# Hiroki Takeuchi > `[00:00:03]` Now onto the next speaker. `[00:00:03]` 現在轉到下一位發言者。 > This afternoon. 今天下午。 > `[00:00:06]` Hiroki is co-founder and CEO of Go club go cardless which is the ukase leading direct debit provider and they now serve more businesses than any other direct debit provider and they\'re also expanding to serve Europe. `[00:00:06]` Hiroki 是 Go 俱樂部 Go 無卡公司的聯合創始人和首席執行官，該公司是 Kukase 領先的直接借記卡提供商，他們現在為更多的業務服務，比其他任何直接借記卡提供商都多，而且他們還在擴展業務，為歐洲服務。 > Hiroki and his co-founder Matt started go cardless in 2010. 廣基和他的聯合創始人馬特在 2010 年開始了無紙化。 > So they\'ve got a fun story to be telling you about their history. 所以他們有一個有趣的故事要告訴你他們的歷史。 > It\'s a really bright eyed pair and I think that\'s a good thing I can kind of barely see the back so I can\'t really see how many people in the room right now. 這是一雙非常明亮的眼睛，我認為這是一件好事，我幾乎看不到后面，所以我現在看不出房間里有多少人。 > `[00:00:49]` Say hi I\'m Hiroki and I start to go cardless actually in the beginning of 2011 with my co-founder is Matt and Tom. `[00:00:49]` 跟我打招呼，我是廣基，實際上是在 2011 年初，我和我的聯合創始人馬特和湯姆開始沒有卡了。 > For those of you that don\'t know about what we do basically we make it really easy for businesses to accept recurring payments via direct debit. 對于那些不知道我們做了什么的人來說，我們讓企業很容易接受通過直接借記的經常性付款。 > When Kate asked me to talk at Startup School she asked me to talk about the early stages of Go cardless and tell our story. 當凱特讓我在創業學校演講時，她讓我談一談“無卡”的早期階段，并講述我們的故事。 > And so when I was thinking through our story I was trying to figure out okay what should I talk about. 所以當我在思考我們的故事時，我試圖弄清楚，我應該說些什么。 > And I realized that actually for me the lessons I\'ve learned they didn\'t come from. 我意識到，對我來說，我學到的教訓并不來自于我。 > Just you specific events so one story here or there the lessons that I learned over time. 只是你的具體事件，所以這里或那里的一個故事，我學到的教訓，隨著時間的推移。 > And so rather than telling you are straight story I thought I\'d share for lessons that I\'ve learned along the way and then give you some anecdotes as well. 因此，與其告訴你的是直截了當的故事，我還以為我會分享我沿途學到的教訓，然后給你一些軼事。 > `[00:01:47]` See if this works. `[00:01:47]` 看看這是否有效。 > Okay. 好的。 > So. 所以 > Our first story. 我們的第一個故事。 > Is about. 是關于。 > When your journey starts actually that your journey starts way earlier than you think. 當你的旅程開始的時候，你的旅程比你想象的要早得多。 > `[00:02:01]` When I sat down to really think about this talk and start thinking about what\'s the story of Go cardless and where did it begin. `[00:02:01]` 當我坐下來認真思考這個演講，開始思考什么是無紙化的故事，它是從哪里開始的。 > Actually turned out to be a pretty non-trivial question. 實際上是個相當重要的問題。 > Was it when we wrote our first line of code. 是我們寫第一行代碼的時候。 > Or was it when Matt Tom and myself agreed to start a business together. 或者是馬特·湯姆和我同意一起創業的時候。 > Or perhaps it was when. 也可能是在什么時候。 > Matt and I met for the first time when we shared our dreams of starting a business one day. 馬特和我第一次見面是因為有一天我們一起分享了創業的夢想。 > `[00:02:31]` But then I realized that for me my story began way earlier than that. `[00:02:31]` 但后來我意識到，對我來說，我的故事開始得早于此。 > My story began in the first week of university. 我的故事始于大學的第一周。 > I\'d go to university and know like most people you meet lots of new friends you try out new activities and take up new hobbies. 我會去上大學，像大多數人一樣，你會遇到很多新朋友，你會嘗試新的活動，開始新的愛好。 > It was during then that I met a guy called Carreau. 就在那期間我遇到了一個叫卡洛的人。 > He was in the year above me and he did maths too. 他比我高一，他也學數學。 > And. 和 > He kind of took me under his wing and in one of those first weeks he took me to meet up for this society called Oxford entrepreneurs. 他把我放在他的羽翼下，在最初的幾個星期里，他帶我去參加一個叫做牛津企業家的協會。 > Basically it was a Students Society that was there to promote entrepreneurship. 基本上，這是一個學生協會，是為了促進企業家精神。 > And. 和 > I remember my eyes being open for the first time. 我記得我第一次睜開眼睛。 > This world of startups and business. 這個充滿創業和商業的世界。 > Before that I had no idea what it was about. 在那之前我不知道是怎么回事。 > I thought business was like Lex Luthor andMr. 我以為生意就像萊克斯·盧瑟先生和先生。 > Burns. 伯恩斯。 > And. 和 > So I remember going to this event and meeting all these really cool people that were interested in taking this other path. 所以我記得去參加這個活動，見過所有那些對走另一條路感興趣的很酷的人。 > And it was there that I met Corvair and Harge going to kill me when they see this picture because an awful picture of them. 就在那里，我遇到了科爾維爾和哈吉，當他們看到這張照片時，他們會殺了我，因為他們的照片很糟糕。 > But. 但 > They were the first people that I met that had started a business. 他們是我認識的第一個創業的人。 > Now you gotta remember back in the you know 2005 2006 when they started their business. 現在你要記住，在你知道的 2005 年，2006 年，他們創業的時候。 > No one was doing that in London everyone was going into banking or law. 在倫敦，沒有人這樣做，每個人都進入銀行業或法律界。 > And these guys decided to quit their jobs and start a business together and pursue their dreams and I found that fascinating. 這些人決定辭掉工作，一起創業，追求他們的夢想，我發現這很吸引人。 > So when they decided to move out to San Francisco. 所以當他們決定搬到舊金山的時候。 > I knew that I needed to persuade them to give me an internship. 我知道我需要說服他們給我一個實習機會。 > In the summer of 2007 those guys finally relented and said Okay cool. 在 2007 年夏天，這些家伙終于松懈了，說“好酷”。 > Come and join us for the summer. 來和我們一起過暑假吧。 > And when I got there it turns out that they\'d actually teamed up with a guy called Patrick who\'s actually on stage earlier and they started automatic together. 當我到了那里，結果發現他們實際上和一個叫帕特里克的家伙合作，他實際上在舞臺上更早，他們開始自動合作。 > It was basically an inventory management tool for eBay power sellers. 它基本上是易趣電力賣家的庫存管理工具。 > That\'s them at a conference with them. 那是他們和他們開的會。 > I like being on top T. 我喜歡上 T。 > It was on top of auctions that is. 那是在拍賣會上。 > And. 和 > I got to see firsthand what it was like to be in the earlier stages of being in a startup. 我要親眼目睹創業初期的感覺。 > I remember getting that. 我記得收到過。 > And we spent two months living and working out of this tiny apartment in San Francisco. 我們花了兩個月的時間在舊金山的這間小公寓里生活和工作。 > It was a two bedroom place and there were six of us. 那是一個兩居室的地方，我們有六個人。 > We had three air mattresses between us and we had to sleep in shifts so that we wouldn\'t knock into each other in the night. 我們之間有三張氣墊，我們不得不輪流睡覺，這樣我們就不會在晚上撞到對方了。 > That summer I spent the time my time just doing customer interviews. 那年夏天，我把時間花在做客戶訪談上。 > Testing out the product by selling lasers that we imported from China. 通過銷售我們從中國進口的激光來測試產品。 > They were so powerful that you could hit a aeroplane out in the sky with them. 他們太強大了，你可以和他們一起撞上天上的飛機。 > I remember this one time we did it and we thought we were going to get caught by the police. 我記得有一次我們做了這件事，我們以為我們會被警察抓住。 > And. 和 > I also was surrounded by all of these developers and learn about what coding was. 我還被所有這些開發人員包圍，了解編碼是什么。 > Before that I\'d never really been exposed to it. 在此之前，我從未真正接觸過它。 > I also got a chance to go to Y Combinator and see what those dinners were like and I heard some of the stories from founders back then. 我也有機會去 Y Combinator，看看那些晚餐是什么樣的，那時我聽到了一些創建者的故事。 > So. 所以 > When it came to starting my business. 當我開始做生意的時候。 > I realized that I learned so much from my experiences. 我意識到我從我的經歷中學到了很多。 > Automatic. 自動的。 > When I first met Matt would we have had a debate about the pros and cons of. 當我第一次見到馬特的時候，我們會討論一下。 > Cofounders versus starting a business on your own. 聯合創始人和你自己創業的對比。 > Or. 或 > When it came to starting and building our first product. 開始和建造我們的第一個產品。 > Would I have learnt the value of coding. 我會學到編碼的價值嗎。 > `[00:06:19]` Would I have even applied for Y Combinator had it not been for the experiences that I had then. `[00:06:19]` 如果沒有我當時的經歷，我甚至會申請 Y 組合器。 > I\'m not sure we would have. 我不確定我們會不會。 > So remember that your journey starts way before you think it does. 所以請記住，你的旅程在你認為開始之前就已經開始了。 > And. 和 > If you want to start a business one day. 如果有一天你想創業。 > Then think about what you can be doing right now to learn about what you what you\'ll be doing in the future because you never know what\'s going to be useful. 然后想想你現在能做什么，去了解你將來會做什么，因為你永遠不知道什么是有用的。 > So. 所以 > My second story lesson is about. 我的第二個故事是關于。 > `[00:06:53]` Being careful of white board ideas. `[00:06:53]` 注意白板的想法。 > I\'ll explain what I mean by that. 我會解釋我的意思。 > When I met Matt for the first time it was when we first started it was our first jobs out of university and we were working as management consultants for our sins. 當我第一次見到馬特的時候，那是我們剛開始工作的時候，這是我們大學畢業后的第一份工作，當時我們正在為我們的罪惡做管理顧問。 > `[00:07:10]` And we quickly realized that we had a shared interest in starting a business. `[00:07:10]` 我們很快意識到我們對創業有共同的興趣。 > Maybe one day we\'d want to start a business together. 也許有一天我們會一起創業。 > I remember we used to spend hours in between projects and on the weekends. 我記得我們過去常常在項目之間和周末花上幾個小時。 > Just toying with ideas bouncing around on boards concocting plans of what we might be able to start one day. 只是玩弄想法，在板上跳躍，編造出我們可能有一天能開始的計劃。 > I also remember that we had this really terrible pattern where every time we came up with an idea we then spend the next week or few days just tearing it apart and realizing how terrible an idea it was. 我還記得，我們有一個非常可怕的模式，每次我們想出一個想法，接下來的一周或幾天，我們就把它撕成碎片，意識到這個想法是多么糟糕。 > `[00:07:43]` This was all done on a whiteboard. `[00:07:43]` 這一切都是在白板上完成的。 > So when it came to leaving our jobs and we decided that we were going to take the plunge and start a business we still don\'t actually have. 因此，當談到離開我們的工作時，我們決定冒險創業，開始一個我們還沒有真正擁有的企業。 > An idea of what we wanted to do. 我們想做什么。 > We hadn\'t settled on something we were excited about. 我們還沒有決定要做什么讓我們興奮的事情。 > And now it turns out that actually. 現在事實證明。 > Doing that and telling your friends that you\'re starting a business but you don\'t know what it is yet is a really great forcing mechanism. 這樣做，并告訴你的朋友，你正在創業，但你不知道是什么，這是一個真正偉大的強制機制。 > We quickly joined forces with Tom and decided to start something called Green Day. 我們很快和湯姆聯合起來，決定開始一個叫做“綠色日”的活動。 > This is one of my early designs and. 這是我早期的設計之一。 > The idea is this. 想法是這樣的。 > If you or a football captain of your local team or you going on holiday with your friends. 