# Danae Ringelmann at Startup School SV 2014 > `[00:00:02]` First of all this is totally awesome. `[00:00:02]` 首先，這真是太棒了。 > `[00:00:06]` I want everybody to actually take a minute a moment of silence and appreciate the fact that you\'re here and appreciate the fact that your whole life has been leading to this point you might all be thinking that I\'m about to embark on this journey of startup ville and entrepreneurship but there\'s a reason you\'re sitting in this room and your story has already started. `[00:00:06]` 我希望每個人都能安靜一分鐘，欣賞你在這里，欣賞你的一生都在這一點，你們可能都在想，我即將踏上創業和創業之旅，但你坐在這間屋子里，你的故事已經開始了。 > So `[00:00:32]` I want to share my story with you and what I hope you realize is that there\'s bigger meaning behind you just wanting to learn a couple tips and tricks of how to be a great entrepreneur. 所以`[00:00:32]` 我想和你分享我的故事，我希望你意識到，你背后有更大的意義，你只是想學習一些關于如何成為一名偉大的企業家的技巧和技巧。 > There\'s a bigger mission behind all of that in you and I hope you all take a moment after today to think through that and appreciate that it\'s already there. 在所有這些的背后還有一個更大的任務，我希望你們在今天之后花點時間仔細想想，并欣賞它已經存在了。 > So I\'m going to talk today about building what matters. 所以我今天要談一談什么是重要的。 > I\'m one of the founders of any gogo. 我是任何 Gogo 的創始人之一。 > My journey started pretty much when I was a kid and I\'ll talk about that in a second. 我的旅程是在我還是個孩子的時候開始的，我馬上就會談到這個問題。 > But we launching we Gogo back in January 2008. 但我們在 2008 年 1 月推出了 Gogo。 > My two cofounders and I and today we\'re now the largest global online funding platform in the world helping entrepreneurs artists causes activists. 我和我的兩位共同創始人和今天的我們現在是世界上最大的全球在線融資平臺，幫助企業家、藝術家、事業積極分子。 > You name it you want to raise money for it. 你說它的名字，你想為它籌集資金。 > People are using it. 人們正在使用它。 > Every country every industry to go after their dreams to make it happen. 每個國家，每一個行業都要追求自己的夢想來實現它。 > But like I said my story didn\'t start in January 2008 when I decided to start a company. 但就像我說的，我的故事不是從 2008 年 1 月開始的，當時我決定創辦一家公司。 > `[00:01:28]` My story started actually when I was a kid which is why I want you guys all to reflect on your own stories and where you\'ve come from and why you\'re sitting here today. `[00:01:28]` 我的故事實際上是從我小時候開始的，這就是為什么我想讓你們所有人反思你們自己的故事，你們從哪里來，為什么你們今天坐在這里。 > I was such daughter of two small business owners in San Francisco. 我是舊金山兩個小企業主的女兒。 > They were running a brick and mortar business and for 30 years they struggled because they could never get outside loan they could never get access to capital. 他們經營著一家實體企業，30 年來他們一直在掙扎，因為他們永遠得不到外部貸款，他們永遠無法獲得資本。 > No one would actually give me a loan from a bank or whatever to help grow their business. 實際上，沒有人會向我提供銀行貸款或其他任何東西來幫助發展他們的業務。 > `[00:01:55]` And so they technically bootstrapped for 30 years which sounds like hell in the venture capital world but that\'s what they did. `[00:01:55]` 所以從技術上講，他們干了 30 年，這在風險投資領域聽起來像是地獄，但這就是他們所做的。 > And their story is like every other small business owner out there trying to make it happen every day. 他們的故事就像所有其他的小企業主一樣，每天都在努力實現這一目標。 > `[00:02:07]` But in watching them persevere and figure it out and you know cut their salaries when when the economy crashed and September 11th happened all that kind of stuff. `[00:02:07]` 但是在看著他們堅持不懈地想出辦法的時候，你知道，在經濟崩潰和 911 事件發生的時候，他們會減薪。 > Watching all that actually grew very aware of a very big problem and that problem with access to capital. 看著所有這些都意識到了一個非常大的問題，以及獲得資金的問題。 > Why was it so hard to find money and raise money. 為什么這么難找到錢和籌集資金。 > Go do what you want to go do in the world that actually led that awareness led me to Wall Street. 去做你想去做的事吧，在這個世界上，實際上是引導著我的意識，把我帶到了華爾街。 > I\'ve got my first job in New York City. 我在紐約市找到了第一份工作。 > Super excited. 超級興奮。 > In corporate finance investment banking how many people in that life. 在公司金融，投資銀行，有多少人在那一生。 > `[00:02:41]` Yeah. `[00:02:41]` 是的。 > Raise your hand proud. 舉起你的手驕傲。 > `[00:02:44]` Yeah I\'ve been there. `[00:02:44]` 是的，我去過那里。 > Great training ground but it was one of those weeks where I was working 100 hours a week and I got invited to this event called where Hollywood meets Wall Street. 很棒的訓練場，但那是我每周工作 100 個小時的那一周，我被邀請參加這一名為“好萊塢與華爾街相遇的地方”的活動。 > `[00:02:54]` And I was working in the entertainment group so because the word Wall Street was in the title I thought I could justify it to my boss to go. `[00:02:54]` 我在娛樂集團工作，所以因為華爾街這個詞在標題里，我想我可以向我的老板證明我有理由去。 > But really I was just an excuse to get out of the office. 但實際上我只是一個離開辦公室的借口。 > And at this event where Hollywood meets Wall Street was happening. 在這場好萊塢與華爾街交鋒的活動上。 > I was like what I was expecting to happen was meeting a sea of Hollywood producers talking to these Wall Street bankers and I\'d be this fly on the wall listening to what they\'re actually saying and actually learning what how this business works. 我就像我所期待的那樣，遇見了一大群好萊塢制片人，和這些華爾街銀行家交談，我會像一只蒼蠅一樣，聽著他們在說什么，并真正了解到這個業務是如何運作的。 > But the exact opposite happened when I got there was about a room this big fall like it is today and I literally was the most popular girl at the party. 但正好相反，當我到達的時候，有一個房間，像今天這樣的大瀑布，我是聚會上最受歡迎的女孩。 > Why. 為什么 > It was a sea of emerging artists all hoping to meet their next angel. 