# 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 年回到這里來真是太棒了。 > Two years ago what\'s changed since then. 兩年前，從那時起，情況發生了變化。 > I\'m actually going to put this on the ground. 我要把這個放在地上。 > This is my timer. 這是我的計時器。 > You see part of being a founder of a company is solving your own problems. 作為一家公司的創始人，你可以看到，解決自己的問題是其中的一部分。 > 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. 所以我在想這個演講，我會說什么對我來說最重要的問題是什么，我們曾經去過的地方，去了哪里，今天開一家公司意味著什么。 > 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，你們中的大多數人，尤其是在看完本的演講后，可能會問，作為一名初出茅廬的企業家，我是如何籌集 1 億美元的，就像“起床”一樣。 > Maybe that\'s the question that you\'re that you\'re wondering pretty much anywhere I go now. 也許這就是你想知道我現在去的任何地方的問題。 > Everyone says hey Tom how\'s it going. 大家都說嗨，湯姆，你好嗎？ > What do you guys spend a million dollars on but this I think is the wrong question. 你們到底花了多少錢，但我認為這是個錯誤的問題。 > I\'m actually going to tell you how to do that. 我要告訴你怎么做。 > I\'m going to tell you something different. 我要告訴你一些不同的事情。 > And I think that\'s because at the end of the day money isn\'t actually what matters. 我認為那是因為到頭來錢并不重要。 > Money is irrelevant. 錢是無關緊要的。 > What is money. 什么是錢。 > `[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]` 錢只是銀行電腦里的一個數字，上面寫著你能為你的辦公室買多少張幻燈片。 > Right but that\'s not what we care about. 對，但這不是我們所關心的。 > That\'s not what we\'re trying to do here. 這不是我們想要做的。 > We\'re not trying to just make more slides happen in the world. 我們并不是想讓更多的幻燈片出現在這個世界上。 > `[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. 我認為重要的不是錢。 > Other things. 其他的東西。 > So let\'s let\'s think about this. 所以讓我們考慮一下這個。 > `[00:01:44]` I forgot my clicker. `[00:01:44]` 我忘了我的遙控器。 > I need my clicker. 我需要我的遙控器。 > This is going to be less impactful if I don\'t have my my thing. 如果我沒有我的東西，這就不會那么有影響了。 > OK. 好的 > Thank you sir. 謝謝先生。 > Hey you guys are in for a treat. 嘿你們要請客了。 > Okay. 好的。 > Now that I have this. 現在我有了這個。 > OK. 好的 > So let me let me let me make a posit and me posit something for you guys. 所以讓我做個定金，我為你們準備一些東西。 > A company is nothing except the decisions that it makes decisions are made by people. 一個公司除了做決定是由人做的以外，什么都不是。 > And with me so far so the only thing that matters are people. 到目前為止，對我來說唯一重要的是人。 > People are the only thing that matters and those people then had better be the right people. 人是唯一重要的東西，那些人最好是正確的人。 > 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，讓我告訴你，在很早的時候找到一份工作，GET 中心是由我自己創建的，我的聯合創始人克里斯想離開。 > Initially there was two of us. 一開始是我們兩個人。 > What I did was the design the front end the very that just the visual and the axe. 我所做的是設計，前端，就是視覺和斧頭。 > 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，這就是 Rails 代碼訪問在磁盤上獲取存儲庫的方式，所以我是個奇怪的家伙，然后我做前端的東西，做后端的東西，但是在那之前我已經做了很長時間的 Rails，我不太喜歡 Rails。 > You can tell the world and I actually like rails out much. 你可以告訴世界，我非常喜歡鐵軌。 > 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，我通過你知道，在 Ruby 社區，去 Ruby 見 Ups，這就是我發現我的聯合創始人克里斯·斯特拉斯(ChrisStrath)非常喜歡 Rails，他有一篇博客文章概述了如何成為最好的 Rails 開發人員。 > 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. 