+> What you what you leave out is just as important.
+
+你遗漏的东西同样重要。
+
+> `[00:13:45]` Everything that you add makes everything else less important.
+
+`[00:13:45]` 你添加的每一件事都会使其他的事情变得不那么重要。
+
+> `[00:13:52]` So if you\'ve got your awesome car Ray in and you put that big spoiler on the back then you\'re neon ground effects aren\'t going to be as awesome because people are distracted by the spoiler.
+
+`[00:13:52]` 如果你的车很棒，雷，你在后面放了一个大的扰流板，那么你的霓虹灯地面效果就不会那么棒了，因为人们会被扰流板分散注意力。
+
+> So think about that everything that you add dilutes the entire product.
+
+所以想一想，你添加的所有东西都会稀释整个产品。
+
+> Art designer our first dedicated designer that we hired Kyle Knief has a very nice way of putting this he says focus over features and I think that\'s a very important thing to remember especially when you\'re early you can\'t do everything.
+
+我们聘请的第一位致力于艺术设计的设计师凯尔·克尼夫(Kyle Knief)用一种很好的方式表达了这一点，他说，专注于功能，我认为这是一件非常重要的事情，尤其是在你还早的时候，你不能什么都做。
+
+> So the things that you do had better be awesome they better be the right things and don\'t deluded by just tacking on every possible thing that you can think of thinking that users want just as many features as possible.
+
+所以，你所做的事情最好是很棒的，它们最好是正确的东西，不要被你认为用户想要尽可能多的功能的每一件可能的事情所迷惑。
+
+> People want great products not as many features as they want.
+
+人们需要伟大的产品，而不像他们想要的那样多。
+
+> If you screw up your design then you screw up your product.
+
+如果你搞砸了你的设计，那么你就把你的产品搞砸了。
+
+> So make sure that one of your cofounders is design minded.
+
+所以，确保你的联合创始人之一是有设计意识的。
+
+> For us it was me.
+
+对我们来说是我。
+
+> If you\'re gonna do a startup and you\'re thinking about OK I\'m a technical guy and all all hire my technical friends and start a company together now you need a designer.
+
+如果你要做一家初创公司，而你又在考虑好的话，我是个技术人员，所有的人都会雇佣我的技术朋友，一起创办一家公司，现在你需要一个设计师。
+
+> Go find a designer someone who is going to make your product something that customers want to use instead of stuff like the administrative screens of open source projects that we see today.
+
+去找一个设计师，他会让你的产品成为客户想要使用的东西，而不是像我们今天看到的开源项目的管理屏幕这样的东西。
+
+> It\'s the big problem with open source is that there\'s not a lot of designers involved.
+
+开源的最大问题在于没有太多的设计师参与进来。
+
+> `[00:15:19]` That\'s not what you want your company to be like.
+
+`[00:15:19]` 那不是你想让你的公司成为什么样的人。
+
+> `[00:15:23]` Another thing is to think very much about your mission.
+
+`[00:15:23]` 另一件事是好好想想你的使命。
+
+> What is the mission of your company.
+
+你们公司的任务是什么。
+
+> And I think that you should be able to say your mission in one sentence and in fact probably in less than 10 words.
+
+我认为你应该能够用一句话来表达你的使命，事实上，你应该用不到 10 个字来表达你的使命。
+
+> So for us when get started our mission was very simple.
+
+所以对我们来说，当我们开始的时候，我们的任务非常简单。
+
+> In fact it was on the Web site.
+
+事实上它在网站上。
+
+> Some of you might remember it said get hosting no longer a pain in the ass because that was the core problem that we were trying to solve may get hosting really easy so you can share code with your friends.
+
+你们中的一些人可能还记得它说，获得托管不再是一个痛苦的屁股，因为这是我们试图解决的核心问题，可能会使托管变得非常容易，这样您就可以与您的朋友共享代码。
+
+> It was a very simple mission.
+
+这是一个非常简单的任务。
+
+> Over time once we got further down the road of accomplishing that we started thinking more about developers as a whole.
+
+随着时间的推移，我们在完成这一目标的道路上走得更远，我们开始更多地考虑开发人员作为一个整体。
+
+> What do they need to do to be effective at creating software.
+
+他们需要做些什么才能有效地创建软件。
+
+> It\'s more than just getting repositories online now it\'s about collaboration.
+
+它不仅仅是让存储库在线，现在它是关于协作的。
+
+> It\'s about them working together.
+
+是关于他们一起工作的。
+
+> And so we changed our mission.
+
+所以我们改变了任务。
+
+> We stated it as make developers lives better everyday.
+
+我们说这是为了让开发者每天都过得更好。
+
+> So we expanded the scope of what we were trying to solve.
+
+所以我们扩大了我们想要解决的问题的范围。
+
+> Then we started building internal tools for ourselves.
+
+然后我们开始为自己建立内部工具。
+
+> Things that are beneficial to creating a software business.
+
+有利于创建软件业务的事情。
+
+> And we started thinking about things a little bit differently still.
+
+我们开始考虑一些不同的事情。
+
+> So we\'re going broader.
+
+所以我们要走得更远。
+
+> We started saying we use get help to build get Hobb because it\'s more products than just getWeb.com things like some things that you have seen like the jobs side jobs like it have dot com things like just a bigger suite of products that can help you solve more problems.
+
+我们开始说我们用 GET 帮助来构建 GET HOBB，因为它比仅仅获得 Web.com 的产品更多，有些东西你已经看到了，比如工作方面的工作，比如它有点 COM，就像一个更大的产品套件，可以帮助你解决更多的问题。
+
+> `[00:16:58]` Now the final vision that we have now is what we call making it easier to work together than to work alone.
+
+`[00:16:58]` 现在，我们现在的最终愿景是，我们所称的使我们更容易一起工作，而不是独自工作。
+
+> You\'ll see that it\'s completely divorced from software altogether.
+
+你会发现它完全脱离了软件。
+
+> And so I will actually answer your question what are we going to do with 100 million dollars.
+
+所以我会回答你的问题，我们要用 1 亿美元做什么？
+
+> It\'s that how many people in the world use code how many people in the world write code.
+
+世界上有多少人使用代码，世界上有多少人编写代码。
+
+> 30 million maybe 40 if you\'re lucky.
+
+如果你幸运的话，三千万也许四千万。
+
+> How many people are there in the world.
+
+世界上有多少人。
+
+> There\'s a lot more room to fix collaboration than just software.
+
+除了软件之外，还有更多的空间来解决协作问题。
+
+> But this took a long time to get to.
+
+但这需要很长时间才能完成。
+
+> We didn\'t start with this idea of fixing collaboration for the world.
+
+我们不是从这个想法开始的，那就是为世界解决合作问题。
+
+> We started with the idea of getting a repository from your computer onto the Internet.
+
+我们一开始的想法是从你的电脑上获得一个储存库到互联网上。
+
+> That was it.
+
+就这样了。
+
+> So remember that when you\'re solving a problem pick something that you can solve hopefully there\'s a direction that you can go that becomes bigger.
+
+所以请记住，当你解决一个问题的时候，选择一些你能解决的事情，希望有一个方向，你可以去，它会变得更大。
+
+> Right.
+
+右（边），正确的
+
+> `[00:17:58]` But choose something small in the beginning that you can actually solve if you bootstrap like we did and your product becomes popular.
+
+`[00:17:58]` 但是，在开始的时候，选择一些小的东西，如果你像我们一样引导你，并且你的产品变得流行的话，你实际上可以解决这个问题。
+
+> Then you\'ll also be faced with a choice which is are we going to do this as a lifestyle business as our product going to be a lifestyle very niche kind of thing.
+
+然后你也会面临一个选择，那就是，我们是否会把这作为一种生活方式来做，因为我们的产品将成为一种非常利基的生活方式。
+
+> And yeah it\'ll make your lives really your lives really good you can live with that.
+
+是的，这会让你的生活变得很好，你可以忍受这样的生活。
+
+> That way that\'s awesome.
+
+那样的话那就太棒了。
+
+> Lots of people do this.
+
+很多人都这么做。
+
+> That\'s great.
+
+太棒了。
+
+> But you also be faced with a choice which is do we want to blow this out.
+
+但你也面临着一个选择，那就是我们是否想把这一切搞砸。
+
+> `[00:18:31]` We want to change the world.
+
+`[00:18:31]` 我们想改变世界。
+
+> If people like your product you\'ve got a bunch of users that\'s a choice that you\'ll have to make.
+
+如果人们喜欢你的产品，你就会有一群用户，这是你必须做出的选择。
+
+> I like to think about it like the TV show Lost.
+
+我喜欢把它想象成电视节目“迷失”。
+
+> How many of you have seen that show.
+
+你们当中有多少人看过那个节目。
+
+> Lots of you have seen that show yes.
+
+你们很多人都看过那个节目是的。
+
+> I think the saddest thing in the world is a squandered opportunity.
+
+我认为世界上最可悲的事情是浪费机会。
+
+> And that\'s what lost was.
+
+这就是迷失的原因。
+
+> `[00:19:03]` So that\'s the question when you\'re faced with that choice.
+
+`[00:19:03]` 当你面临这样的选择时，这就是问题所在。
+
+> Think about what do you want to do with your life.
+
+想想你想用你的生活做什么。
+
+> What are we trying to accomplish.
+
+我们想要实现什么。
+
+> I think you\'re all here today to solve big problems.
+
+我想你们今天都是来解决大问题的。
+
+> So maybe you\'ve already made that choice but you might have to make it for real.
+
+所以，也许你已经做出了这个选择，但你可能不得不让它成为现实。
+
+> Down the road don\'t squander an opportunity.
+
+在路上不要浪费机会。
+
+> Go for it.
+
+勇敢点儿
+
+> Don\'t be like Lost.
+
+不要像迷路一样。
+
+> For us it was the decision to reinvest everything that we made in the company into the company instead of banking it out putting in our own bank accounts.
+
+对我们来说，这是一项决定，将我们在公司中所做的一切再投资到公司，而不是把它存入我们自己的银行账户。
+
+> It is also why we raised a hundred million dollars because GetUp is an opportunity.
+
+这也是为什么我们筹集了一亿美元，因为 Getup 是一个机会。
+
+> We don\'t want to squander it.
+
+我们不想浪费它。
+
+> `[00:19:46]` Don\'t worry too much about when you enter a market.
+
+`[00:19:46]` 当你进入市场时，不要太担心。
+
+> Almost every product in the world is terrible.
+
+世界上几乎所有的产品都是可怕的。
+
+> Look at the list of products the things that use everyday.
+
+看看每天使用的产品清单。
+
+> Most of them are just downright crap.
+
+他们中的大多数都是彻头彻尾的垃圾。
+
+> If you know this and this is something that Apple knows very well with devices like the iPad right how many tablet computers were there before the iPad dozens all terrible.
+
+如果你知道这一点-这是苹果对 iPad 这样的设备非常熟悉的东西-那么，在 iPad 之前，有多少台平板电脑，所有这些都很糟糕。
+
+> Apple comes along and through making a good product they won.
+
+苹果公司的出现是因为他们制造了一款他们赢得的好产品。
+
+> That\'s what product means and that is why product is all that matters.
+
+这就是产品的含义，这就是为什么产品才是最重要的。
+
+> So you center section on a count of three.
+
+所以你把中心部分数到三。
+
+> Please help me in saying this phrase 1 to 3 product is all that matters.
+
+请帮助我说这个短语 1 到 3 产品才是最重要的。
+
+> `[00:20:39]` But wait.
+
+`[00:20:39]` 但是等等。
+
+> `[00:20:43]` Products only come into being when people make decisions like we started with and the best decisions are made according to a consistent philosophy.
+
+`[00:20:43]` 产品只有在人们做出决定的时候才会产生，就像我们开始做的那样，而最好的决定是根据一致的哲学做出的。
+
+> `[00:20:54]` So philosophy is all that matters.
+
+`[00:20:54]` 所以哲学才是最重要的。
+
+> Philosophy derives from your people get again we never set out to create a specific culture.
+
+哲学起源于你的人民，我们从来没有开始创造一种特定的文化。
+
+> `[00:21:08]` The people that we hired created the culture at some point you might want to codify this culture that is inherently created through the people that you hire so that you can communicate it well.
+
+`[00:21:08]` 我们雇佣的人在某个时候创造了文化，你可能想要编纂这种文化，这种文化是通过你雇佣的人与生俱来创造出来的，这样你就可以很好地沟通它。
+
+> Let me briefly explain what to me the five core values of get Alvar.
+
+让我简单地向我解释一下获得阿尔瓦的五个核心价值。
+
+> Number one optimizing for happiness.
+
+幸福的第一优化。
+
+> If you want to learn more about that watch my talk from two years ago optimizing for happiness means think about what you\'re doing and how it\'s going to create more happiness in the world for your customers for your team members and for your shareholders.
+
+如果你想更多地了解这一点，看我两年前的演讲，“幸福优化”意味着，想想你在做什么，以及它将如何为你的客户、你的团队成员和你的股东创造更多的快乐。
+
+> If you do options like most startups do then your team members are also your shareholders.
+
+如果你像大多数初创公司一样做选择，那么你的团队成员也是你的股东。
+
+> If you raise money then your shareholders are part of that equation as well.
+
+如果你筹集资金，那么你的股东也是这个等式的一部分。
+
+> `[00:22:00]` If you do those things if you optimize for happiness.
+
+`[00:22:00]` 如果你做那些事情，如果你为幸福而优化。
+
+> My theory is that profits will result naturally and it puts you on the right path to do things that matter.
+
+我的理论是，利润是自然产生的，它会让你走上正确的道路，去做重要的事情。
+
+> Number two best argument wins.
+
+第二，最好的辩论获胜。
+
+> `[00:22:16]` This means that it\'s not about ego.
+
+`[00:22:16]` 这意味着它与自我无关。
+
+> It\'s not about who you are where you came from.
+
+这与你来自何方无关。
+
+> It\'s about making good arguments.
+
+这是关于提出好的论点。
+
+> Backing them up and being open to other people\'s arguments.
+
+支持他们并对其他人的论点敞开心扉。
+
+> This is critical to avoiding politics within a company.
+
+这对于避免公司内部政治至关重要。
+
+> You can argue about something that matters and the argument is the thing and not the people behind it.
+
+你可以争论一些重要的事情，争论是事情，而不是背后的人。
+
+> Then you can have good results.
+
+这样你就能得到好的结果。
+
+> You can create a good product and you can avoid politics.
+
+你可以创造一个好的产品，你可以避免政治。
+
+> Number three working from first principles.
+
+第三条原则。
+
+> Everything that we do we do from scratch.
+
+我们从零开始做的每一件事。
+
+> You might think this is very inefficient.
+
+你可能会认为这是非常低效的。
+
+> Sometimes it is but we think through every problem that way because GitHub is a unique company just like every company is unique.
+
+有时候是这样，但我们这样思考每一个问题，因为 GitHub 是一家独特的公司，就像每一家公司都是独一无二的一样。
+
+> You can\'t just take the ideas that work for some other company and apply them to yourself and in fact you can\'t take the ideas that I give you today or anyone gives you today and just copy them and expect them to work for you.
+
+你不能只接受对其他公司有用的想法，把它们应用到你自己身上。事实上，你不能接受我今天给你的想法，或者任何人今天给你的想法，只是照搬它们，期待它们为你工作。
+
+> `[00:23:13]` You have to think about what it means for your company.
+
+`[00:23:13]` 你必须考虑这对你的公司意味着什么。
+
+> This is how you create something new something better.
+
+这就是你如何创造新的东西-更好的东西。
+
+> Number four create superfans Traviss talk about Uber and how they delight their users on certain holidays giving them a motorcade.
+
+第四，创造超级粉丝 Traviss 谈论优步，以及他们如何在特定的假期取悦他们的用户，给他们一个车队。
+
+> That\'s the kind of stuff that I\'m talking about for us.
+
+这就是我对我们说的那种东西。
+
+> We do drink ups.
+
+我们确实喝了酒。
+
+> It\'s like a meetup except it\'s at a bar and we buy you beer for developers.
+
+它就像一个聚会，除了在酒吧，我们给你买啤酒给开发商。
+
+> This turns out to be incredibly effective.
+
+结果证明这是非常有效的。
+
+> Laughter That\'s just one of many things how we deal with support.
+
+笑，这只是我们如何对待支持的许多事情之一。
+
+> What I love about our support team is that we measure our success the success of a support interaction by counting how many exclamation points are in the response from an end user.
+
+关于我们的支持团队，我最喜欢的是，我们通过计算最终用户的响应中有多少感叹号来衡量我们的成功-支持交互的成功。
+
+> That\'s creating superfans creating that kind of experience that goes above and beyond what is expected.
+
+这就创造了超级粉丝，创造了超出预期的体验。
+
+> And number five be awesome and change the world.
+
+第五，要令人敬畏，改变世界。
+
+> That one\'s pretty self-explanatory.
+
+那件事很容易解释。
+
+> So if you have a strong culture you can use it as a hiring tool.
+
+因此，如果你有一个强大的文化，你可以使用它作为招聘工具。
+
+> It\'s amazingly effective and this is really critical today as it becomes more and more difficult to hire as all of you who would normally be entering the workforce are instead starting your own companies.
+
+这是非常有效的，这是非常关键的今天，因为它变得越来越难雇用，因为你们所有人，谁通常进入劳动力市场，而不是创建自己的公司。
+
+> The pool of candidates is smaller.
+
+候选人人数较少。
+
+> The competition is higher since the early days of get how we\'ve evangelized our way of working our culture and our values and the philosophy that gives us that higher purpose.
+
+从早期开始，我们就开始宣传我们的工作方式、我们的文化、我们的价值观，以及赋予我们更高目标的哲学，所以竞争更加激烈。
+
+> All of this allows you to attract the kind of people that naturally fit your philosophy.
+
+所有这些都能让你吸引到与你的哲学相契合的人。
+
+> And so those people that you\'re attracting through this communication will make the right kinds of decisions and since decisions are how make people make products.
+
+所以那些你通过交流吸引的人会做出正确的决定，因为决策是如何让人们制造产品的。
+
+> The philosophy that guides those decisions is all that matters.
+
+指导这些决定的哲学才是最重要的。
+
+> So please third segment of the audience on 3 1 2 3.
+
+所以请第三部分的观众在 3，12，2，3.
+
+> Philosophy is all that matters.
+
+哲学才是最重要的。
+
+> `[00:25:26]` I\'m not convinced that you believe it but okay so I\'ve told you three things that are the only things that matter.
+
+`[00:25:26]` 我不相信你相信它，但是好的，所以我告诉你三件事，这是唯一重要的事情。
+
+> `[00:25:35]` How can that possibly be.
+
+`[00:25:35]` 那怎么可能。
+
+> Which of these things three things is the only thing that matters.
+
+这三件事中哪一件是唯一重要的。
+
+> I don\'t think I have to answer that question.
+
+我不认为我必须回答那个问题。
+
+> `[00:25:44]` I think it\'s a false Tricon to me.
+
+`[00:25:44]` 我认为这对我来说是个虚假的骗局。
+
+> `[00:25:50]` Someone really enjoyed that joke.
+
+`[00:25:50]` 有人真的很喜欢这个笑话。
+
+> They do oh lord I\'m not done yet.
+
+天啊，我还没说完呢。
+
+> Hold on hold on hold hold on.
+
+等一下。
+
+> I\'m not going to end on false dichotomy.
+
+我不会以错误的二分法结束。
+
+> Laughter.
+
+笑声。
+
+> In reality in reality just like the three quirks of it Adam cannot exist on their own people product and philosophy are also inseparable.
+
+在现实生活中，就像它的三个怪癖一样，亚当不可能存在于自己的人身上，产品和哲学也是不可分割的。
+
+> `[00:26:21]` So do you guys remember what was the only thing that mattered people.
+
+`[00:26:21]` 你们还记得唯一关系到人的事吗？
+
+> Do you guys remember the only thing that mattered.
+
+你们还记得唯一重要的事吗。
+
+> Product.
+
+产品。
+
+> Do you guys remember the only thing that mattered.
+
+你们还记得唯一重要的事吗。
+
+> Philosophy on 3.
+
+哲学 3。
+
+> Everybody say what you said before together 1 to 3.
+
+每个人都说你在一起之前说的 1 到 3。
+
+> If you master these things then you will finally have the answer to the question how do I raise 100 million dollars thank you.
+
+如果你掌握了这些东西，那么你最终会有答案的问题，我如何筹集 1 亿美元，谢谢。
diff --git a/docs/sus2012/04.md b/docs/sus2012/04.md
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+++ b/docs/sus2012/04.md
@@ -0,0 +1,949 @@
+# Patrick Collison at Startup School 2012  
+
+> `[00:00:00]` Morning them.
+
+`[00:00:00]` 早上好。
+
+> Hopefully this clicker works.
+
+希望这个按键能起作用。
+
+> When I sat down to write this talk I really racked my brains to try to figure out what the most interesting and relevant and useful content would be for a lot of people who were sort of interested in web startups.
+
+当我坐下来写这篇演讲的时候，我真的绞尽脑汁想弄清楚，对于很多对网络初创公司感兴趣的人来说，最有趣、最相关、最有用的内容是什么。
+
+> When I thought about it in those terms.
+
+当我用这些术语来思考这件事的时候。
+
+> The topic of my talk became fairly obvious but then.
+
+我演讲的主题变得相当明显，但后来。
+
+> I thought about it more and the Algren doesn\'t even seem to be deterministic.
+
+我想得更多了，阿尔金人似乎并不是决定性的。
+
+> I\'m not sure anyone even knows how it works.
+
+我不确定是否有人知道它是如何工作的。
+
+> So I guess I\'ll actually have to talk about stripe instead.
+
+所以我想我得去讨论条纹了。
+
+> Two years ago Brian from Airbnb Inbee spoke at Sahib\'s school.
+
+两年前，Airbnb 的布莱恩在萨希布的学校演讲。
+
+> In 2010 he opened his talk by showing a picture of Startup School in 2008.
+
+2010 年，他在演讲开始时展示了一张 2008 年创业学校的照片。
+
+> Two years previously and that picture showed a snapshot of the audience and he picked out one particular head.
+
+两年前，这张照片展示了观众的快照，他挑出了一个特定的头部。
+
+> He was just sitting there and anonymous had in the audience and I know this because I was at his talk in 2010.
+
+他只是坐在那里，匿名者在观众席上，我知道这一点，因为我在 2010 年参加了他的演讲。
+
+> And so two years later he was on stage outside of school and somehow two years later here I am and I\'m sure there\'s at least one person here who who\'ll be on stage in two years time and stripe definitely isn\'t as far along as air being.
+
+两年后，他在校外的舞台上，不知何故，两年后，我来到这里，我确信至少有一个人将在两年后登上舞台，身上的条纹绝对不像空气那么远。
+
+> But it drove home the point to you when I realized this that startups are very unpredictable.
+
+但当我意识到创业公司是非常不可预测的时候，我就明白了这一点。
+
+> You know software is really hard to get your head around somebody telling me not all that long ago that that evidence was just becoming a huge success.
+
+你知道，就在不久之前，软件真的很难让你了解到有人告诉我，证据只是一种巨大的成功。
+
+> They were making something like ten thousand dollars a week and we\'re thinking man that\'s really impressive.
+
+他们每周挣一万美元左右，我们认为这是令人印象深刻的。
+
+> And now I\'ve no idea what urban Ebony\'s actual revenue figures are today but it wouldn\'t at all shock me if they\'re making ten thousand dollars an hour.
+
+现在我不知道城市埃伯尼现在的实际收入数字是多少，但如果他们每小时挣一万美元，我一点也不吃惊。
+
+> Like what Dad even liked to try to build a company for that kind of growth is possible.
+
+就像爸爸所喜欢的那样，为了这样的增长而努力建立一家公司是有可能的。
+
+> Startups are strange for a whole bunch more reasons.
+
+创业公司很奇怪，因为还有很多原因。
+
+> They\'re usually kind of counterintuitive because they were counterintuitive.
+
+他们通常是违反直觉的，因为他们是违反直觉的。
+
+> Somebody else would probably solved the problem is already on top of that.
+
+其他人可能会解决问题，问题已经解决了。
+
+> Startups often don\'t actually want don\'t actually want to be all that well understood it can actually be quite helpful to be sort of under estimated and under comprehended.
+
+初创企业通常不想被完全理解-实际上，被低估和被理解是很有帮助的一件事。
+
+> But I think the biggest reason that startups are hard to understand is that so few people still get to see them up close during those first couple orders of magnitude.
+
+但我认为，创业公司之所以难以理解，最大的原因是，在最初的几个数量级中，几乎没有人能近距离地看到它们。
+
+> And when people do tell the stories or from the stories are told they often tend to be kind of wrong.
+
+当人们讲故事或从故事中讲述时，他们往往是错误的。
+
+> They\'re about sort of rocketships and frantically holding on and trying to add more server capacity as quickly as you can to handle the next million users.
+
+它们是某种程度上的火箭，疯狂地坚持和试图尽快增加更多的服务器容量，以处理下一个百万用户。
+
+> They\'re not about the late night arguments and wondering if your product could ever possibly work more.
+
+他们不是关于深夜的争论，而是想知道你的产品是否还能发挥更大的作用。
+
+> Trying to figure out when you launch your product why it\'s not growing.
+
+试图弄清楚你什么时候推出你的产品，为什么它没有增长。
+
+> The thing is even the really successful startups have this phase that that famous summer when Facebook moved out to Palo Alto in 2004.
+
+事实是，即使是真正成功的初创企业，也有着著名的夏季阶段，当时 Facebook 在 2004 年搬到了帕洛阿尔托(PaloAlto)。
+
+> Most people don\'t realize this but there were other people in the same house working in other startups like this is the most successful technology company started in the 21st century and in the same house there were people working at a startup ideas six months after launch.
+
+大多数人没有意识到这一点，但在同一家公司里的其他人在其他初创公司工作，这是 21 世纪创立的最成功的科技公司，而在同一家公司，在成立 6 个月后，也有人在创业点子上工作。
+
+> It\'s it really takes a while.
+
+这真的需要一段时间。
+
+> And so stripe is obviously very very different to Facebook and urban bee and nowhere near as far along as they are.
+
+因此，条纹显然与 Facebook 和城市蜜蜂非常不同，而且与它们相去甚远。
+
+> But we\'ve now gone through a small bit of growth.
+
+但我们现在经历了一小部分增长。
+
+> And so I want to try to describe how it actually works.
+
+所以我想试着描述一下它是如何工作的。
+
+> In October of 2009 John and I were walking home from dinner in Potrero up in the city.
+
+2009 年 10 月，我和约翰在波特雷罗市吃完晚饭步行回家。
+
+> I\'ve been kicking around this idea of starting an online payments company.
+
+我一直在考虑创建一家在线支付公司的想法。
+
+> We\'re really kind of fascinated by the concept of Internet payments and all the other companies in the space seemed like total dinosaurs.
+
+我们对互联网支付的概念非常着迷，而在这个领域的所有其他公司似乎都像恐龙一样。
+
+> And as the web sort of spread around the world and more deeply into our lives through mobile devices it seemed kind of obvious there should be some kind of universal payment infrastructure for the Internet to be just really easy to transact online.
+
+随着网络在世界各地传播，并通过移动设备深入到我们的生活中，似乎很明显，互联网应该有某种通用的支付基础设施，才能真正容易地在网上进行交易。
+
+> And John just turned to me he said you know while the debate about you know what I would just go build it won\'t be all that hard.
+
+约翰转过身来对我说，你知道，虽然关于你的辩论知道我会去建造什么，但它不会那么难。
+
+> `[00:04:00]` He actually said that if I won\'t be all that hard and so I said okay sure why not backtracked a little bit here.
+
+`[00:04:00]` 他实际上说，如果我不那么难的话，所以我说，好吧，为什么不在这里退一步呢。
+
+> `[00:04:09]` John is my co-founder at stripes.
+
+约翰是我的创立者之一。
+
+> He\'s ulting my brother.
+
+他在打我弟弟。
+
+> And people often ask me about how this works in practice.
+
+人们经常问我这在实践中是如何运作的。
+
+> And so for the record started a company with your brother.
+
+所以为了记录在案，你和你哥哥开了一家公司。
+
+> Turns out to be a really good idea.
+
+原来是个好主意。
+
+> John is not only the most brilliant people I know.
+
+约翰不仅是我认识的最聪明的人。
+
+> I think he got the highest results in Irelands university entrance examinations but he\'s also someone with whom I\'ve literally decades of experience building things.
+
+我认为他在爱尔兰大学入学考试中取得了最高的成绩，但他也是一个我有几十年经验的人。
+
+> `[00:04:33]` Here\'s an earlier venture that we worked on together.
+
+`[00:04:33]` 这是我们一起工作过的一个早期冒险项目。
+
+> `[00:04:38]` And so it\'s October 2009 we decide to work in this online payments company.
+
+`[00:04:38]` 所以 2009 年 10 月我们决定在这家在线支付公司工作。
+
+> We decided to call it slash dev slash payments.
+
+我们决定叫它斜杠开发削减付款。
+
+> The API should be just as straightforward as any other node endeavor Fasth were kind of OK had programming and definitely not at naming things.
+
+API 应该和任何其他节点的努力一样简单，Fasth 是某种程度上可以编程的，而不是在命名方面。
+
+> But everyone else seriously have been targeting their product.
+
+但其他人都在认真地瞄准他们的产品。
+
+> They told us a finance sector product they were targeting chief foes and business people.
+
+他们告诉我们一个金融部门的产品，他们的目标是主要敌人和商人。
+
+> And we thought the international just moving in a completely different direction.
+
+我们认为国际社会正在向一个完全不同的方向发展。
+
+> We decided to target makers the people actually building things.
+
+我们决定把目标对准制造者-实际上是建造东西的人。
+
+> We thought that Internet payments was a technology problem and we wanted to build a completely new stack for anybody transacting online.
+
+我们认为互联网支付是一个技术问题，我们想为任何在线交易的人建立一个全新的堆栈。
+
+> So we worked nights and weekends.
+
+所以我们晚上和周末都工作。
+
+> We were both in college at the time I was at MIT.
+
+我在麻省理工学院的时候我们都在上大学。
+
+> And John was off the road at Harvard and so we\'d code together in the evenings between problem sets and writing papers.
+
+约翰离开了哈佛大学，所以我们在晚上一起写习题和写论文之间的代码。
+
+> January rolls around switch for both of those schools.
+
+这两所学校的一月轮流上课。
+
+> You sort of have that month off but of course anybody who knows Boston knows a January in Boston is unbelievably freezing.
+
+你有几个月的假期，但当然，任何知道波士顿的人都知道波士顿的一月是令人难以置信的寒冷。
+
+> And so we decide to go somewhere else to work for the month.
+
+所以我们决定去其他地方工作一个月。
+
+> We read a few blogs that claim the one Azarias was surprisingly a really good place to get things done.
+
+我们读了一些博客，声称只有一个 Azarias 是一个非常好的地方来完成事情。
+
+> It\'s it\'s pretty cheap it\'s really warm it\'s friendly.
+
+很便宜，很暖和，很友好。
+
+> For some reason I don\'t know why those Wi-Fi everywhere everything happens on a really late schedule like the bars up until 5:00 AM nobody has dinner until midnight and nothing starts before noon.
+
+出于某种原因，我不知道为什么到处都是 Wi-Fi，一切都是按很晚的时间表进行的，就像酒吧直到早上 5 点，没有人要到午夜才吃晚饭，中午之前什么也不开始。
+
+> It\'s Veazey a city on a programers schedule.
+
+这是维西，一个按节目编排的城市。
+
+> So we read all of this really great.
+
+所以我们读到了所有这些非常好的东西。
+
+> We\'ve got to run as our eyes.
+
+我们得像眼睛一样奔跑。
+
+> And so we did and we just worked nonstop in cafes for three weeks.
+
+所以我们做到了，我们只是不停地在咖啡馆里工作了三个星期。
+
+> I still never seen a single one of the tourist attractions and one Azarias or I presume they exist and then read like we could all day and we go to dinner at 11:00 o\'clock or something and then go to bed.
+
+我还从来没有见过一个旅游景点和一个阿扎里亚斯，或者我认为它们存在，然后像我们整天一样阅读，然后我们在 11：00 或什么时候去吃晚饭，然后睡觉。
+
+> I can\'t emphasize this enough if you want to get something done consider going to an Atari\'s.
+
+我不能强调这一点，如果你想要完成某件事，可以考虑去 Atari‘s。
+
+> On January 9.
+
+1 月 9 日。
+
+> We got our first production user for sloughed slushed such payments.
+
+我们得到了我们的第一个生产用户的落水，这样的付款。
+
+> Like I say it.
+
+就像我说的。
+
+> This is only a few weeks after we started working on it but we really wanted to get production users shaping the product as quickly as we could.
+
+这是仅仅几个星期后，我们开始工作，但我们真的想让生产用户尽快塑造产品。
+
+> The user was a friend of ours.
+
+用户是我们的朋友。
+
+> I called Ross Bouchet who was working in a company called Tweetie north at the time.
+
+我打电话给罗斯·布切特，他当时在一家叫 Twetie North 的公司工作。
+
+> Results also actually wisely funded.
+
+结果实际上也得到了明智的资助。
+
+> Funnily enough he actually became the seventh person to work at stright but that\'s a separate story.
+
+有趣的是，他实际上成了第七个在斯特赖特工作的人，但那是另外一个故事。
+
+> Here\'s a screenshot of what DIAF payment looked like at the time and this screenshot you can see that John and I are definitely programmers and not designers but OK.
+
+这是一个关于 diaf 付款的截图，这个截图你可以看到，约翰和我绝对是程序员，不是设计师，但没问题。
+
+> So January 9th we now have one user.
+
+所以 1 月 9 日我们有了一个用户。
+
+> This great story from the early days of Amazon how a celebrated when they got their first buyer who wasn\'t any of their moms.
+
+这个伟大的故事发生在亚马逊的早期，当他们找到第一个不是妈妈的买家时，他们是多么有名。
+
+> And you know Ross wasn\'t exactly our mom but he was a good friend.
+
+你知道罗斯不是我们的妈妈，但他是个好朋友。
+
+> So we definitely weren\'t out of the woods just yet.
+
+所以我们肯定还没脱离险境。
+
+> So we went back to school and we can do to work on debt payments in our spare time.
+
+因此，我们回到学校，我们可以做的工作，在我们的业余时间偿还债务。
+
+> There was this one cafe that I worked out of so much they took pity on me and I\'m still Facebook friends with a bunch of the Bristow\'s.
+
+有一家咖啡馆是我工作的地方，他们很同情我，而我仍然是一群布里斯托的 Facebook 好友。
+
+> Yeah like strivings that kind of unusual company.
+
+是啊，就像拼搏，那种不寻常的公司。
+
+> We\'re about technology but roles about payments and the technology side requires good reliability and you know clean baby eyes and a really nice product and have lots of technology things Wheatley\'s hoped to know something about.
+
+我们是关于技术的，但是关于支付和技术方面的角色需要很好的可靠性，你知道干净的婴儿眼睛和一个非常好的产品，并且有很多技术的东西，Wheatley 希望了解一些东西。
+
+> But the Peyman side requires working with banks and dealing with credit card companies and just generally handling a slew of finance industry issue issues.
+
+但佩曼方面要求与银行合作，与信用卡公司打交道，一般只需处理一系列金融业问题。
+
+> We really had no new experience with no idea how to handle.
+
+我们真的没有新的经验，不知道如何处理。
+
+> We love meetings where I sort of sat somebody down and said Right.
+
+我们喜欢让我坐下来说对的会议。
+
+> So payments how do they work.
+
+所以支付是如何运作的。
+
+> Programmers often and this is unfortunate looked down at the folks who are trying to learn to code of.
+
+程序员经常-这是不幸的-瞧不起那些试图学习代码的人。
+
+> I want to learn real for my web startup crowd but actually a lot of sympathy for them because we were that bad.
+
+我想学习真实的我的网络创业人群，但实际上很多同情他们，因为我们是那么糟糕。
+
+> But in finance summer came around to of six months and we moved out to Palo Alto though we hadn\'t actually yet decided to take leave from school.
+
+但在金融界，夏天已经过去了六个月，我们搬到了帕洛阿尔托，尽管我们还没有决定从学校休假。
+
+> We found a tiny bungalow just off university and the living room and the kitchen became our office.
+
+我们在大学附近发现了一间小平房，起居室和厨房成了我们的办公室。
+
+> It was pretty hot didn\'t have any air conditioning and so John just slept in the garden most nights wouldn\'t allow me to post a picture of this.
+
+天气很热，没有空调，所以约翰大部分晚上都睡在花园里，不允许我贴这张照片。
+
+> And by and large we just kept on writing code because I mean that\'s mostly what sauteing a software company looks like in the early days or through the writing code or you\'re talking to people who use the code or you\'re wasting time.
+
+总的来说，我们只是继续编写代码，因为我的意思是，这主要是软件公司早期的样子，或者是通过编写代码，或者你在和使用代码的人交谈，或者你在浪费时间。
+
+> And here\'s a chart of our transaction volume over the first six months.
+
+这是我们前六个月交易量的图表。
+
+> And that\'s not a technical error.
+
+这不是技术上的错误。
+
+> If you look really closely you can see a tiny little wiggly line at the bottom.
+
+如果你仔细观察，你会看到底部有一条小小的摇摆线。
+
+> It\'s admittedly not wiggling all that much around this time though we did have our first person join and we\'re based in Silicon Valley home to the best international talent from Berlin to Beijing to Bangalore and so of course we took full advantage of it.
+
+诚然，在这段时间里，我们并没有摇摆不定，尽管我们确实有第一人加入，我们总部位于硅谷，拥有最好的国际人才，从柏林到北京，再到班加罗尔，我们当然充分利用了这一点。
+
+> We heard a guy called Dara Butley who was one of my smartest friends from college and he grew up in a small town called Limerick in Ireland.
+
+我们听到一个叫达拉·布特利的家伙，他是我大学里最聪明的朋友之一，他在爱尔兰的一个叫利默里克的小镇长大。
+
+> About 2 miles from here John and I grew up.
+
+离这里大约 2 英里，我和约翰长大了。
+
+> Raised our first investment for our first real investment I guess.
+
+为我们的第一笔真正的投资筹集了我们的第一笔投资。
+
+> Why see it obviously already invested.
+
+为什么看到它显然已经投资了。
+
+> This was from from Peter Till then we hadn\'t told very many people about DIAF payments and those we had told had reacted mostly by telling us we were crazy.
+
+这是彼得·蒂尔写的，当时我们并没有告诉很多人有关节食付款的事情，而我们告诉过的那些人的反应主要是告诉我们疯了。
+
+> But of course luckily Peter Teal is crazy.
+
+当然，幸运的是彼得·提尔疯了。
+
+> So he invested and it\'s been really helpful to have him on board.
+
+所以他投资了，让他上飞机真的很有帮助。
+
+> Soon after that moved into our first office which looked something like this.
+
+在那之后不久，我们的第一间办公室就变成这样了。
+
+> It\'s actually sort of said Ramona and university and Parlato just sort of Cubitt cafe.
+
+实际上，拉莫纳、大学和帕拉托只是一种立体咖啡馆。
+
+> It\'s actually a converted house and because it was a house it had this wonderful fireplace the world light in the winter.
+
+它实际上是一座改造过的房子，因为它是一座房子，它有一个美妙的壁炉-冬天的世界之光。
+
+> The fireplace looked something like this which I think may have contravened some fire in the workplace codes and baozi were just working nonstop.
+
+壁炉看起来像这样，我认为这可能违反了工作场所的一些规定，而且包子只是不停地工作。
+
+> We acted to we we became four people around this time.
+
+我们这个时候变成了四个人。
+
+> The first person fourth person was a guy named Greg.
+
+第一人称第四人是一个叫格雷格的人。
+
+> I remember when Greg was sort of considering joining and dropping out of school he asked me about our work schedule and whether or not we worked weekends.
+
+我记得格雷格在考虑加入和辍学的时候，他问我们的工作时间表，以及我们周末是否工作。
+
+> Obviously we did work weekends but he really didn\'t want to make this sort of scare him off and make it seem like he\'d have to answer.
+
+很明显，我们周末确实工作过，但他真的不想让这种事吓跑他，让人觉得他必须回答。
+
+> So I sort of said well you know we usually work some of the weekend we really care about work life balance and we just cut me off means I\'m great.
+
+所以我说，嗯，你知道，我们通常在周末工作，我们真的很关心工作和生活的平衡，我们只是切断了我的关系，这意味着我很棒。
+
+> I\'m not on the same page and working all day everyday.
+
+我已经不一样了，每天都在工作。
+
+> And so we knew he\'d fit in.
+
+所以我们知道他会加入。
+
+> We decide to change our name.
+
+我们决定改名。
+
+> I can\'t even begin to list the problems that flashed such payments had somehow it turned out that not everyone immediately got the devil S analogy.
+
+我甚至不能开始列出那些闪现这种付款的问题，如果事实证明不是每个人都立即得到了魔鬼 S 的类比的话。
+
+> Nobody was really able to get their head around the whole slash thing and we started to get Mayeux with things like this.
+
+没有人真的能把他们的头绕在这整条斜线上，而我们开始用这样的东西来对付 Mayeux。
+
+> And then there was the admittedly pretty inconvenient fact that Amazon had launch a product an online payments product called Amazon dev pay and so it precursory just wasn\'t going to work out and so we spent hours brainstorming names and we eventually came up with the name stripe and we didn\'t actually think that stripe was all that great an aim for come up with it but we decided to just put a date in the calendar and if we didn\'t come up with a better name by that date then we\'d stick with stripe.
+
+还有一个不可否认的非常不方便的事实，那就是亚马逊已经推出了一款名为 Amazondev Pay 的在线支付产品，所以它的先兆是不可能实现的，所以我们花了几个小时的头脑风暴名字，最终我们想出了 stripe 这个名字，我们并不认为这个 stripe 是想出它的伟大目标，但我们决定了。只要在日历上放一个日期，如果我们没有在那个日期之前想出一个更好的名字，我们就会坚持使用条纹。
+
+> And sure enough it became striped and actually a few months later I learned that this is how Apple ended up with a name Apple with the exact same thing.
+
+果然，它变成了条纹，实际上几个月后，我了解到，这就是苹果的最终名称-苹果的名字与之完全相同。
+
+> Jeremy reached the end of our first year mostly intact.
+
+杰瑞米到了第一年年底，基本上完好无损。
+
+> A bunch of Y Combinator companies started to use Stripe and those was pretty good where we\'re getting some real feedback.
+
+一群 Y 组合公司开始使用 Stripe，在这里我们得到了一些真正的反馈。
+
+> And here\'s another chart.
+
+这是另一张图表。
+
+> This are transaction volume through the first year.
+
+这是第一年的交易量。
+
+> And so it\'s still kind of a ways to go.
+
+所以这仍然是一段路要走。
+
+> We spent January of 2011 our one year anniversary in Rio de Janeiro because January in South America was becoming a tradition as anyone who\'s been to Rio de Janeiro knows it\'s when most beautiful places on earth.
+
+2011 年 1 月，我们在里约热内卢度过了一周年纪念日，因为南美洲的一月正成为一种传统，任何去过里约热内卢的人都知道，这是世界上最美丽的地方。
+
+> `[00:12:11]` And of course we took full advantage of it.
+
+`[00:12:11]` 我们当然充分利用了它。
+
+> `[00:12:18]` At this point we\'re an invite only private beta and so there probably is something obvious we could have done to grow at least a little bit faster are you to launch a friend refers to invite only private beta as the baby blankets of startups.
+
+`[00:12:18]` 在这一点上，我们只是一个私人的测试版，所以很明显，我们可以做一些事情，至少能更快地成长，你会不会把一个朋友当作初创公司的婴儿毯子来邀请私人测试版？。
+
+> And I think that\'s about right.
+
+我认为这是正确的。
+
+> But the beta period was actually really helpful to stripe and were Paul Buchheit saying that should start out by making hundred people really happy rather than many more people.
+
+但测试期实际上对条纹很有帮助，保罗·布切特(PaulBuchheit)曾说过，这应该从让一百人真正快乐开始，而不是让更多人快乐。
+
+> Only a little bit happy you really took this to heart and took advantage of the small number of users to really focus on them as much as we could and really try to figure out what they wanted.
+
+只是有点高兴，你真的把这个放在心上，利用少数用户的优势，真正关注他们，尽可能多，并真正地试图找出他们想要什么。
+
+> Forgiveable not long after we launch the first version of strife we had a Peter duty so we\'d all get called from the site with down pretty standard and pretty reasonable.