這是一片新興藝術家的海洋，他們都希望見到自己的下一位天使。 > `[00:03:35]` I was the one naive person from a bank that decided to show up and I was 22. `[00:03:35]` 我是一個天真的人，來自一家銀行，當時我 22 歲。 > `[00:03:43]` But what hit me though was I was little kind of overwhelmed by what hit me it was two days later when one of the filmmakers that had met that that night went through the effort and actually paid fifteen dollars to FedEx me his script and in his script he said it was wonderful to me today. `[00:03:43]` 但令我震驚的是，我對我的打擊有點不知所措。兩天后，一位電影制片人在那天晚上見過我，花了 15 美元給聯邦快遞他的劇本，他在劇本中說今天對我來說太棒了。 > I look forward to financing my next film and that\'s when my heart sank because here I was a newbie investment banking analyst. 我期待著為我的下一部電影融資，就在那時，我心灰意冷，因為我是一名新手投資銀行分析師。 > I didn\'t control any money. 我沒有控制任何錢。 > I ran spreadsheets I put pitch decks together. 我運行電子表格，我把瀝青甲板放在一起。 > That\'s what I did. 我就是這么做的。 > But here is a man with a lifetime of experience begging me someone was pretty much no experience for money simply because I worked at a bank and that\'s when everything kind of came crashing down. 但是，這是一個有著畢生經驗的男人，乞求我，一個人幾乎沒有賺錢的經驗，僅僅是因為我在一家銀行工作，而那時一切都崩潰了。 > My idealism came crashing down in that moment and I did what any young girl does when you\'re really pissed off and distraught about something you call your mom and I did it for the next 30 minutes I cried on the phone and talked about how unfair this world was how America is not the land of all possibility. 我的理想主義在那一刻崩潰了，我做了任何年輕女孩所做的事情，當你真的很生氣和心煩意亂的事情，你稱為你的媽媽和我做了 30 分鐘，我在電話中哭了，并談到了這個世界是多么不公平，因為美國是多么不可能的國家。 > `[00:04:45]` It\'s only the land of possibility for the lucky few that are connected and my mom who\'s very busy running her business quietly and patiently waited. `[00:04:45]` 這只是少數幸運兒的可能之地，而我媽媽正忙著靜靜地耐心地等待著她的生意。 > And when I finally exhausted myself she\'d she inserted and said well that pissed off about it. 當我終于精疲力竭時，她插了口氣，說：“我很生氣。” > `[00:05:00]` Just go do something about it. `[00:05:00]` 去做點什么吧。 > She hung up on me. 我還沒說完呢，她就把電話掛上了 > `[00:05:05]` So I did. `[00:05:05]` 所以我就這么做了。 > I started working with some of those filmmakers and theater producers on the site trying to help them raise money and then I started to fail and fail miserably and the biggest failure of all was when I helped a theater producer that I had met that night try to raise money for a play an Arthur Miller play called incident of Vichy which was a play about racial profiling. 我開始在網站上與一些電影制片人和戲劇制片人合作，試圖幫助他們籌集資金，然后我開始失敗和失敗，其中最大的失敗是我幫助了一位劇院制片人，那天晚上我遇到了一位制片人，試圖為一部名為“維希事件”的話劇籌集資金，這是一部關于種族貌相的戲劇。 > Now this is right after September 11th in New York City. 現在就在紐約 911 事件之后。 > So I thought this is it. 所以我以為就這樣了。 > This is the topic. 這就是主題。 > And so for months I worked with him we we rented out a venue about the size of this pacta with an audience like this. 所以我和他一起工作了幾個月，我們租出了一個和這樣的觀眾一樣大小的場地。 > Got actors to volunteer their time even Richard Dreyfus signed up. 甚至理查德·德雷弗斯都報名了。 > `[00:05:41]` I hustled to get investors there and the whole point of the night was to do a concert reading a one time showing of this play with a goal that those investors are so impressed by the whole night that they\'ll whip out their checkbooks and cut a check and fund the full production of the play and odd I\'d be on to a new career as a as an Off Broadway theater producer everything went perfect except that last little bit which was the investors turned to me and they said oh my god that was an amazing play. `[00:05:41]` 我催促投資者到那里去，整晚的目的是做一場音樂會，看一遍這出戲，目標是那些投資者對整個晚上都印象深刻，他們會掏出支票，削減一張支票，為該劇的全部制作提供資金。奇怪的是，我會繼續作為一名新的職業作為一名演員。作為一個非百老匯劇院的制片人，一切都很完美，除了最后一點投資者轉向我，他們說，哦，天哪，這是一出很棒的戲。 > `[00:06:08]` The audience was uproar it was awesome and they turned and they said that was amazing. `[00:06:08]` 觀眾們騷動起來，這太棒了，他們轉過身來，說這太棒了。 > We\'re not investing. 我們不投資。 > `[00:06:14]` Good luck. `[00:06:14]` 祝你好運。 > All of it for nothing. 一切都白費了。 > I was lost my job because Arthur Miller was faxing me at work. 我丟了工作是因為亞瑟·米勒在工作時給我發傳真。 > All of it for nothing. 一切都白費了。 > `[00:06:22]` And it was actually in that moment that I realized that the reason they didn\'t want to take a risk on me as I was a nobody I didn\'t have a track record on Broadway. `[00:06:22]` 事實上，就在那一刻，我意識到他們不想冒險的原因，因為我是個無名小卒，我在百老匯沒有唱片記錄。 > `[00:06:32]` And it was in that moment though that I realized that if my parents and this elderly filmmaker who had had a lifetime of experience taught me that finance was broken it was this experience that showed me how it was broken and how it was broken. `[00:06:32]` 就在那一刻，我意識到，如果我的父母和這位有一輩子經驗的老電影制片人告訴我，金融已經崩潰了，正是這種經歷告訴了我，它是如何被打破的。 > `[00:06:46]` Was that the people who wanted this play to come to life the most which in this case were the actors and the audience. `[00:06:46]` 這出戲最受歡迎的人是演員和觀眾。 > They together did not have the power or mechanism to make it happen. 他們在一起沒有權力或機制來實現這一目標。 > And they were completely dependent on these third party gatekeepers or decision makers or investors. 他們完全依賴于這些第三方守門人或決策者或投資者。 > `[00:07:04]` To define their destiny and their reality so that pissed me off and that\'s what sent me back to business school. `[00:07:04]` 定義他們的命運和現實，讓我生氣，這就是我回到商學院的原因。 > I quit finance came up with an idea on how to democratize access to capital. 我退出了金融界，想出了一個如何使資本獲得民主化的想法。 > I went back to Berkeley to start this business. 我回到伯克利創業。 > And it\'s there that I met my cofounders and we launched it and today Indiegogo is now the largest online funding platform in the world. 就在那里，我遇見了我的聯合創始人，我們推出了它。今天，Indiegogo 已經成為世界上最大的在線融資平臺。 > We started before the word crowdfunding even existed. 我們在眾籌這個詞還沒有出現之前就開始了。 > `[00:07:28]` And so it all sounds nice and perfect but it\'s eight years later and I\'ve learned a ton. `[00:07:28]` 所以這一切聽起來都很好，很完美，但是八年后，我學到了很多東西。 > Along the way I failed a ton along the way and what I want to do is kind of share some of the lessons learned because you guys are about to embark on this part of your journey your journey has already began. 一路走來，我失敗了一噸，我想要做的是分享一些經驗教訓，因為你們即將開始這一階段的旅程已經開始。 > But now it\'s time to execute. 但現在是執行的時候了。 > And if I can it\'s still just a couple nuggets of insight set you guys up for success. 如果我可以的話\還只是幾個關鍵的洞察力讓你們成功了。 > I want to do that. 我想這么做。 > `[00:07:55]` So the first is no you\'re Y. `[00:07:55]` 第一個是不，你是 Y。 > And what I mean by this is why are you starting this company. 我的意思是你為什么要創辦這家公司。 > `[00:08:03]` What problem are you trying to solve. `[00:08:03]` 你想解決什么問題。 > And why do you care so much. 你為什么這么在乎。 > If it\'s not if your reason for being is not authentic to your core chances of you were of you failing we\'ll actually go way up. 如果不是，如果你的理由不真實，你的核心機會，你是你失敗，我們會走得更遠。 > `[00:08:16]` And the reason why is for me my why was I wanted to democratize access to capital. `[00:08:16]` 對我來說，我的原因是我想要使獲得資本的機會民主化。 > I was aware of this problem affected my parents. 我意識到這個問題影響了我的父母。 > It was now affecting me because I can help the people I wanted to help. 現在它影響了我，因為我可以幫助我想要幫助的人。 > And so my wife became I want to democratize access to capital. 于是我的妻子成為了我想要讓資本民主化的人。 > And the reason it was so important and the reason why it was so helpful is actually my wife found me my cofounders. 它如此重要的原因和它如此有用的原因實際上是我妻子給我找到了我的聯合創始人。 > It\'s a hard that\'s a hard journey to figure out who should you partner with. 找出你應該和誰合作是一段艱難的旅程。 > But when you\'re clear why you\'re doing this and you spew it to the world the people who care about that to join you and because I was viewing it over and over again. 但是當你弄清楚你為什么要這么做，你把它告訴世界，關心它的人們加入你的行列，因為我一遍又一遍地看它。 > I was actually able to find my co founders in business school. 實際上，我在商學院找到了我的聯合創始人。 > The second thing is that your wife gets you out of your way to my original idea was a complete offline fund with a Democratic twist. 第二件事是，你的妻子讓你擺脫了我最初的想法，那就是一個完整的離線基金，帶有一個民主黨的轉折。 > Not at all what Indiegogo is today. 一點也不像今天的 Indiegogo。 > And when I met my co founders and they were asking me what my real goals are here and that was to democratize access to capital. 當我遇到我的聯合創始人時，他們問我，我的真正目標是什么，那就是讓獲得資本的渠道民主化。 > `[00:09:09]` Slava my co-founder is turning me said well if you really want to do that why aren\'t you using the Internet. `[00:09:09]` 斯拉夫，我的聯合創始人正在把我變成吸血鬼，他說，如果你真的想這么做的話，那你為什么不上網呢？ > `[00:09:14]` And I said that is the amazing point. `[00:09:14]` 我說這是一個令人驚奇的觀點。 > It is the most democratic tool out there. 這是目前最民主的工具。 > You can\'t invest online but that actually led us to coming up with a perks space model innovating pivoting and because of that we\'re able to launch into Gogo and I say that because if if I was more obsessed with the solution of my original idea of what of the product in the solve that I had in mind I would have been stuck on that but because I was more obsessed with my wife and actually solving a bigger problem I didn\'t care how I solved it. 你不能在網上投資，但這實際上導致我們想出了一個額外的空間模型，創新的方向，正因為如此，我們才能發射到 Gogo，而我說這是因為如果我更癡迷于解決問題的最初想法-我想要解決的是什么-我會被困在這個問題上，但因為我更癡迷于我的妻子，實際上解決了一個更大的問題，我不在乎我是如何解決這個問題的。 > I just wanted to solve it. 我只是想解決這個問題。 > And that allowed me to see a better way to solve it. 這讓我找到了更好的解決方法。 > Another reason to focus on your why is it it gets you through those dark periods which there will be dark periods. 關注你的另一個原因是，它會讓你度過那些黑暗的時期。 > I like to show this graph because on top was our plan we launched January 2008 raise our first venture around fall of 2008 and then be off to the races. 我喜歡展示這個圖表，因為最重要的是，我們在 2008 年 1 月啟動了我們的計劃，在 2008 年秋季左右啟動了我們的第一次冒險活動，然后開始了比賽。 > We all know what happened in the fall of 2008. 我們都知道 2008 年秋天發生了什么。 > Things did not go according to plan. 事情沒有按計劃進行。 > Fast forward three and a half years we finally raised that first round of capital. 三年半之后，我們終于籌集了第一輪資金。 > So that was three years longer than we actually anticipated. 這比我們預期的要長三年。 > I had planned to not take a salary for one year. 我原計劃一年內不領薪水的。 > I ended up having to survive for four. 最后我只能活到四歲。 > `[00:10:19]` It\'s just the reality. `[00:10:19]` 這只是現實。 > But if you\'re. 但如果你是。 > Why is not totally you. 為什么不完全是你。 > If it\'s not totally powerful and meaningful to you you won\'t stick out that you won\'t stick it out. 如果它對你來說不是完全強大和有意義的，你就不會堅持下去。 > Entrepreneurship is just too hard. 創業太難了。 > `[00:10:36]` Our first employee Erika turned to us when we hired her in 2011 after we raised our round of capital first round. `[00:10:36]` 我們的第一批雇員 Erika 在我們第一輪融資后，于 2011 年雇傭了她。 > She kind of looked at our numbers and shot. 她看著我們的數字就開槍了。 > `[00:10:44]` She saw that we were always growing but we not we didn\'t really have that hockey stick growth until the prior couple months right before we raised our round and she looked at her number she said Wow you guys really did stick it out. `[00:10:44]` 她看到我們一直在成長，但我們沒有 > `[00:10:55]` Why. `[00:10:55]` 為什么。 > And my co-founder Eric said Well we were passionate about what we were doing despite reason. 我的聯合創始人埃里克說，我們對自己所做的事情充滿了熱情，盡管有理由。 > `[00:11:01]` And that sums it up you have to be passion about what you\'re doing despite reason you\'re why also informs your whole strategy. `[00:11:01]` 概括起來，你必須對自己所做的事情充滿激情，盡管你也是為什么要告訴你的整個策略。 > `[00:11:10]` So it\'s actually a very practical thing it gives you bump Galanes for how you\'re going to execute. `[00:11:10]` 這實際上是一件非常實際的事情，它給你提供了如何執行的加蘭尼號。 > We\'re an open platform because we want to empower the world and allow everybody to matter to them to actually empower the world. 我們是一個開放的平臺，因為我們想要增強世界的力量，讓每個人對他們來說都很重要，從而真正賦予世界權力。 > We can\'t be a gatekeeper ourselves. 我們自己不能做守門人。 > We can\'t have an application system. 我們不能有一個應用系統。 > So that\'s why we\'ve been an open system since the very beginning and that\'s continuing to be the reason why people use this everyday. 這就是為什么我們從一開始就是一個開放的系統，這也是人們每天使用這個系統的原因。 > It also made us be global from the get go which is another reason people use us everyday if we want to truly empower the world we have to be everywhere in the world and that force us to do the hard work to to create the backend infrastructures that we could serve every customer in every country across the world. 它也讓我們從一開始就全球化，這也是人們每天使用我們的另一個原因-如果我們想真正賦予世界權力-我們必須在世界的任何地方-這迫使我們努力創造后端基礎設施，我們可以為世界上每個國家的每一個客戶服務。 > It also informs your strategy so we realize that we\'re doing something completely new. 它也告訴了你的策略，所以我們意識到我們正在做一些全新的事情。 > We are reinventing a whole new industry called funding and a new way to actually raise money. 我們正在重新創造一個全新的行業，稱為資金和一種新的方式來籌集資金。 > And so because of that this was a new experience for most people in the world that that allowed us to focus on actual customer happiness being a key driver of our business. 正因為如此，對于世界上大多數人來說，這是一種新的體驗，讓我們能夠專注于真正的客戶幸福，這是我們業務的關鍵驅動力。 > And now a key differentiator people uses every day because we help you the most because oftentimes when people raise money this way it\'s the first time they\'ve ever done it. 現在，人們每天都在使用一個關鍵的區別，因為我們對你的幫助最大，因為當人們以這種方式籌集資金時，這是他們第一次這樣做。 > And the why also continues to inform your strategy and how you actually build your product. 為什么還要繼續告訴你的策略和你如何實際構建你的產品。 > So again we want to empower everybody to find what matters to them and everybody to raise money. 因此，我們再次希望賦予每個人權力，讓他們找到對他們重要的東西，并讓每個人都籌集資金。 > That\'s what democratizer ization of capital means to us. 這就是資本民主化對我們的意義。 > And so with that you need to have all kinds of funding options. 因此，你需要有各種各樣的資金選擇。 > You can\'t just do it one way or the other and say it\'s our way or the highway you have to give people options so they can maximize their experience and optimize it for their specific needs. 你不能這樣或那樣做，說這是我們的方式或高速公路，你必須給人們選擇，這樣他們就可以最大化他們的經驗，并優化它，以滿足他們的具體需要。 > So we have fixed finding flex funding forever funding all kinds of different kinds of funding structures so that people can be successful and one day we\'re actually part of the jobs act happening. 所以我們有固定的 FLEX 資金，永遠為各種不同的資金結構提供資金，這樣人們才能成功，有一天我們實際上是就業法案的一部分。 > One day we\'ll be able to offer equity crowdfunding when the laws change which we actually helped change as well. 總有一天，當法律改變的時候，我們就可以提供股權眾籌資金，而我們實際上也幫助了這些法律的改變。 > And the coolest thing about having a really good why though is it attracts amazing people. 擁有一個非常好的東西最酷的原因是它吸引了令人驚嘆的人。 > `[00:13:04]` The best talent out there can go anywhere. `[00:13:04]` 世界上最好的人才可以去任何地方。 > They\'re not looking for jobs they\'re happy where there are. 他們不是在找工作，他們在那里很開心。 > But what will make them change their situation is if there\'s a company that actually allows them to do what they believe is right and do what\'s important to them. 但讓他們改變現狀的是，如果有一家公司允許他們做他們認為正確的事情，做對他們來說重要的事情。 > `[00:13:20]` And because of that we\'ve had an amazing experience attracting the most amazing people who are not just their skills aren\'t just out of out of control good but their hearts are as well and they are so motivated. `[00:13:20]` 正因為如此，我們有了一次令人驚奇的經歷，吸引了最令人驚奇的人，他們不僅僅是他們的技能，他們不僅失去了控制，而且他們的心也很好，而且他們很有動力。 > But for this mission of democratizing access to capital they continue to innovate every single day to help us achieve our mission. 但是，為了使獲得資本的機會民主化這一使命，他們每天都在繼續創新，以幫助我們實現我們的使命。 > And lastly and this is the coolest part is your y actually attracts your customers. 最后，這是最酷的部分，你的 Y 實際上吸引了你的客戶。 > `[00:13:49]` Amazing customer. `[00:13:49]` 令人驚嘆的顧客。 > So we\'ve had customers like young or you know engineers out to Idaho not connected to any university or anything but they\'re just passionate about saving the world by creating solar powered streets and roads across across the world. 