# Kathryn Minshew at Startup School NY 2014 > `[00:00:00]` Next you\'re going to hear from Kathryn Minshew. `[00:00:00]` 接下來你將聽到 Kathryn Minshew 的消息。 > Catherine is the CEO and founder of the Muse. 凱瑟琳是繆斯的首席執行官和創始人。 > So the news is a job discovery tool that\'s helping one million people a month find the Korek find careers at awesome companies. 因此，這個消息是一種就業發現工具，它每月幫助 100 萬人在令人敬畏的公司找到工作。 > So Kathryn has heard me say this before but one of my favorite fun facts about her is that when she was a kid she wanted to be Zorro when she grew up. 凱瑟琳以前聽我這么說過，但我最喜歡的一個有趣的事實是，當她還是個孩子的時候，她長大后想成為佐羅。 > But you know she she\'s not Zorro today but she didn\'t do too shabbily before she started the muse. 但你知道，她今天不是佐羅，但在她開始沉思之前，她并沒有做得太邋遢。 > Catherine worked with the Clinton Health Initiative focusing on vaccine access in Africa. 凱瑟琳與克林頓健康倡議合作，重點是在非洲獲得疫苗。 > And before that she was at McKinsey and Company. 在那之前她在麥肯錫和公司工作。 > So I\'m really happy to have her here today. 所以我很高興她今天能來。 > Welcome KATHERINE. 歡迎凱瑟琳。 > `[00:00:49]` Hi everyone. `[00:00:49]` 大家好。 > Very very excited to be here with you a little bit today. 很高興今天能和你在一起。 > She said I\'m Kathryn Minshew. 她說我是凱瑟琳·明休。 > I\'m the founder and CEO of a company called the muse. 我是一家叫做繆斯的公司的創始人和首席執行官。 > And we help people figure out essentially what do they want to do with their lives and how do they get there. 我們從根本上幫助人們找出他們想要做些什么，以及他們是如何到達那里的。 > So career advice free classes job opportunities and behind the scenes profiles into what is actually like to work at places like Facebook Uber gucci. 因此，職業咨詢、免費課程、工作機會以及幕后的個人資料，實際上是在 Facebook、優步(Uber)、古奇(Gucci)這樣的地方工作的。 > But what I want to talk to all about today is a perception issue that I think exists in the startup world and that it\'s very easy to look at companies that are two or three down years down the line. 但我今天想要談的是一個感知問題，我認為這個問題存在于初創企業的世界里，很容易就能看到那些在未來兩到三年都在下滑的公司。 > Sometimes companies that are quite a bit farther than that see everything they\'ve built this is Facebook profile of a muse you can see all the different photos video a lot of design. 有時候，比這更遠的公司會看到他們建立的所有東西-這是 Facebook 的個人資料，你可以看到所有不同的照片，視頻，大量的設計。 > We\'ve spent time on. 我們花了很多時間在。 > And it\'s easy to look at things like that and say wow you know people must have these brilliant ideas they\'ve sort of hit them like a flash of lightning and then instantly they start creating it\'s much much easier to show that successful growth than to talk about what often comes before which as I said is a lot of failure. 我們很容易看到這樣的事情，然后說：“哇，你知道，人們一定有這些聰明的想法 > So I\'m a veteran of two companies the Musa\'s my second startup and I don\'t often talk about the first because it looked like this. 因此，我是兩家公司的老手，穆薩是我的第二家初創公司，我不經常談論第一家公司，因為它看起來像這樣。 > And in case you can\'t see it that\'s nearly flat growth at around 3000 users a month over eight or nine months so it was repetitive and consistent failure. 如果你看不到，在 8 到 9 個月的時間里，用戶每月大約 3000 人的增長幾乎是平穩的，所以這是重復的、持續的失敗。 > And I think consistently when you look at startups it\'s much easier to pretend that you\'re crushing it all the time than to show the work in progress. 我一直認為，當你看到初創公司時，假裝你一直在破壞它，比展示正在進行中的工作要容易得多。 > But make no mistakes. 但不要犯錯誤。 > Most startups are a work in progress. 大多數初創企業都是一項正在進行中的工作。 > In fact I like to say that evolution from SOC to suck less. 事實上，我喜歡說從 SOC 進化到吸得更少。 > So I want to take you through the early kind of suck of the muse and walk you through some of the lessons we learned a couple of the like. 所以，我想帶你們經歷一下早期的沉思，然后帶你們去學習我們學到的一些東西。 > Oh god why did we do that mistakes. 天啊，我們為什么要犯那樣的錯誤。 > And a few things that hopefully will be helpful for you all as you go around starting businesses or building companies. 還有一些希望對你們大家都有幫助的事情，當你們開始創業或建立公司的時候。 > So the muse\'s origin story starts with me as a 3 year old wanting to be a firefighter and as casata also desperately wanted to be Zorro not realizing that that was perhaps not a viable career path. 因此，繆斯的起源故事始于我 3 歲的時候，我想成為一名消防員，而卡薩塔也非常想成為佐羅，卻沒有意識到這也許不是一條可行的職業道路。 > But my grandfather was a firefighter and I had a pretty clear idea of what it meant to do that. 但我祖父是一名消防員，我很清楚這意味著什么。 > And then as I got older I thought to myself well for a while I wanted to be a CIA agent or international woman of mystery for a long time as well. 后來，隨著年齡的增長，我對自己的想法很好，有一段時間我也想成為一名中情局特工或國際神秘女子。 > I thought that maybe it would be a Broadway actress and so actually it\'s quite fun to be back here on the stage. 我想也許這會是個百老匯女演員，所以回到舞臺上真的很有趣。 > But when I started my first job which was a management consulting job at McKinsey I knew that that wasn\'t it. 但當我開始我的第一份工作，也就是麥肯錫的管理咨詢工作時，我知道那不是這樣的。 > That wasn\'t what I wanted to be doing and two three four or five years. 這不是我想要做的，也不是我想要的兩年、三、四、五年。 > And so I set out to figure out well what do I want to be doing with my life. 所以我開始想辦法弄清楚我想用我的生活做什么。 > I asked friends and family a lot of them were in relatively traditional careers banking law. 我問朋友和家人，他們中的很多人都從事相對傳統的職業，銀行法。 > They didn\'t want to do those and then I went to Job boards which is where a lot of people add up and oh geez this is what I got. 他們不想這么做，然后我去了求職板，這是很多人加起來的地方，哦，天哪，這就是我得到的。 > These are the sorts of things I was seeing on a daily basis including one search on Monster. 這些都是我每天都能看到的東西，包括對怪物的一次搜索。 > I think it was for business strategy jobs that told me I should be an assistant manager at a 7-Eleven in Secaucus New Jersey. 我想是商業戰略工作告訴我，我應該在新澤西州塞考斯市的 7-11 酒店擔任助理經理。 > I was like thank you very much. 我就像非常感謝你。 > I took some career quizzes. 我參加了一些職業測試。 > One of them said I should be a merchant mariner. 其中一個說我應該當個商船水手。 > I think because I like to travel and I enjoy the outdoors. 我想是因為我喜歡旅游，喜歡戶外活動。 > But ultimately there was really nothing that gave me any sense of what it actually meant to do different jobs and around the same time I met my co-founder. 但最終，沒有什么能讓我感覺到做不同的工作意味著什么，就在我遇見我的聯合創始人的同時。 > One of them. 其中之一。 > Alex is here today and we started talking about some of these issues around the fact that the way people think about their career individually has changed so much. 阿萊克斯今天來到這里，我們開始談論其中的一些問題，因為人們對自己職業生涯的思考方式已經發生了很大的變化。 > People are no longer kind of looking for a transactional. 人們不再尋找交易。 > I show up at 9 I leave at 5 you give me a paycheck. 我 9 點出現，5 點離開，你給我薪水。 > They\'re much more concerned with questions like well what is the culture of the company. 他們更關心這樣的問題：公司的文化是什么？ > What will I do when I get there. 等我到了那里我該怎么辦。 > How will I play a part in the company\'s growth. 我將如何在公司的成長中發揮作用？ > You can\'t get that through a lot of platforms and I wish I could say that the kind of idea for The Muse hit us like a bolt of lightning or like Athena sprinting fully formed out of the head of Zus but in reality it was much much more slow. 你不可能在很多平臺上做到這一點，我希望我能說，繆斯的想法像閃電一樣擊中了我們，或者像雅典娜那樣沖出了祖斯的腦袋，但實際上要慢得多。 > In fact this is our first website that we launched with on September 6 2011 and honestly it\'s kind of a piece of crap and when we thought it was great at the time and given that we were basically subsisting on ramen and hopes and dreams it was I think a very good effort in fact we attracted 20000 people in the first month 26000 in the second month 70000 people in the third. 事實上，這是我們在 2011 年 9 月 6 日推出的第一個網站，老實說，這是一種垃圾，當我們當時認為它很棒的時候，考慮到我們基本上依靠拉面、希望和夢想生存，我認為這是一個很好的努力，事實上，我們在第一個月吸引了 20000 人，第二個月吸引了 26000 人，第三個月吸引了 70000 人。 > So clearly we had hit some sort of chord even though obviously there was a lot a lot to be desired. 所以很明顯，我們已經達到某種程度的和弦，盡管顯然還有很多需要改進的地方。 > We started out with career content because when you create a marketplace where you have buyers and sellers in this case candidates and companies that want to hire them it\'s a lot easier if you can get one side of the marketplace started first. 我們從職業內容開始，因為當你創建一個有買家和賣家的市場時，應聘者和想雇用他們的公司就會容易得多，如果你能先從市場的一邊起步的話，那就容易多了。 > And so we thought well if we don\'t want to have a whole bunch of jobs on their first or if we can\'t get companies to work with us. 所以我們想，如果我們不想第一次得到一大堆工作，或者我們不能讓公司和我們一起工作的話。 > What\'s one way to solve that problem. 解決這個問題的一種方法是什么？ > Career content. 職業內容。 > We also started testing appetite for jobs and one of the things that I think is funny is the very first company that we ever worked with was Uber when they had maybe 50 employees. 我們還開始測試人們對工作的興趣，我認為最有趣的是，我們第一家與優步合作的公司，當時他們可能有 50 名員工。 > They were active in two cities and they were trying to launch Chicago and we did a little test with them and it was really interesting because what it proved was people said this is a little bit hard to use. 他們活躍在兩個城市，他們試圖推出芝加哥，我們對他們做了一些測試，這真的很有趣，因為事實證明，人們認為這有點難用。 > The design is pretty ugly but they got to see a bit more inside. 這個設計很難看，但是他們得多看一些里面的東西。 > What was it actually like to work at Uber before they applied. 在他們申請之前，在優步工作到底是什么感覺？ > It was a pretty big success on both sides. 雙方都取得了很大的成功。 > So then we really set about building word of mouth. 所以我們真的開始建立口碑了。 > We had this platform our original concept was actually geared to professional women. 我們有了這個平臺，我們最初的概念實際上是面向職業女性的。 > And so we thought to ourselves all right what are the ways to get users with no money with absolutely no we had no reputations with no connections. 所以我們想，好吧，有什么方法可以讓用戶沒有錢，絕對沒有，我們沒有名聲，沒有聯系。 > The four things we found to be super effective. 我們發現的四件事非常有效。 > One was just asking for word of mouth. 一個只是想要口碑。 > So when we launched the muse I scraped my gmail for everyone that I had emailed with over the past three years. 所以，當我們推出繆斯時，我為過去三年中與我一起發過郵件的人收集了我的 Gmail。 > I took out things like Do not reply at pay pal. 我拿出了一些東西，比如不要在工資上回復。 > I took out things that were clearly someone that was either a bot or that I hadn\'t communicated with and for everyone else I sent a really nice short email that said I want to let you know we\'re launching Muze. 我拿出了一些很明顯是機器人的東西，或者我沒有和其他人溝通的東西。對于其他人，我發了一封非常好的短郵件，上面寫著我想讓你知道我們要發射 Muze 了。 > I had a one line description and I said if you want to share on social here\'s a tweet so people could literally copy paste a post because if you ask people to tweet you don\'t tell them what to tweet. 我有一句話描述，我說如果你想在社交網站上分享，這里有一條推文，這樣人們就可以直接復制粘貼一條帖子，因為如果你要求人們發推，你就不會告訴他們該發什么。 > A lot of people won\'t bother and send it to so many people that Google actually shut down my account because they thought it was a spammer. 很多人都不愿意把它發送給這么多人，以至于 Google 實際上關閉了我的賬戶，因為他們認為它是垃圾郵件發送者。 > I think that happens anyway at about twelve hundred e-mails in one day. 我想至少在一天之內就會發生 1200 封電子郵件。 > So you don\'t actually recommend doing that. 所以你不建議這么做。 > But we asked a lot of people to help us. 但我們請了很多人來幫我們。 > We also reached out to like minded groups so since we were doing a women\'s career site I reached out to probably 6 700 groups individually small professional organizations massive industry groups and I said this is what I\'m doing and I\'d love your feedback so if you just ask people to share office it\'s it\'s almost like you\'re asking for something from them instead of saying I would love your opinion and we don\'t get a lot of great opinions and obviously a lot of people shared it and then content the content thing. 我們也接觸到志同道合的群體，因此，既然我們在做一個女性職業網站，我接觸到了大約 6700 個團體，個別的小型專業組織，大規模的行業團體，我說這就是我正在做的，我很喜歡你的反饋，所以如果你只要求人們分享辦公室，它就像你要求他們的東西，而不是說我會愛他們。你的意見，我們沒有得到很多偉大的意見，很明顯，許多人分享它，然后滿足的內容的東西。 > Become your best friend again. 再次成為你最好的朋友。 > When we were trying to get an audience and get awareness around what it was we were doing. 當我們試圖吸引觀眾并了解我們在做什么的時候。 > One of the most effective things for us was creating great content on career issues because if I posted a site right now and I said I\'m looking for people who want jobs in New York and San Francisco. 對我們來說，最有效的事情之一是在職業問題上創造很好的內容，因為如果我現在發布了一個網站，我說我正在尋找想在紐約和舊金山工作的人。 > That\'s a relatively small percentage of people in this room or in the general population. 這是一個相對較小的比例，在這個房間里或在一般人口中。 > But if I say I have a really great article on how to be more effective at answering e-mail or how to master the informational interview there\'s a much wider population of people that draws it was one of the reasons I think that as we grew we were able to create our own PR and our own buzz. 但是，如果我說我有一篇關于如何更有效地回復電子郵件或如何掌握信息面試的文章，那就有更多的人參與，這也是我認為隨著我們的成長，我們能夠創造出自己的公關和自己的熱議的原因之一。 > And then despite the fact that we were growing we entered the fundraising trough of sorrow. 然后，盡管我們在成長，我們進入了悲傷的籌資槽。 > So this is the fall of 2011 and we had this baby site on the off the ground that we were seeing about 70000 people a month coming to visit it in our first and our third month alive. 這是 2011 年的秋天，我們在地上看到了這個嬰兒網站，我們每個月都能看到大約 70000 人在我們活著的第一個月和第三個月訪問這個網站。 > And yet we were kind of running into the same issues over and over and over again. 然而，我們一次又一次地遇到同樣的問題。 > In fact I pitched 148 people sorry 150 people in New York City. 事實上，我在紐約市向 148 人道歉，150 人道歉。 > I like to joke that I\'ve pitched every single investor in New York City at least once. 我喜歡開玩笑說，我至少在紐約市向每一個投資者推銷過一次。 > I pitched 150 of them and 148 said no and 2 said maybe come back to us. 我投了其中的 150 個，148 個說沒有，2 個說也許會回到我們身邊。 > I like what you\'re doing and it is interested in content was very very unsexy in 2011. 我喜歡你所做的事情，它對 2011 年的內容非常不感興趣。 > So I think there\'s a lot of ways that the themes of the investment market can affect how people are interested in what you\'re doing. 所以我認為投資市場的主題會影響人們對你所做的事情的興趣。 > Job Search was also not actually sexy and we were also running up against some really interesting long held stereotypes. 找工作也不是很性感，我們也遇到了一些有趣的、長期持有的陳詞濫調。 > So since at the time we were targeting professional women I had a lot of people say things to me like well. 所以，自從我們把目標對準職業女性以來，我有很多人對我說得很好。 > Are those women going to lose interest in your site. 那些女人會對你的網站失去興趣嗎。 > Once they turn 30 and have babies I was like No it doesn\'t actually work that way anymore. 一旦他們到了 30 歲，生了孩子，我就像不一樣了。 > Thank you for your input. 謝謝你的意見。 > We had a lot of really interesting really really interesting feedback. 我們得到了很多非常有趣的反饋。 > Also had you. 還有你。 > The people people said things like well I\'m sure women in New York really care about their careers. 人們說得很好，我確信紐約的女性真的很關心她們的職業生涯。 > But once you get outside of that you know. 但一旦你走出了困境你就知道了。 > So we have to also do a little bit of of kind of telling a lot of the investors we were speaking that we weren\'t building necessarily a product for people like them. 因此，我們還得對很多投資者說，我們并不一定要為像他們這樣的人打造一種產品。 > We were building a product for someone who is 27 years old living in Chicago orSt. 我們在為住在芝加哥或圣的 27 歲的人建造一種產品。 > Lewis or Boston who wants to do something different than what they\'re doing right now. 劉易斯或波士頓，他們想做一些與他們現在所做的不同的事情。 > It doesn\'t necessarily have their personal network to get there. 它不一定有他們的個人網絡到達那里。 > What was interesting is the first people who gave us a 100 percent definitive yes was Y Combinator. 有趣的是，第一批給我們 100%確定答案的人是 Y 組合器(YCombinator)。 > So this is us. 這就是我們。 > On the day we interviewed we were absolute fucking terrified. 在我們采訪的那天，我們他媽的嚇壞了。 > We were also a little bit though I think we were a little bit of raw is the right word but by the time we did our Weiss\'s application I felt like I had been turned down by so many people. 我們也有一點，雖然我認為我們有點原始是正確的話，但當我們做了 Weiss 的申請時，我覺得我已經被很多人拒絕了。 > I really give a fuck if anyone else turned down and I think actually put in our application which is online. 如果其他人拒絕了，我真的很在乎，我想我真的把我們的應用程序放在網上了。 > If you google the muse why the application you could probably find it. 如果你在谷歌上搜索應用程序的原因，你可能會找到它。 > We publish our entire application and I think actually where the line in there which was like even if you don\'t find us and we hope you fund us. 我們發布了我們的整個應用程序，我認為實際上在哪里，在那里，就像，即使你找不到我們，我們希望你為我們提供資金。 > But even if you don\'t for us we\'re going to do exactly this and we\'re going to take over the world. 但即使你不支持我們，我們也會做到這一點，我們將接管這個世界。 > I basically told them like you know take it or leave it. 我基本上告訴他們，就像你知道，要么接受，要么離開。 > And I think that sort of attitude that we were going to make this work come hell or high water or anything really resonated and you know we were watching that really terrible. 我認為這種態度，我們會讓這件事發生在地獄或高水區，或者其他任何東西上，你知道，我們看到的是非常糟糕的場面。 > I think it was a George Clooney movie the movie The Ides of March. 我想是喬治·克魯尼的電影“三月的偶像”。 > I don\'t remember any of it. 我什么都不記得了。 > We were sitting there and my phone was on the seat between Alex and I. 我們坐在那里，我的手機在亞歷克斯和我之間的座位上。 > And it lit up with the number from y c. 上面點亮了 YC 的號碼。 > And you know if you if they call you you\'ve gotten in and if they e-mail you haven\'t. 如果他們打電話給你，你就會知道，如果他們給你發了電子郵件，你就沒有了。 > And I went tearing out of the theater with Alex Melyssa following me and I put it on speaker. 我和亞歷克斯·梅爾薩跟著我從戲院里走了出來，我把它放在揚聲器上。 > Of course whenP.J. 當然當 P.J.。 > said you know we want to invite you to be in the next class. 你知道我們想邀請你參加下一堂課。 > Melissa started screaming and I\'m like you know put it back on mute. 梅麗莎開始尖叫，我就像你知道的，把它放回靜音里。 > But it was really exciting. 但那真的很令人興奮。 > And we felt like we have arrived. 我們覺得我們已經到了。 > We have been funded by we I see it. 我們已經得到了我們的資助，我看到了。 > Our troubles are over. 我們的麻煩結束了。 > And as Jack said that is never true. 就像杰克說的那樣，這從來都不是真的。 > I don\'t think it\'s ever possible to say like we\'re here. 我不認為我們在這里是不可能的。 > Our troubles are completely over. 我們的麻煩完全結束了。 > In fact as soon as we got accepted to see we started thinking really big and in fact too big because our first ideas were insanely complicated. 事實上，當我們被接受的時候，我們就開始想得很大，實際上太大了，因為我們最初的想法非常復雜。 > This is a mock that we made of what we wanted the muse to look like in January 2012 right when we started Y C and it has a ton going on. 這是我們在 2012 年 1 月剛開始使用 YC 的時候，我們想讓這個繆斯看起來像什么樣子的模仿，而且它還在繼續。 > There\'s seven different features here. 這里有七個不同的特征。 > It was going to you know pull in from all your different social networks and be optimized for your personality and a million other things. 你知道，從你所有不同的社交網絡中拉進來，并對你的個性和其他事情進行優化。 > And I remember going into a meeting with PGE and a couple other partners and we were so proud and we started to kind of explain and put on the whiteboard. 我記得我和 PGE 和其他幾個合作伙伴開了個會，我們很自豪，我們開始解釋，然后在白板上。 > And within seconds he\'s like whoa just launch already and. 幾秒鐘之內，他就像哇，已經發射了。 > And that was I mean that was a big moment for us. 