# Office Hours at Startup School NY 2014 > `[00:00:05]` So Gary tan and I are going to do on stage office hours. `[00:00:05]` 因此，Gary tan 和我將在舞臺辦公時間做。 > This is most of what happens during my see the partners meet individually with startups and we give them advice about whatever problems they\'re facing. 這是我看到合伙人與初創公司單獨會面時所發生的大部分事情，我們會就他們面臨的任何問題給他們建議。 > It\'s usually Twenty five minutes per startup. 每一家公司通常只有二十五分鐘。 > But we\'re going to try to do three startups in 25 minutes. 但我們將嘗試在 25 分鐘內完成三家初創公司。 > We\'ll see how that goes. 我們看看結果如何。 > And. 和 > `[00:00:25]` Yeah look for them. `[00:00:25]` 是的，去找他們。 > So can you send out the first. 所以你能送出第一個。 > Alright `[00:00:33]` first started and we know there either. 好吧，`[00:00:33]` 第一次開始，我們也知道。 > I see you. 我看見你了。 > Sam. 山姆。 > I\'m. 我是。 > `[00:00:38]` I\'m going. `[00:00:38]` 我要走了。 > Nice to meet you. 見到你很高興 > Very nice to see you. 很高興見到你。 > Great. 太棒了 > So I guess to start you just tell us what you do. 所以我想你先告訴我們你是怎么做的。 > `[00:00:47]` We are Salovey. `[00:00:47]` 我們是薩洛維。 > We had our users learned their value in the job market. 我們讓用戶了解了他們在就業市場上的價值。 > And we do that by crowdsourcing they\'re selling a prediction. 我們通過眾包來做到這一點，他們銷售的是一個預測。 > `[00:00:57]` Do users mostly look at this when they\'re changing jobs they don\'t necessarily have to be changing or looking for jobs. `[00:00:57]` 當用戶換工作時，他們不一定要換工作或找工作時，大多數人都會看這個嗎？ > But. 但 > Dale. 戴爾。 > `[00:01:06]` According to these 40 percent of American professionals have docked in line that they might be underpaid. `[00:01:06]` 據這 40%的美國專業人士說，他們可能收入過低。 > You have those kind of users too. 你也有這樣的用戶。 > `[00:01:17]` So are users using this just to find out if they\'re underpaid or because they\'re using it in salary negotiations. `[00:01:17]` 因此，用戶使用這個工具只是為了找出他們是否薪酬過低，還是因為他們在薪酬談判中使用它。 > Is it just for curiosity or are they really like saying I\'m underpaid. 是出于好奇還是他們真的喜歡說我報酬太低。 > `[00:01:27]` So far we have been out partying each month. `[00:01:27]` 到目前為止，我們每個月都在外面聚會。 > They are using it for two years. 他們用了兩年。 > Now how many users do you have. 現在你有多少用戶。 > We currently have 9000 users and growing so fast. 我們目前擁有 9000 名用戶，而且增長如此之快。 > Our weekly growth rate is 10 percent. 我們每周的增長率是 10%。 > `[00:01:42]` So like these services tend to be most valuable when you actually give people something not just for their curiosity but this like this critical thing they need to have for something they really care about. `[00:01:42]` 所以，當你給人們一些東西時，這些服務往往是最有價值的，這不僅是因為他們的好奇心，而且也是因為他們真正關心的事情需要他們擁有的這種關鍵的東西。 > So how can you make this something that people are now using just for curiosity. 那么，你如何才能使它成為人們現在只是出于好奇而使用的東西呢？ > But but they\'re using because they really desperately need this information they\'re acting on it. 但是他們正在使用這些信息，因為他們非常需要這些信息，他們正在對此采取行動。 > `[00:02:02]` So you need to create an efficient market for phones to Jack Murtha tonight. `[00:02:02]` 所以今晚你需要為杰克·默莎的手機創造一個有效的市場。 > So basically make the jump. 所以基本上可以跳下去。 > It could be more like the stock market. 這可能更像股票市場。 > So this is the first step for gold to price he\'s accurately and then get one step closer to that stock market for apps. 因此，這是黃金準確定價的第一步，然后在應用程序上離股市更近一步。 > `[00:02:21]` So you have 9000 users already. `[00:02:21]` 所以你已經有 9000 名用戶了。 > Yes. 是 > `[00:02:24]` What\'s the most surprising thing surely you found people who are radically underpaid can get them better jobs like creating to other parts of the platform that employers come and they are going to able to he. `[00:02:24]` 最令人驚訝的是，你發現薪酬極低的人能為他們找到更好的工作，比如為雇主來和他們能夠勝任的平臺的其他部分創造更好的工作。 > Professional profiles long been predicted and they will be able to make any offers based on that information. 職業簡介早就被預測了，他們將能夠根據這些信息提供任何報價。 > And before that you\'ve been below that we have users who have at least I am told that they\'re you your prediction had Dyche boost their courage to ask for more money. 在此之前，你一直低于我們的用戶，至少我被告知，他們是你的預測，如果 Dyche 增強他們的勇氣，要求更多的錢。 > `[00:02:59]` It\'s really hard to try to do multiple things at once as a startup and if you\'re trying to sort of make this great for for workers and for employees at the same time that\'s that\'s usually more than one startup can handle. `[00:02:59]` 作為一家初創公司，嘗試一次做多件事情是非常困難的，如果你想讓這件事對員工和員工都有好處的話，那么通常一家初創公司就不止一家能做到這一點。 > I would just focus entirely on making something that that please really love and that really helps them sort of get their market value. 我只想把注意力完全集中在制作一些讓人非常喜歡的東西上，這樣才能真正幫助他們獲得市場價值。 > And and you should track like how many employees come to your site find that they\'re underpaid and are able to use that to make sure they\'re getting a fair offer and market comp and that\'s like you really can only you have to just focus on one one one tiny little thing and then you can expand from there. 