所以我們有像年輕人這樣的客戶，或者你知道，在愛達荷州的工程師們與任何一所大學都沒有聯系，但他們只是熱衷于通過在世界各地建立太陽能供電的街道和道路來拯救世界。 > They used to be getgo additive raising over two million dollars to bring their idea to life. 他們過去經常通過加法來籌集 200 多萬美元來實現他們的想法。 > And then this is one of my favorite ones you buy home. 這是我最喜歡的你買的房子之一。 > This is awesome team of folks who are micro crowdsourcing your your genome or your bio. 這是一個很棒的團隊，他們是微型眾包，你的基因組或者你的生物。 > Excuse me they got started because they were able to validate their market gauge interest on Indiegogo by raising thier threatener fifty thousand dollars. 對不起，他們之所以起步，是因為他們能夠通過提高威脅者 5 萬美元來驗證他們對 Indiegogo 的市場評估利息。 > `[00:14:27]` They then got into Y Combinator and now because of all of this traction success they just close their series. `[00:14:27]` 他們進入了 Y 組合器，現在由于所有的牽引成功，他們只是結束了他們的系列。 > million Series C. 百萬 C 系列。 > So what\'s happening is we\'re giving all kinds of cool opportunities all kinds of ideas ideas that maybe the world would have passed over had they not had a chance to actually see see them bubble up and thrive. 所以現在發生的事情是，我們給了各種各樣的機會，各種各樣的想法，也許如果他們沒有機會看到它們泡起來并茁壯成長的話，世界就會放棄這些想法。 > So the question is how do you guys get clarity on your why. 所以問題是你們怎么弄清楚你們的原因。 > Well not to be Medha here. 別在這里待著。 > There\'s a very simple exercise I learned in business school which is the five y exercise which is start with a statement. 我在商學院學到了一個非常簡單的練習，那就是從一個陳述開始的五個 y 練習。 > Why are you doing to the company that you want to start and. 你為什么要對你想創辦的公司。 > Explain that to yourself and then ask yourself like a two year old would. 向自己解釋，然后像兩歲的孩子一樣問自己。 > Why again and then why again and keep going until you get to a place where you\'re totally irrational where you\'re just explaining the reason you\'re doing this is because of a belief and when you get to that kind of irrational place that means you have something really real there and for us my why was I wanted to democratize funding. 為什么一次又一次地堅持下去，直到你到達一個你完全不理性的地方，你只是在解釋你這么做的原因是因為一種信念，當你到達那種非理性的地方，這意味著你在那里有一些真實的東西，對我們來說，我為什么想讓資金民主化。 > Well why do I care about that. 那我為什么要關心這個。 > Well it\'s because finance is broken and inefficient and it\'s due to this reliance on gatekeepers. 這是因為金融失靈和效率低下，這是由于對守門員的依賴。 > Why is the reliance on key gatekeepers not good. 為什么對關鍵看門人的依賴不好呢？ > Well because it doesn\'t allow for equal opportunity. 因為它不允許機會均等。 > So why is equal opportunity important. 那么為什么平等機會是重要的呢？ > Because I\'d feel like life should be fair so why should life be fair. 因為我覺得生活應該是公平的，那么為什么生活應該是公平的呢？ > I just believe it. 我只是相信。 > `[00:15:43]` It\'s just what I believe. `[00:15:43]` 這正是我所相信的。 > `[00:15:45]` It\'s irrational. `[00:15:45]` 這是不合理的。 > It\'s just what I believe. 這正是我所相信的。 > And that was so core to me that that was the reason why I knew I was onto something and that I need to stick with it. 這對我來說是如此的核心，這就是為什么我知道我在做什么，所以我需要堅持下去。 > So do that exercise the second second lesson we learned is to be intentional with your culture. 所以做這個練習，我們學到的第二個教訓就是要有意識地運用你們的文化。 > So culture is is it\'s this big amorphous word that people like to throw around. 所以文化就是人們喜歡到處亂扔的這個大的、無定式的詞。 > All it is is who is who you are and how and how you are. 一切都在于你是誰，你是怎樣的人。 > It\'s the people within You\'re within your team and it\'s how you behave. 這是你內部的人\在你的團隊里，這是你的行為方式。 > Every single day. 每一天。 > And the biggest mistake I see my fellow entrepreneurs making is this they always put culture 11th on their top 10 priority lists. 我看到我的企業家們犯的最大的錯誤是，他們總是把文化放在他們的十大優先事項清單上。 > `[00:16:24]` Literally it\'s always important. `[00:16:24]` 從字面上講，它總是很重要的。 > But it never makes the cut. 但它從來沒有被切割過。 > I was actually at a dinner with some fellow entrepreneurs a few months or years ago and this is exactly what he said. 實際上，幾個月或幾年前，我和一些其他企業家共進晚餐，他就是這樣說的。 > There was a fellow entrepreneur who said it\'s so important. 有一位企業家說這件事很重要。 > It means everything it actually determines whether we\'re successful or not. 它意味著它實際上決定了我們是否成功。 > But I I never I never can get to it. 但我.我永遠也找不到。 > And I said Oh you\'re getting to it. 我說，哦，你快到了。 > There is a culture. 有一種文化。 > It is happening no matter what. 無論如何都在發生。 > No matter whether you want to admit it or not you\'re just not being intentional about it. 不管你是否愿意承認，你都不是故意的。 > So who knows what kind of culture you\'re building if you\'re actually setting yourself up for success. 那么，誰知道如果你真的在為成功做準備的話，你會建立什么樣的文化呢？ > So the key is to make it a priority and for us we\'ve had we\'ve made the kind of people we attract a priority. 因此，關鍵是要把它作為優先事項，而對于我們來說，我們已經把我們吸引到的那種人作為優先考慮的對象。 > Diversity. 多樣性。 > There\'s so much research out shows that diversity drives are why innovation. 有如此多的研究表明，多樣性驅動是創新的原因。 > If you\'re trying to change the world you\'re trying to build something really meaningful in this world which I hope all of you guys are thinking about doing. 如果你想改變這個世界，你就會試圖在這個世界上建立一些真正有意義的東西，我希望你們所有人都在考慮去做。 > You need the best ideas the most diverse ideas the most diverse perspectives to actually get there. 你需要最好的想法，最多樣化的觀點，才能真正做到這一點。 > Because if you don\'t have that you\'re going to a group think you\'re gonna fail. 因為如果你沒有，你就會去一個團體，認為你會失敗。 > And because of this we\'ve actually done a pretty good job. 