我是說，這對我們來說是個重要的時刻。 > He basically said this will never get off the ground. 他基本上說這永遠不會離開地面。 > You will never be able to test which of these seven things people are excited. 你永遠無法測試這七件事中的哪一件讓人興奮。 > Pick one. 選一個。 > Strip it down and launch and start to test Amand. 把它拆下來，發射，開始測試阿曼德。 > And so within the next 14 days we redesigned the profiles found five companies to be clients sent photographers from our network into their offices and launched on Tech Crunch February 22nd. 因此，在接下來的 14 天里，我們重新設計了這些簡介，發現五家公司都是客戶，將攝影師從我們的網絡發送到他們的辦公室，并于 2 月 22 日在 TechCrunch 上發布。 > Now it has obviously been a pretty crazy road since then. 從那以后，這顯然是一條相當瘋狂的道路。 > We know we were reaching about 100000 people a month when we launched. 我們知道，當我們啟動的時候，我們每個月要接觸到大約 100000 人。 > We\'re seeing about a million and a half a month now. 我們現在看到大約一百五十萬個月了。 > We work with 200 brands which never would have happened if we had not obviously upgraded and iterated the design. 我們與 200 個品牌合作，如果我們沒有明顯升級和迭代設計，這是不可能發生的。 > But there\'s there\'s basically a couple of key things that I feel like we learned the hard way. 但基本上有幾件關鍵的事情，我覺得我們是很難學到的。 > Luckily less so that I want to run through my last couple of minutes. 幸運的是，我想跑完最后幾分鐘。 > The first is is honoring your word and not just contracts. 第一是遵守諾言，而不僅僅是合同。 > And I was actually thinking about this in the context of the startup community people say it\'s often very very small. 實際上，我是在創業社區的背景下思考這個問題的，人們說它通常很小。 > It\'s also very informal. 這也是非常非正式的。 > And so I think it\'s very common sometimes for people to have handshake agreements on one hand. 因此，我認為，人們有時一方面有握手協議，這是非常普遍的。 > I have been the victim of handshake agreements gone terribly wrong. 我是握手協議出了大錯的受害者。 > So I like to tell people when you\'re doing an agreement especially if it\'s founding a company working for a company to make sure you get things in writing. 所以，我喜歡在你簽訂協議的時候告訴人們，特別是如果你正在創建一家公司，為一家公司工作，以確保你得到書面的東西。 > But even if you are the one in a position of power if you are the one with the company think is incredibly important to be known as someone who will honor your word and not just the contract especially because there\'s always unexpected bumps. 但是，即使你是處于權力地位的人，如果你是公司的人，你也認為被稱為將遵守你的諾言而不僅僅是合同的人是極其重要的，特別是因為總是會有意想不到的顛簸。 > So one of the examples is our first hire ever was an awesome moment. 其中一個例子是，我們的第一次招聘是一個令人敬畏的時刻。 > Adrian who\'s I think also in the audience tonight and you know she she really wanted to hire her early on but we were we were dead broke. 阿德里安，我想今晚也在觀眾中，你知道她很早就想雇用她，但我們已經破產了。 > We had you know we didn\'t have the money to pay our own rent. 我們讓你知道我們沒有錢支付我們自己的房租。 > I think we were like bartering for everything that we got. 我想我們就像在物物交換我們得到的一切。 > And so you and I talked and I was like look we can pay you like this little bit amount of money consistently and then in three or four months once we raise you we\'ll pay you back a little bit more I\'m still not a lot but I was like. 所以你和我聊了起來，我覺得我們可以像以前一樣給你一點錢，然后再過三四個月，一旦我們把你養大了，我們會多還你一點錢，我還是不多，但我是這樣的。 > I\'ll get you that money. 我會給你那筆錢的。 > The second bit by November 1st 2011 and October 2011 I start having stress ulcers because we are not yet in Y Combinator. 到 2011 年 11 月 1 日和 2011 年 10 月，我開始有壓力潰瘍，因為我們還沒有進入 Y 組合器。 > We definitely do not have money and we were seeing the numbers go in the right way I knew that the business had something at its core that was very that could be successful but we certainly weren\'t there now and so I had to go to her and say this is exactly what\'s going on. 我們肯定沒有錢，我們看到數字是正確的-我知道公司的核心有一些非常可能成功的東西，但我們現在肯定不在那里，所以我不得不去找她，說這就是正在發生的事情。 > If you if you want you I will honor the agreement and we can essentially kind of I\'ll figure out a way to get you the money by November 1st or if you\'re all right with it. 如果你想要你，我會遵守協議的，我們基本上可以想辦法在 11 月 1 日前給你弄到錢，或者如果你同意的話。 > You know I think we\'ll have money by mid December and luckily she was all right with it. 你知道，我想我們會在十二月中旬有錢的，幸運的是她還好。 > We raised after when we got into I see we got a little bit of capital. 我們長大后，當我們進入，我看到我們有一點資金。 > We were able to sort of make everything right. 我們能把一切都做好。 > But I think having that having that reputation and making it be very core is something that I think could take you a far a long way especially when I mean shit just sometimes doesn\'t go according to plan. 但我認為擁有這樣的聲譽并使之成為核心是我認為可能會讓你走得很遠的事情，特別是當我的意思有時不符合計劃的時候。 > The second that also covered with his idea that the Dun is better than perfect and that you have to start somewhere that you cannot win if you don\'t Pasko. 