# Office Hours with Kevin & Qasar at Startup School SV 2014 > `[00:00:02]` All right. `[00:00:02]` 好的。 > So my name\'s Kevin Hale. 我叫凱文·黑爾。 > My name is Casser Eunice and we\'re partners at Y Combinator and what that means really briefly is that social or not and batch were out there trying to recruit and talk to as many founders as possible. 我的名字是 Casser Eunice，我們是 Y Combinator 的合伙人，這意味著，不管是否社交，Batch 都在努力招募盡可能多的創始人，并與他們交談。 > In addition we read tons of applications work with the startups as they go through the batch and then help alumni afterwards. 此外，我們閱讀了大量的應用程序，當它們通過批處理時，它們與創業公司一起工作，然后幫助校友。 > Most of what we do is do tons of office hours which is what we\'re gonna do here today. 我們所做的大部分是做大量的辦公時間，這就是我們今天在這里要做的。 > `[00:00:29]` There are four different types of offer office hours that we do the kind of first one is group office hours. `[00:00:29]` 有四種不同類型的辦公時間，我們做的第一種是小組辦公時間。 > We split the batch in a kind of subgroups and we meet two partners at a time with like five or six startups and those startups kind of describe it as a weekly meeting. 我們把分批分成幾個子組，一次遇到兩個合伙人，大約有五六家初創公司，這些初創公司把它描述為每周一次的會議。 > They describe kind of what\'s going on in their company. 他們描述了公司里發生的事情。 > Group officers are really good in terms of helping you as a founder understand as you go through see kind of what tempo your company is growing at and also see that the problems that you encounter as a startup are actually pretty similar across very different types of companies. 作為一名創始人，當你看到公司的發展速度時，團隊管理人員會很好地幫助你理解，同時也會發現，你作為一家初創公司所遇到的問題，在不同類型的公司之間實際上是非常相似的。 > The second type of OFSAA that we do will try to emulate here are individual office hours that is kind of when you heard the term office are vast multi-year time. 第二種類型的 OFSAA，我們將在這里嘗試模仿個別的辦公時間，當你聽說辦公室這個術語是巨大的多年時間的時候。 > That\'s what we\'re talking about the third type of OFSAA is company office hours. 這就是我們所說的第三類 OFSAA 公司辦公時間。 > We\'ll have folks like Apple or Android or whoever come in Rackspace to beU.S. 我們會有像蘋果、安卓這樣的人，或者是那些來到 Rackspace 去美國的人。 > come in and help companies with technical problems. 進來幫助公司解決技術問題。 > And then the last have office hours that we do our investor office hours. 最后一個是我們的投資者辦公時間。 > So folks like Secoya Andriessenetc. 所以像塞科亞·安德烈森等人。 > will come over and they will talk to companies and that\'s right before Demo date kind of warmed them up and getting ready for fundraising and for Demo Day. 他們會過來和公司談話，就在 Demo 日期之前，他們準備好了籌款和演示日。 > So with that being said there\'s some other things I think that\'s worth noting about OFSAA and how to do them effectively. 因此，話雖如此，我認為關于 OFSAA 還有一些其他的事情值得注意，以及如何有效地做到這一點。 > `[00:01:44]` Well the first thing is obviously what we\'re going to do here on stage is not normal office hours so we only have 10 minutes with each company. `[00:01:44]` 顯然，第一件事是，我們在舞臺上要做的不是正常的辦公時間，所以我們和每個公司只有 10 分鐘的時間。 > Usually we don\'t do this with 50 100 people inside of the room. 通常情況下，我們不會在房間里有 50，100 人這樣做。 > So 17 and then I think the other thing is we usually have a lot of contacts with the company. 然后我認為另一件事是我們通常和公司有很多聯系。 > So we have read their applications. 所以我們已經閱讀了他們的申請。 > We\'ve got them a couple of times. 我們抓到他們幾次了。 > Usually we\'re diving deep on a problem. 通常情況下，我們會深入探討一個問題。 > It\'s gonna be a lot more tactical using we won\'t get to do that here. 這將是更多的戰術使用，我們不會在這里這樣做。 > What we said that all these companies as afterwards we\'ll go and talk to them a lot more in-depth. 我們所說的，所有這些公司之后，我們將去與他們更深入的交談。 > `[00:02:17]` We\'re going to try to avoid creating like a pitch and response scenario and much more along. `[00:02:17]` 我們將盡量避免像音高和反應這樣的場景，還有更長的時間。 > Q What are problems that you face and then trying to kind of dissect them and hopefully get some value out of them. 問：你面臨的問題是什么，然后試圖對它們進行剖析，并希望從中得到一些價值。 > `[00:02:28]` The other thing is we try to make everyone sort of understand really clearly is that in officers our job is not to tell you what to do. `[00:02:28]` 另一件事是，我們試圖讓每個人都明白，在軍官中，我們的工作不是告訴你該怎么做。 > A lot of people come to us and kind of ask us like what would you do in this stuff. 很多人來問我們，你會做些什么？ > And a lot of times we will tell you our opinion for sure but it\'s usually what I tell a lot of the startups that you\'re trying to figure out your own heuristic so that you ultimately sort of run the company you don\'t need to come back to us anymore. 很多時候，我們肯定會告訴你我們的觀點，但我通常會告訴很多初創公司，你正在努力想出自己的啟發，這樣你最終就能管理好公司，你就不需要再回到我們這里來了。 > I think the thing we like to tell people is like you need to start earning your own equity. 我認為我們喜歡告訴人們的是，你需要開始賺取你自己的股權。 > Eventually over time there\'s two things that we like to do when we have office hours to make them as efficient as possible. 最后，隨著時間的推移，當我們有辦公時間的時候，我們喜歡做兩件事，以使它們盡可能高效。 > The first one is we love companies that know their number right. 首先，我們喜歡知道自己號碼正確的公司。 > You\'ll see a little bit of this today. 你今天會看到一點這個。 > We\'ll ask tons of questions like diving into the company to try to figure out really clearly. 我們會問很多問題，比如潛入公司，試圖弄清楚。 > Okay. 好的。 > This is where you are and then start getting a sense of like this is where you need to be your metrics are kind of the heartbeat of your company. 這就是你所處的位置，然后開始有一種感覺，這就是你需要做的事情，你的衡量標準是你公司的心跳。 > `[00:03:17]` It\'s always I think off putting if you don\'t know very basic things because otherwise what are we talking about. `[00:03:17]` 如果你不知道非常基本的事情，那我總是想推遲，因為否則我們在說什么。 > `[00:03:25]` And then the last thing is we always prefer that office officers you\'re coming to us with a specific problem in hand that you want to have solved. `[00:03:25]` 最后一件事是，我們總是希望你帶著你想要解決的具體問題來找我們。 > So if you come to us and you just want to sort of shoot the shit or just like catch up on the stuff like I\'m going to be really sort of because like that\'s a really inefficient use of time for us and for you. 所以，如果你來找我們，你只是想拍點屎，或者像我這樣追上東西，因為這樣對我們和你來說都是浪費時間的，效率很低的。 > Because ultimately you should be like probably working in your shop and working on whatever growth numbers or KPI that we want you to be focused on. 因為最終你應該像在你的商店里工作，做任何我們希望你關注的成長數字或 KPI。 > And then there\'s a clear sign that if you having multiple office hours with us that we\'re going to be worried if you\'re repeating yourself so if we talked about something and I talk to you again like a week later two weeks later seems like we\'re having the exact same story or say. 還有一個明確的跡象表明，如果你和我們一起有多個辦公時間，如果你在重復你的話，我們會很擔心，所以如果我們談論一些事情，而我在兩周后再和你交談，似乎我們有著完全相同的故事或說法。 > Right. 右（邊），正確的 > That is not a good sign for you. 這對你來說不是個好兆頭。 > The companies that do the best are usually ones that like everything that we talked about they went and tried and the other coming back to me say look this is what worked or like hey Kevin like this is the stuff that totally didn\'t work. 做得最好的公司通常是喜歡我們所說的一切的公司，他們去嘗試，而另一家回來對我說，看，這才是起作用的東西，或者說，凱文，像這樣的東西，完全沒有用。 > Here\'s the reason why. 這就是為什么。 > Then we tried something else. 然后我們嘗試了其他的方法。 > `[00:04:15]` OK with that let\'s bring our first company on I think it\'s divide divide don\'t go Oh we had some slides. `[00:04:15]` 好的，讓我們把我們的第一家公司帶來，我認為這是分歧，不要走，哦，我們有一些幻燈片。 > `[00:04:22]` Now obviously they were not that relevant. `[00:04:22]` 現在很明顯，他們并沒有那么相關。 > All right. 好的 > `[00:04:30]` Yeah. `[00:04:30]` 是的。 > Give him a round of applause guys a brave for coming up here. 給他一輪掌聲，讓他勇敢地來到這里。 > `[00:04:36]` Thank you. `[00:04:36]` 謝謝。 > All right so when you\'re in it is yourselves. 好吧，當你們在里面的時候，就是你們自己。 > Tell us what you do. 告訴我們你是做什么的。 > `[00:04:40]` I\'m Erin Sheneman William Webb I know is an open source backing as a service. `[00:04:40]` 我是艾琳·謝爾曼·威廉·韋伯，我知道這是一項開源的服務。 > So we help applications easily connect to a back and server we handle things such as user registration and management data storage and querying and okay so far are you guys live or are you in data watcher. 因此，我們幫助應用程序輕松地連接到后臺和服務器，我們處理諸如用戶注冊和管理、數據存儲和查詢等事務。 > We just launched in a private beta public beta technically on Monday and so far we only have to endure it at 6 so we just wanted to the Android device spread it. 我們剛剛在周一推出了一個私有的公開測試版，到目前為止，我們只需要在 6 歲的時候就能忍受它，所以我們只想把它推廣到 Android 設備上。 > And so far it\'s going pretty well. 到目前為止一切都很順利。 > `[00:05:11]` Use that application. `[00:05:11]` 使用該應用程序。 > `[00:05:12]` So is that web applications or mobile applications are right now it\'s only Android and we\'re going to start working on IWK soon and we want to do it Schimel 5 in JavaScript as well as open source pass. `[00:05:12]` 因此，Web 應用程序或移動應用程序現在只有 Android，我們將很快開始在 IWK 上工作，我們希望用 JavaScript 和開放源碼 PASS 來實現 Schimel 5。 > `[00:05:24]` Right exactly. `[00:05:24]` 沒錯。 > Okay. 好的。 > OK. 好的 > Well just starting there. 從那里開始。 > Like how are you guys similar or different from DPAs. 比如你們和 DPA 有什么相似之處或不同之處。 > `[00:05:30]` Well the whole reason that we started developing is because we were using Parr\'s for a few different applications that we were working on but we kept in running into issues are things that we couldn\'t do with Parr\'s because you can only do what it allows you with its API. `[00:05:30]` 我們開始開發的全部原因是因為我們在一些不同的應用程序中使用了 Parr，但是我們一直遇到一些問題，我們不能用 Parr 來解決問題，因為您只能使用它的 API 來做它允許您做的事情。 > `[00:05:42]` So what are some things that you can do that passcode. `[00:05:42]` 那么，你能做些什么呢？密碼。 > `[00:05:44]` Well the main reason or one the main key points of what we do is divide ideas it\'s completely made to be extendable. `[00:05:44]` 我們所做的事情的主要原因或主要要點之一是分家，它完全是可擴展的。 > So it\'s open source. 所以它是開源的。 > So as a developer goes they use it. 因此，作為一個開發人員，他們使用它。 > We try to provide all the basic API that they would need but if they need to do anything extending or based off they give me something really specific. 我們試圖提供他們所需要的所有基本 API，但是如果他們需要做任何擴展或基于的事情，他們會給我一些非常具體的東西。 > It\'s still like never ever say you have a user sends in data for whatever reason and you want to do events based off that or if you want to query like another Web site from your web server doesn\'t give you a really good way to do that. 它仍然像從來沒有說過，你有一個用戶發送數據，無論出于什么原因，你想要進行事件的基礎上，或者如果你想像另一個網站從你的 Web 服務器查詢\沒有給你一個真正好的方式去做這件事。 > `[00:06:13]` One of the big things you do it or they don\'t give you a good way to do it. `[00:06:13]` 你做的一件大事，或者他們沒有給你一個好的方法。 > `[00:06:17]` They do give you a way to do it you know more about that one of JavaScript side. `[00:06:17]` 他們確實給了你一種方法，你對 JavaScript 方面了解得更多。 > `[00:06:22]` So before maybe a year and a half ago they released cloud code which is basically you could create javascript functions that are you could customize and do things. `[00:06:22]` 所以在一年半以前，他們發布了云代碼，基本上你可以創建 javascript 函數，你可以定制和做一些事情。 > So every single time you hit one of those it counts as an API and an API hit and then you go from there and so it has to be I\'m trying to figure out is like you guys have users right now some people trying it out and using it. 所以每一次你點擊其中的一個，它就算作一個 API 和一個 API，然后你從那里開始，所以我想弄清楚，就像你們現在有用戶一樣，一些人正在嘗試并使用它。 > `[00:06:44]` Yes. `[00:06:44]` 是的。 > `[00:06:45]` So we don\'t know exactly how many because it\'s open source and we just launched on Monday. `[00:06:45]` 所以我們不知道確切的數量，因為它是開源的，我們周一剛剛發布。 > So how many requests are you serving. 那么你要處理多少個請求。 > `[00:06:51]` That\'s the thing like we don\'t all day install it themselves their whole thing but it\'s open source which is kind of the other I think part of the Open Source pass description. `[00:06:51]` 這就是我們不需要整天安裝的東西 > We should probably discuss what kind of business do you see this becoming because there are other open source products that become larger businesses. 我們可能應該討論一下，您認為這是一種什么樣的業務，因為還有其他開源產品正在成為更大的業務。 > What do you see happening for you. 你認為你會發生什么。 > `[00:07:08]` So we\'re going to try to do the red hat Mongo DBE model kind of do consulting services. `[00:07:08]` 所以我們將嘗試做紅色帽子蒙戈 DBE 模式的一種 DO 咨詢服務。 > `[00:07:15]` So Linux is pretty complicated and used by large institutions to think super complicated and so hard to use that people need support and pay for. `[00:07:15]` 所以 Linux 是相當復雜的，被大型機構用來思考超級復雜和難以使用，以至于人們需要支持和付費。 > `[00:07:27]` Like literally like that\'s that\'s not a good business model. `[00:07:27]` 就像那樣\不是一個好的商業模式。 > This is a craft. 這是艘飛船。 > We will help you figure out what to make it will be is pretty good. 我們會幫你弄清楚要做什么是很好的。 > `[00:07:36]` I mean like from our research we think that companies will pay for support like they want the option to be able to pick up the phone and oh are they paying for SAPOL right now. `[00:07:36]` 我的意思是，從我們的研究來看，我們認為公司會支付支持，就像他們希望能夠選擇拿起電話一樣，他們現在正在為 SAPOL 付費嗎？ > Fragos not not from us. 弗雷戈斯不是我們的。 > `[00:07:47]` Well we know that. `[00:07:47]` 我們知道這一點。 > `[00:07:48]` I think because we looked up support hopefully on your site and it said like go to stack overflow like literally like go to stack overflow. `[00:07:48]` 我想，因為我們希望在你的站點上找到支持，上面寫著，就像堆棧溢出一樣。 > `[00:07:57]` Yeah. `[00:07:57]` 是的。 > So we do we do provide like free support because right now we\'re just trying to build the community. 所以我們確實提供了免費的支持，因為我們現在只是在努力建設社區。 > `[00:08:01]` Yeah. `[00:08:01]` 是的。 > So I think that\'s the first thing. 所以我認為這是第一件事。 > I think for anything like this especially if we\'re trying to build platform that you get people excited about you\'re desperate just get people like to sign up and grow. 我認為任何類似的事情，特別是當我們試圖建立平臺，讓人們對你感到興奮的時候，只需要讓人們喜歡注冊和成長。 > And you got to figure out how you\'re going to sort of detect that. 你得弄清楚你要怎么發現這個。 > But your biggest thing is like I would not put any barriers to that growth and I\'d be as open as also site will help anyone right now doing this especially since you guys the thing is in beta currently right now. 但你最大的事情是，我不會為這種增長設置任何障礙，而且我也會像網站一樣開放，這將幫助任何人現在做這件事，特別是因為你們這些家伙，這個東西現在正處于測試階段。 > Right. 右（邊），正確的 > Yeah yeah because it has Badda like. 是的，因為它像巴達一樣。 > `[00:08:27]` So the reason why it\'s a bit quiet. `[00:08:27]` 所以它有點安靜的原因。 > Yeah. 嗯 > What we wanted we wanted to wait until we had an IWK too I\'d really like push the fall launch. 我們想要等到我們有一個 IWK 的時候，我真的很想推動秋季發射。 > But I mean now we kind of okay. 但我是說現在我們還好。 > `[00:08:36]` I\'m `[00:08:36]` just saying like the back end as a service. `[00:08:36]` 我只說像后端一樣的服務。 > Right `[00:08:40]` right. 