+
+可原谅后不久，我们推出了第一个版本的冲突，我们有一个彼得的职责，所以我们都会被打电话从网站上下来，相当标准和相当合理。
+
+> But then we realized that any time a user gets any kind of error or like even if the site is down that\'s actually a really bad experience for them and we could probably make them much happier if we went and investigated the error and sort of proactively reach out to them and help them fix it.
+
+但后来我们意识到，每当用户遇到任何错误，甚至是网站瘫痪时，这对他们来说都是一次非常糟糕的体验。如果我们去调查错误，主动地联系他们，帮助他们解决错误，我们可能会让他们更开心。
+
+> `[00:13:14]` And so we changed the code a little bit so that any time anyone hit any error it would send an e-mail that would go sort of straight the top of everybody\'s inbox and I would also phone everybody and we\'d go and fix it no matter what.
+
+`[00:13:14]` 所以我们对代码做了一点改动，每当任何人遇到任何错误时，它都会发送一封电子邮件，这种邮件会直接发送到每个人的收件箱顶部，我也会给每个人打电话，不管发生什么，我们都会去修复它。
+
+> And I really mean that I would get out of bed if necessary.
+
+我的意思是如果必要的话我会起床的。
+
+> We\'re basically never without a laptop and the means to tether.
+
+我们基本上从来没有笔记本电脑和捆绑的手段。
+
+> Here\'s a photo of one such incident.
+
+这是一张这样的事件的照片。
+
+> This is Greg and I have gone to the cinema in Redwood City a user encountered an error.
+
+这是格雷格和我去了雷德伍德市的电影院，一个用户遇到了一个错误。
+
+> And so of course out came our laptops and we had to go fix it.
+
+所以，当然，我们的笔记本电脑出来了，我们必须去修理它。
+
+> I think Greg I think Greg is here so much.
+
+我想格雷格经常来这里。
+
+> `[00:13:46]` I mean I think he still feels a little bit bitter about missing the start of the movie over this movie may or may not have been Twilight Breaking Dawn start after high stress you need to unwind.
+
+`[00:13:46]` 我的意思是，我认为他仍然对错过这部电影的开头感到有点痛苦，因为这部电影可能是或可能不是“暮光之城”，黎明开始于你需要放松的高度压力之后。
+
+> `[00:14:00]` We also realize that ending with an engineer is basically the best support experience possible.
+
+`[00:14:00]` 我们也意识到，以工程师为结尾基本上是最好的支持经验。
+
+> Like it\'s really frustrating to have to go into to file a ticket and find the support email address and then wonder does this come to reply to those who bought e-mails or if they do reply.
+
+就像它真的很令人沮丧，必须要去提交一张罚单，找到支持的电子邮件地址，然后想知道这是来回复那些购买电子邮件的人，或者如果他们真的回复。
+
+> How long does it take them or all of these issues.
+
+他们需要多长时间或者所有这些问题。
+
+> Like it\'s much nicer you can just start sort of directly chatting with somebody.
+
+更好的是，你可以直接和别人聊天。
+
+> And it\'s also way more productive for us because we can then go and sort of try to figure out what the underlying issue is rather than having to sort of guess based on the user\'s initial description.
+
+这对我们来说也更有效率，因为我们可以尝试找出潜在的问题是什么，而不是根据用户的初始描述进行猜测。
+
+> So we just opened up this chat system on our Web site where anyone can jump in and just start asking questions and we actually still have this today and that was it was really good but then we thought why stop there.
+
+所以我们刚刚在我们的网站上打开了这个聊天系统，任何人都可以跳进来问题，实际上我们今天仍然有这个，这是真的很好，但是我们想为什么停在那里。
+
+> Isn\'t it really a really bad experience when somebody asks a question and there\'s nobody there to answer them.
+
+当有人问题，却没有人回答问题时，这难道不是一次非常糟糕的经历吗？
+
+> And so we a hot pager duty.
+
+所以我们要负责传呼。
+
+> And so we hooked it up so that if you asked a question in the Streib chat room and there was nobody there to answer you it would go and phone one of us after 30 seconds.
+
+所以我们把它连接起来，如果你在 Streib 聊天室问了一个问题，没有人回答你，30 秒后，它会给我们中的一个人打电话。
+
+> And so I don\'t think many of you will know this but like for many months that stripe if you asked a question in our chat room there\'s no one there to answer someone would be woken up if necessary to help you.
+
+所以我不认为你们中的很多人会知道这一点，但就像几个月以来，如果你们在我们的聊天室问了一个问题，没有人会回答，如果有必要的话，他们会被唤醒来帮助你。
+
+> `[00:15:02]` We don\'t do that today.
+
+`[00:15:02]` 我们今天不这么做。
+
+> `[00:15:07]` So those strike wasn\'t yet publicly available to everyone.
+
+`[00:15:07]` 所以那些罢工还不是每个人都能看到的。
+
+> We really tried to sort of turn up the dial on our users feedback and to force ourselves to be extremely sensitive to what they wanted and what their experience was like.
+
+我们真的试着打开用户反馈的刻度盘，强迫自己对他们想要的东西和他们的体验非常敏感。
+
+> We our users talking to us during every waking hour.
+
+在每个清醒的时间里，我们的用户都在和我们交谈。
+
+> And if anything went wrong for them they were like literally interrupting our sleep.
+
+如果他们出了什么问题，他们就像是打断了我们的睡眠。
+
+> The other thing that comes in bated was the fact we weren\'t just building a fin software layer.
+
+另一件事是，我们不仅仅是在构建一个 FIN 软件层。
+
+> We thought that stripes would encompass everything from the API requests to have the money ended up in your bank account and we wanted to able to define the experience.
+
+我们认为条形码将包含从 API 请求到将钱放在您的银行帐户中的所有内容，我们希望能够定义这种体验。
+
+> And we wanted to be able to do it at scale.
+
+我们想要在规模上做到这一点。
+
+> We were really influenced by things like Amazon Web Services and easy to watch.
+
+我们确实受到像 AmazonWebServices 这样的东西的影响，而且很容易观看。
+
+> It\'s really interesting innovation because you see two is fantastic you\'re a smaller company or a startup startup or a side project or something like this but it scales right through to be a Netflix or a Zynga or indeed an Amazon.
+
+这是一个非常有趣的创新，因为你看到两个很棒，你是一个较小的公司，一个创业公司，一个类似的项目，但它一直延伸到一个 Netflix，一个 Zynga，甚至亚马逊。
+
+> `[00:15:58]` It\'ll work for a company of any size and we decided we wanted to do that.
+
+`[00:15:58]` 它将为任何规模的公司工作，我们决定这样做。
+
+> But for internet payment infrastructure we wanted to make something that was really easy to start with but something would also work for the largest companies in the world.
+
+但对于互联网支付基础设施，我们想要做的东西，是真的很容易开始，但也会对世界上最大的公司工作。
+
+> Until that meant working with really good banks.
+
+直到这意味着要和真正好的银行合作。
+
+> The problem is that banks and startups are basically the business equivalent of oil and water and figuring out how to combine them is pretty hard.
+
+问题是，银行和初创企业基本上相当于石油和水，要想把它们结合起来是相当困难的。
+
+> The best bank in the business is like Wells Fargo which powers some of the largest payments companies in the world and almost it was pretty tough to get them to talk to us or even to return our e-mails.
+
+业务中最好的银行是富国银行(WellsFargo)，富国银行为世界上一些最大的支付公司提供了动力，几乎很难让它们与我们交谈，甚至很难回复我们的电子邮件。
+
+> Their price hardware some strange kind of Nigerian scam like Make Money Online Fast from the comfort of your own home.
+
+他们的价格，硬件，一些奇怪的尼日利亚骗局，像网上赚钱快速从您自己的舒适的家。
+
+> So we asked a friend an investor and now a partner at Y Combinator.
+
+于是我们问了一位朋友，一位投资者，现在是 YCombinator 的合伙人。
+
+> Jeff Ralston to help out.
+
+杰夫·拉斯顿来帮忙。
+
+> Jeff had previously been CEO of a company called Lalah an online music startup and they had negotiated successfully with the record labels and we thought that if you could as a technology startup negotiate successfully with the record labels you could basically convince anyone in the world to do anything ever.
+
+杰夫以前是一家名为 Lalah 的在线音乐初创公司的首席执行官，他们成功地与唱片公司进行了谈判。我们认为，如果你能作为一家技术初创企业，成功地与唱片公司谈判，你基本上可以说服世界上的任何人做任何事情。
+
+> And here\'s a picture of Jeff on a conference call with Wells Fargo.
+
+这是杰夫和富国银行电话会议的照片。
+
+> That\'s Dhara.
+
+那是达哈拉。
+
+> They\'re on the other side and you might wonder why is Jeff on the floor.
+
+他们在另一边，你可能会想为什么杰夫在地板上。
+
+> Well Jeffrey on the floor.
+
+杰弗里躺在地上。
+
+> Because our office was also flooded at the time.
+
+因为我们的办公室当时也被淹了。
+
+> We also had a security audit that day sometimes trucks are just like a reality TV show.
+
+那天我们还进行了一次安全审查，有时卡车就像真人秀一样。
+
+> It\'s like negotiate with one of the biggest banks in the world.
+
+这就像和世界上最大的银行之一谈判一样。
+
+> While Undergoing a security audit while wading through water and the water is full of Trina\'s or something.
+
+当你在水中涉水时进行安全审计时，水中充满了 Trina‘s 之类的东西。
+
+> But thanks to Jeff and a bunch of others we eventually convinced Wells Fargo to become one of our backhands in moving all of our systems to work out of their platform.
+
+但多亏了杰夫和其他一些人，我们最终说服富国银行成为我们的反手之一，把我们所有的系统都移出了他们的平台。
+
+> It was a couple of weeks of honestly really intense work we had to hit a particular deadline.
+
+这是几个星期的真诚的紧张工作，我们必须在一个特定的最后期限。
+
+> This is the night of our first successful transaction.
+
+这是我们第一次成功交易的夜晚。
+
+> This is John after another particularly long all nighter in general I mean this seriously.
+
+这是约翰，一个接一个，通宵，我的意思是认真的。
+
+> This is the unglamorous side of startups that people do not get to see all that much.
+
+这是创业公司平淡无奇的一面，人们看不了那么多。
+
+> You really want to make something work and lots of other people think that it\'s a bad idea and it\'s really hard.
+
+你真的想让一些东西发挥作用，很多人认为这是个坏主意，而且真的很难。
+
+> And everything happens much much slower than you\'d like and you\'ve sort of many late night discussions like this and sort of soul searching debates and wondering like Is this actually a good idea or maybe it is a good idea but it\'s just too hard for us to pull off and Tharp\'s are hard.
+
+每件事发生的速度都比你想象的要慢得多，你像这样在深夜里讨论了很多次，还想知道这到底是个好主意，还是一个好主意，但对我们来说太难了，而 Tharp 的想法也很难。
+
+> And the thing is this doesn\'t actually go away.
+
+问题是这件事并没有消失。
+
+> This is the thing I didn\'t realize before doing a startup.
+
+这是我在创业之前没有意识到的。
+
+> I thought the two of you have all these doubts in the early days and then it was hard to take off and things would get easy.
+
+我以为你们两人在最初的日子里都有这些疑虑，然后很难摆脱，事情会变得容易。
+
+> But no matter how successful you will have lots of doubts.
+
+但无论你多么成功，你都会有很多疑问。
+
+> The first American to win the Tour de France was a guy called Greg Lamond and he has a quote I\'ve always really liked.
+
+第一个赢得环法自行车赛的美国人是一个叫格雷格·拉蒙德的人，他有一句我一直很喜欢的话。
+
+> It doesn\'t get easier you just get to go faster and it\'s kind of like this with startups like the startup might start going faster.
+
+它不会变得更容易，你只要走得更快，就像这样，初创公司可能会更快地发展起来。
+
+> It doesn\'t really get easier.
+
+这并不是很容易。
+
+> In our case we\'ve got the pieces in place and we got to the point were ready to launch we launch on the twenty ninth of September 2011.
+
+在我们的例子中，我们已经做好了准备，准备在 2011 年 9 月 29 日发射。
+
+> So just over a year ago at the time striated in predict had been in production use for 19 months and we\'ve been working on it fulltime for four year and three months.
+
+所以就在一年多以前，在预测的时候，我们已经投入生产使用了 19 个月，我们已经全职工作了四年零三个月。
+
+> We\'re 10 people whom we launched Eisele to fit all the names in a tweet.
+
+我们是 10 个人，我们推出了 Eisele，把所有的名字都放在推特上。
+
+> And by the end of the year here\'s our daily transaction volume looks like promising but launching is definitely not a panacea.
+
+到今年年底，我们每天的交易量看起来很有希望，但推出肯定不是万灵药。
+
+> But the signs were positive and we kept going.
+
+但迹象是积极的，我们继续前进。
+
+> And over the last few months two and a half years in stripe has finally started to become an overnight success.
+
+在过去的几个月里，两年半的条纹终于开始在一夜之间取得成功。
+
+> Jessica talked about how startups are roller coasters and there\'s a lot of downs but there\'s also ups the next slide is our daily transaction volume through today and it looks like this.
+
+杰西卡谈到了创业公司是如何过山车的，有很多的下降，但也有上升，下一次下滑是我们今天的每日交易量，看起来是这样。
+
+> From being for people not all that long ago stripe is now 34 people.
+
+就在不久以前，条纹已经是 34 个人了。
+
+> Which is actually twice as many people as are in this picture because everything is all behind them a start up and we haven\'t got around to taking our newgroup shot yet and many thousands of companies are using Stripe and a lot of new things go live everyday.
+
+这实际上是这张照片中人数的两倍，因为一切都在他们的背后，我们还没来得及尝试我们的新团队，成千上万的公司都在使用 Stripe，每天都会有很多新的东西出现。
+
+> I mean it\'s a bunch of well-known brands like Foursquare and boxy and Hipmunk and the Afaf and New York MoMA but loved less well-known ones too.
+
+我的意思是，这是一群知名品牌，如 Foursquare 和 Boxy，Hipmunk，Afaf 和纽约现代艺术博物馆，但也喜欢不太知名的人。
+
+> And they actually tend to be sort of just as interesting as things like good eggs which enables you to buy directly from local farmers or Samasource which brings computer based work to people living in poverty or even stuff like the Bedford cheese shop which is now just selling its cheese online.
+
+事实上，它们和好鸡蛋一样有趣，它可以让你直接从当地农民那里购买，或者把电脑工作带给生活贫困的人，甚至像贝德福德奶酪店，它现在只是在网上销售奶酪。
+
+> I guess I\'m just hungry and I\'m making these slides she seemed like a good idea.
+
+我想我只是饿了，我在做这些幻灯片-她看起来是个好主意。
+
+> If anyone here ever looked into the history of container shipping sir I know there\'s a bit of context for trom cheese container shipping and the shipping container like with those 40 foot shipping containers.
+
+如果说这里有谁研究过集装箱运输的历史，先生，我知道这里有一些关于特伦奶酪集装箱运输的背景，还有像 40 英尺集装箱那样的集装箱。
+
+> On some level they\'re the most mundane thing in the world and we see them around all the time but there were actually an absolutely enormous innovation 60 years ago before shipping containers transportation was a massive issue with physical goods transportation costs often accounted for up to 25 percent of the final cost of a physical item.
+
+在某种程度上，它们是世界上最平凡的东西，我们一直都看到它们，但在 60 年前，在集装箱运输成为一个巨大问题之前，我们确实有了一项巨大的创新，实物运输成本往往占到实物最终成本的 25%。
+
+> Overall transportation costs and shipping costs were like 10 percent of the value of all the imports in theU.S.
+
+总体运输成本和运输成本相当于美国所有进口商品价值的 10%。
+
+> Think about that read 10 percent.
+
+想想看，读 10%吧。
+
+> That means your margins 20 percent just by bringing your goods to another market.
+
+这意味着，你的利润 20%，只要把你的产品带到另一个市场。
+
+> You cut your profit in half.
+
+你把利润减半了。
+
+> So unsurprisingly most manufacturing happens at a very close to our physical price was consumed.
+
+因此，毫不奇怪，大多数制造业发生在一个非常接近我们的实物价格被消费。
+
+> And so the shipping container and then in the mid 1950s essentially eliminated the cost of shipping physical goods.
+
+因此，集装箱运输，然后在 20 世纪 50 年代中期，实质上消除了运输实物货物的成本。
+
+> It cut the costs of loading and unloading ships by 95 percent.
+
+它使船舶装卸成本降低了 95%。
+
+> And it\'s now at the point for and actually cutting this from aU.S.
+
+现在它已经到了从美国开始削减的时候了。
+
+> government report.
+
+政府报告。
+
+> It\'s better to assume that moving goods is essentially costless.
+
+最好假设货物运输基本上是无成本的。
+
+> Really the history here is Vaselines a few kind of good books about it.
+
+真的，这里的历史就是关于它的几本好书。
+
+> But the point is this technological breakthrough is sort of this elimination of friction.
+
+但关键是这个技术上的突破是某种程度上消除了摩擦。
+
+> And in particular this abstraction over geography.
+
+尤其是对地理的抽象。
+
+> It played an enormous role in facilitating the rise of Singapore and South Korea and Taiwan and Japan and China as manufacturing hubs and my point is really that a technology that doesn\'t just monetize itself but actually enables new commerce can really enormous impact the shipping container literally reshape the world economy.
+
+它在促进新加坡、韩国、台湾、日本和中国作为制造业中心的崛起方面发挥了巨大的作用。我的观点是，一种不仅能使自身货币化，而且实际上能够实现新商业的技术，能够对航运集装箱真正重塑世界经济产生巨大影响。
+
+> We sometimes describe we\'re doing with stripe as building economic infrastructure for the Internet.
+
+我们有时会把我们的做法描述为互联网建设经济基础设施。
+
+> It\'s not very flashy but for most of human history we\'ve had to buy from the people beside us.
+
+这并不是很华而不实，但在人类历史的大部分时间里，我们不得不从我们身边的人那里买东西。
+
+> But thanks to the Internet that\'s no longer true.
+
+但多亏了互联网，\不再是真的了。
+
+> We have a new way to abstract over place.
+
+我们有了一种抽象概念的新方法。
+
+> Anyone can now build a global business.
+
+现在，任何人都可以建立一家全球性的企业。
+
+> But yet while the Internet has revolutionized how we communicate and how we collaborate and how we share we\'ve only sort of started to explore how it can change what we create and how we transact and what kind of business is possible.
+
+然而，尽管互联网已经彻底改变了我们的沟通方式、协作方式和共享方式，但我们只是开始探索它如何改变我们的创造和交易方式，以及什么样的业务是可能的。
+
+> And a lot of the other companies whose founders are speaking today are are pretty good examples of that thrived.
+
+许多创始人今天发表讲话的其他公司都是这方面的一个很好的例子。
+
+> We simply want to turn payment\'s into a ubiquitous utility.
+
+我们只是想把支付变成一种无处不在的实用工具。
+
+> We won more commerce on the internet but it\'s still really early days and honestly most the time we\'re not thinking at these kinds of problems we\'re trying to figure out how to decrease the load on DBI 3 or trying to get some particular design just right and working through the 20th iteration or wondering if some particular product is a is a good idea or having some debate in Gmail that\'s so long We\'ve overflowed the Gemalto thread limit.
+
+我们在互联网上赢得了更多的商业，但它还真的还处于早期阶段，而且老实说，大多数时候我们并不是在考虑这些问题，我们试图找出如何减少 dbi 3 的负载，或者试图得到一些正确的特定设计，并在第 20 次迭代中工作，或者想知道某个特定的产品是否是一个好主意，还是有一些争论。在 Gmail 中，我们已经超过了 Gemalto 线程的限制。
+
+> And it\'s now become a completely new thread.
+
+现在它变成了一个全新的线索。
+
+> It\'s all the day to day stuff.
+
+日复一日的事情。
+
+> You know it turns out that all the high level stuff the the larger motivations and and the bigger ideas and the day to day implementation like the debates and the tweaking and the iterations both of them are really addictive and that\'s why we keep doing this.
+
+你知道，所有高层次的东西，更大的动机，更大的想法，以及日复一日的实现，比如辩论、调整和迭代，都是令人上瘾的，这就是我们一直这样做的原因。
+
+> Thank you.
+
+谢谢。
\ No newline at end of file
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new file mode 100644
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+++ b/docs/sus2012/05.md
@@ -0,0 +1,1545 @@
+# Mark Zuckerberg at Startup School 2012  
+
+> `[00:00:00]` Welcome everybody.
+
+`[00:00:00]` 欢迎大家。
+
+> I\'m bigger.
+
+我更大。
+
+> Yeah yeah I hear you guys are you.
+
+是的，我听说你们就是你们。
+
+> Okay.
+
+好的。
+
+> So these are the questions that I was curious about and I think they\'ll be the questions you guys were curious about too.
+
+所以，这些是我很好奇的问题，我认为它们也会是你们感兴趣的问题。
+
+> I\'m going to ask a lot about the very early days of Facebook.
+
+我会问很多关于 Facebook 早期的问题。
+
+> We were just talking about them in the back.
+
+我们只是在后面讨论他们。
+
+> It was fascinating.
+
+很吸引人。
+
+> Wish you could have heard it.
+
+真希望你能听到。
+
+> We\'ll do our best to try to he said.
+
+他说：“我们会尽我们最大的努力去做。”
+
+> So here\'s a question might be a little bit difficult.
+
+所以这里有个问题可能有点难。
+
+> `[00:00:30]` How long before 2004 could something like Facebook have succeeded like what was the last thing that was needed to fall into place.
+
+`[00:00:30]` 在 2004 年之前的多久，像 Facebook 这样的东西就能成功，就像最不需要的事情。
+
+> Could someone have done it in 1995 or 2000.
+
+可能有人在 1995 年或 2000 年做过这件事。
+
+> Yeah I know it\'s an interesting question.
+
+我知道这是个有趣的问题。
+
+> `[00:00:45]` There were certain elements that we certainly bootstrapped off of and kind of used to pack early identity right.
+
+`[00:00:45]` 有一些元素，我们当然是从这些元素中引导出来的，它们被某种程度上用来包装早期的身份验证。
+
+> `[00:00:53]` So one of the things that that people don\'t think about that often today is early on we wanted to establish this culture of real identity on the surface.
+
+`[00:00:53]` 所以今天人们不常想的事情之一是，我们希望在表面上建立真正身份的文化。
+
+> And you know there weren\'t really any other online services or communities where people were openly their real self before that.
+
+你也知道，在此之前，没有任何其他的在线服务或社区能让人们公开他们真正的自我。
+
+> And one of the ways that we kind of determined that someone was really who they said they were in their credentials were real where everyone had school email addresses.
+
+我们确定某人确实是他们所说的人的方式之一是真实的，每个人都有学校的电子邮件地址。
+
+> I don\'t know how much before.
+
+我不知道以前有多少。
+
+> 2004 I assume you know around 2000 all schools started issuing e-mail addresses.
+
+2004 年，我想你应该知道，大约在 2000 年左右，所有学校都开始发电子邮件地址了。
+
+> But that was really the critical thing that made it so that we could get this counterintuitive thing that not many other services were using school e-mail addresses where the original source of identity.
+
+但这确实是关键的事情，它使我们可以得到这个违反直觉的东西，没有很多其他服务使用学校的电子邮件地址，其中的原始身份来源。
+
+> `[00:01:34]` Well that\'s how we knew what school you were in.
+
+`[00:01:34]` 我们就是这样知道你在哪所学校的。
+
+> Right and you weren\'t just a sockpuppet because you can\'t get the school to keep an annual address.
+
+是的，你不只是一个社会傀儡，因为你不能让学校保持一个年度地址。
+
+> `[00:01:42]` And so it also admitted that people can sign up for fake accounts.
+
+`[00:01:42]` 所以它也承认人们可以注册假账户。
+
+> Right.
+
+右（边），正确的
+
+> Right.
+
+右（边），正确的
+
+> People typically only of one school account so having it being able to bootstrap off of that was this really nice early thing that helped us establish this culture of real identity.
+
+人们通常只拥有一个学校账户，所以让它能够从这个账户中走出来，这是一件非常美好的早期事情，帮助我们建立了这种真实身份的文化。
+
+> And once we got to a few million people or 10 million people where that culture was established it was able to bootstrap into something that was much bigger.
+
+一旦我们接触到几百万人或一千万人，这种文化就建立起来了，我们就能够把它引导到更大的东西上。
+
+> That kept most of that culture even though now obviously most people in the world don\'t have e-mails that are issued by some institution that vouches for their identity.
+
+尽管现在世界上的大多数人都没有电子邮件，但这些电子邮件是由某一机构签发的，这些电子邮件可以证明他们的身份。
+
+> `[00:02:10]` Now people log in through Facebook.
+
+`[00:02:10]` 现在人们通过 Facebook 登录。
+
+> `[00:02:12]` Now you are the source of identity.
+
+`[00:02:12]` 现在你是身份的来源。
+
+> Well you know it comes out.
+
+你知道它会出来的。
+
+> `[00:02:16]` Yes but you know but to your question about when would it have been possible.
+
+`[00:02:16]` 是的，但你知道，但你要问的是，什么时候才有可能。
+
+> You know one of the big trends that we see is that.
+
+我们看到的一个大趋势就是。
+
+> The amount that any individual shares in a given year seems to be growing of it\'s exponentially increasing rate.
+
+在给定的一年里，任何个人股票的数量似乎都在以指数的速度增长。
+
+> `[00:02:30]` Kirghiz Yeah I don\'t call it that but other people do.
+
+`[00:02:30]` 柯尔克孜：是的，我不这么叫它，但其他人叫它。
+
+> You heard it here first.
+
+你先在这里听到的。
+
+> But you know I mean it is this kind of social networking version of Moore\'s Law.
+
+但你知道，我的意思是，这是一种社交网络版的摩尔定律。
+
+> `[00:02:39]` It\'s interesting and you know what would that suggest to me is if we expect that this rate is going to double every year then look out 10 years to the 10th is 10 24.
+
+`[00:02:39]` 这很有趣，你知道这对我来说意味着什么，如果我们预计这个比率每年会翻一番，那么看看 10 年到 10 岁是 1024 岁。
+
+> `[00:02:49]` Right.
+
+`[00:02:49]` 对。
+
+> So ten years from now people will be sharing about 1000 times as many things.
+
+所以十年后，人们分享的东西将是现在的 1000 倍。
+
+> `[00:03:00]` If you want to get our season next year I feel like everything will be cool anyway.
+
+`[00:03:00]` 如果你想明年参加我们的赛季，我觉得一切都会很好。
+
+> I just have a good have a good feeling about today.
+
+我只是对今天感觉很好。
+
+> I don\'t think that\'s a bad omen.
+
+我不认为那是个坏兆头。
+
+> `[00:03:08]` Now that\'s wonderful.
+
+`[00:03:08]` 现在那太棒了。
+
+> `[00:03:11]` So anyway so I think the question is not Would Facebook have not been possible before 2004 it would have been in some capacity but people would have shared less.
+
+所以无论如何，我认为问题不是 Facebook 在 2004 年之前不可能的，它本来是以某种身份存在的，但人们会分享的更少。
+
+> And if you fast forward five years there\'s going to be a version of all these social services that people are using to share way more.
+
+如果你快进五年，就会有一个版本的社会服务，人们用它来分享更多。
+
+> And I think that anyone here could be can kind of think about ten years from now people are going to be sharing a thousand times as much stuff a day.
+
+我认为这里的任何人都可以想象十年后人们每天会分享上千倍的东西
+
+> This is this trend continues.
+
+这种趋势还在继续。
+
+> What\'s what things are going to have to exist in the world and what kind of services are going to have to exist in order for that to be possible.
+
+什么样的东西才能在这个世界上存在，需要什么样的服务才能成为可能。
+
+> Instagram for toilets.
+
+上厕所的 Instagram。
+
+> `[00:03:43]` That\'s the final frontier.
+
+`[00:03:43]` 那是最后的边界。
+
+> Instagram is killing it.
+
+Instagram 杀了它。
+
+> I mean they\'re they\'re doing really well.
+
+我是说他们做得很好。
+
+> So that\'s a good frontier.
+
+所以那是个很好的边疆。
+
+> Right.
+
+右（边），正确的
+
+> `[00:03:53]` When you first launched in the very beginning the features were sort of profile with like a profile photo and your name and who you are.
+
+`[00:03:53]` 当你第一次发布的时候，你的特征就像一个侧面照片，你的名字和你是谁。
+
+> And also you included things like what house you lived in what dorm you lived in and what courses you were taking.
+
+你还包括了你住在哪所房子，住在什么宿舍，上了什么课。
+
+> What do you think it would have worked without that.
+
+你觉得没有那个会有什么效果。
+
+> `[00:04:08]` Would it have been enough just to have profiles.
+
+`[00:04:08]` 只要有个人资料就够了吗？
+
+> `[00:04:11]` You know it\'s a really interesting question and we certainly since then have evolved and wanted to make a more general service.
+
+`[00:04:11]` 你知道这是一个非常有趣的问题，从那以后，我们当然已经进化，想要做一个更全面的服务。
+
+> So we\'ve dropped some of those things.
+
+所以我们放弃了其中的一些东西。
+
+> But I remember there\'s this early debate that Dustin and I had where we had to do some manual work for every school that we that we released Facebook at.
+
+但我记得有一次早期的争论，达斯汀和我在那里为我们发布 Facebook 的每所学校都做了一些手工工作。
+
+> `[00:04:30]` And in order to do that we basically went through and we passed the course catalogs of the schools to make sure that it was clean.
+
+`[00:04:30]` 为了做到这一点，我们基本上通过了学校的课程目录，以确保它是干净的。
+
+> And I remember having this debate where Dustin was like we could just expend so much faster or it would just be easier.
+
+我记得有一场辩论，达斯汀就像我们可以花得更快，否则就会更容易。
+
+> I mean we were bound by server capacity but it would be easier to launch new schools if we didn\'t have to have course catalogs four for each school and we just had this really long debate about what quality meant for us and the community that we wanted to establish.
+
+我的意思是说，我们受到服务器容量的约束，但是如果我们不需要为每所学校提供四种课程目录，那么创建新学校就更容易了，我们只是就我们想要建立的质量对我们和社区的意义进行了一场漫长的辩论。
+
+> And the culture of it and you know in retrospect you know maybe you wouldn\'t have had a huge difference on how things played out.
+
+你知道，回想起来，你知道，在事情的发展过程中，你可能不会有太大的不同。
+
+> But it definitely kind of set the tone where there\'s a lot of kind of clean data on Facebook.
+
+但它确实为 Facebook 上有大量干净数据的地方定下了基调。
+
+> You can rely on it.
+
+你可以依靠它。
+
+> It feels like a college specific thing which was valuable early on for setting the culture even though obviously since then we\'ve grown beyond that.
+
+这感觉就像大学特有的东西，在建立文化的早期是很有价值的，尽管很明显，从那以后，我们已经超越了这一点。
+
+> And you know I think you guys in the projects that you work on you\'re gonna have a lot of similar questions.
+
+你知道，我认为你们在工作的项目中会有很多类似的问题。
+
+> I mean there\'s the famous 80 20 rule where you know you get 80 percent of the benefit by doing 20 percent of the work.
+
+我的意思是，有一条著名的 8020 法则，你知道你做了 20%的工作就能得到 80%的收益。
+
+> But.
+
+但
+
+> You can\'t just 80 20 everything.
+
+你不能每样东西都 8020 块。
+
+> Right.
+
+右（边），正确的
+
+> I mean there have to be certain things that you just are the best at right and that you go way further than anyone else that you establish this kind of quality bar and have your product be the best thing that\'s out there so you know whether we had to do that one or had to do something we had to do I think enough of those things or else we just wouldn\'t have the best service out there.
+
+我的意思是，一定有一些事情你是最擅长的，你比任何人都要走得更远，你建立了这样的优质酒吧，让你的产品成为最好的东西，所以你知道我们是必须做那件事，还是必须做一些我们必须做的事，我觉得这些事情都够了，或者否则我们就没有最好的服务了。
+
+> `[00:05:47]` Do you remember when you got rid of courses when you used up part including course time probably when we expanded beyond colleges really so you kept doing courses.
+
+`[00:05:47]` 你还记得当你用掉包括课程时间在内的部分课程的时候吗？
+
+> Yeah.
+
+嗯
+
+> All through girl was like hundreds of colleges.
+
+整个女孩就像几百所大学。
+
+> `[00:06:01]` I think we eventually figured out a way that just crowdsourced it and made it a bit easier once we had enough data that we could extrapolate from the colleges that we had in place but we did it for probably way longer than was rational.
+
+`[00:06:01]` 我想我们最终想出了一种方法，只要我们有足够的数据可以从我们现有的大学中推断出来，我们就会更容易做到这一点，但我们这么做的时间可能比理性的时间要长得多。
+
+> `[00:06:15]` Do you do you remember how much your first server cost.
+
+`[00:06:15]` 你还记得你的第一台服务器花了多少钱吗？
+
+> You said that eighty five dollars.
+
+你说了 85 美元。
+
+> Eighty five.
+
+八十五。
+
+> And I remember that because that was the gating factor for us launching new schools.
+
+我记得这一点，因为这是我们开办新学校的关键因素。
+
+> `[00:06:25]` I mean we had this philosophy from the very beginning that we didn\'t want to be this project.
+
+`[00:06:25]` 我的意思是，我们从一开始就有这样的哲学，我们不想成为这个项目。
+
+> It wasn\'t even a company at the very beginning but we didn\'t want to be burning a lot of money.
+
+一开始它甚至不是一家公司，但我们不想花很多钱。
+
+> We weren\'t planning on raising a lot of money we didn\'t want to be one of these things that raised a bunch of money and was losing a bunch of money and decided that we\'d somehow pull it through the end.
+
+我们不打算筹集很多钱，我们不想成为那些筹集了一大笔钱，并且损失了一大笔钱的人之一，我们决定以某种方式把它拖到最后。
+
+> And so you know so.
+
+所以你知道的。
+
+> `[00:06:44]` Eighty five dollars for the first survey put out ads on the site and the ads at the beginning were we just were running some kind of ad network and you wonder what the first day had was.
+
+`[00:06:44]` 第一次调查花费 85 美元在网站上投放广告，一开始我们只是在运行某种广告网络，你想知道第一天是什么。
+
+> Now I don\'t.
+
+现在我不想了。
+
+> Know how much you get ads.
+
+知道你收到了多少广告。
+
+> This was Eduardo\'s job early on was I mean with your ad sales.
+
+这是爱德华多早期的工作，我指的是你的广告销售。
+
+> Yeah.
+
+嗯
+
+> He basically like he was responsible for making sure that we had enough money to keep things running in the beginning and you basic them.
+
+他基本上喜欢他负责确保我们有足够的钱让事情在一开始就持续运行，而你则是基本的。
+
+> `[00:07:10]` So it was the server was eighty five dollars and you know Duson and I basically worked on kind of efficiency in making sure that we can fit more schools onto each server and in Edwardo worked on selling more ads or making a deal so we can get an ad network so that where we can we can make more money than whenever we had more money we rented another eighty five dollar a month server and we kind of went from there.
+
+`[00:07:10]` 所以服务器是 85 美元，你知道，杜松和我基本上都致力于提高效率，确保我们可以在每台服务器上安装更多的学校；在 Edwardo，我们致力于销售更多的广告或做交易，这样我们就可以得到一个广告网络，这样我们就可以比我们有更多钱的时候赚到更多的钱。一个月又租了 85 美元的服务生然后我们就从那里走了。
+
+> `[00:07:30]` And know is some interesting way of seeing ever spent money you didn\'t have in the beginning not the beginning now and then then I mean even how was the constraint on your growth rate.
+
+`[00:07:30]` 知道是一种有趣的方式，可以看到你一开始就没有花过的钱，而不是现在的开始，我的意思是，你的增长率是如何受到限制的。
+
+> How many new eighty five dollars is you could get.
+
+你能得到多少新的 85 美元？
+
+> Yeah I mean it was actually good because you know sometimes it\'s really nice to have the time to get your product to be awesome and deal with scaling problems.
+
+是的，我的意思是，它实际上是很好的，因为你知道，有时它真的很好，有时间让你的产品变得很棒，并处理缩放问题。
+
+> `[00:07:50]` And one of the things that was interesting was at the time I don\'t know how many people remember this and Friendster was the service that had massive scaling problems the idea was they were big too quickly and it was really hard for them to scale and you know the fact that we could kind of go college buy College in and kind of optimize the service and make it more efficient and offer new features for make sure that they worked.
+
+`[00:07:50]` 其中一件有趣的事情是，当时我不知道有多少人还记得这件事，Friendster 是存在大规模缩放问题的服务，他们的想法是，他们太快了，他们很难扩大规模，你知道，我们可以在大学里买一所大学，在某种程度上优化服务让它更有效率，并提供新的功能，以确保他们的工作。
+
+> I think was really key.
+
+我觉得真的很关键。
+
+> I mean we\'re talking my people would never built a company before we never built any large scale software or anything.
+
+我的意思是，我们说的是，我的人民从来不会建立一个公司之前，我们从来没有建立任何大型软件或任何东西。
+
+> So having that period where we could just bake it and you know people these days like to talk about how these services grow super quickly and Facebook did grow quickly.
+
+因此，有了这段时间，我们可以直接烘焙它，你知道，现在人们喜欢谈论这些服务是如何快速发展的，而 Facebook 却发展得很快。
+
+> But I think it took a year for us to get a million users and we thought that that was incredibly fast.
+
+但我认为我们花了一年时间才获得了 100 万用户，我们认为这是非常快的。
+
+> But and I think it is but it wasn\'t as quick as a lot of things grow today and I think actually having that time to bake it was really valuable for nearly 2000 users at Harvard.
+
+但是我认为是的，但它不是像今天很多事情发展得那么快，我认为实际上有那么多时间来烘焙它对于哈佛的近 2000 名用户来说是非常有价值的。
+
+> `[00:08:43]` That\'s 500 x a year.
+
+`[00:08:43]` 那是每年 500 倍。
+
+> That\'s pretty fast older I think around 4000 or 5000 undergrads at Harvard.
+
+我想哈佛大学大约有 4000 或 5000 名本科生。
+
+> I remember reading you that half of them.
+
+我记得我读过其中的一半。
+
+> I mean presumably we\'ll know there was two thirds or three quarters or something in the first two weeks.
+
+我的意思是，我们大概会知道在前两周有三分之二或四分之三左右。
+
+> `[00:08:55]` So I mean the thing that we found was that basically we opened it up at a school and within a couple of weeks then the vast majority of students would it would be on the server.
+
+`[00:08:55]` 所以我的意思是，我们发现，基本上我们在一所学校里打开了它，在几周内，绝大多数学生都会把它放在服务器上。
+
+> `[00:09:04]` Was there a school ever that you opened it and it didn\'t work didn\'t stick.
+
+`[00:09:04]` 曾经有一所学校，你开过它，但它没有工作，没有坚持。
+
+> `[00:09:09]` Some schools took longer than others depending on the size of the school.
+
+`[00:09:09]` 一些学校花的时间比其他学校长，这取决于学校的规模。
+
+> So what we basically did was lunch at Harvard first because I wanted it right.
+
+所以我们主要做的是先在哈佛吃午饭，因为我想吃的对。
+
+> `[00:09:17]` And I built it for myself.
+
+`[00:09:17]` 我自己造的。
+
+> I like I really wanted to use the service and you know this is one of the ironies is I started building Facebook because I wanted to use it in college and then I immediately left college so I didn\'t really get to do that but just expanded to everybody else outside.
+
+我喜欢我真的很想使用这个服务，你知道，这是一个讽刺，我开始建立 Facebook，因为我想在大学使用它，然后我立即离开了大学，所以我没有真正做到这一点，只是扩大到其他人以外的人。
+
+> `[00:09:32]` So it worked out.
+
+`[00:09:32]` 所以它成功了。
+
+> `[00:09:34]` But you know so then after Harvard all these schools started all a lot of students from other schools started writing tests and asking for us to expand and we were looking to start a company.
+
+`[00:09:34]` 但是你知道吗，在哈佛大学之后，所有这些学校的学生都开始写测试，并要求我们扩大规模，我们正在寻找一家公司。
+
+> Right.
+
+右（边），正确的
+
+> And I figured that eventually something like this would would exist at large scale but you know one of the interesting juxtapositions that was going on at the time was I remember distinctly I had this one friend who I went and got pizza with almost every night.
+
+我想，这样的东西最终会大规模存在，但你知道，当时发生的一个有趣的并列现象是，我清楚地记得，我有一个朋友，我几乎每天晚上都和他一起去吃比萨饼。
+
+> `[00:10:02]` We did all our computer science problem sets together at Harvard and at the time I remember talking to him about Taiwan.
+
+`[00:10:02]` 我们在哈佛一起做了我们所有的计算机科学问题，我记得当时我和他谈过台湾。
+
+> `[00:10:10]` I was working on this Facebook thing and I thought it would be cool for Harvard and I really was excited about it because I wanted to use it.
+
+`[00:10:10]` 我在 Facebook 上工作，我觉得这对哈佛来说很酷，我真的很兴奋，因为我想用它。
+
+> But at the same time how I thought that over time someone would definitely go build this version of this for the world.
+
+但与此同时，我是怎么想的，随着时间的推移，一定会有人为世界建造这个版本的。
+
+> But it was going to be so was going to be you know Microsoft or you know someone who built the software for hundreds of millions of people who were we were college students sorry were not qualified in any way to build this.
+
+但情况会是这样，你知道微软，或者你知道有人为数亿人(我们是大学生)建造了这个软件，很抱歉，在任何方面都没有建立这个软件的资格。
+
+> Now I think a lot of my takeaway from that was that we just kind of cared more than those other companies about making it exist.
+
+现在，我认为我对此的很多看法是，我们比其他公司更关心它的存在。
+
+> So I\'ll be back to you back kind of question and off that tangent.
+
+所以我会回到你的问题和切线。
+
+> `[00:10:42]` The first set of schools that we launched after Harvard were schools that had other kind of school specific social networks.
+
+`[00:10:42]` 我们在哈佛之后创办的第一批学校是那些有其他学校特有的社交网络的学校。
+
+> I think it was Stanford had something Columbia had something.
+
+我想是斯坦福有哥伦比亚大学的东西。
+
+> And I think Yale had something.
+
+我觉得耶鲁有什么。
+
+> So why does you choose ones that had schools specific social network.
+
+那么，你为什么要选择那些有学校特定社交网络的人呢？
+
+> Because you don\'t want to do competitors.
+
+因为你不想做竞争对手。
+
+> Well I wanted to go to the schools I thought would be the hardest for us to succeed at.
+
+嗯，我想去那些我认为是我们最难取得成功的学校。
+
+> Because I knew that if we had a product that was better than everything else that other students were making at other colleges then it would be worth investing in and putting in putting time into.
+
+因为我知道，如果我们有一个比其他学生在其他大学做的任何东西都更好的产品，那就值得投资并投入时间。
+
+> But I didn\'t want to just kind of get into a project where there would end up being this huge legacy of maintaining it if ultimately there were just gonna be different things that were as good as it.
+
+但我不想只进入这样一个项目，如果最终会有不同的东西和它一样好的话，它最终会成为维护它的巨大遗产。
+
+> So we thought that this was going to be good.
+
+所以我们认为这会是件好事。
+
+> `[00:11:21]` And you know we launched it at was Yale Stanford Columbia and.
+
+`[00:11:21]` 你知道我们在耶鲁、斯坦福、哥伦比亚和.
+
+> `[00:11:27]` And yeah I mean pretty quickly I think it just so you felt probably that you could have just gone to some random school and it would have succeeded.
+
+`[00:11:27]` 是的，我的意思是，很快，我想你就会觉得你可能只是去了一所随机的学校，它就会成功。
+
+> You chose those because they had nascent competitors.
+
+你选择这些是因为他们有初生的竞争对手。
+
+> `[00:11:37]` Yeah I mean I think what we saw in those schools was people wanted to use something like this.
+
+`[00:11:37]` 是的，我是说，我认为我们在那些学校看到的是人们想使用这样的东西。
+
+> Right.
+
+右（边），正确的
+
+> `[00:11:43]` So we just wanted to make sure that what we had was like way better than anything else that was out there worth you know putting time into.
+
+`[00:11:43]` 所以我们只是想确保我们拥有的一切比任何值得投入时间的东西都要好得多。
+
+> `[00:11:50]` Do you think.
+
+`[00:11:50]` 你认为。
+
+> I know I read in the crimson article about when you first launch hundreds of people sign up for new how hundreds hundreds signed up for new Facebook Web site.