第二個問題也包含了他的觀點，即 Dun 比完美更好，你必須先從一個如果你沒有帕斯科就不可能贏的地方開始。 > And it\'s so easy especially when you have an idea and you know that some people are gonna say that idea is stupid that will never work. 這很容易，特別是當你有一個想法，而你知道有些人會說這個想法是愚蠢的，永遠行不通。 > Why. 為什么 > What are you thinking about why do you just go back and get a nice job. 你在想什么？你為什么要回去找份好工作。 > I think it\'s really easy to sort of sit in the corner and polish your idea and say well some day some day. 我覺得坐在角落里磨練你的想法，總有一天會說得好。 > But ultimately I think the best ideas they need to be out in the world so they can survive the test of real customers. 但最終，我認為，他們需要的最好的想法，在世界上，這樣他們才能經受住真正的客戶的考驗。 > There\'s is another thing that happens I think quite frequently someone will have an idea and they only tell a few people close to them. 還有另一件事發生，我認為經常有人會有一個想法，他們只告訴少數接近他們的人。 > But those are the people who love you. 但是那些愛你的人。 > If you tell your mom I\'m going to start a company aimed at you know I don\'t know. 如果你告訴你媽媽我要開一家針對你的公司，你知道我不知道。 > Being Zappos for dogs like your mom probably thinks it\'s an awesome idea. 像你媽媽這樣的狗 Zappos 可能認為這是個很棒的主意。 > It may be a great idea but I don\'t think you can know that until you have real strangers who don\'t care about you who don\'t know anything about you look at it and use it. 這也許是個好主意，但我認為你不可能知道，除非你有真正的陌生人不關心你，誰不知道你的任何東西，看看它并使用它。 > And obviously it\'s about finding the people that are the use case because if you find people who are cat lovers who hate dogs like they may not get the idea. 很明顯，這是為了找到用例中的人，因為如果你發現那些喜歡愛貓的人，喜歡狗的人，他們可能就不明白了。 > And that\'s totally okay. 這完全沒問題。 > And the final thing is you know this is the news now that\'s news that nobody looks at the site and thinks wow that\'s going to be a world changing billion dollar company. 最后一件事是，你知道，這是現在的新聞，因為沒有人看這個網站，并認為哇，那將是一個改變世界的十億美元的公司。 > That\'s OK because we got it out there and we got just far enough to get to the next step to get to the next step and to get to a point where obviously we\'re still really far from being where I\'d like us to go but the path gets a little bit clearer every time you move down it. 這沒關系，因為我們已經走到了那里，我們已經走到了足夠遠的地方，到了下一步，很顯然，我們離我希望我們去的地方還有很遠的距離，但是每次你往下走的時候，這條路就會變得更清晰一些。 > The next thing is to be insanely persistent but also very very polite. 下一件事是瘋狂的堅持，但也是非常禮貌的。 > Most things in a startup you will not get by asking once in fact for a lot of the partnerships that we\'ve gotten the deals that have made a massive success for our business it was never the first time we asked for them or very very rarely was that first time someone said Oh why yes of course I\'ll give you massive amounts of traffic from my media publication. 在一家初創企業中，大多數事情你都不會得到-事實上，我們已經獲得了很多合作伙伴關系-我們的業務已經取得了巨大成功-這不是我們第一次提出這樣的要求，或者很少有人第一次說-哦，為什么-當然，我會從我的媒體出版物中給你大量的流量。 > It\'s often about figuring out what it is that you have even if you don\'t have much that the other party is excited about. 這往往是為了弄清楚你擁有的是什么，即使你沒有其他人興奮的東西。 > Who\'s the right person to ask. 誰是合適的人選。 > When we first launched one of the ways that we got a lot of early traffic to the news was that I noticed that Forbes had a contributor program where they would publish content from outside sources. 當我們第一次推出這條新聞的方式之一是，我注意到“福布斯”有一個撰稿人程序，他們會從外部來源發布內容。 > And so I went to Forbes and I said I want to send you I want to give you career content that we\'re going to write from the news and in exchange I want you to put at the bottom. 所以我去了“福布斯”，我說我想送你，我想給你提供我們將要從新聞中寫的職業內容，作為交換，我希望你把它放在底部。 > This content was originally published on the news link link link. 該內容最初發布在新聞鏈接上。 > And the first person I talked to that I asked didn\'t answer my e-mail. 我問的第一個人沒有回復我的電子郵件。 > And the second person that I asked about a week or two later didn\'t answer my e-mail. 而我在一兩周后詢問的第二個人沒有回復我的電子郵件。 > The third the fourth time we found the right person. 第三次，也就是第四次，我們找到了合適的人。 > They made the deal happen. 他們達成了協議。 > And again in our first month Forbes sent around 5000 people to the news and a lot of those people stuck around because they had come for something that was very on brand and then essentially been sucked into our ecosystem. 在我們的第一個月里，“福布斯”又派了大約 5000 人來看新聞，其中很多人一直呆在那里，因為他們是為了某種非常有品牌的東西而來的，然后又被吸進了我們的生態系統。 > Similarly with with investing I think you know we we certainly more than anyone else have felt like sometimes the best way is obviously it\'s not always about being persistent with the same people but understanding that you have to figure out what is it about what you\'re doing or what you\'re asking for or what you\'re offering that is going to be most of interest to the other party and then find the right person and be very polite but very very persistent until you make it happen. 