我說這是一個我可以和他一起創辦公司的人，因為我們有互補的技能。 > 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，他做中間的部分，我們一起做整個事情。 > And that worked out really well we just started hacking on it on the side side project. 結果很好，我們剛剛開始在附帶項目上進行黑客攻擊。 > 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. 這是一個關于你如何判斷你的創業想法是否真的在吸引人的小竅門。 > How is it how do you how can you tell people enjoy it. 你怎么能告訴人們喜歡它。 > 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. 對我們來說真正有效的一件事是，當人們來到我們的私人測試版時，他們問我能支付這個費用嗎？ > We had no billing system and yet they wanted to pay for it. 我們沒有計費系統，但他們卻想為此付出代價。 > They wanted to make sure that it would continue to exist so that it would continue to solve their problems. 他們希望確保它繼續存在，以便它能夠繼續解決他們的問題。 > 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，如果你的客戶要求你在銷售公司產品之前支付公司產品的費用，那將是一個好兆頭。 > So in order to accomplish this in order to get this company to a place where people could actually buy it. 為了實現這一目標，為了讓這家公司能夠讓人們真正買到它。 > We hired our third co-founder. 我們雇了第三位聯合創始人。 > He came on board was just a few months after we had started and he has his first thing built the billing system. 他是在我們開始工作幾個月后才上船的，他的第一件事就是建立計費系統。 > 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，所以現在我們有兩個 Rails 的家伙，基本上和錯誤的做前面和后面，我們正在建立一個更好的人員和技能的組合，以完成我們需要做的事情。 > Our first employee that we hired named Scott cone he is a get expert. 我們雇傭的第一位員工叫斯科特·科內，他是一位 GET 專家。 > 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，我們在公司達到了一個水平，在那里，我們的知識達到了極限，我們中沒有人是真正的專家，但我們正在建設一個網站，GET Hubb，它是用來托管 GET 存儲庫的。 > 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，通過見面，我們遇到了斯科特，我們和他談了談產品，我們談到了他如何去建造東西，而他就是那個建立了一個片段共享網站的人。 > He built from scratch as his first task bringing his knowledge into the equation. 他白手起家，把他的知識納入方程式，這是他的第一項任務。 > And so you can see are assembling a broader diversity of people who can accomplish more things. 所以你可以看到，他們聚集了更多的人，他們可以完成更多的事情。 > We max out our Get knowledge. 我們最大限度地利用我們的知識。 > Let\'s bring someone in that can augment that. 讓我們找個能增加這一點的人來。 > And you\'ll notice that none of these people none of the four of us were businesspeople. 你會注意到，這些人中沒有一個是商人，我們四個人都不是商人。 > None of us had ever really gone into business all that much. 我們誰也沒有做過這么多的生意。 > I\'d done some consulting but that doesn\'t really count. 我做過一些咨詢，但這并不算什么。 > None of us had created large businesses. 我們中沒有人創造過大企業。 > None of us had an MBA background or a business background like that. 我們都沒有工商管理碩士學位，也沒有這樣的商業背景。 > So none of us either were executives. 所以我們都不是高管。 > 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. 我們中沒有一個人在創建一家公司方面有過如此廣泛的經驗，作為一個剛開始創業的人，我們應該如何解決這個問題。 > Well let\'s let\'s hire an executive because they know what they\'re doing. 那么，讓我們雇用一名高管，因為他們知道自己在做什么。 > Now you have two problems. 現在你有兩個問題。 > Here\'s the thing. 事情是這樣的。 > 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. 這里有一些高管，他們都是了不起的偉人，但他們知道的太多了，我認為這對一家創業公司來說是有害的，因為你真的在用另一種方式解決一個新的問題。 > 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. 你必須解決初學者頭腦不知道的問題，因為你不知道這是不可能的，所以這是一個非常強大的工具。 > That\'s what doing a startup is not realizing that something is impossible and doing it anyway. 