右\`[00:08:40]` 對。 > And so the last thing as someone that\'s like working on something I want to see back in is a surface I\'m going to build my app on top of the data. 所以，作為一個人，我最不想看到的東西就是一個表面，我要在數據的基礎上構建我的應用程序。 > Right. 右（邊），正確的 > And so like that\'s going to limit growth in lots of different ways. 因此，這將以許多不同的方式限制經濟增長。 > So there\'s all this different kind of stuff that like you\'ve got to like. 所以有很多不同的東西喜歡你。 > And I think like you should forego because you\'re seeking growth no matter what. 我認為你應該放棄，因為無論如何你都在尋求成長。 > And then once you get a big enough community then you can start saying like oh there\'s going to be some people who will be who are going to be willing to pay for dedicated experts. 然后，一旦你有了一個足夠大的社區，你就可以開始說，哦，會有一些人愿意為敬業的專家付費。 > I mean that\'s bet that comes way down the line. 我的意思是說，那肯定是一場徹頭徹尾的賭博。 > `[00:09:08]` But that\'s scary because it fits so far down the line. `[00:09:08]` 但那很可怕，因為它非常適合。 > `[00:09:11]` I mean that kind of general mechanics of a company or you need money to support your your company and then you need to extract value from whatever ecosystem or extract money from the ecosystem and that would require for you guys a large community who is dedicated to divide and then institutions or folks that are willing to pay me their small or large companies that are willing to pay. `[00:09:11]` 我指的是一家公司的一般機制，或者你需要錢來支持你的公司，然后你需要從任何生態系統中提取價值，或者從生態系統中榨取資金，這將需要你們有一個致力于分裂的大社區，然后是那些愿意支付給我他們的小公司或大公司的機構或人。 > That\'s pretty scary because that could take a long time to get to every sort of any other alternative other than the RedHat Mungo. 這非常可怕，因為除了 RedHatMungo 之外，這可能需要很長時間才能找到任何其他的選擇。 > `[00:09:40]` Well eventually we would like to do some type of hosted solution to directly compete with Pathom in the others but we want to make it to where it doesn\'t have the same limitations. `[00:09:40]` 最后，我們想要做一些托管解決方案，以便在其他解決方案中直接與 Pathom 競爭，但我們希望將其應用到沒有相同限制的地方。 > `[00:09:52]` So we\'re already like running close to time for this. `[00:09:52]` 所以我們已經很接近時間了。 > Yeah. 嗯 > So just going to end on here. 到此為止吧。 > Like your biggest thing is like you\'ve got to build a community no matter what and that\'s like the biggest evidence that I as an investor is going to look at for something like this. 就像你最重要的事情是，不管發生什么，你都必須建立一個社區，這就像我作為一個投資者要尋找這樣的東西的最大證據。 > Right. 右（邊），正確的 > Is like getting a sense for how many people are using it and are you talking terms of users that are trying it like. 就像了解了有多少人在使用它，而你在談論的是那些嘗試使用它的用戶的術語。 > Has anybody even asked you guys about to help for the stuff. 有沒有人要你們幫忙。 > Yes. 是 > So so how are people using it right now. 那么人們現在是如何使用它的呢？ > `[00:10:17]` From what we can tell. `[00:10:17]` 據我們所知。 > Like I said we just launch on Monday just with one Reddit post I see. 就像我說的，我們周一剛剛發布了一個 Reddit 帖子，我看到了。 > So we have like we have 12. 所以我們就像我們有 12 人一樣。 > So we have like 12 people who are part of the beta testing we ask for all their feedback. 因此，我們有 12 個人是測試的一部分，我們要求他們提供所有反饋。 > And so we\'ve already gotten feedback on our licensing we\'ve already changed that because we used GPS and we overlook that. 因此，我們已經得到了對我們的許可的反饋，我們已經改變了這一點，因為我們使用了 GPS，而忽略了這一點。 > You\'re supposed to open source everything when you use GPL library. 當您使用 GPL 庫時，您應該打開所有的源代碼。 > So we change license. 所以我們換駕照。 > We got feedback on our Web site. 我們的網站上有反饋。 > `[00:10:43]` That\'s good. `[00:10:43]` 那很好。 > I mean that\'s that. 我是說\就是這樣。 > That is like that is definitely the right attitude I mean the analogy is kind of when you\'re building an early stage company you\'re kind of like in this dark cave and every piece of feedback whether structured unstructured you can get from you know your or community like in forums where you should go within rather than just kind of had long running it. 這就是正確的態度，我的意思是，當你建立一個早期公司的時候，你有點像在這個黑暗的洞穴里，每個反饋-不管是結構化的，非結構化的，你可以從你那里得到的-就像你應該去的論壇里一樣，而不僅僅是長時間運行它。 > So I think that\'s a great great start but it\'s certainly a reliable. 所以我認為這是一個很好的開始，但這肯定是一個可靠的開始。 > `[00:11:07]` Yeah so just getting as many people sign up as possible and like figure out like Who are the first 100 people that are going be super dedicated and have built like something cool with it because those are going to be the examples that inspires all the rest. `[00:11:07]` 是的，所以只要讓盡可能多的人注冊，就像找出誰是第一批 100 人，他們將是超級奉獻的人，他們建造的東西就像酷的東西，因為這些都將是激發其他人的榜樣。 > `[00:11:17]` And I also I really would push on these support as a business model assumption by trying even at the beginning to offer some support and see if someone I mean it\'s it\'s certainly early but you should test that assumption. `[00:11:17]` 我也會把這些支持作為商業模式的假設，甚至在一開始就試著提供一些支持，看看某人(我的意思是)肯定還早，但你應該檢驗一下這個假設。 > `[00:11:32]` All right guys thanks. `[00:11:32]` 好的，伙計們，謝謝。 > `[00:11:33]` Klaus have already lost the clicker. 克勞斯已經把遙控器弄丟了。 > `[00:11:42]` The next company is coo owner who owner if you forget it\'s on their shirts. `[00:11:42]` 下一家公司是首席運營官，如果你忘了它在他們的襯衫上，他就會擁有它。 > Similarly can you guys introduce yourselves and then what do you do. 同樣的，你們也可以自我介紹一下，然后你們會做些什么。 > Yes I\'m chairman we\'re from Monterrey Mexico. 是的，我是主席，我們來自墨西哥蒙特雷。 > And I was in the same. 我也是一樣的。 > `[00:12:05]` So what we do is a corner which is a mobile app that it\'s for building your shopping list. `[00:12:05]` 所以我們做的是一個角落，它是一個移動應用程序，它是用來建立你的購物清單的。 > And what we do is we\'ll leave virtual information on prices deals and location of products that are much more specific than you say. 我們所做的是，我們將留下比你說的更具體的價格、交易和產品位置的虛擬信息。 > `[00:12:18]` It\'s a mobile app for building your shopping list. `[00:12:18]` 這是一個用于建立購物清單的移動應用程序。 > So when I open it up do you see what I see. 所以當我打開它的時候，你會看到我看到的。 > `[00:12:23]` You have to build your shopping list or you can copy pasted from the for instance your iPhone notes app or. `[00:12:23]` 你必須建立你的購物清單，或者你可以從你的 iPhone 便箋應用程序或者。 > `[00:12:29]` Why wouldn\'t I just use my like hosted or iPhone or notepad. `[00:12:29]` 為什么我不使用我喜歡的主機、iPhone 或記事本。 > `[00:12:34]` The difference is that we have all the information on the prices location of products inside a store and deals. `[00:12:34]` 區別在于，我們掌握了商店內商品的價格、地點和交易的所有信息。 > So it\'s actually like almost any regular shopping list you intelligent Yeah. 所以它實際上就像幾乎所有普通的購物清單一樣，你很聰明，是的。 > So we help people save time and money when grocery shop. 因此，我們幫助人們節省時間和金錢時，雜貨店。 > `[00:12:44]` I\'m trying to think so I put my things as a list and the next thing you spit out to me is a bunch of stores that the prices of all those items like you have you your preselected store. `[00:12:44]` 我試著想，所以我把我的東西列成一張清單，接下來你向我吐出來的是一堆商店，像你這樣的商品的價格都是你預先選定的商店。 > `[00:12:54]` Where were you getting to know that the worst thing I see is I saw your story but I mean for example if you get into another store you\'ll automatically switch to the store you read through shopping list. `[00:12:54]` 你是從哪里知道的，我看到的最糟糕的事情是我看到了你的故事，但我的意思是，如果你進了另一家商店，你就會自動轉到你在購物清單上看到的那家商店。 > Okay so just like location based. 好吧，就像定位一樣。 > Yes is location based. 是的是基于地點的。 > And immediately they will show you deals for you based on that. 