# Chase Adam at Startup School 2013 > `[00:00:00]` Hi everyone. `[00:00:00]` 大家好。 > My name is Chase. 我叫蔡斯。 > And like Jessica said We recently had the privilege of being the first nonprofit to go through Y Combinator. 就像杰西卡說的，我們最近有幸成為第一個通過 YCombinator 的非營利組織。 > So to tell you just a quick one minute about Watsky we\'re a nonprofit crowdfunding platform. 所以，簡單地告訴你一分鐘關于 Watsky 的事情，我們是一個非營利的眾籌平臺。 > So the easiest way to think about us is that we\'re basically like Kickstarter for health care around the world so you can go on our Web site see photos and read stories of patients all over the world that need access to low cost high impact medical care but can\'t afford to pay for it. 所以想我們最簡單的方法是，我們基本上就像 Kickstarter 一樣，在世界各地進行醫療保健，這樣你就可以在我們的網站上看到世界各地需要獲得低成本、高影響醫療服務的病人的照片和故事，但卻付不起錢。 > And you can donate as little as five dollars and directly fund say a lifesaving heart surgery for a 12 year old girl in Nepal or directly fund a prosthetic arm for Hosei a 46 year old man father of five in Guatemala. 你可以捐出 5 美元，直接為尼泊爾一名 12 歲的女孩做一次挽救生命的心臟手術，也可以直接為 46 歲的何賽提供假肢，他是危地馬拉的五個孩子的父親。 > So I spent a lot of time thinking about what on earth I was going to talk about today. 所以我花了很多時間思考我今天到底要講什么。 > And I thought about all the good starter presentations I\'ve ever heard in my entire life and I realized that every good presentation falls into one of two categories. 我想到了我這輩子聽過的所有好的演示文稿，我意識到每一個好的演講都屬于兩種類型之一。 > There are informational presentations where really smart people get on stage and tell you that A plus B plus equals startup success. 有一些信息性的演示，讓真正聰明的人上臺告訴你，A 加 B+等于創業成功。 > And there are motivational presentations where really successful people get on stage until you really funny stories about all the mistakes they made and all the hard lessons they learned on the long road to success. 還有一些勵志演講讓真正成功的人上臺，直到你看到真正有趣的故事，講述他們所犯的所有錯誤，以及他們在通往成功的漫長道路上學到的所有艱難經驗。 > And I was really frustrated when realized that I couldn\'t give either one of those two presentations today. 當我意識到我今天不能給出這兩個演講中的任何一個時，我真的很沮喪。 > On the one hand I\'m not experienced or smart enough to have the slightest idea what the formula for startups success is if I did want to be doing ten billion dollars a year. 一方面，我不夠有經驗，也不夠聰明，根本不知道創業成功的秘訣是什么，如果我真的想一年做 100 億美元的話。 > And on the other hand I\'m not successful enough to tell you funny stories about the lessons I think I\'ve learned because I have absolutely no idea if those lessons are ultimately going to result in success or if they\'re ultimately going to result in failure. 另一方面，我還不夠成功，不能給你們講一些我認為我學到的課程的有趣故事，因為我完全不知道這些課程到底是最終會導致成功，還是最終會導致失敗。 > So I procrastinate like crazy two days ago I remember the best startup presentation I\'ve ever heard in my entire life. 所以兩天前，我瘋狂地拖延著，我記得我一生中聽到過的最好的創業演示。 > The best starter presentation I ever heard was when Brian and Nathan of Arabic Inbee came to Y Combinator and told us a story about how Airbnb spent their first thousand days a thousand days searching high and low for product market fit. 我聽過的最好的入門演示是，當阿拉伯人 In 蜜蜂的 Brian 和 Nathan 來到 Y Combinator，給我們講了一個故事，講述 Airbnb 如何在他們的頭一千天里，千里迢迢地尋找合適的產品市場。 > I\'ve never left a presentation more motivated more inspired in my entire life. 在我的一生中，我從來沒有離開過比這更有動力的演講。 > But I had one problem with the presentation. 但我在演講中有一個問題。 > One nagging thought that I just could not get out of my mind. 一個嘮叨的想法，我就是無法擺脫我的腦海。 > And it was that Brian and Nathan and everyone else at Irving B. 是布萊恩和內森以及歐文 B 的其他人。 > They earned their right to come to Y Combinator and tell that story. 他們贏得了來到 Y 組合公司講述這個故事的權利。 > But I couldn\'t help but go home and wonder how many other startups have persisted for a thousand days or maybe a hell of a lot longer and ultimately failed. 但我還是忍不住回家，想知道還有多少初創公司堅持了一千天，或者可能更久了，但最終還是失敗了。 > And that\'s when I realized the one thing I could actually talk about today. 就在那時候，我意識到了我今天能說的一件事。 > The one story I could tell you guys I could tell you our story the story of what Watsky and I can tell it with an honesty that successful people can\'t I can\'t tell you. 我能給你們講一個故事，我可以告訴你們我們的故事，沃茨基和我能誠實地告訴你們，成功的人不能告訴你們，我不能告訴你們。 > Laughter I can tell you the story of what\'s on our nine hundred and ninety nine day the day before anyone knows if we\'re going to be a massive success or Fergies it\'s going to be a spectacular failure. 笑聲，我可以告訴你們我們九九十九天的故事，在沒有人知道我們是否會取得巨大的成功或費奇之前，這將是一個驚人的失敗。 > So about two and a half years ago I was serving as a Peace Corps volunteer in Central America and I was sitting on the back of a bus right at the Panama Costa Rica border. 大約兩年半前，我在中美洲當和平隊志愿者，當時我坐在巴拿馬、哥斯達黎加邊境的一輛公共汽車的后座上。 > And I remember that at that point in my life that bus was the absolute last place in the entire world. 我記得在我生命中的那一刻，那輛公共汽車絕對是世界上最后一個地方。 > I wanted to be. 我想成為。 > `[00:03:25]` It was hot. `[00:03:25]` 天氣很熱。 > It was muggy. 太悶熱了。 > I was sweating like crazy. 我出汗得像瘋了一樣。 > There was this old guy sitting next to me that kept kind of like nudging into me. 