與投資類似，我想你知道，我們當然比其他人感覺到的更多，有時候最好的方式顯然不是總是對同一個人堅持不懈，而是理解你必須弄清楚你在做什么，你要求什么，或者你提供什么，這才是對方最感興趣的事情。然后找到合適的人，非常禮貌，但非常堅持不懈，直到你成功。 > This one I\'ve touched on a little bit but it is find people who share your values. 這個我已經觸及了一點點，但它是找到與你的價值觀相同的人。 > Otherwise it will ruin your life. 否則它會毀了你的生活。 > My first company was not only a failure because we had flat growth and a relatively uninspired product but it was also a failure because we had a essentially a business dispute between founders that cost people a lot of money that led to my life savings and those of some other people being kind of sucked away and it was ultimately relatively foreseeable because there were a couple of red flags around values issues how you treat people that the people saw and the people overlooked and I absolutely did this because when you\'re so focused on the product you\'re so focused on the vision it\'s really easy to say Oh like you know yeah we don\'t really maybe share values but it will all work out and I can absolutely say I think one of the smartest things that I\'ve ever done is make sure that very very focused on working with people both externally and internally. 我的第一家公司不僅失敗了，因為我們增長平平，產品相對缺乏靈感，而且我們的失敗也是因為我們的創始人之間發生了本質上的商業糾紛，花費了很多錢，導致了我和其他一些人的畢生積蓄被吸走，這最終也是可以預見的，因為我們有幾個人。關于價值觀的危險信號是關于你如何對待人們看到的人和被忽視的人，我絕對是這樣做的，因為當你如此專注于產品時，你會很容易地說，哦，就像你知道的，我們并不是真的分享價值，但這一切都會得到解決，我絕對可以說，我認為最聰明的事情之一。我曾經做過的事情是確保非常專注于與外部和內部的人一起工作。 > And this goes to investors we\'ve turned down money from people who had very clear different value systems. 對投資者來說，我們拒絕了那些有著明顯不同價值體系的人的資金。 > We had to let people go for ethics lapses but I think it keeps your core very strong and it attracts people to you who also value that in others. 我們不得不讓人們去追求道德失當，但我認為它使你的核心非常強大，它吸引著那些也重視他人的人。 > Creating velocity. 創造速度。 > We talked a little bit about this before but a lot of people I think think of startups kind of like the Field of Dreams which is you know if you build it they will come. 我們以前討論過這個問題，但是很多人，我認為創業公司有點像“夢想領域”，也就是說，你知道，如果你建造它，它們就會出現。 > But actually that is in fact not how a lot of startups work. 但事實上，許多初創企業并不是這樣運作的。 > You can have an amazing product you can put it out there and if you people see it unless those are the exact 20 people that are going to be excited about what you\'re offering that are going to be the core users and they tell us and they tell others you may have something that\'s amazing but you won\'t be able to get it in front of the right people. 你可以擁有一個令人驚嘆的產品，你可以把它放在那里，如果你的人看到了，除非你提供的是 20 個人，他們會對你提供的產品感到興奮，他們會告訴我們，他們告訴我們，你可能擁有一些令人驚奇的東西，但你無法在合適的人面前得到它。 > And so I think thinking not only about what you\'re going to create how it\'ll be built what it\'s growth planning but also who is it exactly who are the right users and how do you find them. 因此，我認為，不僅僅是你想要創造什么，它將如何構建，它的增長計劃是什么，它到底是誰，誰是正確的用戶，你是如何找到他們的。 > How do you find the people that are going to become evangelists for your product. 你如何找到那些將要成為你產品傳道者的人？ > Where are they now. 他們現在哪。 > How do you get in front of them and how do you incentivize them to talk about it in front of other people. 你如何在他們面前，以及如何激勵他們在別人面前談論這件事。 > It\'s the difference ultimately between being dead and not being dead. 這是死與不死之間的最終區別。 > In my opinion. 照我的想法 > 6 build an amazing team. 6 建立一個了不起的團隊。 > So I love this picture because this in front is Doug. 所以我喜歡這張照片因為前面這張是道格。 > He\'s our director of sales. 他是我們的銷售部主任。 > On his first day of work was April 1st of this past year. 他工作的第一天是去年的 4 月 1 日。 > April fools day. 愚人節。 > And so we decided to be really fun to all dress up in formal wear for his first day in the office. 所以我們決定讓他在辦公室的第一天穿正式的衣服很有趣。 > See how long it took him to notice. 看看他花了多長時間才注意到。 > Of course the first five people are in suits and button downs. 當然，頭五個人都穿著西裝和扣子。 > He\'s like looking a little confused. 他看起來有點困惑。 > Finally I think somebody walked in and like a full suit and bright blue sneakers. 最后，我想有人走了進來，喜歡上了一套完整的西裝和亮藍色的運動鞋。 > He\'s like wait a second you guys are pranking me. 他就像等一下你們在開玩笑。 > It was really funny way to kind of welcome him. 歡迎他的方式真的很有趣。 > But for us I think building especially when you\'re asking people to go above and beyond to create something and creating something that hasn\'t existed before building a company. 但對我們來說，我認為建筑，尤其是當你要求人們超越和超越去創造一些東西，創造一些在創建公司之前還沒有存在的東西的時候。 > It\'s really really hard. 這真的很難。 > And you often don\'t have a lot of cash to compensate people. 