+
+我知道我在那篇深红的文章中读到过，当你第一次发布的时候，数百人注册了新的 Facebook 网站，而数百人注册了新的 Facebook 网站。
+
+> `[00:12:01]` That is not the onion that is the crimson.
+
+`[00:12:01]` 那不是洋葱，而是深红色。
+
+> Sometimes hard to distinguish Harvard students.
+
+有时很难区分哈佛学生。
+
+> OK.
+
+好的
+
+> `[00:12:09]` So do you think though they said in this article that Harvard the Harvard computer services people were working on a university wide Facebook.
+
+`[00:12:09]` 所以你认为，尽管他们在这篇文章中说，哈佛大学的计算机服务人员正在为一所大学范围的 Facebook 工作。
+
+> Their problem was like they couldn\'t figure out how to restrict information enough.
+
+他们的问题是，他们不知道如何限制足够的信息。
+
+> Right.
+
+右（边），正确的
+
+> Do you think if that had already existed if you had gone a couple years younger and you\'d come to Harvard and this already exist do you think you would have ever started Facebook.
+
+你是否认为，如果你已经存在了，如果你年轻几岁，你会来到哈佛，而且这已经存在了，你认为你会创建 Facebook 吗？
+
+> `[00:12:29]` I don\'t know.
+
+`[00:12:29]` 我不知道。
+
+> I mean there\'s this trend that I was talking about before where each year people share more and more.
+
+我的意思是，有一种趋势，我曾经说过，每年都有越来越多的人分享。
+
+> Right.
+
+右（边），正确的
+
+> So I think that you can kind of map out at any given point and I think you can look at the Internet and say OK there\'s enough sharing to support certain products right so Wikipedia came really before Facebook because there was a smaller amount of sharing could support information about older public entities and Reynolds right.
+
+所以我认为你可以在任何给定的时间点绘制地图，我认为你可以在互联网上说，有足够的共享来支持某些产品，所以维基百科在 Facebook 之前就出现了，因为少量的共享可以支持关于较老的公共实体和 Reynolds Right 的信息。
+
+> But in order to have enough sharing to support some basic information so you can look up anyone and find some interesting stuff about them then that required more sharing.
+
+但是为了有足够的共享来支持一些基本的信息，所以你可以查找任何人并找到一些关于他们的有趣的东西，这就需要更多的分享。
+
+> So we had to be further along this curve.
+
+所以我们必须沿着这条曲线走得更远。
+
+> And you know in a couple of years earlier someone might have been able to do something that was more basic but a couple of years later even a couple of years from now someone will be able to build something that is just so much more encompassing and allows people to learn so much more about the people around them than what is even built today.
+
+你知道，在几年前，也许有人能够做一些更基本的事情，但几年后，甚至几年后，有些人将能够建立一个更包容的东西，让人们能够更多地了解他们周围的人，而不是今天所建造的东西。
+
+> So our kind of continual mission and job is to keep on building that next thing and I mean that\'s what we live for at Facebook and what excites us.
+
+因此，我们持续不断的使命和工作就是继续构建下一件事情，我的意思是，这就是我们在 Facebook 上生活的目的，也是我们的兴奋之处。
+
+> `[00:13:26]` So even if Harvard even if the university had built something there would always you could have built the next thing.
+
+`[00:13:26]` 即使哈佛大学在那里建造了一些东西，你也可以建造下一个东西。
+
+> `[00:13:32]` Yeah.
+
+`[00:13:32]` 是的。
+
+> And it\'s obviously always hard to tell exactly how things would have played out.
+
+很明显，很难准确地判断事情会怎样发展。
+
+> But I mean one of the interesting things about Facebook was it wasn\'t just a picture and some basic information pretty quickly gave people the ability to share more stuff.
+
+但我的意思是，Facebook 的一个有趣之处在于，它不仅仅是一张照片，一些基本信息很快就让人们有了分享更多东西的能力。
+
+> Right.
+
+右（边），正确的
+
+> And one of the early stories that I think is pretty instructive for anyone who\'s trying to build a start up is you know we really listen to what our users wanted to read and listening means both kind of qualitatively listening to the words that they say and quantitatively looking at the behaviors that they take.
+
+我认为其中一个早期的故事对那些试图建立起一个新的开端的人来说是很有教育意义的，你知道我们真的在倾听我们的用户想要读的东西，而倾听意味着，无论是定性地听他们说的话，还是定量地观察他们所采取的行为，都意味着从质量上听他们说的话。
+
+> And at the beginning we we we had one profile picture that you could have on on your on your profile based on what we observed was there was this behavior where a lot of people would everyday upload a new profile picture and you\'d take away from this was that you know people there was this very strong demand to have a service where people could share more photos.
+
+一开始，我们有一张你可以在你的个人资料上看到的个人资料照片，我们观察到，有一种行为，很多人每天都会上传一张新的个人资料图片，而你会从中拿走，你知道，人们强烈要求提供一项服务，让人们可以分享更多的照片。
+
+> And it actually wasn\'t until we had the server capacity and the engineering team bandwidths actually built a full photo sharing service.
+
+直到我们有了服务器容量和工程团队的带宽，我们才真正建立了一个完整的照片共享服务。
+
+> But that\'s become obviously one of the key parts of Facebook.
+
+但这显然已经成为 Facebook 的关键部分之一。
+
+> I think we\'re over 3 or 400 million photos shared a day now.
+
+我想我们现在已经有三四亿张照片分享了一天。
+
+> So I mean it\'s pretty crazy.
+
+所以我是说这很疯狂。
+
+> But you know obviously no facebook that that any university would have built would have supported that.
+
+但很明显，任何一所大学都不会支持这一点。
+
+> Right.
+
+右（边），正确的
+
+> And you know even just like any right any incremental thing that would have just tied whatever mugshot you have on your your card it would have been your picture.
+
+你知道，就像任何权利一样，任何增量的东西都会绑住你卡上的任何一张照片，那就是你的照片。
+
+> `[00:14:48]` So they would have chosen the picture which is in the picture.
+
+`[00:14:48]` 所以他们会选择图片中的图片。
+
+> Yeah I can totally see Hoeh added in.
+
+是的，我完全可以看到 Hoeh 加入了。
+
+> `[00:14:56]` Do you remember when you first showed up in college what you plan to do afterwards.
+
+`[00:14:56]` 你还记得你第一次出现在大学的时候，你以后打算做什么吗？
+
+> Do you think you were going to go to graduate school or did you think you\'re going to get a job we only got verst went to college.
+
+你认为你是要去读研究生，还是你认为你会找到一份我们刚上过大学的工作。
+
+> `[00:15:06]` I actually was planning on being a classics major.
+
+`[00:15:06]` 事实上，我正计划成为一名经典专业的学生。
+
+> I loved classics and high school Latin and Greek.
+
+我喜欢古典文学和高中拉丁文和希腊文。
+
+> I just picked on it fascinating.
+
+我只是挑了它的迷人之处。
+
+> And my sister actually did go on and do that and now tune in classics and we talk about this all the time is still fascinating to me when I was in college I actually wasn\'t a computer science major I was a psychology major.
+
+而我姐姐确实是这样做的，现在我们一直在谈论经典歌曲，这对我来说仍然很有趣，当我上大学的时候，我实际上不是计算机科学专业，我是心理学专业的学生。
+
+> I didn\'t really get around to taking that many classes and I left pretty quickly and I actually ended up taking more computer science classes than then psychology classes but I was never you know I don\'t know.
+
+我没有真正参加那么多的课程，我很快就离开了，实际上我上的计算机科学课程比心理学课程还多，但我从来没有你知道我不知道。
+
+> `[00:15:38]` So you had no plan.
+
+`[00:15:38]` 所以你没有计划。
+
+> No.
+
+否
+
+> I mean you\'re going to be a barista.
+
+我是说你会成为咖啡师。
+
+> `[00:15:42]` No I probably would have.
+
+`[00:15:42]` 不，我可能会的。
+
+> `[00:15:44]` I probably would have gotten an engineering job.
+
+`[00:15:44]` 我可能会得到一份工程工作。
+
+> Is my sense and I would have gotten sucked into programming.
+
+是我的感觉，我就会沉迷于编程。
+
+> Well I mean I like programming and I really you know growing up I always had a lot of respect for Microsoft and what they\'ve built and a lot of people from Harvard go to Microsoft and went to Microsoft and I maybe I would\'ve done that.
+
+嗯，我的意思是，我喜欢编程，我真的，你知道，在成长过程中，我一直很尊重微软和他们建立的东西，很多哈佛大学的人都去了微软，也许我会这么做。
+
+> I don\'t know.
+
+我不知道。
+
+> It\'s it\'s really obviously hard to say.
+
+很显然很难说。
+
+> Later I made this bet with my sister Donna.
+
+后来我和我妹妹唐娜打赌了。
+
+> The classics pitched to you I was talking about before who I bet her when I was starting college before she was that she bet me that she would finish college before me.
+
+当我开始上大学的时候，我和她打赌，她一定会比我先完成大学学业。
+
+> And I was like alright I\'ll take the bad like you know.
+
+我会像你知道的那样接受坏消息。
+
+> And then after after I dropped out I was talking to my mom and she\'s like yeah no I always knew you would drop out of college.
+
+然后我退学后，我和我妈妈说话，她说：是的，不，我一直知道你会退学。
+
+> Thanks mom.
+
+谢谢妈妈。
+
+> Know that you would zoom out of the top or fall out of the bottom.
+
+要知道你会从顶部放大或者从底部掉下来。
+
+> I\'d never ask.
+
+我从没问过。
+
+> `[00:16:42]` Do you think your parents knew that you would always run your own show.
+
+`[00:16:42]` 你认为你的父母知道你总是自己主持节目吗？
+
+> `[00:16:46]` Because I asked them I think they\'d probably say yes.
+
+`[00:16:46]` 因为我问他们，我想他们可能会答应。
+
+> But yeah I want to start startups.
+
+但我想开始创业。
+
+> No I mean I think that\'s actually a really interesting part of this for me is that I mean being in a place like this where obviously a lot of you guys are thinking about starting these starting companies and you know for me so much of the lesson that I feel like I\'ve learned is I feel like it\'s really hard to decide to start a company.
+
+不，我的意思是，我认为这对我来说是一个非常有趣的部分，我的意思是，在这样一个地方，很明显，你们中的很多人都在考虑创办这些新公司，你们知道，对我来说，我学到的很多东西是，我觉得自己很难决定创办一家公司。
+
+> `[00:17:11]` Right.
+
+`[00:17:11]` 对。
+
+> You know Facebook I didn\'t start it to start a company I started it because I really wanted this thing personally and I believed that it should exist globally although I wasn\'t quite sure that we would be able to play a role in doing that.
+
+你知道，我创建 Facebook 不是为了创办一家公司，而是因为我真的很想要这件事，我相信它应该在全球范围内存在，尽管我不太确定我们是否能够在这方面发挥作用。
+
+> And it was mostly just through kind of like wanting to build it and having it be this hobby and getting people around me excited that it eventually kind of evolved into and got the momentum to become a company.
+
+大多数情况下，就像想要建立它，让它成为我的业余爱好，让周围的人兴奋，它最终演变成一家公司，并获得了成为一家公司的动力。
+
+> But I never really understood the psychology of deciding that you want to start a company before you understand what you want to do.
+
+但我从来没有真正理解在你明白自己想要做什么之前就决定要创业的心理。
+
+> And I know that that\'s not that that\'s different from your philosophy.
+
+我知道这和你的哲学没什么不同。
+
+> `[00:17:43]` No no.
+
+`[00:17:43]` 不，不。
+
+> Believe me I wish we could get more people who wear the company started them rather than Vice\'s or isn\'t one of the issues is just that once you get back to a question of why did we why did we first open it at colleges that had competitors.
+
+相信我，我希望我们能找到更多的穿着公司的人，而不是成立公司的人，或者说，问题之一不是，一旦你回到了一个问题，为什么我们首先在有竞争对手的大学开设这个公司？
+
+> `[00:17:56]` I have this big fear I think of getting locked into doing things that aren\'t actually the most impactful things.
+
+`[00:17:56]` 我有一种很大的恐惧，我想我会被锁在做那些实际上并不是最有影响的事情上。
+
+> To me this is like the treat that entrepreneurs have as they just have this like laser like ability to go find where they can have the most impact.
+
+对我来说，这就像企业家的待遇，就像他们拥有的激光一样，能够找到他们能产生最大影响的地方。
+
+> And you know when you take on a new project especially if you hire people or start a company you\'re doing a project.
+
+你知道，当你开始一个新的项目时，尤其是当你雇佣员工或开始一家公司的时候，你就在做一个项目。
+
+> And I mean there are other ways they\'re obviously different ways that it can exert and all that.
+
+我的意思是，有其他的方式，他们\显然是不同的方式，它可以发挥和所有这些。
+
+> But I think having the flexibility to explore a lot of different things which you can do when you\'re in college which is one of the amazing things about being in college is you can work on all of these hobbies and code a lot of stuff and try a lot of different things.
+
+但是我认为，当你在大学的时候，有足够的灵活性去探索很多不同的事情，这是大学生活中令人惊奇的事情之一，那就是你可以在所有这些爱好上工作，编写很多东西，尝试很多不同的事情。
+
+> It\'s this amazing flexibility that I think most people take for granted and once you decide OK I\'m going to start a company I\'m going to do it with someone else.
+
+这是一种令人惊讶的灵活性，我认为大多数人都认为这是理所当然的，一旦你决定好了，我就会和其他人一起创办一家公司。
+
+> You immediately now need to convince someone else if you want to change your mind on something and I think people really undervalue the option value and flexibility.
+
+如果你想在某些事情上改变主意，你现在就需要马上说服别人，我认为人们真的低估了期权的价值和灵活性。
+
+> So as I stay in college I think explore what you want to do before committing is really like that.
+
+所以，当我留在大学的时候，我想，在承诺之前，探索一下你想做的事情就是这样的。
+
+> The key thing and keep yourself flexible.
+
+关键是要保持自己的灵活性。
+
+> `[00:18:55]` And I think that that\'s I agree.
+
+`[00:18:55]` 我认为这是我同意的。
+
+> But I think you can do that within the framework of a company.
+
+但我认为你可以在公司的框架内做到这一点。
+
+> `[00:19:01]` But I think you have to be wary about starting a company too rigidly because you\'re going to change what you do.
+
+`[00:19:01]` 但我认为，你必须小心，不要太刻板地创办一家公司，因为你要改变你所做的事情。
+
+> I mean people talk about Pivot\'s all the time as if it\'s like a dozen didn\'t you do your thing didn\'t work.
+
+我的意思是，人们总是在谈论 Pivot，就好像它就像一打一样-你不做你的事，没有用
+
+> So you pivoted Facebook pivoted many times just that you know we kind of we were college and then we were not college and then we were just a Web site and then we were a platform right.
+
+所以你把脸书旋转了很多次，只是你知道我们是大学，然后我们不是大学，然后我们只是一个网站，然后我们是一个平台，对。
+
+> You\'re going to change what you do.
+
+你会改变你的工作。
+
+> Right.
+
+右（边），正确的
+
+> `[00:19:23]` And we\'re going to make sure you have.
+
+`[00:19:23]` 我们会确保你有。
+
+> There\'s another word for the kind of pivots you\'re talking about expansion\'s help.
+
+还有一个词是指你所说的“扩张的帮助”。
+
+> `[00:19:29]` That\'s what people usually mean by that.
+
+`[00:19:29]` 这就是人们通常所说的意思。
+
+> Well you know.
+
+你知道的。
+
+> Flexibility.
+
+灵活性。
+
+> `[00:19:37]` I\'m curious when you first started.
+
+`[00:19:37]` 你刚开始的时候我很好奇。
+
+> Like there\'s a difference between making something where people sign up and making something where people keep coming back.
+
+就像在做一些人们注册的事情和人们不断回来的事情之间有区别一样。
+
+> Yeah right.
+
+对。
+
+> What was it you were talking about the way you measured people\'s behavior.
+
+你在说什么？你衡量人们行为的方式。
+
+> What was the feature that kept people coming back to Facebook over and over again once they created their profile.
+
+什么功能让人们在创建个人资料后一次又一次地回到 Facebook。
+
+> `[00:19:57]` I mean I think it really just gets down to what makes humans human right.
+
+`[00:19:57]` 我的意思是，我认为真正的原因只是人类的人权。
+
+> I mean this comes back to the my my studying psychology and all that but the human brain is kind of uniquely wired to process things about people.
+
+我的意思是，这又回到了我学习的心理学和所有的东西，但是人类的大脑有一种独特的思维方式来处理关于人的事情。
+
+> `[00:20:12]` It\'s like when I see you when I look out I see faces I don\'t see.
+
+`[00:20:12]` 就像当我看到你的时候，当我向外看时，我看到的是我看不到的面孔。
+
+> You know chairs or the room around people it\'s like we\'re hardwired to think about people I mean there are whole parts of the visual cortex that just process the slightest kind of micro movements of your face to process emotion and this is like what people are and what fascinates them and it\'s how we how we process the world actually I heard the study recently that I think is interesting which is that most humans if you if you take an MRI when they\'re dreaming they dream about social interactions and humans are the only animal that does that.
+
+你知道，椅子或周围的房间-就像我们对人一成不变的思考-我的意思是，视觉皮层的整个部分只是处理你面部最细微的细微运动来处理情绪，这就像是人们是什么人，什么东西让他们着迷，这就是我们对待世界的方式-我最近听到了一项研究，我认为。有趣的是，大多数人，如果你做核磁共振成像，当他们做梦的时候，他们会梦到社交互动，而人类是唯一这样做的动物。
+
+> So no.
+
+所以没有。
+
+> OK.
+
+好的
+
+> But there was no service online that I mean when I when I thought about the Internet before Facebook there were all these things that I thought Google and search engines were amazing.
+
+但没有任何在线服务，我的意思是，当我想到 Facebook 之前的互联网时，我觉得谷歌和搜索引擎都很棒。
+
+> You can type in something and get access to any information that you wanted but you couldn\'t learn about the people around you.
+
+你可以输入一些东西，访问你想要的任何信息，但是你不能了解周围的人。
+
+> Right.
+
+右（边），正确的
+
+> Because most of that information isn\'t public and just out there ready to be indexed by some search engine.
+
+因为大部分的信息都不是公开的，只是外面的一些搜索引擎已经准备好索引了。
+
+> So there had to be a service that gave people the power to share the things that they wanted and control it in the way that they wanted.
+
+所以必须有一种服务，让人们能够分享他们想要的东西，并以他们想要的方式来控制它。
+
+> And Facebook did that and I think that it\'s not a one one definition of technology that I think is interesting as it extends some natural human capacity.
+
+Facebook 做到了这一点，我认为这并不是一个我认为有趣的技术定义，因为它扩展了一些自然的人类能力。
+
+> Right.
+
+右（边），正确的
+
+> `[00:21:22]` So glasses or contacts extend your ability to see where Steve Jobs once famously compared a computer to being a bicycle for your mind.
+
+`[00:21:22]` 因此，眼镜或联系人扩大了你看史蒂夫·乔布斯(SteveJobs)曾经把电脑比作头脑中的自行车的能力。
+
+> Right.
+
+右（边），正确的
+
+> And basically extending your ability to think and I mean the word computer is the Latin thing together.
+
+基本上扩展了你的思考能力，我的意思是，计算机这个词是拉丁语的统称。
+
+> Right.
+
+右（边），正确的
+
+> `[00:21:38]` So it\'s like you\'re you\'re thinking together the a social network I think extends people\'s very real social capacity.
+
+`[00:21:38]` 所以这就像你们在一起思考一个社交网络，我认为它扩展了人们非常真实的社会能力。
+
+> I mean you hear all these approximations I mean there\'s this famous Dunbar\'s number.
+
+我的意思是，你听到了所有的近似，我的意思是，有一个著名的邓巴数字。
+
+> Humans have the capacity to maintain empathetic relationships with about 150 people communities about 150 people.
+
+人类有能力与大约 150 人、社区(约 150 人)保持移情关系。
+
+> `[00:21:56]` I think Facebook extends that when you see how others have that within Facebook by the way do you see certain things that stop it 150.
+
+`[00:21:56]` 我认为 Facebook 扩展了它，当你看到其他人是如何在 Facebook 中拥有它的时候，你会看到某些阻止它的东西吗？
+
+> `[00:22:03]` Naturally when people sign up the average amount of friends that they get is around 150 but then over time it can expand and you can keep in touch and stay in touch with many more people.
+
+`[00:22:03]` 当然，当人们注册朋友的平均数量在 150 左右，但随着时间的推移，它可以扩大，你可以保持联系，并与更多的人保持联系。
+
+> So I think it\'s so given that I actually think one of the lessons from that is I do something that\'s fundamental right.
+
+所以我认为它是如此的，考虑到我实际上认为其中的一个教训是，我做了一些基本权利的事情。
+
+> I mean I think a lot of people in a lot of the companies that I see are operating on on small problems.
+
+我的意思是，我认为很多公司里的很多人都在处理一些小问题。
+
+> Right.
+
+右（边），正确的
+
+> And it\'s cool if you want to be an entrepreneur and solve what you\'re primarily trying to do is build a company and solve some tangible problem.
+
+如果你想成为一名企业家，并解决你主要想做的事情，那就是建立一家公司，解决一些实实在在的问题，这是很酷的。
+
+> But but I think that the most interesting things operate on this phenomenon in the world which are really just fundamental to how humans or the world operate.
+
+但我认为，世界上最有趣的事情是关于这个现象的，这是人类或世界如何运作的根本。
+
+> `[00:22:40]` So what you did with something that was fundamental for a small market and then used to expand the market from beyond Harvard students to everyone but Harvard students who are sufficiently like.
+
+`[00:22:40]` 所以你所做的事情对于一个小市场来说是基本的，然后用来把市场从哈佛学生扩大到每个人，除了哈佛学生。
+
+> `[00:22:49]` Well it was.
+
+`[00:22:49]` 是的。
+
+> GROSS Yeah it was fundamental for me.
+
+恶心，是的，对我来说是最基本的。
+
+> Right it\'s like I like I felt this need really acutely I really wanted this certain and so yeah.
+
+是的，就像我觉得这是非常迫切的需要，我真的很想这样肯定，所以是的。
+
+> And then I think it just I mean that\'s one of the things that I think we were lucky about in kind of the expansion of the market was that it turned out that this wasn\'t something that was just for college students.
+
+然后我想，我的意思是，这是我认为我们幸运的事情之一，在某种程度上，市场的扩张是，事实证明，这并不仅仅是对大学生而言的事情。
+
+> Almost everyone in the world has friends and family and want to stay in touch with those people.
+
+世界上几乎每个人都有朋友和家人，并希望与这些人保持联系。
+
+> So it ended up being a pretty ubiquitous service.
+
+因此，它最终成为了一项相当普遍的服务。
+
+> `[00:23:12]` In retrospect this is a bit of a controversial question perhaps but in retrospect do you think MySpace had a chance once you started and you got all the college students and the college deans are arguably like the center of gravity socially right.
+
+`[00:23:12]` 回想起来，这也许是一个有争议的问题，但回想起来，你是否认为 MySpace 在你一开始就有机会，你让所有的大学生和大学院长都可以说是社会权利的重心。
+
+> You own all the college students.
+
+你拥有所有的大学生。
+
+> It feels like you know from the point you start expanding out of Harvard MySpace might not have known it.
+
+就像你知道，从你开始从哈佛扩展到 MySpace 的那一刻起，你可能就不知道了。
+
+> Maybe you didn\'t even know it but it seems like in retrospect they were doomed.
+
+也许你甚至不知道，但回想起来，他们已经注定了。
+
+> You know I don\'t.
+
+你知道我不想。
+
+> `[00:23:39]` I don\'t see it that way actually.
+
+`[00:23:39]` 实际上我不这么认为。
+
+> They could have won.
+
+他们本可以赢的。
+
+> `[00:23:42]` No it\'s not about winning and losing it\'s about doing something that\'s valuable.
+
+`[00:23:42]` 不，这不是胜利和失败的问题，而是做一些有价值的事情。
+
+> Right.
+
+右（边），正确的
+
+> There were more than one more than one social network.
+
+有不止一个社交网络。
+
+> `[00:23:51]` Not very many.
+
+`[00:23:51]` 不多。
+
+> `[00:23:53]` I mean my view the world is that almost every product in category is going to get transformed and reimagined to be social.
+
+`[00:23:53]` 我的意思是，我的观点是，世界上几乎所有的产品都会被改造和改造成社会产品。
+
+> So there were things that MySpace did that Facebook has never done.
+
+因此，Facebook 从未做过 MySpace 做过的一些事情。
+
+> You know MySpace I think was it was a much better service early on for meeting new people right.
+
+你知道，我的空间，我认为这是一个更好的服务，在早期认识新的人是对的。
+
+> Facebook was never primarily about meeting new people it was about staying connected with the people that you knew and kind of mapping out the real relationships that existed.
+
+Facebook 从来都不是为了结识新的人，而是要与你认识的人保持联系，并勾勒出存在的真正的人际关系。
+
+> Now I think part of the issue is the source growing and they felt threatened by that and tried to copy what we were doing and that\'s like you\'re never going to win that way.
+
+现在我认为问题的一部分是来源的增长，他们感到受到威胁，并试图复制我们正在做的事情，这就好像你永远不会那样赢。
+
+> Why is that.
+
+那是为什么。
+
+> I mean I think of all these interesting social services and apps that are getting built today.
+
+我的意思是，我想到所有这些有趣的社会服务和应用程序，正在建设今天。
+
+> I mean think of all the new apps that you guys install on your phones.
+
+我是说，想想你们在手机上安装的所有新应用。
+
+> There are so many interesting things in there.
+
+里面有很多有趣的东西。
+
+> Eight out of the top 10U.S.
+
+美国前十名中有八名。
+
+> apps plug into Facebook.
+
+应用程序可以插入 Facebook。
+
+> 50 percent of the top 400 apps plug into Facebook.
+
+在前 400 名应用中，有 50%的应用程序插入了 Facebook。
+
+> They\'re all kind of socially integrated and in these ways.
+
+他们都融入了社会，在这些方面。
+
+> But companies that are getting started now that are just trying to copy the stuff that that the other companies are doing just aren\'t aren\'t successful.
+
+但是，那些现在才刚刚起步的公司，只是试图模仿其他公司正在做的事情，却并不成功。
+
+> By the way how we do it for time is anybody in charge of time.
+
+顺便说一句，我们是如何为时间做这件事的，谁都是时间的掌权者。
+
+> `[00:25:00]` 12 27.
+
+`[00:25:00]` 12 27。
+
+> What time do we start.
+
+我们什么时候开始。
+
+> A few more minutes.
+
+再等几分钟。
+
+> All right.
+
+好的
+
+> We\'ll ask you a few more questions.
+
+我们再问你几个问题。
+
+> So you think do you think MySpace could have survived if they had gone off into some marginal territory like how do you do it all.
+
+所以你认为如果他们进入边缘地区，你认为 MySpace 还能存活下来吗？你是怎么做到的。
+
+> `[00:25:13]` Somehow I think that there is a real value in the world.
+
+`[00:25:13]` 不知何故，我认为世界上有一种真正的价值。
+
+> People have a fundamental need I think to stay connected with the people they know.
+
+人们有一个基本的需要，我认为与他们认识的人保持联系。
+
+> And I think people have many fundamental needs to meet new people and expand their horizons as well.
+
+我认为，人们有许多基本的需求，以满足新的人，并扩大他们的视野。
+
+> And that\'s never been the primary problem that Facebook is trying to solve.
+
+这从来就不是 Facebook 试图解决的首要问题。
+
+> And I think it\'s something that we can do.
+
+我认为这是我们可以做的事情。
+
+> It\'s something that someone else could do using our platform or that someone else can do using it building it independently and you know I never bought the music thing for MySpace.
+
+这是别人可以用我们的平台做的事情，或者是其他人可以独立使用的东西，你知道我从来没有为 MySpace 买过音乐。
+
+> So I mean they they you kind of always say that they were a music service.
+
+所以我的意思是，他们你总是说他们是一家音乐服务公司。
+
+> I\'m not sure why did they do that.
+
+我不知道他们为什么这么做。
+
+> I don\'t know if you have to ask them but.
+
+我不知道你是否要问他们，但是。
+
+> `[00:25:49]` Maybe they can\'t.
+
+`[00:25:49]` 也许他们不能。
+
+> `[00:25:49]` They counted on bands to spam their fans or something like that.
+
+`[00:25:49]` 他们指望乐队给他们的粉丝发垃圾邮件或诸如此类的东西。
+
+> That\'s that\'s a powerful force in the world.
+
+那是世界上一股强大的力量。
+
+> So.
+
+所以
+
+> Before we go I want to ask you about how you ended up out here.
+
+在我们走之前，我想问你是怎么在这里结束的。
+
+> Do you.
+
+你是
+
+> What was what was the sort of how did how did you end up in that house in Palo Alto.
+
+你是怎么在帕洛阿尔托的那栋房子里结束的。
+
+> Was it something you decided at the last minute.
+
+是你在最后一刻决定的吗。
+
+> I don\'t actually remember.
+
+我真的不记得了。
+
+> `[00:26:11]` You know I remember bits of the story but you know so first I wrote the first version of Facebook.
+
+`[00:26:11]` 你知道我记得故事的一些细节，但你知道，所以首先我写了 Facebook 的第一个版本。
+
+> January of 2004 and released in February.
+
+2004 年 1 月，2 月发布。
+
+> And the reason why I did in January was was because at the time Harvard had this intersession thing.
+
+我在一月份这么做的原因是因为当时哈佛大学有这样的闭会期间的事情。
+
+> It\'s kind of weird.
+
+有点奇怪。
+
+> I think that they don\'t have that reading period anymore.
+
+我想他们已经没有那个阅读时间了。
+
+> I think they\'ve changed it.
+
+我想他们已经改变了。
+
+> `[00:26:33]` So now we know now is that all you know now because they try to kick out everyone who starts anything interesting there.
+
+`[00:26:33]` 现在我们知道的是，你们现在所知道的一切，是因为他们试图驱逐那些在那里开始任何有趣事情的人。
+
+> But but that\'s.
+
+但那.
+
+> Why.
+
+为什么
+
+> `[00:26:47]` I think that I think that they\'re actually trying to change that.
+
+`[00:26:47]` 我认为他们实际上是在试图改变这种状况。
+
+> But.
+
+但
+
+> But it is striking.
+
+但这是惊人的。
+
+> So now they admit it.
+
+所以现在他们承认了。
+
+> `[00:26:56]` I think so finals are.
+
+`[00:26:56]` 我认为期末考试是这样的。
+
+> Before you go away for holidays but they had this thing before where in January you basically just have this dead month where you could study for finals so you could study for five series but hypothetically you could you could study for finals.
+
+在你去度假之前，他们有这样的事情，在一月份，你基本上只有一个死胡同，你可以学习期末考试，所以你可以学习五个系列，但假设你可以学习期末考试。
+
+> `[00:27:12]` I wondered when I sort we started in January it was starting and reading period.
+
+`[00:27:12]` 我在想，当我在一月份开始排序的时候，它是开始和阅读的时期。
+
+> And it was because you had this time where you weren\'t too busy with stuff.
+
+这是因为你这一次不太忙。
+
+> `[00:27:18]` Yeah although I actually I probably should have been studying there\'s this other story that I think is very funny which is I was taking this course room of Agustus and it was it was one of the core curriculum classes that we had in the final was that these pieces of art that you study throughout the class and then they give you some on the final day they show you some of the pieces of art you have to write about the historical significance of them and you know I hadn\'t really done much of the reading in the class.
+
+是的，尽管我实际上应该学习这个故事，但我觉得另一个非常有趣的故事是，我正在上阿古斯都的这门课，这是我们期末的核心课程之一，就是你在全班学习的这些艺术品，然后他们在最后一天给你一些。他们向你展示了一些你必须写的关于它们的历史意义的作品，你知道我在课堂上没有做太多的阅读。
+
+> `[00:27:47]` I mostly just spent my time programming and building stuff that I enjoyed.
+
+`[00:27:47]` 我大部分时间只是花在编程和制作我喜欢的东西上。
+
+> And you know I could have used reading period to study for this but instead a spent reading building Facebook.
+
+你知道，我本可以利用阅读时间来研究这个问题，而不是花了很多时间在 Facebook 上阅读。
+
+> So instead what I did was I\'m I hacked together this Web site where I went and downloaded from the court\'s website the 200 or so images that we\'re going to be potentially on the final.
+
+所以我所做的是，我黑了这个网站，我去了那里，从法庭的网站下载了大约 200 张我们可能会出现在决赛中的图片。
+
+> And I just built this very simple page the site where it showed one of the images and then you could contribute what you thought was significant about it and then you can see what other people thought was significant about it.
+
+我刚刚创建了一个非常简单的页面，它展示了其中的一张图片，然后你可以贡献出你认为重要的东西，然后你就可以看到其他人对它有什么重要的看法。
+
+> `[00:28:19]` And then and then you could go next and pull up a random one and then I emailed it to the classlessness Okay guys I built a study tool if you wanted to find this interesting.
+
+`[00:28:19]` 然后你就可以随便找出一个随机的，然后我发邮件给无班学生，好吧，伙计们，如果你们想找到这个有趣的东西的话，我做了一个学习工具。
+
+> `[00:28:27]` And then everyone just populated this thing for me.
+
+`[00:28:27]` 然后每个人都给我装了这个东西。
+
+> And it was wonderful.
+
+真是太棒了。
+
+> And the professor after that thing mentioned that the greed\'s on the final had never been higher before.
+
+在那件事之后的教授提到，期末考试的贪婪程度从来没有这么高过。
+
+> So.
+
+所以
+
+> So yes it\'s crowdsourced studying so yeah.
+
+所以是的，这是众包学习，所以是的。
+
+> `[00:28:50]` And you know a lot of interesting social dynamics that you can apply to almost any category that you choose to build for.
+
+`[00:28:50]` 你知道很多有趣的社会动态，你可以把它应用到你所选择的任何类别中。
+
+> But yeah so it\'s I built I build the first version in January.
+
+但是的，所以我在一月份建造了第一个版本。
+
+> Some of the time I was at Harvard.
+
+我在哈佛的时候。
+
+> Supposed to be studying.
+
+应该在学习。
+
+> I actually went and visited a couple of friends or one who was at Stanford and one who is out at Caltech.
+
+我去拜访了几个朋友，一个在斯坦福，一个在加州理工学院。
+
+> And at the time I had never really been out to California before.
+
+那时我从来没有真正去过加州。
+
+> `[00:29:17]` And you went in January and January.
+
+`[00:29:17]` 你在一月和一月去了。
+
+> And what did you think.
+
+你是怎么想的。
+
+> `[00:29:19]` Well you know I remember you know coming in to the food at SFO and was driving down one to one and I saw these buildings for all these companies like wow this is like where these technology companies these technology companies come from this is amazing.
+
+`[00:29:19]` 嗯，你知道，我记得你知道你走进 SFO 的食物，开着一辆接一辆的车，我看到了这些公司的建筑，哇，这些科技公司就是从这里来的，真是太棒了。
+
+> `[00:29:33]` And and then just like oh the weather also was awesome and I remember I had been at Harvard for freshman year and I stayed there for the summer and then sophomore year.
+
+然后，就像哦，天气也很棒，我记得我在哈佛大学读了一年，我在那里待了一个夏天，然后是大二。
+
+> So by the time that sophomore summer kind of came around my friends and I were just like Okay well let\'s let\'s go somewhere else.
+
+所以，当大二的夏天来临的时候，我的朋友们和我一样，好吧，我们去别的地方吧。
+
+> Right.
+
+右（边），正确的
+
+> And let\'s rent a place in California.
+
+我们在加州租个地方吧。
+
+> So we decided to get a place in Palo Alto and the idea the time wasn\'t that we actually were not thinking about moving to California or dropping out the actually the actual thought that had crossed that there was in our mind.
+
+所以我们决定在帕洛阿尔托找到一个地方，当时的想法不是，我们实际上没有考虑搬到加利福尼亚，也没有放弃我们脑海中所想的实际想法。
+
+> It\'ll be neat to be around some of these other great companies that are getting built.
+
+与其他一些正在建设的伟大公司在一起，这将是一件很棒的事情。
+
+> One day maybe you will find something that will build a company out of.
+
+也许有一天，你会找到一些东西来建立一个公司。
+
+> But surely this isn\'t it.
+
+但这肯定不是。
+
+> And so we went out to California and Dharm and we just I remember this conversation where one day Dustin pulled me aside and was like you know we\'re getting to have a lot of users and where we are have an increasing number of servers we have no ops guy.
+
+所以我们去了加州和达姆沙姆，我们只记得有一天达斯汀把我拉到一边，你知道我们有很多用户，我们有越来越多的服务器，我们没有行动人员。
+
+> `[00:30:31]` It\'s a weird the ops guy and and this was before kind of easy to write so you didn\'t have to.
+
+`[00:30:31]` 这是一个奇怪的行动小组的家伙，这以前很容易写，所以你不必写。
+
+> So you had to do more to manage manage your your own servers at that point and just like you know this is this is really hard.
+
+所以你必须做更多的事情来管理你自己的服务器，就像你知道的那样，这真的很难。
+
+> `[00:30:44]` I don\'t think that we can do this and take a full course load so let\'s say Harvard does this policy where you can take as much time as you want off from school.
+
+`[00:30:44]` 我不认为我们能做到这一点，并承担一个完整的课程负荷，所以让我们假设哈佛执行这个政策，你可以花你想要的多少时间离开学校。
+
+> `[00:30:53]` So why don\'t we just take one term off and then just try to get it under control and build the rulings that way we can go back for spring semester and run it more autonomously and will grow and we\'ll be able to run more autonomously.
+
+`[00:30:00]` 那么，为什么我们不休息一学期，然后试着控制它，建立规则，这样我们就可以回到春季学期，更加自主地运行它，我们就能更自主地运行了。
+
+> So we did that and of course we raised money from Peter Tioba we told him the plan right and kind of explained what you told him you might go back to school.
+
+所以我们做到了，当然我们从彼得·蒂巴那里筹到了钱，我们告诉他这个计划是正确的，并且解释了你告诉他你可能会回到学校。
+
+> Yeah I think he didn\'t believe us but.
+
+是的，我想他不相信我们，但是。
+
+> `[00:31:15]` You know where you want to work my life just this long history of people thinking I was going to drop out.
+
+`[00:31:15]` 你知道你想在哪里工作，我的生活就是这么长的历史，人们认为我要退学了。
+
+> `[00:31:20]` Well before I did but.
+
+`[00:31:20]` 早在我这么做之前。
+
+> `[00:31:24]` So then you know spring term came along and you know we hadn\'t quite built the tooling and automation so you know let\'s take another term off and then finally at some point we we just figured that we were that we were out there.
+
+`[00:31:24]` 然后你知道春天这个词出现了，你知道我们还没有完全建立起工具和自动化，所以让我们再放一个学期，最后我们就会发现我们已经在那里了。
+
+> But by then I mean we had millions of users.
+
+但我的意思是我们有数百万的用户。
+
+> `[00:31:39]` So you didn\'t definitely decide not to go back home until you had millions of users.
+
+`[00:31:39]` 所以直到你有了数百万的用户，你才决定不回家。
+
+> Yeah.
+
+嗯
+
+> `[00:31:44]` Wow I think I could still go back Harvard Harvard does this policy where you can go back for as long as you want.
+
+`[00:31:44]` 哇，我想我还能回到哈佛，做这个政策，你可以想回去多久就回去多久。
+
+> `[00:31:50]` Whatever their policy was I\'m sure they would bend the rules.
+
+`[00:31:50]` 无论他们的政策是什么，我确信他们会改变规则。
+
+> In your case.
+
+在你的案子里。
+
+> Are we are we done or are we over.
+
+我们结束了还是结束了。
+
+> Is there anybody watching the time.
+
+有人在看时间吗。
+
+> We have to go to market as a wedding.
+
+我们得去市场办婚礼。
+
+> Yes I do.
+
+是的。
+
+> `[00:32:02]` It\'s actually the guy who I who I said before I used to go to pizza with him every almost every night.
+
+`[00:32:02]` 实际上是我以前说过的那个人，我以前几乎每天晚上都和他一起去吃比萨饼。
+
+> We were doing our CSI problems.
+
+我们在做犯罪现场调查的问题。
+
+> That\'s what he is he joined Facebook and we\'re really good friends and he\'s getting married right after this.
+
+这就是他加入 Facebook 的原因，我们是真正的好朋友，他马上就要结婚了。
+
+> So I have to go and run off to that.
+
+所以我得去做那件事了。
+
+> But thank you guys.
+
+但是谢谢你们。
diff --git a/docs/sus2012/06.md b/docs/sus2012/06.md
new file mode 100644
index 0000000..92938c0
--- /dev/null
+++ b/docs/sus2012/06.md
@@ -0,0 +1,1201 @@
+# Joel Spolksy at Startup School 2012  
+
+> `[00:00:00]` Hi everyone.
+
+`[00:00:00]` 大家好。
+
+> All right time to wake up how do we have slides.
+
+好的，该起床了，我们怎么有幻灯片。
+
+> We do have a clicker.
+
+我们确实有一个按键。
+
+> Yes.
+
+是
+
+> How many is a lot of people here.
+
+这里有多少人。
+
+> How many of you are going to make some kind of a start up after this event when this is done because you raise your hand please keep my humor humor.
+
+你们中有多少人会在这件事结束后做一些开始，因为你们举手请保持我的幽默。
+
+> OK.
+
+好的
+
+> One two three four.
+
+1 2 3 4
+
+> How many of you are going to be one of those 15 startups every year that hits a hundred million in revenue and deserves vesi funding more than 15.
+
+你们中有多少人会成为这 15 家初创公司中的一家，这些公司每年的收入将达到 1 亿美元，应该得到超过 15 家公司的资助。
+
+> That\'s awesome is a really good class.
+
+那是一门很棒的课。
+
+> Laughter.
+
+笑声。
+
+> `[00:00:38]` I made something which a lot of people don\'t understand is that these two companies that I have Focker software and Stack Exchange and tell you that sort of just in chronological order to try to explain it.
+
+`[00:00:38]` 我做了一件很多人都不明白的事情，那就是我有 Focker 软件和 Stack Exchange 的两家公司，告诉你，这只是按时间顺序来解释的。
+
+> And there\'s all kinds of interesting lessons in there.
+
+里面有各种各样有趣的课程。
+
+> I think four different ways to create a startup and to bootstrap a startup or take funding.
+
+我认为有四种不同的方式来创建一个创业公司和启动一个创业公司或者接受资金。
+
+> Almost every talk that I\'ve heard today has assumed that you\'re going to be getting money from overseas and there isn\'t enough money in all of your in California to fund all your companies.
+
+我今天听到的几乎每一次谈话都假定你将从海外获得资金，而你在加州的所有资金都不足以为你的所有公司提供资金。
+
+> `[00:01:11]` And so if you all kind of bang your heads against that door some of them are going to get bloodied.
+
+`[00:01:11]` 如果你们的头撞在那扇门上，他们中的一些人就会血流成河。
+
+> I\'m sorry I\'m really bad with metaphors.
+
+对不起，我对隐喻的理解很差。
+
+> This is the very first Greek office.
+
+这是第一个希腊办事处。
+
+> Michael Pryor and I started fuck Creek software in the year 2000 after we\'ve been working together at a company called Juno Online Services which is a free ISP and I never wanted to start a company.
+
+2000 年，迈克尔·普赖尔和我一起在一家名为 Juno Online Services 的公司工作，这是一家免费的 ISP，我从未想过要创办一家公司。
+
+> `[00:01:35]` It wasn\'t my lifetime goal I was already in my mid 30s by the time I started Greek.
+
+`[00:01:35]` 当我开始学希腊语的时候，我已经 30 多岁了，这不是我一生的目标。
+
+> And how does that make me now.
+
+那我现在是怎么。
+
+> `[00:01:45]` The point point was that I couldn\'t find a cool place to work.
+
+`[00:01:45]` 重点是我找不到一个很酷的工作地方。
+
+> I couldn\'t find a place where I wanted to work as a programmer.
+
+我找不到一个我想做程序员的地方。
+
+> And I finally gave up on and decided that if I was going to have a career that I found enjoyable as a programmer I would have to build my own workplace.
+
+最后，我放弃了，决定如果我想拥有一份我觉得很享受的职业，作为一名程序员，我将不得不建立我自己的工作场所。
+
+> And of course the irony is that I don\'t get the program anymore but.