正因為如此，我們實際上做得很好。 > We\'re over almost 50 percent women and an ego go over 30 percent of our engineers are women. 我們超過了將近 50%的女性，而自我超過 30%的工程師是女性。 > `[00:17:32]` Also very excited. `[00:17:32]` 也很興奮。 > `[00:17:36]` We have more work to do on the ethnic side. `[00:17:36]` 我們在種族方面還有更多的工作要做。 > But again it\'s back to a diversity of perspectives backgrounds experiences. 但它又回到了不同的視角、背景、經驗。 > `[00:17:42]` All of that is incredibly important for you setting up so if you\'re a one person team right now or two person team this is the perfect time to be thinking about this and going out and finding partners and team members who are nothing like you who think differently because you by doing that one thing you will set yourself up for success. 所有這些對你的建立來說都是極其重要的，所以如果你現在是一個團隊或兩個人的團隊，這是一個很好的時間來思考這個問題，去尋找和你完全不同的伙伴和團隊成員，因為你做了一件事，你就會成功。 > The second thing is that culture again it\'s it\'s not it\'s just it\'s who you are and it\'s how you act. 第二件事是文化，這不只是你是誰，而是你的行為方式。 > It\'s how you are everyday how you act. 這是你每天的樣子，你的行為。 > And I actually don\'t believe in this concept that there\'s good cultures and bad cultures there\'s just strong cultures and cultures and want a strong culture is a culture where the values and behaviors that the people exhibit and embody everyday are the values and behaviors that the company needs its people to exhibit everyday to win. 事實上，我不相信有好的文化和壞的文化，只有強大的文化，想要強大的文化是一種文化，在這種文化中，人們每天表現和體現的價值觀和行為就是公司需要員工每天展示的價值和行為才能贏得。 > Very simple. 很簡單。 > And so how do you know what values and behaviors you need. 所以你怎么知道你需要什么價值觀和行為。 > You need to to have to win. 你必須贏。 > What starts with you. 從你開始。 > The founders. 創始人。 > And it\'s not like this big heady theoretical exercise. 這不像這么大的理論練習。 > It\'s actually an exercise of distillation of self revealing or self reflection. 它實際上是自我揭示或自我反思的升華練習。 > And so the way we got there to our values at least is I made all my co-founder and I sit down around the table and in five minutes Drost six pictures that answer the question I love coming to work at IndieGoGo because literally I learn that moment in time. 因此，我們實現價值觀的方式至少是，我讓我的共同創始人和我坐到桌子旁，在五分鐘內就有六張照片回答了我喜歡去 IndieGoGo 工作的問題，因為我真的是及時學到了那個時刻。 > My co-founder and I were terrible drivers and that design was going to be a key skill set. 我和我的共同創始人都是糟糕的司機，這個設計將是一個關鍵的技能。 > They were going to need to fill as soon as possible. 他們需要盡快填補。 > But what it actually revealed is that my cofounders and I in our early team all can work for the same for reasons and for us what your reasons might be different but for us the reasons we came to work everyday as the first was we wanted to change industry in changing an industry that had never been changed. 但它所揭示的是，在我們早期團隊中，我和我的聯合創始人都可以為同樣的原因而工作，也可以為我們提供不同的理由。但對于我們來說，我們每天工作的原因是，我們想要改變行業，改變一個從未改變過的行業。 > That got us excited. 這讓我們很興奮。 > I got us motivated and that\'s where fearlessness came from. 我激發了我們的積極性，這就是無畏的源泉。 > The second reason we all came to work everyday. 我們每天都來上班的第二個原因。 > We wanted to bring our whole selves to work. 我們想要全身心投入工作。 > You don\'t have to be anybody else. 你不必是別人。 > Put on a metaphorical union uniform or a real uniform. 穿一件比喻的統一制服或真正的制服。 > We just wanted to be ourselves. 我們只是想做自己。 > And that\'s where authenticity came from. 這就是真實性的來源。 > The third reason was Whoops let me go back. 第三個原因是讓我回去。 > Sorry. 抱歉的 > The third reason was we all wanted to work with people that we had and build something together. 第三個原因是我們都想和我們所擁有的人一起工作，一起創造一些東西。 > So we work. 所以我們工作。 > All of us were team sport people in high school in college. 我們都是大學里高中時的團隊運動者。 > None of us were solo acts. 我們都不是獨唱。 > We like to actually we liked environments where two plus two equals five that got us excited. 實際上，我們喜歡這樣的環境：二加二等于五，這讓我們很興奮。 > So collaboration became our third value and the fourth was we all wanted to spend our waking lives helping people that wanted to be helped. 因此，協作成為我們的第三個價值，第四個是我們都希望在清醒的生活中幫助那些想要得到幫助的人。 > You\'re at work a lot especially in the early days of a startup. 你經常工作，尤其是在創業初期。 > So for us what was super important is we wanted to be spending your energy helping people that wanted to be helped. 所以對我們來說，最重要的是我們想要花你的精力去幫助那些想要被幫助的人。 > `[00:20:24]` Which is where empowerment came from. `[00:20:24]` 這就是授權的來源。 > `[00:20:27]` And so in the early days what fearlessness for example meant to us is you know being super opportunistic really finding our way this idea word of crowdfunding didn\'t exist so we didn\'t know if we were onto something or not. `[00:20:27]` 所以在早期，無畏對我們來說意味著什么，你知道，成為超級機會主義者，真正找到了我們的方向-這個“眾籌”這個詞根本不存在，所以我們不知道我們是不是在做什么。 > But the next thing we did and we actually just did this a year ago is we actually define the behaviors. 但接下來我們做的-我們一年前才這么做-我們實際上定義了這些行為。 > Now today that really embody fearlessness so as we started to grow we realized that someone\'s definition of fearlessness over here was different from somebody else\'s definition of fearlessness. 現在真正體現無畏的今天，當我們開始成長時，我們意識到，在這里，人們對無畏的定義與其他人對無畏的定義不同。 > And while we had been higher when we started hiring people we did skills interviews and put out that kind of stuff but we always did culture interviews which is to make sure that people\'s values and behaviors were aligned with the companies. 