有個老男人坐在我旁邊就像在推我一樣。 > And so I was just curling up against the window trying to sleep but the bass was too bouncy so I couldn\'t sleep against the window. 所以我只是蜷縮在窗戶上，試著睡覺，但是低音太有彈性了，所以我不能靠窗睡覺。 > `[00:03:39]` I remember I just kept constantly smelling mildew because I\'d been living in the tropics for a year and a half. `[00:03:39]` 我記得我只是不斷地聞到霉味，因為我在熱帶已經住了一年半了。 > Your clothes never get a chance to dry and I\'m just smelling the mildew coming off the color of my shirt. 你的衣服從來沒有機會干，我只是聞到了發霉，從我的襯衫顏色。 > I remember there\'s a black Northface duffle bag at my feet and in that black black Northface stuff duffels every single thing in the world I own. 我記得在我腳邊有一個黑色的北面帆布包，在那個黑色的北面布袋里，我所擁有的世界上的每一件東西都是帆布。 > I\'m ten to twelve thousand dollars still in student loan debt. 我還欠學生貸款十到一萬二千美元。 > I have another one to two thousand dollars in credit card debt and no hope of paying off until I\'m done with the Peace Corps. 我還有一到兩千美元的信用卡債務，在和平隊結束之前，我沒有還清債務的希望。 > And that\'s not the worst part the worst part is that I just a day before I\'ve gotten off a plane from United States now was back home. 這并不是最糟糕的是，就在我從美國下飛機的前一天，我已經回家了。 > United States I was there from my grandmother\'s funeral while I was there. 當我在那里的時候，我是從祖母的葬禮上來的。 > I caught up with a bunch of my old college and high school friends in San Francisco and I have no idea why I thought this. 我趕上了我在舊金山的一群大學和高中的朋友，我不知道我為什么這么想。 > But `[00:04:22]` before I saw my friends I figured they were all going to be miserable. 但是`[00:04:22]` 在我見到我的朋友之前，我覺得他們都會很痛苦。 > I was the guy that spent the last five to seven years working with nonprofits traveling around the entire world. 在過去的五到七年里，我一直在和非營利組織一起周游世界。 > I figure they were living the office space life working dead end jobs in cubicles in San Francisco miserable day in and day out. 我想他們過著辦公室的生活，在舊金山的小隔間里沒完沒了地干著沒完沒了的活。 > But that wasn\'t the case my friends were all happy. 但事實并非如此，我的朋友們都很高興。 > Every single one of my friend every single of my friends had an awesome apartment. 我的每一個朋友，都有一個很棒的公寓。 > They actually had girlfriends and boyfriends. 他們其實有女朋友和男朋友。 > They went out they got to date. 他們出去約會了。 > They were having fun. 他們玩得很開心。 > But beyond that they were working for companies and building products and solving problems that they cared about. 但除此之外，他們還在為公司工作，制造產品，解決他們關心的問題。 > They were happy they had found a way to do good and do well. 他們很高興他們找到了做好事的方法，做得很好。 > And in contrast the six years I\'ve spent traveling around the world working with nonprofits it seems slow. 與此形成鮮明對比的是，我花了六年時間在世界各地與非營利組織合作，這似乎很緩慢。 > It seemed bureaucratic it seemed underfunded. 這似乎是官僚主義，似乎資金不足。 > It didn\'t come with the same energy and optimism and innovation that San Francisco had to and so this is a direct quote. 它并沒有像舊金山那樣充滿活力、樂觀和創新，所以這是一句直接引用的話。 > But I told every single person I knew my friends and my family when I was back in San Francisco said I\'m done with this. 但當我回到舊金山時，我告訴每個人，我認識我的朋友和家人，我說我受夠了。 > That\'s it I\'m not going to sell my soul. 我不會出賣我的靈魂。 > `[00:05:30]` I said I\'m not going to sell my soul but I\'m going to come back to San Francisco and like all of you you\'re going to find a way to do well and do good so there I am sitting in the back of that bus in Central America trying to think about how on earth I\'m going to get there my last five months in the Peace Corps and this woman gets on the bus. `[00:05:30]` 我說過我不會出賣我的靈魂，但我要回到舊金山，和你們所有人一樣，你們會找到一種做得好和做好事的方法，所以我坐在中美洲那輛巴士的后座上，試著思考我在和平隊的最后五個月里，我將如何到達那里，而這個女人卻上了公共汽車。 > `[00:05:48]` There\'s a picture one of the actual buses woman gets on the bus and she starts asking all these local passengers for donations to pay for her son\'s medical treatment. `[00:05:48]` 有一張照片，一位真正的女乘客上了車，她開始向所有當地乘客索要捐款，以支付她兒子的醫療費用。 > Now the second I hear that I just tune her out and stop listening. 現在，我一聽到她的聲音，我就不聽她的話了。 > I\'m immediately skeptical. 我立刻對此表示懷疑。 > People in Central America get on the bus every single day one after another asking for donations. 中美洲的人們每天都上公共汽車，一個接一個地要求捐款。 > Preaching selling products. 推銷產品。 > No one ever buys but a few minutes later I notice that this woman is walking down the aisle of the bus toward me and all of the local passengers were getting her money and I could not for the absolute life of me figure out why all of these local people trusted this woman. 沒人買過東西，但幾分鐘后，我注意到這個女人正沿著公共汽車的過道向我走來，所有的當地乘客都在拿她的錢，我無法為我的絕對生命弄明白為什么所有這些當地人都信任這個女人。 > Well they had never trusted all the women that came before and it turns out that these people trusted this woman because she had her son\'s medical record with her. 他們從來沒有信任過所有以前來的女人，結果發現這些人信任這個女人，因為她有她兒子的醫療記錄。 > She was passing it around the bus. 她在公共汽車上經過。 > It was in a red folder there grilling her with questions about the doctor or the hospital or the condition. 它在一個紅色的文件夾里，問她關于醫生、醫院或病情的問題。 > And she seemed to earn their trust. 她似乎贏得了他們的信任。 > She got to the back of the bus. 她到了公共汽車的后面。 > I gave her 5n or cloning\'s which is like a dollar because all these local farmers are donating I dont want to be that one stingy gringo that doesn\'t give her any money she gets off the bus and I get goosebumps and I think it\'s crazy that we have websites like Kickstarter or with the click of a button crowdfund really any type of creative project. 我給了她 5N 或克隆，這就像一美元，因為所有的當地農民都在捐贈，我不想成為一個吝嗇的外國佬，她不給她任何錢，她從公共汽車上下來，我會起雞皮疙瘩，我認為我們有像 Kickstarter 這樣的網站，或者點擊一個按鈕，眾籌，真的是任何類型的創意項目，這是很瘋狂的。 > We have Web sites like donors choose worth a click of a button you crowdfund a classroom project for a student really anywhere in the United States. 我們有像捐贈者這樣的網站，選擇一個值得點擊的按鈕，你可以為美國任何地方的學生提供一個課堂項目。 > Why on earth is there not a Web site where we could crowdfund really the most important thing of all which is health care for people that can\'t afford to pay for it right then having been the most jaded I\'ve ever been in my entire life. 為什么在這個世界上沒有一個我們可以為大眾資金籌集資金的網站，這是最重要的事情，那就是為那些沒有能力支付醫療費用的人提供醫療保健，這是我一生中最疲倦的一次。 > Five minutes earlier I decided to start Watsa and decided to name it after the town I was traveling through. 五分鐘前，我決定啟動 Watsa，并決定以我所走過的城鎮的名字命名它。 > `[00:07:25]` When the woman got on the bus so this was my got home. `[00:07:25]` 當那個女人上了公共汽車，這就是我到家了。 > So this was my little hut in the in the Peace Corps. 這就是我在和平隊的小屋。 > I had one outlet one light running water for one hour a day. 我有一個插座，一天一個小時的自來水。 > But for those last 5 months were really the best 5 months of my life. 但過去的 5 個月真的是我生命中最好的 5 個月。 > I just became obsessed like obsessed with Watsky. 我只是迷上了沃茨基。 > All I could do is think about Losey for 10 to 15 hours a day and I would play a game and the game or at play as I would just think up every possible issue or problem or externality that could arise with a Wannsee model and I\'d try to come up with a solution for five months. 我所能做的就是每天想一想洛西 10 到 15 個小時，我會玩一個游戲和游戲，或者在玩游戲的時候，我只會想出每一個可能的問題、問題或外部性，這些問題可能會出現在 Wannsey 模型中，我會嘗試找出一個解決方案，持續 5 個月。 > And you guys are probably sounds crazy. 你們可能聽起來很瘋狂。 > Most of you could probably build Watsa in 2 months and here I am sitting in the middle of nowhere thinking about the idea for 5 months but in retrospect those 5 months for me were some of the most important five months and watches history. 你們中的大多數人可能會在 2 個月內建造 Watsa，而在這里，我正坐在茫茫人海中，思考這個想法 5 個月，但回想起來，這 5 個月對我來說是最重要的五個月之一，也是觀察歷史的最重要的一個月。 > And the reason for that is that what is that nonprofits are oftentimes is that nonprofits oftentimes need to be a little bit more careful a little bit more skeptical and a little bit more introspective than for profits. 這樣做的原因是，非營利組織往往比利潤更謹慎、更懷疑、更內省。 > And the reason for that is that with nonprofits it\'s often really really hard to know if you\'re succeeding or if you\'re failing with a for profit. 這樣做的原因是，對于非營利組織來說，很難知道你是成功了，還是為了盈利而失敗了。 > I envy all of you guys. 我羨慕你們所有人。 > It\'s so simple. 太簡單了。 > You build a product. 你制造一個產品。 > If people want that product they buy and they give you money. 如果人們想買那個產品，他們會給你錢。 > The better your product the more money they give you the more people buy it the more you succeed the worse your product the fewer people buy it the less money they give you the less you succeed you can measure success in real time and you can measure success in dollars and cents. 你的產品越好，他們給你的錢越多，購買的人越多，你的產品越成功，你的產品越少，人們給你的錢越少，你的成功就越少，你可以實時地衡量成功，你可以用金錢和金錢來衡量成功。 > Nonprofits are a lot more complicated nonprofits. 非營利組織要復雜得多。 > We have to go to one group of people. 我們得去找一群人。 > We had to convince them to give us money. 我們得說服他們給我們錢。 > We had to turn around 180 degrees take that money and give a product to an entirely different group of people. 我們不得不轉 180 度，拿著那筆錢，給一個完全不同的群體一個產品。 > And that\'s where the problem is. 這就是問題所在。 > It\'s really hard to get feedback from that second group of people. 很難從第二組人那里得到反饋。 > It\'s hard because of communication. 因為溝通很難。 > They often speak a different language. 他們經常說不同的語言。 > They\'re living in a really isolated area. 他們住在一個非常偏僻的地區。 > They don\'t have access to internet access to a cell phone maybe they\'re not even literate. 他們無法上網，無法使用手機，也許他們甚至都不識字。 > It\'s also difficult because when you\'re giving people something for free or when you\'re giving people something that\'s heavily subsidized they\'re often really reluctant to give you any negative or critical feedback at all for fear that you\'re gonna stop giving them whatever it is you\'re giving them. 這也很困難，因為當你給別人免費的東西，或者當你給別人一些補貼很大的東西的時候，他們總是不愿意給你任何負面或批評的反饋，因為擔心你會停止給他們你所給予的任何東西。 > And it\'s also hard because sometimes you get people things that help them on day one and they end up hurting them on day 365 I remember when I learned this lesson the first time before I was in the peace group I was living and working in Haiti. 這也很難，因為有時人們在第一天就得到了幫助他們的東西，而他們卻在 365 天傷害了他們。我記得在我第一次加入和平組織之前，我在海地生活和工作的時候，我學到了這個教訓。 > `[00:09:49]` And my third week in Haiti local Haitian friend of mine took me to this outdoor Haitian market got to the market and there\'s 50 plus Haitian women and there are little groups of women and maybe five to seven to a group and they\'re all squatting and kind of like a semicircle. `[00:09:49]` 我在海地的第三個星期，當地的海地朋友帶我去了這個海地的戶外集市，那里有 50 多個海地婦女，有幾個婦女群體，一個團體可能有 5 到 7 人，她們都在蹲著，有點像半圓形。 > The first group of women bunch of eggs are selling eggs and the second group of women are squatting down and they\'re selling plantains and bananas and my friend taps me on the shoulder and says Chace look at the third group a woman. 第一組是賣雞蛋，第二組是蹲著賣芭蕉和香蕉，我的朋友拍拍我的肩膀說，查斯看看第三組，一個女人。 > Look at the third group of women there squatting down just the same. 看看第三組女性，同樣蹲下。 > But they have white bags coming up in front of them and the top of the bags were rolled down on the front of the bags are an American flag and inside the bags are rice with a little cup to scoop out a cup of rice he said. 但是他們面前有白色的袋子，袋子的頂部是滾動在袋子前面的是一面美國國旗，袋子里面是米飯，有一個小杯子用來舀一杯米飯，他說。 > Those women are selling rice for pennies on the dollar. 那些婦女以一美元賣大米。 > They are selling rice for one one hundredth of what it should actually cost. 他們賣大米的價格是實際價格的百分之一。 > The reason they\'re selling rice for so cheap is that every time there\'s a humanitarian disaster or there\'s a crisis in Haiti what happens is a bunch of nonprofits and a bunch of governments many of them the United States not only go to one group of people they ask for money they take that money they go toU.S. 他們以如此便宜的價格出售大米的原因是，每當海地發生人道主義災難或危機時，發生的都是一群非營利組織和政府-其中許多是美國政府-不僅僅是他們向一群人索要錢，他們把錢交給了美國。 > companies they buy a bunch of rice they send out rice to Haiti and they give it to people that are starving makes a lot of sense. 他們購買了一批大米，然后把大米送到海地，然后把大米送給饑餓的人們，這是很有道理的。 > The problem is that this has happened so many times that we\'ve flooded the Haitian market with free or heavily subsidized rice he said Chase. 他說：問題是，這種情況已經發生了很多次，以至于我們在海地市場上充斥著免費或大量補貼的大米。 > We\'ve put all the local farmers out of business. 我們讓當地所有的農民都破產了。 > How can a local Haitian rice farmer compete with the free products. 當地的海地稻農如何才能與免費產品競爭呢？ > And I remember hearing that story and getting really frustrated and thinking but the problem is so clear. 我記得我聽過這個故事，感到非常沮喪和思考，但問題太明顯了。 > People are hungry but the solutions and really the whole world really the whole nonprofit world and oftentimes just be really complicated. 人們很餓，但是解決辦法，真的，整個世界，整個非盈利世界，還有很多時候，都是非常復雜的。 > So we got back I got back United States after the Peace Corps. 所以我們回來了我在和平隊之后回到了美國。 > We put together a volunteer team we were 10 people we had Grace who is in India at the time helping us with marketing. 我們組建了一個志愿者團隊，我們有 10 個人，格蕾絲當時在印度，幫助我們做市場營銷。 > We had Jesse in Portland doing all of our code. 我們讓杰西在波特蘭做我們所有的代碼。 > We had Howard in South Carolina and all of our finances and we get on a Google Hangout every Tuesday night and we\'d work on quazi. 我們有霍華德在南卡羅萊納州和我們所有的財務，我們得到谷歌 Hangout 每周二晚上，我們將工作在 Quazi。 > We had no funding no office no salaries no users no revenue and we didn\'t want any of those things we didn\'t care we didn\'t have any desire. 我們沒有資金，沒有辦公室，沒有工資，沒有用戶，沒有收入，我們不想要任何我們不在乎的東西，我們沒有任何欲望。 > The last thing in the world I wanted to do is build a big nonprofit organization. 在這個世界上，我最不想做的就是建立一個大型的非營利組織。 > We are only doing what because we thought it was cool because we thought it was fun because we wanted to start a nonprofit that we ourselves would donate to. 我們之所以這么做，只是因為我們認為這很酷，因為我們認為這很有趣，因為我們想創辦一個我們自己愿意捐贈的非營利組織。 > And in retrospect that being small and being obscure actually gave us a huge advantage. 回想起來，小而晦澀實際上給了我們巨大的優勢。 > It enabled us to do whatever we wanted. 它使我們能夠做任何我們想做的事。 > We are beholden to no one and we could take risks and we could do things that the big nonprofits could never do. 我們不受任何人的約束，我們可以承擔風險，我們可以做一些大型非營利組織永遠不會做的事情。 > So doing that year and a half we made five decisions which I think Shape the Future Watsky. 因此，在那一年半的時間里，我們做出了五個決定，我認為這決定了未來的沃茨基。 > The first was you decided to be radically transparent. 第一個是你決定從根本上透明。 > We were going to be the most transparent nonprofit in the world. 我們將成為世界上最透明的非營利組織。 > That means exposing all of our operations all of our financials and even doing extra work to do things like take screenshots of each funds transfer and post them online so people can see exactly where their money is going if they don\'t. 這意味著暴露我們所有的業務，所有的財務狀況，甚至做額外的工作來做一些事情，比如對每筆資金的轉帳進行截圖，并將它們上傳到網上，這樣人們就能準確地看到他們的錢在哪里，如果他們不這樣做的話。 > On our Web site The second thing we did is a hundred percent model if you don\'t Anawat see 100 percent of your donation funds medical care will never take a cut no matter what their thing is. 在我們的網站上，我們所做的第二件事是百分之百的模型，如果你沒有看到你的捐贈資金的百分之百，不管他們是什么，醫療服務都不會被削減。 > Third thing is minimal fundraising the third thing we decide as a team is just minimal fundraising we\'ve all seen how operational fundraising can just destroyed nonprofits. 第三件事是最低限度的籌款，作為一個團隊，我們決定的第三件事就是最低限度的籌款，我們都看到了運營資金是如何摧毀非營利組織的。 > It is such a distraction there are so many nonprofits out there that get so obsessed and so dependent on fundraising things like annual galas that they forget about why they started that nonprofit in the first place. 這是如此的分散注意力-有那么多的非營利組織如此癡迷，如此依賴于籌款活動，比如年度盛會，以至于他們忘記了為什么他們在一開始就創建了這個非盈利組織。 > We decided we\'re gonna have a circular organizational structure. 我們決定要有一個循環的組織結構。 > What that meant is that there\'s no bosses there\'s no hierarchy. 這意味著沒有老板，沒有等級。 > There\'s no management and that everyone it wants is responsible to every other person. 沒有管理，它想要的每個人都要對其他人負責。 > And we even got rid of founder and co-founder titles. 我們甚至取消了創始人和聯合創始人的頭銜。 > There are no founders at Watsky. 沃茨基沒有創始人。 > We believe what is in a perpetual state of being founded. 我們相信什么是永遠存在的。 > It\'s crazy to me. 對我來說太瘋狂了。 > Every new person that joins our team brings something completely new. 加入我們團隊的每一個新人都帶來了全新的東西。 > They changed the entire trajectory of the organization they change the future of Watsky. 他們改變了整個組織的軌跡，他們改變了沃茨基的未來。 > It\'s nuts to think that we\'ve been founded right. 認為我們的成立是正確的，真是瘋了。 > We\'re constantly changing. 我們在不斷地變化。 > `[00:13:49]` And the last thing we decided was that when ever we were making a decision any decision that impacted our patients or the impact that our donors that we\'d always treat our patients and our donors exactly how we would want to be treated if we were in their specific situation so we worked on Watson for a year and a half every Tuesday built the site for nothing and then spent three thousand dollars to try and get a nonprofit which we did ourselves and got denied and then we figured out a way to get it. `[00:13:49]` 我們最后決定的是，當我們做出決定時，任何影響到我們的病人的決定，或者我們總是對待我們的病人和捐獻者的影響，如果我們處在他們的特殊情況下，我們會怎樣對待他們，所以我們每個星期二在沃森身上工作了一年半，毫無意義地建造了這個網站。然后花了三千美元去爭取一個非營利組織，我們自己做的，卻被拒絕了，然后我們想出了一個辦法來實現這個目標。 > But we post it I will never forget the day we launched we launched on August 3rd of 2012 we launched at 9a.m. 但是我們發布了它，我永遠不會忘記我們在 2012 年 8 月 3 日發布的那一天，我們在上午 9 點發布。 > in the morning and we sent out an e-mail to our entire network. 早上我們給整個網絡發了一封電子郵件。 > Now are thinking okay it\'s going to go crazy now. 現在想，好吧，它現在要瘋了。 > Ten minutes no donations 15 minutes no donations. 十分鐘，沒有捐贈，十五分鐘，沒有捐贈。 > Crickets. 蟋蟀。 > My mom donated. 我媽媽捐的。 > Grace\'s mom donated Jessie\'s mom donated. 格蕾絲的媽媽捐了杰西的媽媽捐的。 > Our friends and family slowly donated. 我們的朋友和家人慢慢地捐贈了。 > And then about an hour and a half two hours after we sent out the e-mail that was it. 然后大約一個半小時后，我們發出的電子郵件，就是這樣。 > That was our big fancy launch two to two and a half or so. 這是我們最大的幻想發射兩到兩個半左右。 > That was it. 就這樣了。 > And so I said I decided that I wanted to post a hacker news. 所以我說我決定發布一個黑客新聞。 > I\'d never posted a hacker news in my entire life I never even made a comment. 在我的一生中，我從來沒有發布過黑客新聞，我甚至從來沒有發表過任何評論。 > I was too scared that you were just going to destroy me. 我太害怕你會毀了我。 > But I did. 但我做到了。 > I decided not to tell our team because I figured no one was going to vote. 我決定不告訴我們的團隊，因為我想沒人會投票。 > And I don\'t want them to all get disappointed. 我不想讓他們都失望。 > So my plan was that I would post a hacker news and if I got up as I tell a team but if it didn\'t get up votes I was just going to delete it and pretend like it never happened. 所以我的計劃是，我會發布一個黑客新聞，如果我站起來告訴一個團隊，但如果它沒有獲得選票，我只是打算刪除它，假裝它從來沒有發生過。 > And so I posted a hacker news outlet like maybe like a Pisces on there I can\'t see it at 11a.m. 所以我在網上發了一個黑客新聞，就像雙魚座一樣，上午 11 點我看不見它。 > that morning and by lunchtime we were the number one post on Hacker News sent 16000 unique visitors to Watsky. 那天早上，到午餐時間，我們是黑客新聞的頭號帖子，吸引了 16000 名獨特的訪客來到沃茨基。 > We funded every single medical treatment almost instantly and our entire pipeline. 我們幾乎立即資助了每一個醫療服務，我們的整個管道。 > We had 189 comments on Hacker News. 我們在黑客新聞上有 189 條評論。 > Hundreds of tweets hundreds of Facebook posts hundreds of e-mails text messages. 數百條推特、數百條 Facebook 發布了數百條電子郵件、短信。 > It was just absolutely crazy. 簡直太瘋狂了。 > And I remember I told my boss I was working in finance in the city that\'s him and I was like I knew the day off and I just sat at my desk shaking answering Hacker News comment after Hacker News comment for the entire day so after we launched we got Hacker News and then a few days later NBC picked it up into an article about what to you which was like the coolest thing ever. 我記得我告訴我的老板，我在金融城工作，他就是他，我好像知道那天我休假了，我就坐在我的辦公桌前晃動著回答黑客新聞的評論整整一天，所以在我們發布后，我們得到了黑客新聞，幾天后，NBC 把它寫進了一篇關于該怎么做的文章中。你是史上最酷的人。 > And then a few days after that I was in bed and I got a Google or that tech crunch had written an article about Wannsee. 幾天后，我躺在床上，得到了一個谷歌，或者科技危機寫了一篇關于萬西的文章。 > I had no idea they were going to write. 我不知道他們會寫信。 > I have no idea they even knew who what he was and I remember this is so embarrassing. 我不知道他們甚至知道他是誰，我記得這太尷尬了。 > `[00:16:16]` I remember like I was I was crying. `[00:16:16]` 我記得好像我在哭。 > I was so happy like we were on tech crunch that was like the biggest thing in the entire world. 