+
+当然，讽刺的是我已经不懂这个程序了，但是。
+
+> `[00:02:03]` The very beginning of Fire Creek we rented this office and that was my desk and I literally took home everything of the company in my knapsack at work at the at the end of the day for what I wanted to have a place to go to work and it was me and Michael and we hired a couple of people very quickly.
+
+`[00:02:03]` 从 Fire Creek 一开始，我们就租了这间办公室，那是我的办公桌，我把公司的所有东西都装在我的背包里，在一天结束的时候，为了我想要去的地方工作，我和迈克尔很快就雇佣了几个人。
+
+> Now we had the reason we knew we could start a business even though I\'m kind of a scaredy cat and not an entrepreneurial type was that I had seen a whole bunch of other businesses in those days so this was the first dotcom boom and this was sort of a period much like today when people were starting all kinds of idiotic businesses to sell grilled cheese sandwiches and whatever crazy you know Instagram for squirrels.
+
+现在我们知道我们可以创业，尽管我有点胆小，而不是一个企业家，因为我在那个时候见过很多其他的生意，所以这是第一次互联网热潮，这段时期就像今天人们开始做各种各样的白痴生意，卖烤奶酪三明治。不管你对松鼠的 Instagram 知道些什么。
+
+> Except it was called something else in those days.
+
+只不过在那些日子里它被称为别的东西。
+
+> And all these idiotic companies or what you could do is you can look at them and say wow if I did that company and I just didn\'t do these two stupid things.
+
+所有这些愚蠢的公司，或者你能做的是，你可以看着他们说，哇，如果我做了那家公司，而我没有做这两件蠢事。
+
+> But I did them in a smart way then that would definitely be a better business than this one right.
+
+但我用一种聪明的方式做了，那肯定比这次更好。
+
+> So for me the model was a company called Ask digital which is a consulting company that filled Granz Greenspan created which collapsed after they took vesi but everything did really.
+
+所以对我来说，模型是一家名为 Ask Digital 的公司，它是一家填充 Granz Greenspan 的咨询公司，在他们服用 Vesi 之后就崩溃了，但一切都是真的。
+
+> `[00:03:14]` And we were gonna make two tweaks on the digital model so he had this model that was like we\'re going to open source software and then consulting based on the open source software and my tweak was it was going to be proprietary software and consulting based on the proprietary software.
+
+`[00:03:14]` 我们要对数字模型做两次调整，所以他有了这个模型，就像我们要开放源码软件，然后基于开源软件进行咨询，我的调整是，它将是专有软件，而咨询是基于专有软件的。
+
+> And then you have another source of revenue.
+
+然后你就有了另一个收入来源。
+
+> What\'s the theory.
+
+理论是什么？
+
+> We were both wrong.
+
+我们都错了。
+
+> It doesn\'t matter what my theory was.
+
+不管我的理论是什么。
+
+> You know we worked on it for about 15 minutes before we effectively pivoted to something else.
+
+你知道，我们花了大约 15 分钟的时间才能有效地转到其他的东西上。
+
+> But the most important part of our business model is we weren\'t going to spend any money until we had some consulting revenue.
+
+但我们的商业模式中最重要的部分是，在获得咨询收入之前，我们不会花任何钱。
+
+> And so this was a time in the late 90s when there was absolutely unlimited demand for anybody who could put together you know left if you could type a left less then integrate and then sign to make email on the keyboard then you could build about two hundred dollars an hour and if you could actually make an ACL page that was like double that.
+
+这是 90 年代末的一个时期，人们对任何一个人的需求都是无限的-你知道，如果你可以输入左键，然后进行整合，然后在键盘上签名发送电子邮件，那么你可以每小时建大约 200 美元，如果你真的可以制作一个 ACL 页面的话，大概是这个数字的两倍。
+
+> `[00:04:06]` And there was sort of essentially infinite demand.
+
+`[00:04:06]` 实际上有无限的需求。
+
+> There was a company called Science which fortunately is now completely gone.
+
+有一家名为“科学”的公司，幸运的是，现在它已经完全消失了。
+
+> But in those days they had they hired thousands of computer science students and stuff like that to build web pages for people and Scient used to brag that they only accepted 10 percent of the clients that wanted to hire them.
+
+但在那些日子里，他们雇佣了成千上万的计算机科学专业的学生和诸如此类的东西来为人们建立网页，而山特曾经吹嘘说，他们只接受了 10%的想雇用他们的客户。
+
+> So if you wanted a site to build your Web site you had to apply and then you had to get approved by the sign board of whatever.
+
+因此，如果你想要一个网站来建立你的网站，你必须申请，然后你必须得到任何标志板的批准。
+
+> So there was just way too much demand and we thought you know we\'ll just take some of that overflow of all that demand build some Web sites for some people make a few hundred dollars an hour you know with two or three of us and build up enough money in the bank to basically bootstrap the business.
+
+所以我们的需求太大了，我们认为我们会利用这些需求中的一些溢出，为一些人建立一些网站，你知道，每小时和我们两、三个人一起赚几百美元，然后在银行里积累足够的钱，基本上可以启动这个业务。
+
+> `[00:04:48]` And the truth is that that worked for us we had about two months of consulting consulting and I think we might have accumulated 250000 dollars in the bank or something like that.
+
+`[00:04:48]` 事实是，我们进行了大约两个月的咨询，我想我们可能已经在银行里积累了 250000 美元或者诸如此类的东西。
+
+> And that was really really.
+
+那真是真的。
+
+> So we started in September 2000 in this very office.
+
+因此，我们于 2000 年 9 月在这个办公室开始工作。
+
+> We the consulting market the dot dot com crash occurred in November of 2000.
+
+我们咨询市场的网点崩溃发生在 2000 年 11 月.
+
+> `[00:05:11]` I know the exact month because in that month if you look at all of these consulting companies are Scient Razorfish Viant March 1st there was a whole bunch of them and if you looked in November 2000 their billings went down by 90 percent in one month.
+
+`[00:05:11]` 我知道确切的月份，因为在那个月里，如果你看看所有这些咨询公司都是山达拉佐鱼公司，三月一日，有一大堆这样的公司，如果你在 2000 年 11 月看，他们的账单在一个月内下降了 90%。
+
+> And they didn\'t know it because they thought that this was just an unusual lengthening of the sales cycle meaning it was taking longer to close deals.
+
+他们不知道这一点，因为他们认为这只是销售周期不寻常的延长，这意味着完成交易需要更长的时间。
+
+> They didn\'t realize that this market has completely collapsed and they didn\'t really decide that the consulting market was gone and never coming back until April of 2001.
+
+他们没有意识到这个市场已经完全崩溃了，他们也没有真正决定咨询市场已经消失，直到 2001 年 4 月才回来。
+
+> And in the meantime they had these big armies of consultants and they burned through every penny that they had in the bank paying these armies of consultants to do nothing because they had no clients they had no clients because everybody got scared that the dot com crash was going to happen and stopped hiring consultants to save money.
+
+与此同时，他们有一大批顾问，他们把银行里的每一分钱都花光了，让这些顾问大军什么也不做，因为他们没有客户，因为每个人都担心网络崩溃会发生，并停止雇佣顾问来省钱。
+
+> So.
+
+所以
+
+> Consulting market crashed we did accumulate a little bit of money and we luckily hadn\'t hired very many people so we didn\'t waste all that money just keeping people employed when we had no money.
+
+咨询市场崩溃了，我们确实积累了一点钱，幸运的是，我们没有雇佣很多人，所以我们没有浪费所有的钱，只是在我们没有钱的时候让人们继续工作。
+
+> We did not we had hired a couple of people.
+
+我们没有-我们雇了几个人。
+
+> We let them go.
+
+我们放了他们。
+
+> So it was just me and Michael for a long time as the cofounders and we moved into this building which conveniently My grandmother owned and I was in charge of managing it so I just sort of moved in and continued to pay her rent for a while.
+
+所以很长一段时间里，只有我和迈克尔作为共同创始人搬进了这栋大楼，这是我祖母拥有的，我负责管理它，所以我就搬了进来，继续支付她的租金一段时间。
+
+> `[00:06:31]` This was our office downstairs and we continue to sort of build a business really really slowly and because there was no consulting business what we started selling was fog bugs the only thing we could find which is a bug tracking software written internally in VB script.
+
+`[00:06:31]` 这是我们楼下的办公室，我们继续慢慢地建立一家企业，因为没有咨询业务，我们开始销售的是迷雾 bug，我们唯一能找到的就是用 VB 脚本内部编写的 bug 跟踪软件。
+
+> And we started selling you know five weeks version1.0 and you know like the first day we sold it there\'s like 2000 dollars somebody bought a site license from Brazil or something.
+
+我们开始销售，你知道，五个星期，版本 1.0，你知道，就像第一天，我们在那里卖了大约 2000 美元，有人从巴西买了一个网站许可证之类的东西。
+
+> And it was awesome.
+
+太棒了。
+
+> And in fact what we were noticing is I think of the first first few months we were making somewhere around five thousand dollars a month I think is the right number.
+
+事实上，我们注意到的是，我想到了最初的几个月，我们每个月的收入在 5000 美元左右，我认为这是正确的数字。
+
+> And that was kind of enough to eat.
+
+那就够吃了。
+
+> And you know eventually we paid my grandmother for all the rent that we were consuming.
+
+最终我们付了我祖母所有的房租。
+
+> And as time elapsed.
+
+随着时间的流逝。
+
+> The neat thing was that this number was going up every single month and it was going up very slowly but it was going up and it was in a really really bad market.
+
+最妙的是，这个数字每一个月都在上升，而且增长非常缓慢，但它一直在上升，而且在一个非常糟糕的市场上。
+
+> But we were selling software and it just got better and better and better because we worked on it and our revenue went up to hit fifteen thousand dollars.
+
+但是我们在销售软件，它变得越来越好，因为我们致力于它，我们的收入增加到一万五千美元。
+
+> We could afford to pay Michael a salary and I had some savings in the bank.
+
+我们付得起迈克尔的薪水，我在银行里存了一些钱。
+
+> So fifteen thousand dollars a month is I always just automatically calculate 10000 hours per person that needs a salary and all our overhead expenses including the rent was five thousand dollars.
+
+所以每月一万五千美元，我总是自动计算每个人 10000 小时的工资，我们所有的间接费用，包括房租，都是五千美元。
+
+> So we then hit 25000 I started taking a salary.
+
+所以我们达到了 25000，我开始拿薪水。
+
+> And when we hit 35000 we hired a third guy who came on to start answering phones and doing some tech support and helping us with some of the some of the coding tasks that we had.
+
+当我们达到 35000 的时候，我们雇佣了第三个人，他开始接电话，做一些技术支持，帮助我们完成一些编码任务。
+
+> And at some point we built it all and we got actually got an office.
+
+在某一时刻，我们建造了这一切，我们实际上得到了一间办公室。
+
+> This was guessing about 2003 so like several years on it was a really long slog before we got our first legit office and we built it out really nicely and we were we were always obsessed about giving programmers air on chairs and 30 inch monitors in private offices with doors closed.
+
+这大概是在 2003 年，所以就像几年前，在我们第一个合法的办公室之前，这是一个非常漫长的过程，我们把它建得很好，我们总是痴迷于让程序员们坐在椅子上呼吸空气，让 30 英寸的显示器在私人办公室里关上门。
+
+> `[00:08:23]` And when we built this office I think we had room first time we took this office for seven people there were seven desks.
+
+`[00:08:23]` 当我们建造这间办公室的时候，我想我们第一次有房间了，我们第一次把这间办公室给七个人，一共有七张桌子。
+
+> And eventually we doubled the space that we had there and we made room for I think 12 people or something like that and it\'s getting bigger and bigger we all eat lunch together at this big table.
+
+最后，我们把那里的空间扩大了一倍，我们为 12 个人或诸如此类的人腾出了空间，这样的空间越来越大，我们都在这张大桌子上一起吃午餐。
+
+> These are a lot of summer interns we took summer interns every summer and that\'s how we did it got our recruiting pipeline and again just continue to grow and this is the last time I remember getting the company together for an all company picture.
+
+这是很多暑期实习生，我们每年夏天都去做暑期实习生，我们就是这么做的，得到了我们的招聘渠道，而且还在继续增长，这是我最后一次把公司召集在一起拍一张全公司的照片。
+
+> But I think we\'re now at let\'s say 40 45 people.
+
+但我想我们现在有 4045 个人。
+
+> `[00:09:01]` So that\'s one that\'s one kind of company and that\'s that\'s Fog Creek.
+
+`[00:09:01]` 那是一种公司，那是雾溪。
+
+> Fuck Rick continue to do well we continue to sort of try to launch new products every single year.
+
+他妈的里克继续做得很好，我们每年都会尝试推出新产品。
+
+> We had this idea that bug tracking was not really the be all and end all of products and we launched a bunch of stuff.
+
+我们有这样的想法，即错误跟踪并不是所有产品的全部和最终，我们推出了一堆东西。
+
+> We had a bunch of summer interns launch a remote desktop product called co-pilot that did pretty well that actually more than paid for itself and now earns a sort of a nice dividend PHOG Bogues was obviously the big bread winner and is now a very large product.
+
+我们有一群暑期实习生推出了一款名为“副驾驶”的远程桌面产品，它做得非常好，实际上比自己付出的还要多，现在赚到了不错的红利，菲格·博格斯显然是个大赢家，现在已经是一个非常大的产品了。
+
+> And we launched a bunch other stuff so it worked some of it didn\'t work.
+
+我们推出了一些其他的东西，所以其中一些不起作用。
+
+> There was we launched a job board for the Indian programmers market and made 50 rupees total ever selling one job listing is a worst product we ever did.
+
+在那里，我们为印度程序员市场推出了一个招聘板，总共卖出了 50 卢比，这是我们做过的最糟糕的产品。
+
+> And then what I wanted to do this thing I wanted to kill experts extant exchange which you all probably know about.
+
+然后我想要做的这件事，我想杀死专家，现存的交流，你们可能都知道。
+
+> Does anybody know Stack Overflow.
+
+有人知道堆栈溢出。
+
+> No one heard of that stack overflow thing.
+
+没人听说过堆栈溢出的事。
+
+> So the goal there was to kill experts exchange because they were evil.
+
+因此，他们的目标是杀死专家，因为他们是邪恶的。
+
+> What was cool about stack overflow is you could explain it simply and everybody understood what you were talking about.
+
+堆栈溢出的酷之处在于，您可以简单地解释它，并且每个人都理解您在说什么。
+
+> You didn\'t have to go into any detail of how it work.
+
+你不需要详细说明它是如何工作的。
+
+> And I couldn\'t find anybody internally that wanted to work on that.
+
+我在内部找不到任何想要做这件事的人。
+
+> So I got together with Jeff Atwood who\'s another blogger called known as Coding Horror and said you know will you join.
+
+所以我和杰夫·阿特伍德在一起，他是另一位名叫“编码恐怖”的博主，他说你知道你会加入。
+
+> Will you join us.
+
+你愿意加入我们吗。
+
+> This will be sort of a 50/50 Fog Creek.
+
+这将是一种 50/50 雾溪。
+
+> Jeff Atwood joint production to do stack overflow and I thought I thought of this as sort of a side bet like Let\'s get Jeff working on this.
+
+杰夫阿特伍德联合生产做堆栈溢出，我认为这是一种边赌，让我们让杰夫工作这一点。
+
+> I\'ll help him when I can.
+
+我会尽我所能帮助他。
+
+> If this thing takes off awesome if doesn\'t take off doesn\'t matter but hopefully I can get rid of this experts exchange problem.
+
+如果这个东西起飞了，如果不起飞的话，那就不重要了，但希望我能摆脱这个专家交流的问题。
+
+> But But Stack Overflow did really well.
+
+但是 Stack Overflow 做得很好。
+
+> As it turns out the growth isn\'t credible unlike the other speakers I\'m perfectly happy to number the numbers on my Y-axis.
+
+事实证明，增长是不可信的，不像其他发言者，我非常乐意在我的 Y 轴上对数字进行编号。
+
+> `[00:11:03]` Even tell you the growth year was insane.
+
+`[00:11:03]` 甚至告诉你生长的年份是疯狂的。
+
+> `[00:11:10]` From day one we saw this like literally every single week we had more visitors in the week before.
+
+`[00:11:10]` 从第一天起，我们几乎每一个星期都会看到更多的访客。
+
+> At the beginning I think it was the numbers were crazy.
+
+一开始我觉得是数字太疯狂了。
+
+> We started out with 30000 daily visitors and that\'s about the same number as people as I would get on ONJ on software blog post.
+
+我们一开始每天有 30000 名访客，这与我在 ONJ 上的软件博客帖子中的人数大致相同。
+
+> `[00:11:23]` So I knew that that was the yourselfer audience coming initially and over time and that took ten years to build that audience by the way writing a blog.
+
+`[00:11:23]` 所以我知道这是你自己的听众，最初和时间的推移，通过写博客的方式，花了十年的时间才建立起这样的观众。
+
+> And you would look at the Google Analytics every single week and just get a little bit higher.
+
+你可以每周看一次谷歌分析，然后再高一点。
+
+> Of course it went down on the weekends and it would just go a little bit higher and at some point it was growing by more than a Jaun software like every week and then it was growing by drawing software every day and it just grew faster and faster and eventually encompassed the universe.
+
+当然，在周末它会下降，它只会稍微高一点，在某个时候，它比 Jaun 软件每周都有更多的增长，然后它通过每天绘制软件来增长，它只是增长得更快，最终覆盖了整个宇宙。
+
+> Now we at one point when we were around 6 million on here does it so this measure is global unique monthly visitors that measures people that just visit your site once a month and place a cookie.
+
+现在，我们在一个地方，当我们在这里大约 600 万，所以这个措施是全球唯一的每月访问者，衡量的人，只是访问你的网站每月一次，并放置一个曲奇。
+
+> And all we do is count the cookies on google analytics so there\'s maybe two users on to maybe one person on two computers.
+
+我们所做的就是计算 Google 分析中的 cookie，这样可能有两个用户，或者两台计算机上的一个人。
+
+> `[00:12:12]` The other thing about Google Analytics is that the cookie is placed on your domain and we have four domains.
+
+`[00:12:12]` Google Analytics 的另一件事是，cookie 放在您的域上，我们有四个域。
+
+> So we have to break it down and we may have dealt we maybe double counting people that visit two of our sites and if they go to two different domains but I think that\'s okay personally.
+
+因此，我们必须分解它，我们可能已经处理了，我们可能会重复计算访问我们的两个站点的人，如果他们访问两个不同的域，但我认为\个人来说是可以的。
+
+> And when we hit about 6 million users we had a meeting with folks in developer relations at Microsoft and we said hey how many developers do you think they\'re on the world they said 16 million.
+
+当我们接触到大约 600 万用户时，我们与微软的开发人员举行了一次会议，我们说，嘿，你认为他们在世界上有多少开发人员，他们说有 1600 万。
+
+> They said 9 million.
+
+他们说有 900 万。
+
+> And we\'re like okay we got two thirds of the developers in the world and then we hit 9 million and then we had 10 and now we hit 20 million an at about 25 million of the world\'s 9 million software developers and how you need that number.
+
+我们可以说，我们有世界上三分之二的开发者，然后我们达到了 900 万，然后我们有了 10 个，现在我们达到了 2000 万，在全世界 900 万软件开发人员中，大约有 2500 万，以及你是如何需要这个数字的。
+
+> `[00:12:50]` So so there\'s two kinds of businesses here that are completely different actually.
+
+`[00:12:50]` 所以这里有两种完全不同的生意。
+
+> `[00:12:57]` There is two ways you can build a business and everybody up until now today.
+
+`[00:12:57]` 到今天为止，有两种方法可以建立企业和每个人。
+
+> And from Zuck onward has been talking about the get big fast business and stack exchange is indeed a get big fast business.
+
+从赛克开始，他就一直在谈论快速交易，而堆栈交换确实是一项快速交易。
+
+> It\'s growing Saxony\'s dotcom domain is growing and it\'s working.
+
+它正在增长，萨克森州的互联网领域正在增长，而且正在发挥作用。
+
+> `[00:13:16]` Work is it the stack exchange com domain is now growing at 350 percent year over year which is I don\'t know the fastest thing in the world but it\'s pretty friggin steady as you saw from that chart.
+
+`[00:13:16]` 工作-堆栈交换 COM 域现在以每年 350%的速度增长，也就是说，我不知道世界上最快的东西，但是它非常稳定，就像你从图表中看到的那样。
+
+> So it\'s early.
+
+所以现在还早。
+
+> Sure thanks Jessica.
+
+当然谢谢杰西卡。
+
+> `[00:13:33]` I wrote a blog post on unshorn software a long time ago in the middle to the early 2000s we don\'t have anything else to do because you know the economy is collapsing and it was called strategy letter 1 because I was very self important and pompous then unlike today of course.
+
+`[00:13:33]` 很久以前，我写了一篇关于 UnShn 软件的博客文章，在本世纪初到本世纪初，我们没有别的事可做，因为你知道经济正在崩溃，它被称为战略信 1，因为我当时非常重要，不像今天。
+
+> Thank you.
+
+谢谢。
+
+> And I was writing about how there\'s two kinds of companies that get big fat fast companies like Amazon.
+
+我还在写两种公司是如何得到像亚马逊这样的快速增长的大公司的。
+
+> And then there\'s organic growth companies and I had just read the story of Ben and Jerry\'s so they were an example of an ice cream company and I kind of compared and contrasted these two different ways of growing company.
+
+然后是有机成长型公司，我刚刚读过本和杰瑞的故事，所以他们是冰淇淋公司的一个例子，我比较和对比了这两种不同的成长方式。
+
+> And what\'s interesting of course is that Stack Exchange and fall Creek have kind of exactly the same characteristics that he\'s seen as a big Fast Company and Rick software is an organic growth company.
+
+有趣的是，Stack Exchange 和 Fall Creek 有着与他被视为一家大型快速公司的完全相同的特性，而 Rick 软件则是一家有机成长的公司。
+
+> `[00:14:18]` So first of all how do you decide which kind of company you should be.
+
+`[00:14:18]` 那么首先，你该如何决定你应该成为什么样的公司呢？
+
+> It\'s not like you get to choose like how many of you want to get big fast you hand.
+
+这不是说你可以选择有多少人想快速变大-你的手。
+
+> Right.
+
+右（边），正确的
+
+> Okay.
+
+好的。
+
+> You have to look at the actual market that you\'re in and there\'s two kinds of markets get big fast business is when you\'re in therefore there is some kind of a land grab.
+
+你必须看看你所处的实际市场，而有两种市场是快速发展的，当你进入市场时，就会有某种形式的土地抢夺。
+
+> `[00:14:36]` There is an attempt to capture uncaptured territory before anybody else does the same thing.
+
+`[00:14:36]` 有人企图在其他人做同样的事情之前占领未被占领的领土。
+
+> OK so Uber isn\'t that category.
+
+优步不是那个类别。
+
+> Amazon was certainly in that category.
+
+亚马逊当然也属于这一类。
+
+> Ben and Jerry\'s was not because Ben Jerry\'s was just ice cream you can\'t capture the entire ice cream market.
+
+本和杰里不是因为本杰瑞只是冰淇淋，你不能占领整个冰淇淋市场。
+
+> There already is an icecream market right.
+
+已经有了冰淇淋市场的权利。
+
+> This is Trenton New.
+
+这是特伦顿新城。
+
+> New technology trying to landgrab virgin territory in an organic growth business.
+
+新技术试图在一个有机增长企业中占有处女地。
+
+> You already have a million competitors and all you\'re doing is trying to claw them away one at a time patiently from from your competitors.
+
+你已经有了一百万的竞争对手，而你所做的一切就是试着一次地把他们从你的竞争对手那里夺走。
+
+> The reason you try to get big fast and you go for a land grab is because there are network effects.
+
+你试着快速获取土地的原因是因为有网络效应。
+
+> So you all know what network effects are the idea of network effect is the more users you have the more valuable your network is.
+
+所以大家都知道什么是网络效应，网络效应的概念是，你拥有的用户越多，你的网络就越有价值。
+
+> And so a network of let\'s say if Facebook had 10000 users that\'s not very valuable.
+
+因此，如果 facebook 有 10000 用户，那么这个网络就不太值钱了。
+
+> And in fact it would be extremely difficult.
+
+事实上，这将是非常困难的。
+
+> Facebook was a classic land grab because nobody\'s going to be on there if they can\'t communicate with their friends.
+
+Facebook 是一种典型的抢占土地的行为，因为如果他们不能与朋友沟通，就没有人会出现在 Facebook 上。
+
+> `[00:15:32]` The same reason I can\'t get anybody to use KIC because there\'s nobody else on there.
+
+`[00:15:32]` 同样的原因，我不能让任何人使用 KIC，因为那里没有其他人。
+
+> I mean there\'s like 10 million people on there but it doesn\'t really help.
+
+我的意思是，那里有大约 1000 万人，但这并没有多大帮助。
+
+> It\'s not enough.
+
+这还不够。
+
+> `[00:15:41]` I need I need a billion and a network effect says basically the value is increasing as you get more and more people on there because you know the value is a function of and squared right.
+
+`[00:15:41]` 我需要 10 亿，一个网络效应说，随着越来越多的人在那里，这个值基本上在增加，因为你知道这个值是一个正确的函数和平方。
+
+> You\'re all computer scientists.
+
+你们都是电脑科学家。
+
+> The other thing about get big fast is that network effect creates Lockean.
+
+快速增长的另一件事是网络效应创造了 Lockean。
+
+> Nobody\'s going to leave Facebook for something that\'s 20 percent better or 50 percent better or even a hundred percent better because their grandma is still looking for the pictures of the puppy.
+
+没有人会离开 Facebook 去寻找比这更好 20%、50%甚至 100%更好的东西，因为他们的奶奶还在寻找小狗的照片。
+
+> And she likes the pictures of the puppy that you upload and if you stop putting them on Facebook she\'s going to call you laughter.
+
+她喜欢你上传的小狗的照片，如果你不再把它们放到 Facebook 上，她就会叫你笑。
+
+> Doesn\'t matter if the other thing is like more technologically innovative and cool now that an organic growth company you don\'t have these things.
+
+如果另一件事在技术上更创新、更酷，那就无所谓了，因为一家有机成长型公司没有这些东西。
+
+> And so you don\'t really care about that and you don\'t need to go for a land grab in a land grab won\'t help you because you\'re not grabbing virgin territory.
+
+所以你不关心这个，你也不需要去抢土地，抢地对你没有帮助，因为你不是在抢处女地。
+
+> So that\'s what get big fast means you need to be really big in order to create real value.
+
+这就是快速变大的原因，这意味着为了创造真正的价值，你需要变得很大。
+
+> And with organic growth you\'re in there for the long haul.
+
+随着有机的增长，你将在那里度过漫长的一段时间。
+
+> It took us 10 years to build fog bugs into a respectable business.
+
+我们花了 10 年的时间才把迷雾虫打造成一家体面的企业。
+
+> And the reason is that there are a million bug trackers out there.
+
+原因是那里有一百万个 bug 追踪器。
+
+> `[00:16:48]` And so with organic growth business you unless you have infinite money because you were born rich or something you need to break even right away and you find a way to break even right away and we did that by consulting by essentially you know sort of sorting ourselves out for a couple months to raise a little bit of cash and you want to start getting money from clients on day one and you want to start kind of obsessing about a need to make this business survive.
+
+`[00:16:48]` 因此，对于有机增长业务，除非你有无限的钱，因为你生来富有，或者你需要马上实现收支平衡，你找到了一种立即实现收支平衡的方法。从客户的第一天，你想开始有点困扰的需要，使这一业务生存。
+
+> So I can be there to slowly pry away customers 1 1 dead customer at a time from my end.
+
+这样，我就可以慢慢地从我的终点开始，逐个撬开顾客，11000 个死去的顾客。
+
+> One thing about an organic growth business is you don\'t go in here unless you have a product that\'s valuable.
+
+有机增长企业的一件事是，除非你有一种有价值的产品，否则你不会进入这里。
+
+> Even with one customer.
+
+即使只有一个顾客。
+
+> So the ideal business is something with a first person that downloads it and starts using it already getting value out of this thing.
+
+因此，理想的业务是有第一个人下载它并开始使用它，它已经从这个东西中获得了价值。
+
+> `[00:17:31]` You run your business completely differently.
+
+`[00:17:31]` 你的经营方式完全不同。
+
+> So when you when you\'re trying to get big fast.
+
+所以当你试图快速变大的时候。
+
+> If you have a problem that can be solved with money.
+
+如果你有一个可以用金钱解决的问题。
+
+> Money is cheap which sounds weird but in this environment it\'s if you have a successful Get Big Fast business it\'s very easy to raise money.
+
+钱很便宜，这听起来很奇怪，但在这种环境下，如果你成功地获得了“快速大生意”，就很容易筹集资金。
+
+> There\'s a lot of capitalists that are looking for places to put their money and so you use that need to try to solve problems even if it\'s a very expensive way of solving them.
+
+很多资本家都在寻找投资的地方，所以你可以用这种方法来解决问题，即使这是一种非常昂贵的解决问题的方法。
+
+> But in an organic growth company you\'re trying to survive.
+
+但在一家有机成长型公司，你正在努力生存。
+
+> You\'re just trying to stay around for as long as you possibly can.
+
+你只是想尽可能长时间地呆在这里。
+
+> So you you try to be frugal and cheap about everything that you do.
+
+所以你试着在你所做的每件事上变得节俭和廉价。
+
+> Similarly when you\'re trying to get big fast you put up a little signs all over the office that say Move fast and break break stuff.
+
+同样地，当你试图快速变大的时候，你会在办公室里贴上一小块牌子，上面写着“快速移动”和“打碎东西”。
+
+> And the idea is to make lots of mistakes.
+
+我们的想法是犯很多错误。
+
+> It doesn\'t matter you\'ve got to be moving fast you can\'t be scared in any way you just got to be running down the hill with an organic growth business.
+
+这不重要，你必须快速行动，你不能害怕，你只需要跑下山，有一个有机的增长业务。
+
+> Those mistakes can kill you.
+
+那些错误会害死你的。
+
+> And when they kill you you don\'t have any way to come back.
+
+当他们杀了你就没有办法回来了。
+
+> The thing that scared us at Falls Creek all the time is that if we ran out of money in the bank we would have to close.
+
+一直以来，Falls Creek 令我们感到害怕的是，如果银行里的钱用完了，我们就得关门。
+
+> We did not have a source of a million dollars to stick into the business to survive one more month.
+
+我们没有一百万美元的资金可以继续经营下去才能再活一个月。
+
+> So you\'re much much more careful in an organic growth business because you have to be because this is your only business and that means that they get big fast business you have a tiny teeny weeny very very very small chance of of it becoming a 10 billion dollar business.
+
+所以你在有机增长业务中要小心得多，因为你必须这么做，因为这是你唯一的生意，这意味着他们得到了巨大的、快速的生意，你有很小的机会把它变成 100 亿美元的生意。
+
+> `[00:18:50]` And I just made up the number 10 billion but you know really really big business.
+
+`[00:18:50]` 我刚刚创造了 100 亿，但你知道很大的生意。
+
+> And if you consider that you know of all the why or let\'s say you all apply to white hominum and you all get in.
+
+如果你认为你知道所有的原因，或者说你们都申请了白人同性恋，你们都会加入。
+
+> I\'m sure that\'s not in the cards.
+
+我肯定那不是卡上的。
+
+> You know two of you actually of all the people in this room that apply to Y Combinator and the 60 70 80 at are not going to get in you know maybe two or three of them have a chance of being a 10 million dollar business and that\'s being really really optimistic it\'s actually less than that.
+
+你们知道，你们中的两个人，实际上，在这间屋子里所有申请 Y 组合的人中，有 607080 人是不会进入的，你知道，也许他们中的两三个人有机会成为一家一千万美元的公司，而且他们中的两个人真的很乐观。
+
+> So your chances of you making a ten dollar 10 billion dollar business this way by starting out trying to get big fast are vanishingly small I\'m afraid and some people like those odds.
+
+所以，你以这样的方式做 100 亿美元的生意，试图快速获得更大的成功的机会是微不足道的，我担心，有些人喜欢这种可能性。
+
+> So good for them.
+
+对他们太好了。
+
+> Some people incidentally all the people that make 10 billion dollars couldn\'t care less.
+
+有些人顺便说一句，所有赚了 100 亿美元的人都不在乎。
+
+> They\'re doing it because they\'re scratchiness.
+
+他们这么做是因为他们身上没有抓痕。
+
+> They\'re trying to solve some problem that they have in then monitor maniacally focused on that it\'s never because they want to make them deadline.
+
+他们试图解决一些他们在其中的问题，然后疯狂地关注这个问题，因为他们不想让他们的最后期限到来。
+
+> Now with an organic growth company though if you\'re just reasonably smart and you pay attention and you never make a terrible mistake then you\'re gonna make a nice 10 million dollar business.
+
+现在有了一家有机成长型公司，如果你相当聪明，而且你注意到了，你永远不会犯一个可怕的错误，那么你就会有一个好的 1000 万美元的生意。
+
+> And the number means 10 million means 10 revenue a year.
+
+这个数字意味着每年 10，000，000 美元的收入。
+
+> And at some point that\'s just gonna be a million to operate it 9 million it can go in your pocket if you own it and you have a really good chance of being able to build that in five to 10 years an organic growth business is not that hard as a lot of businesses like that.
+
+在某种程度上，如果你拥有它，你就有机会在 5 到 10 年内建立起一个有机增长的企业，一个有机增长的企业并不像很多这样的企业那么难，从某种意义上说，运营它的话，900 万美元就可以进入你的口袋，如果你拥有它，你就有很好的机会建立它。
+
+> When I used to write a column for Inc magazine and I always wanted to write something about voices and my editor always said nobody nobody.
+
+当我曾经为 Inc 杂志写专栏的时候，我总是想写一些关于声音的东西，我的编辑总是说没有人。
+
+> No entrepreneur takes money from that it.
+
+没有任何企业家会从中获得金钱。
+
+> At such a now a world of people that get investments from overseas is such a tiny sliver of entrepreneurship that if we write about that in pages of our magazine we get hate mail because nobody cares.
+
+在这样一个世界上，从海外获得投资的人是如此微小的创业精神，如果我们在杂志上写到这一点，我们就会收到仇恨邮件，因为没人在乎。
+
+> It doesn\'t apply to their businesses the millions of businesses out there that are making somebody you know around a million dollars.
+
+它不适用于他们的企业，也不适用于那些让你认识的人赚了大约一百万美元的数百万家企业。
+
+> `[00:20:38]` So again that\'s those are the two models are you bootstrapping or are you takingB.S.
+
+`[00:20:38]` 这两种模式是你自己的，还是你的 B.S。
+
+> And again there are millions of organic growth companies and they\'re very very small number of get big fast companies.
+
+还有数以百万计的有机成长型公司，他们是数量很少的快速成长的大公司。
+
+> I wrote a few hundred.
+
+我写了几百封信。
+
+> But that\'s like the entire universe of companies in the world is this like one every decade or so from Silicon Valley.
+
+但这就像世界上所有的公司，就像硅谷每隔十年就有一家这样的公司。
+
+> `[00:20:57]` And not being able to decide is what\'s really going to kill you.
+
+`[00:20:57]` 而不能做出决定才是真正要杀你的。
+
+> So let me see if I can sort of finish a little bit of the story about about PHOG Oregon stack exchange with stack exchange.
+
+所以让我看看我能不能完成一个关于 Phog 俄勒冈州堆栈交换和堆栈交换的故事。
+
+> Again we decided that it was a landgrab type of business and we spent a few years working on it just everyday working from home and being frugal and all that kind of stuff just to see where we get.
+
+再一次，我们决定这是一种抢占土地的生意，我们花了几年的时间在这上面工作，每天在家工作，节俭等等，只是为了看看我们能得到什么。
+
+> Now one thing I don\'t know if anybody mentioned here but if you are actually trying to raise money you\'re always delaying as much as possible the actual raising of money because as your company becomes more and more valuable over time let\'s say your company now is worth a million dollars for next year can be worth 10 million dollars in order if you sell shares you\'re actually going to have to sell fewer shares to get the same amount of cash into your bank account.
+
+现在，我不知道这里是否有人提到过，但如果你真的试图筹集资金，你总是尽可能推迟实际的筹资，因为随着时间的推移，你的公司变得越来越有价值，假设你的公司现在价值 100 万美元，明年的价值可以达到 1000 万美元。必须卖出更少的股票才能把同样数量的现金存入你的银行账户。
+
+> So at any given time you always want to be raising the minimum amount of money you need to barely survive as a general general rule.
+
+因此，在任何特定的时间，你总是希望筹集到最低限度的资金，作为一个普遍的规则，你几乎无法生存。
+
+> And if you can delay the raising of money the very very first time then your life is much better because you have to do less when you want to raise money and it\'s easier to raise money when you have a nice story about how successful you\'ve been on your own.
+
+如果你第一次就能推迟筹集资金，那么你的生活就会好得多，因为当你想筹集资金时，你必须少做一些事情，如果你有一个很好的故事，说明你自己是多么成功，那就更容易筹集资金。
+
+> So stock exchange was sort of technically bootstrapped for two years.
+
+所以证券交易所在技术上有两年的经验。
+
+> It was called Stack Overflow then and there were only three people working on full time and an awful lot of people from our community volunteering and helping out.
+
+当时叫做 Stack 溢出，当时只有三个人全职工作，我们社区有很多人做志愿者和帮忙。
+
+> But it was really three full time hours that we\'re working mostly without pay from home.
+
+但实际上是三个全天候的工作时间，我们主要是在家里无偿工作。
+
+> We built the servers are we.
+
+我们建造的服务器就是我们。
+
+> Jeff would built the service himself with his hands and he optimized them to make them really really fast.
+
+Jeff 会亲自动手构建这项服务，并对其进行了优化，使其变得非常快速。
+
+> You put in a lot of RAM and he got really good SSD drives and all kind of stuff.
+
+你投入了很多内存，他得到了非常好的 SSD 驱动器和诸如此类的东西。
+
+> We used a compiled language which is unheard of which actually allowed us to run this gigantic site on a very small number of web servers.
+
+我们使用了一种编译语言，这是闻所未闻的，它实际上允许我们在极少数的 Web 服务器上运行这个庞大的站点。
+
+> It was remarkably small I mean for the longest time we had three boxes on on the on the rack.
+
+它非常小，我的意思是，在最长的时间里，我们在架子上有三个盒子。
+
+> And now we don\'t but I think we could probably fit on rack for four Stack Exchange right now which is a top 100 Web site in terms of traffic.
+
+现在我们没有了，但是我认为我们现在可能适合四层栈交换，这是一个流量排名前 100 的网站。
+
+> So you know we were sort of we worked on trying to save money on the servers.
+
+所以你知道我们在努力节省服务器上的钱。
+
+> We were reasonably frugal people were working from home there was no office.
+
+我们相当节俭，人们在家工作，没有办公室。
+
+> But we realized after a couple of years that this was a get big fast business.
+
+但几年后，我们意识到这是一项快速发展的大生意。
+
+> And I\'ll tell you why.
+
+我来告诉你为什么。
+
+> If it\'s not obvious with a question and answer website there are network there are very strong network effects.
+
+如果问答网站不明显，就会有很强的网络效果。
+
+> You go to the site where you\'re most likely get an answer.
+
+你去你最有可能得到答案的网站。
+
+> And we dominate for programmers and pretty much anything related to programmers including system administrators and school administrators and Sequel.
+
+我们主宰着程序员，几乎所有与程序员有关的东西，包括系统管理员、学校管理员和续集。
+
+> Sequel query writers and all those things that are close to programmers we dominate in math.
+
+续集查询作者和所有那些接近程序员的东西，我们在数学上占主导地位。
+
+> We have two math sites the research and not research and we have about 90 categories where we don\'t quite dominate in most of them meaning somewhere else is another Web site out there.
+
+我们有两个数学网站，研究，而不是研究，我们有大约 90 个类别，我们在其中大多数并不占主导地位，这意味着其他地方是另一个网站。
+
+> It\'s a better place to get answers to your questions about whatever it may be.
+
+它是一个更好的地方，以获得答案，你的问题，无论是什么。
+
+> So a good example of that is Apple.
+
+苹果就是一个很好的例子。
+
+> We have Apple Duffe vaccines ICOM it\'s a pretty good site I would guesstimate that it has maybe 20 percent of the market for question and answers about Apple products.
+
+我们有苹果杜夫疫苗，ICOM，这是一个很好的网站，我猜想它大概有 20%的市场是关于苹果产品的问题和答案。
+
+> It\'s a much better site but there is more traffic on Apple\'s own site and on other forums about Apple.
+
+这是一个更好的网站，但在苹果自己的网站和其他有关苹果的论坛上有更多的流量。
+
+> So that\'s it.
+
+就这样了。
+
+> That\'s the landgrab that we\'re trying to get because none of those other sites yet have the magical up vote down vote badges karma reputation all the comments all the nice stuff that Stack Exchange has that makes it work as a Q and A platform.
+
+这就是我们想要得到的土地，因为其他网站中没有一个拥有神奇的向上投票，徽章，业力，声誉，所有的评论，所有的好东西，这些东西使得它成为一个 Q 和 A 平台。
+
+> And it\'s not like people can\'t figure this out and there\'s not a single person that builds a Cuney site anymore that doesn\'t have an up vote in the down vote button.
+
+这并不是说人们无法理解这一点，也没有一个人建立了一个 Cuney 网站，在“向下投票”按钮中没有“向上投票”。
+
+> That\'s not so hard to figure out.
+
+这并不难搞清楚。
+
+> So that\'s the landgrab is we need to take all the traffic away we know we can take traffic away from an old boring forum because those suck and it\'s a terrible place to get your questions answered.
+
+这就是我们需要把所有的交通都带走，我们知道我们可以把交通从一个旧的无聊的论坛上带走，因为这些都很烂，而且这是一个让你的问题得到回答的糟糕的地方。
+
+> And what we have is ten times better than that and we can displace those.
+
+我们所拥有的比这好十倍，我们可以取代那些。
+
+> But if somebody else builds a stack exchange kind of work like with up votes and down votes in some category let\'s say physical anthropology that we don\'t have a site in then they\'re going to take that market and they\'re going to have that network effect.
+
+但是，如果其他人建立了一种堆栈交换方式，比如在某些类别中使用向上投票和向下投票的方式-比如说物理人类学-我们在那里没有网站，那么他们就会占领这个市场，他们就会产生这种网络效应。
+
+> So this is obviously a land grab and we needed to move as fast as absolutely possible to capture as much as possible of this territory before it got divided up by other people.
+
+因此，这显然是一次土地掠夺，我们需要尽可能快地采取行动，在这块领土被其他人瓜分之前，尽可能多地占领它。
+
+> And that\'s why we raised.
+
+这就是为什么我们提出。
+
+> That\'s why we raised money.
+
+这就是我们筹集资金的原因。
+
+> But this time when we were raising money it was like falling off a log is the easiest thing in the world.
+
+但这一次，当我们筹集资金时，它就像从原木上掉下来一样，是世界上最简单的事情。
+
+> I only talked to VCR that I actually wanted to invest in the company.
+
+我只和录像机谈过我真的想投资这家公司。
+
+> I didn\'t go knocking on every single door.
+
+我没有去敲每一扇门。
+
+> I spent exactly two weeks on the fundraising and that was done and that\'s all.
+
+我花了整整两周的时间来筹集资金，然后就完成了，仅此而已。
+
+> That\'s all it took.
+
+这就够了。
+
+> And I was able to raise from my number one choice ofE.S.
+
+我可以从我的第一选择 E.S。
+
+> which was Union Square Ventures.
+
+联合广场风投公司。
+
+> Like I say it took about two weeks to put together.
+
+就像我说的，花了大约两周的时间。
+
+> It was very very easy.
+
+很简单。
+
+> And that was because of you know 10 years of work building Fog Creek and getting a reputation.
+
+这是因为你知道 10 年的工作，建造雾溪，并获得了声誉。
+
+> And two years of work building Stack Exchange and getting all that momentum.
+
+两年的工作建立了 Stack Exchange 并获得了所有的动力。
+
+> So anything you can do to boost bootstrap anything you can do to defer the moment where you need to go raise some money from somebody so that you\'re in a better position is going to make it so much easier to raise money under under under far better terms that\'s really really worth doing.
+
+所以，你能做的任何事情都能促进你的成功，任何你能做的事情，在你需要从某人那里筹到一些钱，以便你处于一个更好的地位的时候，都会使你在更好的条件下筹集资金变得更加容易，这是非常值得去做的。
+
+> `[00:25:55]` The other the other part of that story actually is I have four minutes left to go.
