# Ron Conway at Startup School SV 2014 > `[00:00:02]` He\'s back for a day or an hour. `[00:00:02]` 他回來了一天或一小時。 > `[00:00:07]` There\'s lights behind that thing. `[00:00:07]` 那東西后面有燈。 > OK. 好的 > `[00:00:11]` So I interviewed Ron on this stage were on stage at Startup School in 2012 and the videos on YouTube. `[00:00:11]` 所以我采訪了這個舞臺上的羅恩，2012 年他在創業學校的舞臺上，還有 YouTube 上的視頻。 > `[00:00:22]` Ron told a lot of the good stories then so I\'m not going to ask him about that stuff. `[00:00:22]` 羅恩講了很多好故事，所以我不想問他那些事。 > `[00:00:28]` But Ron has an infinite supply of for anybody if there\'s anybody out there who doesn\'t know who run Connolly is basically just remember this sentence. `[00:00:28]` 但是羅恩對任何人都有無限的供給，如果有人不知道誰在運行康諾利，基本上記住這句話。 > Ron Conaway is the man now not in the sense of like working for the man not that man that man. 現在，羅恩·柯納維不是那種為男人工作的人，而不是那個人。 > The other man. 另一個人。 > He is like the investor. 他就像投資者。 > I told Weiss startups just this blanket advice if Ron Conway wants to invest in you take his money. 我告訴 Weiss 初創公司，如果 RonConway 想投資你，就接受他的建議。 > So that\'s all you have to remember about Ron Conway a baby Laughter Why C is for creating laughter. 這就是你所需要記住的關于羅恩·康威，一個嬰兒的笑聲，為什么 C 是用來創造笑聲的。 > So Ron is famous for investing in founders. 所以羅恩以投資創始人而聞名。 > And so I wanted to ask you when you say you invest in founders what that means is you invest in people with certain traits. 所以我想問你，當你說你投資于創建者時，這意味著你投資于具有某些特質的人。 > Can those traits be acquired. 這些特質能被獲得嗎。 > Or is it just the case that some people have it and some people don\'t. 或者僅僅是一些人擁有它，而有些人卻沒有。 > Because these people are interested in starting startups right. 因為這些人對創業很感興趣。 > So I\'m going to try and get the stuff out of your brain. 所以我要試著把這些東西從你腦子里拿出來。 > Blow it out onto the other. 把它吹到另一邊。 > That will be helpful to them without being sloppy. 這會對他們有幫助而不會草率。 > `[00:01:49]` What I have said before entrepreneurs are born to be entrepreneurs. `[00:01:49]` 我之前所說的企業家生來就是企業家。 > `[00:01:57]` Then once you\'re an entrepreneur you\'re a serial entrepreneur or you\'re probably going to start companies for the rest of your life or if you\'re like Zucker Larry Page you know it might be the only company you start but you are an entrepreneur for life. `[00:01:57]` 那么，一旦你成為了一名企業家，你就成了一個連續的企業家，或者你可能會在你的余生中創辦公司，或者如果你像祖克·拉里·佩奇一樣，你知道這可能是你唯一的創業公司，但你是一輩子的企業家。 > And I think most entrepreneurs do correctly self select. 我認為大多數企業家的選擇是正確的。 > And I think that entrepreneurs are born have to be born with some of the basics. 我認為，企業家的誕生必須具備一些基本要素。 > So which treats have to be in Born which can be learned so that the basics I think would be you have to have a hell of a work ethic. 所以，哪些治療必須是天生的，這是可以學到的，所以我認為最基本的是，你必須有一種極高的職業道德。 > You talked about it at your Stanford class. 你在斯坦福大學的課上談過這件事。 > You have to be ambitious. 你得野心勃勃。 > You have to be aggressive and you have to be tough because starting a company is the hardest thing on earth to do. 你必須有進取心，而且你必須強硬，因為創辦一家公司是地球上最難做的事情。 > And I don\'t think people realize that until they do it. 我認為人們在做這件事之前不會意識到這一點。 > Since I\'ve watched thousands of entrepreneurs do it I know how hard it is. 因為我看過成千上萬的企業家這么做，所以我知道這有多難。 > Plus I started my own company Alto\'s computer in the 70s so I know from personal knowledge how hard it is and I started another company of companies as well. 另外，我在 70 年代創辦了自己的 Alto 電腦公司，所以我從個人的知識中了解到這是多么困難，我還創辦了另一家公司。 > And so you think the driven part has to be inborn for sure. 所以你認為驅動部分必須是與生俱來的。 > You can\'t you can\'t learn to be ambitious and be driven. 你不能-學會野心勃勃和有動力。 > Obviously you have to be curious you have to be intelligent. 顯然，你必須好奇，你必須聰明。 > I think being a founder is like it. 我覺得做創辦人就像這樣。 > It\'s like a vocation but if you have those basic skills you know where you\'ve got where you\'re you\'re determined you\'re tough. 這就像一種職業，但如果你有這些基本技能，你就知道你在哪里，你已經下定決心，你是堅強的。 > You have a huge work ethic. 你有很強的職業道德。 > You\'re completely Reifel focused. 你完全集中注意力了。 > Then there\'s other things that you that you have to learn you have to learn to hire a management team. 還有其他的事情，你必須學會雇用一個管理團隊。 > You have to learn how to manage these things you\'re not born with these things you have to want success so badly that you learn how to manage you learn how to find a management team. 你必須學會如何管理這些事情-你不是與生俱來的-你必須如此渴望成功，以至于你學會了如何管理，學會了如何找到一個管理團隊。 > You learn how to recruit people and then spread your vision and and motivate them to be just like you and be fanatical about your business. 你學會了如何招募人才，然后傳播你的視野，激勵他們和你一樣，對你的事業保持狂熱。 > So `[00:04:20]` how can they tell. 所以`[00:04:20]` 他們怎么知道。 > How can these people you know it would save them a lot of trouble if you can tell them now whether they\'re gonna succeed in starting a startup how can they tell if they\'re driven enough. 這些你知道的人，如果你現在就告訴他們創業是否會成功，怎么能幫他們省下很多麻煩呢？他們怎么知道他們是否有足夠的動力。 > `[00:04:31]` Well well I mean are you willing to work 24/7. `[00:04:31]` 好吧，我是說，你愿意 24 小時工作嗎？ > The really great entrepreneurs are 24/7. 真正偉大的企業家是全天候的。 > The word moonlighting is not even in their vocabulary. 兼職這個詞甚至不在他們的詞匯表中。 > I mean if they\'re dating somebody or they\'re married they warn their spouse that they\'re not first in line that this company dream is first in line and that that you have this vocation. 我的意思是，如果他們在約會，或者他們結婚了，他們會警告他們的配偶，他們并不是第一人，他們的公司夢想是排在第一位的，而且你有這份職業。 > You know it\'s like being a priest or a nun that that your duty is to your company. 你知道，你對公司的責任就像當牧師或修女一樣。 > Now it has to be that fanatical and if you look at all the successful entrepreneurs they are that committed about it. 現在，它必須是如此狂熱，如果你看看所有成功的企業家，他們都致力于此。 > That is a hard commitment. 這是一個艱難的承諾。 > But once you\'re willing to make that commitment you know then you know that solves the work ethic check off if you have that commitment then then your passion is probably infectious. 但是，一旦你愿意做出你知道的承諾，你就會知道這解決了職業道德問題，如果你有這種承諾，那么你的激情可能就具有感染力。 > `[00:05:31]` It probably means you can in fact find other people and make them as excited about your idea as you do so you can use it so you have to be a good communicator you\'ve got to be able to excite other people or the management part you can use a trick of leading by example. `[00:05:31]` 這可能意味著你可以找到其他人，讓他們對你的想法感到興奮，因為你可以利用它，這樣你就必須成為一個很好的溝通者，你必須能夠激發其他人的積極性，或者你可以使用以身作則的技巧。 > Yes right. 是的對。 > You don\'t have to use leadership techniques you just say I\'m going to go do this and everybody goes as it with you. 你不需要使用領導技巧，你只是說我要這么做，每個人都跟你一樣。 > Correct. 對，是這樣 > `[00:05:53]` But but for management and recruiting you do have to educate yourself. `[00:05:53]` 但是為了管理和招聘，你必須教育自己。 > You have to get advice about that. 你得聽聽這方面的建議。 > `[00:06:00]` Now there\'s many many books and blogs about how to do that. `[00:06:00]` 現在有很多關于如何做到這一點的書籍和博客。 > So if you have the desire you can you can DIY you can do it yourself because there is lots of resources out there for you to educate yourself on the skills that you have to acquire that you\'re not born with them. 所以，如果你有這樣的愿望，你可以自己動手，因為有很多資源可以讓你自己去學習那些你不是與生俱來的技能。 > `[00:06:19]` They don\'t have to worry about managing people yet though that\'s like a good problem to have. `[00:06:19]` 他們還不需要擔心管理人員，盡管這是一個很好的問題。 > `[00:06:25]` Yeah yeah. `[00:06:25]` 是的。 > Freed\'s you\'ve gotten to a certain point you can afford to hire people that you then have to manage. 自由，你已經到了一定程度，你有能力雇傭你必須管理的人。 > Yeah. 嗯 > `[00:06:31]` The first thing you gotta do is your idea has to be infectious enough that you have to find a co-founder. `[00:06:31]` 你要做的第一件事是，你的想法必須具有足夠的感染力，以至于你必須找到一個聯合創始人。 > Since most companies start with with at least two people and they usually start with two people who know each other yeah. 因為大多數公司一開始至少有兩個人，所以他們通常從認識對方的兩個人開始，是的。 > And so they\'re able to feed on each other\'s excitement and then go from there. 這樣他們就能以彼此的興奮為食，然后從那里出發。 > `[00:06:51]` So when you\'re when you\'re deciding who to invest in. `[00:06:51]` 所以當你決定投資誰的時候。 > This is not just a way to get Ron\'s money it\'s also heuristic for figuring out what works because how many startups you invest in now since this is my 20th year of angel investing. 這不僅僅是獲取羅恩資金的一種方式，它也是一種啟發式的方法，可以找出什么是可行的，因為你現在投資了多少初創公司，因為這是我投資天使的第 20 年。 > `[00:07:07]` So anniversary just like it\'s the 10th Startup School and in the 20 years we\'ve invested over 750 companies but in investing in the 750 companies each of which has a founder\'s team we have talked to thousands of companies about potentially investing because for every company we invest in we look at 30. `[00:07:07]` 周年紀念日就像第 10 次創業學校一樣，在過去的 20 年里，我們已經投資了 750 多家公司，但在投資 750 家公司時，每個公司都有一個創始人團隊，我們已經和成千上萬家公司討論了潛在投資的問題，因為我們投資的每一家公司都有 30 家。 > So what. 那又怎樣。 > Well yeah 21000 company. 嗯，是的，21000 公司。 > That\'s that\'s why I age ages up to 13 people. 這就是為什么我年齡在 13 歲以下。 > You realize you\'ve looked at 21000 companies. 你知道你已經看過 21000 家公司了。 > Yes. 是 > Now I didn\'t look at them all because SCVNGR is 13 people now. 現在我沒有全部看，因為 SCVNGR 現在 13 歲了。 > Funny enough. 夠有趣的了。 > I don\'t I don\'t do any due diligence anymore. 我不再做任何盡職調查了。 > I just help portfolio companies with with hard unique problems with the SVR teams completely build out now and they do all the diligence. 我只是幫助投資組合公司與 SVR 團隊一起解決困難、獨特的問題，現在完全建立起來，他們會盡職盡責。 > Okay. 好的。 > I\'m not a lottery picker. 我不是選彩票的。 > How does the Espey team how does the SBA Angel team work. Espey 團隊是如何運作的？SBA 天使團隊是如何工作的？ > Well we\'re up we\'re up to 13 people. 我們最多有 13 個人。 > `[00:08:10]` If you look at me you could call me the grandfather because David Lee and Brian Pokornya.k.a. `[00:08:10]` 如果你看著我，你可以叫我祖父，因為大衛·李(David Lee)和布賴恩·博科爾尼(Brian Pokornya.k.k.)。 > coach they\'re becoming the Wise Old Men. 教練，他們正在成為智者老人。 > I mean they\'ve been around me now for close to 10 years each. 我的意思是，他們現在已經在我身邊近 10 年了。 > And so they they have the pattern recognition. 所以他們有模式識別。 > `[00:08:31]` They\'re now solving all the problems I used to solve five years ago so everybody\'s escalating their role. `[00:08:31]` 他們現在正在解決我五年前曾經解決過的所有問題，所以每個人的角色都在升級。 > And then you have Kevin Carter and tofor my son who are also becoming wise old men because they\'ve been around Espey Angel for five years. 還有凱文·卡特和我的兒子，他們也成為了聰明的老人，因為他們已經在 EspeyAngel 身邊五年了。 > But but we are Reifel focused on generational planning. 但我們專注于代際規劃。 > I believe this industry belongs to young people. 