# Shana Fisher at Startup School NY 2014 > `[00:00:01]` So I\'m Kavan Yallock and I am a partner at Y Combinator and I\'m excited to see you all here today and I\'m also excited to introduce you to Shanna Fisher. `[00:00:01]` 所以我是 Kavan Yallock，我是 Y Combinator 的合伙人，我很高興今天在這里見到你們，我也很高興向大家介紹 Shanna Fisher。 > Shana is the founder and managing partner of Highline Venture Partners which is based here in New York City and she\'s also a board partner at injuries and Horowitz as an early stage investor. Shana 是總部位于紐約市的 Highline Venture Partners 的創始人和管理合伙人，她也是人壽保險公司和霍洛維茨早期投資者的董事會合伙人。 > Shana invested in companies like Maker Bot Pinterest 53 Refinery 29 and even Y CEO Lumb stripe. Shana 投資了一些公司，比如 BotPinterest，53，煉油廠，29 家，甚至 Y 公司的首席執行官 Lumbstripe。 > So investors know her as someone who has this incredible ability to recognize greatness in early stage entrepreneurs even before they have traction. 因此，投資者知道她是一個有著驚人能力的人，他甚至在創業初期就有能力認識他們的偉大，甚至在他們有吸引力之前。 > But maybe more importantly her portfolio companies know her. 但也許更重要的是，她的投資組合公司認識她。 > As someone who helps them realize that greatness. 作為一個幫助他們認識到偉大的人。 > So we\'re really lucky to have her here today and I am excited to welcome Fisher. 所以我們今天能有她在這里真是太幸運了，我很高興能歡迎費舍爾。 > `[00:01:01]` Thank you so much. `[00:01:01]` 非常感謝。 > It\'s so great to be here. 能來這里真是太好了。 > `[00:01:08]` Thank you so much to Y Combinator. `[00:01:08]` 非常感謝 Y 組合器。 > I really am a big admirer of the program. 我真的很喜歡這個節目。 > Fund a lot of companies out of ricey and it\'s it\'s really the main reason I\'m here. 為許多富貴公司提供資金，這確實是我來這里的主要原因。 > One thing that\'s important for me to say before I start is I really never blog or tweet or say anything about what I do. 在我開始之前，有一件事對我來說很重要，那就是我從來沒有寫過博客，也從來沒有發過微博，也從來沒有說過我所做的事情。 > So why am I here. 那我為什么在這里。 > I\'m here really because I love Y Combinator 1 and 2 I love New York for startups. 我來這里真的是因為我愛 Y 組合 1 和 2，我喜歡紐約的初創公司。 > So you know when not when I was invited I thought okay this will be this will be fun. 所以你知道，當我被邀請的時候，我想好吧，這會很有趣的。 > There\'s a variety of reasons why I don\'t really talk about what I do. 我為什么不真正談論我所做的事，原因有很多。 > But the main reason is I think really the companies are the most important thing about what I do. 但主要原因是我認為公司是我所做的最重要的事情。 > So it\'s really not important for me to talk it\'s really more important for them to talk. 所以這對我來說并不重要，對他們來說更重要。 > So when I was invited here I really to think like I do I really want to do this. 所以當我被邀請來這里的時候，我真的像我想的那樣，我真的很想這樣做。 > And you know one of the main. 你知道其中一個主要的。 > And what do I want to say. 我想說什么。 > `[00:01:58]` And the main reason I decided to come is because the reason I don\'t blog or tweet or talk about what I do is that I often am told I give the opposite advice of what people normally hear. `[00:01:58]` 我決定來的主要原因是，我不寫博客、推特或談論我所做的事情，是因為我經常被告知我給出了與人們通常聽到的相反的建議。 > So I thought that\'s a great way to use this time. 所以我覺得這是個很好的利用時間的方法。 > I\'m going to just go through the major areas that I hear over and over and over again that I\'m giving people the opposite advice of what they normally hear. 我只想一遍又一遍地重復我聽到的主要領域，我給人們的建議與他們通常聽到的相反。 > And I thought that would be the best way to use this time. 我認為這是利用這段時間的最佳方式。 > So first of all I made this presentation with a lot of help but one of one of the things is it\'s in this beautiful format of paper which I think is an amazing presentation format. 所以，首先，我在很多幫助下做了這個報告，但其中一件事是，它是用這種漂亮的紙張格式寫成的，我認為這是一種很棒的演示格式。 > So if you\'re wondering what this is it\'s it\'s one of my companies that I love very much. 所以，如果你想知道這是什么，那是我非常喜歡的公司之一。 > 53 is paper. 53 是紙。 > So. 所以 > The first thing I\'ll cover is runway. 我要掩護的第一件事就是跑道。 > I\'m just going to like hit a couple of major topics and talk about my thoughts on each one. 我只想談幾個主要的話題，然后談談我對每一個話題的想法。 > So one of the first things I see when companies come to raise money is that they\'re raising money for runway so they\'ll often say I\'m raising a million and half dollars that\'s for 18 months. 所以，當公司開始籌集資金時，我看到的第一件事是，他們正在為跑道籌集資金，所以他們經常會說，我正在募集 150 萬美元，為期 18 個月。 > And and that\'s and that\'s what we\'re doing right there. 這就是我們現在要做的。 > I don\'t like that. 我不喜歡這樣。 > So I like when when people are raising money to get their company done by any means necessary. 因此，我喜歡當人們籌集資金使他們的公司以任何必要的方式完成。 > It\'s not about having 18 months. 不是為了有 18 個月。 > It\'s about making whatever you raised last and whatever you\'re able to raise last whether you\'re raising a lot or whether you\'re raising a little. 它是關于讓你最后養的東西和你能最后養的東西，不管你是養了很多還是養了一點。 > And actually one of the things that I think is really great about Y Combinator and I\'ve I\'ve known Weiss\'s since it was a Boston program and if you meet companies from Weiss\'s and you talk to them even the ones that are in the Boston program 16 seven years ago what you realize is that they don\'t think about raising money as runway in the very early stage. 事實上，我認為 YCombinator 非常棒的一件事，我從波士頓項目開始就知道 Weiss，如果你遇到 Weiss 的公司，然后和他們交談，甚至是七年前在波士頓項目中的那些公司，你就會意識到，在早期階段，他們并沒有考慮作為跑道來籌集資金。 > They think about it as How am I going to get this done by any means necessary and how long is it going to last. 他們認為我將如何以任何必要的方式完成這一任務，以及它將持續多長時間。 > And and and that\'s the most important thing. 這是最重要的。 > It\'s not about. 不是關于。 > It\'s not about having enough because runway really is about labor. 這并不是關于擁有足夠的，因為跑道真的是關于勞動的。 > It\'s about payroll it\'s about rent. 這是關于工資的，是關于房租的。 > So what you often find in companies that aren\'t thinking about runway they think about how we\'re going to solve some of those problems in different ways. 所以，在那些不考慮跑道的公司里，你經常會發現，他們會思考我們將如何以不同的方式解決其中的一些問題。 > How am I going to get not to pay rent. 我怎么才能不付房租呢。 > So one of the things I try to do for my companies especially if they don\'t raise a lot of money is how to get them free space for as long as possible. 因此，我試圖為我的公司做的事情之一，尤其是如果他們沒有籌集到很多錢的話，就是如何給他們盡可能長的免費空間。 > That\'s one of the that\'s just one of the one of the ways to get the money ticking down another way is of course thinking about labor how many people do you really need. 這是其中之一，這只是讓錢減少的方法之一，另一種方式當然是思考勞動力，你到底需要多少人？ > Who are you paying. 你付錢給誰。 > Why are you paying them how much you paying them. 你為什么要付給他們多少錢。 > And that\'s a big factor. 這是一個很大的因素。 > So I think runway is sort of one of those things. 所以我認為跑道就是其中之一。 > It\'s often the thing in the beginning that is is like the most important of how to get as far as you can because you know your valuation only goes up after that. 這通常是一開始最重要的事情，那就是如何走得盡可能遠，因為你知道你的估值只是在那之后才會上升。 > And hopefully that\'s that\'s sort of my philosophy on runway founders cofounders. 希望這是我在跑道上的創始人共同創始人的哲學。 > Common knowledge I think is that it\'s it\'s good to have cofounders. 我認為，有共同創始人是件好事。 > For some people I think that\'s true. 對某些人來說，我認為那是真的。 > I have a lot of single founders in my portfolio I think I think I think it\'s not always right to have cofounders. 我的投資組合中有很多單身創始人，我認為有共同創始人并不總是對的。 > I think certain people certain people that can take a company really far actually are not are not actually equipped to have cofounders. 我認為某些能夠帶領一家公司走得很遠的人實際上并不具備共同創始人的能力。 > They\'re actually better being a single founder. 他們實際上更好的是作為一個單一的創始人。 > And so I don\'t make exceptions to two that I like. 所以我對我喜歡的兩個不例外。 > I like to see. 我喜歡看。 > I like to see people that can take the company the distance and having a single founder might sometimes be the best way to do that. 我喜歡看到能夠與公司保持距離的人，而擁有一位單一的創始人有時可能是最好的方式。 > If you do have cofounders I think it\'s really important not to have repeat skills develop or designer obviously incredibly important product. 如果你有共同創始人，我認為沒有重復的技能，開發或設計，顯然是非常重要的產品，這是非常重要的。 > Sometimes that\'s inside a developer sometimes that\'s outside sometimes that\'s inside a design or sometimes that\'s outside. 有時在開發人員內部，有時在外部，有時在設計內部，有時在外部。 > I think it\'s really important when you\'re looking at who you\'re starting a company with. 我認為當你看到你和誰一起創辦一家公司的時候，這是非常重要的。 > I can\'t I\'m not going to make a generalization. 我不能泛化。 > Sometimes people have known each other forever. 有時候人們會永遠認識對方。 > They may have overlapping skills they may have known each other growing up and they may be the right person to start a company with. 他們可能有重疊的技能，他們可能認識對方長大，他們可能是建立一個公司的合適人選。 > But a lot of times what I\'m seeing are people that like just met the person couple weeks ago or months ago because they wanted to start a company. 但很多時候，我看到的是那些幾周前或者幾個月前就認識了這個人的人，因為他們想開一家公司。 > Now it\'s starting a company. 現在它正在成立一家公司。 > So is just something people do when they graduate. 人們畢業的時候也是這樣。 > There\'s so many companies. 公司太多了。 > People feel like that\'s the only way to do it. 人們覺得這是唯一的辦法。 > And I think that some people are just better to be single founders and you should structure the company around around your own skills. 我認為，有些人最好是單身創始人，你應該根據自己的技能來組建公司。 > `[00:06:47]` Time that\'s time to launch. `[00:06:47]` 該發射了。 > That\'s what this means to me. 這對我來說意味著什么。 > `[00:06:55]` Common knowledge I think is you should get product out quick. `[00:06:55]` 我認為大家都知道，你應該盡快把產品拿出來。 > You should iterate and it should be Leive. 你應該迭代，這應該是構想。 > Actually I often take the take the opposite view on this. 事實上，我經常持相反的觀點。 > I think they\'re four years ago I might have said launch quick. 我想這是四年前的事了，我可能會說“快發射”。 > That\'s actually important today because there\'s thousands of startups and it\'s the thing that many many many people are doing. 