+
+`[00:25:55]` 故事的另一部分实际上是我还有四分钟的时间。
+
+> `[00:26:00]` The other part of that story is another product the Fox we started doing now I had to move over to stack and stack exchange is now 75 employees and we\'re just we\'re building a 30000 square foot office in Manhattan which is with a kitchen everything is going to be fancy and expensive and it\'s going to cost us like cost like five million dollars to build out with the landlords paying some of that.
+
+`[00:26:00]` 故事的另一部分是福克斯公司现在开始做的另一件产品，我不得不搬到堆叠，现在我们有 75 名员工，我们只是在曼哈顿建了一间 30000 平方英尺的办公室，那里有一间厨房，一切都很花哨和昂贵，这将花费我们大约五百万美元来建造房子，房东们会付一部分钱。
+
+> So we\'re doing like these amazing big things.
+
+所以我们就像这些了不起的大事一样。
+
+> It\'s Stack Exchange.
+
+这是堆栈交换。
+
+> We have a lot of employees.
+
+我们有很多员工。
+
+> We have an office in Denver we have an office in London.
+
+我们在丹佛有一个办事处，在伦敦有一个办事处。
+
+> We have like I said something that\'s a 50 minute million global users if you allow me to double count some of them.
+
+就像我说的那样，如果你允许我对其中一些用户进行双重统计的话，那就是全球 5 千万用户。
+
+> We\'re top 100 websites so that took a lot of work.
+
+我们是排名前 100 的网站，所以这需要做大量的工作。
+
+> I became CEO eventually a stack exchange and it became a full time job.
+
+我最终成为了首席执行官，成为了一份全职工作。
+
+> And it turns out you can\'t be CEO of two companies at once because of the IP problem if you invent something it\'s you know both companies would claim to own it.
+
+事实证明，由于知识产权问题，你不可能同时成为两家公司的首席执行官，如果你发明了某种东西，你知道，两家公司都会声称拥有它。
+
+> So.
+
+所以
+
+> So I only work for Stack Exchange although I\'m still on the board of Creegan I did my Tozan every once in a while.
+
+所以我只为 StackExchange 工作，虽然我还在 Creegan 董事会工作，但我偶尔也会做一次 Tozan。
+
+> And what they started working on a Greek thuggery by the way is now let\'s say 45 employees and it\'s a cash machine that just because fog bugs is like a mint money every month and we\'re kind of like a kibbutz.
+
+顺便说一句，他们开始研究希腊的杀人事件，现在假设有 45 名员工，这是一台自动取款机，仅仅因为雾虫每月都像薄荷币，而我们就像个集体农场。
+
+> And so at the end of the year in July we take all the profit and divide it up among the employees based on seniority.
+
+因此，在今年 7 月底，我们拿走了所有的利润，并根据资历将其分配给员工。
+
+> So whatever money is left in the business at the end of the year goes to the employees depending on how long they\'ve been there.
+
+因此，不管年底企业剩下多少钱，都要视员工在公司工作的时间而定。
+
+> We don\'t dividend it out to shareholders.
+
+我们不把它分给股东。
+
+> We just pay it in bonuses to the employees.
+
+我们只是向员工发放奖金。
+
+> So if you\'ve been a factory employee for several years you\'re probably doubling your salary on that on that profit share.
+
+因此，如果你已经在工厂工作了几年，那么你的工资就可能是这个利润的两倍。
+
+> So this is the thing that Minns cash because we\'re not really.
+
+所以这就是明斯的现金，因为我们不是真的。
+
+> It\'s not that you know we keep selling the product in a long after we\'ve written it.
+
+这并不是说我们写完产品后很久就一直在卖。
+
+> Though we are still working on that one.
+
+虽然我们还在研究这个问题。
+
+> We recently Fogg launched a new product called Trello.
+
+我们最近推出了一款名为 Trello 的新产品。
+
+> This launched about a year ago and that\'s actually a Get Big Fast landgrab business as well.
+
+这是大约一年前推出的，实际上，这也是一项快速抢夺土地的业务。
+
+> Trello is online kind of organization software yellow logo.
+
+Trello 是一种在线的组织软件黄色标志。
+
+> Check it out.
+
+去看看。
+
+> It\'s really awesome.
+
+真的很棒。
+
+> And in the years since we launched we went from zero to I think about 800000 users and it\'s doing great.
+
+在我们推出后的几年里，我们的用户数量从零上升到了 800000，而且它做得很好。
+
+> It said it needs a dev team of about 10 people.
+
+它说，它需要一个大约 10 人的开发团队。
+
+> What we have to work on every stupid mobile platform under the sun so we got somebody working on iPhone and somebody working on Android and somebody working on a Windows Surface.
+
+我们必须在太阳底下的每个愚蠢的移动平台上工作，所以我们让一些人在 iPhone 上工作，有人在 Android 上工作，有人在 Windows Surface 上工作。
+
+> And.
+
+和
+
+> `[00:28:17]` No no that was my idea.
+
+`[00:28:17]` 不，那是我的主意。
+
+> `[00:28:20]` And the web app and adding new features all the time and we don\'t actually understand exactly how we\'re gonna make money off of Trello we\'re not quite sure about that because we thought free was a really good price if we wanted to reduce friction so we could get big really really fast and get all those wonderful network effects and have this massive land grab we\'re Trello takes over the world of project management.
+
+`[00:28:20]` 网络应用和不断添加新功能-我们并不完全理解我们如何从 Trello 赚到钱-我们不太确定这一点，因为我们认为如果我们想要减少摩擦，那么我们就可以得到一个非常好的价格，这样我们就可以获得巨大的、非常快的网络效果，并且拥有这种大规模的土地占用，我们将 Trello 接管了整个项目管理的世界。
+
+> And eventually you know as everybody here has said we\'ll figure out some way to make money on that.
+
+最终，你知道，正如在座的每个人都说的，我们会想出办法来赚钱的。
+
+> In the meantime I\'ve got ten employees working on that and impactful a service that I\'ve got to add a new server to every couple of weeks.
+
+同时，我有 10 名员工在做这方面的工作，并影响到一项服务，我需要每隔几周就添加一台新服务器。
+
+> And that costs money.
+
+这要花钱。
+
+> But we have this lovely cash cow a fog bugs it\'s sort of spewing out extra money.
+
+但是我们有一只可爱的摇钱树，一只迷雾的虫子-它好像是在吐额外的钱。
+
+> So we asked the shareholders of Fog Creek which is the employees we said hey can we use your bonus that we would have paid you in profit share and just plow that back into Trello and you\'re never gonna see it again.
+
+所以我们问 FogCreek 的股东，也就是我们说过的员工，嘿，我们能用你的奖金吗？我们本来可以付给你利润份额，然后再把钱投回特雷洛，你就再也见不到了。
+
+> And they said yes and.
+
+他们答应了。
+
+> We didn\'t have to go go to a VCR and we didn\'t have to go to an outside vesi and by the time if we ever get to the point where we just need a hold data center in Oregon somewhere in order to run Trella which will happen and we do need Veazey at that point at that point we\'re going in with traction with an established team with a product has already proven itself and you can take an investment on a very very good terms even if you want to and so at that point I imagine you wouldn\'t give up any control of the company.
+
+我们不需要去录像机，我们也不需要去外面的 VISI，到那时，我们需要在俄勒冈州的某个地方建立一个保持数据中心，以便运行 Trella，而我们需要 Veazey，在那个时候，我们需要一个已经建立起来的团队。一个产品已经证明了自己，你可以非常好的条件进行投资，即使你愿意，所以我想你不会放弃对公司的任何控制。
+
+> Even now I think we raised money we wouldn\'t give up any control you\'d probably still continue to have an absolute control over the board at that stage and you wouldn\'t take very much dilution because because the valuation would be so high even though we don\'t actually make any money.
+
+即使现在我认为我们筹集到了资金，我们也不会放弃任何控制权-在那个阶段，你可能仍然对董事会拥有绝对的控制权，而且你也不会接受太多的稀释，因为即使我们实际上没有赚到任何钱，估值也会很高。
+
+> So I\'m sort out of time but this is the important part of what I\'ve been trying to spew here at about a million words per minute.
+
+所以我已经没有时间了，但这是我试图以每分钟一百万字的速度在这里吐出来的重要部分。
+
+> This is normally a two hour speech.
+
+这通常是两个小时的演讲。
+
+> You have to decide if you\'re going to be a slow growth company or get big fast company because any time you try to straddle those two lines painful things happen to you.
+
+你必须决定你是一家成长缓慢的公司，还是一家快速发展的大公司，因为每当你试图跨越这两条线时，痛苦的事情就会发生在你身上。
+
+> I\'m traumatized absolute traumatized because Juno Online Services where I work for years was actually competing against AOL and AOL was just going all out sending everybody these damn floppy disks so that everybody would sign up for AOL because it was a land grab.
+
+我受到了极大的创伤，因为我工作了多年的 Juno 在线服务公司实际上是在与 AOL 竞争，而 AOL 正全力向所有人发送这些该死的软盘，这样每个人都会注册 AOL，因为这是一次抢夺土地的行为。
+
+> There was a land grab going on and AOL had instant messenger and instant messenger had network effects and AOL had lock in.
+
+抢夺土地，AOL 有即时通讯，即时通讯有网络效果，AOL 有锁定。
+
+> Because once you had your Lacewell email address you never wanted to move to somewhere else because you\'d have to tell 400 people about your new email address.
+
+因为一旦你有了 Lacewell 电子邮件地址，你就不会想搬到其他地方，因为你必须告诉 400 人你的新电子邮件地址。
+
+> So AOL was building this remarkable landgrab business with all kinds of network effects and Lokken and stuff like that.
+
+所以 AOL 建立了一项了不起的土地抢占业务，包括各种网络效应和 Lokken 之类的东西。
+
+> And you had every single one of those things but was kind of growing in a more bootstrapping way because they were afraid to spend the money on the little stupid little floppy disks.
+
+你拥有所有这些东西，但却以一种更有创意的方式成长，因为他们害怕把钱花在那些愚蠢的小软盘上。
+
+> And now Juno is a dial up ISP and I don\'t even know what AOL is anymore.
+
+现在 Juno 是一个拨号的 ISP，我甚至不知道 AOL 是什么了。
+
+> `[00:30:59]` But laughter but for a while AOL is a lot bigger.
+
+`[00:30:59]` 但是笑声，但在一段时间内，AOL 要大得多。
+
+> `[00:31:03]` So I was traumatized by that kind of failure to commit to one mode of bootstrapping or the other mode of getting really big fast.
+
+`[00:31:03]` 所以我受到了那种失败的创伤，因为我没有致力于一种引导方式，或者另一种快速增长的方式。
+
+> And I think you should decide what you want to do.
+
+我认为你应该决定你想做什么。
+
+> You can really control your own destiny if you\'re willing to take a few more years and bootstrap with a small kind of reliable business and use that to build your next stage which is your facebook Netscape Groupon for squirrels.
+
+如果你愿意再花几年的时间来开创一家可靠的小公司，然后用它来建立你的下一个阶段，那就是你的 Facebook、网景、松鼠 Groupon，你就能真正掌控自己的命运。
+
+> Thank you very much.
+
+非常感谢
\ No newline at end of file
diff --git a/docs/sus2012/07.md b/docs/sus2012/07.md
new file mode 100644
index 0000000..6f7548e
--- /dev/null
+++ b/docs/sus2012/07.md
@@ -0,0 +1,1173 @@
+# Jessica Livingston at Startup School 2012  
+
+> `[00:00:00]` Hi everyone.
+
+`[00:00:00]` 大家好。
+
+> So believe this year I can\'t believe we have this team of people in the back helping.
+
+所以相信今年我不能相信我们有一队人在背后帮忙。
+
+> There\'s real chairs.
+
+有真正的椅子。
+
+> Look how many seats there are.
+
+看看有多少个座位。
+
+> `[00:00:12]` This is so exciting.
+
+`[00:00:12]` 这太令人兴奋了。
+
+> I\'m Jessica Livingston.
+
+我是杰西卡·利文斯顿。
+
+> I\'m one of the founders of Y Combinator and it\'s been more than seven years since we started ricey.
+
+我是 Y Combinator 的创始人之一，自从我们创办 ricey 以来已经有 7 年多了。
+
+> And in that time we\'ve funded 467 startups so I\'ve seen a lot of pattern.
+
+在这段时间里，我们资助了 467 家初创公司，所以我看到了很多模式。
+
+> I was a little nervous back there so thanks.
+
+我刚才有点紧张所以谢谢。
+
+> There\'s a talk I always want to give at the beginning of each batch warning everyone about stuff that I know is probably going to happen to them.
+
+我总是想在每一批开始的时候做一次演讲，警告每个人我知道可能会发生在他们身上的事情。
+
+> I finally wrote down my thoughts and I\'m going to share it with you today.
+
+我终于写下了我的想法，今天我将和你分享。
+
+> So we all know that lots of smart and talented people start startups on the left side.
+
+所以我们都知道很多聪明有才华的人都是从左边开始创业的。
+
+> There you see huge numbers of startups getting started.
+
+在这里，你可以看到大量的初创企业正在起步。
+
+> And yet if you look at the other side a few years later there\'s actually only a handful of startups that are big successes.
+
+然而，如果你看另一面，几年后，实际上只有少数几家初创企业取得了巨大的成功。
+
+> What\'s happening in the middle there that\'s causing such failure.
+
+在中间发生了什么，导致了这样的失败。
+
+> It\'s like there\'s a tunnel full of monsters that kill them along the way.
+
+就像在路上有一条满是怪物的隧道一样。
+
+> And I just want to thank Mineau monsters for providing me these fabulous cartoon monsters.
+
+我只想感谢米诺怪物为我提供了这些神奇的卡通怪物。
+
+> So I\'m gonna tell you about these monsters today so you can know how to avoid them in general.
+
+所以我今天要告诉你关于这些怪物的事，这样你就可以知道如何避开它们了。
+
+> Your best weapon against these monsters is determination and even though we usually use one word for it determination is really two separate things.
+
+你对付这些怪物的最好武器是决心，即使我们通常用一个词来形容它，决心实际上是两件事。
+
+> It\'s resilience and drive resilience keeps you from being pushed backwards and drive makes you go forwards.
+
+它的弹性和驾驶弹性，防止你被推后，驱动使你前进。
+
+> One reason you need resilience in a startup is that you\'re going to get rejected a lot.
+
+你在创业中需要弹性的一个原因是你会被很多人拒绝。
+
+> Even the most famous startups had a surprising amount of rejection early on.
+
+即使是最著名的初创公司也在一开始就遭到了令人惊讶的拒绝。
+
+> Everyone you encounter will have doubts about what you are doing whether it\'s investors potential employees reporters your family and friends.
+
+你遇到的每个人都会怀疑你在做什么，不管是投资者、潜在雇员、记者、家人和朋友。
+
+> What you don\'t realize until you start a startup is how much external validation you\'ve gotten for the conservative choices you\'ve made in the past.
+
+除非你创业，否则你不会意识到的是，你在过去所做的保守选择中得到了多少外部验证。
+
+> You go to college and everyone says great you graduate and get a job at Google and everyone says Great.
+
+你上了大学，每个人都说你很棒，你毕业后在谷歌找到了一份工作，每个人都说你很棒。
+
+> Well what do you think happens when you quit your job to start a company to rent out air beds.
+
+那么，当你辞去工作，开始一家公司出租空气床时，你认为会发生什么呢？
+
+> This is air Beinn BS Web site.
+
+这是 AIR Beinn BS 网站。
+
+> When they first launched in 2007.
+
+当他们在 2007 年第一次发射的时候。
+
+> I mean look up there were they explain what they do it says to designers create a new way to connect the idea say conference I\'ve never even heard of that conference.
+
+我的意思是，看看那里，他们解释了他们做了什么，对设计师说，创造一种新的方式来连接这个想法，比如说会议，我从来没有听说过那个会议。
+
+> And over on the left it says Lyster air bed.
+
+左边写着 Lyster 空气床。
+
+> `[00:02:57]` Beds.
+
+`[00:02:57]` 床。
+
+> I mean it\'s unbelievable.
+
+我是说这太难以置信了。
+
+> `[00:02:59]` This is not the sort of thing that you get a lot of external validation for.
+
+`[00:02:59]` 这不是你得到大量外部验证的那种东西。
+
+> Almost everyone is more impressed when you get a job at Google than if you make a Web site for people to rent out air beds for conferences.
+
+当你在谷歌找到一份工作时，几乎每个人都会给人留下更深刻的印象。
+
+> And yet this is one of the most successful startups.
+
+然而，这是最成功的创业公司之一。
+
+> So even if you\'re Airbnb Inbee you\'re gonna start out looking like an ugly duckling to most people.
+
+所以，即使你是 Airbnb In 蜜蜂，对大多数人来说，你也会看起来像只丑小鸭。
+
+> Here are the Airbnb Inbee founders when they did Y C back in early 2009.
+
+这里是 Airbnb In 蜜蜂的创始人，他们在 2009 年初做 YC 的时候。
+
+> And at this point they\'d already endured tons of rejection.
+
+在这一点上，他们已经忍受了大量的拒绝。
+
+> You should check out Brian\'s talk from the 2010 Startup School it\'s a very inspirational story but by the time they came to us they had maxed out their credit cards.
+
+你应该看看布莱恩在 2010 年创业学校的演讲，这是一个非常鼓舞人心的故事，但当他们来找我们的时候，他们已经用完了他们的信用卡。
+
+> They were eating leftover Captain McCain\'s cereal.
+
+他们在吃麦肯上尉的麦片。
+
+> They were at the end of their rope and everyone thought their idea was crazy.
+
+他们处于困境中，每个人都认为他们的想法是疯狂的。
+
+> And I actually didn't.
+
+其实我没有。
+
+> But they knew they were on to something.
+
+但他们知道他们发现了什么。
+
+> And during Lycee they made some key changes to their site.
+
+在 Lycee 的时候，他们对他们的网站做了一些关键的改动。
+
+> They talk to users.
+
+他们和用户交谈。
+
+> They set their goals and they measured everything and the graph started to go up.
+
+他们设定了他们的目标，他们测量了一切，图表开始上升。
+
+> Remember the new ideas usually seem crazy at first but if you have a good idea and you execute well everyone will see it eventually.
+
+记住，新的想法通常一开始看起来很疯狂，但是如果你有一个好主意，并且执行得很好，每个人最终都会看到它。
+
+> We funded Eric Makowski about two years ago when he was working on impulse the predecessor to the Pebble Watch.
+
+大约两年前，我们资助了埃里克·马科夫斯基(EricMakowski)，当时他是“卵石观察”(PebbleWatch)的前身。
+
+> Eric was a single founder and these watches there have something in common.
+
+埃里克是一个单一的创始人，这些手表有一些共同之处。
+
+> That terrifies investors.
+
+这让投资者感到害怕。
+
+> Their hardware.
+
+他们的硬件。
+
+> Poor Eric had a really hard time getting funding no one wanted to fund the hardware company.
+
+可怜的埃里克很难获得资金，没有人愿意资助这家硬件公司。
+
+> He met with more than like 30 investors who all said things like I love the idea but I can\'t fund a hardware company.
+
+他会见了 30 多名投资者，他们都说我喜欢这个主意，但我不能为一家硬件公司提供资金。
+
+> Some claim they just didn\'t fund hardware companies as a rule.
+
+一些人声称，他们只是不按惯例为硬件公司提供资金。
+
+> Others said that there are too many capital expenses upfront.
+
+另一些人则表示，前期的资本支出太多了。
+
+> They all said no when he showed them the concept but he\'d been building the pebble based on all this user feedback from impulse and he felt strongly that people wanted this product.
+
+当他向他们展示这个概念时，他们都拒绝了，但是他一直在根据用户的这些冲动反馈来建造鹅卵石，他强烈地觉得人们想要这个产品。
+
+> So I remember he talked to Paul and they agreed he should just give up investors and put it on Kickstarter.
+
+所以我记得他和保罗谈过，他们同意他应该放弃投资者，把它放到 Kickstarter 上。
+
+> His original goal was to raise a hundred thousand dollars to make a thousand watches and instead of a hundred thousand dollars pebble raised ten point two million dollars in 30 days the largest amount of money ever on Kickstarter.
+
+他最初的目标是筹集 10 万美元来制作一千块手表，而不是 10 万美元，鹅卵石在 30 天内筹集了 1，020 万美元，这是 Kickstart 有史以来最大的一笔钱。
+
+> Even a Y Combinator got rejected when we first started.
+
+我们刚开始的时候连一个 Y 组合器都被拒绝了。
+
+> This here is our first batch.
+
+这是我们的第一批。
+
+> Sitting at dinner in Cambridge Massachusetts back in 0 5.
+
+坐在马萨诸塞州剑桥的晚餐上。
+
+> Now there are lots of organizations doing what we do.
+
+现在有很多组织在做我们做的事情。
+
+> But trust me when we first started people thought we were crazy or just stupid.
+
+但相信我，当我们刚开始的时候，人们认为我们疯了或者只是愚蠢。
+
+> Even our own lawyers tried to talk us out of it.
+
+甚至连我们自己的律师也试图说服我们放弃。
+
+> But eight teams of founders took a chance on Y Combinator and moved to Cambridge and got their twelve thousand dollars per team.
+
+但是有八个团队的创始人抓住了 YCombinator 的机会，搬到了剑桥，每个团队得到了 1.2 万美元。
+
+> And I think they tell you they had a really great experience.
+
+我想他们告诉你他们有很棒的经历。
+
+> We too knew we were onto something interesting.
+
+我们也知道我们在做一些有趣的事情。
+
+> So we focused on making something that a few people loved and we just expanded slowly from there.
+
+所以我们专注于制作一些人们喜欢的东西，然后我们慢慢地扩展到那里。
+
+> But it was a slow process when we came out to Silicon Valley in the winter of 06.
+
+但是当我们在 06 年冬天来到硅谷的时候，这是一个缓慢的过程。
+
+> We hardly knew anyone so we decided we\'d focus on meeting new investors to convince them to come to demo day.
+
+我们几乎不认识任何人，所以我们决定集中精力与新投资者会面，说服他们来演示一天。
+
+> `[00:06:35]` I got an introduction to theNo.1 angel investor in the valley Ron Conaway and let me show you how he tried different brushes off so we get the introduction.
+
+`[00:06:35]` 我得到了第一位天使投资人罗恩·科纳韦的介绍，让我向你们展示他是如何尝试不同的画笔的，所以我们来介绍一下。
+
+> And Ron says is this in Boston.
+
+罗恩说这是在波士顿。
+
+> I stick to local and I said no we\'re in Mountain View and we\'d love to have you come to demo day and he said.
+
+我坚持当地，我说不，我们在山景城，我们希望你来演示一天，他说。
+
+> So is this a chance to invest in your incubator.
+
+所以这是一个投资于你的孵化器的机会。
+
+> And I replied No we\'re not asking you to invest in us.
+
+我回答：不，我们不是要你投资我们。
+
+> We\'re asking you to invest in individual startups and he said.
+
+我们要求你投资于个别初创企业，他说。
+
+> Off to circle back to you.
+
+回到你身边。
+
+> I\'m jammed up.
+
+我被堵住了。
+
+> We\'ve got the jammed up right now from Long car waves so embarrassing.
+
+我们现在被汽车长波堵住了，太让人尴尬了。
+
+> Oh my gosh.
+
+我的天啊。
+
+> But it all worked out in the end.
+
+但最终都成功了。
+
+> Here\'s Ron.
+
+罗恩来了。
+
+> `[00:07:23]` A year later speaking to the winter 07 batch of founders he did wind up coming into demo day and he was impressed with what he saw.
+
+`[00:07:23]` 一年后，当他对 07 年冬季的一批创始人讲话时，他终于进入了演示的一天，他对他所看到的印象深刻。
+
+> Remember if you execute well eventually you\'ll win people over.
+
+记住，如果你最终执行得很好，你就会赢得别人的支持。
+
+> And by the way I should also point out that there\'s David Wu Sanco who\'s speaking later today and there\'s Harge to Garh.
+
+顺便说一句，我还应该指出，今天晚些时候有大卫·吴桑科(David Wu Sanco)发言，还有哈吉(Harge To Garh)。
+
+> Is now partner NYC.
+
+现在是纽约的合伙人。
+
+> It was their batch.
+
+是他们的批次。
+
+> Remember there were two components to determination resilience and drive.
+
+记住，决心、弹性和动力有两个要素。
+
+> We\'ve talked about why you need resilience because everyone will be down on you but you need drive to overcome the sheer variety of problems they\'ll face in a startup.
+
+我们已经讨论过为什么你需要弹性，因为每个人都会对你不满，但你需要动力来克服他们在创业中将面临的各种问题。
+
+> Some of them are painfully specific like a lawsuit or a deal blowing up and some are demoralizing only vague like no one\'s visiting your site and you can\'t figure out why there\'s no playbook you can consult when these problems come up.
+
+其中一些是令人痛苦的具体细节，比如诉讼或交易破裂；另一些则是令人沮丧的，就像没有人访问你的网站一样，你无法弄清楚为什么当这些问题出现时，你没有可以参考的剧本。
+
+> You have to improvise and sometimes you have to do things that seem kind of abnormal.
+
+你必须随机应变，有时你不得不做一些看似不正常的事情。
+
+> This is a picture of a job.
+
+这是一张工作的照片。
+
+> Sorry.
+
+抱歉的
+
+> He\'s the founder of ælla cart you Lockheart lets restaurant customers order and pay through a tablet.
+
+他是“手推车”的创始人，洛克哈特公司让餐厅顾客通过平板电脑订购和付款。
+
+> He was a grad student atM.I.T.
+
+他是麻省理工学院的研究生。
+
+> when he started the company and he was so committed that he got a job as a waiter to learn what restaurants were like.
+
+当他创办这家公司时，他非常投入，于是找到了一份服务生的工作，来了解餐馆是什么样的。
+
+> You see that air duct up there over his head that looks like a halo.
+
+你看到他头顶上的风管看起来像个光环。
+
+> This is an example of a good founder.
+
+这是一个很好的创始人的例子。
+
+> Here are the Carlson brothers who founded stripe.
+
+这是创建条纹的卡尔森兄弟。
+
+> Patrick speaking right after me today actually they do payment processing online.
+
+帕特里克今天跟在我后面，实际上他们在网上做支付处理。
+
+> When these guys got started they were a pair of young programmers then no idea how to make deals with banks and credit card companies.
+
+当这些家伙开始的时候，他们是一对年轻的程序员，然后不知道如何与银行和信用卡公司做交易。
+
+> So I asked Patrick how did you even convince these big companies to work with you.
+
+所以我问帕特里克，你是怎么说服这些大公司和你合作的。
+
+> And one Trickey told me that worked was he started with a phone call and then people would pay attention to their arguments without being distracted by their youth.
+
+一位小精灵告诉我，他一开始打电话就成功了，然后人们就会注意到他们的论点，而不会被他们的青春分心。
+
+> And by the time they met in person and the companies could tell how young they are they were already impressed.
+
+当他们面对面见面的时候，公司就可以知道他们有多年轻了，他们已经印象深刻了。
+
+> We funded the Lockard Tron guys back in the summer of 0 9.
+
+我们早在 09 年夏天就资助了洛克德·特龙。
+
+> That\'s them actually at their Y see interview a year afterwards.
+
+这就是他们在 Y-见一年后的采访-的实际情况。
+
+> They were still figuring out their idea.
+
+他们还在想他们的主意。
+
+> They lived with the we pay guys and one day The Weepies were having a party for their investors.
+
+他们和我们付钱的人住在一起，有一天，Weepies 一家为他们的投资者举办了一个聚会。
+
+> And by that point the lock at trons were working on a product to lock your door with the iPhone.
+
+到那时，Trons 的锁正在开发一种产品，可以用 iPhone 锁住你的门。
+
+> They were able to impress one of the investors with their prototype and he asked to have 40 installed at some startup offices he owned.
+
+他们能够用他们的原型给一位投资者留下深刻的印象，他要求在他拥有的一些创业办公室安装 40 台。
+
+> The founders were totally psyched.
+
+创始人们都很兴奋。
+
+> But the commercial locks they needed to use cost five hundred bucks a pop.
+
+但是他们需要使用的商业锁一次要花五百美元。
+
+> They didn\'t have twenty thousand dollars to fulfill that order.
+
+他们没有两万美元来完成那项订单。
+
+> So they went around to local locksmiths and scrapyards buying broken locks for ten bucks apiece.
+
+于是他们到当地的锁匠和废品场去买破锁，每人十块钱。
+
+> They fixed them themselves and were able to deliver on that order.
+
+他们自己修好了，并能够交付这份订单。
+
+> Fast forward a few years later and these guys were ready to launch the newest version of the lock Tron and they decided to go on Kickstarter and guess what.
+
+快进几年后，这些家伙准备推出最新版本的锁 Tron，他们决定去 Kickstarter 和猜猜什么。
+
+> A day after lock Itron submit did their campaign.
+
+一天后，伊特恩提交了他们的战役。
+
+> Kickstarter changed their policy about hardware companies and rejected them.
+
+Kickstarter 改变了他们对硬件公司的政策，并拒绝了他们。
+
+> But the lock Itron guys decided to build their own Kickstarter and they did it in less than a week.
+
+但是锁具公司的人决定建造他们自己的 Kickstarter，他们在不到一周的时间里就完成了。
+
+> They wondered if anyone would even come.
+
+他们想知道是否有人会来。
+
+> And not only did people come but they\'ve already sold close to 2 million dollars worth of Lockard trons that way.
+
+而且，不仅人们来了，而且他们已经以这种方式卖出了价值近 200 万美元的洛克德手枪。
+
+> So let me give you just one last example.
+
+让我给你们最后一个例子。
+
+> Whoops.
+
+哇哦。
+
+> There we go.
+
+开始吧。
+
+> Improvising.
+
+即兴发挥。
+
+> These are the justin tv founders when they first got started and they were having a lot of scaling issues and one weekend their whole video system went down.
+
+这些都是贾斯汀电视的创始人，他们刚开始的时候，他们有很多缩放的问题，有一个周末，他们的整个视频系统都崩溃了。
+
+> `[00:11:17]` Kyle was in charge of it but no one knew where Kyle was and Kyle wasn\'t picking up his cell phone.
+
+凯尔负责这件事，但没人知道凯尔在哪里，凯尔也没有拿起他的手机。
+
+> `[00:11:25]` This was like a video so it was pretty critical that this get fixed immediately.
+
+`[00:11:25]` 这就像一段视频，所以非常关键的是，这件事必须马上解决。
+
+> So Michael seeable called Kyle\'s friends and found out that he was in Lake Lake Tahoe and got the address.
+
+于是 Michael Seable 打电话给凯尔的朋友，发现他在 Tahoe 湖，并得到了地址。
+
+> So here\'s a problem for you.
+
+所以这对你来说是个问题。
+
+> You know the address of where someone is and he\'s not answering his phone.
+
+你知道某人的地址，他不接电话。
+
+> How do you get a message to him immediately.
+
+你怎么马上给他留言。
+
+> `[00:11:47]` Michael went on to yelp and looked for a pizza place near the house and called them up and said I want to have a pizza delivered but never mind about the pizza.
+
+迈克尔接着叫了起来，在房子附近找了个比萨饼店，打电话给他们，说我要送披萨，但不要管披萨的事。
+
+> Just send the delivery guy over and say these four words.
+
+派送货员过来说这四个字。
+
+> The site is down.
+
+网站已经关闭了。
+
+> So the pizza place was like really confused by this and they send the pizza guy without a pizza.
+
+所以比萨饼店对此感到很困惑，他们送披萨的人没有比萨饼。
+
+> Kyle answers the door to the delivery guys like the site is down.
+
+凯尔给送货员开门，就像网站掉了一样。
+
+> Kyle\'s like.
+
+凯尔就像。
+
+> Oh no.
+
+哦，不
+
+> And he fixed the site.
+
+他修复了网站。
+
+> It was down for less than one hour from start to finish.
+
+从开始到结束都不到一个小时。
+
+> `[00:12:32]` All right.
+
+`[00:12:32]` 好的。
+
+> So now we\'re going to move on to another monster co-founder disputes.
+
+因此，现在我们将继续讨论另一个怪物联合创始人争端。
+
+> I think people underestimate how critical founder relationships are to the success of a startup.
+
+我认为人们低估了创始人关系对创业成功的重要性。
+
+> Unfortunately I\'ve seen more founder breakups than I care to even count.
+
+不幸的是，我看到了更多的创始人分手，甚至比我想数的还要多。
+
+> And when it happens it can crush a startup.
+
+当这种情况发生时，它可能会粉碎一家初创公司。
+
+> Be very careful when you decide to start a startup with someone.
+
+当你决定和别人一起创业时，要非常小心。
+
+> Do you know them well.
+
+你了解他们吗。
+
+> Have you worked with them or gone to school with them.
+
+你和他们一起工作过还是和他们一起去过学校。
+
+> Don\'t just slap yourself together with someone just because they\'re available and seem good enough.
+
+不要仅仅因为某人有空而且看起来很好就和他们在一起。
+
+> You\'ll probably regret it.
+
+你可能会后悔的。
+
+> And if you start seeing red flags do something about it don\'t think it\'ll just go away.
+
+如果你开始看到危险信号，不要以为它会消失。
+
+> It\'s a red flag when you find yourself worrying whether your co-founder is trustworthy or whether he or she works hard enough or is competent when founders break up for whatever reason.
+
+当你发现自己在担心你的联合创始人是否值得信任，或者他(她)工作是否足够努力，或者当创始人因任何原因分手时是否胜任，这都是一个危险信号。
+
+> It\'s a blow to the startups productivity and morale.
+
+这对初创企业的生产力和士气都是一个打击。
+
+> If there\'s three and one leaves it\'s not so bad.
+
+如果有三个，一个离开，那就没那么糟了。
+
+> But if there\'s two and one leaves it\'s hard because now you\'re a single founder.
+
+但如果有两个人离开，那就很难了，因为现在你是一个单一的创始人了。
+
+> Now we come to the investor monster.
+
+现在我们来看看投资者怪物。
+
+> Investors tend to have a herd mentality.
+
+投资者往往有从众的心态。
+
+> They like you.
+
+他们喜欢你。
+
+> If other investors like you.
+
+如果其他投资者喜欢你。
+
+> So if no one likes you until others do.
+
+所以如果没有人喜欢你，直到别人喜欢。
+
+> What happens when you talk to the first ones.
+
+当你和第一批人交谈时会发生什么。
+
+> No one likes you.
+
+没人喜欢你。
+
+> It\'s like the catch 22 of not being able to get a job because you don\'t have enough experience.
+
+这就像因为你没有足够的经验而找不到工作的第 22 条。
+
+> You\'re except you\'re really starting off in a hole and you have to work your way out of it.
+
+除了你真的是从一个洞里开始，你必须努力摆脱它。
+
+> You have to meet with lots of investors and hear things like I\'d be interested once you get some more traction or who else is investing.
+
+你必须与许多投资者见面，一旦你获得更多的吸引力，或者是其他人在投资，你就会听到像我这样的事情。
+
+> If you work hard enough you may be able to find a few people who are excited enough about you and the idea to fund you even though you don\'t have other investors yet.
+
+如果你工作得足够努力，你可能会找到一些人，他们对你和为你提供资金的想法非常兴奋，即使你还没有其他投资者。
+
+> Then when you have a few investors you can start to make that herd mentality work for you instead of against you.
+
+然后，当你有几个投资者时，你就可以开始让这种从众心态对你起作用，而不是对你不利。
+
+> Fundraising is hard and slow until it\'s fast and easy.
+
+筹款是艰难而缓慢的，直到它变得又快又容易。
+
+> But working to convince those first few investors can be really demoralizing.
+
+但是，努力说服那些最初的几个投资者确实会让人士气低落。
+
+> It\'s a grind.
+
+这是一场磨难。
+
+> Investors also like to drag their feet left to their own devices.
+
+投资者也喜欢把脚拖到自己的设备上。
+
+> They\'ll just keep delaying there\'s no downside for them to delay whereas delay will kill you because while you\'re fundraising your company will grind to a halt.
+
+他们只会继续拖延，这对他们来说没有坏处，而拖延会让你丧命，因为当你筹集资金的时候，你的公司就会陷入困境。
+
+> And by the way there are some really good investors who aren\'t like this.
+
+顺便说一句，有些真正好的投资者并不是这样的。
+
+> I\'m just talking about the median investor but it blows my mind how many successful startups had a hard time fundraising at first.
+
+我只是在谈论中位投资者，但让我惊讶的是，有多少成功的初创企业一开始很难筹集资金。
+
+> If you remember one piece of advice about investors it\'s that you\'ve got to create some type of competitive situation.
+
+如果你还记得一条关于投资者的建议，那就是你必须创造某种竞争环境。
+
+> I\'ll give you what is always stuck in my mind as the most amazing example of this.
+
+我会给你一个永远萦绕在我脑海中的东西，作为这方面最令人惊奇的例子。
+
+> One of the founders of one of our more successful startups.
+
+我们最成功的创业公司之一的创始人之一。
+
+> Had a longstanding relationship with aV.C.
+
+和 AV.C 有着长期的关系。
+
+> So when the founder started the company and did we see this Fisi kept in touch for three months not really doing anything except kind of keeping a benevolent eye on the founder.
+
+因此，当创始人创办公司时，我们看到菲西保持了三个月的联系，除了对创始人保持一种仁慈的关注之外，什么也没做。
+
+> The Veazey attended Demo Day but didn\'t invest.
+
+维西参加了演示日，但没有投资。
+
+> After a few months the startup gets a term sheet from a procedure Veazey.
+
+几个月后，这家初创公司从一家程序公司获得了一份学期表。
+
+> And for those of you in the audience who don\'t know a term sheet is an offer to invest in your company.
+
+对于那些不知道学期单的听众来说，他们愿意投资于你的公司。
+
+> When the first Veazey heard about this he shifted into panic mode.
+
+当第一个维西听说这件事时，他就进入了恐慌的状态。
+
+> He faxed the founder a term sheet from his firm with the valuation blank and just said in whatever valuation you want and Worryin.
+
+他传真给创始人一份来自他公司的条款单，上面写着“你想要的任何估价”和“烦恼”。
+
+> And there are worse things investors can do than just delay.
+
+而且，投资者还有比拖延更糟糕的事情可以做。
+
+> Sometimes they say yes and then change their mind.
+
+有时他们说是，然后改变主意。
+
+> It\'s not a deal until the money is in the bank.
+
+在钱存到银行之前，这不是交易。
+
+> And we\'ve seen some founders learn that the hard way.
+
+我们看到一些创办人通过艰难的方式学会了这一点。
+
+> I could tell you a lot of horror stories to frighten you.
+
+我可以给你讲很多恐怖故事来吓唬你。
+
+> But just remember that fundraisings a bitch.
+
+但别忘了募捐是个贱人。
+
+> `[00:16:34]` Why see founders raise money under really good circumstances.
+
+`[00:16:34]` 为什么看到创始人在非常好的环境下筹集资金。
+
+> And even for them it\'s a bitch.
+
+即使对他们来说也是个婊子。
+
+> `[00:16:42]` Sardis where one of the reasons fundraising can be so damaging to your company is that it\'s a distraction.
+
+`[00:16:42]` 萨戴斯，筹款会对你的公司造成很大损害的原因之一就是它分散了你的注意力。
+
+> We warn everyone early on and why see that there\'s no need to be very careful about distractions and no one is stupid enough to play video games all day but the kind of distractions founders fall for are things that seem like a reasonable way to spend their time.
+
+我们很早就警告每个人，为什么我们会发现没有必要对分心非常小心，也没有人会愚蠢到整天玩电子游戏，但创业者喜欢的那种分心行为似乎是一种合理的打发时间的方式。
+
+> We tell people that during Y C there\'s three things that they should be focusing on.
+
+我们告诉人们，在 YC 期间，他们应该关注三件事情。
+
+> Writing code talking to users and exercising and maybe that\'s a little bit extreme but the point is early on.
+
+写代码，和用户交谈，锻炼-也许这有点极端，但问题还在早期。
+
+> Nothing else for your startup matters.
+
+对你的创业来说没什么大不了的了。
+
+> You need to figure out how to make something people want and do it well.
+
+你需要弄清楚如何使人们想要的东西，并把它做好。
+
+> Don\'t spend all your time networking don\'t hire an army of interns just build stuff and talk to users.
+
+不要把你所有的时间都花在人际关系上，不要雇佣一支实习生大军，只需要制作东西和用户交谈。
+
+> And by the way fundraising is a distraction but it\'s a necessary ones.
+
+顺便说一句，筹款是分散注意力的，但这是必要的。
+
+> Just try to spend as little time on it as possible.
+
+尽量少花点时间在上面。
+
+> One thing that isn\'t necessary and is a bad distraction is talking to corporate development people or corp dev.
+
+有一件事是不必要的，也是一件令人分心的事情，那就是与公司开发人员或公司开发人员交谈。
+
+> These are people at big companies who buy startups so you get a call from a corp dev person and they want to learn more about what you\'re doing and explore possible ways of working together.
+
+这些人都是大公司的人，他们会买下创业公司，这样你就会接到一个公司开发人员的电话，他们想了解更多关于你们正在做什么的事情，并探索可能的合作方式。
+
+> The founders thanks.
+
+创始人谢谢。
+
+> Oh boy.
+
+哦天啊。
+
+> This important company wants to work with me.
+
+这家重要的公司想和我合作。
+
+> I should at least take the meeting and I hate to sound harsh but what these meetings are really for is a way for them to see if they want to do anH.R.
+
+我至少应该参加这次会议，我讨厌听起来很刺耳，但这些会议的真正目的是让他们看看他们是否想做 H.R。
+
+> acquisition.
+
+购置。
+
+> And anH.R.
+
+和 H.R。
+
+> acquisition means they\'re essentially trying to hire you.
+
+收购意味着他们实际上是想雇佣你。
+
+> And there\'s such a dangerous distraction that I\'ve given them their own little monster.
+
+还有一个危险的分心，我给他们自己的小怪物。
+
+> There\'s nothing wrong withH.R.
+
+H.R 没什么问题。
+
+> acquisitions if that\'s what you want to do.
+
+如果这是你想做的话。
+
+> But most founders don\'t start startups just to get a job at a big company for what essentially is a nice hiring bonus.
+
+但大多数创始人并不是仅仅为了在一家大公司找到一份工作而创办初创企业，这实际上是一笔不错的招聘奖金。
+
+> Talking to corp people early on isn\'t just a waste of time.
+
+早早与公司员工交谈并不是浪费时间。
+
+> It\'s uniquely demoralizing.
+
+这是唯一令人沮丧的。
+
+> And I see the cycle happen over and over.
+
+我看到循环一次又一次地发生。
+
+> The founders go to meet with the corp dev people and think the meeting was great.
+
+创办人去见公司的开发人员，认为会议很棒。
+
+> They\'re so friendly and enthusiastic and the founders delude themselves into thinking that their startup is going to be the one that gets bought for ten million dollars after only five months they start to think OK yeah we\'d kind of like to get acquired and they start to not work on their startup anymore and they lose momentum then they get the offer and it\'s essentially what they would have gotten if they\'d walked in off the street and gotten a job.
+
+他们是如此友好和热情，创始人们自欺欺人，以为他们的创业公司在短短 5 个月后就会以 1000 万美元被收购，他们开始认为好吧，是的，我们有点想被收购，他们开始不再为他们的初创公司工作，他们失去了动力，然后他们得到了这个机会，这基本上就是他们想要的。如果他们从街上走进来找工作的话。
+
+> But by then they\'ve gotten so accustomed to the idea of selling that they take it.
+
+但到那时，他们已经习惯了销售的想法，于是就接受了。
+
+> So going down the corpse Evros seriously can deflate your ambitions.
+
+所以把尸体放下来会让你的野心灰飞烟灭。
+
+> OK now we come to the fiercest monster of all the difficulty of making something people want.
+
+好了，现在我们来到了最凶猛的怪物，所有的困难，使一些人想要的东西。
+
+> It\'s so hard that most startups aren\'t able to do it.
+
+这太难了，以至于大多数初创公司都做不到。
+
+> You\'re trying to figure out something that\'s never been done before.
+
+你想找出以前从未做过的事。
+
+> Not making something people want is the biggest cause of failure we see early on with the second biggest being found or disputes in order to make something people want.
+
+不制造人们想要的东西是我们早期看到的最大的失败原因，我们发现了第二大原因，或者是为了让人们想要的东西而发生争执。
+
+> Being brilliant and determined is not enough.
+
+有才华和决心是不够的。
+
+> You have to be able to talk to our users and adjust your idea accordingly.
