# David Rusenko at Startup School 2012 > `[00:00:00]` Thanks for having me guys. `[00:00:00]` 謝謝你們邀請我。 > You hear me all right. 你好好聽我說。 > Cool. 涼爽的 > 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，我想先回顧一下 Weeble 的故事，告訴你們我們是如何到達今天的位置的，以及我們在這過程中學到的一些教訓。 > 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. 如果有些人沒有聽說過，Weeble 是創建網站的一個簡單而有力的方法。 > People want to create a site they want to create a blog. 人們想要創建一個網站，他們想要創建一個博客。 > They want to sell things online and they just want to work. 他們想在網上賣東西，他們只想工作。 > They don\'t want the frustrations around it. 他們不想被挫折包圍。 > So let me show you a couple of Weebly sites the first site is a photographer from Toronto showcasing their photography. 讓我給你們看看幾個 Weeble 網站，第一個網站是一個來自多倫多的攝影師，展示他們的攝影作品。 > The second site is an interior designer from Oregon. 第二個網站是俄勒岡州的室內設計師。 > They\'ve actually been featured in Dwell magazine for their entire designs were on their Web site on weebly. 事實上，他們在“生活”雜志上有特寫，因為他們的整個設計都在 Weeble 的網站上。 > 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. 第三個網站是一個來自加利福尼亞的平面設計師，你可以看到所有這些網站只是看起來很棒，沒有一行 HMRC 說是為這些網站編寫的。 > This next site is pretty special. 下一個網站很特別。 > This is Brian. 我是布萊恩。 > He\'s 80 years old. 他 80 歲了。 > 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，他的熱情是建立尤庫萊爾斯，他開始做他的業余時間，繼續進行，并創建了一個網站。 > What do you know the word got out. 你知道那個詞泄露了什么。 > And you know he could build a couple of ukeleles out of a shop per month. 你知道他每個月都可以在商店里建幾個小木屋。 > He now has 36 months backorder of ukeleles. 他現在有 36 個月的苦差事。 > And this last site\'s really special to us. 最后這個網站對我們來說很特別。 > You may have seen that along with initiative I think last year. 你可能已經看到了這一點，以及我認為去年的主動性。 > 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，這群自愿在肯尼亞工作的學生聽說了這個關于奧馬利的故事，他們在尋找他的孤兒院時遭到了殘酷的攻擊，他們甚至沒有柵欄來保護自己。 > 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. 于是他們創建了 Weevery 網站，把它貼在上面，我們可以在不到一周的時間里為孤兒院籌集到超過 10 萬美元，他們建了一堵墻和一道籬笆，還有更多的東西。 > That\'s actually now helping out that orphanage in Kenya. 這實際上是在幫助肯尼亞的孤兒院。 > So a little bit about our story and how we got to where we are today. 關于我們的故事，我們是如何達到今天的水平的。 > 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，作為賓州一個班級項目的一部分，我們在六年前提出了同樣的想法，我們以為你知道為什么這么難。 > Why is it still so hard to build a Web site. 為什么要建立一個網站還是那么困難。 > 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. 我們看到周圍的人都在掙扎，所以我們不能接受我們現在開始工作的想法。 > I\'m going to introduce you to the theme of the presentation here. 我將在這里向你們介紹演講的主題。 > This is a graph of our new Sinos per day. 這是我們的新西諾斯每天的圖表。 > Now this is August 2006. 現在是 2006 年 8 月。 > This is real data and you can see up at the top. 這是真實的數據，你可以看到頂部。 > It\'s six months after we started working on weebly. 那是我們開始研究 Weeble 的六個月后。 > 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，在我們編寫了第一行代碼六個月后，我們迎來了 12 個新用戶。 > 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，這只是朋友和家人的事情，阿爾法階段還不是什么容易在一個月內完成的事情，是一件很困難的事情。 > That took some time to build over that summer. 這個夏天花了一些時間才建好。 > Dan and I and Chris were working on it. 丹和我還有克里斯正在做這件事。 > Here\'s October 2006. 