你應該跟蹤有多少員工來到你的網站，發現他們工資過低，并且能夠用這個來確保他們得到公平的待遇和市場競爭，這就好像你真的可以，你只需要專注于一件小小的事情，然后你就可以從那里擴張了。 > But until you know until you have users that are telling you like this is the best thing ever. 但直到你知道，直到你有用戶告訴你，這是最好的事情。 > You know I got a 20 percent raise and I told all my friends sign up for the service. 你知道，我得到了 20%的加薪，我告訴我所有的朋友都報名參加這項服務。 > You definitely shouldn\'t expand to other areas. 你絕對不應該擴大到其他領域。 > And I would try to really find out I\'d like to try and really find a metric that lets you focus on how many people are not just using you for idle curiosity where they use one time forget about it five minutes later not tell their friends not come back. 我會努力找出真正的答案 > But how many people you can actually sort of like make this big difference. 但你到底能有多少人能讓這件事發生很大的變化。 > And if you can do that then you\'ll have all these other high class problems later. 如果你能做到這一點，那么以后你就會遇到其他所有的高級問題。 > Like how you get employers into the market and how you make this efficient market. 比如你如何讓雇主進入市場，以及如何使這個有效的市場。 > `[00:04:18]` But `[00:04:19]` one of the things that we always tell startups during white see is that it\'s way more important to build something a small number of users really love than something that a lot of users find a little bit interesting or you\'d like to do is make something that a lot of people really love. `[00:04:18]` `[00:04:19]` `[00:04:19]` `[00:04:19]` 我們在“看白眼”的時候總是對初創公司說，建立一小部分用戶真正喜歡的東西比許多用戶覺得有點有趣或者你想做的事情更重要的是做一些很多人真的喜歡的東西。 > But a startup can never do that. 但創業公司永遠不會這么做。 > Like Google gets to do that. 就像谷歌可以這么做。 > And so you end up having to choose one of those two and a narrow focus on something that users become really dependent on you want to get to the place where where your users are telling you like I would be so bummed if this product went away. 所以你不得不選擇這兩種產品中的一種，狹隘地專注于用戶真正依賴的東西-你想要到達你的用戶告訴你的地方，就像如果這個產品消失了我會很沮喪一樣。 > I\'m so dependent on this I\'m going to use this for every future negotiating negotiation. 我如此依賴于此，我將在今后的每一次談判中使用這個。 > Do you have like a retention metric. 你有保留標準嗎。 > Do you know how much users come back. 你知道有多少用戶回來。 > `[00:04:57]` We have 30 percent return rate. `[00:04:57]` 我們有 30%的回報率。 > How much. 多少錢 > 70 percent 30 yeah over what time period will be just like two months ago. 70%，30%，是關于兩個月前的時間。 > So for every everyone who\'s tried the service there this thing can come back at least once. 因此，每個嘗試過這種服務的人都可以至少回來一次。 > And what are they. 他們是什么。 > What are they doing that second time. 他們第二次在做什么。 > You know they\'ve already checked. 你知道他們已經查過了。 > So there are two sets of people. 所以有兩組人。 > `[00:05:18]` They are checking their results. `[00:05:18]` 他們正在檢查他們的結果。 > They do want to see if they have new name predictions. 他們確實想知道他們是否有新的名字預測。 > And the second group is just coming back to make more predictions because we have scores. 而第二組只是回來做更多的預測，因為我們有分數。 > If you have there are politicians who get more cars and we have users that have made hundreds of predictions. 如果你有，有政治家誰得到更多的汽車，我們有用戶，作出了數以百計的預測。 > `[00:05:37]` How do you know that it\'s working like hiding other predictions are accurate. `[00:05:37]` 你怎么知道它就像隱藏其他預言一樣準確。 > `[00:05:40]` We ask users if they find their prediction fair and 40 percent say it\'s fair. `[00:05:40]` 我們詢問用戶是否認為他們的預測公平，40%的人認為這是公平的。 > About 30 percent says. 大約 30%的人說。 > It\'s low and 30 percent say it\'s high. 它很低，30%的人說它很高。 > `[00:05:56]` Or maybe 35 lo 35 25. `[00:05:56]` 或者大概 35：35 25。 > You. 你，你們 > What. 什么 > `[00:06:07]` How will you know when you have found like something that users have become really dependent on what are you looking for in terms of behavior you\'d like to Zain when we first started everybody in our platform are able to predict each of their salaries anywhere in the. `[00:06:07]` 當你發現一些用戶真正依賴于你想要的行為的東西時，你怎么知道當我們第一次開始工作的時候，我們平臺上的每個人都能預測他們的薪水。 > `[00:06:21]` And then we got enough users are able to divide into countries and you know the users so that we were able to divide into cities. `[00:06:21]` 然后我們得到了足夠多的用戶能夠劃分成國家，你們知道用戶，這樣我們就能夠劃分成城市。 > And then in the streets right now for instance my predictors will be technology folks in New York City. 例如，在街上，我的預測者將是紐約市的技術人員。 > You want to go from here even farther down that you want to be able to divide people into companies divide people into a usual experience for instance say that you have got a job offer from Microsoft and you want to build it and offer it then you will be able to crowdsource your prediction from folks who have worked at Microsoft as the same title as you. 你想從這里走得更遠，你想要把人分成幾個公司，把人劃分成一種通常的經驗，例如，你從微軟得到了一份工作機會，你想建立它并提供它，那么你就可以從那些在微軟工作過的人那里收集你的預測，就像你一樣的頭銜。 > `[00:06:57]` That\'s right why you want to go slow and there is no way to validate if you are on their page right. `[00:06:57]` 這是你想慢慢來的原因，如果你在他們的頁面上，就無法驗證你是否正確。 > You need to find a job that pays you that a month. 你需要找到一份能給你一個月的薪水的工作。 > Yeah. 嗯 > Well there is no other way. 沒有別的辦法了。 > Even if these statistics if you look at labor labor data you can say that you are not underpaid because you are paid paid the same because the market has moved and the landscape changed on the way to day these predictions that we give back is to find them a job at that price point. 即使這些統計數據，如果你看一看勞動力數據，你可以說你的工資并不低，因為你得到了同樣的報酬，因為市場已經發生了變化，我們給出的預測是在那個價格點找到一份工作。 > `[00:07:27]` How are you getting users now. `[00:07:27]` 你現在是怎么得到用戶的？ > `[00:07:28]` How many users are going to use it for that and shredded Product Hunt and we are pitching to be partners using helping partners and blogs picked it up so that the finger remembers that that is great. \`[00:07:28]` 有多少用戶會使用它，并將產品搜索分解，我們將通過幫助合作伙伴和博客來成為合作伙伴，這樣手指就能記住這一點了。 > `[00:07:44]` Those are great ways to get initial users but that that does not scale forever and it is worth thinking you know there are a lot of different sites where people can come to get salary information and you guys need to be like 10 times better than any of these other sites and it\'s worth thinking about what you\'re going to do to make yourself so much better that people will tell their friends your salary fairy not any of his other salary sites and b if there\'s some way you can build growth into the product. `[00:07:44]` 這些都是獲得初始用戶的好方法，但這種方式不會永遠擴展，值得思考的是，你知道有很多不同的網站可以讓人們獲得薪水信息，而你們需要比其他任何網站更好的 10 倍，這是值得思考的，你們要做些什么才能讓自己變得更好。人們會告訴他們的朋友你的工資仙女，而不是他的任何其他工資網站和 b，如果有什么辦法，你可以建立增長的產品。 > Because this is not there\'s not any like inherent Viral Peace in this but you could probably build something really cool where you know you send out like an e-mail saying guess my salary to a bunch of your friends and then they sign up and building those. 因為這并不是一種與生俱來的病毒式的平靜，但是你可能會建立一些很酷的東西，在那里你會像一封電子郵件一樣發出去，告訴你的一群朋友我的薪水，然后他們注冊并建立它們。 > Like a lot of people think about I\'m gonna build this product and I\'m making my users on Hacker News and then it\'s just going to grow. 就像很多人想的那樣，我要生產這個產品，我讓我的用戶上黑客新聞，然后它就會增長。 > And that\'s not. 但事實并非如此。 > Usually what happens if you build a sufficiently great product. 通常情況下，如果您構建了一個足夠優秀的產品，會發生什么。 > Sometimes that happens but you don\'t want to have growth be an afterthought and if you can build growth into the product in this early stage that can be really helpful. 有時會發生這種情況，但你不想讓增長成為事后考慮，如果你能在這個早期階段將增長融入到產品中，那將是非常有幫助的。 > `[00:08:45]` And I would definitely think really of how to do that. `[00:08:45]` 我肯定會想出怎么做的。 > What else or better on this one. 還有什么更好的嗎？ > `[00:08:52]` Okay well I\'m a believer in crowd market coproduction so something. `[00:08:52]` 好吧，我是一個大眾市場聯合制作的信徒，諸如此類。 > Thank you. 謝謝。 > Thank you. 謝謝。 > `[00:09:12]` All right. `[00:09:12]` 好的。 > Hey Sam that\'s me Jason. 嘿，山姆，那是我，杰森。 > Thank you. 謝謝。 > Great to see you guys sort of the two of you working out. 很高興看到你們倆一起鍛煉。 > `[00:09:24]` So we\'re working on Parap Pappas safely the hotel tonight for Putin mentoring what is this rudimentary ecstasy in the trains. `[00:09:24]` 今晚我們正在帕普帕帕斯酒店工作，為普京提供指導，這是火車上最基本的搖頭丸。 > Often you know some stores are pulled from shelves to three days in advance to sell buy stuff that stores can\'t sell here at the end of the day or that they\'re throwing away turning over every four to six hours. 你通常知道，有些商店會提前三天從貨架上撤下來，出售商店在一天結束時不能在這里銷售的東西，或者他們扔掉的東西，每隔四到六個小時就會翻過一次。 > They have a like French daily policy or like a fresh every quarter. 他們每季度都有類似的法國日報政策或新鮮食品。 > It\'s our policy. 這是我們的政策。 > It\'s food that doesn\'t necessarily have a place to go. 食物不一定有地方可去。 > So if you\'re thinking about Oh well you know what I thought growing up you know things if you can\'t you take care of this access and I\'ll go somewhere. 所以，如果你在想，哦，你知道我的想法，在成長過程中，你知道一些事情，如果你不能，你處理好這個通道，我會去別的地方。 > We found in our research that that\'s actually not the case. 我們在研究中發現，事實并非如此。 > We talked to Feeding America. 我們跟喂美國談過了。 > We talked to City Harvest because of their own budgetary limitations they\'re not as nimble in terms of pickup and so see hires for example has a 50 pound minimum when it comes to pick up and a lot of small to medium sized businesses in New York City just aren\'t going to have that on a daily basis. 我們和嘉實市談過，因為他們自己的預算限制，他們在收貨方面不夠靈活，因此，例如，招聘人員在接貨時有 50 英鎊的最低限額，而紐約市的許多中小型企業只是不可能每天都有這樣的情況發生。 > And so what they\'ve got now is basically like you can throw it away and even like pay action Holling to pick it up or is that most what happens it just gets thrown away. 所以他們現在所得到的基本上就像你可以扔掉它，甚至像薪酬行動霍林去撿起它，或者是大多數發生的事情都被扔掉了。 > `[00:10:28]` Yeah yeah. `[00:10:28]` 是的。 > And so we found that to be highly efficient very wasteful and so what we\'re actually building is a marketplace that allows vendors to sell through that access commentary at a discount to users who are willing to buy that excess inventory. 因此我們發現，為了高效，非常浪費，我們實際上正在建設一個市場，允許供應商通過訪問評論向愿意購買過剩庫存的用戶打折銷售。 > So what do you do now. 那你現在做什么。 > What do you use hotel tonight as the metaphor. 你用什么來比喻今晚的酒店。 > `[00:10:46]` What\'s a hotel tonight is basically kind of what we\'re doing only in the kind of travel and hospitality industry right because they sell excess hotel rooms hotel rooms that the hotels themselves can\'t sell through kind of whatever services they use. `[00:10:46]` 今晚的酒店基本上是我們只在旅游和酒店業所做的事情，因為他們出售過多的酒店客房，而酒店本身卻無法通過任何服務出售這些客房。 > Who is eyeing. 他在盯著我。 > Out. 出去。 > Who\'s buying. 是誰買的。 > At this point. 在這一點上。 > So so people like the target demographic of kind of what we\'re looking at or like people like us more like college students those types of folks who are interested in kind of early tech adoption but still don\'t have. 所以人們喜歡我們所看到的目標人群，或者像我們這樣的人更像大學生，那些對早期科技應用感興趣但仍然沒有的人。 > `[00:11:19]` Or want to have kind of food at a discount and what\'s kind of typical they would buy an individual meal for you know for them and their roommate or or like a parasite or a sandwich or like a half dozen donuts or you know eventually being like the box to Trader Joe\'s or something of the prepared foods counter animal foods you have this running yet. `[00:11:19]` 或者想以折扣的價格買一種食物，通常他們會給你買一頓單獨的食物，比如給他們和他們的室友，或者像寄生蟲，三明治，或者半打的甜甜圈，或者你知道，最終你會像商人的盒子一樣，喬的或者其他的準備好的食品柜臺，動物食品，你已經有了這樣的運行。 > `[00:11:41]` So we launched a kind of e-mail proof of concept about two months ago. `[00:11:41]` 大約兩個月前，我們推出了一種概念的電子郵件證明。 > Basically we just wanted to test hypotheses if people would actually go into the store if they got that information. 基本上，我們只是想檢驗假設，如果人們得到這些信息，他們是否真的會走進商店。 > And so we had a subscriber base of maybe like 350 people. 所以我們有一個大概 350 人的用戶群。 > We ran it with six or seven benders and it turned out that they did. 我們用了六七個彎桿，結果發現他們做到了。 > So we had open rates of about 40 percent of our email people actually went into the store per listing was maybe like four or five people per listing so that\'s actually pretty decent given that the quantities were fairly low anyway. 因此，我們有大約 40%的電子郵件開放率-實際上，每個列表上的人進入商店的次數大概是 4 到 5 人-因此，考慮到數量很低，這實際上是相當不錯的。 > And Joe did you get everything that was listed sold. 喬，你拿到所有上市的東西了嗎？ > So it wasn\'t entirely wasn\'t a hundred percent but some stores were better than other stores based on the items that they were selling. 所以，這并不完全是百分之百，但一些商店比其他商店更好，因為他們出售的商品。 > `[00:12:22]` So their location or I mean exactly what were the things that sold well and what didn\'t. `[00:12:22]` 所以他們的位置，或者我的意思是，什么東西賣得好，什么東西賣不好。 > `[00:12:27]` Yeah. `[00:12:27]` 是的。 > So the things are sold well were like Sahim which is in callsigns and those types of things the things that didn\'t sell well was kind of like. 所以這些東西賣得很好，就像薩希姆，在呼號里，那些類型的東西，那些賣得不好的東西，有點像。 > There was this one bakery that had kind of an evergreen bread deal. 有一家面包店做了一份常綠面包生意。 > So they knew people knew that this was kind of running every single day. 所以他們知道人們知道這是每天都在運行的。 > So they weren\'t kind of incentivized to go in today versus tomorrow versus the next because they knew that was available. 所以他們并沒有被激勵去參加今天和明天的比賽，因為他們知道這是可行的。 > `[00:12:49]` And it was also a more like residential neighborhood. `[00:12:49]` 這也是一個更像住宅區。 > People don\'t really work around there. 那里的人并不是真正的工作。 > They\'re like all outworks across. 他們就像其他人一樣。 > `[00:12:55]` So location matter a lot right. `[00:12:55]` 所以位置很重要。 > On day. 在白天。 > My sense is that this will be one it is that list still going by the way we still do not know so we found the list to be fairly restrictive and there are a lot of issues with their basic set successful and looked kind of like what we wanted to test but it wasn\'t successful in the sense that users only wanted one e-mail a day but venders are all very different. 我的感覺是，這將是一個，它仍然是按照我們仍然不知道的方式，所以我們發現這個列表是相當嚴格的，并且他們的基本設置有很多問題-成功并且看起來有點像我們想要測試的東西-但是它不是成功的，因為用戶每天只需要一封電子郵件，但是供應商都是非常不同的。 > Right. 右（邊），正確的 > So they all had different closing hours and they all have different abilities to estimate there have been. 因此，他們都有不同的關閉時間，他們都有不同的能力來估計有。 > So when will you have the mobile app. 那么你什么時候會有移動應用程序呢？ > So yes. 所以是的。 > So actually I just finished wire framing them this morning and we\'re hoping to have it developed in the next two or three weeks which yeah kind of you know and kind of what the move is is we are building this web app now to kind of test our hypotheses around lives listings and kind of location based searches and through searches and then the mobile app will hopefully be able to kind of take that even further. 