+
+你必须能够与我们的用户交谈，并相应地调整你的想法。
+
+> Ordinarily you have to change your idea quite a lot even if you start out with a reasonably good one.
+
+通常情况下，你必须改变你的想法，即使你从一个相当好的开始。
+
+> Remember this Web site Air Bed and Breakfast was a rather narrower idea when they first launched.
+
+记住，这个网站“空气床”和“早餐”在他们第一次推出的时候是一个比较狭窄的想法。
+
+> They started out as a site that let people rent out air beds to travellers for conferences.
+
+他们最初是一个网站，让人们把空气床租给旅行者参加会议。
+
+> Then they changed to renting out air beds.
+
+然后他们又换了个空床出租。
+
+> Then they changed to renting out a room or a couch.
+
+然后他们换了一个房间或沙发。
+
+> But the host had to be there to make breakfast.
+
+但是主人必须在那里做早餐。
+
+> Then they finally realized that there was all this pent up demand to rent out entire places.
+
+然后，他们终于意识到，所有这些压抑的需求出租整个地方。
+
+> This evolution shows that you may begin with kind of a general vision of what your startup is doing but you often have to try several different approaches to get it right.
+
+这一演变表明，你可能从一种对你的创业所做的事情的总体设想开始，但你经常需要尝试几种不同的方法才能使之正确。
+
+> And sometimes you have to totally change your idea or order head which lets you order takeout on your cell phone was the founders 6th idea.
+
+有时候，你必须完全改变你的想法或订单头，让你在手机上订购外卖，这是创始人的第六个想法。
+
+> We funded them for the first thing I think they presented on demo day with the third and it wasn\'t until order ahead that they hit on their big idea.
+
+我们资助了他们的第一件事，我认为他们展示了第三天的演示，直到订单提前，他们才想到了他们的伟大想法。
+
+> Even if you don\'t need to change the overall idea much you still tend to have to do lots of refinement and one of the best examples of this is Dropbox.
+
+即使你不需要改变总体观念，你仍然需要做很多改进，其中一个最好的例子就是 Dropbox。
+
+> Here\'s a photo of Drew Housden during Lycee in the summer of 0 7.
+
+这是 07 年夏天莱西的德鲁？豪斯顿的照片。
+
+> He had a rash were working on something that was obviously necessary but the reason it was hard to predict early on whether they\'d succeed is that there were lots of people doing this.
+
+他的皮疹正在做一些显然是必要的事情，但很难预测他们是否会成功的原因是有很多人这么做。
+
+> The way to win in this world was to execute well and it didn\'t happen overnight.
+
+在这个世界上获胜的方法是执行好，而这不是一夜之间发生的。
+
+> They had to get 1001 details right.
+
+他们必须得到 1001 个细节正确。
+
+> There were a lot of unglamorous schleps between that photograph and this one.
+
+那张照片和这张照片之间有很多平淡无奇的杂乱无章的地方。
+
+> Looks good between starting the company and being on the cover of Forbes.
+
+在创办公司和登上“福布斯”封面之间看上去不错。
+
+> You\'re going to have some dramatic ups and downs in a startup.
+
+你将在一家初创公司中经历一些戏剧性的起起落落。
+
+> You don\'t have the damping that you\'d have as part of a larger organization circumstances just kind of fooling you about the process is often described as a rollercoaster because your up one minute and down the next.
+
+在更大的组织环境中，你没有足够的阻尼，只是在某种程度上愚弄你的过程，通常被描述为过山车，因为你一分钟上一分钟，下一分钟下来。
+
+> Lots of rollercoaster stories that I know involve fundraising.
+
+很多我知道的过山车故事都和筹款有关。
+
+> And one of the most extreme ones happened to some people we funded in their previous startup.
+
+其中最极端的一件事发生在我们在上一次创业时资助的一些人身上。
+
+> It was based in Houston and they got a term sheet from a top tier Risi in Silicon Valley and one of the conditions was that they base their company in the valley.
+
+该公司总部设在休斯顿，他们从硅谷的一家顶级企业 Risi 那里得到了一份学期表，条件之一是他们将公司设在硅谷。
+
+> So they said fine.
+
+所以他们说没问题。
+
+> They sold their houses.
+
+他们卖掉了房子。
+
+> They they moved their families into corporate housing in Houston until they found places in the valley.
+
+他们把家人搬到休斯敦的公寓楼里，直到他们在山谷里找到了住处。
+
+> The documents were already signed and the money was scheduled to be wired on Friday and they were going to start working on Monday.
+
+这些文件已经签署，这笔钱预定在周五电汇，他们将在周一开始工作。
+
+> Out of the VCR is office.
+
+录像机外面是办公室。
+
+> So Friday comes around and for some reason the money was not wired.
+
+所以星期五来了，由于某种原因，钱没有汇过来。
+
+> So they call the you to ask if they should still come out and the like.
+
+所以他们打电话给你，问他们是否还应该出来等等。
+
+> Absolutely.
+
+绝对一点儿没错
+
+> So they get into their minivan and they drive from Houston to Silicon Valley and they stop in Vegas to celebrate.
+
+于是他们上了自己的小货车，从休斯顿开车到硅谷，然后在拉斯维加斯停下来庆祝。
+
+> This is the part of the rollercoaster.
+
+这是过山车的一部分。
+
+> So on my.
+
+所以我的。
+
+> They set up all their stuff in the conference room with a refund all six of their team there and by that Wednesday the money was still not wired so they had a board meeting planned for that day and they decide to invite theV.C.
+
+他们把所有的东西都安排在会议室里，他们的六个团队都得到了退款。到了那个星期三，这笔钱还没有汇入，所以他们计划在那一天召开董事会会议，并决定邀请 V.C。
+
+> And in this meeting the CEO talked about how sign up numbers had gone down temporarily because they had changed the way they measured them.
+
+在这次会议上，这位首席执行官谈到了注册人数是如何暂时下降的，因为他们改变了测量数据的方式。
+
+> I think you know how this story story\'s going to turn out theV.C.
+
+我想你知道这个故事的结局。
+
+> had actually gotten buyer\'s remorse and he used this as an excuse to break the deal.
+
+实际上，他得到了买家的悔恨，并以此为借口破坏了这笔交易。
+
+> Remember they had signed all the documents sold their homes moved to Silicon Valley and were just waiting to get the 7 million dollars wired to them.
+
+还记得他们签了所有的文件，卖了房子，搬到了硅谷，只是在等着把 700 万美元汇给他们。
+
+> And instead theV.C.
+
+取而代之的是 V.C。
+
+> bales he kicks them out of their conference room.
+
+他把他们踢出会议室。
+
+> The founders had to call their wives back in Houston and go back with their tails between their legs and they had to lay everyone off.
+
+创始人们不得不把妻子们叫回休斯敦，两腿夹着尾巴回去，他们不得不解雇所有人。
+
+> Can you imagine just a few days before they were celebrating in Vegas and now they have nothing incidentally to get to a story this extreme we had.
+
+你能想象几天前，他们在拉斯维加斯庆祝，现在他们没有任何附带的事情，我们有这么极端的故事。
+
+> Here\'s an example of a startup we didn\'t fund because I don\'t think a would probably do this to a startup.
+
+这里是一个我们没有资助的初创公司的例子，因为我不认为一个人可能会这样对待一家初创公司。
+
+> We funded.
+
+我们资助了。
+
+> Now let me just tell you about the other half of the rollercoaster.
+
+现在让我告诉你过山车的另一半。
+
+> We funded the code Kaddoumi team in the summer of 2011.
+
+我们在 2011 年夏天资助了代码 Kaddoumi 团队。
+
+> Their original idea didn\'t work and they kept exploring new ones.
+
+他们原来的想法行不通，他们一直在探索新的想法。
+
+> It wasn\'t until late July that they started working on their idea for teaching people to code online.
+
+直到 7 月底，他们才开始研究教人们在线编码的想法。
+
+> They launched just three days before Demo Day and in those three days they got over 200000 users.
+
+他们在演示日前三天发布，在这三天里，他们获得了超过 200000 的用户。
+
+> I mean they only launched so they could get up on demo day and say that they were a launch company that Zach Sims they\'re presenting on demo day.
+
+我的意思是，他们只是为了能在演示日站起来，说他们是 ZachSims 在演示日展示的一家发射公司。
+
+> They never expected that in just three days they could go from a startup with a non launched idea and get up on stage and announce they had 200000 users which is just about the most exciting thing you can say to investors.
+
+他们从未料到，在短短三天内，他们就能从一家没有推出创意的初创公司走出来，站起来，宣布拥有 200000 用户，这是你能对投资者说的最令人兴奋的事情了。
+
+> The theme here is how extreme things can be.
+
+这里的主题是什么是极端的东西。
+
+> Just remember that no extreme ever lasts.
+
+记住，没有任何极端会持续下去。
+
+> Don\'t let yourself get immobilized by sadness when things go wrong.
+
+当事情出错时，不要让自己被悲伤所束缚。
+
+> Just keep putting one foot in front of the other and know it will get better but don\'t get complacent when things are going well.
+
+只要把一只脚放在另一只脚前面，并知道它会变得更好，但当事情进展顺利时，不要自满。
+
+> In reality things are never as bad or as good as they seem.
+
+实际上，事情从来没有看上去那么糟糕或那么好。
+
+> And by the way what makes this rollercoaster even worse is that while you\'re on it there\'s this huge audience watching everything you do.
+
+顺便说一句，让这场过山车变得更糟的是，当你在过山车上的时候，有大量的观众在观看你所做的每一件事。
+
+> You\'ll have trolls and reporters say outrageous things about you online so be ready for that and have a thick skin so everyone knows it.
+
+你会有巨魔，而记者们会在网上说一些关于你的骇人听闻的事情，所以要做好准备，拥有厚厚的皮肤，让每个人都知道这一点。
+
+> Startups are hard.
+
+创业很难。
+
+> Yet when we watch people do them they\'re always surprised.
+
+然而，当我们看到人们这样做的时候，他们总是感到惊讶。
+
+> The reason they\'re surprised is that they don\'t realize how bad these specific problems can be.
+
+他们之所以感到惊讶，是因为他们没有意识到这些具体的问题会有多严重。
+
+> I\'ve seen some very smart and talented people get so demoralized that they just gave up.
+
+我见过一些非常聪明和有才华的人变得如此沮丧，以至于他们放弃了。
+
+> Startups are not for the faint of heart.
+
+创业并不适合那些胆小的人。
+
+> And I realize that this is not new news but I wanted you to at least understand how their hard early on so that when you run into these specific monsters you\'ll know what to do.
+
+我意识到这不是什么新消息，但我想让你至少明白他们的努力是多么的艰难，这样当你遇到这些特定的怪物时，你就会知道该怎么做了。
+
+> Thank you.
+
+谢谢。
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+# Hiroshi Mikitani at Startup School 2012  
+
+> `[00:00:00]` Thank you for coming.
+
+`[00:00:00]` 谢谢你能来。
+
+> Thank you very much for inviting so many people.
+
+非常感谢你邀请了这么多人。
+
+> A lot of people.
+
+很多人。
+
+> So maybe the start you could just tell us a little bit about what Rocketdyne is and how you got started.
+
+所以也许你可以先告诉我们罗克迪恩是什么以及你是如何开始的。
+
+> `[00:00:09]` OK.
+
+`[00:00:09]` 好的。
+
+> So I found in Iraq then in 1997 as a matter of fact you know I was trying to partner with one of your find a program and you know my concept was to create what we call Internet shopping mall in Japan.
+
+所以我在 1997 年在伊拉克发现，事实上，你知道我试图与你的一个寻找项目合作，你知道我的概念是在日本创建我们所谓的网络购物中心。
+
+> It was very very arty RTD and we tried to do it was full for viruses that didn\'t go through.
+
+这是非常艺术性的 RTD，我们试图这样做，这是充分的病毒，没有经过\‘。
+
+> So we started to hire you know young graduate school students start it from initial capital of 200000 USD never raise any money from NBC just hired young guys and went public in the year 2010 started to you know by many companies.
+
+所以我们开始雇佣，你知道，年轻的研究生院的学生从最初的 200000 美元开始，从来没有从 NBC 筹集任何资金，只是雇佣了年轻人，并且在 2010 年开始上市，你知道的，很多公司都知道。
+
+> Now we\'re number one in e-commerce about 35 to 40 percent market share in terms of e-commerce normally online travel.
+
+现在，我们在电子商务方面排名第一
+
+> Number one in online banking.
+
+网上银行的第一名。
+
+> `[00:01:14]` Number two online brokerage and we do about 38 different businesses in Japan.
+
+`[00:01:14]` 第二大在线经纪公司，我们在日本做了大约 38 个不同的业务。
+
+> `[00:01:22]` And we said to globalize our business so now we\'re in more than 13 countries.
+
+`[00:01:22]` 我们说要使我们的生意全球化，所以我们现在 13 个以上的国家。
+
+> We bought the second largest area in a company called Corbeau which is doing extremely well in Europe and Canada and in Asia.
+
+我们在一家名为 Corbeau 的公司购买了第二大区域，该公司在欧洲、加拿大和亚洲的表现非常好。
+
+> So we\'re a little bit different Internet company in Japan and now trying to globalize our business.
+
+所以我们在日本的互联网公司有点不同，现在我们正在努力使我们的业务全球化。
+
+> `[00:01:52]` How is starting a company in Japan and growing a company in Japan different and Silicon Valley.
+
+`[00:01:52]` 如何在日本创办一家公司，在日本发展一家不同的硅谷的公司。
+
+> Well you know there is no TV venture capital ecosystem.
+
+你知道没有电视风险投资生态系统。
+
+> `[00:02:05]` There are venture capitalists but not like you know you know a single but a type of food service.
+
+`[00:02:05]` 有风险资本家，但不像你所知道的那样，只有一种食品服务。
+
+> They will invest but not much.
+
+他们会投资但不多。
+
+> They will not get involved into the management that much.
+
+他们不会那么介入管理的。
+
+> So just kind of providing the capital.
+
+所以只是提供资金。
+
+> `[00:02:27]` So how did you learn the lessons that seasoned Silicon Valley tradition traditionally help entrepreneurs with.
+
+`[00:02:27]` 那么，你是如何学到经验丰富的硅谷传统帮助企业家的呢？
+
+> How did you learn how to run a company and grow it.
+
+你是如何学会如何经营和成长一家公司的。
+
+> `[00:02:35]` I don\'t know how she bases are helping these venture companies because I haven\'t never experienced the way I\'ve a game.
+
+我不知道她是如何帮助这些风险公司的，因为我从来没有经历过这样的游戏。
+
+> `[00:02:44]` I find it happening with my own.
+
+`[00:02:44]` 我发现它发生在我自己的身上。
+
+> `[00:02:47]` You know the money initial capital was just 200000 USD.
+
+`[00:02:47]` 你知道最初的资金只有 200000 美元。
+
+> But since I knew that I\'m not going to be funded a huge amount from ABC I create it sort of cash flow system so that I don\'t need to read I on NBC.
+
+但由于我知道我不会从 ABC 获得巨额资金，所以我创建了一种现金流系统，这样我就不需要在 NBC 上读我的文章了。
+
+> We ask our merchant to pay 500 dollars per month but we ask them to pay us six months upfront.
+
+我们要求我们的商人每月支付 500 美元，但我们要求他们提前六个月付款。
+
+> `[00:03:17]` So from the second months of our service at my company it was cash flow positive cash flow through every month and it was just very impressive.
+
+`[00:03:17]` 所以从我们在我公司服务的第二个月开始，我们每个月的现金流都是正的，这是非常令人印象深刻的。
+
+> `[00:03:32]` Looking back to that first year you know when you were sort of becoming cash flow positive very quickly and figuring this out as you went.
+
+`[00:03:32]` 回顾第一年，你知道，当你很快变成现金流正的时候，你就会明白这一点。
+
+> Are there any things that stick out that you would do differently.
+
+有没有什么特别的事情你会以不同的方式去做。
+
+> Well so ongoing.
+
+还在继续。
+
+> `[00:03:46]` We never raised any money from outside we raise later on from friends and families and we didn\'t need any money but it was kind of just you know for the friendship sake I want to make my family and my friends happy.
+
+`[00:03:46]` 我们从来没有从外面筹集过钱，后来我们从朋友和家人那里筹到了钱，我们不需要任何钱，但为了友谊，我想让我的家人和朋友开心。
+
+> `[00:04:05]` How far along were you when you about friends and family around.
+
+`[00:04:05]` 当你谈论朋友和家人的时候，你走了多远？
+
+> No there was like six months before we go public.
+
+不，在我们上市前的六个月。
+
+> `[00:04:15]` Two days before our IPO my friend must solve Softbank call me and ask me to let him in.
+
+`[00:04:15]` 在我们首次公开募股前两天，我的朋友必须解决软银的问题，打电话给我，让我让他进来。
+
+> But I said it\'s too late.
+
+但我说现在太晚了。
+
+> `[00:04:27]` Well we were very patient.
+
+`[00:04:27]` 我们很有耐心。
+
+> `[00:04:30]` To be honest we were a very patient for the first two years and tried to be create the you know Connell of our business model.
+
+`[00:04:30]` 老实说，我们在头两年非常有耐心，并试图创造我们的商业模式的“你知道的康奈尔”。
+
+> `[00:04:42]` So we\'re not trying to compete with the modelAmazon.com or eBay.
+
+`[00:04:42]` 所以我们不想和 Amazon.com 或者 eBay 竞争。
+
+> We\'re trying to create a great system to support medium to small sized merchant to sell their product all over Japan.
+
+我们正在努力创建一个伟大的系统，以支持中小型商人在日本各地销售他们的产品。
+
+> So we really tried to create an extremely strong culture of the company because I knew that I\'m going to be in this business for a long long time.
+
+所以我们真的试着为公司创造一种非常强大的文化，因为我知道我将在这个行业工作很长一段时间。
+
+> So we didn\'t rush really we were very patient.
+
+所以我们并不着急，我们很有耐心。
+
+> `[00:05:12]` Did you figure out that kernel on the first try did you get right.
+
+`[00:05:12]` 你在第一次尝试时就知道内核是正确的吗？
+
+> The thing that made Rocketdyne what it is the first try did you have to iterate and evolve to get.
+
+让 Rocketdyne-它是第一次尝试-的东西，你必须经过迭代和进化才能得到。
+
+> `[00:05:19]` Well one thing we did differently from most of space e-commerce company is we try to facilitate communication between the merchants and the consumers because the way I feel is of course you know buying products Price is important.
+
+`[00:05:19]` 我们所做的与大多数太空电子商务公司不同的是，我们试图促进商家和消费者之间的沟通，因为我的感觉是，你当然知道购买产品的价格是很重要的。
+
+> Efficiency is important but more than that in my opinion by being you know should be fun.
+
+效率是很重要的，但在我看来更重要的是成为你知道应该是有趣的。
+
+> And no we need to create a rich experience.
+
+不，我们需要创造一个丰富的经验。
+
+> So we try to be a liason between the consumer and the retailer instead of trying to compete against the retailer using the idea we want to use our technology to help small to medium size enterprise do business with consumers.
+
+因此，我们试图成为消费者和零售商之间的负担，而不是试图与零售商竞争，使用我们希望利用我们的技术帮助中小型企业与消费者做生意的想法。
+
+> So that was totally different idea and I was 100 percent confident my employees will really like the idea of helping small medium size companies rather than trying to destroy their business.
+
+所以这是完全不同的想法，我百分之百地相信我的员工真的会喜欢帮助中小型公司的想法，而不是试图摧毁他们的业务。
+
+> `[00:06:24]` So I mean as you said this is very different than anyone else was doing in e-commerce at the time really still is.
+
+`[00:06:24]` 所以我的意思是，正如你所说的，这与当时在电子商务中所做的非常不同。
+
+> Did you know that that was going to be the model you\'re going after before you started the company was that we were you convinced that this was what you were going to do differently.
+
+你知道吗，在你创立公司之前，你所追求的模式是，我们确信这就是你要做的不同的事情。
+
+> `[00:06:38]` We didn\'t think about how we would do it differently but we know what we wanted to do.
+
+`[00:06:38]` 我们没有想过我们将如何做不同的事情，但我们知道我们想做什么。
+
+> I always don\'t think about our competitors much because you know you cannot do too many things about Atabay you just need to focus on what you do to improve your service and improve customer satisfaction.
+
+我总是不太关心我们的竞争对手，因为你知道你不能对 Atabay 做太多的事情，你只需要专注于你所做的事情来改进你的服务和提高客户满意度。
+
+> `[00:06:57]` I think that\'s part of the nature of Japanese companies keep improving improving improving.
+
+`[00:06:57]` 我认为日本公司的部分性质在不断改进。
+
+> `[00:07:05]` How did you grow both in the early days when you were signing up these small and medium businesses that you wanted to help and then in the later days obviously you made a lot of acquisitions that helped drive growth.
+
+`[00:07:05]` 你是如何成长的？在早期，当你注册这些你想帮助的中小型企业的时候，很明显，在后来的日子里，你进行了大量的收购，帮助了经济的增长。
+
+> Could you just talk about how you figure out growth along the way.
+
+你能不能谈谈你是如何计算出一路上的增长的。
+
+> `[00:07:19]` Well first we have organic growth and we buy many companies in domestically and internationally domestically.
+
+`[00:07:19]` 首先，我们有了有机的增长，我们在国内和国际上收购了许多公司。
+
+> We created three things one great great brand by the way we have a professional baseball ruffling egos.
+
+我们创造了三件事，一个伟大的品牌，通过我们的方式，我们有一个职业棒球，愤怒的自我。
+
+> And so everybody knows racketing brand even if you don\'t even use internet they know raft and brand we host a TV found tennis tournament.
+
+所以每个人都知道球拍品牌，即使你不使用互联网，他们知道木筏和品牌，我们主持电视，发现网球赛。
+
+> So we have an extremely strong brand too.
+
+所以我们也有一个非常强大的品牌。
+
+> We created the strongest Mindich award program caught up in Sipple points so we can use those points to cross-sell our services and we also created the sort of the consumer database to analyze consumer data and now about eight 80 million.
+
+我们创建了最强大的 Mindich 奖励计划，被抓到 Sipple 积分，这样我们就可以利用这些积分交叉销售我们的服务，我们还创建了消费者数据库来分析消费者数据，现在大约有 8000 万。
+
+> `[00:08:12]` So about 90 percent of Internet operations are member we can use our currency points to cross-sell various services through them back to the topic of acquisitions.
+
+`[00:08:12]` 因此，大约 90%的互联网运营是会员，我们可以使用我们的货币点交叉销售各种服务，通过他们回到收购的主题。
+
+> `[00:08:27]` What do you look for when you make an acquisition and how do you integrate into the company into or 10 so that you\'re all one company together.
+
+`[00:08:27]` 当你进行收购的时候，你会寻找什么？你如何融入公司，或者 10，使你成为一家公司。
+
+> `[00:08:34]` So there\'s two types of acquisitions we make.
+
+`[00:08:34]` 所以我们有两种类型的收购。
+
+> One is purely geographic expansion to buy a time.
+
+一个是纯粹的地域扩张来争取时间。
+
+> So we bought thatBuy.com in theU.S.
+
+所以我们在美国买了那个 Buy.com。
+
+> played com UK prime minister in France and we try to use their presence in brand name and their presence and convert their business model to lock them model.
+
+英国首相在法国玩过游戏，我们试着利用他们的品牌和存在来改变他们的商业模式来锁定他们的模式。
+
+> The second type is addition to our ecosystem very chain like COBOL which is not doing as well as in other countries but they\'re very strong.
+
+第二类是添加到我们的生态系统，像 COBOL 一样，它做得不如其他国家那么好，但它们非常强大。
+
+> They have now more market share in Canada and in France and Japan.
+
+它们现在加拿大、法国和日本拥有更多的市场份额。
+
+> `[00:09:20]` So we need.
+
+`[00:09:20]` 所以我们需要。
+
+> We knew that we need a digital books service in our sort of product line up so we know that we can use our membership to facilitate the growth of COBOL business.
+
+我们知道，我们需要一个数字图书服务，在我们的产品线，所以我们知道，我们可以利用我们的会员，以促进 COBOL 业务的发展。
+
+> `[00:09:39]` So there is two types geographic expansion and to buy a time and those who addition to our ecosystem.
+
+`[00:09:39]` 所以有两种类型的地域扩张，一种是为了赢得时间，另一种是为了增加我们的生态系统。
+
+> `[00:09:47]` And then once you make these acquisitions how do you integrate them into the culture of architecture mission practice and value.
+
+`[00:09:47]` 然后一旦你进行了这些收购，你如何将它们融入建筑文化、使命、实践和价值之中。
+
+> `[00:09:57]` So before buying a company we talk about our dream and goal and culture and talk over and over and over again before we make acquisitions.
+
+所以，在收购一家公司之前，我们先谈谈自己的梦想、目标和文化，然后再一次又一次地谈一遍又一遍，然后再进行收购。
+
+> If they don\'t like our culture or our practice or our mission we\'re not going to buy even if you like their service because it doesn\'t make sense to lose the founders and the management of the company.
+
+如果他们不喜欢我们的文化、我们的实践或我们的使命，即使你喜欢他们的服务，我们也不会购买，因为失去公司的创始人和管理层是没有意义的。
+
+> So we talk over before the closure of the deal.
+
+所以我们在交易结束前再谈一谈。
+
+> We talk a lot about those kind of things.
+
+我们谈论了很多类似的事情。
+
+> `[00:10:27]` And what\'s your success rate for acquisitions in terms of good integration on those points.
+
+`[00:10:27]` 在这些方面，你的收购成功率是多少？
+
+> `[00:10:33]` Oh it\'s difficult.
+
+`[00:10:33]` 哦，这很难。
+
+> `[00:10:36]` I don\'t know but there\'s still no one you know only one fada we made was we went into China partnering with supply which is the largest search engine company in China but it didn\'t work out well.
+
+`[00:10:36]` 我不知道，但仍然没有人，你知道，我们做的唯一的一件事就是，我们和中国最大的搜索引擎公司-供应公司-合作进入中国，但结果不太好。
+
+> So you know we discussed with them and agreed that we should shut the business now and we withdrew from China yet year ago.
+
+所以你知道，我们和他们讨论过了，并同意我们应该现在关闭业务，而且我们已经从中国撤出了一年。
+
+> `[00:11:00]` So there is the on the you know the big Vedia I recognize at this moment even more than the sort of the cultural ideas you\'ve talked about.
+
+`[00:11:00]` 现在我认识的那个大维迪亚，比你所说的那种文化观念更重要。
+
+> `[00:11:16]` You know one thing that I just heard again and again and that Rockton is known for having having a great culture.
+
+`[00:11:16]` 你知道我刚刚听到的一件事，那就是罗克顿以拥有伟大的文化而闻名。
+
+> Could you talk about how you\'ve held that culture all the way through for the last 15 years as you said.
+
+你能不能像你说的那样，在过去的 15 年里一直坚持这种文化？
+
+> How do you think about the culture the company needs to be to be successful needs to have to be successful.
+
+你如何看待公司需要成功的文化，需要成功才能成功。
+
+> `[00:11:31]` So in my opinion you need to have two things.
+
+`[00:11:31]` 在我看来，你需要有两件事。
+
+> One is of course innovation and the second part is operation and innovation is kind of not so difficult to encourage people to be innovative but at the same time if you want a scale you business you need to have a strong operation culture as well and you wanted to achieve strong operational culture.
+
+一个当然是创新，第二个部分是运营和创新，鼓励人们创新并不难，但同时，如果你想要一个规模，你的业务，你需要有一个强大的经营文化以及你想要实现强大的经营文化。
+
+> `[00:11:58]` You need to have sort of these shared practices and the idea is kind of the framework for managing the company may mean using more numbers and keep your eyes more.
+
+`[00:11:58]` 你需要有一些共享的实践，而这种管理公司的框架可能意味着使用更多的数字，更多地关注你的眼睛。
+
+> Most likely the entrepreneurs who don\'t like you know just running the numbers but I think be quantitive and any frequentative is also very important.
+
+最有可能的是，那些不喜欢你的企业家只会计算数字，但我认为量化和任何频率都是非常重要的。
+
+> `[00:12:31]` So recently you invested in Pinterest.
+
+`[00:12:31]` 你最近投资了 Pinterest。
+
+> Can you talk a little bit about how that came together and what you see in Pinterest and how you hope that relationship is going to evolve.
+
+你能谈谈它是如何结合在一起的，你在 Pinterest 中看到了什么，以及你希望这种关系将如何发展。
+
+> `[00:12:41]` Well I think Pinterest spoke or just had a phone call with him and I think he was great.
+
+`[00:12:41]` 我想 Pinterest 和他通了电话，我觉得他很棒。
+
+> He\'s great.
+
+他很棒。
+
+> We like the company and I think Pinterest is very different from other social networks.
+
+我们喜欢这家公司，我认为 Pinterest 与其他社交网络有很大不同。
+
+> It\'s very you know graphical and appeals to the heart of your interest and has a strong influence over to buying behavior and buying the shoes of the people.
+
+这是非常你知道图形和吸引力的核心你的兴趣，并有很强的影响力，在购买行为和购买鞋的人。
+
+> So as an e-commerce company I think Pinterest is the best social network.
+
+因此，作为一家电子商务公司，我认为 Pinterest 是最好的社交网络。
+
+> So we found Pinterest and I had a meeting with Ben Dring in Cairo.
+
+所以我们找到了 Pinterest，我和 Ben Dring 在开罗举行了一次会议。
+
+> `[00:13:18]` And he liked me.
+
+`[00:13:18]` 他喜欢我。
+
+> He let us in.
+
+他让我们进去的。
+
+> `[00:13:27]` What I think maybe you should ask them.
+
+`[00:13:27]` 我认为也许你该问他们些什么。
+
+> `[00:13:30]` But he he still I think he had seen something different in us you know compared with otherU.S.
+
+`[00:13:30]` 但是他仍然我认为他在我们身上看到了一些与其他美国不同的东西。
+
+> based Internet companies so if he says I will ask him what do you see as the big challenges and the opportunities in retail and e-commerce coming down over the next few years.
+
+基于互联网公司，所以，如果他说，我会问他，你认为什么是巨大的挑战和机会零售业和电子商务在未来几年下降。
+
+> `[00:13:50]` Of course you know I think this is to the siege stage one for e-commerce.
+
+`[00:13:50]` 你当然知道，我认为这是电子商务的第一阶段。
+
+> Now we are seeing lots of decent content sales so they bookC.D DVD games everything will be digital and online Difford into the logistics will become more and more important.
+
+现在我们看到了很多像样的内容销售，所以他们的书，D，DVD，游戏，一切都将数字化和线上，迪福德的物流将变得越来越重要。
+
+> And there are lots of innovative logistics company you know using robots and automation to you know improve the efficiency and also the devices the mobile phones smartphones.
+
+有很多创新的物流公司，你知道，使用机器人和自动化，你知道，提高效率，也提高设备，移动电话，智能手机。
+
+> The tablet will become the major device to buy products and maybe there will be a sort of social.
+
+平板电脑将成为购买产品的主要设备，也许还会有一种社交功能。
+
+> I think these social shopping is still Milbury fine.
+
+我觉得这些社交购物还是不错的。
+
+> The strong answer to it.
+
+对此的有力回答。
+
+> `[00:14:46]` But I think in the future it will call for social shopping or anything else.
+
+`[00:14:46]` 但我认为，在未来，它将需要社交购物或其他任何东西。
+
+> Are there major ways you identified the Japanese consumers behave differently than consumers anywhere else in the world.
+
+你是否认为日本消费者的行为方式与世界上其他地方的消费者不同？
+
+> `[00:14:57]` Well Knapton is what I call a shopper centric marketplace meaning that every shop has a very different characters and so the design and the user experience and we provide all sorts of tools for them to make fans around shop.
+
+`[00:14:57]` 我称之为以顾客为中心的市场，这意味着每一家商店都有非常不同的特征，所以设计和用户体验，我们提供了各种各样的工具，让他们在商店周围成为粉丝。
+
+> `[00:15:21]` So I think Rapidan was very social from day one.
+
+`[00:15:21]` 所以我认为 Rapidan 从第一天起就很喜欢社交。
+
+> We try to create a fans around shops not our own rocket and still that JP the fans around shops and all these shops as well you know professional staff and they are the sort of curator of wines or sports goods or you know groceries and so forth.
+
+我们试着在商店周围创造一个粉丝，而不是我们自己的火箭，仍然是 JP，商店周围的粉丝，以及所有这些商店，你知道专业的工作人员，他们是葡萄酒或体育用品的策展人，或者你知道杂货等等。
+
+> `[00:15:43]` So I think my question is if you want to buy some product do you want to ask your friend or do you want to ask the staff at the pro shop and my.
+
+我想我的问题是，如果你想买一些产品，你想问你的朋友还是问我和专卖店的员工。
+
+> Of course sometimes your friend is can give you a bit of advice then staff at the brushoff but most time you know I think you should ask professionals.
+
+当然，有时你的朋友是可以给你一点建议，然后在工作人员在布鲁霍夫，但大多数时候，你知道，我认为你应该问专业人士。
+
+> So that was our approach and I think it worked extremely well in Japan and now we\'re testing in other countries and I think it\'s it\'s working very well as well.
+
+这就是我们的方法，我认为它在日本非常有效，现在我们正在其他国家进行测试，我认为它也非常有效。
+
+> `[00:16:19]` Can you talk you talked a little bit about mobile and tablets but obviously in Japan that\'s become a huge way that people are probably even bigger than here where it seems like own right on the phone all the time.
+
+`[00:16:19]` 你能谈谈吗？你谈了一点关于移动和平板电脑的话题，但很明显，在日本，移动和平板电脑已经成为一种巨大的方式，人们可能比这里的人更大，在这里，人们似乎一直在打电话。
+
+> How much are you thinking about mobile and how you\'re thinking about mobile as sort of the future of the company.
+
+你对手机有多少想法？你认为移动是公司未来的一部分。
+
+> `[00:16:34]` Well already 25 percent of Rockton transaction which is big.
+
+`[00:16:34]` 已经有 25%的罗克顿交易，这是很大的。
+
+> We do about 15 billion USD or even more this year just for pure e-commerce in Japan and already 25 percent of actually is coming from mobile devices including future Volhynia smartphone.
+
+我们今年做了大约 150 亿美元，甚至更多，仅仅是为了在日本的纯电子商务，已经有 25%的实际来自移动设备，包括未来的 Volhynia 智能手机。
+
+> Maybe a 60 percent smartphone 40 percent feature phone and smartphone transaction is growing about 300 to 400 percent year on year.
+
+也许 60%的智能手机，40%的功能手机和智能手机的交易比去年同期增长了 300%到 400%。
+
+> So it will be more than 50 percent in a couple of years.
+
+因此，在未来几年内，这一比例将超过 50%。
+
+> `[00:17:12]` It\'s  `[00:17:12]` huge.
+
+`[00:17:12]` `[00:17:12]` 太大了。
+
+> `[00:17:14]` That is huge.
+
+`[00:17:14]` 那是巨大的。
+
+> You said something earlier that was so interesting to me I made a note to go back to it which is that you don\'t think a lot about competition because you can\'t do much about that.
+
+你之前说了些我很感兴趣的话，我做了个笔记，让我回顾一下，那就是你对竞争并不怎么想，因为你对此无能为力。
+
+> One thing that I hear from startups all the time is Fearby competition.
+
+我从初创公司一直听到的一件事是恐惧的竞争。
+
+> So when you were starting the company and Amazon and eBay were were huge.
+
+所以，当你开始创业的时候，亚马逊和 eBay 都是大公司。
+
+> Was that a problem for you.
+
+这对你来说是个问题吗。
+
+> Did people ask you what are you going to do about Amazon and eBay.
+
+人们有没有问过你，你打算对亚马逊和 eBay 做些什么？
+
+> You know how are you going to beat them how you can be with them and how do you think about sort of how did you stay focused on doing your own thing and ignoring competition.
+
+你知道如何打败他们，如何和他们在一起，你如何思考，你是如何专注于做自己的事情，忽视竞争的。
+
+> `[00:17:46]` Well let me put it I learn from the competitors but I\'m not afraid of competitors because even if you are afraid of it doesn\'t do any good for you.
+
+让我说一句，我向竞争对手学习，但我不怕竞争对手，因为即使你害怕它，对你也没有任何好处。
+
+> I learned what they\'re doing and then maybe you know try to match if I have to.
+
+我学会了他们在做什么，然后如果我需要的话，也许你可以试着去匹配。
+
+> `[00:18:05]` But I think the the way we approach e-commerce is totally different fromAmazon.com because again we try to facilitate the transaction is medium to small margins to the larger ones to the consumers.
+
+`[00:18:05]` 但我认为我们对待电子商务的方式与 Amazon.com 完全不同，因为我们再一次试图促进交易，对于消费者来说，这是中到小的利润。
+
+> As a consequence you know we have big brands almost old department store as big a big fashion brands almost entire Tahnee companies are using our platform.
+
+因此，你知道，我们有大品牌，几乎是旧百货商店，大时尚品牌，几乎整个塔尼公司都在使用我们的平台。
+
+> And that\'s a major portion of our business but approaches to how to help small to medium size merchants to do business with consumers.
+
+这是我们业务的一个主要部分，但我们将如何帮助中小型商家与消费者做生意。
+
+> So.
+
+所以
+
+> `[00:18:52]` I think we have a philosophical difference between ourselves andAmazon.com So I\'m not very afraid of them but I\'m always thinking about how we can scale.
+
+`[00:18:52]` 我认为我们和 Amazon.com 之间有一个哲学上的区别，所以我不太害怕他们，但我总是在想我们如何扩大规模。
+
+> `[00:19:03]` Our business holding on time but the way I see what\'s so interesting here we\'re talking a little bit backstage about just sort of Japanese culture and the differences between starting a startup here and we talk about investing.
+
+`[00:19:03]` 我们的业务准时举行，但在我看来，这里很有趣的是，我们在后台谈论的只是一种日本文化，以及在这里创业和我们谈论投资的不同之处。
+
+> Could you talk about hiring and how you hired the initial people and especially in a culture where joining a startup is not as cool as it was making it now as it is in the valley.
+
+你能谈谈招聘以及你如何雇佣最初的员工吗？尤其是在这样一个文化中，加入一家初创公司并不像现在硅谷那样酷。
+
+> `[00:19:32]` Well now of course it\'s different from 50 years ago when I started a company you know nobody wanted to work for small startups but now they have seen many successes and there are so many young people who want to work for the startups and ventures and so forth.
+
+`[00:19:32]` 现在，当然了，这和 50 年前我开了一家公司是不一样的。你知道，没有人想为小型创业公司工作，但现在他们已经取得了很多成功，有那么多年轻人想为创业公司工作，等等。
+
+> `[00:19:56]` I think the way I mean hiring younger people and not to higher the mid to upper age people as much as possible because I knew that we wanted to embrace our older you know corporate culture.
+
+`[00:19:56]` 我认为我的意思是雇佣更年轻的人，而不是尽可能多地雇用中上层的人，因为我知道我们想拥抱我们的老年企业文化。
+
+> `[00:20:16]` So it was very important for me to hire young people and educate them especially in 90 days after we went public.
+
+`[00:20:16]` 所以，在我们上市后的 90 天里，雇用和教育年轻人对我来说是非常重要的。
+
+> We started to hire many Lobethal gray gray hair people and you know because we need that we need more professional expertise.
+
+我们开始雇佣许多 Lobethal 白发人，你知道，因为我们需要更多的专业知识。
+
+> And two and a half years ago we announced that we are going to convert dunnhumby Kishen language from Japanese to English.
+
+两年半前，我们宣布，我们将把敦恩姆比·基申语从日语转换成英语。
+
+> `[00:20:42]` And this was a big splash in the Japanese society and some CEOs that you know you know explicitly announce that we are crazy company as we are but now 70 percent of new engineers joining us are no Japanese.
+
+`[00:20:42]` 这是日本社会的一大轰动，一些 CEO 明确宣布我们是疯狂的公司，但现在加入我们的新工程师中有 70%不是日本人。
+
+> 30 percent of the new employees are not Japanese so we had to equal mobilizing our recruitment.
+
+30%的新员工不是日本人，所以我们不得不平等地调动我们的招聘人员。
+
+> `[00:21:08]` Mark Zuckerberg a few years ago made a comment about hiring young people preferentially and it was all that the press talked about for two weeks so maybe you\'ll be featured a lot.
+
+马克·扎克伯格几年前发表了一条关于优先雇用年轻人的评论，媒体在两周里一直在谈论这个问题，所以你可能会经常被报道。
+
+> `[00:21:18]` Now I\'m talking alone.
+
+`[00:21:18]` 我现在一个人说话。
+
+> `[00:21:22]` Why did you make that decision to make English the official language of the company.
+
+`[00:21:22]` 为什么你决定把英语作为公司的官方语言。
+
+> Well so the thing I have done in Japan is each side to create an open culture company so we disclose almost all information to entire employees.
+
+那么，我在日本所做的事情是，每一方都创建一个开放的文化公司，所以我们向全体员工披露了几乎所有的信息。
+
+> So we\'re the people who is doing e-commerce know what\'s going on for our banking business.
+
+所以，我们是从事电子商务的人，我们知道我们的银行业务正在发生什么。
+
+> And we of course share all these expertise and platforms as much as possible you know web marketing engineering and so forth and so forth.
+
+当然，我们也尽可能多地分享这些专业知识和平台，比如网络营销、工程等等。
+
+> So that was our strengths.
+
+这就是我们的优势所在。
+
+> How common is that for Japanese companies to do to share everything openly.
+
+日本公司公开分享一切是多么普遍。
+
+> Well sharing the opening up is very common and we call this Yohko then meaning a horizontal transfer of expertise.
+
+分享开放是非常普遍的，我们称之为 Yohko，意思是横向转移专业知识。
+
+> `[00:22:12]` I think this is one of the strengths of Japanese company because it\'s not good or bad.
+
+`[00:22:12]` 我认为这是日本公司的优势之一，因为它不是好的或坏的。
+
+> It\'s not performance oriented Nevius system.
+
+它不是以性能为导向的 Nevius 系统。
+
+> And I wanted to do this globally but I couldn\'t because most of the expertise is in Japan and our most of our stuff cannot communicate in English.
+
+我想在全球范围内做这件事，但我做不到，因为大部分的专业知识都在日本，而我们大部分的知识都不能用英语进行交流。
+
+> `[00:22:34]` So you know I was kind of a liason between our global business and Japanese business and that was getting me tired just know talking you know and being Shazli doing everything.
+
+`[00:22:34]` 所以你知道，我对我们的全球业务和日本业务有点说三道四，这让我很累，只知道说话，你知道，沙兹利什么事都做。
+
+> And so one day I woke up and thought about everything in English.
+
+所以有一天，我醒来，用英语思考每一件事。
+
+> And so I stood in front of entire Simonson\'s employees and told them I\'m going to convert the.
+
+所以我站在整个西蒙森的员工面前告诉他们我要改变。
+
+> Show business language show adopting from Japanese to English.
+
+从日语到英语的商务语言表演。
+
+> `[00:23:05]` What was the reaction in that room.
+
+`[00:23:05]` 那个房间里有什么反应？
+
+> `[00:23:06]` It was a very quiet very quiet but as told that he changed the score of employees improve almost 200 points for the last two years what\'s called an English test.
+
+`[00:23:06]` 这是一个非常安静的过程，但当他被告知，在过去两年里，他改变了员工的分数，提高了将近 200 分，这就是所谓的英语考试。
+
+> And most of the staff can manage to communicate in English.
+
+大多数员工都能用英语进行交流。
+
+> They\'re afraid of going abroad or joining the international conference.
+
+他们害怕出国或参加国际会议。
+
+> Now we have so many people you know known Japanese foreigners in Tokyo office and now they starting to benchmark international players instead of domestic players so they changed.
+
+现在我们有很多人，你们知道，日本人在东京办事处，现在他们开始测试国际球员，而不是国内球员，所以他们改变了。
+
+> `[00:23:50]` That\'s great.
+
+`[00:23:50]` 那太好了。
+
+> One last question.
+
+最后一个问题。
+
+> We were talking backstage and the last time that Paul and Mickey met was 16 or 17 years ago when Paul was working on the web.
+
+我们在后台交谈，保罗和米奇最后一次见面是在 16 或 17 年前，当时保罗正在网上工作。
+
+> So Paul loves to ask people these what was someone like the first time you met them.
+
+所以保罗喜欢问这些人，当你第一次见到他们的时候，他们是什么样的人。
+
+> `[00:24:06]` So finally we get asked what program is like.