這是 2006 年 10 月。 > Eight months later. 八個月后。 > So we\'ve now been writing code and working on the idea for eight months. 所以我們已經寫了八個月的代碼了。 > 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. 我們在一些論壇上發布了一份私人邀請函，我們認為這一天會爆炸，我們有大約 30 人參加，這是那天的一個標志。 > So you know around this time I was up pretty late at night. 所以你知道，大約在這個時候，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. 在瀏覽 Slashdot 的時候，你也知道那是當時最受歡迎的科技新聞網站，我當時正在讀一篇關于 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. 我說你知道我想我聽說過這件事之前我還不確定是不是餓了這篇文章。 > Oh this sounds really cool this sounds interesting Oh application deadlines in two hours. 哦，這聽起來很酷，這聽起來很有趣，哦，兩個小時內的申請截止日期。 > So I thought you know what the hell. 所以我以為你知道怎么回事。 > I\'ll put some together really quick. 我會很快地整理一些。 > It doesn\'t hurt to apply now. 現在申請是無害的。 > 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. 實際上，我沒有足夠的時間打電話給丹或克里斯，問他們是否愿意輟學搬到舊金山。 > 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會這么做。 > 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學生涯。 > So we applied NYC with literally less than an hour to go on the clock. 所以我們用了不到一個小時的時間就申請了紐約。 > Got accepted for an interview drove up to Boston interviewed. 被接受了一次去波士頓面試的面試。 > We thought we thought it was great. 我們覺得很棒。 > 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. 順便說一句，面試的那天早上，我醒來時，看了看我的電話鈴聲，一雙愁眉苦臉的眼睛，收到了一封電子郵件。 > What the hell is this about. 這到底是怎么回事。 > 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，開放的技術工作就這樣發生了，一個星期六的早晨，科技危機被毀了，我相信面試肯定沒什么壞處。 > But I also had to explain this graph. 但我也得解釋一下這個圖表。 > This is really important. 這真的很重要。 > This is not normally what a tech crunching looks like normally it goes straight up. 正常情況下，這并不是一個科技機構通常看起來的樣子-通常情況下，它會直線上升。 > And straight back down. 然后直接回去。 > We had an invitation system in place to make sure our servers crash. 我們有一個邀請系統，以確保我們的服務器崩潰。 > And so that\'s why you see it\'s spread out over more time. 這就是為什么你看到它分散在更多的時間里。 > 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時候保羅讓我們在晚上 7 點前接到電話。 > the same day. 同一天。 > We\'ll let you know if he made it or not. 如果他來了我們會告訴你的。 > So we were pretty nervous and we went out to dinner and we sat down and literally I remember you know 7:00p.m. 所以我們很緊張，我們出去吃飯，然后坐下來，我記得你知道晚上 7 點。 > rolled around and 8:00p.m. 在晚上 8 點左右滾來滾去。 > rolled around. 滾來滾去。 > And we were all just staring at our plates of food in front of us like we literally couldn\'t eat. 我們都盯著面前的食物盤，就好像我們真的不能吃一樣。 > We were so nervous. 我們太緊張了。 > And then by 9:00p.m. 然后到晚上 9 點。 > we\'re like this is it. 我們就像這樣。 > 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. 我們肯定沒有打電話給他們接受的所有人，現在他們只打電話給失敗者，然后我想 9 點 3 左右，保羅打來電話，我接了電話，他的第一句話是：我打電話來結束你的大學生涯。 > Laughter. 笑聲。 > 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，你知道我后來和丹談了，說嘿，伙計們，你們想加入，你不知道，我知道我們還有一學期的時間。 > It sounds crazy but how about we just drop out of school moved to San Francisco. 聽起來很瘋狂，但我們干脆輟學搬到舊金山怎么樣？ > What do you think of Christmas. 你覺得圣誕節怎么樣。 > Hell yeah let\'s do it. 好吧，讓我們去做吧。 > And as Dan I\'m like Dan you like like why do you think this is pretty crazy. 