# Ben Silbermann at Startup School 2012 > `[00:00:00]` Well first thanks for having me. `[00:00:00]` 好吧，首先謝謝你邀請我。 > It\'s really exciting for me to be here in front of like so many people that all want to build cool things. 對我來說，在這里站在這么多人的面前，都想做些很酷的事情，真是太令人興奮了。 > I was I was getting ready for the talk last night. 昨晚我在準備演講。 > And I was going back through all the e-mails because sometimes your memory is a little bit hazy. 我翻看了所有的電子郵件，因為有時候你的記憶有點模糊。 > 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 月發現了一封電子郵件，大約是在我們推出 Pinterest 的三個半月后，當時它是給我們的顧問和投資者的電子郵件，我想我會讀給你們聽。 > 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. 對我來說，這就像一場來自過去的酷爆，嘿，大家好，我想從 CodeBlueLabs 那里提供一個快速更新，這是一個公司名稱，只是為了回顧一下，我們推出了一個名為 Pinterest 的網站。 > It\'s a tool for people to share and discover the things they love. 它是人們分享和發現他們所愛的東西的工具。 > People join Pinterest to create these collections or pin boards into follow collections created by their friends. 人們加入 Pinterest 來創建這些收藏品或將插板插入到他們的朋友創建的收藏中。 > We\'re happy to say that we\'re making good progress. 我們很高興地說，我們正在取得良好的進展。 > Today we have almost 3000 registered users in our daily pin count is steadily increasing. 今天，我們有近 3000 注冊用戶在我們的日常針計數是穩步增加。 > I\'m also happy to say that we\'ve made big operational improvements. 我也很高興地說，我們在運營上做了很大的改進。 > We\'re relocating our offices to a new building just a few blocks away. 我們要把我們的辦公室搬到幾個街區外的一棟新大樓里。 > The price will decrease as we are sharing it with another Y Combinator startup Shardlow. 價格將下降，因為我們正在與另一個 Y 組合創業公司 Shardlow 分享它。 > And we\'ve also gotten some free Amazon hosting credits. 我們還獲得了一些免費的亞馬遜托管服務。 > So. 所以 > A couple funny things about the e-mail in general. 關于電子郵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. 第一個問題是，新的地點是一個破舊的兩居室公寓在加利福尼亞大道。 > And in fact when I told Jessica Livingston that we were moving there she said oh my god. 事實上，當我告訴杰西卡·利文斯頓我們要搬到那里時，她說，天啊。 > I thought that place was a profile and the second is the exact setup of the place. 我以為那個地方是個人資料，第二個是這個地方的確切設置。 > 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. 所以我們有兩間臥室，一間是我的共同創始人保羅住的，查迪的聯合創始人戴夫住在其中一間。 > This is a picture of Dave and we worked out of the living room. 這是戴夫的照片，我們走出客廳。 > These two companies all together pretty much all day. 這兩家公司幾乎一整天都在一起。 > And Dave was a late night guy who\'s hackers hacker always up till 4a.m. 戴夫是個深夜黑客，他的黑客一直到凌晨 4 點。 > 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，當我們每隔一段時間與投資者或用戶開會時，戴夫就會在毛巾里閑逛，因為這就是他不得不去洗澡的方式，只是向每個人揮手而已，這真的很尷尬。 > 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. 后來，當我們都要去看社交網絡的時候，我們達成了一個協議，如果有人拍了一部關于我們公司的電影，他們就會被瑞恩·高斯林扮演，因為瑞恩·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，如果你在三千個賬戶里想上幾個月，消費者開始創業，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. 我認為最讓我驚訝的是，在你讀到 Facebook 之后，我創辦了一家公司。Facebook 在兩周內達到了哈佛大學 95%的普及率，就像 Instagram 向 100 萬人開槍射擊一樣。 > Is that it can take a really really long time to build things that are worthwhile. 就是要花很長時間才能建造出有價值的東西。 > So March 2010 we launched Pinterest where 3000 accounts. 因此，2010 年 3 月，我們推出了 Pinterest，其中有 3000 個賬戶。 > And that wouldn\'t be so bad if we hadn\'t started building Pinterest. 如果我們沒有開始建造 Pinterest，那就不會那么糟糕了。 > Actually in November 2009 and that alone wouldn\'t have been so bad if I hadn\'t left my job to start a company. 事實上，在 2009 年 11 月，如果我沒有離開我的工作去創辦一家公司，光是這一點就不會那么糟糕了。 > In May 2008 a lot of people say things like running a startup is like running a marathon. 2008 年 5 月，很多人都說，經營初創企業就像跑馬拉松一樣。 > And I think the part of the analogy that\'s right is that it\'s long but it\'s actually really different. 我認為這個類比的一部分是正確的，它是長的，但它實際上是不同的。 > 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，當我想到我的經歷時，更像是去公路旅行，就像在一輛沒有好前燈的車里，你知道很多汽油，你認為你要去托萊多，但你發現你應該在邁阿密，如果你真的沒油了，你可能得從一個可能把你趕出自己的駕駛座的人那里買汽油。 > 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. 這種不確定性-每一天你都要面對很多選擇，而且你沒有很多完美的信息-對我來說，這是一個很難學到的教訓，在今天的創業中仍然是一個真正的挑戰。 > 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. 所以我要談一談我們在這個奇怪的過程中所經歷的旅程，以及我們沿途學到的一些東西。 > Number one lesson making things can take a long time. 第一課做事情可能需要很長時間。 > 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，我不是一個工程師，而是一個廣告意識，我的工作基本上是做客戶支持，聽取用戶的反饋，并將其反饋到廣告產品中。 > The reason I was there was because I\'d come from WashingtonD.C. 我在那里的原因是我來自華盛頓特區。 > 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，我是一名顧問，長大了，盡管我總是仰慕那些有建筑師、工程師或藝術家的人。 > I\'d always kind of thought that I was going to be a doctor. 我總覺得我會成為一名醫生。 > And so I pursued that path which is the same path my parents pursued the same path that both my sister pursued. 于是我走了這條路，這條路和我父母走的路是一樣的，我的姐姐也是這樣走的。 > So when I graduated from college and decided I didn\'t want to be a doctor I was a little bit lost. 所以當我從大學畢業，決定不想當醫生時，我有點不知所措。 > 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. 但即使在那時候，就像其他時候一樣，我認為我會成為一名醫生，我對科技有著真正的興趣，我認為它真的很酷。 > So when I was an undergrad I made a program with some friends that let you try on glasses online. 所以當我還是個大學生的時候，我和一些朋友做了一個程序，讓你可以在網上試用眼鏡。 > And it was appropriate because both my parents were opthamologists when I was at my consulting job inD.C. 這是恰當的，因為我在哥倫比亞特區從事咨詢工作的時候，我的父母都是眼科醫生。 > a good friend of mine named Altay had me help him out with his wife. 我的一個好朋友叫阿爾泰讓我幫他照顧他的妻子。 > He started up what he was trying to help market bands. 他發起了他試圖幫助市場樂隊的活動。 > He was musician in a band. 他是樂隊的音樂家。 > And even when I moved out to California I was at Google. 甚至當我搬到加利福尼亞的時候，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. 我在另一個網站上工作，這是一個小測驗網站，任何人都可以對他們想要的任何東西進行問答。 > And the common theme through all these things was that for some reason I kept going back to the idea of building a product. 所有這些事情的共同主題是，出于某種原因，我一直回到建立一個產品的想法。 > I thought that was a really exciting thing to do but it always stalled and I always had an excuse for why it stalled. 我認為這是一件非常令人興奮的事情，但它總是停滯，我總是有一個理由，為什么它停止。 > It wasn\'t the right market. 這不是個合適的市場。 > I needed to learn more by working at Google. 我需要通過在谷歌工作來了解更多。 > It wasn\'t the right timing but actually the dependent variable was just me right. 這不是正確的時機，但實際上因變量就只有我是對的。 > The dependent variable was that I never actually committed and put myself in a situation where I had to make it work. 因變量是，我從來沒有真正投入，讓自己處于一個我必須讓它工作的情況下。 > 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. 所以我覺得我太注重談話了，在那里人們基本上是在一邊建造一些巨大的東西，他們被撤職了，一切都在運轉。 > For me at least the act of committing to going out and going doing it turned out to be a really important thing. 