我相信這個行業屬于年輕人。 > And so you know tofor and Kevin are getting close to 30 and we\'ve actually said when you\'re 30 you know you better make sure you have we have four or five people at Esmie Angel in their 20s because the people in their 20s are the good pickers. 所以你知道，托福和凱文都快到 30 歲了，我們說過，當你 30 歲的時候，你最好確保我們有四五個 20 多歲的埃斯米天使的人，因為他們 20 多歲的人都是不錯的挑選者。 > And then as you get wiser and older you\'re more better advice givers to the founder. 然后，隨著你變得越來越聰明和成熟，你就會給創始人更好的建議。 > `[00:09:23]` Interesting interesting. `[00:09:23]` 有趣，有趣。 > So there\'s that\'s interesting that in the adventure business picking and giving advice are different skills that peek at different ages correct in our opinion absolutely. 有趣的是，在冒險活動中，挑選和提供建議是不同的技能，在我們看來，不同的年齡是正確的。 > `[00:09:35]` So I\'m an age of bigot and I keep telling our team mate make sure we hire and bring in really smart 20 year olds cause in in 30 years I hope they\'re Roncon way and they\'re being interviewed you know by Sam. `[00:09:35]` 所以我是個偏執的人，我不停地告訴我們的隊友，一定要在 30 年內雇傭和引進真正聰明的 20 歲年輕人，我希望他們是朗肯的方式，他們會接受山姆的采訪，你知道的。 > `[00:09:53]` You need investors you can actually do the hill use instant messaging apps that link make the photo disappear and stuff like that. \`[00:09:53]` 你需要投資者，你真的可以這么做，使用即時通訊應用程序鏈接，使照片消失等諸如此類的事情。 > `[00:09:59]` Yes. `[00:09:59]` 是的。 > Great. 太棒了 > Yeah. 嗯 > Kevin Carter on our team. 我們隊的凱文·卡特。 > Twenty four at the time he picked that company he tapped me on the shoulder. 當他挑選那家公司的時候，他拍了拍我的肩膀。 > `[00:10:10]` He goes that\'s important. `[00:10:10]` 他說那很重要。 > Go fly toL.A. 飛到洛杉磯去。 > and spend time with him. 花點時間陪他。 > `[00:10:15]` Okay and that worked out. `[00:10:15]` 好的，這就解決了。 > That worked out. 結果成功了。 > Yeah. 嗯 > `[00:10:20]` By the way if you want a list of the companies Ron has invested in it it would be shorter to give a list of the ones he hasn\'t invested in. `[00:10:20]` 順便說一句，如果你想要一份羅恩投資過的公司的名單，那么給出他沒有投資過的公司的名單就更短了。 > `[00:10:27]` Just assume that if you\'ve heard of some big famous startup run as an investor and you\'ll you\'ll pretty much be right. `[00:10:27]` 假設你聽說過一家著名的大型創業公司，作為一名投資者，你很可能是對的。 > I just assume it. 我只是假設。 > So what about what should people do. 那么人們應該做什么呢。 > I was just talking about this what people should do in college if they wanted to start a startup later. 我只是在說，如果人們想以后創業，他們應該在大學里做些什么。 > What do you think people should do before starting a startup. 在創業之前，你認為人們應該做些什么？ > Do you have opinions about that. 你對此有什么看法嗎。 > `[00:10:52]` Well I you know whether or not they\'re in college for me really doesn\'t matter because there are founders who didn\'t go to college at all. `[00:10:52]` 嗯，你知道他們是否為我而上大學并不重要，因為有些創始人根本就沒有上過大學。 > Are founders who went to some of college and dropped out and then there some that went all the way through college Larry and Serguei went all the way through college and dropped out of the JD program at Stanford. 他們都是創辦人，他們上了一些大學，然后退學了，有些人一路走到大學，拉里和塞爾蓋一路走到大學，然后退出了斯坦福大學的 JD 項目。 > `[00:11:17]` So I don\'t think it\'s about where you\'re at. `[00:11:17]` 所以我不認為這是關于你在哪里的問題。 > I think it\'s about when when the idea comes in your mind that compelling idea that aha moment that says this is it. 我認為這是關于當這個想法出現在你腦海中的時候，那個令人信服的想法，啊，那一刻，它說的就是它。 > `[00:11:31]` This is a company and it\'s usually based around a personal experience where where you have that aha moment and you\'re so motivated by it and taken by it that if you\'re not in school or if you\'re in school it doesn\'t matter you stop what you\'re doing and go pursue that idea. `[00:11:31]` 這是一家公司，它通常以個人經歷為基礎，在這種經歷中，你擁有這樣的時刻，你被它所激勵，被它所占據，以至于如果你不在學校，或者你在學校，那么你停止你正在做的事情并去追求這個想法并不重要。 > `[00:11:52]` So what you want to do is you want to set yourself up so you have these aha moments these personal experiences correct you and you could almost be anywhere for that to happen. `[00:11:52]` 所以你想要做的是設置好自己，這樣你就有了這些啊哈時刻，這些個人經歷對你來說是正確的，你幾乎在任何地方都能做到這一點。 > `[00:12:02]` I mean for Chad Hurley and Steve Chen they were at a dinner party took a video and found out that there was no easy way to upload that video and just share it with the other guests with Zach. `[00:12:02]` 我的意思是，對于查德·赫利和史蒂夫·陳來說，他們參加了一個晚宴，拍了一段視頻，發現上傳這段視頻并不容易，只是和扎克分享。 > It was like I don\'t want to go through the physical hard copy Facebook at Harvard. 就好像我不想翻閱哈佛大學的硬拷貝 Facebook。 > Why can\'t that just be on my computer. 為什么不能只在我的電腦上。 > And then 10 years later why can\'t that be on my phone. 十年后為什么我的手機上就不能這樣。 > Yeah. 嗯 > So you know Shawn Fanning his roommate wanted to share songs with other people in his dorm. 所以你知道他的室友肖恩·范寧想和宿舍里的其他人分享歌曲。 > So Shawn Fanning hacked together a music sharing app. 所以肖恩·范寧黑了一款音樂分享應用。 > `[00:12:42]` So it\'s it\'s based around a need and an idea in all that creates the huge companies in all the cases you mentioned the need was the founders own need. `[00:12:42]` 所以它是建立在一個需求和一個想法的基礎上，在所有的情況下創造了大公司，在你提到的所有情況下，需要是創建者自己的需求。 > Absolutely. 絕對一點兒沒錯 > `[00:12:54]` All the biggest companies are based on a founder who had a need hacked it together and then said hey wait a minute other people probably want this and then and then they start to grow on their own. `[00:12:54]` 所有的大公司都是建立在一位創始人的基礎上的，他需要把它合并起來，然后說，嘿，等等，其他人可能想要這樣，然后他們就開始自己成長了。 > `[00:13:10]` Notice what you said. `[00:13:10]` 注意你說的話。 > The realization that other people might want it comes afterwards correct. 意識到別人可能想要它，這是事后正確的。 > So it really it\'s not even supposed to be for other people in the beginning. 所以，在開始的時候，它甚至不應該是為其他人準備的。 > Yeah yeah a lot of it is serendipity. 是啊，很多都是巧合。 > `[00:13:22]` But once once the serendipity phase gets over then you need to start thinking about product market fit you know who is the customer for this. `[00:13:22]` 但是一旦偶然的階段過去了，你需要開始考慮產品市場的適合性，你知道誰是這方面的客戶。 > It\'s all about users which is why why see is so successful is once you come up with the idea then why mantra is well how do you how do you how do you find users who also want this product. 這一切都是關于用戶的，這就是為什么 See 是如此成功的原因是，一旦你想出了這個想法，那么為什么咒語是好的呢？你怎么找到同樣想要這個產品的用戶呢？ > `[00:13:47]` Because unless you create a market there is no need for the product. `[00:13:47]` 因為除非你創造一個市場，否則就不需要這個產品。 > `[00:13:51]` When you look at startups and you\'re thinking of investing in them do you care a lot about the story about how they started working on the idea. `[00:13:51]` 當你看到初創公司，你在考慮投資它們時，你會非常關心他們是如何開始研究這個想法的。 > `[00:13:59]` I absolutely do. `[00:13:59]` 我絕對相信。 > I mean I think the more compelling and personal story is the more excited I get about the company early on even though I don\'t know you know whether or not it\'s going to be a huge huge company. 我的意思是，我認為更有說服力和私人故事是越讓我興奮的公司早期，即使我不知道你知道它是否會是一家大公司。 > But what I\'ve said it probably to a lot of people in this room one of the first questions I ask is what inspired you to start the company and it is an inspiration. 但我可能對在座的很多人說了這句話，我首先問的問題之一是，是什么激勵了你創辦這家公司，這是一種激勵。 > `[00:14:27]` You know when it goes in your head you are inspired by it and then and then you are driven by it. `[00:14:27]` 你知道，當它進入你的腦海時，你會受到它的鼓舞，然后你就會被它所驅使。 > `[00:14:37]` So do you also care a lot about the story about how the founding team. `[00:14:37]` 那么，你也很關心創建團隊的故事嗎？ > Do you hear tension to that. 你聽到那種緊張的聲音了嗎。 > `[00:14:44]` Yes. `[00:14:44]` 是。 > Very very important to understand how you as I said before most companies have a couple of founders and it\'s very important to know how those two founders met how they interact with each other. 就像我之前說過的，非常重要的是要了解你是如何擁有兩位創始人的，而且非常重要的是要知道這兩位創始人是如何相遇的，他們是如何相互交流的。 > Remember when we first meet them it\'s usually two or three people and I\'m always watching how they interact. 記得當我們第一次見到他們的時候，通常是兩三個人，我總是在觀察他們是如何互動的。 > If one person starts answering the other person\'s question then interrupts them a lot you know ding ding ding. 如果一個人開始回答另一個人的問題，那就打斷他們很多，你知道丁仃。 > The warning signal those two founders from aren\'t going to get along forever and they\'re probably right now fighting about who\'s going to be the CEO when in the early days it doesn\'t matter who the CEO is it matters if you can find users and you have a compelling product. 這兩位創始人發出的警告信號是，他們不會永遠相處下去，他們現在可能正在為誰會成為 CEO 而爭吵，而在最初的日子里，誰是 CEO 并不重要，重要的是你能否找到用戶，你是否擁有一款引人注目的產品。 > `[00:15:31]` So how can these people be they. `[00:15:31]` 那么這些人怎么可能是他們呢？ > They\'re interested in starting startups. 他們對創業感興趣。 > How how can they find potential co founders when they have someone they\'re thinking of starting a company with. 當他們有一個人想和他們一起創辦一家公司的時候，他們怎么能找到潛在的聯合創始人呢？ > Watch what sort of filter should they. 看看他們應該用什么樣的過濾器。 > How should they apply. 它們應該如何應用。 > How can they tell if this person would make a good co-founder. 他們怎么知道這個人會不會成為一個好的聯合創始人。 > `[00:15:47]` Well most cofounders you know when I think about this most cofounders are collaborating and end up coming up with the idea together. `[00:15:47]` 好吧，大多數的聯合創始人，當我想到這一點的時候，大多數的聯合創始人都是合作的，最后一起想出了這個想法。 > `[00:16:01]` If you look at Facebook Pinterest Google there\'s there are two founders for all. `[00:16:01]` 如果你看看 Facebook，Pinterest，Google，有兩個創始人。 > Two or three there\'s two founders for all these companies and they actually come up with the idea together. 在所有這些公司中，有兩三位創始人，他們實際上是一起想出了這個想法。 > Yes one of them is the one that says I feel the need. 是的，其中一個是說我覺得需要的人。 > But the co-founder ends up being a friend of theirs or a colleague who says Wow I agree with you and I want to work on that. 但這位聯合創始人最終成為了他們的朋友或同事，他說：“哇，我同意你的觀點，我想在這方面努力。” > Wow. 哇 > I think that\'s goofy and I don\'t want any part of it. 我認為那是愚蠢的，我不想參與其中。 > But it\'s the co-founder is usually somebody who shares like 99 percent of the excitement and inspiration of the person who came up with the idea. 但共同創辦人通常會分享出這個想法的人 99%的興奮和靈感。 > `[00:16:42]` So you don\'t. `[00:16:42]` 所以你不能。 > Chad Hurley and Steve Chen. 查德·赫利和史蒂夫·陳。 > You don\'t just want to work on interesting problems. 你不只是想研究有趣的問題。 > You want to work on interesting problems with other people. 你想和別人一起解決有趣的問題。 > `[00:16:51]` Absolutely it\'s a collaborative process. `[00:16:51]` 絕對是一個協作的過程。 > You know how excited are you going to get or accomplish something if it\'s just you. 你知道，如果只有你一個人，你會多么興奮地得到或完成某件事。 > `[00:17:01]` I mean there are single founder companies out there but very few. `[00:17:01]` 我的意思是，有一些單一的創始人公司，但很少。 > `[00:17:06]` Why. `[00:17:06]` 為什么。 > Why do you think there are so few. 你覺得為什么這么少。 > Because I can tell you from looking at Y Combinator applications a huge number of single founders applying twice maybe half the applications are single founders. 因為我可以告訴你，從 Y Combinator 應用程序來看，大量的單身創始人申請了兩次，也許一半是單身創始人。 > I didn\'t know that. 我不知道。 > Yeah well no but like they\'re disproportionately unlikely to get accepted. 是的，不，但是他們不成比例地不太可能被接受。 > `[00:17:24]` Yeah. `[00:17:24]` 是的。 > `[00:17:25]` So. `[00:17:25]` 所以。 > There you go. 給你。 > There you heard it here. 你在這里聽到了。 > You heard it here. 你在這里聽到了。 > `[00:17:31]` If you fly to icy there should be two of you but not if that means like putting something like Craigslist snobbism flying away. `[00:17:31]` 如果你飛到冰上，應該有你們兩個人，但如果這意味著像 Craigslist 勢利主義之類的東西飛走了。 > Yeah don\'t do that. 是啊，別那么做。 > It obviously can\'t be forced. 顯然不能強迫。 > `[00:17:44]` So if you get this idea in your head think about Mark Zuckerberg or Ben Silverman you know Ben Silverman\'s idea when he started Pinterest was really obtuse you know where he said I think people should be using the Internet to discover things and people look at them like wow. `[00:17:44]` 如果你腦子里有這個想法，想想馬克·扎克伯格(Mark Zuckerberg)或本·西爾弗曼(Ben Silverman)，你知道本·西爾弗曼(Ben Silverman)在他創立 Pinterest 的時候的想法非常愚蠢，你知道他說過，我認為人們應該利用互聯網來發現事物，人們看上去就像哇。 > `[00:18:04]` What\'s that about. `[00:18:04]` 那是關于什么的？ > Well you know I used to collect things when I was a kid. 你知道我小時候經常收集東西。 > If you put those collections on the Internet and enough people put on their collections people start discovering things that they\'re interested in sound so lame doesn\'t it. 如果你把這些收藏品放到網上，有足夠多的人把它們放在自己的收藏上，人們就會發現他們對聲音很感興趣的東西，是嗎？ > `[00:18:19]` History has proven that it is not. `[00:18:19]` 歷史證明事實并非如此。 > No I know but all the time so the time it took him forever to get funded. 不，我知道，但是一直以來，他花了很長時間才得到資助。 > `[00:18:26]` So what did what did Ben Silverman do. `[00:18:26]` 本·西爾弗曼做了什么？ > Everyone he talked to starting with his mother who I think is the biggest spender on earth. 與他交談的每一個人都是從他母親開始的，我認為他是世界上花錢最多的人。 > He evangelized his product and talked to anyone he could find and said What do you think of this. 他傳道他的產品，并與任何他能找到的人交談，并說，你對此有何看法？ > And then you find someone who says Jesus I think that is awesome. 然后你找到一個說耶穌我覺得很棒的人。 > That is so interesting. 太有趣了。 > Can I work with you on it. 我能和你合作嗎。 > `[00:18:50]` KABUM you have a co-founder. `[00:18:50]` KABUM 你有一個聯合創始人。 > You have somebody as excited as you are about this brand new neophyte idea. 你有一個和你一樣興奮的人對這個全新的新想法感到興奮。 > `[00:18:59]` All right so if you if you have actually built the thing with another person that\'s a good sign that they would make a good co-founder because they have the same credibility as you. `[00:18:59]` 好吧，如果你真的和另一個人一起建造了這個東西，那是一個很好的跡象，表明他們會成為一個很好的聯合創始人，因為他們和你一樣有信譽。 > So how did people know when their idea that they\'re so excited about is actually bad if what if. 那么，人們怎么知道，當他們如此興奮的想法實際上是壞的，如果。 > How can they tell if a lame sounding idea is actually lame or if it\'s just one of these ideas it sounds lame in the beginning because it\'s such an outlier. 他們怎么能分辨出一個蹩腳的想法到底是站不住腳的，還是僅僅是這些想法中的一個，它在一開始聽起來很蹩腳，因為它是如此離奇。 > `[00:19:24]` Well yeah I mean you have to be careful about that because a lot of ideas that seem like they are bad end up being huge. `[00:19:24]` 嗯，是的，我的意思是，你必須小心，因為很多看起來很糟糕的想法最終都是巨大的。 > So I think it\'s about persistence and conviction about your idea. 所以我認為這是關于你的想法的堅持和信念。 > `[00:19:39]` How can you tell as an investor see these companies as an age where the idea CEOs still seem OK as an investor. `[00:19:39]` 當一個投資者看到這些公司時，你怎么知道，作為一個投資者，CEO 們的想法似乎還不錯。 > `[00:19:46]` I cannot tell that all ASV Angel invests in is people so we end. `[00:19:46]` 我不知道 ASV 天使所有的投資都是人，所以我們就結束了。 > So yeah we don\'t even know we cannot predict the success or failure in 40 percent of our investments fail. 所以是的，我們甚至不知道我們無法預測我們 40%的投資失敗的成敗。 > We think that failure rates lower than most of the industry but we can\'t tell. 我們認為該行業的失敗率低于大多數行業，但我們無法判斷。 > So we invest in the traits of the individual. 所以我們投資于個人的特質。 > `[00:20:12]` OK so let\'s talk about specific individuals. `[00:20:12]` 好吧，讓我們談談具體的個人。 > BEN SILVERMAN For example what what traits did he have that made you invest OK. 例如，本·西爾弗曼(BenSilverman)有哪些特質讓你投資得很好。 > `[00:20:22]` For him it was his rifle focus on the product. `[00:20:22]` 對他來說，這是他對產品的關注。 > Now keep in mind Reifel focus on the product also applied to Larry Zuck. 現在請記住，雷菲爾專注于產品也適用于拉里·扎克。 > It you know Dropbox RVN be it applies to every successful founder is they were Reifel focused about the product to the point of being rude and a lot of them get accused of being arrogant because they\'re so focused on the product because other people say hey will you come to this event or will you get interviewed by the New York Times and they\'re going like why would I ever want to do that. 你知道，Dropbox RVN-不管它適用于每一個成功的創始人-他們都把注意力集中在了產品上，他們中的很多人被指責傲慢，因為他們太專注于產品，因為其他人說你會來參加這個活動，或者你會接受“紐約時報”的采訪，他們會喜歡我為什么要這么做。 > `[00:21:01]` When I can make my product better because guess what. `[00:21:01]` 當我能把我的產品做得更好的時候，你猜怎么著。 > I went from 10000 users last month to 25000 users and in the next month I can get it to 50 or 100000 users why would I want anyone to distract me with anything else. 我從上個月的 10000 用戶增加到了 25000 用戶，在下個月我就可以把它增加到 50 或 100000 用戶，為什么我想讓其他人來分散我的注意力呢？ > And that focus on the product is what builds huge companies. 對產品的關注是建立大公司的原因。 > And you know it\'s so contagious other people want to come join your team and help you. 而且你知道這很有感染力，其他人想加入你的團隊幫助你。 > But some some of the ones that were counterintuitive would be like an air b be like they want me to share a room in my house. 但是有些違反直覺的人會像空氣一樣，就像他們想讓我在我的房子里共用一個房間。 > `[00:21:37]` But the 2008 mortgage crisis in New York helped Air B and B cause in New York in 2008. `[00:21:37]` 但 2008 年紐約的抵押貸款危機幫助了 2008 年 B 和 B 航空公司在紐約的事業。 > There were thousands of people if they didn\'t rent a room in their house they were going to be foreclosed on. 有成千上萬的人，如果他們不租一個房間在他們的房子，他們將被取消贖回權。 > And that was that was the mushrooming of Air B and B and then lo and behold they found out that every single person on earth wants to do this. 這就是 B 空氣的雨后春筍，然后他們發現地球上的每一個人都想這樣做。 > Yeah it\'s sort of this is a worldwide phenomena. 是的，這是一種世界性的現象。 > `[00:22:05]` Dropbox would be another example. `[00:22:05]` Dropbox 是另一個例子。 > I already have a storage device. 我已經有存儲設備了。 > Why. 為什么 > Why would I want to move to the cloud. 我為什么要搬到云端去。 > What\'s that. 那是什么？ > `[00:22:13]` Do you remember when you first met Drew Housden yes. `[00:22:13]` 你還記得你第一次見到德魯·豪斯頓的時候嗎？是的。 > What was it about him that you like. 你喜歡他是怎么回事。 > What traits. 什么特質。 > `[00:22:19]` Yeah well shame on me I didn\'t invest in Dropbox right away. `[00:22:19]` 是啊，真可惜，我沒有馬上投資 Dropbox。 > `[00:22:23]` So I was you know in that case I saw a great entrepreneur and I sometimes we do get over opinionated about the idea and that is always a mistake when we do drop Oxenham BMB we love the founders cheese that idea. `[00:22:23]` 所以你知道嗎，在那種情況下，我看到了一位偉大的企業家，我有時確實會克服對這個想法的固執己見，而當我們放棄奧克森漢姆 BMB 的時候，這總是一個錯誤，我們喜歡創始人的想法。 > The idea is not our job in my opinion. 在我看來，這個想法不是我們的工作。 > Yeah our job is to invest in great great founders. 是的，我們的工作是投資于偉大的創始人。 > `[00:22:50]` I know this sounds like an insulting question but it\'s really interesting you\'ve been doing this for 20 years. `[00:22:50]` 我知道這聽起來像是一個侮辱人的問題，但你這么做已經 20 年了，這真的很有趣。 > Why are you still making this mistake. 你為什么還在犯這個錯誤。 > `[00:22:57]` Laughter No I mean it\'s interesting right. `[00:22:57]` 笑聲不，我是說這很有趣，對吧。 > There\'s there must be like this. 肯定有這樣的情況。 > It\'s really powerful magnet like pulling you off to the side. 它是非常強大的磁鐵，就像把你拉到一邊一樣。 > `[00:23:05]` It\'s a very risky business. `[00:23:05]` 這是一項非常冒險的工作。 > And since the beginning you knowS.V. 從一開始你就知道。 > Angel kind of invented the portfolio approach to investing. 安吉爾發明了投資組合方法。 > I always intuitively thought there\'s no way I\'ll ever make the right decision every time so I\'d rather make the right decision about a certain market place and then go find the 20 best companies and hope that one of those wins. 我總是直覺地認為，我不可能每次都做出正確的決定，所以我寧愿對某個市場做出正確的決定，然后去找 20 家最好的公司，希望其中一家能贏。 > `[00:23:32]` And that strategy ends up you know it\'s a great strategy when you started you had this little niche market place called the Internet Internet software. `[00:23:32]` 這個策略最終你知道這是一個很好的策略，當你開始的時候，你有了一個叫做互聯網軟件的利基市場。 > `[00:23:42]` Right. `[00:23:42]` 對。 > It was. 確實是。 > I\'m not joking. 我不是在開玩笑。 > `[00:23:43]` Back in 1994 when I started this was investing in 1994 Mark Andriessen had just graduated from the University of Illinois had not started Netscape but in 1994 I had finished doing three startups and had dabbled in angel investing and said I want to do this the rest of my life. 1994 年，當我開始投資的時候，馬克·安德里森剛剛從伊利諾伊大學畢業，并沒有創辦網景公司，但在 1994 年，我完成了三家初創公司，并涉足天使投資公司，并說我想在我的余生中這樣做。 > I teamed up with Ben Rosen who was then the chairman of Compaq and we said and we both had plenty of gray hair at the time. 我和當時擔任康柏董事長的本·羅森(BenRosen)合作，我們說，當時我們都有很多白發。 > We said okay let\'s go angel invest together. 我們說好的，讓我們一起去投資天使吧。 > OK what are we going to invest in. 好的，我們要投資什么。 > Because we were going to invest in everything and we said let\'s invest. 因為我們要投資所有的東西，我們說讓我們投資吧。 > You said not hardware yet for sure not hard already done that and for sure not packaged software because I had done that. 你說過硬件還不是很難，已經做了，當然也沒有打包軟件，因為我已經做過了。 > `[00:24:33]` And we said let\'s invest in this thing called the Internet because it it\'s at zero and we can watch it grow and therefore it\'ll be interesting and exciting and 20 years later that is all we\'re doing Internet software. `[00:24:33]` 我們說，讓我們投資于這個叫做互聯網的東西，因為它是零的，我們可以看到它的成長，因此它將是有趣和令人興奮的，20 年后，這就是我們所做的所有互聯網軟件。 > `[00:24:54]` So I notice the words you\'re using here you haven\'t mentioned anything about money. `[00:24:54]` 所以我注意到你在這里使用的單詞，你沒有提到任何關于錢的事情。 > `[00:25:00]` I think that that you mean making money or because you\'re investors everybody thinks investors are like in it for the money. `[00:25:00]` 我認為你是指賺錢，或者因為你是投資者，每個人都認為投資者是為了錢而投資的。 > `[00:25:08]` Right. `[00:25:08]` 對。 > `[00:25:09]` Well I my view. `[00:25:09]` 我的看法。 > `[00:25:11]` I\'m in it because I love meeting great founders helping them and watching them be successful. `[00:25:11]` 我之所以參與其中，是因為我喜歡見到偉大的創始人，幫助他們，看著他們成功。 > I get to meet people. 我要去見人。 > I get to meet these founders before they\'re famous. 我要在這些創始人成名之前認識他們。 > And there is nothing more satisfying than giving advice to Mark Zuckerberg to Ben Silverman or Larry Page in the first two years of their existence and then watching them fly watching this rocket just like sitting watch the rocket ship take off and say wow I was part of that. 沒有什么比馬克·扎克伯格(Mark Zuckerberg)在他們出生的頭兩年里給本·西爾弗曼(Ben Silverman)或拉里·佩奇(Larry Page)提供建議更讓人滿意的了，然后看著他們飛起來，看著這枚火箭，就像坐在那里看著火箭飛船起飛，然后說哇 > `[00:25:47]` I I I I put the first gas in the gas tank of that company. `[00:25:47]` 我在那家公司的儲氣罐里放了第一批汽油。 > So I think money fame fortune notoriety. 所以我覺得金錢、名利、財富都是聲名狼藉。 > `[00:25:59]` That\'s all byproducts of of working your ass off. `[00:25:59]` 那都是你拼命工作的副產品。 > `[00:26:04]` You know I noticed a similarity between the way you operate and what you look for in founders. `[00:26:04]` 你知道，我注意到了你的經營方式和你在創始人身上尋找的東西之間的相似之處。 > Right. 右（邊），正確的 > The founders aren\'t in it for the money either. 創始人也不是為了錢。 > They\'re just trying to make this amazing product and the company\'s success as a byproduct. 他們只是想使這個驚人的產品和公司的成功作為副產品。 > Right. 右（邊），正確的 > You just Lig are super into these founders and ASV angel investing and all these companies with the biproduct. 你只是利格是超級進入這些創始人和 ASV 天使投資和所有這些公司與雙產品。 > `[00:26:22]` And that\'s that\'s why we all like each other. `[00:26:22]` 這就是我們都喜歡對方的原因。 > Yeah. 嗯 > It\'s so even though when they get an e-mail say much of them. 即使當他們收到一封電子郵件時，也會對他們說很多話。 > `[00:26:28]` But but we have we are kindred spirits does it help you think as an investor to have been a founder yourself. `[00:26:28]` 但是，我們有著相似的精神，作為一個投資者，你認為自己是一個創立者，這對你有幫助嗎？ > `[00:26:38]` For sure for sure because because I know how hard it is. 肯定是因為我知道這有多難。 > `[00:26:44]` So if I hadn\'t founded a company myself I wouldn\'t feel like I had as much credibility. 如果不是我自己創立了一家公司，我就不會覺得自己有那么多的可信度了。 > `[00:26:51]` Well I\'m more does it help you pick people because you were literally looking for kindred spirit. `[00:26:51]` 我更能幫你挑選人，因為你真的是在尋找同類的靈魂。 > `[00:26:56]` Yes yes it does yes it does because because you can say hey will this person work 24/7. `[00:26:56]` 是的，因為你可以說，這個人會全天候工作嗎？ > Is this person a good communicator or will they follow through so here\'s a question. 這個人是一個很好的溝通者，還是他們會堅持到底？這里有個問題。 > `[00:27:10]` If someone if a founder was going to fool other investors but not fool you because you had been a founder yourself and you could recognize kindred spirits. `[00:27:10]` 如果一個人，如果一個創始人要愚弄其他投資者，而不是愚弄你，因為你自己也是一個創立者，你就能認出那些志同道合的人。 > What would this founder be like. 這位創始人會是什么樣子。 > What are the kinds of founders that would fool other investors but not fool you. 什么樣的創始人會愚弄其他投資者，卻不會愚弄你。 > What do you not fall for. 你為什么不喜歡。 > `[00:27:30]` Well I\'m going to go back to the to the to the focus on the product. `[00:27:30]` 好吧，我要回到對產品的關注上。 > I see. 我明白了。 > `[00:27:35]` And so if they don\'t care a little too much about the product correct then that that\'s a warning sign that that trait 10 year ok I\'ve been doing this for 20 years. `[00:27:35]` 如果他們不太在意產品的正確性，那就是一個警告信號，這個特征 10 年了，好吧，我已經這么做了 20 年了。 > `[00:27:48]` That trait didn\'t start pinging in my brain until like 10 years ago. `[00:27:48]` 這種特質直到 10 年前才開始在我的大腦中跳動。 > And then five years ago it became an alarm be it could be because a lot of it probably Ben Silverman a similar one was probably the tipping point where that\'s all he cared about. 五年前，它變成了一個警鐘，可能是因為很多事情，可能是本·西爾弗曼(BenSilverman)-一個類似的人-可能是他唯一關心的臨界點。 > And then from pattern recognition I said wow that\'s all Larry cared about. 然后從模式識別我說，哇，這就是拉里所關心的。 > That\'s all Jack Dorsey cared about. 這就是杰克？多爾西所關心的。 > The and that\'s all Steve Jobs care and that\'s all. 這都是史蒂夫·喬布斯所關心的，僅此而已。 > `[00:28:22]` Yeah that\'s that\'s all these great people care about. `[00:28:22]` 是的，這就是所有這些偉大的人所關心的。 > It\'s focus focus on the product. 重點放在產品上。 > There\'s a guy at Pinterest Tim Kendall. 有個家伙在 Pinterest Tim Kendall。 > I hope he has a hundred of these shirts because he wears the same shirt every single day of the year. 我希望他有一百件這樣的襯衫，因為他一年中的每一天都穿同樣的襯衫。 > `[00:28:35]` He\'s the head of product there and it\'s a circle with the word focus and even when they have outside visitors who are like super important he will walk into the room with his focus T-shirt. `[00:28:35]` 他是那里產品的領頭羊，這是一個圓圈，上面寫著“焦點”這個詞，即使他們有外部訪客，他們都是超級重要的，他也會帶著他的焦點 T 恤走進房間。 > And he\'s not taking it off. 他不會把它取下來的。 > `[00:28:53]` But boy does that count. `[00:28:53]` 但那小子算不算。 > `[00:28:59]` OK. `[00:28:59]` 好的。 > So you might think like you\'re trying to start a startup he\'s trying to start a business you should be business like. 所以你可能會認為你在嘗試創業，他想創業，你應該像他一樣創業。 > Right. 右（邊），正確的 > And the lesson here is really you should focus almost too much on the actual product. 這里的教訓是，你真的應該把太多的精力放在實際的產品上。 > `[00:29:11]` Yeah because if you focus on the product obviously the only way to measure success of the product is users and you will keep tweaking that product until user growth starts to explode and then you jump for joy and go for billions of them. `[00:29:11]` 是的，因為如果你把注意力集中在產品上，那么衡量產品成功的唯一方法就是用戶，你會不斷調整該產品，直到用戶的增長開始膨脹，然后你就會高興地跳起來，爭取數十億的用戶。 > `[00:29:32]` So you focus on the product and the business follows correct. `[00:29:32]` 所以你把注意力集中在產品上，企業就會遵循正確的原則。 > Okay. 好的。 > `[00:29:39]` So what do young founders specifically get get wrong when they start companies if you if you see a young founder and you think oh my god that\'s such a newb mistake. `[00:29:39]` 如果你看到一位年輕的創始人，而你認為哦，我的天哪，這是一個新的錯誤，那么當年輕的創始人創辦公司的時候，他們有什么特別的錯誤呢？ > `[00:29:51]` These guys are you know these guys look promising but they\'re so young they\'re doing X right. `[00:29:51]` 這些家伙，你知道這些家伙看起來很有前途，但是他們太年輕了，他們做得很好。 > `[00:29:55]` What do young founders do wrong. `[00:29:55]` 年輕的創始人做錯了什么。 > `[00:30:00]` I think it would be lying to yourself after you know you\'ve prototyped the products in the marketplace. `[00:30:00]` 我認為當你知道你在市場上制作了產品的原型之后，你就會自欺欺人。 > `[00:30:12]` It\'s not getting traction it\'s not admitting that guess what it\'s not working. `[00:30:12]` 它沒有得到牽引，它不承認你猜什么不起作用。 > And it\'s great if the founder says Hey stop stop. 如果創始人說“停下來”，那就太好了。 > Stop the train. 把火車停下來。 > This this idea is not working. 這個想法行不通。 > What we need to do to make this idea work because success is binary. 我們需要做些什么才能讓這個想法奏效，因為成功是二元的。 > You are either successful or you\'re not. 你要么成功要么不成功。 > Your product is getting traction or it\'s not. 你的產品是否受到了牽引力？ > It\'s not getting traction. 沒有牽引力。 > The sooner you admit that and start doing things about it the better off everybody\'s going to be. 你越早承認這一點，并開始做這件事，每個人都會更好。 > `[00:30:47]` So they\'re too prone to remain in denial. `[00:30:47]` 所以他們太容易拒絕。 > Correct. 對，是這樣 > And when they get older they\'ve learned to realize this warning signs of denial. 當他們長大后，他們學會了意識到這種否認的警告信號。 > `[00:30:58]` It\'s true in many domains actually. `[00:30:58]` 它實際上在許多領域都是正確的。 > So just just being honest with yourself. 所以對自己誠實一點。 > `[00:31:04]` What\'s funny is your team will recognize it and admit it before you. `[00:31:04]` 有趣的是，你的團隊會認識到它，并在你面前承認它。 > But of course they would never discuss it with you. 但他們當然不會和你討論這件事。 > So when you say hey guess what you call everybody in and have a come to Jesus meeting and say this is not working. 所以，當你說嗨，猜猜你叫每個人進來，并有一個耶穌會議，說這是行不通的。 > Everyone in the room in their heads is going oh my god. 房間里的每個人腦子里都在想我的天啊。 > `[00:31:24]` The founder knows this is awesome. `[00:31:24]` 創始人知道這很棒。 > `[00:31:28]` This is awesome. `[00:31:28]` 這太棒了。 > Now we\'re a team. 現在我們是一個團隊。 > Now we can go do something about it. 現在我們可以做點什么了。 > And the founder thinks morale is going to go down as a result of this meeting when in fact morale explodes because the team says Jeezy\'s were in trouble. 這位創始人認為，由于這次會議的結果，士氣會下降，而事實上，士氣會暴漲，因為團隊表示，天哪遇到了麻煩。 > `[00:31:47]` But we all know we\'re in trouble and we\'re all going to figure it out together. `[00:31:47]` 但我們都知道我們有麻煩了，我們都會一起解決的。 > Not the founder by themselves trying to figure it out. 不是創辦人自己想弄明白的。 > `[00:31:55]` You know what that reminds me reminds me of what happens when you fire somebody you remain in denial about it for a long time. `[00:31:55]` 你知道這會讓我想起當你解雇某人時會發生什么事，你很長一段時間都在否認這件事。 > Yes. 是 > And you finally do it and you fire them and you think morale is going to go down and actually everybody is delighted because they know this morale goes up. 最后，你解雇了他們，你認為士氣會下降，實際上每個人都很高興，因為他們知道士氣會上升。 > `[00:32:10]` I would say firings and layoffs you know if if you\'re running low on money you have to face the fact and you have to lay people off. `[00:32:10]` 我會說解雇和裁員，你知道的，如果你的錢少了，你必須面對事實，你必須裁員。 > Well when you lay people off that is not a good thing for the people getting laid off. 嗯，當你裁員的時候，這對被解雇的人來說不是件好事。 > But for the people who are remaining in your company they are saying wow my founder is here to survive. 但對于那些留在你公司的人來說，他們是在說哇，我的創始人是來生存的。 > And so we\'re not just going to spend the money to go out of business. 所以我們不打算把錢花在破產上。 > And when you lay people off you tend to lay off the deadwood you know and when Deadwood leaves a company morale explodes because the remaining people say wow we\'re not wasting money on them anymore. 而當你裁員的時候，你就會把枯木裁掉，當死木離開公司的時候，士氣就會猛增，因為剩下的人會說，哇，我們不會再在他們身上浪費錢了。 > I can work harder and take all those people\'s place. 我可以更努力地工作，取代那些人的位置。 > `[00:33:00]` I just want to pause for a moment. `[00:33:00]` 我只想停一會兒。 > Is there anybody back there this clock here says 25. 后面有人嗎這個鐘上寫著二十五號。 > Does that mean we are already. 這是否意味著我們已經。 > `[00:33:07]` Hello Jessica. `[00:33:07]` 你好，杰西卡。 > Are we over. 我們結束了嗎。 > Is that what that 25 means. 那 25 是這個意思嗎。 > `[00:33:16]` Okay uprighted someone should be waving frantically. `[00:33:16]` 好吧，站起來的人應該瘋狂地揮手。 > We just got so excited talking about this stuff. 我們只是很興奮地談論這件事。 > All right. 好的 > There\'s a lot to talk about. 有很多話要說。 > Is there anything else we should talk about because we\'re already over. 我們還有什么要談的嗎？因為我們已經結束了。 > `[00:33:32]` Hopefully you have gotten something out of this. `[00:33:32]` 希望你從這件事中得到了些什么。 > I\'ll be talking to Rob. 我要和羅伯談談。