這在今天是很重要的，因為有成千上萬的初創公司，而且很多人都在做這件事。 > I actually think you should take as much time as possible to make your product perfect. 我認為你應該花盡可能多的時間使你的產品完美。 > And because there is so much competition you have to really think differently about what space you\'re in and how much time you\'re taking the launch it\'s actually possible today to have smaller groups of users doesn\'t have to be alive. 而且，由于競爭如此之大，你必須對自己所處的空間和使用的時間進行不同的思考，因此，在今天，擁有較小規模的用戶并不一定非得活著。 > But I actually don\'t think it\'s good to rush products out. 但實際上我不認為把產品趕出去是件好事。 > I think if it takes you a year to make your product perfect then you should take a year. 我認為如果你花一年的時間使你的產品完美，那么你應該花一年的時間。 > It\'s not about getting it out because I think you have to have the hooks in it and a couple of of of like Trappes that are going to be the reason why consumers love your product and it can take a while to craft that. 這并不是說要把它弄出來，因為我認為你必須把鉤子和幾個像 Trappes 這樣的東西放在里面，這將是消費者喜歡你的產品的原因，而且要花一些時間才能制作出來。 > And it\'s not so important. 這并不重要。 > I think today to just get something out there a minimum viable product I think actually what it\'s important to do today is to try to figure out how you\'re going to raise above and level above all all of the competitors. 我認為，今天要想得到一些最起碼可行的產品，我認為今天最重要的是努力弄清楚你將如何在所有競爭對手之上和水平上提高自己的水平。 > And and that\'s something that timeline\'s kind of goes back to runway are really important to think about. 而這正是時間線回到跑道上需要考慮的問題。 > `[00:08:23]` Initially location. `[00:08:23]` 最初位置。 > `[00:08:28]` New York versus San Franciscovs. `[00:08:28]` 紐約對舊金山的比賽。 > everywhere else. 其他地方。 > I really like. 我真的很喜歡。 > I love New York. 我愛死紐約了 > I love New York to create companies I think New York is a very creative city. 我喜歡紐約創建公司，我認為紐約是一個非常有創意的城市。 > I think it gives gives people a lot of inspiration. 我覺得它給了人們很多靈感。 > There certainly a lot of a lot of input. 當然有很多投入。 > You get your product that you don\'t get in a community where everybody is doing tech. 你得到的產品不是每個人都在做科技的社區里得到的。 > There\'s a lot of money in the early stage in New York. 紐約早期有很多錢。 > So I think that\'s excellent. 所以我覺得這很棒。 > What there isn\'t is a lot of money in the middle stage. 中間階段沒有很多錢。 > It\'s still California I think primarily that has a huge advantage with the trajectory companies are able to get and doing things like Y Combinator. 我認為主要的優勢仍然是加州，因為公司能夠獲得和做 Y 組合器這樣的東西具有巨大的優勢。 > Actually if you\'re going to be located in New York is extremely strategic. 事實上，如果你要在紐約辦公的話，那是非常有戰略意義的。 > You might not even think about the relationships that you\'re forming there how valuable they are going to be two years from now you\'re just thinking about how do I get my thing funded how do I get my startup like to be separated from everybody else which I see is excellent. 你甚至可能沒有想過你在那里形成的關系-從現在起兩年后，它們的價值有多大-你只是在想我該如何獲得資金，如何讓我的創業公司與其他人分離，這一點我認為是很棒的。 > But what it\'s also good at is really putting down roots in California. 但它還擅長的是在加利福尼亞扎根。 > So if you\'re gonna be in New York you have to have some roots there if you\'re ever going to if you\'re gonna want to go back there and having investors in both cities I think is also really important because you get very different perspectives and that\'s why I think location has to be thought about very strategically. 所以，如果你要去紐約，你必須要在紐約扎根，如果你想回到紐約，讓投資者到這兩個城市投資，我認為這也很重要，因為你有非常不同的觀點，這就是為什么我認為必須非常戰略性地考慮地理位置。 > Certain companies I think have real advantages to being a city in an urban environment like New York or other cities. 我認為，某些公司在紐約或其他城市這樣的城市環境中擁有真正的優勢。 > Others have real advantages with the amount of people you can hire and the talent that you find in California. 其他人有真正的優勢，因為你可以雇傭大量的人和你在加州找到的人才。 > So Northern California. 所以北加州。 > So I think that\'s my view on location and I sometimes hear I sometimes hear the opposite or not an honest evaluation of what are really the pros and cons so this is like my favorite one. 所以我認為這是我對地點的看法，我有時聽到相反的或不誠實的評價什么是真正的利弊，所以這是我最喜歡的。 > Nobody knows anything. 沒人知道什么。 > Especially when it comes to investors. 尤其是當涉及到投資者的時候。 > And I think about that all the time myself and I find I find actually it\'s very liberating. 我一直在想這件事，我發現這實際上是很解放的。 > It\'s very liberating because I know many of the great companies that I found when I found them absolutely nobody else was looking at them most people didn\'t like them. 這非常令人解放，因為我知道許多我發現的偉大公司，當我發現它們時，絕對沒有其他人在看它們，大多數人都不喜歡它們。 > And it was very difficult to tell them what they were going to become was going to be as big as they had. 很難告訴他們會變成怎樣的人。 > They did become. 他們確實變成了。 > And I think it\'s important for all of you starting companies to really remember when you\'re talking to investors it\'s very personal. 