作為丹，我就像丹，你喜歡，為什么你覺得這很瘋狂。 > He\'s like Yeah I\'m on board. 他就像我在船上一樣。 > This sounds awesome. 這聽起來很棒。 > So you know this is this is a picture of us that we took right after we got that phone call. 你知道這是我們接到電話后拍的照片。 > I think this picture was also right after we each took three shots at the bar to celebrate with our friend Dana. 我想這張照片也是在我們每個人在酒吧拍了三張照片，和我們的朋友 Dana 一起慶祝之后。 > So the next graph is January 2007. 下一個圖表是 2007 年 1 月。 > So we move out to San Francisco start to Y Combinator program. 所以我們搬到舊金山開始 Y 組合程序。 > It\'s now 11 months. 現在是 11 個月了。 > After we start working on we but you know this is a pretty long time. 在我們開始研究之后，但是你知道這是很長的一段時間。 > This is almost a full year after you start writing our first line of code. 在您開始編寫我們的第一行代碼之后，幾乎已經整整一年了。 > I want you to take a look at this graph and I want you to notice something. 我想讓你們看看這張圖，我希望你們注意到一些東西。 > This isn\'t straight up into the right. 這不是直接向右的。 > It goes straight up. 一直往上走。 > It comes straight back down. 它直接倒下來。 > Now maybe you got a couple squiggles here that a little that are a little hopeful but things aren\'t looking great. 現在，也許你有幾個小問題，有點希望，但事情看起來不太好。 > We\'re getting less than a hundred people per day signing up right now almost a year after we started working on weebly. 現在，我們每天注冊的人數還不到 100 人，幾乎是在我們開始工作一年之后。 > You know this is a picture of our first office so we literally moved into an apartment. 你知道，這是我們第一間辦公室的照片，所以我們真的搬到了一間公寓里。 > 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. 我們放了三張桌子，你可以知道這是多久前的事了，因為右下角的那臺舊電視和 15 英寸的顯示器，我們把三張放在一起，放在客廳里。 > And this is this is what startup looks like. 這就是創業公司的樣子。 > We just worked our asses off. 我們只是干了些蠢事。 > We had one important Rojos we took Saturday off. 我們周六休息了一個重要的 Rojos。 > But otherwise every other moment every waking moment was 24/7 work wasn\'t all bad. 但除此之外，每隔一段時間，每一次清醒的時刻都是 24/7 的，工作并不都很糟糕。 > We had a great view. 我們的景色很好。 > The San Francisco Bay. 舊金山灣。 > And you know this is this is a fun story. 你知道這是個有趣的故事。 > 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. 這是 Chris 砍下的一個小顯示器，他把它放在桌子中間，它顯示了一些基本的統計數據，或者顯示為低到平均，你在這里看不到。 > But it also showed total users and logged in users and there\'s three logging users here. 但是它也顯示了總用戶和登錄用戶，這里有三個登錄用戶。 > That\'s because it was the three of us around the table using weebly. 那是因為我們三個人在桌旁使用 Weeble。 > `[00:07:28]` Applause applause. `[00:07:28]` 掌聲。 > `[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]` 我認為公司歷史上最重要的時刻之一是，有一天晚上我們坐在那里，你知道，就像我們很興奮一樣。 > That was exciting. 太令人興奮了。 > 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，我們還得到了一個關于技術危機的功能。 > This is much more normal it goes straight up and straight back down. 這是更正常的，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，在我們開始研究 Weeble 的 11 個月后。 > This is April 2007 and there\'s a couple hard times also want to check. 這是 2007 年 4 月，有幾個困難的時刻也想檢查一下。 > 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. 有時候，你只需要聽那些你不聽的好東西，你就不會聽到我們真的很難的時候。 > This is 14 months after you start working on it. 這是你開始工作的 14 個月后。 > 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. 在這張幻燈片上，我想要穿的第一件事是圖的符號，我有點想讓你看最后，注意到你知道，我認為我們只是忘記了，而且對時間充滿了希望，但是那種看起來像它朝下的方向，在 2007 年 4 月的這個時候，它實際上并沒有朝錯誤的方向前進。 > I mean we were just finishing the Wise Program. 我是說我們剛剛完成了智者計劃。 > We were really hopeful that we could raise money. 我們真的希望我們能籌集到資金。 > But you\'re talking some angel investors. 但你說的是天使投資者。 > But at one point we had less than a hundred bucks in our bank account. 但有一次，我們的銀行賬戶里只有不到一百塊錢。 > And that\'s all the money we had. 這就是我們所有的錢。 > We know we spent money on two things early on we spent money on rent and we spent money at the bar. 我們知道我們在兩件事上花了錢，一是在房租上花錢，二是我們在酒吧里花了錢。 > And that\'s pretty much it. 差不多就是這樣了。 > 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. 你知道我們很有希望，但是租金在兩周后就要漲了，我們不得不在兩周內付房租，所以我們開始討論如何撫養我們的朋友和家人。 > `[00:08:53]` We started talking about moving to San Jose to save a hundred bucks a month in rent. `[00:08:53]` 我們開始談論搬到圣何塞一個月節省 100 美元的租金。 > And luckily we didn\'t do that. 幸運的是我們沒有那么做。 > 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. 笑聲，你知道，幸運的是，在這段時間里，我們從史蒂夫·安德森的羅恩身邊拿出了六五十塊錢。 > Mike Maples bunch angels. 邁克·梅普斯一群天使。 > This is another thing that really dates this story. 這是另一件事，真正的日期這個故事。 > That big stack of paperwork is an equity financing looks like these days. 那么多文件都是股票融資，看上去就像現在一樣。 > You know all the financing most stage financings are done via a convertible note to three pages tops. 你知道，大多數階段融資都是通過最多三頁的可轉換票據完成的。 > This is a fat stack for equity financing. 這是一個龐大的股權融資堆積如山。 > So you know the next big thing for us was being feature Newsweek. 所以你知道我們的下一件大事是“新聞周刊”。 > Now this used to be a really big deal. 現在，這曾經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問題。 > 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. 但在那時候，這是一筆巨大的交易，這是你父母喜歡買的 10 份雜志，給他們認識的每個人。 > And so this was really a big deal 15 months and that that was definitely a high point. 所以這真的是一個重要的 15 個月，這絕對是一個最高點。 > And that\'s what that looks like. 那就是那樣子。 > 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. 所以現在你看到了“新聞周刊”的特寫效果，看起來你又知道了，這是一個非常痛苦的問題。 > It goes up and it comes right back down. 它會上升，然后馬上就會下降。 > `[00:10:01]` You\'re not noticing you know it settles higher and that\'s definitely a good sign. `[00:10:01]` 你沒有注意到，你知道它會更高，這絕對是個好兆頭。 > But it\'s still going down. 但它還在下降。 > It\'s not going up. 不會上升的。 > This is 15 months after we started working on wheely here. 這是我們在這里開始工作 15 個月后。 > `[00:10:16]` Here\'s a shot of our office here in July 2007 and that\'s darn sit in there. `[00:10:16]` 這是 2007 年 7 月我們辦公室的一張照片，那是該死的坐在里面。 > And that\'s also our stats dashboard. 這也是我們的數據儀表盤。 > You can kind of see what\'s going on. 你可以看看這是怎么回事。 > 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. 下一個重要時刻對我們來說，大約在同一時間，我在時間上被特寫，所以我們及時作為 2007 年 50 個最好的網站之一。 > `[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]` 是我們在溫布利工作一年半后的 18 個月后，我們開始在 Weeble 工作，但事情仍然沒有進展。 > There\'s no hockey stick here. 這里沒有曲棍球棍。 > Things are actually going in the wrong direction now. 實際上，事情現在正朝著錯誤的方向發展。 > I want to try something out here. 