+
+`[00:24:06]` 最后，我们被问到程序是什么样子的。
+
+> `[00:24:10]` So it\'s a reading the Harvard Business School case so initially I went after I left my bank I started sort of a business consulting firm and I was looking for something new to do.
+
+`[00:24:10]` 这是在阅读哈佛商学院(Harvard Business School)的案例，所以一开始我离开银行后，我创办了一家商业咨询公司，我在寻找新的工作。
+
+> And you know I came up with the internet shopping idea and one of my classmate hovers at school call me Mickey you needed look at this company it\'s called bio web and it\'s my friend\'s company.
+
+你知道，我想出了一个网上购物的点子，我的一个同学在学校里闲逛，叫我米奇，你需要看看这家公司，它叫做生物网络，它是我朋友的公司。
+
+> So I went viaWeb.com and look at me like that next day.
+
+于是我去了 viaWeb.com，第二天就这样看着我。
+
+> I put the economy class airplane ticket and flew over to Boston and I went for.
+
+我把经济舱的机票寄到波士顿去了。
+
+> And it was five people company.
+
+是五人公司。
+
+> And we kind of as we said we\'re going to do things together but the last minute Paul was supposed to come over to Japan at the airport.
+
+就像我们说的那样，我们要一起做一些事情，但是最后一分钟保罗应该在机场来日本。
+
+> He found out that his passport has expired.
+
+他发现他的护照过期了。
+
+> `[00:25:08]` And somehow the deal didn\'t go through.
+
+`[00:25:08]` 而这桩交易却以某种方式没有通过。
+
+> So I feel that was really the first moment I fell.
+
+所以我觉得那是我第一次摔倒。
+
+> `[00:25:18]` I met the tudi strong entrepreneur and I feel the excitement and energy in Paul and he and his team.
+
+`[00:25:18]` 我遇到了图迪强大的企业家，我感受到保罗和他的团队的兴奋和活力。
+
+> `[00:25:29]` That was great note and thank you very much.
+
+`[00:25:29]` 那是很棒的笔记，非常感谢你。
+
+> Thank you.
+
+谢谢。
\ No newline at end of file
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+++ b/docs/sus2012/09.md
@@ -0,0 +1,1017 @@
+# David Rusenko at Startup School 2012  
+
+> `[00:00:00]` Thanks for having me guys.
+
+`[00:00:00]` 谢谢你们邀请我。
+
+> You hear me all right.
+
+你好好听我说。
+
+> Cool.
+
+凉爽的
+
+> So I want to start by just going over the Weebly story a little bit telling you kind of how we got to where we got to today and some of the lessons we learned along the way.
+
+所以，我想先回顾一下 Weeble 的故事，告诉你们我们是如何到达今天的位置的，以及我们在这过程中学到的一些教训。
+
+> So what is weebly first of all.
+
+所以最重要的是。
+
+> If if some you guys haven\'t heard of it Weebly is a simple and powerful way to create a site.
+
+如果有些人没有听说过，Weeble 是创建网站的一个简单而有力的方法。
+
+> People want to create a site they want to create a blog.
+
+人们想要创建一个网站，他们想要创建一个博客。
+
+> They want to sell things online and they just want to work.
+
+他们想在网上卖东西，他们只想工作。
+
+> They don\'t want the frustrations around it.
+
+他们不想被挫折包围。
+
+> So let me show you a couple of Weebly sites the first site is a photographer from Toronto showcasing their photography.
+
+让我给你们看看几个 Weeble 网站，第一个网站是一个来自多伦多的摄影师，展示他们的摄影作品。
+
+> The second site is an interior designer from Oregon.
+
+第二个网站是俄勒冈州的室内设计师。
+
+> They\'ve actually been featured in Dwell magazine for their entire designs were on their Web site on weebly.
+
+事实上，他们在“生活”杂志上有特写，因为他们的整个设计都在 Weeble 的网站上。
+
+> The third site is a graphic designer from California you can see all these sites just look great and not one line of HMRC says was written for these sites.
+
+第三个网站是一个来自加利福尼亚的平面设计师，你可以看到所有这些网站只是看起来很棒，没有一行 HMRC 说是为这些网站编写的。
+
+> This next site is pretty special.
+
+下一个网站很特别。
+
+> This is Brian.
+
+我是布莱恩。
+
+> He\'s 80 years old.
+
+他 80 岁了。
+
+> He retired and his passion is building ukuleles and he started doing his spare time went on weebly and create a Web site.
+
+他退休了，他的热情是建立尤库莱尔斯，他开始做他的业余时间，继续进行，并创建了一个网站。
+
+> What do you know the word got out.
+
+你知道那个词泄露了什么。
+
+> And you know he could build a couple of ukeleles out of a shop per month.
+
+你知道他每个月都可以在商店里建几个小木屋。
+
+> He now has 36 months backorder of ukeleles.
+
+他现在有 36 个月的苦差事。
+
+> And this last site\'s really special to us.
+
+最后这个网站对我们来说很特别。
+
+> You may have seen that along with initiative I think last year.
+
+你可能已经看到了这一点，以及我认为去年的主动性。
+
+> But but this group of students who had volunteered in Kenya heard this story about Omari they had been brutally attacked while trying to find his orphanage and they didn\'t even have a fence to defend themselves.
+
+但是，这群自愿在肯尼亚工作的学生听说了这个关于奥马利的故事，他们在寻找他的孤儿院时遭到了残酷的攻击，他们甚至没有栅栏来保护自己。
+
+> So they created Weebly Web site about this posted it to it and we\'re able to raise over a hundred thousand dollars in less than a week for the orphanage and they built they built a wall and a fence and much more than that.
+
+于是他们创建了 Weevery 网站，把它贴在上面，我们可以在不到一周的时间里为孤儿院筹集到超过 10 万美元，他们建了一堵墙和一道篱笆，还有更多的东西。
+
+> That\'s actually now helping out that orphanage in Kenya.
+
+这实际上是在帮助肯尼亚的孤儿院。
+
+> So a little bit about our story and how we got to where we are today.
+
+关于我们的故事，我们是如何达到今天的水平的。
+
+> In early 2006 as part of a class project at Penn State we were came up with the same idea six years ago we thought you know why is this so hard.
+
+2006 年初，作为宾州一个班级项目的一部分，我们在六年前提出了同样的想法，我们以为你知道为什么这么难。
+
+> Why is it still so hard to build a Web site.
+
+为什么要建立一个网站还是那么困难。
+
+> We\'re seeing people all around us that we\'re just struggling and so we can\'t with the idea we start working on now.
+
+我们看到周围的人都在挣扎，所以我们不能接受我们现在开始工作的想法。
+
+> I\'m going to introduce you to the theme of the presentation here.
+
+我将在这里向你们介绍演讲的主题。
+
+> This is a graph of our new Sinos per day.
+
+这是我们的新西诺斯每天的图表。
+
+> Now this is August 2006.
+
+现在是 2006 年 8 月。
+
+> This is real data and you can see up at the top.
+
+这是真实的数据，你可以看到顶部。
+
+> It\'s six months after we started working on weebly.
+
+那是我们开始研究 Weeble 的六个月后。
+
+> So six months six months after we wrote our first line of code our grand sign of day we got 12 new users.
+
+因此，在我们编写了第一行代码六个月后，我们迎来了 12 个新用户。
+
+> And you know it\'s just kind of friends and family it is still Alpha stages wasn\'t something that was easy to pump out in a month is something that was difficult.
+
+你知道，这只是朋友和家人的事情，阿尔法阶段还不是什么容易在一个月内完成的事情，是一件很困难的事情。
+
+> That took some time to build over that summer.
+
+这个夏天花了一些时间才建好。
+
+> Dan and I and Chris were working on it.
+
+丹和我还有克里斯正在做这件事。
+
+> Here\'s October 2006.
+
+这是 2006 年 10 月。
+
+> Eight months later.
+
+八个月后。
+
+> So we\'ve now been writing code and working on the idea for eight months.
+
+所以我们已经写了八个月的代码了。
+
+> We posted a private invitation on some forums and we thought man this is going to blow up and we got about 30 people a sign of that day.
+
+我们在一些论坛上发布了一份私人邀请函，我们认为这一天会爆炸，我们有大约 30 人参加，这是那天的一个标志。
+
+> So you know around this time I was up pretty late at night.
+
+所以你知道，大约在这个时候，我很晚才起床。
+
+> Was browsing Slashdot that kind of tells you also you know that was the most popular tech news site back then and I was reading an article on Y Combinator.
+
+在浏览 Slashdot 的时候，你也知道那是当时最受欢迎的科技新闻网站，我当时正在读一篇关于 Y Combinator 的文章。
+
+> I said you know I think I\'ve heard about this before I\'m not really sure starving the article.
+
+我说你知道我想我听说过这件事之前我还不确定是不是饿了这篇文章。
+
+> Oh this sounds really cool this sounds interesting Oh application deadlines in two hours.
+
+哦，这听起来很酷，这听起来很有趣，哦，两个小时内的申请截止日期。
+
+> So I thought you know what the hell.
+
+所以我以为你知道怎么回事。
+
+> I\'ll put some together really quick.
+
+我会很快地整理一些。
+
+> It doesn\'t hurt to apply now.
+
+现在申请是无害的。
+
+> I didn\'t actually have enough time to call a Dan or Chris to ask them if they\'d be willing to drop out of school and moved to San Francisco.
+
+实际上，我没有足够的时间打电话给丹或克里斯，问他们是否愿意辍学搬到旧金山。
+
+> So I took a guess.
+
+所以我猜了一下。
+
+> I figured you know Chris would probably do it.
+
+我想你知道克里斯可能会这么做。
+
+> He\'s he\'s a pretty wild guy and Dan\'s a pretty tall guy too.
+
+他很野，丹也很高。
+
+> But I figured he might want to finish his college career.
+
+但我想他可能想要完成他的大学生涯。
+
+> So we applied NYC with literally less than an hour to go on the clock.
+
+所以我们用了不到一个小时的时间就申请了纽约。
+
+> Got accepted for an interview drove up to Boston interviewed.
+
+被接受了一次去波士顿面试的面试。
+
+> We thought we thought it was great.
+
+我们觉得很棒。
+
+> Incidentally the morning of the interview I wake up checked my phone ring e-mail bleary eyed and I got an e-mail from so congrats on the tech crunching.
+
+顺便说一句，面试的那天早上，我醒来时，看了看我的电话铃声，一双愁眉苦脸的眼睛，收到了一封电子邮件。
+
+> What the hell is this about.
+
+这到底是怎么回事。
+
+> So open tech crunches just so happened that tech crunch ruined by a sat morning and I\'m sure it definitely didn\'t hurt with the interview.
+
+所以，开放的技术工作就这样发生了，一个星期六的早晨，科技危机被毁了，我相信面试肯定没什么坏处。
+
+> But I also had to explain this graph.
+
+但我也得解释一下这个图表。
+
+> This is really important.
+
+这真的很重要。
+
+> This is not normally what a tech crunching looks like normally it goes straight up.
+
+正常情况下，这并不是一个科技机构通常看起来的样子-通常情况下，它会直线上升。
+
+> And straight back down.
+
+然后直接回去。
+
+> We had an invitation system in place to make sure our servers crash.
+
+我们有一个邀请系统，以确保我们的服务器崩溃。
+
+> And so that\'s why you see it\'s spread out over more time.
+
+这就是为什么你看到它分散在更多的时间里。
+
+> But you know later that night know Paul told us to expect a call from us by 7:00p.m.
+
+但你知道那天晚上晚些时候保罗让我们在晚上 7 点前接到电话。
+
+> the same day.
+
+同一天。
+
+> We\'ll let you know if he made it or not.
+
+如果他来了我们会告诉你的。
+
+> So we were pretty nervous and we went out to dinner and we sat down and literally I remember you know 7:00p.m.
+
+所以我们很紧张，我们出去吃饭，然后坐下来，我记得你知道晚上 7 点。
+
+> rolled around and 8:00p.m.
+
+在晚上 8 点左右滚来滚去。
+
+> rolled around.
+
+滚来滚去。
+
+> And we were all just staring at our plates of food in front of us like we literally couldn\'t eat.
+
+我们都盯着面前的食物盘，就好像我们真的不能吃一样。
+
+> We were so nervous.
+
+我们太紧张了。
+
+> And then by 9:00p.m.
+
+然后到晚上 9 点。
+
+> we\'re like this is it.
+
+我们就像这样。
+
+> We\'re definitely not making and they\'ve called everyone they\'ve accepted and now they\'re just calling the losers that arc and then so I think around 9 9 3 the phone call from Paul comes in and I answer it and literally his first words were I\'m calling to end your college career.
+
+我们肯定没有打电话给他们接受的所有人，现在他们只打电话给失败者，然后我想 9 点 3 左右，保罗打来电话，我接了电话，他的第一句话是：我打电话来结束你的大学生涯。
+
+> Laughter.
+
+笑声。
+
+> So you know funnily enough you know I ended up talking to Dan later and say hey guys you want to join don\'t you know I know we have a semester left.
+
+所以你知道得很有趣，你知道我后来和丹谈了，说嘿，伙计们，你们想加入，你不知道，我知道我们还有一学期的时间。
+
+> It sounds crazy but how about we just drop out of school moved to San Francisco.
+
+听起来很疯狂，但我们干脆辍学搬到旧金山怎么样？
+
+> What do you think of Christmas.
+
+你觉得圣诞节怎么样。
+
+> Hell yeah let\'s do it.
+
+好吧，让我们去做吧。
+
+> And as Dan I\'m like Dan you like like why do you think this is pretty crazy.
+
+作为丹，我就像丹，你喜欢，为什么你觉得这很疯狂。
+
+> He\'s like Yeah I\'m on board.
+
+他就像我在船上一样。
+
+> This sounds awesome.
+
+这听起来很棒。
+
+> So you know this is this is a picture of us that we took right after we got that phone call.
+
+你知道这是我们接到电话后拍的照片。
+
+> I think this picture was also right after we each took three shots at the bar to celebrate with our friend Dana.
+
+我想这张照片也是在我们每个人在酒吧拍了三张照片，和我们的朋友 Dana 一起庆祝之后。
+
+> So the next graph is January 2007.
+
+下一个图表是 2007 年 1 月。
+
+> So we move out to San Francisco start to Y Combinator program.
+
+所以我们搬到旧金山开始 Y 组合程序。
+
+> It\'s now 11 months.
+
+现在是 11 个月了。
+
+> After we start working on we but you know this is a pretty long time.
+
+在我们开始研究之后，但是你知道这是很长的一段时间。
+
+> This is almost a full year after you start writing our first line of code.
+
+在您开始编写我们的第一行代码之后，几乎已经整整一年了。
+
+> I want you to take a look at this graph and I want you to notice something.
+
+我想让你们看看这张图，我希望你们注意到一些东西。
+
+> This isn\'t straight up into the right.
+
+这不是直接向右的。
+
+> It goes straight up.
+
+一直往上走。
+
+> It comes straight back down.
+
+它直接倒下来。
+
+> Now maybe you got a couple squiggles here that a little that are a little hopeful but things aren\'t looking great.
+
+现在，也许你有几个小问题，有点希望，但事情看起来不太好。
+
+> We\'re getting less than a hundred people per day signing up right now almost a year after we started working on weebly.
+
+现在，我们每天注册的人数还不到 100 人，几乎是在我们开始工作一年之后。
+
+> You know this is a picture of our first office so we literally moved into an apartment.
+
+你知道，这是我们第一间办公室的照片，所以我们真的搬到了一间公寓里。
+
+> We put three desks that you could really tell how long ago this was because that old ass tv in the lower right hand corner and the 15 inch monitors and we literally just pushed three that together put it in the living room.
+
+我们放了三张桌子，你可以知道这是多久前的事了，因为右下角的那台旧电视和 15 英寸的显示器，我们把三张放在一起，放在客厅里。
+
+> And this is this is what startup looks like.
+
+这就是创业公司的样子。
+
+> We just worked our asses off.
+
+我们只是干了些蠢事。
+
+> We had one important Rojos we took Saturday off.
+
+我们周六休息了一个重要的 Rojos。
+
+> But otherwise every other moment every waking moment was 24/7 work wasn\'t all bad.
+
+但除此之外，每隔一段时间，每一次清醒的时刻都是 24/7 的，工作并不都很糟糕。
+
+> We had a great view.
+
+我们的景色很好。
+
+> The San Francisco Bay.
+
+旧金山湾。
+
+> And you know this is this is a fun story.
+
+你知道这是个有趣的故事。
+
+> This is a little display that Chris hacked up and he just put it in the middle of a table and it showed kind of some basic stats or showed like low to average which you don\'t see right here.
+
+这是 Chris 砍下的一个小显示器，他把它放在桌子中间，它显示了一些基本的统计数据，或者显示为低到平均，你在这里看不到。
+
+> But it also showed total users and logged in users and there\'s three logging users here.
+
+但是它也显示了总用户和登录用户，这里有三个登录用户。
+
+> That\'s because it was the three of us around the table using weebly.
+
+那是因为我们三个人在桌旁使用 Weeble。
+
+> `[00:07:28]` Applause applause.
+
+`[00:07:28]` 掌声。
+
+> `[00:07:31]` One of the one of our biggest moment still I think in company history was one night we were sitting there and it went for you know like we were excited.
+
+`[00:07:31]` 我认为公司历史上最重要的时刻之一是，有一天晚上我们坐在那里，你知道，就像我们很兴奋一样。
+
+> That was exciting.
+
+太令人兴奋了。
+
+> So you know in January 2007 we also got a feature on tech crunch again.
+
+所以，你知道，在 2007 年 1 月，我们还得到了一个关于技术危机的功能。
+
+> This is much more normal it goes straight up and straight back down.
+
+这是更正常的，它直接向上，然后直接向下。
+
+> `[00:07:51]` And you know get 11 months after we started working on weebly.
+
+`[00:07:51]` 你知道，在我们开始研究 Weeble 的 11 个月后。
+
+> This is April 2007 and there\'s a couple hard times also want to check.
+
+这是 2007 年 4 月，有几个困难的时刻也想检查一下。
+
+> Sometimes just hear about the good stuff you don\'t hear about bad stuff you don\'t hear about the times we\'re really hard.
+
+有时候，你只需要听那些你不听的好东西，你就不会听到我们真的很难的时候。
+
+> This is 14 months after you start working on it.
+
+这是你开始工作的 14 个月后。
+
+> The first thing I want to dress on this slide is the sign of graph I kind of want you to look at the end there and notice you know I think we were just oblivious and very hopeful the time but that kind of looks like it\'s heading down it\'s not heading up it\'s actually heading in the wrong direction at this point April 2007.
+
+在这张幻灯片上，我想要穿的第一件事是图的符号，我有点想让你看最后，注意到你知道，我认为我们只是忘记了，而且对时间充满了希望，但是那种看起来像它朝下的方向，在 2007 年 4 月的这个时候，它实际上并没有朝错误的方向前进。
+
+> I mean we were just finishing the Wise Program.
+
+我是说我们刚刚完成了智者计划。
+
+> We were really hopeful that we could raise money.
+
+我们真的希望我们能筹集到资金。
+
+> But you\'re talking some angel investors.
+
+但你说的是天使投资者。
+
+> But at one point we had less than a hundred bucks in our bank account.
+
+但有一次，我们的银行账户里只有不到一百块钱。
+
+> And that\'s all the money we had.
+
+这就是我们所有的钱。
+
+> We know we spent money on two things early on we spent money on rent and we spent money at the bar.
+
+我们知道我们在两件事上花了钱，一是在房租上花钱，二是我们在酒吧里花了钱。
+
+> And that\'s pretty much it.
+
+差不多就是这样了。
+
+> And you know we\'re pretty hopeful but rent was coming up in two weeks and we had to pay rent in two weeks so we started talking about raising our friends and family round.
+
+你知道我们很有希望，但是租金在两周后就要涨了，我们不得不在两周内付房租，所以我们开始讨论如何抚养我们的朋友和家人。
+
+> `[00:08:53]` We started talking about moving to San Jose to save a hundred bucks a month in rent.
+
+`[00:08:53]` 我们开始谈论搬到圣何塞一个月节省 100 美元的租金。
+
+> And luckily we didn\'t do that.
+
+幸运的是我们没有那么做。
+
+> Laughter And you know luckily sort of right in the nick of time we end up raising a six or 50 Cange around from from Rawn from Steve Anderson.
+
+笑声，你知道，幸运的是，在这段时间里，我们从史蒂夫·安德森的罗恩身边拿出了六五十块钱。
+
+> Mike Maples bunch angels.
+
+迈克·梅普斯一群天使。
+
+> This is another thing that really dates this story.
+
+这是另一件事，真正的日期这个故事。
+
+> That big stack of paperwork is an equity financing looks like these days.
+
+那么多文件都是股票融资，看上去就像现在一样。
+
+> You know all the financing most stage financings are done via a convertible note to three pages tops.
+
+你知道，大多数阶段融资都是通过最多三页的可转换票据完成的。
+
+> This is a fat stack for equity financing.
+
+这是一个庞大的股权融资堆积如山。
+
+> So you know the next big thing for us was being feature Newsweek.
+
+所以你知道我们的下一件大事是“新闻周刊”。
+
+> Now this used to be a really big deal.
+
+现在，这曾经是一件很重要的事情。
+
+> I don\'t know today if it\'s as much of a big deal.
+
+我不知道今天是否有那么大的问题。
+
+> But back then this was a huge deal this is the thing that your parents like bought 10 copies the magazine afforded to everyone they knew.
+
+但在那时候，这是一笔巨大的交易，这是你父母喜欢买的 10 份杂志，给他们认识的每个人。
+
+> And so this was really a big deal 15 months and that that was definitely a high point.
+
+所以这真的是一个重要的 15 个月，这绝对是一个最高点。
+
+> And that\'s what that looks like.
+
+那就是那样子。
+
+> So it\'s so now you\'re seeing the effect of what being featured in Newsweek looks like you know again it\'s a very sore point.
+
+所以现在你看到了“新闻周刊”的特写效果，看起来你又知道了，这是一个非常痛苦的问题。
+
+> It goes up and it comes right back down.
+
+它会上升，然后马上就会下降。
+
+> `[00:10:01]` You\'re not noticing you know it settles higher and that\'s definitely a good sign.
+
+`[00:10:01]` 你没有注意到，你知道它会更高，这绝对是个好兆头。
+
+> But it\'s still going down.
+
+但它还在下降。
+
+> It\'s not going up.
+
+不会上升的。
+
+> This is 15 months after we started working on wheely here.
+
+这是我们在这里开始工作 15 个月后。
+
+> `[00:10:16]` Here\'s a shot of our office here in July 2007 and that\'s darn sit in there.
+
+`[00:10:16]` 这是 2007 年 7 月我们办公室的一张照片，那是该死的坐在里面。
+
+> And that\'s also our stats dashboard.
+
+这也是我们的数据仪表盘。
+
+> You can kind of see what\'s going on.
+
+你可以看看这是怎么回事。
+
+> Next big moment for us around the same time I was being featured in time so we feature in time as one of the 50 best Web sites of 2007.
+
+下一个重要时刻对我们来说，大约在同一时间，我在时间上被特写，所以我们及时作为 2007 年 50 个最好的网站之一。
+
+> `[00:10:36]` Is 18 months after we saw work on Wimbley a year and a half after we start working on weebly and things still aren\'t taken off.
+
+`[00:10:36]` 是我们在温布利工作一年半后的 18 个月后，我们开始在 Weeble 工作，但事情仍然没有进展。
+
+> There\'s no hockey stick here.
+
+这里没有曲棍球棍。
+
+> Things are actually going in the wrong direction now.
+
+实际上，事情现在正朝着错误的方向发展。
+
+> I want to try something out here.
+
+我想在这里试试。
+
+> Raise your hand if you\'re currently working on a startup.
+
+如果你目前正在创业，请举手。
+
+> Now keep your hand up open up keep your hands up.
+
+现在举起你的手，张开你的手，举起你的手。
+
+> Now keep your hand up only if you\'ve been working out for over 18 months.
+
+现在，只有当你运动超过 18 个月的时候，才能举起你的手。
+
+> OK.
+
+好的
+
+> Right.
+
+右（边），正确的
+
+> That\'s what I thought.
+
+我就是这么想的。
+
+> `[00:11:04]` It\'s a long time.
+
+`[00:11:04]` 这是很长的一段时间。
+
+> This is a really long time and we didn\'t have any we didn\'t have too much positive we were just sort of naive we were naively hopeful that things will work out and we knew it was a good problem to be solving.
+
+这真的是很长的一段时间，我们没有任何积极的事情，我们只是有点天真，我们天真地希望事情会解决，我们知道这是一个很好的解决问题。
+
+> We\'re getting feedback from our users.
+
+我们从用户那里得到反馈。
+
+> But you know the metrics weren\'t entirely there yet.
+
+但你知道，衡量标准还没有完全到位。
+
+> And this is where it changes.
+
+这就是它改变的地方。
+
+> This is this is 20 months and finally finally 20 months after we start working on we we were seeing our first real traction.
+
+这是 20 个月，最后 20 个月后，我们开始工作，我们看到了我们的第一次真正的牵引力。
+
+> Now this is good.
+
+现在这很好。
+
+> This is where your rate of acquiring newsprint is increasing linearly.
+
+这是你购买新闻纸的速度线性增长的地方。
+
+> That\'s a pretty good thing and one thing to notice you know you might think hey if only I get on tech crunch I\'ll blow up my company I\'ll be successful if I just get on tech crunch.
+
+这是一件非常好的事情，而且有一件事值得注意，你知道你可能会想，嘿，如果我陷入了技术危机，我就会毁了我的公司，如果我继续技术危机的话，我会成功的。
+
+> Well look all the way back there just a word of mouth.
+
+好吧，回头看看，只是说说而已。
+
+> Now we\'re now getting more users every single day than if we were featured in Newsweek Time or tech crunch in July 2008.
+
+现在，如果我们在 2008 年 7 月的“新闻周刊”(NewsWeek)或“科技危机”(Tech Ccrick)上登台，现在我们每天的用户数量都
+
+> `[00:11:58]` We moved in our first four office twenty nine months after we saw our work and we were we funny story that TV on the wall got stolen.
+
+‘
+
+> Our office got broken into the first week we moved in laughter.
+
+我们的办公室在我们开怀大笑的第一个星期就被攻破了。
+
+> That was fun getting a call from the police officer at the next Abian like you got to deal with their office is busted.
+
+接到下一个 Abian 警察的电话真是太有趣了，就像你要处理他们的办公室被捣毁一样。
+
+> So you know here\'s another picture.
+
+所以你知道这是另一张照片。
+
+> And this was just a it was small.
+
+这只是一个很小的。
+
+> It was 14 Hurren square feet we\'re in a fitting I think about 12 people there.
+
+这是 14 赫伦平方英尺，我们在一个合适的地方，我想大约有 12 人在那里。
+
+> And and you know around the summer time we started looking at our bank account balance.
+
+你知道，大约在夏天的时候，我们开始查看我们的银行账户余额。
+
+> And you know we\'re like OK well you know how much runway do we have.
+
+你知道我们很好，你知道我们有多少跑道。
+
+> This is an important thing to know.
+
+这是一件重要的事情要知道。
+
+> If you\'re not profitable how much runway do we have.
+
+如果你不赚钱，我们有多少跑道。
+
+> We said OK well we really need to start raising money in September maybe October November we\'re gonna run out of money.
+
+我们说好吧，我们真的需要在九月，也许十月，十一月开始筹款，我们的钱就要用完了。
+
+> You know so so we said well we\'ll what the hell let\'s let let\'s give it a shot at least start making some money.
+
+你知道，所以我们说，好吧，让我们做什么，让我们给它一个机会，至少开始赚钱。
+
+> So July 2008 when she was Weebly pro we also sell domain names now and when we started that time and things were looking good.
+
+所以 2008 年 7 月，当她是 WeeblePro 的时候，我们现在也卖域名，当我们开始的时候，事情看起来很好。
+
+> But if you know anything about the fall of 2008 it was just a really bad time to be raising money.
+
+但如果你对 2008 年秋季有所了解的话，那只是筹集资金的一个非常糟糕的时机。
+
+> So we went out there and you know Mitr worked but the terms were just not what we were looking for.
+
+所以我们去了那里，你知道米塔尔工作过，但条件并不是我们想要的。
+
+> So this is a graph of our company bank balance.
+
+这是我们公司银行余额的图表。
+
+> I actually hacked up Vanguard\'s graphic flash graph to plot Nexium Alpha digraph this for you guys.
+
+实际上，我黑了 Vanguard 的图形闪存图，为你们绘制了 NexiumAlpha 有向图。
+
+> This is 34 months after we started working on weebly and it was pretty low.
+
+这是 34 个月后，我们开始研究 Weeble，这是相当低的。
+
+> And this is you know this is this is another hard time.
+
+这是你知道的，这是另一个艰难的时刻。
+
+> We basically we we looked at our bank balance and we said okay well you know revenues increasing and things are going in the right direction and we\'re pretty hopeful we can squeeze through but you know we can\'t pay our bills next month.
+
+基本上，我们看了我们的银行余额，我们说，好吧，你知道，收入在增加，事情正在朝着正确的方向发展，我们非常希望我们能勉强度日，但你知道，我们下个月付不起账单。
+
+> So what are we to do about it.
+
+那我们该怎么办。
+
+> So you know obviously payroll was just never an option.
+
+所以你知道，很明显，工资从来就不是一个选择。
+
+> We\'re obviously going to pay payroll.
+
+我们显然要支付工资。
+
+> If we had to cut our own salaries that was going be one thing but for people we employ that was just not optional pay that.
+
+如果我们不得不削减我们自己的工资，那将是一回事，但对于我们雇用的人来说，这不是随意支付的。
+
+> So the next step was to get out of counter literally I remember getting out a big counter on a piece of paper and mapping out all our bills on which days they were do and how much money we thought we were going to make in the meantime to just barely squeak by.
+
+所以下一步就是走出柜台-我记得我在一张纸上拿出了一个大柜台，列出了我们所有的账单-它们是哪一天做的-以及我们认为在这段时间里我们能赚多少钱-只是勉强度日而已。
+
+> And then there\'s really two types of bills that we label.
+
+还有两种类型的钞票，我们都贴上标签。
+
+> There was one there was a type of bill that if you didn\'t pay it you got a late fee.
+
+有一种账单，如果你不付的话，你会得到一笔滞纳金。
+
+> And the second type of bill if you didn\'t pay it they shut your servers off.
+
+第二类账单，如果你不付的话，他们会关闭你的服务器。
+
+> So obviously we had to pay that second category.
+
+所以很明显，我们必须支付第二类费用。
+
+> But you know in January 2009 which is which is a great month for us.
+
+但你知道，在 2009 年 1 月，这是一个伟大的月份，我们。
+
+> `[00:14:28]` You know we finally hit break even.
+
+`[00:14:28]` 你知道我们终于达到了收支平衡。
+
+> This is where things started turning in the profitable direction.
+
+这就是事情开始朝着有利可图的方向发展的地方。
+
+> And you know this is where you first start seeing a working business model.
+
+你知道，这是你第一次看到一个行之有效的商业模式的地方。
+
+> It finally collects and you can see a little bit history out there.
+
+它终于收集起来了，你可以看到一些历史。
+
+> Thirty five months that\'s three years after we start working on it when we finally hit a working business model.
+
+在我们开始工作后的三十五个月，当我们终于建立起一个工作的商业模式时，这已经是第三个月了。
+
+> This is February 2010.
+
+这是 2010 年 2 月。
+
+> And now things are looking great.
+
+现在一切看起来都很好。
+
+> Now we\'re off to the races four years after we start working on weebly.
+
+现在，我们开始工作四年后，就可以去参加比赛了。
+
+> I want you to notice all the way in the back that Newsweek that time you know the tech crunch articles they\'re just blips on the radar.
+
+我想让你注意到，在新闻周刊的后面，你知道那些科技紧要关头的文章，它们只是雷达上的闪光点。
+
+> You know now everyday we\'re getting about 5000 new users per day.
+
+你知道，现在每天我们大约有 5000 名新用户。
+
+> All of you a word of mouth.
+
+你们都是口耳相传。
+
+> It\'s all organic growth.
+
+全是有机的生长。
+
+> In March 2011 sixty one months out we started.
+
+2011 年 3 月，我们开始了 61 个月。
+
+> We partnered with Sequoia Capital.
+
+我们和红杉资本合作过。
+
+> We love them as partners and then brought them on board to help grow the business.
+
+我们喜欢他们作为合作伙伴，然后带他们上船，以帮助发展业务。
+
+> And that brings us to today so where we now today Weebly powers about 2 percent of the active Web sites on the Internet that\'s all based on public data from Netcraft every month 15 percent of the United States visits a weekly web site.
+
+这就把我们带到了今天，所以今天，Weeble 提供了大约 2%的活跃在互联网上的网站，这些网站都是基于 Netcraft 每月提供的公共数据，15%的美国人访问每周一次的网站。
+
+> And my favorite stat here is our net promoter score.
+
+我最喜欢的是我们的网络推广得分。
+
+> Our net promoter score is over 80 percent.
+
+我们的净发起人分数超过 80%。
+
+> Now if you\'re not familiar with what a net promoter score is that\'s you know that means 88 percent of people who answered the survey said 9 or 10 likely they\'re going to recommend to a friend as a point of comparison I think apples is 67 percent that\'s considered excellent.
+
+现在，如果你不熟悉网络推广人的得分，你知道吗？这意味着 88%的受访者表示，有 9%或 10%的受访者表示，他们可能会向朋友推荐苹果，作为比较，我认为苹果是 67%，而苹果被认为是优秀的。
+
+> So this explains everything about our business.
+
+所以这解释了我们生意的一切。
+
+> A quick tour of the office here moving this office about a year ago.
+
+大约一年前在这里快速参观一下这间办公室。
+
+> This is what it looks like when you walk in.
+
+你进来的时候就是这样。
+
+> This is a quick snapshot of our lobby in conference room at the front.
+
+这是我们前面会议室大厅的快速快照。
+
+> Here\'s are open workplace area and we really like this because you can really talking communicate.
+
+这里是开放的工作场所，我们非常喜欢这里，因为你真的可以交谈交流。
+
+> But obviously it gets noisy so one of things that we give everyone who works at Weebly is Bose noise canceling headphones block out the noise.
+
+但是很明显，它会变得很吵，所以我们给每个在 Weeble 工作的人提供的东西之一是 Bose 噪音，取消耳机，屏蔽噪音。
+
+> It\'s a TV room great for catching a big game especially the giant games I\'ve been on lately.
+
+这是一个电视房，非常适合观看一场大型比赛，特别是我最近参加的大型游戏。
+
+> And this is this is our kind of kitchen slash rec area downstairs where we get super competitive on ping pong pool foosball.
+
+这是我们在楼下的厨房裁剪区，在这里，我们在乒乓球、桌球等方面都有很强的竞争力。
+
+> One thing I want you to notice is that bookshelf in the back actually if you go up to that and you know the right book to pull it actually opens up.
+
+我想让你们注意的一件事是，后面的书架-实际上，如果你走到后面-你知道正确的书会把它打开。
+
+> I\'m not sure how you can see that but it\'s it\'s it\'s policy we can\'t show anyone pictures of inside the speaker room unless you come visit.
+
+我不知道你怎么看得到，但这是我们的政策，除非你来参观，否则我们不能给任何人看会议室里的照片。
+
+> So we\'d love to have you over to check that out.
+
+所以我们希望你能过来看看。
+
+> So you know just for shits and giggles I pulled our bank balance from this morning.
+
+所以你知道的，我今天早上就把我们的银行存款存起来了。
+
+> That\'s what our County Bank compound looks like.
+
+这就是我们县银行大院的样子。
+
+> Now this is 18 months after we started working on weebly.
+
+现在是我们开始研究 Weeble 的 18 个月后。
+
+> I think the important message here is there\'s still an unfinished story you know I mean as large as we\'ve been able to grow this is just the beginning.
+
+我认为这里的重要信息是，还有一个尚未完成的故事，你知道，我的意思是，尽管我们能够成长，但这只是个开始。
+
+> So you know what\'s next for WHEATLEY Well six years ago we thought the same thing you know maybe it\'s just hard.
+
+你知道惠特利接下来要做什么吗？好吧，六年前，我们想的是同样的事情，你知道，也许这很难。
+
+> And today people are just as frustrated.
+
+今天人们同样感到沮丧。
+
+> You know just as confused and all they really want to do is participate in the Internet and you know what most people can\'t participate in the Internet the way they\'d like to know people just want to showcase their business showcase their art or their talents and sell things online.
+
+你知道，同样困惑，他们真正想做的就是参与互联网，你知道大多数人不能像他们想知道的那样参与互联网，人们只是想展示自己的业务，展示自己的艺术或才华，然后在网上销售东西。
+
+> And it\'s still too difficult for them so you know as much as we\'ve done the last six years we think we\'ve just built a foundation.
+
+对他们来说，这仍然太困难了，所以你知道的和我们过去六年所做的一样，我们认为我们刚刚建立了一个基础。
+
+> And what\'s most exciting is what we\'re building right now and there\'s just a whole lot of work left to do.
+
+最令人兴奋的是我们现在正在建设的东西-还有很多工作要做。
+
+> So I think the number one takeaway of everything is you can\'t succeed if you quit.
+
+所以我认为最重要的是，如果你辞职，你是不可能成功的。
+
+> Too often I\'ve seen people that build something for six months and then they launch it and then two months later they stop working on it.
+
+我经常看到人们建立了六个月的东西，然后他们推出了它，两个月后，他们停止了对它的研究。
+
+> Like how you expect that to work.
+
+就像你期望的那样。
+
+> You know behind every I think we\'ve seen today behind every quote unquote overnight success.
+
+你知道，在我认为我们今天看到的每一句名言背后，都是一夜之间的成功。
+
+> You see people who have been working for years and years and years.
+
+你看到的人已经工作了很多年了。
+
+> And if you want to build a truly big and meaningful company it\'s going to take you seven to 10 years of your life.
+
+如果你想建立一个真正的大公司和有意义的公司，你的一生将需要 7 到 10 年的时间。
+
+> Don\'t give up so easily you just gotta keep going.
+
+不要轻易放弃，你只要坚持下去就行了。
+
+> Even in the early days for everyone including us it didn\'t look great you just had to push through and know that you\'re working on a valuable problem and keep pushing through.
+
+即使是在每个人，包括我们在内的早期，这看起来也不太好，你只要坚持下去，就知道你在努力解决一个有价值的问题，并且继续努力。
+
+> `[00:18:36]` So last thing I\'ll close with you know if you\'d like to help us finish the story that\'s still in progress.
+
+`[00:18:36]` 所以最后一件事我将结束，如果你想帮我们完成这个仍在进行中的故事的话。
+
+> We love to talk to you but I won\'t go on too much about that if you have any other questions please e-mail me.
+
+我们很想和你谈谈，但如果你还有其他问题，请给我发电子邮件，我不会说得太多。
+
+> Hope to see it the party tonight.
+
+希望能在今晚的派对上看到。
+
+> Thank you very much.
+
+非常感谢
\ No newline at end of file
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@@ -0,0 +1,1041 @@
+# Ben Silbermann at Startup School 2012  
+
+> `[00:00:00]` Well first thanks for having me.
+
+`[00:00:00]` 好吧，首先谢谢你邀请我。
+
+> It\'s really exciting for me to be here in front of like so many people that all want to build cool things.
+
+对我来说，在这里站在这么多人的面前，都想做些很酷的事情，真是太令人兴奋了。
+
+> I was I was getting ready for the talk last night.
+
+昨晚我在准备演讲。
+
+> And I was going back through all the e-mails because sometimes your memory is a little bit hazy.
+
+我翻看了所有的电子邮件，因为有时候你的记忆有点模糊。
+
+> And I found an e-mail from March 2010 which was roughly like three and a half months after we\'d launch Pinterest and it\'s an e-mail to our advisors and our investors at the time and I thought I would read it to you.
+
+我在 2010 年 3 月发现了一封电子邮件，大约是在我们推出 Pinterest 的三个半月后，当时它是给我们的顾问和投资者的电子邮件，我想我会读给你们听。
+
+> So it\'s kind of like a cool blast from the past for me says Hey everyone I wanted to provide a quick update from Code Blue Labs which is a company name just to review we launched a Web site called Pinterest.
+
+对我来说，这就像一场来自过去的酷爆，嘿，大家好，我想从 CodeBlueLabs 那里提供一个快速更新，这是一个公司名称，只是为了回顾一下，我们推出了一个名为 Pinterest 的网站。
+
+> It\'s a tool for people to share and discover the things they love.
+
+它是人们分享和发现他们所爱的东西的工具。
+
+> People join Pinterest to create these collections or pin boards into follow collections created by their friends.
+
+人们加入 Pinterest 来创建这些收藏品或将插板插入到他们的朋友创建的收藏中。
+
+> We\'re happy to say that we\'re making good progress.
+
+我们很高兴地说，我们正在取得良好的进展。
+
+> Today we have almost 3000 registered users in our daily pin count is steadily increasing.
+
+今天，我们有近 3000 注册用户在我们的日常针计数是稳步增加。
+
+> I\'m also happy to say that we\'ve made big operational improvements.
+
+我也很高兴地说，我们在运营上做了很大的改进。
+
+> We\'re relocating our offices to a new building just a few blocks away.
+
+我们要把我们的办公室搬到几个街区外的一栋新大楼里。
+
+> The price will decrease as we are sharing it with another Y Combinator startup Shardlow.
+
+价格将下降，因为我们正在与另一个 Y 组合创业公司 Shardlow 分享它。
+
+> And we\'ve also gotten some free Amazon hosting credits.
+
+我们还获得了一些免费的亚马逊托管服务。
+
+> So.
+
+所以
+
+> A couple funny things about the e-mail in general.
+
+关于电子邮件的一些有趣的事情。
+
+> The first is that the new location in question is a dilapidated two bedroom apartment on California Avenue.
+
+第一个问题是，新的地点是一个破旧的两居室公寓在加利福尼亚大道。
+
+> And in fact when I told Jessica Livingston that we were moving there she said oh my god.
+
+事实上，当我告诉杰西卡·利文斯顿我们要搬到那里时，她说，天啊。
+
+> I thought that place was a profile and the second is the exact setup of the place.
+
+我以为那个地方是个人资料，第二个是这个地方的确切设置。
+
+> So we had two bedrooms one of which my co-founder Paul lived in in one of which Dave the co-founder of Chardy lived in.
+
+所以我们有两间卧室，一间是我的共同创始人保罗住的，查迪的联合创始人戴夫住在其中一间。
+
+> This is a picture of Dave and we worked out of the living room.
+
+这是戴夫的照片，我们走出客厅。
+
+> These two companies all together pretty much all day.
+
+这两家公司几乎一整天都在一起。
+
+> And Dave was a late night guy who\'s hackers hacker always up till 4a.m.
+
+戴夫是个深夜黑客，他的黑客一直到凌晨 4 点。
+
+> And so when we were having meetings with investors or with users every once in a while Dave would kind of saunter out in his towel because that was how he had to get to the shower and just sort of wave at everyone and it was really awkward.
+
+因此，当我们每隔一段时间与投资者或用户开会时，戴夫就会在毛巾里闲逛，因为这就是他不得不去洗澡的方式，只是向每个人挥手而已，这真的很尴尬。
+
+> And so a little bit later when we all got to go watch The Social Network we made a pact that if anyone ever made a movie about our company they would get to be played by Ryan Gosling cause Ryan Gosling is awesome abs.
+
+后来，当我们都要去看社交网络的时候，我们达成了一个协议，如果有人拍了一部关于我们公司的电影，他们就会被瑞恩·高斯林扮演，因为瑞恩·高斯林的腹肌很棒。
+
+> So the other thing though that\'s like a little bit more serious is if you think about it for months in three thousand accounts for consumers start up is really not very good.
+
+因此，另一件事是，如果你在三千个账户里想上几个月，消费者开始创业，那就不是很好了。
+
+> And I think the thing that surprised me the most in starting a company after reading about you know Facebook hits Harvard 95 percent penetration in two weeks like Instagram shoots to a million people.
+
+我认为最让我惊讶的是，在你读到 Facebook 之后，我创办了一家公司。Facebook 在两周内达到了哈佛大学 95%的普及率，就像 Instagram 向 100 万人开枪射击一样。
+
+> Is that it can take a really really long time to build things that are worthwhile.
+
+就是要花很长时间才能建造出有价值的东西。
+
+> So March 2010 we launched Pinterest where 3000 accounts.