我認為，對于所有剛開始創業的人來說，重要的是要記住，當你和投資者交談時，這是非常私人的事情。 > It\'s very subjective. 這很主觀。 > So if you hear negative comments if you hear like this doesn\'t make any sense. 所以，如果你聽到負面的評論，如果你聽到這樣的話，那就沒有任何意義了。 > Nine times out of ten that might be true but one time it may be that you\'re what you\'re doing is so new that nobody can evaluate it. 十次中有九次可能是真的，但有一次，你所做的可能是新的，以至于沒有人能對它進行評估。 > And that\'s when really great things happen. 那就是真正偉大的事情發生的時候。 > You also might be talking to an investor that have just just 10 investments and they\'re not even they\'re not even in the headspace to do yours. 你也可能在和一個只有 10 筆投資的投資者交談，他們甚至不在你的頭上。 > So I think it\'s really important to you know when you sit down with investors talk about what are the last couple deals you did. 所以我認為這對你來說很重要，當你坐下來和投資者討論你最近做過的幾筆交易時。 > Look if you get someone that hasn\'t done a deal in a while they\'re actually maybe more open minded to you. 聽著，如果你遇到了一個有一段時間沒做過交易的人，他們可能會對你更加開放。 > And I think you have to be more strategic about it you can\'t you can be more strategic about the people you\'re talking to not just closing your round you can close people that are really going to spend the time and actually have an open mind to what you\'re doing and give you good feedback. 我認為你必須在這件事上更具戰略性-你不能對與你交談的人更具戰略性-而不僅僅是關閉你的圈子，你可以讓那些真正要花時間、對你所做的事情持開放態度并給你好的反饋的人關門大吉。 > So it\'s really important when you\'re talking to investors to realize look they probably are not any better position to evaluate what you\'re doing in a weird way then then you know the next person sitting next to you. 因此，當你與投資者交談時，這是非常重要的，當你意識到，看上去，他們可能沒有任何更好的位置來評估你在以一種奇怪的方式做什么，這樣你就知道下一個坐在你旁邊的人了。 > There\'s a lot of patterns. 有很多種模式。 > People get stuck in patterns I don\'t actually believe in patterns. 人們被困在我并不真正相信的模式中。 > I think patterns actually can trap you so into wanting to see the same thing that worked before. 我認為模式實際上可以誘使你想要看到以前同樣的事情。 > But you know the river the river is always flowing and the markets are very different. 但你知道，這條河總是流動的，市場是非常不同的。 > What work today is not going to be work. 今天的工作不是工作。 > You know it\'s not going be saying it worked for years ago. 你知道的\不會說它在幾年前起作用了。 > So personally I try not to look for patterns and contradict myself a lot so I\'m talking about patterns but I\'m talking about my advice. 所以就我個人而言，我盡量不去尋找模式，并且經常自相矛盾，所以我說的是模式，但我說的是我的建議。 > But I think when you when you\'re starting out in really crafting your company just thinking about the role that investors play and who you\'re talking to and where are they coming from. 但我想，當你開始真正打造你的公司的時候，你只會想到投資者扮演的角色，你在和誰說話，他們從哪里來。 > Do some research when you sit down with them before you just launch into your presentation and you\'ll get a sense hey is this person even like a candidate or are they probably you know kind of like is there is their plate already full. 當你和他們一起坐下來，然后開始你的演講時，你就會有一種感覺，嘿，這個人是不是像個候選人，或者，你知道嗎，他們的盤子已經滿了。 > A lot of investors can\'t even really know if they\'re a lead or a board member. 許多投資者甚至不知道他們是首席執行官還是董事會成員。 > You know if they\'re on more than 12 boards that\'s like a lot. 你知道，如果他們在超過 12 個董事會，這是一個很大的。 > So if you\'re talking to someone on 12 boards or someone who\'s new you\'re you\'re much more likely to get the results you want with someone who is very open minded to what to what you\'re building. 所以，如果你和 12 個董事會上的人或一個新來的人交談，你就更有可能得到你想要的結果，而這個人對你正在建設的東西非常開放。 > `[00:13:01]` And these are some of the things to look for development. `[00:13:01]` 這些都是需要尋求發展的東西。 > `[00:13:07]` I have a couple things on product development that I that I that I find myself going over a lot. `[00:13:07]` 我在產品開發方面有幾件事，我發現自己已經做了很多遍了。 > One actually I got this advice from from paper I was with the paper team this morning and I asked them like what you know how do you guys think about product development as a startup what are some of the things you did that you think are valuable and what are the things that you think that you think you wish you knew. 有一次，我從報紙上得到了這個建議，我今天早上和紙業團隊一起問他們，你們知道，作為一家初創公司，你們是如何看待產品開發的，你們認為哪些事情是有價值的，哪些是你認為自己希望自己知道的。 > And one of one of the things that\'s really important and I really believe this goes back to the number of people on the team I think it\'s really important to build for today. 而其中一件非常重要的事情，我真的相信這可以追溯到團隊中的人數，我認為這對于今天的球隊來說是非常重要的。 > If you read development blogs and many people that have worked at bigger companies leave those companies with the same disciplines. 如果你讀過開發博客和許多在大公司工作過的人，那么這些公司就會有相同的紀律。 > And a lot of those disciplines you might read about in development blogs like aren\'t you know you\'re gonna spend a lot of time on infrastructure but you\'re not going to spend a lot of time on the products you\'re trying to build for today and prioritizing what actually is building for today. 