當我們開始招聘員工時，我們的水平更高，我們進行了技能面試，并推出了類似的內容，但我們總是進行文化面試，這是為了確保人們的價值觀和行為與公司保持一致。 > And what we\'ve done is we\'ve over time you have to continue to revisit these behaviors and so today what fearlessness means to us is ruthlessly prioritizing. 我們所做的是，隨著時間的推移，你必須繼續重新審視這些行為，所以今天，無畏對我們來說意味著無情的優先考慮。 > It\'s people who say no to the less important things because we now have so many opportunities. 是人們對不太重要的事情說不，因為我們現在有這么多的機會。 > It could easily could easily be that we lose our focus and that will actually kill our chance of actually democratizing access to capital. 我們很容易失去我們的注意力，這實際上會扼殺我們真正實現資本民主化的機會。 > Same thing with awesome authenticity in the early days it really meant bring your whole self to work today because we are such a diverse team and we\'re our customers. 在早期，同樣的事情也有著令人敬畏的真實性，它真正意味著讓你的整個自我在今天開始工作，因為我們是一個如此多樣化的團隊，我們是我們的客戶。 > Everyone across the world. 全世界的每個人。 > What really matters now and being authentic as some is is we\'re being respectful of different points of views. 現在真正重要的是，和一些人一樣，我們尊重不同的觀點。 > And so we\'ve identified this. 所以我們確認了這個。 > And one thing I should say is while you want a diversity of people and backgrounds and experiences which is where I started what you don\'t wanted diversity of is your values and behaviors because that\'s the glue that keeps everybody together. 我應該說的是，當你想要不同的人、背景和經歷的時候-我開始的時候-你不想要的是你的價值觀和行為的多樣性，因為這是把每個人團結在一起的粘合劑。 > And then what you do with this is when you\'ve clarified your values and any favors you actually operationalize it and you reinforce it through you screen everybody in your hiring process for it. 然后，當你澄清了你的價值觀和任何幫助時，你就會把它付諸行動，并通過你在招聘過程中對每個人的篩選來強化它。 > I promise you this kind of sounds nuts and bolts. 我向你保證，這種聲音聽起來很具體。 > But is so critical because then you actually hire absolutely amazing people people that are not only off the charts with their skills but also off the charts with their alignment with with your mission you operationalize it how you get stuff done and how you reward and recognize. 但這是非常關鍵的，因為你實際上雇傭了非常棒的人，這些人不僅以他們的技能出類拔萃，而且還以他們與你的使命相一致的方式脫離了圖表，你把它付諸實施，你如何完成任務，以及如何獎勵和認可它。 > `[00:22:30]` So every quarter we have an all hands which here here\'s one. `[00:22:30]` 所以每個季度我們都有一只手在這里。 > But we give out IGIS and Wiggins Aigis our awards for people who completely embody our values. 但是我們給 IGIS 和 WigginsAigis 頒發了我們的獎項，獎勵那些完全體現我們價值觀的人。 > Twiggy\'s are of course for people that make us laugh but it stands for whops IGIS. Twigi‘s 當然是給那些能讓我們開懷大笑的人使用的，但它代表的是 WOPS IGIS。 > Aigis or something from the top down Aigis are given out by all of us. 自上而下的愛吉斯或什么東西都是由我們所有人給出的。 > `[00:22:52]` So I go on I give other people Aigis based on how I feel they\'ve embraced and embodied our values and it\'s very democratic in that way but it\'s also very real and it\'s very raw and it also reinforces the fact that culture is not a top down thing it\'s not something you can create only something you can influence as leaders and it takes the rest of the people in your team to continue to reinforce it as well. `[00:22:52]` 所以我繼續給別人 Aigis，是基于我覺得他們接受并體現了我們的價值觀，這是非常民主的，但它也非常真實，它很原始，它也強化了這樣一個事實：文化不是自上而下的東西，它不是你作為領導者所能產生的東西，它占據了其余的東西。你團隊中的人也要繼續加強它。 > But it has to start with you. 但必須從你開始。 > And then you can measure it. 然后你就可以測量它了。 > Nothing would be good. 沒有什么是好的。 > You\'re not a good Silicon Valley tech startup if you\'re not measuring yourself. 如果你不衡量自己，你就不是一個好的硅谷科技初創公司。 > And so we do actually we measure ourselves of how intentional we are we are being with our culture and one way to do it is is measure our engagement and happiness. 事實上，我們衡量的是我們對我們的文化是多么的有意，其中一種方法就是衡量我們的投入和幸福。 > So we do an employee survey which is how how likely are you to refer a friend to come work here similar to customer service. 因此，我們做了一個員工調查，這是你有多大可能會推薦一個朋友來這里工作，類似于客戶服務。 > What you probably learned about. 你可能學到的東西。 > And then we also have rolled out OK here\'s which\'s productivity metrics How well are we actually getting the things that we want to get done. 然后，我們也推出了好的，這里的生產力指標，我們實際上有多好，我們想要完成的事情。 > Again a strong culture is a culture where people\'s values and behaviors that the company needs to win are the ones that people authentically embody every day. 再一次，一種強大的文化是一種文化，在這種文化中，人們需要贏得的價值觀和行為是人們每天真正體現的價值觀和行為。 > And when people are themselves embodying the values of behaviors that they hold naturally they are more productive they are more happy. 當人們自己體現他們自然擁有的行為的價值時，他們就越有效率，他們就越快樂。 > `[00:24:04]` And so you\'re your execution and the company\'s results should actually show that alright. `[00:24:04]` 所以你是你的執行者，公司的結果應該能證明這一點。 > `[00:24:11]` Lesson number three and have two more minutes. `[00:24:11]` 第三課，還有兩分鐘。 > `[00:24:16]` We\'re all here in the Valley. `[00:24:16]` 我們都在山谷里。 > We\'re all probably interested in technology were here interested in entrepreneurship. 我們可能都對技術感興趣，而這里則對創業感興趣。 > `[00:24:22]` But one thing I\'ve learned in all of this is that technology is not the end. `[00:24:22]` 但我在這一切中學到的一件事是，技術不是終點。 > It\'s simply a means to an end. 這只是達到目的一種手段。 > And if I look back and see how I got to where I am today starting from a young girl it wasn\'t like I said I want to be a technology entrepreneur. 如果我回頭看看我是如何從一個年輕女孩做起的，那不是像我說的那樣，我想成為一名科技企業家。 > One day what I did is I focused on my wife. 有一天我把注意力集中在我妻子身上。 > I focus on a problem that really bothered me at my core and I focus on that and I realized I wanted to fix something and to fix that starting a company would be the best way to do it. 我專注于一個真正困擾我的問題，我專注于這個問題，我意識到我想要解決一些問題，并且想要解決這個問題，創辦一家公司將是最好的方法。 > So I actually became an entrepreneur because I had to. 所以我實際上成為了一名企業家，因為我不得不這樣做。 > And then I found technology is a solve because that was the best way to fix that. 然后我發現科技是一個解決方案，因為這是解決這個問題的最好方法。 > And I think because I came to it that way we have the name and my co-founder and I have been able to build something truly truly meaningful that is really impacting the world changing the world making a lot of money and and growing it and literally changing the course of his work or changing history literally and changing the course of the future for all of finance and people across the world. 我想，因為我是這樣來的，我們有了自己的名字，也有了我的共同創始人，我建立了一個真正有意義的東西，它真正地影響了世界，改變了世界，賺了很多錢，增長了它，真的改變了他的工作路線，或者真的改變了歷史，改變了全世界所有金融和人民的未來。 > `[00:25:20]` And someone noticed that if you could play the video in the private sector stepping up as well from Indiegogo and Etsy to Disney and Intel companies have pledged to help unleash a new wave of innovation here in America. `[00:25:20]` 有人注意到，如果你能在私營部門播放這段視頻，從 Indiegogo 到 Etsy，再到迪斯尼，英特爾公司都承諾幫助在美國掀起一股新的創新浪潮。 > These companies do different things. 這些公司做的事情不一樣。 > They come from different industries but they share the belief that when we tap the potential of every American. 他們來自不同的行業，但他們相信，當我們挖掘每個美國人的潛力。 > All of us are better off so this. 我們都比較好所以這樣。 > `[00:25:50]` Alone didn\'t ask him to say that. `[00:25:50]` 獨自一人沒有要求他那樣說。 > `[00:25:53]` That was awesome. `[00:25:53]` 太棒了。 > When you have moments like that you remember them. 當你有這樣的時刻時，你會記住它們。 > There\'s lots of ups and downs. 有很多起伏。 > This is one of the apps along our journey. 這是我們旅途中的應用程序之一。 > And this was recently after we White House reached out we did a Maker Faire with them and he talked about this. 而這是最近，我們白宮接觸，我們與他們做了一個制造者，他談論這件事。 > `[00:26:05]` But the point is those were included there not because again we hustled and hadn\'t had and say it it\'s because we actually built something meaningful worthy of talking about at that scale. `[00:26:05]` 但重點是，這些都包含在那里，并不是因為我們又一次匆忙，沒有，說出來，這是因為我們實際上建立了一些有意義的東西，值得在這個尺度上討論。 > And actually one of the things that always I\'ll always remember is when we just raised a 40 million dollar round of capital a few months ago almost a year ago I guess now and. 事實上，我永遠記得的一件事是，幾個月前，我們剛剛籌集了 4000 萬美元的資金，我猜是在一年前。 > `[00:26:29]` We were talking to Kleiner Perkins they were part of the round but before they had decided to invest Gondor came to me and he said regardless of whether or not we have the opportunity to invest in you you should know you\'ve built a really important company. `[00:26:29]` 我們和凱鵬華盈談過，他們是這輪談判的一部分，但在他們決定投資剛鐸之前，他告訴我，不管我們是否有機會投資，你都應該知道你已經建立了一家非常重要的公司。 > `[00:26:45]` The world as you guys sit here thinking about what you want to go build and what problems you want to go solve. `[00:26:45]` 當你們坐在這里思考你們想要建造的東西，以及你們想要解決的問題時，這個世界。 > Don\'t think about how do I get really how do I get big fast that will happen. 不要想我如何得到真正的，我如何獲得更大的速度，這將發生。 > If you actually build something super meaningful and super important you don\'t think about you know what is the quickest way to success. 如果你真的建立了一些非常有意義和非常重要的東西，你就不會去想，你知道什么是通往成功的最快捷的方法。 > Think about what is the best way to building something important that the world really needs. 想想什么是建立世界真正需要的重要東西的最好方法。 > And when you do that you have customers like this and this is a campaign that just went live. 當你這樣做的時候，你就會有這樣的客戶，這是一場剛剛開始的活動。 > We\'re literally unleashing another catalyst tool of IT organization that will unleash even more people to go into technology. 我們實際上正在釋放 IT 組織的另一個催化劑工具，它將釋放更多的人進入技術領域。 > The Hour of Code they just launched their campaign this week. 本周，他們剛剛發起了他們的競選活動。 > They\'re raising five million dollars. 他們籌集了五百萬美元。 > Reid Hoffman who is about to come speak has committed to matching with Bill Gates and Microsoft. 即將發言的里德·霍夫曼(Reid Hoffman)承諾與比爾·蓋茨(Bill Gates)和微軟(Microsoft)保持一致。 > Salesforce are matching2.5 million dollars if the people can raise two and a half million dollars for an Hour of Code and the goal is to bring coding to 100 million people across the world. Salesforce 的收入高達 250 萬美元，如果人們能在一小時內籌集到 250 萬美元的話，我們的目標是為全世界 1 億人提供編碼。 > That is something you guys can do today if you want to be part of that you can fund that campaign. 這是你們今天可以做的事情，如果你們想成為其中的一部分，你們可以資助這場運動。 > And after that I want you all to go home and think about your why thinking about how do you attract people who think differently than you. 在那之后，我希望你們都回家，想想你們為什么要考慮如何吸引那些與你想法不同的人。 > `[00:28:02]` And also think about how technology is just your tool and your mechanism for making change. `[00:28:02]` ，也想想科技是你的工具，也是你做出改變的機制。 > It\'s not be the end goal in itself but with that I think you. 它本身并不是最終的目標，但我認為你是這樣做的。 > Apply. 申請。