至少對我來說，承諾出去做這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，我不知道這是否適用于我聽說過的每一個人，他們成功地在一邊建造了一些東西，然后輕輕地把它轉變為全職工作。 > But at least in my situation for a person that really like puts his heart into whatever job is at hand. 但至少在我這種情況下，一個真正喜歡的人把他的心投入到手頭的任何工作中。 > It was a really important stuff. 這是一件非常重要的事情。 > I actually remember the night that I made the call. 我還記得我打電話的那晚。 > 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飯，現在我和我的妻子在談論一些很酷的想法，我認為這將是一個很好的方法，我們可以建造它，以及如何推銷它。 > And she looked at me and said you know you should either do it or just just stop talking about it. 她看著我說你知道你要么做要么停止談論。 > And it was a little bit harsh but honestly it was the best thing someone could have told me because she was absolutely right. 這是有點刺耳，但老實說，這是最好的事情，有人可以告訴我，因為她是絕對正確的。 > 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. 我由衷地感謝有人在我的生活中足夠誠實地呼喚我，說“讓它發生”或者“不讓它發生”，而只是打你的電話，并對那個電話感到高興。 > And so I\'m always really thankful for her giving me that advice. 所以我一直很感激她給我的建議。 > 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 年離開了，我和一個叫保羅的朋友勾搭上了，他是大學里的一個很好的朋友。 > Super driven guy and we decided that the thing we were really interested in was mobile. 超級有動力的家伙，我們決定我們真正感興趣的是移動。 > 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 最近在一個平臺上發布了，因此人們對此感到非常興奮，我們想要生產的產品叫做 toat。 > It was a shopping catalog on the phone. 是電話里的購物目錄。 > 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. 我之所以認為這很酷，是因為我把所有這些目錄都寄到了我的門口，而且我有了這個全新的目錄。 > Like really cool phone and I just wanted to see something running on this phone. 就像很酷的手機，我只想看到手機上有東西在運行。 > And so we got to work and we started prototyping it. 所以我們開始工作，開始制作原型。 > We did it out of savings. 我們這么做是為了儲蓄。 > But there were some problems. 但也有一些問題。 > The first was that it took a really long time to get things built and approved by Apple. 第一，要花很長時間才能得到蘋果公司的認可。 > 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，你不知道它會得到什么批準，你不知道它會發生什么。 > And second there were a lot of unsolved problems back then. 第二，當時有很多未解決的問題。 > We had sort of these grand ideas of doing all sorts of offline caching. 我們有一些偉大的想法來做各種各樣的離線緩存。 > Being able to use this thing in the subway being able to eventually process payments. 能夠在地鐵里使用這個東西，最終能夠處理付款。 > We put all those ideas into this prototype and it made me really hard to ship. 我們把所有這些想法都放在了這個原型上，這讓我很難上船。 > 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，我們遲早會遇到這樣一種情況：我們確實需要籌集一些資金，而那是 2008 年，你不得不與非技術聯合創始人合作，這是一個非常慘淡的時期。 > 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. 對于投資者來說，有很多方法可以拒絕，我很確定我聽到了他們所有人的聲音，就像我聽說過的一樣，像這樣的每一個人都是前三名。 > Like no one is call me back in a few months. 好像幾個月后沒人會再打給我一樣。 > 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. 這是最痛苦的，就像你現在約一個人約會，但可能在 11 月。 > Right. 右（邊），正確的 > 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. 一個人真的很難聽出來，因為你的錢會更少，你在談判中的影響力也會更小。 > The second is who else is in. 第二個問題是還有誰在。 > This is one that you hear all the time it\'s like it\'s not good enough for me by myself. 這是一個你總是聽到的\它是不夠好，我一個人。 > 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錢，我會愿意考慮的。 > And then there were the occasional people that were really blunt. 偶爾也會有一些人直言不諱。 > They were just like there\'s no way this is going to happen. 他們就像這樣\不可能發生這種事。 > This is this is insane. 這太瘋狂了。 > It\'s totally crazy. 太瘋狂了。 > 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. 我真的很清楚地記得，我參加了一次會議，當時我在硅谷推銷了一整群投資者，這真的很嚇人。 > You\'re looking at these people build great companies and I\'m about five minutes into explaining what we\'re doing. 你會看到這些人建立了偉大的公司，而我只需五分鐘就能解釋我們在做什么。 > Everyone starts just like heading for the door. 每個人都像朝門口走一樣。 > And I was like Man Like what. 我就像男人一樣。 > What am I doing wrong. 我做錯什么了。 > And I found out that they had brought a tray of free cookies. 我發現他們帶了一盤免費餅干。 > 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. 我剛才說的話很有趣，只要它們不像背景中的餅干，就能把它們放在座位上。 > 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，我們做過幾次籌款，有時更容易，有時真的很難。 > 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. 我們做到了，我們飛到了所有海岸，我們追蹤到校友目錄中的每一個人，不管他們是科技投資者還是非投資者。 > 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. 我們已經做了很多，我想我已經學到了三個重要的教訓，我認為任何企業家都應該知道，如果他們正在創辦一家他們認為需要資金的公司。 > The first is that even rich people. 首先，即使是富人。 > Are subject to free cookies. 都有免費曲奇。 > 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樣，你可能仍然是那種受自由影響的人。 > And that lesson is actually something really important that said investors are just people . 事實上，這一教訓是非常重要的，因為投資者只是人。 > Investors are just regular people that happen to have other people\'s money or their own money that they\'re willing to put forward. 投資者只是普通的人，他們碰巧有別人的錢或他們自己的錢，他們愿意提出來。 > `[00:09:57]` And even though they have a really good opinion on things they might be wrong. `[00:09:57]` 盡管他們對事情有很好的看法，但他們可能是錯的。 > 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. 這是我很難接受的，因為我真的很尊敬這些人，你知道，第二個教訓是，如果你真的需要錢，他們有錢，他們知道他們是唯一一個能給你錢的人，你真的沒有任何影響力。 > You have zero leverage and that puts you in a really tough spot. 你的杠桿率為零，這讓你陷入了一個非常艱難的境地。 > You can\'t really negotiate its 2008. 你不能真正談判 2008 年。 > They know it\'s 2008 sirup it\'s kind of crappy nobody really uses it. 他們知道這是 2008 年，它是一種垃圾，沒有人真正使用它。 > 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. 除非你正確地破解了這個系統，否則你什么也做不了，除非你以某種方式扭轉局面，給他們一個你應該擁有杠桿的理由，而這些原因通常是擔心交易失敗。 > 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. 或者相信這東西會很大，不管你給不給他們錢，你都會非常成功。 > Number two is a hard case for us to sell. 二號對我們來說是個很難賣的案子。 > So we sell for number one and that was a really important thing. 所以，我們以第一名的價格出售，這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. 我學到的最后一件事-這是一件特別真實的事情-當你開車上 Sanho 公路的時候-我不知道你們是不是走得太遠了-看起來像翡翠城，但看起來就像一個沒有山的滑雪小屋。 > 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. 我學到的最后一件事是，人們會給你各種各樣的建議，我認為接受這個建議真的很容易，因為你走進一個房間，那里就像谷歌的第一張股票證書。 > And you know there is like invented Yahoo. 你也知道雅虎就像被發明了一樣。 > Like his people are really really really smart. 好像他的人真的很聰明。 > But if you look at the returns on venture capital it\'s pretty shaky. 但如果你看一下風險投資的回報，就會發現它相當不穩定。 > Like we\'re in a pretty high volatility industry. 就像我們處在一個波動率很高的行業。 > 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. 我們一直對自己說的一件事，還有一件事，我真的相信，從根本上說，未來是不成文的，就像你所知道的那樣，他們會做好的。 > 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. 所以人們可以告訴你，你應該更專業，他們可以告訴你，你在錯誤的市場，他們可以告訴你所有這些事情，這些事情可能是真的，你應該自己評估，但你不應該當面接受，因為它們可能是錯誤的。 > And in the back of your head you have to remember something that for all the millions of dollars. 在你的腦后，你必須記住那些花了數百萬美元的東西。 > 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. 風投投資者已經為所有掛在墻上的證書做好了準備，當所有這些事情都進行 IPO 時，幾乎沒有什么戰利品。 > There are things that they passed on and those are the things that actually burned them up. 有些東西是他們傳下來的，這些東西實際上把他們燒掉了。 > Those are the ones that haunt them at night. 這些都是晚上困擾他們的。 > 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. 我認為，如果你能說服某人，你可能就是那個能夠成功的人，我認為重要的是，你是否在招聘，你是否在籌集資金，你是否只需要在調整產品方面做出最后的努力。 > So eventually you put money together and we\'re working back onto it. 所以最終你把錢集中在一起，我們就重新開始工作了。 > We were solving the same fundamental problem that we couldn\'t iterate and improve fast enough and we were fundraising on the East Coast. 我們正在解決相同的基本問題，我們不能迭代和改進足夠快，我們在東海岸籌款。 > And while I was out there I met this really great guy named Evan Sharp. 當我在外面的時候，我遇到了一個叫埃文·夏普的很棒的人。 > Evan is a Columbia graduate student at the time who\'s studying architecture. 埃文當時是哥倫比亞大學的一名研究生，他正在學習建筑學。 > 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. 我們很合得來，埃文，保羅和我對整個困境表示同情，我們只是在想，我會很酷的去建造我們只想看到的東西，我們真正想看到的是，我們想看到世界上的一些東西。 > We just wanted to see somebody using something. 我們只是想看到有人在用什么東西。 > 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. 有一次有人問我，什么是我的大計劃？我的大計劃是什么？當我們開始創業時，我真的很高興。我就像奶酪一樣，只想去某個地方，看看他們不認識的人，用我做的東西做什么，怎樣才能有用。 > That is what I thought was really exciting. 這就是我認為非常令人興奮的地方。 > 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. 所以我們想出了一些基于網絡的想法，它非常簡單，我們會親自使用，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. 我們從做 iPhone 應用中吸取了教訓，盡管我們對所有這些優秀的功能都有很多想法，但我們并不擅長一件事。 > There wasn\'t one thing that was special about it. 這件事沒有什么特別之處。 > People talk a lot about like a minimum viable product or when you should ship something. 人們談論很多，比如最低限度可行的產品，或者什么時候你應該發貨。 > And my advice is you should ship when you have one thing that you\'re proud of. 我的建議是，當你有一件事讓你感到驕傲的時候，你就應該離開。 > 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時間的事情，我可以花你很長的時間，它可能不會花你很長的時間，但是如果你不值得他們花時間去檢查，你就不會得到任何好的反饋，他們會看到它，他們會像這樣的垃圾。 > Thank you for the feedback. 謝謝你的反饋。 > Start again. 重新開始。 > 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. 我們決定，如果我們要制作一個關于集合的網站，我們必須做得很好，我們必須讓它看起來很酷。 > We didn\'t look cool. 我們看起來不酷。 > 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. 沒有人會因為他們不想向他們的朋友展示，因為他們剛剛做的這個東西看起來真的很爛，所以他們才會做一個收藏品。 > So this is the first version of Pinterest and it didn\'t look very cool in November 2009. 所以這是 Pinterest 的第一個版本，它在 2009 年 11 月看起來不太酷。 > We started building the basic infrastructure and started really iterating on what it could look like how could you make it look really interesting. 我們開始構建基本的基礎設施，并開始對它的外觀進行迭代，如何使它看起來非常有趣。 > 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. 所以我們經歷了很多版本的垂直柵格，無論是左邊的 NAV，右邊的 NAV 頂部導航，不同的標志，我們一直等到我們覺得我們有了一些我們認為很酷的東西，然后我們就會給人們展示一些我們認為是有一點改進的東西。 > And we finally felt ready to launch it. 我們終于準備好發射了。 > 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. 我發郵件給我所有的朋友，像我的家人，我看著這件很酷的事情，我們真的很興奮，基本上沒有人回應。 > 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. 基本上沒有反應，在所有的 3000 個帳戶，沒有活躍的用戶帳戶是相當糟糕的，如果你三個人積極地把它推給每一個人，他們每天認識的四個月。 > 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積極的，那就是他們中的少數人-真的很喜歡它，而不是立即改變產品，我覺得也許我能找到更多像我這樣的人。 > And that also fits with our current operating strategy since we don\'t have very good engineering resources. 這也符合我們目前的經營策略，因為我們沒有很好的工程資源。 > 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. 所以我們只想推銷這個東西，當我們開始讓媒體辦公室在舊金山加速的時候，這就是我們開始做的事情。 > It was a store called Rare device. 那是一家叫做稀有設備的商店。 > 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. 后來我們在西達爾瑪又見面了，所以過了一會兒，我們都試著讓它變得有趣，做些有趣的照片，我們還在網上推銷它。 > 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. 所以我們和一位名叫維多利亞的博主進行了一次活動，她是一個很棒的女人，我們有一個名叫 PinitForward 的項目，每個人都會制作一個關于家對他們意味著什么的卡片，它的組織方式就像一封連鎖信件，就像一個人會介紹下一個人，而每個參與者都會收到邀請其他人的邀請。 > 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，我們找到了一小群對同樣的事情感興趣的人，我們向他們展示了這項服務對他們的幫助。 > And fundamentally that\'s what Pinterest is about. 從根本上講，這就是 Pinterest 的意義所在。 > 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. 它是關于尋找那些有共同興趣的人，那些人-也許是你的朋友-他們可能不是你的朋友，但我們需要一個與我們在一般社交網站上所讀到的所有策略不同的外出策略。 > So it\'s a really really exciting moment for us. 所以這對我們來說是個令人興奮的時刻。 > And the best moment of all was when things started to grow. 最美好的時刻是事情開始發展的時候。 > `[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]` 當我們去參加那次會議時，盡管我們的用戶很少，但我清楚地記得，在我們進行真正的交談之前，這些人還沒有見過面。 > 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. 他們不是胡說八道，他們問的是生活中的事情，所以他們永遠不會知道他們是在 Twitter 上互相跟蹤，還是只是在看對方的 Facebook 項目。 > They found people there were saying hey how\'s the gardening project that you\'re working on. 他們發現那里的人在問你正在做的園藝項目怎么樣。 > How is your new living room. 你的新客廳怎么樣了。 > How is all that stuff going. 一切進展如何。 > 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. 這感覺就像一些非常特別的東西的核心，你可以在網上使用你發現的服務，你可以去一個實體的地方，你可以找到同一個人，你有一個真正的聯系。 > A lot of people in Silicon Valley didn\'t get. 硅谷的很多人沒有。 > 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. 我仍然不知道他們是否真的得到了 Pinterest，他們中的很多人都在看它，他們說這是視覺的，它不是實時組織的，這在當時是一個很大的主題。 > It doesn\'t have a feed like it didn\'t really make sense to them why anyone would use it. 它沒有一個像它那樣的提要，對他們來說沒有任何意義，為什么有人會使用它。 > But the fact that it made sense to someone was what really mattered to me. 但這對某人來說是有意義的，這對我來說才是最重要的。 > And I think it ties back to what I told you guys about investors. 我覺得這跟我跟你們說的關于投資者的事有關。 > 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. 很多人都在讀科技新聞，投資者讀的黑客新聞和每個人都讀的一樣-現在有一些秘密的特殊黑客新聞，有你想要投資的真正的公司。 > They\'re reading the same tech crunch articles they\'re getting the same data. 他們讀的是同樣的科技文章，他們得到的數據是一樣的。 > 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. 你可以接觸到他們所能接觸到的所有信息，這也意味著，就像其他人一樣，他們也可能受到同樣的偏見和趨勢的影響，泡沫和報告發生在一般的消費者媒體上。 > At the time we were like the polar opposite of what people wanted to see Twitter FriendFeed Facebook were these hot companies right. 當時，我們就像人們想要看到的 Twitter、FriendFeed、Facebook 等熱門公司的截然相反。 > Because they were real time Google was like we need to do real time search. 因為它們是實時的，谷歌就像我們需要做實時搜索一樣。 > Everything had to be a text based feed that could be accessed on your phone. 一切都必須是基于文本的提要，可以在你的手機上訪問。 > And here we come in we\'re saying it\'s not real time. 現在我們進來，我們說這不是實時的。 > It\'s all visual. 都是視覺上的。 > So they're drawing their two by two matrix. 所以他們畫了一個又一個矩陣。 > They\'re like this is a disaster. 