你可能在開發博客上讀到了很多這樣的學科，比如你不知道你會花很多時間在基礎設施上，但你不會花很多時間在你今天想要構建的產品上，并把今天真正要構建的東西放在優先順序上。 > Having a big vision because when you start a company you often have a big vision like this is what were going to do. 有一個遠大的愿景，因為當你創辦一家公司時，你通常會有這樣一個遠大的愿景，這就是你要做的事情。 > This is our business. 這是我們的事。 > This is an area we\'re trying to disrupt. 這是我們試圖破壞的區域。 > But from a real product development standpoint what\'s today\'s problem you\'re actually going to solve. 但是從真正的產品開發的角度來看，你現在要解決的問題是什么。 > And I often advise companies that are also going to Y see go to see to grow because some of the connections and the relationships you\'re making have really been incredible difference makers for companies to either get other startups using their product or take advantage of the mentors there to teach them like really how to craft growth. 我經常建議那些也會去 Y 的公司去看看增長，因為你所建立的一些聯系和關系真的讓公司產生了難以置信的不同，公司要么利用他們的產品找到其他的初創公司，要么利用那里的導師來教他們如何真正地創造增長。 > When you have that solid product and I think that\'s one of the best things to remember about about building another thing I like to think about again time I think I think you want to take as much time as possible to build a perfect product. 當你有了堅實的產品，我認為這是建造另一件東西時最好記住的事情之一，我想再想一次，我想你想花盡可能多的時間來構建一個完美的產品。 > One thing that\'s related to this is design. 與此相關的一件事是設計。 > I think today design is really becoming like all the same great design is all the same there\'s the same CSSA templates. 我認為今天的設計真的變得像所有的一樣，偉大的設計，都一樣，有相同的綜援模板。 > A lot of people are using. 很多人都在用。 > And so the line kind of bleed into each other you know kind of what makes great design today it\'s like flat it\'s whatever you know whatever sort of Apple is also bringing forward which is great but you don\'t have any breakthroughs. 因此，這條線互相滲透，你知道，今天是什么使設計偉大，它就像扁平的，無論你知道什么，蘋果也提出了什么，這是很棒的，但你沒有任何突破。 > So if everybody\'s using the same templates the same full bleed photos the same sans serif fonts the same saturated colors which are all beautiful and today we\'re train especially investors are trained to look at a design and be like oh that\'s clean that\'s beautiful that looks like it\'s supposed to look but it looks like everything else. 因此，如果每個人都使用相同的模板、相同的滿是流血的照片、同樣的無襯線字體、同樣的飽和顏色，這些顏色都是美麗的。今天，我們接受了培訓，特別是投資者們接受了培訓，讓他們看到一個設計，看起來很干凈，漂亮，看起來像它應該看起來，但它看起來像其他東西。 > So what I actually like to look for and I\'ve funded a lot of stuff that did not look good because I knew like all you have to do is a good tip of the iceberg you should have to put some design onto that. 所以我真正喜歡找的是，我資助了很多看起來不太好的東西，因為我知道你要做的就是冰山一角，你應該把一些設計放在上面。 > But if you have something really breakthrough don\'t worry about how it looks because how it looks is often going to be something you can do use one of those as templates that everybody else is going to judge you by. 但是，如果你有真正的突破，不要擔心它的外觀，因為它的外觀通常是這樣的，你可以使用其中的一個模板，其他人都會用它來評判你。 > But I think if there\'s any designers in the room I think it\'s time to push past what everybody is starting to look like and that\'s something that I look for. 但我認為，如果房間里有任何設計師，我認為是時候拋開每個人都開始看起來的樣子了，這就是我想要的東西。 > I know that you know we got to this design because there you know this kind of pervasive design because you know there was another pervasive design that kind of got overtaken by this one I think we\'re ready to have a new a new look. 我知道你知道我們有了這樣的設計，因為你知道這種普遍的設計，因為你知道有另一個普適的設計，它被這個設計取代了，我想我們已經準備好有一個新的外觀了。 > I don\'t know what it is of course that\'s what I look for everyday but I\'d really like to see products not be so skin deep because I think that you can get trapped in the skin deep ness of a product and not worry about what what are you really trying to do that\'s breakthrough underneath. 我不知道這是什么，當然，這是我每天尋找的，但我真的希望看到產品不是那么深，因為我認為，你可以被困在一個產品的皮膚深度，而不擔心你真正想做的是什么，這一突破的背后。 > How hard is it. 有多難啊。 > How much time does it take to get perfect and often design is last. 要花多少時間才能獲得完美，而設計往往是最后一次。 > `[00:16:48]` And I hope there are breakthroughs there but I really would focus on sort of the iceberg of the productvs. `[00:16:48]` 我希望那里有突破，但我真的會把重點放在產品的冰山上。 > versus the surface people so related to runway know people raise money and they say we\'re going to go higher five people to hire seven people hire for developers because we need for developers to get this done by three months. 相對于與跑道相關的地面人員來說，他們知道人們會籌集資金，他們說我們會更高-5 個人為開發商雇傭 7 人-因為我們需要開發商在 3 個月前完成這項工作。 > And what I found is that most people that are starting startups don\'t know how to manage people and you know you\'re going to find yourself overwhelmed. 我發現，大多數剛開始創業的人都不知道如何管理人，而且你知道你會發現自己不知所措。 > And it\'s really important to affect how you manage people one by one. 影響你一個接一個地管理人的方式是非常重要的。 > So if you say have a single founder you should hire one person and perfected with that person. 因此，如果你說有一個創始人，你應該雇用一個人，并完善與該人。 > If you have two founders hire one person Perfecta how you\'re going to manage that person and build the team that way. 如果你有兩個創始人，雇傭一個人-Perefta-你將如何管理這個人并以這種方式建立團隊。 > I think another thing is this it sounds this is going to sound really cheesy I guess but diversity is really important. 我認為另一件事是，聽起來這聽起來很俗氣，我想，但多樣性是非常重要的。 > And you know if you look around and your founders and your company all look the same you\'re just not going to have enough views of of of of your user and a lot of found you know some controversial but most founders your mail. 你知道，如果你環顧四周，你的創始人和你的公司看起來都是一樣的，你只是對你的用戶沒有足夠的看法，很多人發現你認識一些有爭議的，但大多數的創始人，你的郵件。 > I\'ve certainly funded a lot of female founders. 我確實資助了很多女性創始人。 > I\'ve funded a lot of products that are for women created by males. 我資助了很多男性為女性設計的產品。 > But they say they prioritize higher hiring women pretty early on. 但他們表示，他們很早就把招聘女性的工作放在了優先位置。 > So it\'s sort of a you know equal opportunity thing I mean you want to find the best person for the job but you you you really should think about bringing other people into the company not just being female founders but bring bring women into the company either in design roles development roles. 所以這是一種機會均等的事情，我的意思是，你想找到最適合這份工作的人，但你真的應該考慮讓其他人加入公司，不僅僅是女性創始人，還應該讓女性進入公司，無論是在設計角色、發展角色方面。 > You know there\'s a lot of times in my companies they probably get tired of me doing this but I meet a young female developer who I think has promise and I\'ll like just tell a company you have to hire. 你知道，在我的公司里有很多次，他們可能厭倦了我這樣做，但我遇到了一位年輕的女開發商，我認為他們有承諾，我想告訴一家公司，你必須雇用。 > You have to train her because there\'s no way people are going to get opportunities unless founders prior founders who really are in the position of taking their companies forward do that and you\'re going to find those people are so valuable you\'re not even going to impartially it\'s karma. 你必須對她進行培訓，因為人們不可能獲得機會，除非創始人、那些真正能夠推動公司前進的創始人做到這一點，而你會發現，這些人太有價值了，你甚至都不會公正地對待自己的因果報應。 > But I actually believe it\'s one of those things that if you bring these these these people into the into your company whether it\'s you know racial diversity or gender diversity or or just people people that don\'t think like you know mental diversity however you want to say it. 但我實際上相信，如果你把這些人帶入公司，不管是你知道種族多樣性還是性別多樣性，或者只是那些不像你知道精神多樣性的人，你想說什么，這就是其中之一。 > I just think it\'s so critical to building great companies and I think when I look back at my companies that have succeeded this is what they\'ve done. 我只是認為這對于建立偉大的公司是如此的關鍵，我認為當我回顧那些成功的公司時，這就是他們所做的。 > They haven\'t. 他們沒有。 > They didn\'t necessarily set out to do it but but they did it. 他們不一定要著手做這件事，但他們做到了。 > And I think it\'s actually indisputably a great thing to do. 我認為這實際上是一件無可爭辯的偉大的事情。 > We\'re not going to have more female founders unless they get more experience. 我們不會有更多的女性創始人，除非她們有更多的經驗。 > They\'re going to get more experience less they get great experiences and other startups. 他們將獲得更多的經驗，更少，他們會獲得更好的經驗和其他初創公司。 > So sometimes I think it\'s really important to prioritize these things. 因此，有時我認為，優先考慮這些事情是非常重要的。 > That\'s just my view. 這只是我的看法。 > `[00:19:54]` Can I talk to you for a minute. `[00:19:54]` 我能和你談談嗎？ > This is a big one back to people. 這對人們來說是個大問題。 > `[00:19:59]` You think you\'re building a startup to create a product. `[00:19:59]` 你認為你正在建立一個創業公司來創建一個產品。 > You think you launch a product and you\'re building technology you\'re actually building people you\'re building a team and if you don\'t take care of managing that team it\'s gonna come over like a tidal wave you\'re going to have people coming up to you. 你認為你推出了一項產品，你正在建設技術，你實際上是在建設人，你正在建立一個團隊，如果你不去管理這個團隊，它就會像潮水一樣出現，你會有很多人向你走來。 > `[00:20:14]` Can I talk to you for a minute. `[00:20:14]` 我能和你談談嗎？ > That\'s kind of like what the symbol is. 這有點像那個符號。 > People want to take you aside. 人們想把你拉到一邊。 > People want to know where my what\'s my standing in the company what\'s my position in the company where What\'s my role. 人們想知道我在公司里的地位是什么，我在公司里的位置是什么，我的角色是什么。 > Why is this person getting that role. 為什么這個人會得到這個角色。 > Here\'s an idea I have. 我有個主意。 > That\'ll happen if you don\'t work on managing the people. 如果你不去管理人民，那就會發生。 > There\'s a really great paper called the scarf method one of the things I do is I love SEO coaches who really help founders grow as managers. 有一份很棒的論文叫做“圍巾法”，我所做的一件事就是我喜歡 SEO 教練，他們真正幫助創始人成長為管理者。 > The scarf method is something that he recommends. 圍巾法是他推薦的方法。 > I\'ve read it\'s a sort of a neurological approach to how to manage people what people need to be managed if you just type s c A are f period period. 我讀過，這是一種神經學的方法，用來管理人們需要管理的東西，如果你輸入 sc a 是 f 期的話。 > You\'ll find the paper if you don\'t you can e-mail me or else I\'ll send it to you. 如果你不能給我發電子郵件，你會找到這份文件的，否則我會把它寄給你的。 > It\'s just about what people need and you\'ll find if you take time to think about how you\'re managing the people on your team and you are actually now managing a group of humans would say you raise more money you take your company a little further. 這正是人們所需要的，如果你花時間思考一下你是如何管理團隊中的人的，而實際上你現在正在管理一群人，你會說你籌集了更多的錢，你把你的公司做得更遠了。 > You\'re going to hire are you going to hire people. 你要雇用人嗎？ > I do advise not to hire people very quickly especially if you\'ve never managed anyone. 我確實建議不要很快雇傭員工，尤其是如果你從來沒有管理過任何人。 > I think you got to protect it and you\'ll make mistakes and those mistakes will become part of you as another manage as a good manager and you\'ll be able to hire someone else and retain someone else. 我認為你必須保護它，你會犯錯誤，而這些錯誤將成為你作為一個好經理的一部分，你將能夠雇傭別人并留住其他人。 > So you\'ll make mistakes. 這樣你就會犯錯。 > I think you should make mistakes early so that you go and then you can and then you can correct that. 我認為你應該盡早犯錯誤，這樣你就可以走了，然后你就可以改正了。 > And it\'s not Adur it\'s not at a mission critical time. 這不是阿杜爾，這不是任務關鍵時刻。 > So that\'s that\'s a big one if you see yourself surrounded with. 如果你看到自己被包圍了，那就太大了。 > Can I talk to you for a minute out of your work. 我能和你談談你的工作嗎？ > Then you realize OK I need to step back and I need to figure out. 然后你意識到，好的，我需要后退一步，我需要弄清楚。 > Am I managing the people around me. 我在管理周圍的人嗎。 > What\'s happening. 發生了什么\。 > Because you know the startup can be such an intense I\'m very empathetic. 因為你知道，創業可以是如此強烈，我非常同情。 > It\'s a very intense environment. 這是一個非常緊張的環境。 > You feel like you know you what you\'re doing is extremely important. 你覺得你知道你在做什么是非常重要的。 > You lose perspective almost for everything else around you. 你對周圍的一切幾乎失去了洞察力。 > And that\'s actually really important. 這真的很重要。 > It\'s really important to be in that no perspective place because that\'s how you can I think execute and do superhuman great superhuman and great things. 站在沒有視角的地方是非常重要的，因為我認為，執行和做超人，偉大的超人和偉大的事情就是這樣的。 > But it\'s really important to step back in and realize like I\'m managing people not just the product and many of my founders many founders I mean are engineers and that\'s just not something that they\'ve done. 但是，真正重要的是，我要退一步，意識到我是在管理人，而不僅僅是管理產品，我的許多創始人-我指的是創始人-都是工程師，而這并不是他們所做的事情。 > But if you can do that you\'ll be great. 但如果你能做到的話你會很棒的。 > And no one will ever be able to kick you out of the CEO spot. 沒有人能把你踢出首席執行官的位置。 > `[00:22:38]` The equinox. `[00:22:38]` 春分。 > So the Equinox is something I like to think of is like that time horizon the line between when you don\'t have to make money when you do so personally I like companies that make money. 所以，Equinox 是我喜歡想到的東西，就像時間的地平線，當你不需要賺錢的時候，當你這樣做的時候，我喜歡賺錢的公司。 > I like companies that have business models that companies like think about the business model ahead of time. 我喜歡那些擁有商業模式的公司，這些公司喜歡提前思考商業模式。 > Even if I think there\'s no greater value in what you do than if somebody is willing to pay. 即使我認為你所做的事情沒有比某人愿意付出更大的價值。 > So I like companies with big smiles. 所以我喜歡那些笑容滿面的公司。 > However I have definitely funded things without business models and they\'ve even had a really good idea a clearer idea of what they\'re gonna do even if they don\'t do in the first year they may not do it till the third year but they have a very clear idea of what they\'re going to do and I know there\'s a lot of examples out there that companies don\'t have that. 然而，我肯定在沒有商業模式的情況下資助了一些事情，他們甚至有了一個非常好的主意，他們對自己將做什么有了一個更清晰的認識，即使他們在第一年不去做，他們可能要到第三年才會這么做，但他們對自己將要做的事情有一個非常清楚的想法，我知道有很多例子表明，公司沒有這樣做。 > But I think you\'ll find you really control your destiny when you do control the money. 但是我認為當你控制了錢的時候，你就會發現你真的掌握了自己的命運。 > Either you control raising the money some people are very good at raising money or you\'re in control making money. 要么你控制著籌集資金，要么你控制著賺錢，有些人非常擅長籌集資金。 > So the Equinox is like that time between it\'s like acceptable not to make any money and when it is. 所以，春分就像那一段時間，在這段時間里，不賺錢是可以接受的，而且是可以接受的。 > And I think that\'s really important to recognize many founders don\'t recognize it and with enough time when that Equinox has passed. 我認為，認識到許多創始人沒有意識到這一點是非常重要的，而且當 Equinox 已經過去時，他們有足夠的時間認識到這一點。 > So there is a certain amount of time where it\'s all potential and investors invest in potential you know very rare. 因此，有一段時間，所有的潛力和投資者投資潛力，你知道是非常罕見的。 > I mean they look they like to look for what they like to look for. 我的意思是他們看起來他們喜歡尋找他們喜歡的東西。 > But a lot of that is what\'s potentially what\'s potentially going to be valuable and they project onto a company. 但很多這些都是潛在的有價值的東西，它們投射到了一家公司。 > `[00:24:01]` Now there\'s a certain time when you can do that in a time when you need to stop. `[00:24:01]` 現在有一個特定的時間，當你需要停下來的時候，你可以這樣做。 > And as a founder you need to say like this is the time we need to cross over because we want to control our destiny. 作為一個創辦者，你需要像這樣說，這是我們需要跨越的時候，因為我們想要控制自己的命運。 > And I think that\'s how I think of of the Equinox. 我想這就是我對春分的看法。 > I think it\'s a very important concept that I try to help my companies with. 我認為這是一個非常重要的概念，我試圖幫助我的公司。 > `[00:24:17]` So I\'m wrapping up Cosmo\'s. `[00:24:17]` 所以我要結束科斯莫。 > This is really meant to be about inspiration. 這真的是關于靈感的。 > So I don\'t know if anybody\'s watching Cosmos on TV so good. 所以我不知道有沒有人在電視上看得這么好。 > You know it\'s so good and I went back and watched the old cosmos. 你知道這太棒了，我回去看了看舊宇宙。 > `[00:24:32]` I remember growing up how much I loved the old the original Cosmos and that really had a profound impact on me. `[00:24:32]` 我記得在成長過程中，我是多么地愛著古老的宇宙，這對我有著深遠的影響。 > And if you\'re watching Cosmos and I really recommend everybody do it\'s on it\'s it\'s on FOX. 如果你在看“宇宙”，我真的建議大家都看“福克斯”節目。 > It\'s just that of the planet\'s Hayden Planetarium is the narrator and I recommend going into the dark matter show actually at 8 and Planetarium it\'s really extraordinary. 它只是地球的海登天文館的敘述者，我建議進入暗物質節目，實際上在 8 歲，天文館，它是非常不尋常的。 > `[00:24:55]` And what I think of when I when I\'m inspired by Cosmos is just the big problems there our resolve and and how you know on Earth where we don\'t really even understand the edge of the observable universe yet and how how deeply interesting that is to me and the problems of carbon and all the kind of things that are outlined in it through the through the through the narrative of that show. `[00:24:55]` 當我受到宇宙的啟發時，我想到的只是大問題-我們的決心，以及你們如何知道，在地球上，我們甚至還沒有真正理解可觀測宇宙的邊緣，這對我來說是多么的有趣，碳的問題，以及在這個展覽的敘述中概述的所有東西。 > And I don\'t know what that inspires me that inspires me so if I see like lots of little apps I\'m sort of like what is this. 我不知道是什么激發了我的靈感，所以如果我看到很多小應用程序，我就會覺得這是什么。 > This is lots of the same stuff. 這是很多相同的東西。 > I really love to see breakthrough things. 我真的很喜歡看到突破性的東西。 > I think people really truly are you really only are going to achieve as big as you do dream and that\'s very corny but I think a lot of what I do is look for people that have really big dreams and they know how to build for today to get there and they know how to look at and say look I don\'t want to just do another app I actually want to do something that is meaningful and whether it\'s it maybe thinking about designing a breakthrough where whatever you view is meaningful whatever you view is inspirational. 我認為人們真的是真的嗎？你真的只會實現你夢想中的夢想，這很老套，但我認為我做的很多事情都是尋找那些有著真正遠大夢想的人，他們知道如何為今天的目標而努力，他們知道如何看待和說看，我不想只做另一個應用程序。我實際上想要做一些有意義的事情，不管它是否有意義，也許我會考慮設計一個突破，讓你所看到的一切都是有意義的，無論你所看到的都是鼓舞人心的。 > It\'s really important I think when you\'re starting your company to have that spark. 我認為當你開始你的公司時，這是非常重要的。 > Because if you don\'t have that it\'s going to show the authenticity shows it takes Pixar five years to make a movie. 因為如果你沒有它，它將顯示真實的節目，它需要五年的時間來制作一部電影。 > Why are they the best movies because they took five years and they\'re made with a lot of heart. 為什么他們是最好的電影，因為他們花了五年時間，他們是用很多心思制作的。 > A lot of people and a lot of ideas and there are so many companies right now to level up. 很多人，很多想法，現在有那么多的公司需要提升。 > You have to do that. 你必須這么做。 > It\'s going to be very hard to level up if if more people aren\'t doing that. 如果更多的人不這么做的話，這將是非常困難的。 > So whether you\'re watching Cosmos you\'re finding some other way to inspire you. 所以不管你是否在看宇宙，你都會找到其他的方法來激勵你。 > You know I really encourage everybody to dream big because you could get jobs and jobs would be a lot easier. 你知道，我真的鼓勵每個人都有遠大的夢想，因為你能找到工作，工作就容易多了。 > Lot easier startups are really hard. 簡單得多的創業公司真的很難。 > So if you\'re gonna do it you gotta go for it. 所以如果你要這么做，你就得去爭取。 > And that\'s what I want to see. 這就是我想看到的。 > So that\'s all. 所以僅此而已。 > Email me if you have any questions on what I said. 如果你對我說的話有任何疑問，請給我發電子郵件。 > I hope you don\'t quote me though because that would you know I don\'t want to I don\'t want to debate it. 我希望你不要引用我的話，因為你知道我不想辯論它。 > No I just want to put my shit out there and see what happens. 不，我只是想把我的狗屎放在外面看看會發生什么。 > But you know if anything I said interest you. 但你知道如果我說了什么你就會感興趣。 > I\'d love to talk to anybody. 我很想和任何人談談。 > Thank you I see. 謝謝我明白了。 > Thank you 53 for helping me and this wonderful illustrator named Julia Lou who just put together these incredible visuals. 謝謝你幫助我和這個偉大的插畫家朱莉婭盧，他剛剛把這些不可思議的視覺效果。 > Thanks again. 再次感謝。