而且你通常沒有足夠的現金來補償人們。 > So I talk to people sometimes and they say well you know I can\'t recruit people away from Google they have so much more money than I do. 所以我有時和人們交談，他們說，嗯，你知道，我不能從谷歌招人，他們比我有更多的錢。 > If all people wanted was money then yes they will probably be working at Google instead of your startup. 如果人們只想要錢，那么是的，他們可能會在谷歌工作，而不是你的創業公司。 > But there\'s so many things that motivate people. 但是有太多的事情可以激勵人們。 > I love when recruiting to figure out especially if you\'re. 我喜歡招聘人員，特別是如果你是。 > You want to hire someone you\'re very excited. 你想雇一個你很興奮的人。 > Figure out what motivates them. 找出他們的動機。 > Like would they be excited to speak on a panel as a representative of your company. 作為你公司的代表，他們會很興奮地在一個小組上發言嗎？ > Would they be excited if you could help them meet other people in their industry or set them up with a class or a tutorial of some sort of expertise. 如果你能幫助他們認識他們所在行業的其他人，或者為他們安排一門課程或某種專門知識的教程，他們會感到興奮嗎？ > Is there a new skill that they\'re really interested in learning that you can help them learn. 有沒有一種他們真正感興趣的新技能，你可以幫助他們學習。 > Because you\'re a small company and there\'s lots of things that need being done when you figure out what it is that motivates people other than money and then help them achieve that. 因為你是一家小公司，當你弄清楚是什么激勵了人們，而不是金錢，然后幫助他們實現這一點的時候，就需要做很多事情。 > Help them achieve their professional goals. 幫助他們實現他們的職業目標。 > Think it\'s an unbelievable powerful way to build a team especially when you\'re very very strapped for cash and if you\'re looking about kind of where to find people that are classic examples you know you can post your jobs on LinkedIn or indeed the muse and ángeles are good for Startup Jobs. 你認為這是建立一個團隊的一種難以置信的強大方式，尤其是當你非常缺乏資金的時候，如果你在尋找一些典型的例子，你知道你可以在 LinkedIn 上發布你的工作，或者說 Muse 和ángeles 對創業很有好處。 > I really like the dead pool. 我真的很喜歡死水池。 > We\'ve only used this once or twice but it\'s essentially keeping an eye out for on Hacker News on Tech Crunch whose startup is losing people whose startup is not doing so well. 我們只使用過一兩次，但它本質上是在關注科技公司的黑客新聞，他的初創公司正在失去那些初創公司做得不太好的人。 > I remember once when we were really early and we were kind of desperate for early hires group shart got hit by a massive lawsuit and I went to link was looking everyone a group to see whether anyone seemed like they might be interesting and available. 我記得有一次，當我們真的很早的時候，我們非常渴望能得到早期的員工，但遭到了一場大官司的打擊，我去聯系每個人，看看是否有一個人看起來很有趣，也很容易找到他們。 > I call that lurking but it can actually be a really effective way and also getting out there and networking speaking. 我稱之為潛伏，但它實際上可以是一種非常有效的方式，也可以走出去和網絡說話。 > I think at least two of our awesome people on our team have come because they\'ve been in the audience. 我認為我們團隊中至少有兩位很棒的人來了，因為他們都在觀眾席上。 > When I was giving some talk brother and they\'re like it\'s pretty interesting. 當我做演講的時候，兄弟，他們覺得很有趣。 > Maybe I\'ll investigate more in one month three months six months later. 也許一個月后我會調查更多，三個月后，六個月后。 > They join your team and the last thing I want to talk to all about today the last point I want to make is you cannot cannot believe the hype. 他們加入了你們的隊伍，我今天最不想談的就是我最后想說的一點，那就是你不能相信這種炒作。 > We\'re in an industry where it seems like everyone is raising ten million dollars on you know from Andriessen or being on the front page of Tech Crunch or succeeding in some other massive way. 我們所處的行業似乎每個人都在從 Andriessen 那里籌集到 1000 萬美元，或者出現在 TechCrunch 的頭版，或者以其他方式獲得成功。 > But it really is the most extreme version of that cliche that you\'re comparing your day to day with everyone else\'s highlight reel. 但這確實是最極端的陳詞濫調，你將你的日常生活與其他人的高亮卷軸進行比較。 > And I think that\'s why getting very close to your product and understanding your numbers and your users and what drives them to come to you what drives them to use your product and to tell their friends to come back everyday is so powerful. 我認為這就是為什么非常接近你的產品，了解你的數字和用戶，以及是什么驅使他們來找你，是什么驅使他們使用你的產品，告訴他們每天回來的原因是如此的強大。 > Because when 148 investors told us No it was really tempting to think well maybe they\'re right and we\'re wrong. 因為當 148 名投資者對我們說“不”的時候，我們真的很容易想到，也許他們是對的，我們錯了。 > I mean who are we. 我是說我們是誰。 > Who are we to say that we actually think there\'s something powerful here. 我們憑什么說我們真的認為這里有某種強大的東西。 > But the closer you are to your users and I think to that data the easier it is to start to see that 300 people goes to 3000 goes to 3 million and it\'s much much much harder to ignore. 但是你離你的用戶越近，而且我認為對于這些數據，你就越容易看到 300 到 3000 到 300 萬，這就更難被忽視了。 > And it is very very satisfying to smile at all the people who told you you couldn\'t do it. 對所有告訴你做不到的人微笑是非常令人滿意的。 > So thank you so much. 所以非常感謝你。