我想在這里試試。 > Raise your hand if you\'re currently working on a startup. 如果你目前正在創業，請舉手。 > Now keep your hand up open up keep your hands up. 現在舉起你的手，張開你的手，舉起你的手。 > Now keep your hand up only if you\'ve been working out for over 18 months. 現在，只有當你運動超過 18 個月的時候，才能舉起你的手。 > OK. 好的 > Right. 右（邊），正確的 > That\'s what I thought. 我就是這么想的。 > `[00:11:04]` It\'s a long time. `[00:11:04]` 這是很長的一段時間。 > 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. 這真的是很長的一段時間，我們沒有任何積極的事情，我們只是有點天真，我們天真地希望事情會解決，我們知道這是一個很好的解決問題。 > We\'re getting feedback from our users. 我們從用戶那里得到反饋。 > But you know the metrics weren\'t entirely there yet. 但你知道，衡量標準還沒有完全到位。 > And this is where it changes. 這就是它改變的地方。 > This is this is 20 months and finally finally 20 months after we start working on we we were seeing our first real traction. 這是 20 個月，最后 20 個月后，我們開始工作，我們看到了我們的第一次真正的牽引力。 > Now this is good. 現在這很好。 > This is where your rate of acquiring newsprint is increasing linearly. 這是你購買新聞紙的速度線性增長的地方。 > 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. 這是一件非常好的事情，而且有一件事值得注意，你知道你可能會想，嘿，如果我陷入了技術危機，我就會毀了我的公司，如果我繼續技術危機的話，我會成功的。 > Well look all the way back there just a word of mouth. 好吧，回頭看看，只是說說而已。 > Now we\'re now getting more users every single day than if we were featured in Newsweek Time or tech crunch in July 2008. 現在，如果我們在 2008 年 7 月的“新聞周刊”(NewsWeek)或“科技危機”(Tech Ccrick)上登臺，現在我們每天的用戶數量都 > `[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. 我們的辦公室在我們開懷大笑的第一個星期就被攻破了。 > That was fun getting a call from the police officer at the next Abian like you got to deal with their office is busted. 接到下一個 Abian 警察的電話真是太有趣了，就像你要處理他們的辦公室被搗毀一樣。 > So you know here\'s another picture. 所以你知道這是另一張照片。 > And this was just a it was small. 這只是一個很小的。 > It was 14 Hurren square feet we\'re in a fitting I think about 12 people there. 這是 14 赫倫平方英尺，我們在一個合適的地方，我想大約有 12 人在那里。 > And and you know around the summer time we started looking at our bank account balance. 你知道，大約在夏天的時候，我們開始查看我們的銀行賬戶余額。 > And you know we\'re like OK well you know how much runway do we have. 你知道我們很好，你知道我們有多少跑道。 > This is an important thing to know. 這是一件重要的事情要知道。 > If you\'re not profitable how much runway do we have. 如果你不賺錢，我們有多少跑道。 > We said OK well we really need to start raising money in September maybe October November we\'re gonna run out of money. 我們說好吧，我們真的需要在九月，也許十月，十一月開始籌款，我們的錢就要用完了。 > 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，所以我們說，好吧，讓我們做什么，讓我們給它一個機會，至少開始賺錢。 > 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，當她是 WeeblePro 的時候，我們現在也賣域名，當我們開始的時候，事情看起來很好。 > But if you know anything about the fall of 2008 it was just a really bad time to be raising money. 但如果你對 2008 年秋季有所了解的話，那只是籌集資金的一個非常糟糕的時機。 > So we went out there and you know Mitr worked but the terms were just not what we were looking for. 所以我們去了那里，你知道米塔爾工作過，但條件并不是我們想要的。 > So this is a graph of our company bank balance. 這是我們公司銀行余額的圖表。 > I actually hacked up Vanguard\'s graphic flash graph to plot Nexium Alpha digraph this for you guys. 