我很高興，就像我們處在科技危機中，這是世界上最大的事情。 > I\'ve been reading Tech Crunch and like what\'s was on Tech Crunch and I don\'t even know they\'re going to write about us. 我一直在讀“技術縮略語”，喜歡“技術縮略語”上的內容，我甚至不知道他們會寫我們的故事。 > And I remember turning to my girlfriend at the time and saying do you think all this started startups a tech conference about her seriously as crappy as we are. 我記得當時我轉向我的女朋友說，你認為所有這些都是開始創業的，一個關于她和我們一樣糟糕的技術會議。 > `[00:16:37]` Laughter. `[00:16:37]` 笑聲。 > `[00:16:38]` And she\'s like. `[00:16:38]` 而她. > `[00:16:49]` And she\'s like What do you mean why she\'s not crappy and I\'m like I know what she\'s like crappy The idea is awesome on the Web site\'s good but we have no office no full time employees you can\'t even donate to a page on our Web site because we\'re completely out of patience and you don\'t know what to do and we wouldn\'t even send you an ink. `[00:16:49]` 她是什么意思？你說她為什么不差勁，我就好像我知道她是什么樣子，這個想法在網站上是很棒的，但是我們沒有辦公室，沒有全職員工，你甚至不能捐贈給我們網站上的網頁，因為我們完全沒有耐心，你不知道該怎么做，我們甚至不會給你發墨水。 > We wouldn\'t even send your receipt. 我們甚至不會寄你的收據。 > You would just donate and that was. 你只會捐錢那就是。 > It\'s like it was absurd. 就好像這是荒謬的。 > But none of that mattered. 但這些都不重要。 > We\'re on tech crunch and that was I mean we\'re on top of the world. 我們正處于科技危機中，我的意思是，我們處于世界之巔。 > And so then like all good startup stories this our actual numbers. 因此，就像所有好的創業故事一樣，這是我們的實際數字。 > So these are this monthly revenue since day one. 這是從第一天開始的每月收入。 > Tech Crunch was that first. 科技公司是第一個。 > Kind of like blob or designer kind of smooth this out. 有點像 BLOB 或者設計師把這件事解決了。 > So normally pointy. 所以通常都是尖的。 > I think she is trying to secretly make us look better. 我想她是在偷偷地讓我們看起來更好。 > But that first trough of sorrow as we\'d never thought about what would happen after we launched we never in our wildest dreams thought that we would find all the patients like we thought we had six months worth of patients and they were funded in a few hours. 但是第一次悲傷-我們從未想過會發生什么-在我們最瘋狂的夢中，我們從未想過我們會找到所有的病人，就像我們認為我們有 6 個月的病人，他們在幾個小時內就得到了資助。 > And so everything was broke and nothing was working I decided to quit my job and I said I got to do this. 所以一切都破產了，什么都沒有起作用，我決定辭去工作，我說我必須這樣做。 > I\'ve got to try and do what\'s you full time and the next rational thing to do was to fundraise. 我得試著做你全職做的事，下一個理性的事情就是募捐。 > We had no money and the only way to run an organization is to get some money and pay people. 我們沒有錢，管理一個組織的唯一方法就是弄點錢給人。 > `[00:17:58]` So I went out start fundraising and fundraising was just a complete disaster. `[00:17:58]` 所以我出去了，開始募捐，籌款完全是一場災難。 > No one gave us money. 沒人給我們錢。 > `[00:18:07]` Spun worse actually the worst part of the worst parts of being a nonprofit that no one will ever tell you know everyone to go like this. `[00:18:07]` 事實上，作為一個非營利組織，最糟糕的部分是最糟糕的，沒有人會告訴你，每個人都知道每個人都會這樣做。 > They\'ll put you on the back and they\'ll say good job you\'re doing something really good for the world that\'s awesome. 他們會把你放在后面，他們會說你做得很好，你正在為這個世界做一些很棒的事情。 > I really want to help you but they\'ll never write you a check. 我真的很想幫你，但他們不會給你開支票的。 > And so I did that for like three months just spinning our wheels. 所以我做了大約三個月的旋轉我們的車輪。 > I kept telling the team we\'re so close there\'s like these 50 people that are about to give us the money I promise. 我不停地告訴球隊，我們離我們太近了，就像這 50 個人一樣，他們會給我們我保證要給我們的錢。 > That gave us the money. 給了我們錢。 > So then about three months later it\'s November 22nd and I\'m flying to Southern California to spend Thanksgiving with my dad. 大約三個月后，是 11 月 22 日，我要飛到南加州和我爸爸一起過感恩節。 > The plane lands in Southern California. 飛機降落在南加州。 > I check my e-mail and in my personal e-mail there a message from Paul Graham and Paul grammas in a recent post about what\'s on Hacker News. 我查看我的電子郵件，在我的個人電子郵件中有一條來自保羅格雷厄姆和保羅語法的信息在最近的一篇關于黑客新聞的文章中。 > I mean I found my personal email through my hacker news account and he just wrote two sentences and the sentences were. 我的意思是，我通過我的黑客新聞帳戶找到了我的私人郵件，他只寫了兩句話，句子是。 > Are you in the Bay Area. 你在灣區嗎。 > If so I\'d like to meet an hour of being so excited that I got off the airplane and left all my luggage for Thanksgiving on the airplane just left it there. 如果是這樣的話，我想見到一個小時的興奮，以至于我下了飛機，把我所有的行李都留在飛機上過感恩節了。 > `[00:19:06]` Laughter. `[00:19:06]` 笑聲。 > All I needed was my cell phone. 我只需要我的手機。 > Just like this like off Theraflu. 就像這樣。 > `[00:19:17]` So Jesse flew down from Portland ME ABOUT Puji a few weeks later in Mountain View met with Jessica. `[00:19:17]` 幾周后，杰西從波特蘭出發，在山景城見到了杰西卡。 > He wrote us our first check. 他給我們寫了第一張支票。 > Within like an hour I\'d be meeting with people for three months and no unarrested check Puji made our first donation. 在大約一個小時內，我將與人們見面三個月，沒有一個未被捕的支票普吉做了我們的第一次捐款。 > We joined Y Combinator commoner as the best thing ever happened Wannsee on people always ask why. 我們加入了 Y 組合平民，因為這是有史以來發生的最好的事情，人們總是問為什么。 > I\'m already running out of time. 我已經沒時間了。 > But people always ask why and the big three things we got out of. 