他們覺得這是場災難。 > This is like the worst thing that could happen. 這是可能發生的最糟糕的事情。 > 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. 最終，我們能告訴他們的是，我們會向他們展示真正的用戶，以及那些他們的妻子或冒險用戶是他們在世時認識的人的用戶。 > And that\'s one of became a lot easier to get things done. 這樣做就容易多了。 > So where are we today. 那么我們今天在哪里。 > We live in San Francisco now. 我們現在住在舊金山。 > 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. 我們剛從帕洛阿爾托搬出辦公室，很遺憾，我愛帕洛阿爾托，我們正在建立一個真正多樣化的團隊。 > 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，我認為我們在構建服務過程中學到的是，我們在分發方面的問題不是工程問題，而是社區問題。 > The problem in building the first really cool thing didn\'t happen to be anything but a design problem. 構建第一個真正酷的東西的問題不是什么，而是一個設計問題。 > And those three things just had to work together for our kind of business to succeed. 這三件事必須共同努力才能使我們的事業成功。 > 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. 當我來到谷歌的時候，我想，人類，我唯一能做到的就是，如果我能讓斯坦福大學最優秀的研究生畢業，他還不知道他已經發明了網頁排名。 > Get him into a room and we\'ll just build all this really really awesome stuff. 把他送進房間，我們就建這些非常棒的東西。 > We call a company called Blue labs because all the cool companies called themselves labs. 我們稱一家公司為藍實驗室，因為所有酷的公司都稱自己為實驗室。 > 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. 我們就像，哦，天啊，我們必須是實驗室，否則沒有人會想在這里工作，因為實驗室公司真的很酷。 > And one of the most satisfying realizations is that there are a lot of different ways to succeed. 其中一個最令人滿意的認識是，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，有些公司不籌集資金。 > There are companies that do raise money. 有些公司確實籌集資金。 > 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，他們的公司是消費者，而在消費者內部，有很多不同的東西是成功的，原因很簡單，世界上有很多不同類型的人。 > And as much as people want to give you advice about exactly how you should run your startup. 就像人們想要給你的建議一樣，你應該如何經營你的創業公司。 > 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. 確切地說，我認為你需要相信你所擁有的數據，信任你擁有的用戶，你需要相信你自己的直覺，去做你認為適合你公司的事情。 > 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 現在是一種工具，我們可以幫助人們在一些人身上找到靈感，但對我來說，我們可以向人們展示他們未來想要做的事情。 > Help them get closer to actually doing those things whether it\'s redecorating their home or going on a vacation or buying a gift. 幫助他們更接近真正做那些事情，無論是重新裝修他們的家，去度假，還是買禮物。 > And in that process inspirer someone else is a really cool thing to be working on. 在這個過程中，激勵別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. 當我們第一次推出這個網站的時候，它并不是我們所認為的那樣，而是它開始的樣子。 > And sometimes the product finds its purpose and sometimes it goes the other way around. 有時產品會發現它的目的，有時它會反過來。 > And either way is ok as long as you get to something that people really love. 任何一種方式都可以，只要你能得到人們真正喜歡的東西。 > Pinterest is a network. Pinterest 是一個網絡。 > We have millions of people that are connected through billions of objects. 我們有數以百萬計的人通過數十億的物體連接起來。 > It\'s the third largest source of referral traffic on the Internet. 它是互聯網上第三大推薦流量來源。 > And so in the early days when people like we don\'t need to be a technology company. 因此，在早期，像我們這樣的人不需要成為一家科技公司。 > Now we have to write all of a sudden now we need folks that can mine for data. 現在，我們必須突然編寫，現在我們需要能夠挖掘數據的人。 > 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，就像我們在公路上旅行，就像我們要去中西部一樣，結果我們不得不轉向另一個方向。 > And I think that adaptability to change is really fundamental. 我認為適應變化是非常重要的。 > 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. 同時，Pinterest 是一種工具，人們可以做這些事情，你可以計劃一個假期，你可以計劃烹飪和食譜，你可以計劃假日購物，你可以計劃你生活中的所有這些事情。 > 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. 對我來說，最不重要的是 Pinterest 是一個有才華的團隊，就像我真的感到幸運，喜歡走進辦公室，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. 對我來說，盡管有很多關于企業家的故事，但我認為這些故事都是獨自勞作的。 > The best things in the world are made by groups of people. 世界上最好的東西是由一群人做的。 > 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. 我想當你在創業初期的時候，你真的很擔心哦，我的天啊，好像我不能把我的股權給這個人，它就會用完。 > But it\'s the size of the total pie right. 但這是整個派的大小。 > 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，真正的東西比他們是誰，如果你能找到那些人，如果你能找到與你一起工作的人，比他們更大的事情。 > I think that it\'s the best investment you can make to give them ownership in what you\'re actually building. 我認為這是你能做的最好的投資，讓他們擁有你真正建造的東西。 > 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. 對我來說，每一個與我們一起工作的人實際上都擁有公司的一部分命運，這是一次非常令人欣慰的經歷。 > So this is just people from around the office. 所以這只是辦公室里的人。 > We obviously value collaboration that\'s kind of how the company was founded. 我們顯然很重視合作，這是公司成立的一種方式。 > And so if I had two pieces of advice there are really really simple. 所以，如果我有兩條建議，那是很簡單的。 > The first is that you should really just build something you believe in. 首先，你真的應該建立一些你相信的東西。 > 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. 如果你要從事 5 年、7 年、15 年的工作，至少要做一些你真正喜歡的事情，否則你肯定會筋疲力盡的。 > 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. 你必須成為最唯利是圖的人，給自己 15 年的時間，并承擔所有這些風險，如果你至少不喜歡你將在哪里結束的想法。 > And the second is just don\'t give up. 第二個就是不要放棄。 > Don\'t let somebody talk you out of your dream. 不要讓別人說服你放棄你的夢想。 > 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. 我認為創業學校之所以如此酷，是因為如果你在房間里環顧四周，就像周圍都是這些人，他們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. 硅谷就像一個奇怪的地方，人們總是談論創業，但來自全國各地的人卻來自世界各地。 > 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. 在創業的早期階段，你可能真的很孤獨，因為你正在為這件事操勞。 > No one cares about it it\'s not getting anywhere. 沒有人在乎它-它什么也沒做。 > 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. 還有一種趨勢，我認為和很多我認識的人一起做創業，就好像我需要更努力地工作。 > I need to go out into the world less. 我需要減少進入這個世界。 > I need to turn on the lights less frequently maybe only to sit closer to the screen. 我需要更少地打開燈，也許只需要坐在離屏幕更近的地方。 > And I think that it\'s a really dangerous game to play. 我認為這是一個非常危險的游戲。 > 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. 我在開始演講的時候，向我的一個真正的好朋友展示了一個理由，他不是在我所在的公司工作，而是一直和我們在一起。 > The fact that we could get a beer and talk about hey this is really tough. 事實上，我們可以喝杯啤酒，談一談嘿，這真的很難。 > This is a hard time. 這是個艱難的時刻。 > 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. 現在最棒的事情是，你可以找到那些人，就像他們可能在你的鄰居一樣。 > They may be online they maybe some hard to meet up but you can find those people somewhere. 他們可能在網上，他們可能會遇到一些困難，但你可以在某個地方找到這些人。 > And I personally think it\'s good advice to take the time to invest in those people. 我個人認為花時間投資于這些人是個好建議。 > 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. 所以我如此興奮的部分原因是對我來說，在一個擠滿了很多人的房間里做我想做的事情是非常令人興奮的。 > 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個比我更大的東西，世界上很多人都會發現它是有用的，和很多這樣的人在一起只會讓我感到快樂。 > It gets me excited about doing what we do every day. 做我們每天都做的事讓我很興奮。