所以實際上我今天早上剛剛完成了線框，我們希望能在接下來的兩三個星期內開發出來，是的，你知道，我們現在正在構建這個網絡應用程序，來測試我們關于生命列表和基于位置的搜索的假設，然后移動應用程序就有希望了。可以更進一步。 > `[00:13:50]` With alerts and being able to kind of do location based searches kind of like when you\'re out and about in city and so it might might to two thoughts would be I\'d try to get the mobile app as quickly as possible that when people try to test these things on the Web if it\'s really the sort of thing people want to use on mobile it never works as well. `[00:13:50]` 有警報和能夠進行基于位置的搜索，就像你外出和在城市里一樣，所以我可能會有兩種想法：我會盡可能快地獲得移動應用程序，如果人們試圖在網絡上測試這些東西，如果它真的是人們想在手機上使用的東西，它永遠也不會起作用。 > And you often end up with bad data. 結果往往是糟糕的數據。 > And the other thing would be like. 另一件事就是。 > Hyper focused when you start it like not even a whole specific city but very specific areas and like the specific verticals like Chris Johnson sandwiches that you learned work the product matters a lot. 當你開始的時候非常專注，就像一個甚至不是一個特定的城市，但是非常具體的地區，像克里斯約翰遜三明治這樣的特定的垂直，你學到的工作，產品非常重要。 > `[00:14:25]` Yeah this product matters and density definitely matters as well. `[00:14:25]` 是的，這個產品很重要，密度也很重要。 > `[00:14:29]` Yeah and also the types of vendors that we\'re working with we want to make sure at the place that people want to go on a regular basis to that if there is a discount like even more incentivized in. `[00:14:29]` 是的，還有我們與之合作的供應商類型，我們想要確保在人們想要定期去的地方，如果有折扣，比如更多的激勵措施。 > `[00:14:38]` Yeah but like making sure that everyone that uses it has a good experience so that they find something that they like and that there\'s something nearby. `[00:14:38]` 是的，但是要確保每個使用它的人都有好的體驗，這樣他們就能找到他們喜歡的東西，并在附近找到一些東西。 > And no matter how much you have to limit it to make sure that this first like thousand users really really love it it\'s almost always worth doing. 不管你如何限制它，以確保它首先像上千個用戶一樣真正地喜歡它，它幾乎總是值得去做的。 > `[00:14:52]` How are you going to get all of the sort of people that have this access food to sign up. `[00:14:52]` 你怎樣才能讓所有這種食物的人注冊。 > Are you just going around and like banging on the door. 你只是四處走動就像敲門一樣。 > `[00:14:59]` Yes. `[00:14:59]` 是。 > Currently it\'s literally the two of us walking around and talking to every coffee shop we can find every sandwich shop. 目前，我們兩人走來走去，和每一家咖啡店交談，我們可以找到每一家三明治店。 > We have some advisers who we\'ve been working with who are food waste consultants who they work with restaurant chains New York City and they\'ve actually started to recommend us as a potential option. 我們有一些顧問，我們一直和他們一起工作，他們是食物浪費顧問，他們在紐約市的連鎖餐廳工作，他們實際上已經開始推薦我們作為一個潛在的選擇。 > People have also emailed us saying like hey I worked really closely with like Safeway or Kroger or whatever if and when you\'re ready you know I\'d love to introduce you. 人們也給我們發郵件說，“嘿，我和像 Safeway 或 Kroger 這樣的人非常密切地合作，或者什么的，如果你準備好了，你知道我很想介紹你。” > But mostly right now it\'s really just that\'s like having really high touch. 但現在大多數情況下，這就像有很高的觸覺一樣。 > Question Is it. 問題是。 > `[00:15:28]` What is the plan to get those first thousand users and users to buy. `[00:15:28]` 讓第一批用戶和用戶購買的計劃是什么？ > Yeah. 嗯 > So for on the user side we got a little bit of press and just kind of through word of mouth. 因此，在用戶方面，我們得到了一些新聞，只是通過口碑。 > We were able to grow from about 350 to about 2500 now. 我們能夠從大約 350 人增長到現在的 2500 人左右。 > Yeah. 嗯 > It\'s just people who are kind of like interested in what we\'re doing. 只是那些對我們所做的事情感興趣的人。 > And then in terms of moving forward what we\'re thinking about is is basically thinking about the target populations that we want and a lot of those are on college campuses so working with the college caterer\'s folks that have those kind of connections and then working with students to be student representatives on campus and things like that to kind of get the word out and we think that because there is that density of population on college campuses it makes a lot more sense. 然后，就前進而言，我們所考慮的基本上是我們想要的目標人群，其中很多人都在大學校園里，所以和那些有這種聯系的大學宴會的人一起工作，然后和學生們一起在校園里做學生代表之類的事情，我們認為是這樣的。因為大學校園里的人口密度更有意義。 > When you describe the product to just someone who finds out about the app. 當你把產品描述給那些發現這個應用程序的人時。 > How do you think about. 你覺得。 > Describing it. 描述它。 > `[00:16:18]` Around waste. `[00:16:18]` 在廢物周圍。 > Is it around really great food near you the low cost store. 你附近的食物真的很好嗎？低成本的商店。 > You know what\'s what has worked and how do you think about it. 你知道什么是有效的，你是如何看待它的。 > `[00:16:26]` Yeah I think it\'s primarily like really great food at low cost and then secondary to that. `[00:16:26]` 是的，我認為它主要是像非常好的食物，低成本，然后再其次。 > It\'s like what is your social impact like your environmental impact rate for every dollar of food that\'s wasted. 這就像你對社會的影響，就像浪費掉的每一美元食物對環境的影響一樣。 > There\'s like five and a half dollars of inputs behind that that are also than wasted in terms of like land use water use sleepetc. 有大約五美元的投入背后，這些投入也比浪費在類似土地利用，水的使用。 > So we\'re also hoping to be able to play that back to both vendors and users in the future. 因此，我們也希望將來能夠向供應商和用戶回放這些信息。 > So with vendors it\'s how much have you save when it comes to trash hauling. 因此，對于供應商來說，當涉及到垃圾運輸時，你節省了多少錢。 > How much have you made on stuff that you otherwise would have had a loss on. 你賺了多少錢的東西，否則你會有損失。 > `[00:16:53]` What\'s the normal discount rate that stuff sells for. `[00:16:53]` 一般的折扣率是多少？ > So. 所以 > Our average right now is 50 percent. 我們現在的平均水平是百分之五十。 > `[00:17:00]` Our range that we\'re allowing vendors to discount is around 25 to 75 rate it\'s like lower than 25 customers and I don\'t really have incentive to walk in and then hire the 35 it\'s just like total lottery business. `[00:17:00]` 我們允許銷售商打折的范圍大約在 25 到 75 之間，大約低于 25 位顧客，而我并沒有真正的動力走進來，然后再雇傭 35 家，這就像整個彩票業務一樣。 > `[00:17:11]` So `[00:17:12]` that\'s kind of what we\'re playing with now and the highest that someone is actually listed for with 60 percent and the lowest was 30 percent. `[00:17:11]` 所以`[00:17:12]` 這是我們現在正在玩的東西，也是我們現在所要做的最高的，是 60%的人，最低的是 30%。 > Yeah. 嗯 > `[00:17:19]` That feels about right like there. `[00:17:19]` 那種感覺就像在那里一樣。 > Unfortunate we\'re out of time but this sounds bad and I would like to try it. 不幸的是，我們沒有時間了，但這聽起來很糟糕，我想試試。 > Thank you. 謝謝。 > You guys. 伙計們。 > Have to some you guys come a fence. 你們一定要來個籬笆。 > `[00:17:48]` All right. `[00:17:48]` 好的。 > What are you guys doing here. 你們在這里做什么。 > So we\'re building an app that makes it way less painful for couples to share expenses. 因此，我們正在開發一個應用程序，可以減少夫妻分擔費用的痛苦。 > We think with your credit card transactions you can go through refeed and just easily split expenses that way. 我們認為，通過您的信用卡交易，您可以通過重新飼料，只是簡單地分攤費用的方式。 > `[00:18:02]` How do you know people need something new for this idea of an existing services. `[00:18:02]` 你怎么知道人們需要一些新的東西來實現現有的服務。 > `[00:18:06]` So it\'s actually a problem that I\'m personally very familiar with laughter I\'ve just finished with my fiancee for eight years now and over the years I\'ve tried lots of different things. `[00:18:06]` 事實上，這是我個人非常熟悉笑的一個問題，我和未婚妻剛剛結束了八年，多年來我嘗試了很多不同的事情。 > Initially you know we try to keep a mental tab for you and your Panax that sort of put you broke down because as soon as they go out of sync this creates awkward moments and is prone to conflict. 一開始，你知道，我們試著為你和你的 Panax 保留一個心理標簽，這讓你崩潰了，因為一旦它們失去同步，就會產生尷尬的時刻，并且容易發生沖突。 > We all know we tried spreadsheets where they were paid to manage you know we tried Venmo. 我們都知道，我們嘗試了電子表格，在那里他們是為了管理，你知道，我們嘗試了文莫。 > Was sort of the fun of the moment and you know changing 50 bucks back and forth free time same day just seems silly. 這是一種有趣的時刻，你知道，在同一天來回變換 50 美元的空閑時間似乎很愚蠢。 > `[00:18:39]` But what about something like split wise. `[00:18:39]` 但是分裂智慧之類的東西呢？ > Like what. 比如什么。 > What\'s the specific difference or the need here for work. 這里有什么特別的區別或工作的需要。 > `[00:18:43]` Right exactly. `[00:18:43]` 對極了。 > So it\'s just spillways basically you can you can enter IOUs right on the flight. 所以它只是溢流道，基本上你可以在飛機上輸入欠條。 > Basically enter what it\'s for what the amount is and with whom. 基本上輸入它是什么數量和與誰。 > The nice thing about linking with your card or debit credit card transactions. 與您的信用卡或借記卡交易連接的好處。 > Basically it\'s all there. 基本上一切都在那里。 > All you have to do is tap it. 你要做的就是點擊它。 > So that means a big difference for us. 所以這對我們來說意味著很大的不同。 > `[00:19:00]` That\'s. `[00:19:00]` 那. > Can you explain how it works. 你能解釋一下它是怎么工作的嗎。 > And it just sort of the whole sort of user experience. 它只是某種程度上的用戶體驗。 > `[00:19:05]` Yeah sure. `[00:19:05]` 是的。 > So basically you sync your credit up from your actions the same way you sync with Entercom all your child coming into a feed and then. 因此，基本上，您同步您的信用從您的行動，就像您與 Entercom 同步，所有您的孩子進入一個提要，然后。 > Whichever ones are shared just happened. 不管哪個是共享的，都是剛剛發生的。 > And that\'s it. 僅此而已。 > And then it says at the end of the month whatever settle up and break it you get it gets added to a tab where you can easily see sort of who owes what you can sell to the app. 然后，它說，在月底，無論是什么結算和打破它，你得到它被添加到一個標簽，你可以很容易地看到誰欠你可以出售的應用程序。 > But interesting thing that we learned from users that even just knowing what the tab is having always be in sync already quite a lot about. 但有趣的是，我們從用戶那里學到的是，即使僅僅知道標簽的內容總是同步的，已經有相當多的內容了。 > `[00:19:33]` Yeah that\'s cool. `[00:19:33]` 是的，那很酷。 > And certainly couples would be willing to sort of share just the full transaction stream in a way that you might not with a group on Spotify or something. 當然，情侶們也愿意在某種程度上分享完整的交易流，而不是與 Spotify 上的某個組分享。 > Is this why was it up early. 所以才早起。 > `[00:19:43]` Yeah we\'re currently one thing but what you just said is you don\'t you don\'t get my personal transactions in your field you just get the transactions for you. `[00:19:43]` 是的，我們目前是一回事，但你剛才說的是，你沒有得到我在你的領域的個人事務，你只是得到交易給你。 > You wouldn\'t sign it. 你不會簽的。 > My personal. 我的私人恩怨。 > You know what I mean. 你知道我的意思 > Right. 右（邊），正確的 > So just whatever you click charging. 所以不管你怎么點擊充電。 > Exactly. 一點兒沒錯 > So we\'re currently in private bedroom but we\'re going to submit at the outset in the next two weeks. 因此，我們目前在私人臥室，但我們將在未來兩周開始提交。 > We started working out in January. 我們從一月份開始鍛煉。 > One thing that we sort of made a mistake early on was that we wanted to accommodate oh like is this could work for roommates. 我們很早就犯了一個錯誤，那就是我們想要適應-哦，就像這樣-這對室友來說是可行的。 > This could work for groups that are travelling. 這對于正在旅行的團體來說是可行的。 > And what really happened was we had all these different ways of using the app and we didn\'t have any one way that was very very good. 而真正發生的是，我們有所有這些不同的方式使用這個應用程序，我們沒有任何一種方式是非常好的。 > So you made a comment to the salutary team about focusing on something very small that a lot of users would actually like. 因此，你向有益的團隊發表了一個關于關注一些非常小的東西的評論，這是很多用戶實際上會喜歡的。 > So about a month ago we made a decision to sort of. 大約一個月前我們決定。 > Just simplify the product and focus just on couples and so we feel you know to push out to a lot of people. 只需簡化產品，只關注情侶，我們就會覺得你知道要向很多人推介。 > `[00:20:35]` It\'s good to focus the downside of focusing on couples is right. `[00:20:35]` 把注意力集中在夫妻身上的缺點是對的。 > Just curious what you\'re planning to do is that you there\'s no inherent morality in there either. 奇怪的是，你的計劃是，你在那里也沒有固有的道德。 > You know like it\'s you use it with your partner and that\'s that. 你知道，就像你和你的搭檔一起用它一樣。 > And like it\'s not like something where you\'re sharing it with friends or roommates and brainteaser is that that\'s actually something that we\'ve been going back and forth on. 而不是那種你和朋友或室友分享的東西，而是我們一直在來回交流的東西。 > `[00:20:57]` During those months. `[00:20:57]` 在這幾個月里。 > You know our initial stage is basically you know try to accommodate every use case. 你知道，我們的初始階段基本上是你知道的，試著適應每一個用例。 > So to see what a beta testers do judging that data and then like focus I think they\'re just Berzina which is too small. 所以，要看測試版測試人員是做什么的，判斷這些數據，然后像焦點一樣，我認為它們只是 Berzina，太小了。 > `[00:21:09]` And you know we\'ve built a part like focus. `[00:21:09]` 你知道我們已經建立了一個類似焦點的部分。 > But to answer your question. 而是回答你的問題。 > `[00:21:14]` So couple the app we were interested to learn from them because they seemed to grow pretty. `[00:21:14]` 所以，讓我們有興趣向他們學習的應用程序，因為他們似乎長得很漂亮。 > `[00:21:21]` So they were wise the are they are quite right and they have certainly I mean they have managed to grow but they\'ve had to do it in spite of this huge drag which is the sort of lack of it\'s not any here any of our nature. `[00:21:00]` 所以他們很聰明，他們是對的，我的意思是，他們已經成功地成長了，但是他們不得不這樣做，盡管有著巨大的阻力，這是我們的本性所沒有的。 > Did you have couples using it during your beta period. 你有夫婦在你的測試期使用它嗎。 > Yes. 是 > With those like the best users is that why you decided to focus on this. 對于那些最好的用戶來說，這就是你決定關注這個問題的原因。 > Yes based basically most of them. 是的，基本上大部分都是這樣。 > `[00:21:44]` That used it tend to be couples. `[00:21:44]` 使用它的人往往是夫妻。 > You know. 你知道 > That was an interesting thing to me because initially I always thought that maybe I was a little. 這對我來說是一件有趣的事情，因為一開始我一直以為我有點小。 > `[00:21:52]` Unique maybe or crazy in the way that I dealt with my fantasies fantasies with my my fiancee now and so we did early artlessly we went out and talked to lots of people. `[00:21:52]` 獨特的，也許是瘋狂的，就像我現在和我的未婚妻處理我的幻想一樣，所以我們早早就做得很好，我們出去和很多人交談。 > And so while expense sharing may not be something that you flaunt in from your friends. 因此，雖然費用分攤可能不是你從朋友那里炫耀的東西。 > Usually when you ask them a lot of people go through. 通常當你問他們很多人都會經歷。 > A very stiff and very painful Maniel ways to deal with it. 一種非常僵硬和痛苦的處理方法。 > `[00:22:13]` Yep. `[00:22:13]` 是的。 > No I like the hyperfocus. 不我喜歡超焦距。 > It\'s definitely good and if you can if you can figure out a way that this is way better for couples then another solution. 這絕對是好的，如果你能想出一種更適合夫妻的方法，那么另一種解決辦法。 > And you know I believe you are. 你知道我相信你是的。 > We\'ll figure out some way to grow this dumb one. 我們會想辦法讓這個蠢蛋長大的。 > I think it\'s just it\'s really important to keep yourselves disciplined too. 我認為保持自我約束也是非常重要的。 > Why. 為什么 > Why do people need this product. 為什么人們需要這種產品。 > And what are they going to do with this that they haven\'t with others. 如果他們沒有和其他人在一起的話，他們會怎么做呢？ > It\'s sort of like the you know split bills with friends or roommates or whatever is one of these sort of canonical startup ideas. 這有點像你所知道的與朋友或室友分開的賬單，或諸如此類的典型的創業想法之一。 > I would bet my Seagate\'s 100 applications a year for some version of splitting bills and splitting expenses. 我敢打賭，我的希捷(Seagate)每年會有 100 份申請，以申請某種版本的分攤賬單和分攤費用。 > `[00:22:55]` We funded a bunch and we found that a bunch and I think it\'s it\'s really important to just be very disciplined about what you know like what is what what\'s new about this and why. `[00:22:55]` 我們資助了一群人，我們發現這一群人-我認為-非常重要的是，對你所知道的東西-什么是新的-和為什么-保持嚴格的紀律。 > Why is this going to work when so many of us feel. 為什么這么多人覺得。 > I love the idea of making things as simple as possible. 我喜歡讓事情盡可能簡單的想法。 > And I think I\'m actually I don\'t use a lot of these products but I have not heard myself before this idea of pulling your transaction stream. 我認為我實際上我不使用很多這些產品，但我從來沒有聽說過自己之前，這個想法，拉動你的交易流程。 > `[00:23:23]` And I think that\'s that sounds really cool. `[00:23:23]` 我覺得這聽起來很酷。 > `[00:23:29]` It might be that you\'ve built this great initial tool to be able to split bills and then you end up kind of adapting it and you know back in. `[00:23:29]` 也許你已經建立了這個很好的初始工具，可以分攤賬單，然后你就會對它進行調整，然后你就知道了。 > Know this is kind of like your initial stab your initial beachhead into this and then you figure out well in order to support the roommate scenario than this it\'s so hard you know at the end date for all of these scenarios though you still have this inherent. 你要知道，這就像你一開始就把你最初的灘頭刺進去，然后你想好了，為了支持室友的場景，這是非常困難的，你知道，在所有這些場景的結束日期，盡管你仍然有這種內在的想法。 > Kind of. 有點 > `[00:23:55]` Viral distribution problem or you know how do you acquire users. `[00:23:55]` 病毒的分發問題，或者你知道如何獲得用戶。 > This isn\'t one of those things where you can necessarily charge a lot upfront so you can\'t pay for it. 這不是那種你必須預先收取很多錢的東西，所以你不能為此付出代價。 > And so you do need some sort of free way whether it\'s PR or some invite flow or you know it\'s just you know almost too difficult to talk just about this in eight minutes. 所以你確實需要一些自由的方式，不管是公關，還是邀請流，或者你知道，在八分鐘內談論這件事幾乎太難了。 > It\'s a much longer topic. 這是一個更長的話題。 > `[00:24:18]` But just get users like that. `[00:24:18]` 但是請這樣的用戶。 > `[00:24:19]` The mistake you know you could sort of like there\'s so many different things you could do here and until you get like the first few hundred or a thousand users really above this you end up shooting in the dark. `[00:24:19]` 你知道你可能會犯的錯誤-你可以在這里做很多不同的事情-直到你像最初的幾百到 1000 個用戶那樣，你才能在黑暗中拍攝。 > And when you get people that are really using this like for their daily lives all the time and then like if you in my CV we would tell you like golf and get your first few hundred users and then we can actually give you real advice. 當你讓那些經常在日常生活中使用這個的人，就像你在我的簡歷里一樣，我們會告訴你喜歡高爾夫，得到你最初的幾百個用戶，然后我們可以給你真正的建議。 > But in the meantime it\'s going to be a lot of guesswork and this very promising idea. 但在此期間，這將是許多猜測和這個非常有希望的想法。 > And it\'s really hard to decide what to do about that but I\'m sure you learned a lot in the beta and I\'m just from your friends like if you can\'t get enough users just from your friends your friends are generally pretty obligated to use your products like. 很難決定該怎么做，但我確信你在測試版中學到了很多，而我只是從你的朋友那里學到了很多，比如如果你不能從朋友那里得到足夠的用戶，從你的朋友那里得到的用戶一般都是非常有義務使用你的產品的。 > So you can\'t do that in the first just like a few weeks right. 所以你不能在第一周就這么做，對吧。 > Then you know you have a problem. 那你就知道你有麻煩了。 > But my my my expectation is you\'ll definitely be able to and then don\'t feel bad about like. 但我的期望是，你一定能做到，然后就不會覺得有什么不好了。 > Calling them every week and saying how\'s it going what are you using. 每周給他們打電話，問他們你在用什么。 > What you know what can we do differently. 你知道我們能做什么不一樣。 > That is the way that these things working. 這就是這些東西起作用的方式。 > So would you say you know. 所以你會說你知道。 > `[00:25:23]` Right now should we should we get on the app stores that we can distribute more easily or should we how many users right now again we have about like 40 beta test and then do they use it daily or weekly like what percentage you\'re using it just incorporate it into their lives. `[00:25:23]` 現在，我們應該進入我們可以更容易發布的應用程序商店，或者我們現在應該有多少用戶，我們有大約 40 測試，然后他們是否每天或每周使用它，就像你使用它的百分比，只是將它融入他們的生活。 > `[00:25:37]` Of those 40 I\'d say probably about like 25 hours a day. `[00:25:37]` 在這 40 人中，我會說大概一天大約 25 小時。 > That\'s a pretty high rate actually actually every regular like every few days that\'s great. 這是一個相當高的比率，實際上，每隔幾天就有一次，這很好。 > It is. 它是 > That\'s what it\'s right on. 這就對了。 > Activity rates are one of the most promising things for early stage startups. 對于早期創業公司來說，活動率是最有希望的事情之一。 > It\'s not clear to me that the app store is the most important thing to do right now because like you know you can get a small number of users without it but it would. 我不清楚現在應用程序商店是最重要的事情，因為就像你知道的那樣，沒有它你可以得到少量的用戶。 > It does log around the margins make the whole process a little smoother. 它確實在邊距附近記錄，使整個過程更加流暢。 > So I would probably do it because it shouldn\'t be that much harder but don\'t expect that to give you a lot of traction. 所以我可能會這么做，因為應該不會太困難，但不要指望這會給你帶來很大的吸引力。 > Okay we\'re unfortunately out of time. 好吧，我們很不幸沒時間了。 > Sadhus shonk-simmons thanks so much. 施德胡斯-西蒙斯非常感謝。