但是人們總是問為什么，還有我們從中得到的三件事。 > I see the first was focus. 我看到第一個是專注。 > It enabled Jesse to come from Portland Grayslake I\'m from New York the three of us lived in work in Mountain View. 這使杰西能夠從波特蘭的格雷斯克來，我是從紐約來的，我們三個人都住在山景城的工作中。 > All we focus on was what Sea and beyond that what Airblue and it actually taught us was to only focus on one metric. 我們所關注的是什么海洋，以及更遠的海域，它教會了我們，只關注一個度量標準。 > We only looked at one metric for three months and the only thing we try to do for 3 months was to get more people to donate was weekly donations just to get more people to donate. 我們只看了三個月的一個指標，我們三個月里唯一想做的就是讓更多的人去捐贈，就是每周的捐款，只是為了讓更多的人捐款。 > We manage to increase weekly donations 30 percent every week. 我們設法每周增加 30%的捐款。 > The second thing I see gave us was a network. 我看到的第二件事是給我們一個網絡。 > It\'s like when you go to college you\'re like wow. 就像當你上大學的時候你就像哇。 > Everyone here is kind of like me. 這里的每個人都有點像我。 > Why CEOs like that times a thousand. 為什么首席執行官們喜歡這樣千百次。 > I mean it\'s the most amazing network of advisers and entrepreneurs. 我的意思是，這是最令人驚奇的顧問和企業家網絡。 > I could honestly ever have imagined being a part of. 老實說，我可以想象自己是其中的一員。 > And the third thing was a stamp of approval. 第三件事是一張認可的印章。 > I think that now that I see is accepting nonprofits this might actually maybe be more important for nonprofits and for profits. 我認為現在我看到的是接受非營利組織，這對非營利組織和利潤來說可能更重要。 > But in the nonprofit world nonprofit philanthropists and foundations are the most risk averse group of people on the planet. 但在非營利世界中，非營利慈善家和基金會是地球上最規避風險的群體。 > No one is willing to take a bet on a new nonprofit. 沒有人愿意押注于一個新的非營利組織。 > Everyone\'s afraid of being burned and to have wisely come on board and say we\'re taking a bet we\'re making a public bet on Watsa you made it really easy when you eventually went out and started fundraising. 每個人都害怕被燒死，并且明智地上船說我們在賭一賭沃特薩，當你最終出去募捐時，你讓事情變得很容易。 > So we went out fundraising take two. 所以我們出去募捐了兩次。 > And I learned my lesson the first time and I said we made a new rule that we\'re only going to fundraise for three months and that\'s it even if we don\'t raise a dime in three months we\'re not going to fund raise again for 18 months. 我第一次學到了我的經驗，我說我們制定了一個新的規則，我們只籌集三個月的資金，即使我們在三個月內沒有籌集到一分錢，我們 18 個月內也不會再籌集資金。 > We\'re going to work as volunteers all bartend. 我們將以志愿者的身份工作，所有人都是酒保。 > I don\'t care. 我不在乎。 > I\'m not going to fundraise a day longer than three months. 我不打算籌集超過三個月的資金。 > So I went out started fundraising and again it was a complete disaster and it was a complete disaster because I didn\'t know what we were selling. 所以我出去籌款，這又是一場災難，完全是一場災難，因為我不知道我們在賣什么。 > When you\'re a for profit what you\'re selling is obvious you\'re selling a return. 當你是為了盈利，你所賣的東西很明顯，你就是在賣回報。 > Give me a million dollars and I\'m gonna give you a billion dollars in ten years. 給我一百萬美元，十年后我就會給你十億美元。 > Give me let me to talk about it with a nonprofit. 讓我和一個非營利組織談談這件事。 > Everyone gives you money for a different reason. 每個人給你錢都有不同的原因。 > It\'s really complicated. 這真的很復雜。 > And at the start I got talked into reading these god awful books a nonprofit fundraising that just ruined my brain. 一開始，我被說服去讀這些糟糕的書，這是一本非盈利的募捐，毀了我的大腦。 > But these books told me that I should sell emotion. 但這些書告訴我應該賣情感。 > They said you should go out and tell stories about your patients and make people happy and make people cry and then ask them for money. 他們說你應該出去講述你的病人的故事，讓人們高興，讓人們哭，然后向他們要錢。 > And I felt like a complete fraud. 我覺得自己是個徹頭徹尾的騙子。 > It was just stupid. 太蠢了。 > And so I tried to do that and the meetings were just terrible. 所以我試著這么做，結果會議很糟糕。 > No one gave us money. 沒人給我們錢。 > So that lasted for like two days and then the next thing I tried was I thought we should sell impact. 這持續了大約兩天，然后我嘗試的下一件事是，我認為我們應該出售影響力。 > What about profits do you sell impact. 你賣的利潤如何影響。 > Right. 右（邊），正確的 > So created all these really fancy models and went to all of our donors and said if you give us the money it\'s better than getting all these other nonprofits money you give us money. 所以創建了所有這些非常花哨的模型，并向我們所有的捐款者表示，如果你給我們錢，那比得到所有其他非營利組織的錢要好得多，你給我們錢。 > Look at this model and you\'re going to somehow manage to help education in Rwanda in 15 years by funding these girls medical care. 看看這個模式，你將設法在 15 年內通過資助這些女孩的醫療服務來幫助盧旺達的教育。 > But I felt like a suffix. 但我覺得自己像個后綴。 > I was just like inventing numbers. 我就像發明數字一樣。 > Do was 16 months old I had no idea what impact you were going to have in six months. 我不知道你六個月后會有什么影響。 > So that didn\'t work either. 所以這也沒用。 > And then I finally realized what we were actually selling at Wannsee and what were selling at Watsky is a vision and that vision is incredibly simple. 然后我終于意識到我們在萬西賣的是什么，在沃茨基賣的是一個愿景，這個愿景非常簡單。 > `[00:22:23]` If I asked all of you right now to raise your hand if you would give me five hundred dollars for global health right now raise your hand if you give me 500 dollars oh my gosh we should all go get beers after this talk. `[00:22:23]` 如果我現在要求你們所有人舉手，如果你們現在給我 500 美元用于全球健康，請舉手，如果你們給我 500 美元，哦，我的天啊，我們都應該在這次演講后去喝啤酒。 > Now look to the person sitting next to you. 現在看看坐在你旁邊的那個人。 > Look you look look look look look at them in the eye. 你看著他們的眼睛。 > I\'m like matchmaking right now I can see you. 我現在就像媒人一樣，我能看見你。 > `[00:22:46]` Laughter. `[00:22:46]` 笑聲。 > Look at the person in the eye. 看著那個人的眼睛。 > And now imagine I told you that unless you give me five dollars right now that person\'s going to drop dead in the next minute. 現在想象一下，我告訴過你，除非你現在給我五美元，否則這個人在下一分鐘就會死掉。 > Raise your hand raise your hand if you\'re going to let that person die. 如果你想讓那個人死的話，舉起你的手。 > `[00:23:00]` Laughter laughter here are the people I don\'t want to get beers after. `[00:23:00]` 笑聲這里是我不想喝啤酒的人。 > `[00:23:07]` That was the vision we were selling at Watsky and the vision was incredibly simple. `[00:23:07]` 這是我們在沃茨基出售的愿景，這個愿景非常簡單。 > The vision was that if we make the world smaller we\'re going to make the world better. 我們的愿景是，如果我們使世界變小，我們將使世界變得更美好。 > `[00:23:16]` And that vision worked. `[00:23:16]` 那個幻象起了作用。 > We went out we had 138 meetings in five states over the course of three months. 在三個月的時間里，我們在五個州舉行了 138 次會議。 > Of those 138 meetings 36 people were Watsa a check over a thousand dollars. 在這 138 次會議中，36 人是 Watsa，一張超過 1000 美元的支票。 > Of those 36 people 13 hurt whatever check over twenty five thousand dollars. 在這 36 個人中，有 13 人因支票超過 2.5 萬美元而受傷。 > The average the median donation amount was twenty five thousand dollars. 平均捐款額為二萬五千元。 > What\'s your raise one point two million dollars which if you do the math is eight thousand eight hundred dollars per meeting which is just mind boggling. 你的工資是多少呢？如果你算一下，每次會議的工資是八千八百美元，真是令人難以置信。 > `[00:23:42]` We got really lucky some of the best people some of the best technologists best investors and best philanthropists in the world took a bet on us Polygram donated Ron Conaway donated Kosala donated tents and donated Jeff Raulston donated it blew my mind. `[00:23:42]` 我們真的很幸運，一些最好的人，一些最好的技術專家，最好的投資者和最好的慈善家，押注于我們，波格拉姆捐贈了羅恩·康納韋捐贈了科薩拉的帳篷，并捐贈了杰夫·拉斯頓，這讓我大吃一驚。 > And that\'s not a responsibility that we take lightly. 這不是我們掉以輕心的責任。 > Watches in a crazy place right now. 現在一個瘋狂的地方觀察。 > `[00:24:03]` On the one hand things are as good as I could have ever imagined. `[00:24:03]` 一方面，事情是我想象中的最好的。 > First nonprofit in my commentor with 18 months of runway in the bank we just built the most awesome team I could have ever imagined we\'re in donated awesome office space in the mission by Teespring my favorite freaking startup in the world with all of our friends like we are living the dream and it\'s awesome. 在我的評論中，第一個非盈利組織-在銀行工作了 18 個月-我們剛剛建立了我想象中最棒的團隊-我們在任務中捐贈的、令人敬畏的辦公室空間，由 Teespring 在世界上最喜歡的創業公司與我們所有的朋友在一起，就像我們生活在夢想中一樣-這太棒了。 > And on the other hand things are just crazy. 另一方面，一切都是瘋狂的。 > We just got sick. 我們剛病了。 > We just have we have a ton of challenges. 我們有很多挑戰。 > We just started getting hit with an onslaught of credit card fraud these jackasses in Jamaica are stealing credit card numbers and don\'t pay on Watty to see if they work a billion dollar health care company. 我們剛剛開始受到信用卡欺詐的打擊，牙買加的這些蠢貨偷信用卡號碼，不付錢給 Watty，看他們是否能在一家價值 10 億美元的醫療保健公司工作。 > A billion dollar healthcare company is lying about taking us to court for trademark infringement right in our operations putting in so many patients which is a good problem to have. 一家價值 10 億美元的醫療公司正在為我們的運營中的商標侵權將我們告上法庭，把這么多的病人送進法庭，這是一個很好的問題。 > They\'re just crumbling our donations like our operations are great scary. 他們只是粉碎了我們的捐贈，就像我們的行動非常可怕一樣。 > It\'s just grace. 這只是恩典。 > `[00:24:56]` She just processes everything nothing is automated and it\'s all breaking so there\'s a ton of challenges at Watsky. `[00:24:56]` 她只是處理所有的事情，沒有任何東西是自動的，它都是壞的，所以在沃茨基有一大堆的挑戰。 > But if I can offer one piece of advice on my 25 minutes of rambling even then I said I wouldn\'t offer any advice. 但如果我能在 25 分鐘的閑聊中給出一條建議，即使這樣，我也不會提供任何建議。 > My one piece of advice would be this and it\'s find something to work on that you care about more than yourself. 我的一個建議是，找到比你自己更在乎的東西。 > `[00:25:16]` And as far as I\'m concerned what\'s he cannot fail. `[00:25:16]` 就我而言，他不能失敗。 > It\'s actually impossible. 這實際上是不可能的。 > And the reason it\'s impossible is that all we ever have to do is fund one more patient. 這是不可能的，因為我們所要做的就是多付一個耐心。 > One more human life. 再活一次。 > That\'s all we ever have to do. 這就是我們所要做的一切。 > And if I have to spend the rest of my life trying to fund that one patient. 如果我要用我的余生來資助那個病人。 > And even if I die before it happens. 即使我在事情發生之前就死了。 > My life will have been a success because I went out trying to do something right. 我的生活將是成功的，因為我出去嘗試做正確的事情。 > `[00:25:46]` I went out trying to do something that mattered more than I did and I don\'t know. `[00:25:46]` 我出去嘗試做一些比我做的更重要的事情，但我不知道。 > But for me I couldn\'t imagine a better way to go out than that. 但對我來說，我想不出比這更好的外出方式了。 > Thanks guys. 謝謝各位。 > Applause. 掌聲。