這就是為什么創業并不會意識到某些事情是不可能的，而且無論如何都會去做。 > 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. 我們之間的共同之處-最初在 GET 中心工作的人-在他們做錯事的地方之前曾為壞公司工作過，如何不做某事的例子和如何做某事的例子一樣好。 > And I think this is what companies are for. 我認為這就是公司的職責所在。 > Companies solve problems. 公司解決問題。 > 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. 偉大的公司解決真正的問題，如果你從來沒有經歷過問題，那么你怎么知道什么是正確的解決方法。 > So you\'re all here to do startups to join startups to create startups. 所以，你們都是來做初創公司的，加入創業公司來創建創業公司。 > 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. 我認為，如果你的選擇是創建一家初創公司或嘗試，而你知道，去為另一家公司工作，繼續為其他公司工作并不是那么糟糕，因為它給了你一個非常好的視角，你可以不去做一些事情。 > So getting experience elsewhere. 所以在其他地方積累經驗。 > Not so bad right. 沒那么糟吧。 > A lot of great people start startups had a bunch of full time jobs before that. 在此之前，許多優秀的創業公司都有大量的全職工作。 > I had five. 我有五個。 > I had five full time jobs before starting get a job. 在開始找工作之前我做了五份全職工作。 > So suffering can sometimes lead to a better product for having that information. 因此，痛苦有時會為獲得這些信息帶來更好的結果。 > 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們聚在一起，我們總是在一起喝啤酒，我們會討論我們遇到的問題。 > 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. 我們會去一家名為 O‘Reilly 的酒吧，在舊金山的北海灘，我們只會討論那些大問題。 > People are very important having the same ideas for the product direction is important. 人是非常重要的，對產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. 做同樣的事情會讓你向前推進。 > 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. 如果你發現自己與你的共同創始人或你創建的非常小的團隊相處不融洽，那么你首先要退一步，評估這個問題，因為我不認為如果你們互相爭斗，你們就不能有效地向前推進。 > Look at that. 看那兒 > You should be getting along if you\'re not really really think about what that means. 如果你沒有真正想清楚那意味著什么，你就應該和睦相處。 > Hiring is hard. 招聘是很難的。 > Hiring the right people is incredibly hard. 雇傭合適的人是非常困難的。 > Sometimes you\'ll screw it up. 有時候你會搞砸的。 > 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. 我們很早就雇了一名銷售人員，我們不得不讓他走，因為他的文化不適合，這是因為我們以前沒有這樣的招聘經驗。 > And that\'s OK. 那也沒關系。 > You\'re going to screw up hiring. 你會搞砸招聘的。 > You have to be in a place mentally where you can fix that later on by letting someone go it sucks. 你必須呆在一個精神上的地方，在那里你以后可以通過放某人走來解決這個問題-這太糟糕了。 > 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. 解雇員工是最糟糕的，但如果你想創辦一家公司，你必須是那種在公司需要完成時才能做到這一點的人，隨著公司的成熟，你經歷了這些不同的階段，事情就會發生變化。 > Your role is going to drastically change over time. 隨著時間的推移，你的角色將會發生巨大的變化。 > In the beginning I describe myself as the janitor I was fixing things. 一開始，我把自己描述成看門人，我在修東西。 > Things always need to be fixed. 事情總是需要解決的。 > 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. 我總是清理東西，修理東西，記錄事情進展得如此之快，以至于每隔一段時間就得有人回來修理東西。 > I was the janitor and this I think is why titles are bullshit. 我是看門人，我想這就是為什么頭銜是胡說八道的原因。 > Especially in the beginning of a company you just throw all your titles away. 尤其是在一家公司剛成立的時候，你就把你所有的頭銜都扔掉了。 > 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. 甚至不用擔心這件事，不要為誰會成為首席執行官、首席技術官或首席財務官而爭吵-所有這些都是一派胡言。 > All this stuff is crap in the beginning. 一開始這些東西都是垃圾。 > There\'s way too much to be done to specialize that early on. 要盡早把它專門化，還有很多事情要做。 > Things change a little bit when you get bigger you start to specialize a little bit more. 事情發生了一些變化，當你變得更大的時候，你就開始變得更專業了。 > And then it\'s really important to think from the early days. 從早期開始思考就很重要了。 > Do you have the right mix of personality types. 你有合適的性格組合嗎。 > 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. 所以對我們來說，如果我看看早期在公司工作的不同的人，以及為什么我們能夠作為一個團隊呆在一起-五年后我們四個人都還在一起-我就算是一個合乎邏輯的、務實的團隊了。 > Chris is more of the product visionary one PJ is kind of a business operations minded person. 克里斯是更有遠見的產品，一位 PJ 是一位有商業經營頭腦的人。 > And Scott gards the culture and creates as much happiness as possible. 斯科特對文化進行了掩飾，創造了盡可能多的幸福。 > 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. 這些是四種不同的向量，在討論中，我們都是通過坐下來喝啤酒，得出一個中間的結論來做決定的。 > We would all check and balance each other. 我們都會互相制衡。 > So think about when you\'re collecting the right people. 所以想想當你收集合適的人的時候。 > Do they have the right kind of mix to be effective in the long term because that\'s what you\'re going for. 從長遠來看，他們是否有合適的組合才能有效，因為這正是你所要追求的。 > `[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，如果你能雇用一個人，每個人都能有效地推動公司前進，他們將如何推動公司前進呢？ > Because companies don\'t do things people do things and that\'s why people are all that matters. 因為公司不做別人做的事情，這就是為什么人才是最重要的。 > And so I\'m going to have to audience help me for this real quick. 所以我得讓觀眾幫我個忙。 > 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. 我希望從這里的每個人數到 3，所以，1，2，3，然后去讀這篇文章，說人是唯一重要的事情。 > You ready. 準備好了。 > 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]` 謝謝。 > You\'re an excellent audience. 你是個很棒的觀眾。 > `[00:12:03]` But wait customers don\'t interact with people not when you\'re building a product. `[00:12:03]` 但是等待的顧客不會與人互動，而不是在你生產產品的時候。 > So how can they be the most important thing. 所以他們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]` 產品實際上是唯一重要的東西，而且事情正在變得有趣。 > I think when you\'re thinking about your product you need to start with design. 我認為當你想到你的產品時，你需要從設計開始。 > It\'s how your customers interact with your products. 這是你的客戶如何與你的產品互動。 > `[00:12:34]` It\'s what they see it\'s what they feel. `[00:12:34]` 這是他們所看到的，是他們的感受。 > Think of it like an automobile. 把它想象成一輛汽車。 > We all understand cars and trucks and things right. 我們都明白汽車、卡車和其他東西是正確的。 > This is your this is your experience this is what you\'re creating you\'re creating something that is like a vehicle. 這是你的，這是你的經驗，這是你所創造的東西，就像一輛車。 > Vehicles to us make a lot of sense. 車輛對我們來說很有意義。 > They\'ve been refined year over year for a large part of last century. 它們在上個世紀的大部分時間里都是一年比一年改進的。 > So they become very good we all understand them. 所以他們變得很好我們都理解他們。 > This is what you\'re going for a product that feels so natural that it\'s like a car you can just get in. 這就是你想要的產品，它感覺非常自然，就像一輛你可以直接上車的汽車。 > You can drive it off the steering wheels here. 你可以把它從方向盤上開下來。 > This pedal makes you go in this metal pedal makes you stop. 這個踏板讓你進入這個金屬踏板讓你停下來。 > That\'s the product and what you exclude from your product is just as important as what you include in your product. 這就是你的產品，你從你的產品中排除出來的東西和你在產品中包含的內容一樣重要。 > Take for instance Volkswagen the bug that had the little flower Vaisse right. 舉個例子，大眾的小花 Vaisse 的小蟲子是對的。 > What the hell was that. 那是什么鬼東西。 > 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. 現在，每次你上車的時候，聞起來都像死了的有機物，你在想，大眾汽車公司是不是也是一樣的東西呢？這個垂死的公司把這些瘋狂的東西都包括進了他們的產品里。 > What you what you leave out is just as important. 你遺漏的東西同樣重要。 > `[00:13:45]` Everything that you add makes everything else less important. `[00:13:45]` 你添加的每一件事都會使其他的事情變得不那么重要。 > `[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]` 如果你的車很棒，雷，你在后面放了一個大的擾流板，那么你的霓虹燈地面效果就不會那么棒了，因為人們會被擾流板分散注意力。 > So think about that everything that you add dilutes the entire product. 所以想一想，你添加的所有東西都會稀釋整個產品。 > 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. 我們聘請的第一位致力于藝術設計的設計師凱爾·克尼夫(Kyle Knief)用一種很好的方式表達了這一點，他說，專注于功能，我認為這是一件非常重要的事情，尤其是在你還早的時候，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，它們最好是正確的東西，不要被你認為用戶想要盡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. 人們需要偉大的產品，而不像他們想要的那樣多。 > If you screw up your design then you screw up your product. 如果你搞砸了你的設計，那么你就把你的產品搞砸了。 > So make sure that one of your cofounders is design minded. 所以，確保你的聯合創始人之一是有設計意識的。 > For us it was me. 對我們來說是我。 > 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. 如果你要做一家初創公司，而你又在考慮好的話，我是個技術人員，所有的人都會雇傭我的技術朋友，一起創辦一家公司，現在你需要一個設計師。 > 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. 去找一個設計師，他會讓你的產品成為客戶想要使用的東西，而不是像我們今天看到的開源項目的管理屏幕這樣的東西。 > It\'s the big problem with open source is that there\'s not a lot of designers involved. 開源的最大問題在于沒有太多的設計師參與進來。 > `[00:15:19]` That\'s not what you want your company to be like. `[00:15:19]` 那不是你想讓你的公司成為什么樣的人。 > `[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. 你們公司的任務是什么。 > And I think that you should be able to say your mission in one sentence and in fact probably in less than 10 words. 我認為你應該能夠用一句話來表達你的使命，事實上，你應該用不到 10 個字來表達你的使命。 > So for us when get started our mission was very simple. 所以對我們來說，當我們開始的時候，我們的任務非常簡單。 > In fact it was on the Web site. 事實上它在網站上。 > 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. 你們中的一些人可能還記得它說，獲得托管不再是一個痛苦的屁股，因為這是我們試圖解決的核心問題，可能會使托管變得非常容易，這樣您就可以與您的朋友共享代碼。 > It was a very simple mission. 這是一個非常簡單的任務。 > Over time once we got further down the road of accomplishing that we started thinking more about developers as a whole. 隨著時間的推移，我們在完成這一目標的道路上走得更遠，我們開始更多地考慮開發人員作為一個整體。 > What do they need to do to be effective at creating software. 他們需要做些什么才能有效地創建軟件。 > It\'s more than just getting repositories online now it\'s about collaboration. 它不僅僅是讓存儲庫在線，現在它是關于協作的。 > It\'s about them working together. 是關于他們一起工作的。 > And so we changed our mission. 所以我們改變了任務。 > We stated it as make developers lives better everyday. 我們說這是為了讓開發者每天都過得更好。 > So we expanded the scope of what we were trying to solve. 所以我們擴大了我們想要解決的問題的范圍。 > Then we started building internal tools for ourselves. 然后我們開始為自己建立內部工具。 > Things that are beneficial to creating a software business. 有利于創建軟件業務的事情。 > And we started thinking about things a little bit differently still. 我們開始考慮一些不同的事情。 > So we\'re going broader. 所以我們要走得更遠。 > 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. 我們開始說我們用 GET 幫助來構建 GET HOBB，因為它比僅僅獲得 Web.com 的產品更多，有些東西你已經看到了，比如工作方面的工作，比如它有點 COM，就像一個更大的產品套件，可以幫助你解決更多的問題。 > `[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]` 現在，我們現在的最終愿景是，我們所稱的使我們更容易一起工作，而不是獨自工作。 > You\'ll see that it\'s completely divorced from software altogether. 你會發現它完全脫離了軟件。 > And so I will actually answer your question what are we going to do with 100 million dollars. 所以我會回答你的問題，我們要用 1 億美元做什么？ > 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碼，世界上有多少人編寫代碼。 > 30 million maybe 40 if you\'re lucky. 如果你幸運的話，三千萬也許四千萬。 > 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. 除了軟件之外，還有更多的空間來解決協作問題。 > But this took a long time to get to. 但這需要很長時間才能完成。 > We didn\'t start with this idea of fixing collaboration for the world. 我們不是從這個想法開始的，那就是為世界解決合作問題。 > We started with the idea of getting a repository from your computer onto the Internet. 我們一開始的想法是從你的電腦上獲得一個儲存庫到互聯網上。 > That was it. 就這樣了。 > 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. 所以請記住，當你解決一個問題的時候，選擇一些你能解決的事情，希望有一個方向，你可以去，它會變得更大。 > Right. 右（邊），正確的 > `[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，在開始的時候，選擇一些小的東西，如果你像我們一樣引導你，并且你的產品變得流行的話，你實際上可以解決這個問題。 > 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. 然后你也會面臨一個選擇，那就是，我們是否會把這作為一種生活方式來做，因為我們的產品將成為一種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，這會讓你的生活變得很好，你可以忍受這樣的生活。 > That way that\'s awesome. 那樣的話那就太棒了。 > Lots of people do this. 很多人都這么做。 > That\'s great. 太棒了。 > But you also be faced with a choice which is do we want to blow this out. 但你也面臨著一個選擇，那就是我們是否想把這一切搞砸。 > `[00:18:31]` We want to change the world. `[00:18:31]` 我們想改變世界。 > If people like your product you\'ve got a bunch of users that\'s a choice that you\'ll have to make. 如果人們喜歡你的產品，你就會有一群用戶，這是你必須做出的選擇。 > I like to think about it like the TV show Lost. 我喜歡把它想象成電視節目“迷失”。 > How many of you have seen that show. 你們當中有多少人看過那個節目。 > Lots of you have seen that show yes. 你們很多人都看過那個節目是的。 > I think the saddest thing in the world is a squandered opportunity. 我認為世界上最可悲的事情是浪費機會。 > And that\'s what lost was. 這就是迷失的原因。 > `[00:19:03]` So that\'s the question when you\'re faced with that choice. `[00:19:03]` 當你面臨這樣的選擇時，這就是問題所在。 > 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. 我們想要實現什么。 > I think you\'re all here today to solve big problems. 我想你們今天都是來解決大問題的。 > So maybe you\'ve already made that choice but you might have to make it for real. 所以，也許你已經做出了這個選擇，但你可能不得不讓它成為現實。 > Down the road don\'t squander an opportunity. 在路上不要浪費機會。 > Go for it. 勇敢點兒 > Don\'t be like Lost. 不要像迷路一樣。 > 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. 對我們來說，這是一項決定，將我們在公司中所做的一切再投資到公司，而不是把它存入我們自己的銀行賬戶。 > It is also why we raised a hundred million dollars because GetUp is an opportunity. 這也是為什么我們籌集了一億美元，因為 Getup 是一個機會。 > We don\'t want to squander it. 我們不想浪費它。 > `[00:19:46]` Don\'t worry too much about when you enter a market. `[00:19:46]` 當你進入市場時，不要太擔心。 > Almost every product in the world is terrible. 世界上幾乎所有的產品都是可怕的。 > Look at the list of products the things that use everyday. 看看每天使用的產品清單。 > Most of them are just downright crap. 他們中的大多數都是徹頭徹尾的垃圾。 > 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. 如果你知道這一點-這是蘋果對 iPad 這樣的設備非常熟悉的東西-那么，在 iPad 之前，有多少臺平板電腦，所有這些都很糟糕。 > Apple comes along and through making a good product they won. 蘋果公司的出現是因為他們制造了一款他們贏得的好產品。 > That\'s what product means and that is why product is all that matters. 這就是產品的含義，這就是為什么產品才是最重要的。 > So you center section on a count of three. 所以你把中心部分數到三。 > Please help me in saying this phrase 1 to 3 product is all that matters. 請幫助我說這個短語 1 到 3 產品才是最重要的。 > `[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]` 產品只有在人們做出決定的時候才會產生，就像我們開始做的那樣，而最好的決定是根據一致的哲學做出的。 > `[00:20:54]` So philosophy is all that matters. `[00:20:54]` 所以哲學才是最重要的。 > Philosophy derives from your people get again we never set out to create a specific culture. 哲學起源于你的人民，我們從來沒有開始創造一種特定的文化。 > `[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]` 我們雇傭的人在某個時候創造了文化，你可能想要編纂這種文化，這種文化是通過你雇傭的人與生俱來創造出來的，這樣你就可以很好地溝通它。 > Let me briefly explain what to me the five core values of get Alvar. 讓我簡單地向我解釋一下獲得阿爾瓦的五個核心價值。 > Number one optimizing for happiness. 幸福的第一優化。 > 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這一點，看我兩年前的演講，“幸福優化”意味著，想想你在做什么，以及它將如何為你的客戶、你的團隊成員和你的股東創造更多的快樂。 > If you do options like most startups do then your team members are also your shareholders. 如果你像大多數初創公司一樣做選擇，那么你的團隊成員也是你的股東。 > If you raise money then your shareholders are part of that equation as well. 如果你籌集資金，那么你的股東也是這個等式的一部分。 > `[00:22:00]` If you do those things if you optimize for happiness. `[00:22:00]` 如果你做那些事情，如果你為幸福而優化。 > My theory is that profits will result naturally and it puts you on the right path to do things that matter. 我的理論是，利潤是自然產生的，它會讓你走上正確的道路，去做重要的事情。 > Number two best argument wins. 第二，最好的辯論獲勝。 > `[00:22:16]` This means that it\'s not about ego. `[00:22:16]` 這意味著它與自我無關。 > It\'s not about who you are where you came from. 這與你來自何方無關。 > It\'s about making good arguments. 這是關于提出好的論點。 > Backing them up and being open to other people\'s arguments. 支持他們并對其他人的論點敞開心扉。 > This is critical to avoiding politics within a company. 這對于避免公司內部政治至關重要。 > You can argue about something that matters and the argument is the thing and not the people behind it. 你可以爭論一些重要的事情，爭論是事情，而不是背后的人。 > Then you can have good results. 這樣你就能得到好的結果。 > You can create a good product and you can avoid politics. 你可以創造一個好的產品，你可以避免政治。 > Number three working from first principles. 第三條原則。 > Everything that we do we do from scratch. 我們從零開始做的每一件事。 > You might think this is very inefficient. 你可能會認為這是非常低效的。 > Sometimes it is but we think through every problem that way because GitHub is a unique company just like every company is unique. 有時候是這樣，但我們這樣思考每一個問題，因為 GitHub 是一家獨特的公司，就像每一家公司都是獨一無二的一樣。 > 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. 你不能只接受對其他公司有用的想法，把它們應用到你自己身上。事實上，你不能接受我今天給你的想法，或者任何人今天給你的想法，只是照搬它們，期待它們為你工作。 > `[00:23:13]` You have to think about what it means for your company. `[00:23:13]` 你必須考慮這對你的公司意味著什么。 > This is how you create something new something better. 這就是你如何創造新的東西-更好的東西。 > Number four create superfans Traviss talk about Uber and how they delight their users on certain holidays giving them a motorcade. 第四，創造超級粉絲 Traviss 談論優步，以及他們如何在特定的假期取悅他們的用戶，給他們一個車隊。 > That\'s the kind of stuff that I\'m talking about for us. 這就是我對我們說的那種東西。 > We do drink ups. 我們確實喝了酒。 > It\'s like a meetup except it\'s at a bar and we buy you beer for developers. 它就像一個聚會，除了在酒吧，我們給你買啤酒給開發商。 > This turns out to be incredibly effective. 結果證明這是非常有效的。 > Laughter That\'s just one of many things how we deal with support. 笑，這只是我們如何對待支持的許多事情之一。 > 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. 關于我們的支持團隊，我最喜歡的是，我們通過計算最終用戶的響應中有多少感嘆號來衡量我們的成功-支持交互的成功。 > That\'s creating superfans creating that kind of experience that goes above and beyond what is expected. 這就創造了超級粉絲，創造了超出預期的體驗。 > And number five be awesome and change the world. 第五，要令人敬畏，改變世界。 > That one\'s pretty self-explanatory. 那件事很容易解釋。 > So if you have a strong culture you can use it as a hiring tool. 因此，如果你有一個強大的文化，你可以使用它作為招聘工具。 > 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. 這是非常有效的，這是非常關鍵的今天，因為它變得越來越難雇用，因為你們所有人，誰通常進入勞動力市場，而不是創建自己的公司。 > The pool of candidates is smaller. 候選人人數較少。 > 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. 從早期開始，我們就開始宣傳我們的工作方式、我們的文化、我們的價值觀，以及賦予我們更高目標的哲學，所以競爭更加激烈。 > All of this allows you to attract the kind of people that naturally fit your philosophy. 所有這些都能讓你吸引到與你的哲學相契合的人。 > 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. 所以那些你通過交流吸引的人會做出正確的決定，因為決策是如何讓人們制造產品的。 > The philosophy that guides those decisions is all that matters. 指導這些決定的哲學才是最重要的。 > So please third segment of the audience on 3 1 2 3. 所以請第三部分的觀眾在 3，12，2，3. > Philosophy is all that matters. 哲學才是最重要的。 > `[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，所以我告訴你三件事，這是唯一重要的事情。 > `[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. 這三件事中哪一件是唯一重要的。 > I don\'t think I have to answer that question. 我不認為我必須回答那個問題。 > `[00:25:44]` I think it\'s a false Tricon to me. `[00:25:44]` 我認為這對我來說是個虛假的騙局。 > `[00:25:50]` Someone really enjoyed that joke. `[00:25:50]` 有人真的很喜歡這個笑話。 > They do oh lord I\'m not done yet. 天啊，我還沒說完呢。 > Hold on hold on hold hold on. 等一下。 > I\'m not going to end on false dichotomy. 我不會以錯誤的二分法結束。 > Laughter. 笑聲。 > In reality in reality just like the three quirks of it Adam cannot exist on their own people product and philosophy are also inseparable. 在現實生活中，就像它的三個怪癖一樣，亞當不可能存在于自己的人身上，產品和哲學也是不可分割的。 > `[00:26:21]` So do you guys remember what was the only thing that mattered people. `[00:26:21]` 你們還記得唯一關系到人的事嗎？ > Do you guys remember the only thing that mattered. 你們還記得唯一重要的事嗎。 > Product. 產品。 > Do you guys remember the only thing that mattered. 你們還記得唯一重要的事嗎。 > Philosophy on 3. 哲學 3。 > Everybody say what you said before together 1 to 3. 每個人都說你在一起之前說的 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. 如果你掌握了這些東西，那么你最終會有答案的問題，我如何籌集 1 億美元，謝謝。