+
+因此，2010 年 3 月，我们推出了 Pinterest，其中有 3000 个账户。
+
+> And that wouldn\'t be so bad if we hadn\'t started building Pinterest.
+
+如果我们没有开始建造 Pinterest，那就不会那么糟糕了。
+
+> Actually in November 2009 and that alone wouldn\'t have been so bad if I hadn\'t left my job to start a company.
+
+事实上，在 2009 年 11 月，如果我没有离开我的工作去创办一家公司，光是这一点就不会那么糟糕了。
+
+> In May 2008 a lot of people say things like running a startup is like running a marathon.
+
+2008 年 5 月，很多人都说，经营初创企业就像跑马拉松一样。
+
+> And I think the part of the analogy that\'s right is that it\'s long but it\'s actually really different.
+
+我认为这个类比的一部分是正确的，它是长的，但它实际上是不同的。
+
+> Mean I think when I think about my experience it\'s more like going on a road trip like in a car that doesn\'t have good headlights and you know very much gas and you think you\'re going to Toledo but you find out you\'re supposed to be in Miami and if you really run out of gas you might have to buy gas from someone that might just kick you out of your own driver seat.
+
+我的意思是，当我想到我的经历时，更像是去公路旅行，就像在一辆没有好前灯的车里，你知道很多汽油，你认为你要去托莱多，但你发现你应该在迈阿密，如果你真的没油了，你可能得从一个可能把你赶出自己的驾驶座的人那里买汽油。
+
+> And that uncertainty the fact that every single day you\'re dealing with a lot of choices and you don\'t have a lot of perfect information is for me the lesson that was hardest to learn and continues to be a real challenge in doing a startup today.
+
+这种不确定性-每一天你都要面对很多选择，而且你没有很多完美的信息-对我来说，这是一个很难学到的教训，在今天的创业中仍然是一个真正的挑战。
+
+> So I\'m going to talk a little bit about kind of our journey through this kind of weird process and a few the things that we learned along the way.
+
+所以我要谈一谈我们在这个奇怪的过程中所经历的旅程，以及我们沿途学到的一些东西。
+
+> Number one lesson making things can take a long time.
+
+第一课做事情可能需要很长时间。
+
+> So 2008 I was working at Google and I was an ad sense not as an engineer but working basically doing customer support taking feedback from users and feeding it back into the advertising products.
+
+所以，2008 年，我在谷歌工作，我不是一个工程师，而是一个广告意识，我的工作基本上是做客户支持，听取用户的反馈，并将其反馈到广告产品中。
+
+> The reason I was there was because I\'d come from WashingtonD.C.
+
+我在那里的原因是我来自华盛顿特区。
+
+> where I was working as a consultant and growing up even though I always looked up to anybody that made things where there was an architect or an engineer or an artist.
+
+在那里，我是一名顾问，长大了，尽管我总是仰慕那些有建筑师、工程师或艺术家的人。
+
+> I\'d always kind of thought that I was going to be a doctor.
+
+我总觉得我会成为一名医生。
+
+> And so I pursued that path which is the same path my parents pursued the same path that both my sister pursued.
+
+于是我走了这条路，这条路和我父母走的路是一样的，我的姐姐也是这样走的。
+
+> So when I graduated from college and decided I didn\'t want to be a doctor I was a little bit lost.
+
+所以当我从大学毕业，决定不想当医生时，我有点不知所措。
+
+> But even then like even other the times I thought I was going to be a doctor I had this real interest in technology I thought it was really cool.
+
+但即使在那时候，就像其他时候一样，我认为我会成为一名医生，我对科技有着真正的兴趣，我认为它真的很酷。
+
+> So when I was an undergrad I made a program with some friends that let you try on glasses online.
+
+所以当我还是个大学生的时候，我和一些朋友做了一个程序，让你可以在网上试用眼镜。
+
+> And it was appropriate because both my parents were opthamologists when I was at my consulting job inD.C.
+
+这是恰当的，因为我在哥伦比亚特区从事咨询工作的时候，我的父母都是眼科医生。
+
+> a good friend of mine named Altay had me help him out with his wife.
+
+我的一个好朋友叫阿尔泰让我帮他照顾他的妻子。
+
+> He started up what he was trying to help market bands.
+
+他发起了他试图帮助市场乐队的活动。
+
+> He was musician in a band.
+
+他是乐队的音乐家。
+
+> And even when I moved out to California I was at Google.
+
+甚至当我搬到加利福尼亚的时候，我也在谷歌工作。
+
+> I was working on another Web site which was a quiz Web site that let anybody play quiz questions about anything they wanted.
+
+我在另一个网站上工作，这是一个小测验网站，任何人都可以对他们想要的任何东西进行问答。
+
+> And the common theme through all these things was that for some reason I kept going back to the idea of building a product.
+
+所有这些事情的共同主题是，出于某种原因，我一直回到建立一个产品的想法。
+
+> I thought that was a really exciting thing to do but it always stalled and I always had an excuse for why it stalled.
+
+我认为这是一件非常令人兴奋的事情，但它总是停滞，我总是有一个理由，为什么它停止。
+
+> It wasn\'t the right market.
+
+这不是个合适的市场。
+
+> I needed to learn more by working at Google.
+
+我需要通过在谷歌工作来了解更多。
+
+> It wasn\'t the right timing but actually the dependent variable was just me right.
+
+这不是正确的时机，但实际上因变量就只有我是对的。
+
+> The dependent variable was that I never actually committed and put myself in a situation where I had to make it work.
+
+因变量是，我从来没有真正投入，让自己处于一个我必须让它工作的情况下。
+
+> And so I think for me I paid too much attention to talks where people basically build something huge on the side and they were pulled out of their job and everything was working.
+
+所以我觉得我太注重谈话了，在那里人们基本上是在一边建造一些巨大的东西，他们被撤职了，一切都在运转。
+
+> For me at least the act of committing to going out and going doing it turned out to be a really important thing.
+
+至少对我来说，承诺出去做这件事是一件非常重要的事情。
+
+> And so I don\'t know if this applies to everyone I\'ve heard of a lot of people that have successfully built things on the side and then gently transition it into a full time gig.
+
+因此，我不知道这是否适用于我听说过的每一个人，他们成功地在一边建造了一些东西，然后轻轻地把它转变为全职工作。
+
+> But at least in my situation for a person that really like puts his heart into whatever job is at hand.
+
+但至少在我这种情况下，一个真正喜欢的人把他的心投入到手头的任何工作中。
+
+> It was a really important stuff.
+
+这是一件非常重要的事情。
+
+> I actually remember the night that I made the call.
+
+我还记得我打电话的那晚。
+
+> I was sitting at dinner with my girlfriend and now my wife and I was talking about some cool idea that I think would be great how we could build it and how we could market it.
+
+我和我的女朋友坐在一起吃晚饭，现在我和我的妻子在谈论一些很酷的想法，我认为这将是一个很好的方法，我们可以建造它，以及如何推销它。
+
+> And she looked at me and said you know you should either do it or just just stop talking about it.
+
+她看着我说你知道你要么做要么停止谈论。
+
+> And it was a little bit harsh but honestly it was the best thing someone could have told me because she was absolutely right.
+
+这是有点刺耳，但老实说，这是最好的事情，有人可以告诉我，因为她是绝对正确的。
+
+> And I feel genuinely thankful that someone was honest enough of my life to just call me out and say make it happen or don\'t make it happen but just make your call and be happy with that call.
+
+我由衷地感谢有人在我的生活中足够诚实地呼唤我，说“让它发生”或者“不让它发生”，而只是打你的电话，并对那个电话感到高兴。
+
+> And so I\'m always really thankful for her giving me that advice.
+
+所以我一直很感激她给我的建议。
+
+> So I left in 2008 and I hooked up with one of my friends named Paul he was a great friend from college.
+
+所以我在 2008 年离开了，我和一个叫保罗的朋友勾搭上了，他是大学里的一个很好的朋友。
+
+> Super driven guy and we decided that the thing we were really interested in was mobile.
+
+超级有动力的家伙，我们决定我们真正感兴趣的是移动。
+
+> So the iPhone had come out recently in a platform may come out and so people were really excited about it and the product that we wanted to build was called toat.
+
+因此，iPhone 最近在一个平台上发布了，因此人们对此感到非常兴奋，我们想要生产的产品叫做 toat。
+
+> It was a shopping catalog on the phone.
+
+是电话里的购物目录。
+
+> And the reason I thought this would be so cool was that I got all these catalogs in the mail dumped on my doorstep and I had this brand new.
+
+我之所以认为这很酷，是因为我把所有这些目录都寄到了我的门口，而且我有了这个全新的目录。
+
+> Like really cool phone and I just wanted to see something running on this phone.
+
+就像很酷的手机，我只想看到手机上有东西在运行。
+
+> And so we got to work and we started prototyping it.
+
+所以我们开始工作，开始制作原型。
+
+> We did it out of savings.
+
+我们这么做是为了储蓄。
+
+> But there were some problems.
+
+但也有一些问题。
+
+> The first was that it took a really long time to get things built and approved by Apple.
+
+第一，要花很长时间才能得到苹果公司的认可。
+
+> A really long time back then you had no idea what it was going to get approved you had no idea it was going to happen.
+
+很久以前，你不知道它会得到什么批准，你不知道它会发生什么。
+
+> And second there were a lot of unsolved problems back then.
+
+第二，当时有很多未解决的问题。
+
+> We had sort of these grand ideas of doing all sorts of offline caching.
+
+我们有一些伟大的想法来做各种各样的离线缓存。
+
+> Being able to use this thing in the subway being able to eventually process payments.
+
+能够在地铁里使用这个东西，最终能够处理付款。
+
+> We put all those ideas into this prototype and it made me really hard to ship.
+
+我们把所有这些想法都放在了这个原型上，这让我很难上船。
+
+> And not surprisingly sooner or later we were in a situation where we really needed to raise some money and it was 2008 and you had to non-technical cofounders and it was a really bleak time.
+
+不出所料，我们迟早会遇到这样一种情况：我们确实需要筹集一些资金，而那是 2008 年，你不得不与非技术联合创始人合作，这是一个非常惨淡的时期。
+
+> There are lots of ways for investors to say no to and I\'m pretty sure that I\'ve heard all of them like I\'ve heard every single one like these are the top three.
+
+对于投资者来说，有很多方法可以拒绝，我很确定我听到了他们所有人的声音，就像我听说过的一样，像这样的每一个人都是前三名。
+
+> Like no one is call me back in a few months.
+
+好像几个月后没人会再打给我一样。
+
+> This is kind of the most painful is it\'s like you ask someone out on a date and not right now but maybe maybe in November.
+
+这是最痛苦的，就像你现在约一个人约会，但可能在 11 月。
+
+> Right.
+
+右（边），正确的
+
+> That one that one is like really really hard to hear because you\'re going to have even less money and you even have less leverage in negotiation.
+
+一个人真的很难听出来，因为你的钱会更少，你在谈判中的影响力也会更小。
+
+> The second is who else is in.
+
+第二个问题是还有谁在。
+
+> This is one that you hear all the time it\'s like it\'s not good enough for me by myself.
+
+这是一个你总是听到的\它是不够好，我一个人。
+
+> But if there are other people with whom money I\'d be willing to consider it.
+
+但是如果有其他人和我一起有钱，我会愿意考虑的。
+
+> And then there were the occasional people that were really blunt.
+
+偶尔也会有一些人直言不讳。
+
+> They were just like there\'s no way this is going to happen.
+
+他们就像这样\不可能发生这种事。
+
+> This is this is insane.
+
+这太疯狂了。
+
+> It\'s totally crazy.
+
+太疯狂了。
+
+> I remember really vividly I went to a session where I was pitching actually a whole group of investors up on Silicon Valley and it\'s really intimidating.
+
+我真的很清楚地记得，我参加了一次会议，当时我在硅谷推销了一整群投资者，这真的很吓人。
+
+> You\'re looking at these people build great companies and I\'m about five minutes into explaining what we\'re doing.
+
+你会看到这些人建立了伟大的公司，而我只需五分钟就能解释我们在做什么。
+
+> Everyone starts just like heading for the door.
+
+每个人都像朝门口走一样。
+
+> And I was like Man Like what.
+
+我就像男人一样。
+
+> What am I doing wrong.
+
+我做错什么了。
+
+> And I found out that they had brought a tray of free cookies.
+
+我发现他们带了一盘免费饼干。
+
+> And.
+
+和
+
+> What I was saying was interesting enough to keep them in their seats as long as they were like no cookies in the background.
+
+我刚才说的话很有趣，只要它们不像背景中的饼干，就能把它们放在座位上。
+
+> You know we\'ve done fundraising a few times and sometimes it\'s been easier and sometimes it\'s been really really hard.
+
+你知道，我们做过几次筹款，有时更容易，有时真的很难。
+
+> We\'ve done it where we\'ve flown to all the coasts we\'ve tracked down everyone in our alumni directory whether they were tech investors or not investors.
+
+我们做到了，我们飞到了所有海岸，我们追踪到校友目录中的每一个人，不管他们是科技投资者还是非投资者。
+
+> We\'ve done it a bunch and I think I\'ve learned like three important lessons that I think any entrepreneur should should know if they are starting the kind of company they think will need funding.
+
+我们已经做了很多，我想我已经学到了三个重要的教训，我认为任何企业家都应该知道，如果他们正在创办一家他们认为需要资金的公司。
+
+> The first is that even rich people.
+
+首先，即使是富人。
+
+> Are subject to free cookies.
+
+都有免费曲奇。
+
+> Like even even though you\'re really rich you\'re probably still the kind of person that is influenced by free.
+
+就像你真的很富有一样，你可能仍然是那种受自由影响的人。
+
+> And that lesson is actually something really important that said investors are just people .
+
+事实上，这一教训是非常重要的，因为投资者只是人。
+
+> Investors are just regular people that happen to have other people\'s money or their own money that they\'re willing to put forward.
+
+投资者只是普通的人，他们碰巧有别人的钱或他们自己的钱，他们愿意提出来。
+
+> `[00:09:57]` And even though they have a really good opinion on things they might be wrong.
+
+`[00:09:57]` 尽管他们对事情有很好的看法，但他们可能是错的。
+
+> And that was something it was really hard for me to swallow because I really looked up to all these people you know the second lesson is that if you really need money and they have money and they know they\'re the only person that can give you the money you don\'t really have any leverage whatsoever.
+
+这是我很难接受的，因为我真的很尊敬这些人，你知道，第二个教训是，如果你真的需要钱，他们有钱，他们知道他们是唯一一个能给你钱的人，你真的没有任何影响力。
+
+> You have zero leverage and that puts you in a really tough spot.
+
+你的杠杆率为零，这让你陷入了一个非常艰难的境地。
+
+> You can\'t really negotiate its 2008.
+
+你不能真正谈判 2008 年。
+
+> They know it\'s 2008 sirup it\'s kind of crappy nobody really uses it.
+
+他们知道这是 2008 年，它是一种垃圾，没有人真正使用它。
+
+> There\'s nothing you can do unless you hack that system right unless you somehow turn the tables and give them a reason that you should have the leverage and those reasons generally are fear of losing the deal right.
+
+除非你正确地破解了这个系统，否则你什么也做不了，除非你以某种方式扭转局面，给他们一个你应该拥有杠杆的理由，而这些原因通常是担心交易失败。
+
+> Or the belief that this thing is just going to be so big that whether you give them money or not you\'re just going to be wildly successful.
+
+或者相信这东西会很大，不管你给不给他们钱，你都会非常成功。
+
+> Number two is a hard case for us to sell.
+
+二号对我们来说是个很难卖的案子。
+
+> So we sell for number one and that was a really important thing.
+
+所以，我们以第一名的价格出售，这是一件非常重要的事情。
+
+> And the very last thing I learned and this was something that was especially true when you\'re kind of driving up Sanho road which I don\'t know if you guys have been too far would look like the Emerald City but it kind of looks like a ski lodge with no mountain.
+
+我学到的最后一件事-这是一件特别真实的事情-当你开车上 Sanho 公路的时候-我不知道你们是不是走得太远了-看起来像翡翠城，但看起来就像一个没有山的滑雪小屋。
+
+> It\'s just very like normal buildings.
+
+就像普通的建筑。
+
+> The final thing I learned is that people are going to give you all kinds of advice and I think it\'s really easy to take that advice because you walk into a room and there\'s like Google\'s first stock certificate.
+
+我学到的最后一件事是，人们会给你各种各样的建议，我认为接受这个建议真的很容易，因为你走进一个房间，那里就像谷歌的第一张股票证书。
+
+> And you know there is like invented Yahoo.
+
+你也知道雅虎就像被发明了一样。
+
+> Like his people are really really really smart.
+
+好像他的人真的很聪明。
+
+> But if you look at the returns on venture capital it\'s pretty shaky.
+
+但如果你看一下风险投资的回报，就会发现它相当不稳定。
+
+> Like we\'re in a pretty high volatility industry.
+
+就像我们处在一个波动率很高的行业。
+
+> And one thing that we always told ourselves and one thing that I really really believe is that fundamentally the Future is Unwritten like you knew they would be done right.
+
+我们一直对自己说的一件事，还有一件事，我真的相信，从根本上说，未来是不成文的，就像你所知道的那样，他们会做好的。
+
+> And so people can tell you that you should be more technical they can tell you that you\'re in the wrong market they can tell you all of these things and those things might be true and you should assess them for yourself but you shouldn\'t take it on face because they could be wrong.
+
+所以人们可以告诉你，你应该更专业，他们可以告诉你，你在错误的市场，他们可以告诉你所有这些事情，这些事情可能是真的，你应该自己评估，但你不应该当面接受，因为它们可能是错误的。
+
+> And in the back of your head you have to remember something that for all the millions of dollars.
+
+在你的脑后，你必须记住那些花了数百万美元的东西。
+
+> Venture capital investors have made for all the certificates that are on the wall there is little trophy\'s when things go IPO for all of those things.
+
+风投投资者已经为所有挂在墙上的证书做好了准备，当所有这些事情都进行 IPO 时，几乎没有什么战利品。
+
+> There are things that they passed on and those are the things that actually burned them up.
+
+有些东西是他们传下来的，这些东西实际上把他们烧掉了。
+
+> Those are the ones that haunt them at night.
+
+这些都是晚上困扰他们的。
+
+> And I think that if you can convince somebody that you just might be the one that\'s going to beat the odds you can be successful and it\'s a general idea that I think it\'s important whether you\'re recruiting whether you\'re raising money whether you just need to make a final push in adjusting your product.
+
+我认为，如果你能说服某人，你可能就是那个能够成功的人，我认为重要的是，你是否在招聘，你是否在筹集资金，你是否只需要在调整产品方面做出最后的努力。
+
+> So eventually you put money together and we\'re working back onto it.
+
+所以最终你把钱集中在一起，我们就重新开始工作了。
+
+> We were solving the same fundamental problem that we couldn\'t iterate and improve fast enough and we were fundraising on the East Coast.
+
+我们正在解决相同的基本问题，我们不能迭代和改进足够快，我们在东海岸筹款。
+
+> And while I was out there I met this really great guy named Evan Sharp.
+
+当我在外面的时候，我遇到了一个叫埃文·夏普的很棒的人。
+
+> Evan is a Columbia graduate student at the time who\'s studying architecture.
+
+埃文当时是哥伦比亚大学的一名研究生，他正在学习建筑学。
+
+> And we just hit it off and Evan and Paul and I are commiserating about this whole dilemma and we\'re just thinking I will be cool to build like what do we just want to see and really what we wanted to see was we wanted to see something out there in the world.
+
+我们很合得来，埃文，保罗和我对整个困境表示同情，我们只是在想，我会很酷的去建造我们只想看到的东西，我们真正想看到的是，我们想看到世界上的一些东西。
+
+> We just wanted to see somebody using something.
+
+我们只是想看到有人在用什么东西。
+
+> Somebody asked me once like What\'s my what\'s my big plan like what would make me really happy when we\'re starting ventures I was like cheese I just want to go somewhere and see somebody they don\'t know using something that I made and how to be kind of useful.
+
+有一次有人问我，什么是我的大计划？我的大计划是什么？当我们开始创业时，我真的很高兴。我就像奶酪一样，只想去某个地方，看看他们不认识的人，用我做的东西做什么，怎样才能有用。
+
+> That is what I thought was really exciting.
+
+这就是我认为非常令人兴奋的地方。
+
+> And so we came up with ideas for something that was web based really simple something that we would use personally and that was Pinterest.
+
+所以我们想出了一些基于网络的想法，它非常简单，我们会亲自使用，那就是 Pinterest。
+
+> We\'d learned a lesson from doing the iPhone app and it was that even though we had all these ideas of all these great features that were cramming in we weren\'t great at one thing.
+
+我们从做 iPhone 应用中吸取了教训，尽管我们对所有这些优秀的功能都有很多想法，但我们并不擅长一件事。
+
+> There wasn\'t one thing that was special about it.
+
+这件事没有什么特别之处。
+
+> People talk a lot about like a minimum viable product or when you should ship something.
+
+人们谈论很多，比如最低限度可行的产品，或者什么时候你应该发货。
+
+> And my advice is you should ship when you have one thing that you\'re proud of.
+
+我的建议是，当你有一件事让你感到骄傲的时候，你就应该离开。
+
+> Like one thing that is worthy of someone\'s time and I could take you a long time and it could take you not very long at all but if it\'s not worth their time to check out you\'re not going to get any good feedback on whether it\'s good or not they\'re going to see it they\'re gonna be like this is crap.
+
+就像一件值得某人花时间的事情，我可以花你很长的时间，它可能不会花你很长的时间，但是如果你不值得他们花时间去检查，你就不会得到任何好的反馈，他们会看到它，他们会像这样的垃圾。
+
+> Thank you for the feedback.
+
+谢谢你的反馈。
+
+> Start again.
+
+重新开始。
+
+> And we decided that the one thing we had to do really well if we were going to make a Web site about collections we had to make it look really cool.
+
+我们决定，如果我们要制作一个关于集合的网站，我们必须做得很好，我们必须让它看起来很酷。
+
+> We didn\'t look cool.
+
+我们看起来不酷。
+
+> No one is gonna make a collection because they don\'t want to show their friends because this thing that they just made looks really lame.
+
+没有人会因为他们不想向他们的朋友展示，因为他们刚刚做的这个东西看起来真的很烂，所以他们才会做一个收藏品。
+
+> So this is the first version of Pinterest and it didn\'t look very cool in November 2009.
+
+所以这是 Pinterest 的第一个版本，它在 2009 年 11 月看起来不太酷。
+
+> We started building the basic infrastructure and started really iterating on what it could look like how could you make it look really interesting.
+
+我们开始构建基本的基础设施，并开始对它的外观进行迭代，如何使它看起来非常有趣。
+
+> So we went through a lot of versions of this vertical grid horizontal grid both left side NAV right side NAV top nav different logos and we waited until we felt we had something that we thought was really cool and we would show it to people along the way we would show them something that we thought was a little bit of an improvement.
+
+所以我们经历了很多版本的垂直栅格，无论是左边的 NAV，右边的 NAV 顶部导航，不同的标志，我们一直等到我们觉得我们有了一些我们认为很酷的东西，然后我们就会给人们展示一些我们认为是有一点改进的东西。
+
+> And we finally felt ready to launch it.
+
+我们终于准备好发射了。
+
+> I emailed out to all my friends like all my family and I look at this really cool thing we\'re really jazzed about it and basically no one responded.
+
+我发邮件给我所有的朋友，像我的家人，我看着这件很酷的事情，我们真的很兴奋，基本上没有人回应。
+
+> There\'s basically no response at all 3000 accounts not active users accounts is pretty bad if you three people actively pushing it out to every single person they know every day for four months.
+
+基本上没有反应，在所有的 3000 个帐户，没有活跃的用户帐户是相当糟糕的，如果你三个人积极地把它推给每一个人，他们每天认识的四个月。
+
+> But there was something that was really positive and it was that the few people they used it myself amongst them actually really loved it and instead of immediately changing the product I was like maybe I can just find more people like me.
+
+但是有一件事是非常积极的，那就是他们中的少数人-真的很喜欢它，而不是立即改变产品，我觉得也许我能找到更多像我这样的人。
+
+> And that also fits with our current operating strategy since we don\'t have very good engineering resources.
+
+这也符合我们目前的经营策略，因为我们没有很好的工程资源。
+
+> So we\'re just going to market this thing and that\'s what we started to do when we started to have media offices serve for speed up in San Francisco.
+
+所以我们只想推销这个东西，当我们开始让媒体办公室在旧金山加速的时候，这就是我们开始做的事情。
+
+> It was a store called Rare device.
+
+那是一家叫做稀有设备的商店。
+
+> We did another meet up later at West Dalma so a little bit later we all tried to make it fun do fun pictures and we also marketed it online.
+
+后来我们在西达尔玛又见面了，所以过了一会儿，我们都试着让它变得有趣，做些有趣的照片，我们还在网上推销它。
+
+> So we had a campaign with a blogger that I had met named Victoria who is a wonderful woman and we had something called Pinit forward where everyone would create a pinboard about what home meant to them and it was organized like a chain letter like one person would introduce the next person would introduce the next person and everyone who participated would get invites to invite other people.
+
+所以我们和一位名叫维多利亚的博主进行了一次活动，她是一个很棒的女人，我们有一个名叫 PinitForward 的项目，每个人都会制作一个关于家对他们意味着什么的卡片，它的组织方式就像一封连锁信件，就像一个人会介绍下一个人，而每个参与者都会收到邀请其他人的邀请。
+
+> And the thing about it that really worked was we found this little group of people that were interested in the same thing and we showed them how the service could be helpful to them.
+
+真正起作用的是，我们找到了一小群对同样的事情感兴趣的人，我们向他们展示了这项服务对他们的帮助。
+
+> And fundamentally that\'s what Pinterest is about.
+
+从根本上讲，这就是 Pinterest 的意义所在。
+
+> It\'s about finding people who share common interests and those people maybe your friends they may not be your friends but we needed a different strategy for going out than all the strategies that we were reading about in terms of general social sites.
+
+它是关于寻找那些有共同兴趣的人，那些人-也许是你的朋友-他们可能不是你的朋友，但我们需要一个与我们在一般社交网站上所读到的所有策略不同的外出策略。
+
+> So it\'s a really really exciting moment for us.
+
+所以这对我们来说是个令人兴奋的时刻。
+
+> And the best moment of all was when things started to grow.
+
+最美好的时刻是事情开始发展的时候。
+
+> `[00:16:23]` When we went to that meet up even though we had very very few users I distinctly remember the people hadn\'t met each other before we\'re having real conversations.
+
+`[00:16:23]` 当我们去参加那次会议时，尽管我们的用户很少，但我清楚地记得，在我们进行真正的交谈之前，这些人还没有见过面。
+
+> They weren\'t bullshit conversations they were asking about things in their life so they never would have known if they were just following each other on Twitter or if they\'re just looking at each other\'s Facebook projects.
+
+他们不是胡说八道，他们问的是生活中的事情，所以他们永远不会知道他们是在 Twitter 上互相跟踪，还是只是在看对方的 Facebook 项目。
+
+> They found people there were saying hey how\'s the gardening project that you\'re working on.
+
+他们发现那里的人在问你正在做的园艺项目怎么样。
+
+> How is your new living room.
+
+你的新客厅怎么样了。
+
+> How is all that stuff going.
+
+一切进展如何。
+
+> And it felt like that was the kernel of something really special the idea that you could use a service online that you found out about you could go to a physical place and you could find that same person you had a genuine connection.
+
+这感觉就像一些非常特别的东西的核心，你可以在网上使用你发现的服务，你可以去一个实体的地方，你可以找到同一个人，你有一个真正的联系。
+
+> A lot of people in Silicon Valley didn\'t get.
+
+硅谷的很多人没有。
+
+> And I still don\'t know if they really get Pinterest a lot of them kind of look at it and they said well it\'s visual it\'s not organized in real time which was a big theme back then.
+
+我仍然不知道他们是否真的得到了 Pinterest，他们中的很多人都在看它，他们说这是视觉的，它不是实时组织的，这在当时是一个很大的主题。
+
+> It doesn\'t have a feed like it didn\'t really make sense to them why anyone would use it.
+
+它没有一个像它那样的提要，对他们来说没有任何意义，为什么有人会使用它。
+
+> But the fact that it made sense to someone was what really mattered to me.
+
+但这对某人来说是有意义的，这对我来说才是最重要的。
+
+> And I think it ties back to what I told you guys about investors.
+
+我觉得这跟我跟你们说的关于投资者的事有关。
+
+> A lot of people are reading tech press investors read the same hacker news articles that everyone reads there\'s now some secret special hacker news that has the real companies that you want to invest in.
+
+很多人都在读科技新闻，投资者读的黑客新闻和每个人都读的一样-现在有一些秘密的特殊黑客新闻，有你想要投资的真正的公司。
+
+> They\'re reading the same tech crunch articles they\'re getting the same data.
+
+他们读的是同样的科技文章，他们得到的数据是一样的。
+
+> It\'s incredibly democratic.
+
+它非常民主。
+
+> You have access to all the information they have access to and that also means that just like anyone else they may be subject to the same biases and trends in bubbles and reports that happen in the general consumer media.
+
+你可以接触到他们所能接触到的所有信息，这也意味着，就像其他人一样，他们也可能受到同样的偏见和趋势的影响，泡沫和报告发生在一般的消费者媒体上。
+
+> At the time we were like the polar opposite of what people wanted to see Twitter FriendFeed Facebook were these hot companies right.
+
+当时，我们就像人们想要看到的 Twitter、FriendFeed、Facebook 等热门公司的截然相反。
+
+> Because they were real time Google was like we need to do real time search.
+
+因为它们是实时的，谷歌就像我们需要做实时搜索一样。
+
+> Everything had to be a text based feed that could be accessed on your phone.
+
+一切都必须是基于文本的提要，可以在你的手机上访问。
+
+> And here we come in we\'re saying it\'s not real time.
+
+现在我们进来，我们说这不是实时的。
+
+> It\'s all visual.
+
+都是视觉上的。
+
+> So they're drawing their two by two matrix.
+
+所以他们画了一个又一个矩阵。
+
+> They\'re like this is a disaster.
+
+他们觉得这是场灾难。
+
+> This is like the worst thing that could happen.
+
+这是可能发生的最糟糕的事情。
+
+> And eventually what we can tell them eventually is we would show them real users and eventually those users where their wives or venturer users were people they knew when they were alive.
+
+最终，我们能告诉他们的是，我们会向他们展示真正的用户，以及那些他们的妻子或冒险用户是他们在世时认识的人的用户。
+
+> And that\'s one of became a lot easier to get things done.
+
+这样做就容易多了。
+
+> So where are we today.
+
+那么我们今天在哪里。
+
+> We live in San Francisco now.
+
+我们现在住在旧金山。
+
+> We\'ve just moved our office from Palo Alto sadly I love Palo Alto and we\'re building out a team of people that are really diverse.
+
+我们刚从帕洛阿尔托搬出办公室，很遗憾，我爱帕洛阿尔托，我们正在建立一个真正多样化的团队。
+
+> I mean I think the thing that we learned in building the service was that our problem in distribution wasn\'t engineering problem it was a community problem.
+
+我的意思是，我认为我们在构建服务过程中学到的是，我们在分发方面的问题不是工程问题，而是社区问题。
+
+> The problem in building the first really cool thing didn\'t happen to be anything but a design problem.
+
+构建第一个真正酷的东西的问题不是什么，而是一个设计问题。
+
+> And those three things just had to work together for our kind of business to succeed.
+
+这三件事必须共同努力才能使我们的事业成功。
+
+> When I came out to Google I thought man the only way I can get this done is if I get the most brilliant graduate student out of Stanford who doesn\'t know that he\'s invented page rank yet.
+
+当我来到谷歌的时候，我想，人类，我唯一能做到的就是，如果我能让斯坦福大学最优秀的研究生毕业，他还不知道他已经发明了网页排名。
+
+> Get him into a room and we\'ll just build all this really really awesome stuff.
+
+把他送进房间，我们就建这些非常棒的东西。
+
+> We call a company called Blue labs because all the cool companies called themselves labs.
+
+我们称一家公司为蓝实验室，因为所有酷的公司都称自己为实验室。
+
+> We\'re like well like oh my God we\'ve got to be labs or no one is going to want to work here because like labs companies are really cool.
+
+我们就像，哦，天啊，我们必须是实验室，否则没有人会想在这里工作，因为实验室公司真的很酷。
+
+> And one of the most satisfying realizations is that there are a lot of different ways to succeed.
+
+其中一个最令人满意的认识是，成功有很多不同的方式。
+
+> There are a lot of different companies there are companies that don\'t raise money.
+
+有很多不同的公司，有些公司不筹集资金。
+
+> There are companies that do raise money.
+
+有些公司确实筹集资金。
+
+> There are companies that go B2B their companies that are consumer and then within Consumer there are a lot of different things that are successful for the very simple reason that there are a lot of different kinds of people in the world.
+
+有些公司是 B2B 的，他们的公司是消费者，而在消费者内部，有很多不同的东西是成功的，原因很简单，世界上有很多不同类型的人。
+
+> And as much as people want to give you advice about exactly how you should run your startup.
+
+就像人们想要给你的建议一样，你应该如何经营你的创业公司。
+
+> Exactly the strategy I think you need to trust the data you trust the users that you have and you need to trust your own instincts to do what you think is going to be right for your company.
+
+确切地说，我认为你需要相信你所拥有的数据，信任你拥有的用户，你需要相信你自己的直觉，去做你认为适合你公司的事情。
+
+> Pinterest right now is a tool where we help people find their inspiration into some people that sounds really hokey but to me the idea that we can show people things that they want to do in their future.
+
+Pinterest 现在是一种工具，我们可以帮助人们在一些人身上找到灵感，但对我来说，我们可以向人们展示他们未来想要做的事情。
+
+> Help them get closer to actually doing those things whether it\'s redecorating their home or going on a vacation or buying a gift.
+
+帮助他们更接近真正做那些事情，无论是重新装修他们的家，去度假，还是买礼物。
+
+> And in that process inspirer someone else is a really cool thing to be working on.
+
+在这个过程中，激励别人是一件很酷的事情。
+
+> And it\'s not what we thought the site was going to do when we first launched it but it\'s what it\'s come to be.
+
+当我们第一次推出这个网站的时候，它并不是我们所认为的那样，而是它开始的样子。
+
+> And sometimes the product finds its purpose and sometimes it goes the other way around.
+
+有时产品会发现它的目的，有时它会反过来。
+
+> And either way is ok as long as you get to something that people really love.
+
+任何一种方式都可以，只要你能得到人们真正喜欢的东西。
+
+> Pinterest is a network.
+
+Pinterest 是一个网络。
+
+> We have millions of people that are connected through billions of objects.
+
+我们有数以百万计的人通过数十亿的物体连接起来。
+
+> It\'s the third largest source of referral traffic on the Internet.
+
+它是互联网上第三大推荐流量来源。
+
+> And so in the early days when people like we don\'t need to be a technology company.
+
+因此，在早期，像我们这样的人不需要成为一家科技公司。
+
+> Now we have to write all of a sudden now we need folks that can mine for data.
+
+现在，我们必须突然编写，现在我们需要能够挖掘数据的人。
+
+> Those people have really interesting things to do like we\'re on that road trip like we\'re heading towards the Midwest and turns out we had to veer the other way.
+
+那些人有非常有趣的事情要做，就像我们在公路上旅行，就像我们要去中西部一样，结果我们不得不转向另一个方向。
+
+> And I think that adaptability to change is really fundamental.
+
+我认为适应变化是非常重要的。
+
+> And at the same time Pinterest is a tool where people can do these things you can plan a vacation you can plan cooking and recipes you can plan holiday shopping you can plan all these things in your life.
+
+同时，Pinterest 是一种工具，人们可以做这些事情，你可以计划一个假期，你可以计划烹饪和食谱，你可以计划假日购物，你可以计划你生活中的所有这些事情。
+
+> And the very last thing that\'s important to me is that Pinterest is a team of talented people like I feel genuinely lucky like walk into the office and work with people that are better than me at pretty much everything I do.
+
+对我来说，最不重要的是 Pinterest 是一个有才华的团队，就像我真的感到幸运，喜欢走进办公室，和那些在我所做的事情上都比我更好的人一起工作。
+
+> And I think that to me even though there are a lot of stories told about entrepreneurs that toil alone.
+
+对我来说，尽管有很多关于企业家的故事，但我认为这些故事都是独自劳作的。
+
+> The best things in the world are made by groups of people.
+
+世界上最好的东西是由一群人做的。
+
+> I think when you\'re really early on in the startup you\'re really worried about oh my gosh like I can\'t give my equity to this person it\'s going to run out.
+
+我想当你在创业初期的时候，你真的很担心哦，我的天啊，好像我不能把我的股权给这个人，它就会用完。
+
+> But it\'s the size of the total pie right.
+
+但这是整个派的大小。
+
+> It\'s the size of how many people can you actually build something that\'s bigger than who they are and if you can find those people if you can find people that want to work with you on something that\'s bigger than they are.
+
+它的大小，你能建造多少人，真正的东西比他们是谁，如果你能找到那些人，如果你能找到与你一起工作的人，比他们更大的事情。
+
+> I think that it\'s the best investment you can make to give them ownership in what you\'re actually building.
+
+我认为这是你能做的最好的投资，让他们拥有你真正建造的东西。
+
+> And to me it\'s just been a really gratifying experience to know that everyone who works with us actually owns part of the fate of the company.
+
+对我来说，每一个与我们一起工作的人实际上都拥有公司的一部分命运，这是一次非常令人欣慰的经历。
+
+> So this is just people from around the office.
+
+所以这只是办公室里的人。
+
+> We obviously value collaboration that\'s kind of how the company was founded.
+
+我们显然很重视合作，这是公司成立的一种方式。
+
+> And so if I had two pieces of advice there are really really simple.
+
+所以，如果我有两条建议，那是很简单的。
+
+> The first is that you should really just build something you believe in.
+
+首先，你真的应该建立一些你相信的东西。
+
+> If you\'re going to go on a five year seven year tenure 15 year journey at least build something that you really really love because otherwise you\'re definitely going to burn out.
+
+如果你要从事 5 年、7 年、15 年的工作，至少要做一些你真正喜欢的事情，否则你肯定会筋疲力尽的。
+
+> You\'d have to be like the most mercenary person to give themselves 15 years and take all this risk if you didn\'t at least loved the idea of where you\'re going to end up.
+
+你必须成为最唯利是图的人，给自己 15 年的时间，并承担所有这些风险，如果你至少不喜欢你将在哪里结束的想法。
+
+> And the second is just don\'t give up.
+
+第二个就是不要放弃。
+
+> Don\'t let somebody talk you out of your dream.
+
+不要让别人说服你放弃你的梦想。
+
+> And the reason that I think Startup School is so cool is because if you look around in the room like you\'re surrounded by all these people they really want to do what you\'re doing.
+
+我认为创业学校之所以如此酷，是因为如果你在房间里环顾四周，就像周围都是这些人，他们真的很想做你正在做的事情。
+
+> Silicon Valley is like a weird place like people always talking about doing startups but people from all over the country they\'re from all over the world.
+
+硅谷就像一个奇怪的地方，人们总是谈论创业，但来自全国各地的人却来自世界各地。
+
+> In those early parts of doing a startup can actually be really lonely can just be a total bummer because you\'re toiling on this thing.
+
+在创业的早期阶段，你可能真的很孤独，因为你正在为这件事操劳。
+
+> No one cares about it it\'s not getting anywhere.
+
+没有人在乎它-它什么也没做。
+
+> And there\'s a tendency I think with a lot of people that I meet are doing startups that are like I just need to work harder.
+
+还有一种趋势，我认为和很多我认识的人一起做创业，就好像我需要更努力地工作。
+
+> I need to go out into the world less.
+
+我需要减少进入这个世界。
+
+> I need to turn on the lights less frequently maybe only to sit closer to the screen.
+
+我需要更少地打开灯，也许只需要坐在离屏幕更近的地方。
+
+> And I think that it\'s a really dangerous game to play.
+
+我认为这是一个非常危险的游戏。
+
+> There\'s a reason that I started the presentation by showing a really good friend of mine who wasn\'t working at the company I was but was still hanging out with us all the time.
+
+我在开始演讲的时候，向我的一个真正的好朋友展示了一个理由，他不是在我所在的公司工作，而是一直和我们在一起。
+
+> The fact that we could get a beer and talk about hey this is really tough.
+
+事实上，我们可以喝杯啤酒，谈一谈嘿，这真的很难。
+
+> This is a hard time.
+
+这是个艰难的时刻。
+
+> Made it a lot easier in wherever you live.
+
+在你住的任何地方都更容易。
+
+> The great thing now is that you can find those people like they may be in your neighborhood.
+
+现在最棒的事情是，你可以找到那些人，就像他们可能在你的邻居一样。
+
+> They may be online they maybe some hard to meet up but you can find those people somewhere.
+
+他们可能在网上，他们可能会遇到一些困难，但你可以在某个地方找到这些人。
+
+> And I personally think it\'s good advice to take the time to invest in those people.
+
+我个人认为花时间投资于这些人是个好建议。
+
+> So part of the reason I was so excited to come was to me it\'s just really exciting to be in a room full of so many people that basically want to do what I want to do.
+
+所以我如此兴奋的部分原因是对我来说，在一个挤满了很多人的房间里做我想做的事情是非常令人兴奋的。
+
+> I basically just want to build something bigger than myself that a lot of people in the world will find useful and to be with lots of those people just makes me happy.
+
+我基本上只是想建立一个比我更大的东西，世界上很多人都会发现它是有用的，和很多这样的人在一起只会让我感到快乐。
+
+> It gets me excited about doing what we do every day.
+
+做我们每天都做的事让我很兴奋。
diff --git a/docs/sus2012/README.md b/docs/sus2012/README.md
new file mode 100644
index 0000000..b6b465e
--- /dev/null
+++ b/docs/sus2012/README.md
@@ -0,0 +1,3 @@
+# YC 创业课 2012 中文笔记
+
+> 来源：[xdworks/startup-school-2012](https://github.com/xdworks/startup-school-2012)
diff --git a/docs/sus2012/SUMMARY.md b/docs/sus2012/SUMMARY.md
new file mode 100644
index 0000000..360f9ce
--- /dev/null
+++ b/docs/sus2012/SUMMARY.md
@@ -0,0 +1,10 @@
++   [Ron Conway at Startup School 2012](01.md)
++   [Travis Kalanick at Startup School 2012](02.md)
++   [Tom Preston Werner at Startup School 2012](03.md)
++   [Patrick Collison at Startup School 2012](04.md)
++   [Mark Zuckerberg at Startup School 2012](05.md)
++   [Joel Spolksy at Startup School 2012](06.md)
++   [Jessica Livingston at Startup School 2012](07.md)
++   [Hiroshi Mikitani at Startup School 2012](08.md)
++   [David Rusenko at Startup School 2012](09.md)
++   [Ben Silbermann at Startup School 2012](10.md)
\ No newline at end of file
diff --git a/sidebar.md b/sidebar.md
index e9173d4..5e9712e 100644
--- a/sidebar.md
+++ b/sidebar.md
@@ -12,6 +12,17 @@
     +   [Ch12: 人与机器](docs/a/12.md)
     +   [Ch13: 展望绿色科技](docs/a/13.md)
     +   [Ch14: 创始人的潘多拉魔盒](docs/a/14.md)
++   [YC 创业课 2012 中文笔记](docs/sus2012/README.md)
+    +   [Ron Conway at Startup School 2012](docs/sus2012/01.md)
+    +   [Travis Kalanick at Startup School 2012](docs/sus2012/02.md)
+    +   [Tom Preston Werner at Startup School 2012](docs/sus2012/03.md)
+    +   [Patrick Collison at Startup School 2012](docs/sus2012/04.md)
+    +   [Mark Zuckerberg at Startup School 2012](docs/sus2012/05.md)
+    +   [Joel Spolksy at Startup School 2012](docs/sus2012/06.md)
+    +   [Jessica Livingston at Startup School 2012](docs/sus2012/07.md)
+    +   [Hiroshi Mikitani at Startup School 2012](docs/sus2012/08.md)
+    +   [David Rusenko at Startup School 2012](docs/sus2012/09.md)
+    +   [Ben Silbermann at Startup School 2012](docs/sus2012/10.md)
 +   [斯坦福 CS183b YC 创业课文字版](docs/b/README.md)
     +   [关于 Y Combinator](docs/b/1.md)
     +   [【创业百道节选】如何正确的阅读创业鸡汤](docs/b/3.md)
-- 
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