實際上，我黑了 Vanguard 的圖形閃存圖，為你們繪制了 NexiumAlpha 有向圖。 > This is 34 months after we started working on weebly and it was pretty low. 這是 34 個月后，我們開始研究 Weeble，這是相當低的。 > And this is you know this is this is another hard time. 這是你知道的，這是另一個艱難的時刻。 > 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，我們看了我們的銀行余額，我們說，好吧，你知道，收入在增加，事情正在朝著正確的方向發展，我們非常希望我們能勉強度日，但你知道，我們下個月付不起賬單。 > So what are we to do about it. 那我們該怎么辦。 > So you know obviously payroll was just never an option. 所以你知道，很明顯，工資從來就不是一個選擇。 > We\'re obviously going to pay payroll. 我們顯然要支付工資。 > 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. 如果我們不得不削減我們自己的工資，那將是一回事，但對于我們雇用的人來說，這不是隨意支付的。 > 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臺-我記得我在一張紙上拿出了一個大柜臺，列出了我們所有的賬單-它們是哪一天做的-以及我們認為在這段時間里我們能賺多少錢-只是勉強度日而已。 > And then there\'s really two types of bills that we label. 還有兩種類型的鈔票，我們都貼上標簽。 > There was one there was a type of bill that if you didn\'t pay it you got a late fee. 有一種賬單，如果你不付的話，你會得到一筆滯納金。 > And the second type of bill if you didn\'t pay it they shut your servers off. 第二類賬單，如果你不付的話，他們會關閉你的服務器。 > So obviously we had to pay that second category. 所以很明顯，我們必須支付第二類費用。 > But you know in January 2009 which is which is a great month for us. 但你知道，在 2009 年 1 月，這是一個偉大的月份，我們。 > `[00:14:28]` You know we finally hit break even. `[00:14:28]` 你知道我們終于達到了收支平衡。 > This is where things started turning in the profitable direction. 這就是事情開始朝著有利可圖的方向發展的地方。 > And you know this is where you first start seeing a working business model. 你知道，這是你第一次看到一個行之有效的商業模式的地方。 > It finally collects and you can see a little bit history out there. 它終于收集起來了，你可以看到一些歷史。 > Thirty five months that\'s three years after we start working on it when we finally hit a working business model. 在我們開始工作后的三十五個月，當我們終于建立起一個工作的商業模式時，這已經是第三個月了。 > This is February 2010. 這是 2010 年 2 月。 > And now things are looking great. 現在一切看起來都很好。 > Now we\'re off to the races four years after we start working on weebly. 現在，我們開始工作四年后，就可以去參加比賽了。 > 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. 我想讓你注意到，在新聞周刊的后面，你知道那些科技緊要關頭的文章，它們只是雷達上的閃光點。 > You know now everyday we\'re getting about 5000 new users per day. 你知道，現在每天我們大約有 5000 名新用戶。 > All of you a word of mouth. 你們都是口耳相傳。 > It\'s all organic growth. 全是有機的生長。 > In March 2011 sixty one months out we started. 2011 年 3 月，我們開始了 61 個月。 > We partnered with Sequoia Capital. 我們和紅杉資本合作過。 > We love them as partners and then brought them on board to help grow the business. 我們喜歡他們作為合作伙伴，然后帶他們上船，以幫助發展業務。 > 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. 這就把我們帶到了今天，所以今天，Weeble 提供了大約 2%的活躍在互聯網上的網站，這些網站都是基于 Netcraft 每月提供的公共數據，15%的美國人訪問每周一次的網站。 > And my favorite stat here is our net promoter score. 我最喜歡的是我們的網絡推廣得分。 > Our net promoter score is over 80 percent. 我們的凈發起人分數超過 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. 現在，如果你不熟悉網絡推廣人的得分，你知道嗎？這意味著 88%的受訪者表示，有 9%或 10%的受訪者表示，他們可能會向朋友推薦蘋果，作為比較，我認為蘋果是 67%，而蘋果被認為是優秀的。 > So this explains everything about our business. 所以這解釋了我們生意的一切。 > A quick tour of the office here moving this office about a year ago. 