他們馬上就會在此基礎上為你展示交易。 > `[00:13:11]` So I first have to download the app then I put out information. `[00:13:11]` 所以我必須先下載應用程序，然后發布信息。 > Where are you just to kind of peel back what you guys are doing. 你們在哪里只是為了把你們正在做的事剝離掉。 > We\'re already getting all that inventories and pricing information. 我們已經得到了所有的庫存和定價信息。 > `[00:13:21]` So we are depending on the retailer like we have some agreements with some retailers back in Mexico with some other because they have the power in the industry although they want it for themselves like they like. `[00:13:21]` 所以我們依賴于零售商，就像我們和墨西哥的一些零售商達成了一些協議，因為他們在這個行業擁有權力，盡管他們想要的是他們自己喜歡的。 > Okay I love it but I don\'t want my competitors in. 好吧，我喜歡，但我不想讓我的競爭對手加入。 > So we kind of bypassed that by using bots and updating information. 所以我們通過使用機器人和更新信息來繞過這個問題。 > So you\'re scraping their websites. 所以你在刮他們的網站。 > Some of them some of the retailers those retailers already are free of some scraping some eyes. 其中有些零售商-那些零售商-已經擺脫了，有些人很有眼光。 > `[00:13:47]` But that information the prices are different from the Web. `[00:13:47]` 但是這些信息-價格和網絡是不同的。 > `[00:13:51]` In the case like the stores were working like depending on the store each store is different in the same street and depending which is the store that deliver you the product you have the price of that you get as mesons right now. `[00:13:51]` 在這種情況下，就像商店一樣，每一家商店在同一條街上都是不同的，而且取決于哪一家商店為你提供了你現在作為介子得到的產品的價格。 > `[00:14:03]` Yes. `[00:14:03]` 是的。 > So how many users. 那么有多少用戶。 > `[00:14:06]` And so we have over 11000 users and we started anywhere where you guys launch are you in Monterrey Mexico Oman or Mexico City. `[00:14:06]` 所以我們有超過 11000 的用戶，我們開始在任何地方，你們是在蒙特雷，墨西哥，阿曼或墨西哥城。 > `[00:14:15]` So basically yeah we\'ve learned a lot. `[00:14:15]` 基本上是的，我們學到了很多。 > Like for example the first month like we bleated users and then we started to see like people started to love more the prices and the deals. 比如，第一個月，就像我們對用戶的抱怨，然后我們開始看到人們開始喜歡更多的價格和交易。 > And our cohort Ghab started to stabilize much higher. 我們的同伴 Ghab 開始穩定得更高。 > `[00:14:28]` So like to make an example of you I apologize ahead of time you said like you know I get this all the time a lot of startup founders come and talk to me like I was like you know how\'s your sort of user growth what have you like one specific number like we have 11000 users. `[00:14:28]` 所以，我想以你為例，我先向你道歉，你說，就像你說的，我一直都知道，很多創業公司的創始人來找我，跟我說話，就好像我知道你的用戶是如何增長的，你喜歡一個特定的數字，就像我們有 11000 用戶一樣。 > For us especially at Y. 對我們來說尤其是在 Y。 > I\'m interested more like acceleration versus like a specific velocity. 我更感興趣的是加速度，而不是特定的速度。 > Right. 右（邊），正確的 > I mean you want to know was right. 我是說你想知道自己是對的。 > What is the rate of growth right now. 現在的增長率是多少？ > `[00:14:53]` So yeah for the past six months actually our rate has been nine point five percent. `[00:14:53]` 是的，在過去的六個月里，我們的比率是百分之九點五。 > `[00:14:58]` We a week if we kind of like Focus on where we\'re not we\'re users hearing about this app. `[00:14:58]` 如果我們想把注意力集中在我們不知道的地方-我們是用戶-聽說這款應用的話，我們會花一周的時間。 > `[00:15:03]` So initially we would do through our network in Mexico and then we have a lot of French 11000. `[00:15:03]` 所以最初我們會通過我們在墨西哥的網絡來做，然后我們有很多法語 11000。 > Then we started doing some other type thing like Facebook ads and testing which kind of message work better and actually spent an acquisition for instance it goes between point one to point four dollars per per user. 然后，我們開始做一些其他類型的事情，比如 Facebook 廣告，測試哪種信息更有效，實際上我們花了一筆收購，比如，在 1 點到每名用戶 4 美元之間。 > `[00:15:24]` Okay. `[00:15:24]` 好的。 > In total you spend like 10 Holling every dollar you spent you\'re going to get up to 10 years. 總的來說，你花了大約 10 美元，每花一美元，你就會活到 10 年。 > `[00:15:29]` Okay sorry. `[00:15:29]` 好吧，對不起。 > How engaged are they. 他們有多投入。 > Like how often are they making the LIST. 比如他們每隔多久就會出現一次。 > So our active users users2.8 times a month. 因此，我們的活動用戶每月使用 2.8 次。 > But what percentage of users that are active that\'s 36 percent. 但是活躍用戶的百分比是 36%。 > `[00:15:39]` Okay. `[00:15:39]` 好的。 > And for instance about the top 20 out of those 36 percent the top 25 users over five times a months so it\'s more than once a week. 例如，在這 36%中的前 20 名中，前 25 名的用戶在每個月 5 次以上，所以每周不止一次。 > `[00:15:48]` So one question I have is do you actually get anyone to switch what products they buy or change anyone\'s behavior because like that\'s the goal right. `[00:15:48]` 我的一個問題是，你是否真的讓任何人改變他們購買的產品，或者改變任何人的行為，因為這樣的目標是正確的。 > If you have something that shows people prices for staff are showing them some kind of thing this is ultimately going to be recommendation slash data play. 如果你有什么東西顯示給人們看，員工的價格是給他們看的某種東西，這最終將是推薦，大幅削減數據播放。 > And so I\'m wondering do you have any evidence that like someone to decide to shop somewhere else or buy a different product as a result of looking at your app. 因此，我想知道，你是否有任何證據表明，由于看了你的應用程序，你喜歡有人決定去別的地方購物或購買不同的產品。 > `[00:16:08]` Yes. `[00:16:08]` 是的。 > So goal in the end is to empower people with information to make wise decisions when grocery shopping and save money. 因此，最終的目標是賦予人們信息能力，讓他們在購物和省錢時做出明智的決定。 > `[00:16:15]` Are they your ultimate customer like you people banks. `[00:16:15]` 他們和你們人民銀行一樣，是你們的最終客戶嗎？ > `[00:16:18]` How are you as a business making money. `[00:16:18]` 作為一個生意人，你是如何賺錢的？ > Yeah so we\'re actually making money from brands because like we initially tried to get from retailers but they are very long cycles and yeah they had a power but brands love us because we allow them to reach the right customer at the right time and leveraging their purchase without leveraging that location the store that we go. 是的，所以我們實際上是在從品牌中賺錢，因為就像我們最初試圖從零售商那里得到的一樣，他們的周期很長，而且他們有能力，但是品牌喜歡我們，因為我們允許他們在正確的時間找到合適的顧客，并利用他們的購買而不利用我們所去的商店的位置。 > `[00:16:36]` And so yeah that\'s what we\'re doing. `[00:16:36]` 所以是的，這就是我們要做的。 > `[00:16:38]` I do want to go back to the data question only because it\'s so critical and this is growing so you are scraping stores. `[00:16:38]` 我確實想回到數據問題上來，因為它是如此的關鍵，而且它正在增長，所以你正在刮商店。 > And when what happens if they don\'t have any online presence. 當他們沒有任何網絡存在時會發生什么。 > `[00:16:50]` No we don\'t have those stores. `[00:16:50]` 不，我們沒有那些商店。 > Yeah we only have like for example in Mexico we have Wal-Mart of Mexico Parama so you can be retailers or other stores only. 是的，我們只有像在墨西哥，我們有沃爾瑪在墨西哥，巴拉瑪，所以你可以是零售商或其他商店只。 > `[00:16:58]` Yes it\'s not hype when you use the example of down the street there\'s a lot of retailers you\'re actually not in a lot of retailers are just in one. `[00:16:58]` 是的，這不是炒作，當你用街尾的例子，有很多零售商，你實際上不是在，很多零售商只是一個。 > No `[00:17:05]` we\'re we\'re we\'re like five of the big stores throughout Monterrey Mexico City and we actually started with a small store because most of us wanted to buy we\'d found out that it\'s different. 不，我們就像整個蒙特雷墨西哥城的五家大商店，我們實際上是從一家小商店開始的，因為我們大多數人都想買東西-我們發現這是不一樣的 > It\'s difficult to scale. 很難擴大規模。 > `[00:17:19]` So `[00:17:19]` we all the stores first and then go have you found that users have a hard time remembering that your app exists and you have the statistics to activate what about the 64. `[00:17:19]` 所以\`[00:17:19]` 我們所有的商店都先去然后走-你發現用戶很難記住你的應用程序存在，而且你有統計數據來激活 64 的內容。 > `[00:17:30]` Yes actually like for every like every happens two months that they haven\'t used it we sent an email to. `[00:17:30]` 是的，事實上，我們發了一封電子郵件給他們，就像他們沒有用過的每一次類似的兩個月。 > Why haven\'t you used us. 你為什么不利用我們。 > `[00:17:38]` Laughter Yeah. `[00:17:38]` 笑聲是的。 > `[00:17:40]` They\'ve been saying like okay you have my story out at my store and whenever we have a new little chain usage grows and also like okay I\'m not the guy that goes grocery shopping in my house. `[00:17:40]` 他們一直在說：“好吧，你在我的店里講我的故事，每當我們有了一個新的小連鎖店，就會有新的使用量增加，而且我也不是那個在我家買雜貨的人。” > So that\'s also so it\'s targeting a beginning. 所以這也是它的目標之一。 > We target everybody because we want to see who sticks. 我們瞄準每個人是因為我們想看看誰會堅持。 > I know. 我知道呀 > `[00:17:55]` Yeah. `[00:17:55]` 是的。 > So Ultimate customers say your brand so how\'s that going with them. 所以終極顧客會說你的品牌，那么他們的情況如何呢？ > How are you attracting the first brands and how are you like growing sort of the brands who are your real customers. 你是如何吸引第一個品牌，你是如何喜歡成長的品牌，誰是你的真正的客戶。 > `[00:18:04]` So we have like through our personal network we have we have experience with consumer products and we have like connections there but then actually when we started we send a newsletter with benefits the brand some stars have come out to us about how effective it is like. `[00:18:04]` 所以我們就像通過我們的個人網絡一樣，我們有消費產品的經驗，我們在那里也有類似的聯系，但實際上，當我們開始的時候，我們發送了一份有好處的時事通訊，一些明星向我們展示了它有多有效。 > `[00:18:21]` I\'m sorry how effective is like advertising on your platform. `[00:18:21]` 我很抱歉，在你的平臺上做廣告是多么有效。 > Yeah. 嗯 > So exactly. 正是如此。 > `[00:18:25]` I mean if so let\'s say I\'m timelessly in Mexico City. `[00:18:25]` 我的意思是，如果是這樣的話，那就讓我們說我在墨西哥城是永恒的。 > What am I buying. 我要買什么。 > `[00:18:30]` Yeah. `[00:18:30]` 是的。 > So it\'s basically two things. 所以這基本上是兩件事。 > One is the advertising like targeted advertising and the other is the analytics because we give them an analytics on the top of mind. 一種是廣告，比如有針對性的廣告，另一種是分析，因為我們在頭腦中給他們一個分析。 > Like even for the person we haven\'t seen the app they say okay this works. 就像我們還沒見過的人一樣，他們說，好的，這很管用。 > For instance this Coke is over Pepsi and it\'s over in our products purchased. 例如，這種可樂在百事可樂和我們購買的產品上都結束了。 > So we give given this right now like we were surprised like they like this brand awareness information and the effectiveness of the advertising. 所以我們現在給出了這個，就像我們很驚訝，就像他們喜歡這樣的品牌意識，信息和廣告的有效性。 > We still need to prove that right. 我們還需要證明這一點。 > `[00:19:00]` So what are your biggest problems right now. `[00:19:00]` 那么你現在最大的問題是什么？ > `[00:19:03]` So we have several problems right. `[00:19:03]` 所以我們有幾個問題。 > I like challenges ahead. 我喜歡前面的挑戰。 > One of them is like we\'ve been focusing on stickiness right now. 其中之一就是我們現在就把注意力集中在粘性上。 > We also want to even grow more viral. 我們也想要更多的病毒。 > That\'s one issue and we\'ve been doing it by improving the product having a better cook. 這是一個問題，我們一直在改進產品，讓廚師做得更好。 > `[00:19:21]` So when you say that you want to be really clear. `[00:19:21]` 所以當你說你想說得很清楚的時候。 > Like why. 比如為什么。 > Why is it are you doing the thing that you\'re doing while focusing whatever attention. 為什么你是在做你正在做的事情，同時集中注意力。 > Yes. 是 > So what is the underlying reason is because is this what your customers the brands and stuff. 所以根本原因是因為這就是你的客戶，品牌和東西。 > `[00:19:33]` Yes the brands like they want us to have more more users. `[00:19:33]` 是的，像他們這樣的品牌希望我們有更多的用戶。 > We love it. 我們愛死它了。 > Okay so we kind of went to brands to kind of proof of concept to kind of clear out some assumptions. 好的，我們用品牌來證明概念，消除一些假設。 > But now our focus is go go huge with the users in order to have a better offer. 但是現在我們的重點是與用戶一起做更多的工作，以獲得更好的服務。 > `[00:19:47]` The biggest issue is definitely 11000 users in the next hundred years. `[00:19:47]` 最大的問題是在未來一百年內肯定有 11000 用戶。 > `[00:19:52]` That\'s our goal. `[00:19:52]` 這是我們的目標。 > `[00:19:55]` Okay. `[00:19:55]` 好的。 > So and then on the on the retailer side what are you guys going to do about growing from beyond Mexico City. 那么，在零售商方面，你們要做些什么來從墨西哥城以外的地方成長呢？ > Yeah how do you expand the kind of data input. 是的，如何擴展數據輸入。 > `[00:20:04]` So we have like we have networks of as we said so we\'re going to continue topping them. `[00:20:04]` 所以我們就像我們說的那樣有網絡，所以我們將繼續超越他們。 > We actually have some new investors that are very good in that network. 實際上，我們有一些新的投資者，他們在這個網絡中非常出色。 > But after that we have to be like a marketplace where why would you need. 但在那之后，我們必須像一個市場，為什么你會需要。 > `[00:20:19]` I mean you guys are just so just to talk to them to get access to their API. `[00:20:19]` 我的意思是你們只是為了和他們交談才能訪問他們的 API。 > `[00:20:23]` Is that why now in order to go to connect us two trials. `[00:20:23]` 這就是為什么現在為了連接我們兩個試驗。 > Right. 右（邊），正確的 > And then after that in order to grow you have to be like a marketplace where the brands can do their campaigns without us like right now and we\'re doing it intentionally we\'re learning what is what their brands are. 在那之后，為了成長，你必須成為一個市場，在那里，品牌可以在沒有我們的情況下做廣告，就像現在一樣，我們是有意的，我們正在學習他們的品牌是什么。 > `[00:20:42]` Yeah. `[00:20:42]` 是的。 > Yeah I understand that. 是的，我明白。 > But the thing is like you don\'t build a market place to grow right where you got to do is like grow all the user\'s stuff and then you build the marketplace to make it more efficient. 但事情是，你沒有建立一個市場的地方增長，你必須做的是像增長所有用戶的東西，然后你建立市場，使它更有效率。 > Yeah right. 對。 > So like the only focus is like I don\'t get as many users as possible right now know it\'s because the brands will just come to like whoever has all the users. 所以，就像我唯一關注的那樣，我現在沒有盡可能多的用戶知道這是因為無論誰擁有所有的用戶，品牌都會喜歡上它。 > That\'s right. 那是正確的。 > So like you just figure out the supply side. 所以就像你剛剛解決了供應方面的問題一樣。 > Yes. 是 > And then you can worry about demand. 然后你就可以擔心需求了。 > Yeah like obviously there it seems like an it\'s insight which is good. 是的，很明顯，這似乎是一種很好的洞察力。 > Yeah. 嗯 > So for that what I\'m trying to think of is what is the mechanics for growth right now. 因此，我想要思考的是，目前增長的機制是什么。 > Like how are people hearing about your app like downloading. 比如人們是怎么聽說你的應用程序的，就像下載一樣。 > Clearly they just sell some facebook and stuff like that. 很明顯，他們只是在賣一些 Facebook 之類的東西。 > Is it cost effective acquirers. 有成本效益的收購者嗎。 > `[00:21:22]` Yeah for a while we have been paying like that but that is just amazing. `[00:21:22]` 是的，我們已經付了很長一段時間了，但那真是太棒了。 > `[00:21:27]` Doesn\'t that form really doesn\'t make sense. `[00:21:27]` 那種形式沒有道理。 > Temme users for a dollar is because not all 10 users end up staying right here. Temme 用戶花一美元是因為不是所有的 10 個用戶最終都呆在這里。 > Yeah. 嗯 > Yeah. 嗯 > It\'s like a third of that efficiency. 它大概是效率的三分之一。 > Yes. 是 > And that doesn\'t really scale in the long term because if you equate that to the amount of print dollars that we spent for those limited users is going to be throwing a lot of money out and you hope to get to the point where you don\'t have to advertise but there\'s nothing fundamentally in the product which would get you away from that interesting. 從長遠來看，這并不是真正的規模，因為如果你把它等同于我們花在那些有限用戶身上的印刷美元，你就會浪費大量的錢，你希望達到這樣的程度，你不需要做廣告，但是產品中沒有任何東西能讓你遠離這種有趣的東西。“。 > So it is structurally setting up the product to continue to lose money which is that really doesn\'t apply here. 因此，在結構上，設置產品以繼續虧損，這實際上不適用于這里。 > `[00:22:03]` But for instance like Target like water pricing is based on what they currently pay for in-store market. `[00:22:03]` 但是，就像塔吉特一樣，像水價一樣，定價是基于他們目前為店內市場支付的價格。 > Yeah no we\'re not like so we\'re comparing to Internet like Internet standards of advertising where much higher like much cheaper. 是的，不，我們不像，所以我們和互聯網相比，就像互聯網一樣，廣告標準高得多，便宜多了。 > `[00:22:17]` I mean we\'re totally out of time. `[00:22:17]` 我的意思是我們完全沒時間了。 > Yeah. 嗯 > Yes it\'s great that you\'re going for brands and I think that\'s what makes sense. 是的，很高興你選擇了品牌，我認為這才是有意義的。 > `[00:22:22]` And I think the biggest thing is you\'ve got to figure out like what is this trigger that gets people to say like oh when I need to have a shopping list I got to figure out what\'s the best prices for stuff like how do I think of how to do that. `[00:22:22]` 而我認為最重要的是，你必須弄清楚這個觸發器是什么，它能讓人們說，哦，當我需要一份購物清單時，我必須弄清楚什么是最優惠的東西，比如我該怎么做。 > How do you get by current users to tell other people about it. 你如何讓當前的用戶告訴其他人這件事。 > Sounds like the only thing that you should be focused on right now is paid acquisition is one of those things where it\'s like everything else already works. 聽起來，你現在應該關注的唯一件事就是有償收購-就像其他事情一樣 > And when we add peedee acquisition to it it\'s like the gasoline Yeah it\'s great. 當我們把 Peedee 的收購加進去的時候，它就像汽油一樣，是的，很棒。 > All this other stuff doesn\'t work then and you\'re throwing like water. 其他的東西都沒用了，你扔得像水一樣。 > And yes we do have organic growth. 是的，我們確實有機增長。 > Awesome. 太棒了。 > Thank you. 謝謝。 > Thank you. 謝謝。 > Thanks so much utility API. 非常感謝實用 API。 > `[00:23:03]` And our next start up is utility API applause. `[00:23:03]` 我們的下一個起點是實用程序 API 掌聲。 > `[00:23:11]` OK I want you guys instructions on what you do. `[00:23:11]` 好的，我要你們說明你們做什么。 > `[00:23:14]` I\'m Aleena Lucas CEO and I\'m Dana Resler CTO and utility API. `[00:23:14]` 我是阿萊娜·盧卡斯(Aleena Lucas)首席執行官，我是達納·雷斯勒(Dana Resler)，CTO 和效用 API。 > `[00:23:21]` We solved data problems for new energy companies. 我們解決了新能源公司的數據問題。 > So we work with utilities and solar companies to automatically download Bill history and we reduce the cost of customer acquisition and customer management. 因此，我們與公用事業和太陽能公司合作，自動下載比爾的歷史記錄，我們降低了客戶獲取和客戶管理的成本。 > This is the unsold area. 這是未售出的區域。 > `[00:23:35]` Also so how do you guys reduce the cost of customer acquisition. `[00:23:35]` 那么你們是如何降低客戶購買成本的呢？ > So previous to this I was a project manager for a solar company and the first thing you have to do whenever you go out to a customer and say hey do you want to buy solar. 在此之前，我是一家太陽能公司的項目經理，每當你到客戶面前說“嘿，你想買太陽能”的時候，你必須做的第一件事就是要做的第一件事。 > You ask them for their history and that\'s a very painful and time consuming process of trying to figure out. 你問他們的歷史，這是一個非常痛苦和費時的過程，試圖找出。 > `[00:23:51]` So your customers are people who provides like solar panels for people in homes or what have you. `[00:23:51]` 所以你的顧客是那些為家里的人提供太陽能電池板的人，或者你有什么東西的人。 > Yeah not consumers right now. 是的，現在不是消費者。 > `[00:23:57]` I\'ve been B2B SAS. `[00:23:57]` 我是 B2B 的。 > Okay. 好的。 > Well with you guys like the other office hours we sent it to different we\'re gonna do something different we need to do a UI review of your site right. 好吧，和你們一樣，像其他辦公時間一樣，我們把它發送到不同的地方，我們會做一些不同的事情，我們需要對你的網站進行用戶界面審查。 > `[00:24:09]` Man there\'s no turning back. `[00:24:09]` 那里沒有回頭路。 > All right. 好的 > `[00:24:15]` All right. `[00:24:15]` 好的。 > There we are. 我們到了。 > This is already too far ahead. 這已經是前途未卜了。 > How do I go back in this thread. 我怎么回過頭來。 > Oh there\'s no there\'s no red button there\'s only one for us. 哦，沒有紅色的按鈕，只有一個。 > All right fantastic. 好吧太棒了。 > So this is utility Apin sorry we got if they\'re going to screw back and look. 所以這是實用程序，很抱歉，如果他們要回去看看的話。 > Look around here. 看看這附近。 > Came out to start actually. 實際上是出來開始的。 > So utility API. 所以實用 API。 > This is this is the Web. 這是.這是網絡。 > So we\'re going to just go through the product and the landing page that we go through the product and Kevin is going to get feedback. 所以我們只需要瀏覽產品和登陸頁面，我們就會看到產品，而 Kevin 會得到反饋。 > So this is something we do very frequently at office hours. 所以這是我們在辦公時間經常做的事情。 > Like I said it\'s very technical. 就像我說的，這是非常技術性的。 > `[00:24:44]` So let\'s start off. `[00:24:44]` 讓我們開始吧。 > So first thing this is utility. 所以第一件事就是實用。 > If you look at this tagline download the utility build and usage data fast with your intro makes a lot of sense. 如果您查看這條標語，下載實用程序構建和使用數據與您的介紹是很有意義的。 > `[00:24:56]` Right. `[00:24:56]` 對。 > And I\'m your customer or anything that is not listed on there. 我是你的客戶或者其他沒有列在上面的東西。 > `[00:25:00]` So I was like Yeah the first thing we look at this I really need to be very very frank I went through the entire product. `[00:25:00]` 所以我想，是的，我們第一件事是看這個，我真的需要非常坦率地說，我完成了整個產品。 > Everything will go through. 一切都會過去的。 > And I finally then figured out what you guys actually did. 我終于弄明白你們到底做了什么。 > And that\'s probably not a good thing. 這可能不是件好事。 > `[00:25:12]` So the first thing is like when people come to Web site all these questions they got to ask to figure out like where I\'m going to stay here or not. `[00:25:12]` 所以第一件事是，當人們來到網站上時，所有這些問題都要問出來，比如我要呆在這里，還是不呆在這里。 > So it\'s like what is it. 所以它就像什么。 > Is it right for me. 適合我嗎。 > Where can I get help. 我在哪里能得到幫助。 > How much does it cost. 多少錢 > What\'s the catch and all that stuff. 抓到的是什么之類的東西。 > So all the answers have to be sort of answered. 所以所有的答案都必須得到某種程度的回答。 > `[00:25:26]` So they\'re like really kind of a good rule of thumb as when you land on this within milliseconds you understand very quiet clearly as a user who is the site for. `[00:25:26]` 所以它們就像一條很好的經驗法則，因為當你在幾毫秒內登陸的時候，你會很清楚地理解作為網站用戶的安靜。 > Is it for me as a consumer and what as a site what is this product going to offer. 是作為一個消費者，作為一個網站，這個產品將提供什么。 > And that\'s a you missed on both of those. 這兩個你都錯過了。 > `[00:25:41]` But I will say this you have a great name right. `[00:25:41]` 但是我要說，你有一個偉大的名字是正確的。 > Because like my assumption was what you guys ended up describing right. 因為就像我的假設是你們最后描述的一樣。 > But as I said I went to the site I just got like maybe I\'m wrong in what I thought yeah. 但就像我說的那樣，我去了網站，好像我想錯了，是的。 > Let\'s get go. 我們走吧。 > So scrolling down we see we see next slide. 所以向下滾動，我們看到下一張幻燈片。 > `[00:26:00]` There we are. `[00:26:00]` 我們到了。 > What is utility apre. 什么是實用程序。 > There\'s a wall of text and some generic images. 有一堵墻的文字和一些普通的圖像。 > So the first thing I\'ll be very honest with you I didn\'t read any of that. 所以，第一件事，我會非常誠實地對你說，我沒有讀到這些。 > `[00:26:12]` I know. `[00:26:12]` 我知道。 > `[00:26:13]` I knew I was doing this review and it was still wasn\'t enough to get me to actually read something other people. `[00:26:13]` 我知道我在做這篇評論，但它仍然不足以讓我真正讀到其他人的東西。 > Five seconds let\'s go to the next thing. 5 秒鐘，讓我們去做下一件事。 > `[00:26:22]` So I mean you just got to get that over and over again. `[00:26:22]` 所以我的意思是你得一遍又一遍的去做。 > Like what. 比如什么。 > What people are going to want to know. 人們想知道什么。 > And I think right away is going to be a utility API very obviously is an API for you get access to people\'s utilities bills. 我認為現在是一個實用程序 API，很明顯，它是一個 API，您可以訪問人們的公用設施賬單。 > Who wants access to that. 想要進入這個世界的人。 > Oh probably solar companies or people who want to build on top of the power grid with modern technologies. 哦，可能是太陽能公司或想要利用現代技術建設電網的人。 > Right. 右（邊），正確的 > So what we do is we abstract all the way that\'s authentication of getting that billing data and turned into an asshole query basically for you. 所以我們所做的就是抽象化所有的方式-獲取賬單數據的認證，基本上變成了一個混蛋的查詢。 > `[00:26:48]` Right. `[00:26:48]` 對。 > And in that short sentence it helped me out but that doesn\'t have any of that there. 在這短短的句子里，它幫了我的忙，但這一點都沒有。 > `[00:26:53]` The other I mean I think a good rule of thumb a good rule of thumb. `[00:26:53]` 另一個我的意思是，我認為一個好的經驗法則，一個好的經驗法則。 > I\'m sorry. 我很抱歉。 > Yes I would do this and run seventeen hundred people it\'s a lot easier just than in a room. 是的，我會這樣做，跑一千七百人-這比在房間里簡單多了。 > `[00:27:03]` The other thing is you know a good rule of thumb when you\'re building landing pages is anytime you\'re tempted to put up like clipart. `[00:27:03]` 另一件事是，當你構建登陸頁面時，你知道一個很好的經驗法則，那就是當你被誘惑像懸崖一樣放置的時候。 > It\'s probably doesn\'t need to be there. 它可能不需要在那里。 > That\'s like the clipart almost never as providing any type of information which is valuable for those few milliseconds of scrolling down. 這就像剪貼畫一樣，幾乎從來沒有提供過任何類型的信息，這對于那幾毫秒的滾動是有價值的。 > So I don\'t know. 所以我不知道。 > Two blue silhouettes shaking hands I don\'t know what that\'s telling me. 兩個藍色的剪影握著手，我不知道那是什么意思。 > All right continuing on. 好的繼續。 > So this is the first time where I had some understanding of what you guys actually did these are actual use cases. 這是我第一次了解你們到底做了什么-這些都是實際的用例。 > But the problem is I clicked on the use cases linked to using the euro. 但問題是，我點擊了與使用歐元相關的用例。 > It doesn\'t say whose cases are actually in the title. 它并沒有說明到底是誰的案件出現在標題中。 > And so then you know that\'s a little bit more processing we weren\'t going to copy details here. 所以，你知道，這是一個更多的處理，我們不打算復制細節在這里。 > Some of the copy could actually use work like the maybe the headers shouldn\'t be distributed solar energy tools and you fishermen literally the customers that are actually using the product because then I can quickly and I\'m one of those people I\'m an SUV. 有些拷貝實際上可以使用像這樣的工作，也許頭不應該被分發太陽能工具，而你漁民們實際上是使用該產品的客戶，因為這樣我就可以快速地，我是其中一個人，我是一輛 SUV。 > `[00:27:58]` You\'re a developer trying to build. `[00:27:58]` 你是一個試圖構建的開發者。 > `[00:28:01]` You know I\'m a utility company\'s project manager. 你知道我是一家公用事業公司的項目經理。 > I could see this. 我能看到這個。 > So you\'re actually putting the people who are actually part of the use cases as as you\'re going to get that transfer information that much faster. 因此，您實際上是將那些實際上是用例一部分的人放在一起，因為您將更快地獲得該傳輸信息。 > Finally getting to the further down this is probably the most confusing part of the page. 最后，繼續下去，這可能是頁面中最令人困惑的部分。 > Only after reviewing this a couple of times that I realize that these are actually not comparisons with each other. 只是在回顧了幾次之后，我才意識到這些實際上不是相互比較的。 > One is a fifty dollar a one time charge and the other is a five dollar monthly because I kept thinking there\'s like an order of magnitude difference in pricing so I must be missing something in these like this right. 一次收費是五十美元，另一次是每月五美元，因為我一直認為定價上有數量級的差別，所以我肯定漏掉了像這樣的東西。 > And there\'s only one difference in the checklist which is the first check. 清單上只有一個不同之處，那就是第一次檢查。 > `[00:28:39]` Right. `[00:28:39]` 對。 > So it just takes too long to figure that out. 所以花了很長時間才弄明白。 > And like what you say is you\'re telling the difference is like how you use it is how it\'s different. 就像你說的，你說的是不同之處，就像你如何使用它，它是如何不同的。 > Right. 右（邊），正確的 > But what you really need to do is tell me why it would be appropriate for me. 但你真正需要做的是告訴我為什么這對我來說是合適的。 > Right. 右（邊），正確的 > So it\'s like hey do you need to one time grab all the billing data from from one of your customers. 所以這就像你需要一次從你的客戶那里獲取所有的賬單數據嗎？ > Right. 右（邊），正確的 > This is the one you need. 這是你需要的。 > Oh do you need to have continuous access to your customers data. 哦，您需要連續訪問您的客戶數據嗎？ > This is the one you need. 這是你需要的。 > `[00:29:02]` So that should be the only thing that is sort of a punch line here is the way you display information especially in pricing dramatically impacts the way people relate to. `[00:29:02]` 所以，這應該是唯一能讓人發笑的地方，就是你展示信息的方式，尤其是在定價方面，會對人們的關系產生巨大的影響。 > `[00:29:12]` Is this for me. `[00:29:12]` 這是給我的嗎？ > Which one of these options that I pick. 我所選擇的選擇之一。 > And you put it this way it really is like a comparison between one or the other. 你這樣說，這就像一個或另一個的比較。 > Also just don\'t like it may be easy to deduce information you agreed with Xs rather than exactly the same. 另外，不要喜歡推斷出與 Xs 一致的信息，而不是完全相同的信息。 > `[00:29:23]` You know my my gut tells me like what I would do is just say like hey we offer two different products right. `[00:29:23]` 你知道我的直覺告訴我，我要做的就是說，嘿，我們提供兩種不同的產品。 > And every company might have to use need to only use one or did you use both. 每一家公司都可能只能使用一種需求，或者兩者都使用過。 > `[00:29:34]` OK. `[00:29:34]` 好的。 > So continuing on. 所以還在繼續。 > Further down the page. 再往下看。 > `[00:29:38]` Oh I love it. `[00:29:38]` 哦，我愛死它了。 > He\'s being smart. 他很聰明。 > `[00:29:41]` That\'s the way that this could be worth all the way to be whereas if you had like a picture of a globe and it was the region that you were precisely who this tiny we have this little coverage in this vast vast markets. `[00:29:41]` 這是值得的，然而，如果你有一張地球儀的照片，而這正是你所在的地區，我們在這個廣闊的市場上有這么少的報道。 > `[00:29:59]` So like this zoom in to California and then you\'re like oh sure these guys are really pretty big they\'re all in California. `[00:29:59]` 就像這樣，放大到加利福尼亞，然后你就會覺得，哦，這些家伙真的很大，他們都在加州。 > `[00:30:08]` Yeah. `[00:30:08]` 是的。 > Percent of all electricity and 10 percent of theU.S. 占總電力的 10%和美國的 10%。 > Cool World. 酷世界。 > `[00:30:14]` You don\'t make it look like 10 percent. `[00:30:14]` 你不能讓它看起來像 10%。 > `[00:30:19]` Again I\'m going to reiterate the harshness. `[00:30:19]` 我要再次重申這種嚴厲。 > We don\'t mean to say this raises a great feedback thank you. 我們并不是說這會引起很好的反饋，謝謝。 > Now let\'s jump into the product itself. 現在讓我們跳到產品本身。 > `[00:30:28]` You sent me a. `[00:30:28]` 你給我發了一封信。 > You sent me a code. 你給我發了密碼。 > I put it in. 我把它放進去了。 > And this is what I land into. 這就是我著陸的原因。 > `[00:30:34]` This is you have a question for you. `[00:30:34]` 這是你有一個問題要問你。 > What\'s the most important thing you want people to do on this page click the Add new. 您希望人們在此頁面上做的最重要的事情是什么，單擊“添加新”。 > `[00:30:41]` Oh. `[00:30:41]` 哦。 > I knew the tiniest link there. 我知道那里最微小的聯系。 > So I actually went back to your e-mail because I was like this is I have no idea maybe this is the whole product I\'m just looking at it and then you have this simple 12 step simple 12 step process through how to demo your product. 所以我回到你的電子郵件，因為我是這樣，我不知道，也許這是整個產品，我只是看看它，然后你有一個簡單的 12 步的過程，通過如何演示你的產品。 > So. 所以 > `[00:31:00]` The two points are like 12 steps of the law a lot. `[00:31:00]` 這兩點很像法律的 12 步。 > `[00:31:04]` The other point is all of this should be built into the product so you know very quickly add new is the goal or add services to the fourth item on there. `[00:31:04]` 另一點是，所有這些都應該內置到產品中，所以您知道，快速添加新的是目標，或者向第四項添加服務。 > `[00:31:12]` So that is what our friends are just design wise. `[00:31:12]` 這就是我們的朋友們所設計的智慧。 > Right. 右（邊），正確的 > The thing that looks like a button that\'s the thing that actually activates the page I\'m on my services right and if I click on that it just refreshes the page. 這個東西看起來像一個按鈕，它實際上激活了頁面，我的服務是正確的，如果我點擊這個按鈕，它只會刷新頁面。 > Yeah. 嗯 > And then add new of course. 然后添加新的當然。 > You know the two tiniest link on. 你知道兩個最小的鏈接。 > Yes. 是 > This is like they my my my recommendation is you just start on add new. 這就像他們，我的建議是你剛剛開始添加新的。 > Yeah. 嗯 > You know they don\'t have any. 你知道他們沒有。 > You\'re just going to jump right in. 你就直接跳進去吧。 > `[00:31:35]` So the way Kevin actually dealt with this he really thought those were tabs. `[00:31:35]` 凱文處理這件事的方式，他真的認為這些都是標簽。 > And so he\'s saying oh well wait this is like my SO really we were really pretty lost here. 所以他說，哦，等等，這就像我的，真的，我們真的迷路了。 > So anyways we actually click add new I just zoomed in on if you guys can see for the for the value this is probably how big it should be. 所以無論如何，我們實際上點擊 Add，New，我只是放大了一下，如果你們能看到這個值，這可能是它應該有多大。 > `[00:31:53]` Well it\'s fairly massive do it. `[00:31:53]` 嗯，它是相當大的，做吧。 > Laughter. 笑聲。 > `[00:31:58]` And so finally I click add new fire there\'s a bit of a lag here on the clicker and I\'m sent to this is nice because it tells me very clearly there\'s a couple of steps that I have to do. `[00:31:58]` 最后，我點擊“添加新火”，點擊這里的點擊器有點滯后，我被派到這里來，這很好，因為它很清楚地告訴我，有幾個步驟是我必須要做的。 > I click step in the dropped on actually click on demo as you told me in the e-mail. 我點擊步驟的下降，實際上點擊演示，正如你在電子郵件中告訴我的。 > `[00:32:16]` And what you guys might have not noticed when I clicked on demo a third step appeared underneath but it\'s below the page fold so I didn\'t know it until I\'d retry it. `[00:32:16]` 當我點擊演示時，你們可能沒有注意到，第三步出現在下面，但它在頁面折疊下面，所以我不知道，直到我重新嘗試它。 > And so these are things that so the kind of general the takeaway here is what\'s happening in real life in front of you guys is we\'re like users who are using this who have no context about what the product is. 這些都是這樣的東西，一般的，這里的外賣，在你們面前的現實生活中發生了什么，我們就像使用這個的用戶，他們不知道產品是什么。 > A lot of times when founders design their products they\'re using terms and interactions which they\'ve already kind of they\'ve already cash in their mind and so they\'re like oh of course well you know clearly someone is going to be picking the utility you\'re going to be and the you know. 很多時候，當創始人設計他們的產品時，他們使用的是他們已經意識到的一些條款和互動，所以他們會想，哦，當然，你知道，很明顯，有人會選擇你將要成為的公用事業公司和你所知道的公司。 > `[00:32:53]` Yeah. `[00:32:53]` 是的。 > So at this point I was like almost like Wait is this for more for consumers or what have you like. 所以在這一點上，我幾乎就像是在等待，這是為了更多的消費者，或者你喜歡什么。 > I didn\'t realize like this is a demo. 我沒意識到這是個演示。 > This is what you could avoid as a developer and just nothing was explicit. 這是您作為開發人員可以避免的，只是沒有什么是明確的。 > `[00:33:03]` And at this point you\'re probably thinking this is will we develop the API. `[00:33:03]` 此時，您可能會認為這是我們將開發的 API。 > Where\'s the documentation and why documented because it wasn\'t on the home page. 文檔在哪里，為什么要文檔化，因為它不在主頁上。 > `[00:33:10]` I feel like for every API company the biggest thing you need to understand as an API the interface is documentation right. `[00:33:10]` 我覺得對于每一家 API 公司來說，最需要理解的是，作為一個 API，接口是文檔對的。 > That\'s the thing you need to get people most excited about and it actually is when we went through docs. 這就是你需要讓人們最興奮的事情，事實上，這是我們讀博士的時候。 > Those are great. 太棒了。 > `[00:33:23]` There are tons of examples and you show up on Nightline on your on your applause there\'s no link to the documentation from your line but it\'s totally intentional because it is a B2B it\'s the document. `[00:33:23]` 有大量的例子，你出現在夜幕上，在你的掌聲中，沒有鏈接到你的線路上的文檔，但是它完全是故意的，因為它是 B2B 的-它是文檔。 > `[00:33:42]` But the thing is like Yeah there\'s no what you want to do is sell them upfront. `[00:33:42]` 但事情是這樣的 > Right. 右（邊），正確的 > This is what you get the actual product. 這就是你真正得到的產品。 > `[00:33:51]` Yeah. `[00:33:51]` 是的。 > Even if you beat a beat let\'s say you\'re in a pay or some sort of app that that would not be an excuse not to show screenshots of the application that\'s your site to think about like how do people buy services like this. 即使你表現出色，比如說你在付費或者其他應用程序中，也不能以此為借口不顯示你網站上的應用屏幕截圖，比如人們是如何購買這樣的服務的。 > `[00:34:00]` And it\'s going to be someone at the bottom level of who\'s a developer who\'s like hey I need to solve a problem. `[00:34:00]` ，我需要解決一個問題，在底層的某個開發人員中，我需要解決一個問題。 > Searches were like Whatever Pompey\'s and like your documentation is going to be rich with stuff that\'s going to easily be findable. 搜索就像龐培的任何東西一樣，就像你的文檔會有豐富的東西一樣，這些東西是很容易找到的。 > But also you can search look at really quick you say OK. 但你也可以快速搜索，看看你說的 OK。 > You know I think this is what I sort of need. 你知道我覺得這是我需要的。 > Now I\'ll go in and sign up and like go through all the trouble. 現在我要進去報名了，并且愿意經歷所有的麻煩。 > Figure all this stuff out because like this interface what I didn\'t realize until I read the docs is that this is an example right. 找出所有這些東西，因為像這樣的界面，直到我讀到文檔，我才意識到這是一個正確的例子。 > This is an example of like how to use their API and connect to all this stuff. 這是一個如何使用他們的 API 并連接到所有這些東西的例子。 > This is an example of something that developers could build right so in the top right. 這是一個例子，開發人員可以構建正確的，所以在右上角。 > `[00:34:32]` Every `[00:34:32]` page you can download a Jason format of this particular page and on the aged Hammell if you just change that the DOT Jason it\'ll be the Jason implementation of that page. [00：34：32\]每頁`[00:34:32]` 您可以下載此特定頁面的 Jason 格式，如果您更改 DOT JasonIt 將是該頁面的 Jason 實現，則可以在老化的 Hammell 上下載。 > `[00:34:42]` So not now brought in an example here a demo example What should I press I should hit activate correct. `[00:34:42]` 所以現在不要引入一個示例，一個演示示例，我應該按什么，我應該按一下“激活正確”。 > Luckily that was the only button that I saw so I did hit it and then it brings in essentially fake data and it says 13 bills over 96 time intervals and then I really didn\'t know what to do here I clicked on PTF and actually saw oh there\'s a demo Bell and that\'s really what you want to get users to it too. 幸運的是，這是我唯一看到的按鈕，所以我點擊了它，然后它帶來了本質上是假的數據，它說，13 賬單在 96 個時間間隔，然后我真的不知道做什么，我點擊了 PTF，實際上看到了哦，有一個演示鐘，這也是你真正想讓用戶使用它。 > I think the key takeaway here is just in workflow. 我認為這里的關鍵是工作流程。 > You know it really took a long time to get cut to just to see that users will do one tenth of the effort that we did to try to understand it. 你知道，只有花很長的時間才能看到用戶會花十分之一的努力去理解它。 > And yeah yeah exactly. 沒錯。 > And then the last thing here is the actual documentation done very well. 最后一件事是實際的文檔做得很好。 > So or as well as I think like I would do everything you can\'t put that front and center and use that as your selling point. 所以，或者說，就像我想的那樣，我會盡一切努力，你不能把它放在前面和中間，把它作為你的賣點。 > `[00:35:32]` We\'re out of time. `[00:35:32]` 我們沒時間了。 > That\'s how we get. 我們就是這樣得到的。 > `[00:35:38]` Coming up here. `[00:35:38]` 來到這里。