大約一年前在這里快速參觀一下這間辦公室。 > This is what it looks like when you walk in. 你進來的時候就是這樣。 > This is a quick snapshot of our lobby in conference room at the front. 這是我們前面會議室大廳的快速快照。 > Here\'s are open workplace area and we really like this because you can really talking communicate. 這里是開放的工作場所，我們非常喜歡這里，因為你真的可以交談交流。 > 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. 但是很明顯，它會變得很吵，所以我們給每個在 Weeble 工作的人提供的東西之一是 Bose 噪音，取消耳機，屏蔽噪音。 > It\'s a TV room great for catching a big game especially the giant games I\'ve been on lately. 這是一個電視房，非常適合觀看一場大型比賽，特別是我最近參加的大型游戲。 > And this is this is our kind of kitchen slash rec area downstairs where we get super competitive on ping pong pool foosball. 這是我們在樓下的廚房裁剪區，在這里，我們在乒乓球、桌球等方面都有很強的競爭力。 > 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. 我想讓你們注意的一件事是，后面的書架-實際上，如果你走到后面-你知道正確的書會把它打開。 > 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，但這是我們的政策，除非你來參觀，否則我們不能給任何人看會議室里的照片。 > So we\'d love to have you over to check that out. 所以我們希望你能過來看看。 > So you know just for shits and giggles I pulled our bank balance from this morning. 所以你知道的，我今天早上就把我們的銀行存款存起來了。 > That\'s what our County Bank compound looks like. 這就是我們縣銀行大院的樣子。 > Now this is 18 months after we started working on weebly. 現在是我們開始研究 Weeble 的 18 個月后。 > 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. 我認為這里的重要信息是，還有一個尚未完成的故事，你知道，我的意思是，盡管我們能夠成長，但這只是個開始。 > So you know what\'s next for WHEATLEY Well six years ago we thought the same thing you know maybe it\'s just hard. 你知道惠特利接下來要做什么嗎？好吧，六年前，我們想的是同樣的事情，你知道，也許這很難。 > And today people are just as frustrated. 今天人們同樣感到沮喪。 > 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，同樣困惑，他們真正想做的就是參與互聯網，你知道大多數人不能像他們想知道的那樣參與互聯網，人們只是想展示自己的業務，展示自己的藝術或才華，然后在網上銷售東西。 > 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. 對他們來說，這仍然太困難了，所以你知道的和我們過去六年所做的一樣，我們認為我們剛剛建立了一個基礎。 > And what\'s most exciting is what we\'re building right now and there\'s just a whole lot of work left to do. 最令人興奮的是我們現在正在建設的東西-還有很多工作要做。 > So I think the number one takeaway of everything is you can\'t succeed if you quit. 所以我認為最重要的是，如果你辭職，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. 我經常看到人們建立了六個月的東西，然后他們推出了它，兩個月后，他們停止了對它的研究。 > Like how you expect that to work. 就像你期望的那樣。 > You know behind every I think we\'ve seen today behind every quote unquote overnight success. 你知道，在我認為我們今天看到的每一句名言背后，都是一夜之間的成功。 > You see people who have been working for years and years and years. 你看到的人已經工作了很多年了。 > 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. 如果你想建立一個真正的大公司和有意義的公司，你的一生將需要 7 到 10 年的時間。 > Don\'t give up so easily you just gotta keep going. 不要輕易放棄，你只要堅持下去就行了。 > 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. 即使是在每個人，包括我們在內的早期，這看起來也不太好，你只要堅持下去，就知道你在努力解決一個有價值的問題，并且繼續努力。 > `[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]` 所以最后一件事我將結束，如果你想幫我們完成這個仍在進行中的故事的話。 > 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. 我們很想和你談談，但如果你還有其他問題，請給我發電子郵件，我不會說得太多。 > Hope to see it the party tonight. 希望能在今晚的派對上看到。 > Thank you very much. 非常感謝