如果你或者當地球隊的足球隊長或者你和你的朋友一起去度假。 > Then. 然后 > Collecting money for those informal situations is a real pain. 為這些非正式情況籌集資金是一種真正的痛苦。 > So we wanted to start something to fix that. 所以我們想開始做點什么來解決這個問題。 > I\'m going to fast forward a little bit now and the story in this is six months later we were out in Silicon Valley and we were working out of an apartment in the mission. 我現在要快進一點，故事是六個月后，我們在硅谷，我們在任務中的一套公寓里工作。 > We were on Y Combinator and we had a prototype of this product that we were trying to get anyone and everyone to use. 我們在 YCombinator 上，我們有一個這個產品的原型，我們試圖讓任何人和每個人使用。 > We were quickly approaching Demo Day which is the culmination of the Y Combinator program. 我們很快就要到演示日了，這是 Y 組合器項目的高潮。 > It\'s when all of the founders of Y Combinator get into a room and present this to a room full of the who\'s who of investors in Silicon Valley. 當 YCombinator 的所有創始人都走進一個房間，把這個展示給硅谷的投資者中充滿了誰的人的房間。 > But we had a little bit of a problem. 但我們遇到了一點小問題。 > Because. 因為 > We did like this. 我們確實喜歡這個。 > And so. 而且如此。 > In a last ditch attempt to really try and drum up business we decided to move the whole company engineers and all. 在最后的努力中，我們決定調動整個公司的工程師和所有的人。 > `[00:09:31]` There was four of us at the time on two sales. `[00:09:31]` 當時我們有四個人在進行兩次銷售。 > Now it turned out that all of our customers were in the UK. 現在我們所有的客戶都在英國。 > So what I meant was waking up really early in the morning every day to cold call in the UK a list of local football team managers that we found on the internet. 所以我的意思是每天一大早起床，在英國打電話，上面是我們在網上找到的當地足球隊經理的名單。 > I used to remember when Matt used to come into my room at 5:00 in the morning every morning. 我記得馬特每天早上 5 點來我的房間。 > To start the day\'s calling. 開始一天的工作。 > It turns out that 5a.m. 原來是早上 5 點。 > San Francisco time is the perfect time to catch. 舊金山時間是趕上的最佳時機。 > A football manager going into the pub. 一個足球經理走進酒吧。 > It also turns out that the only thing that they had in common was that they had no idea how we got their numbers. 事實也證明，他們唯一的共同點就是不知道我們是如何得到他們的數字的。 > Needless to say we didn\'t have much access says. 不用說，我們沒有多少渠道，“他說。 > `[00:10:22]` So in a last ditch attempt to salvage something from the situation. `[00:10:22]` 所以在最后一條溝里，試圖從這種情況中挽救一些東西。 > We decided to pivot the business. 我們決定把生意轉起來。 > And become go cardless. 變得沒有卡。 > Now we got lucky because a lot of the work that we\'ve done. 現在我們很幸運，因為我們已經做了很多工作。 > For group pay turned out to be exactly what you would do. 對集體工資來說，這正是你想要做的。 > `[00:10:39]` To Stocco hardness. `[00:10:39]` 至 Stocco 硬度。 > We\'d learnt about payments we\'d gone and got a banking deal and we were applying for our regulatory approval. 我們已經了解了付款的情況，并達成了一項銀行交易，我們正在申請監管機構的批準。 > But what if we hadn\'t started go cardless if we\'d have wanted to do something else. 但是，如果我們沒有開始沒有卡，如果我們想做其他的事情。 > I often think what went wrong in those days angry pay hey it\'s really easy to come up with various reasons why it didn\'t work out. 我經常想，那些日子里出了什么問題，憤怒的付出，嘿，很容易想出各種原因，為什么它不成功。 > But if I\'m going to be honest. 但如果我要誠實的話。 > I think the reason it didn\'t work was because we weren\'t really building something for ourselves. 我認為它不起作用的原因是我們沒有真正為自己創造一些東西。 > We weren\'t even building something for our friends and family. 我們甚至沒有為我們的朋友和家人建造什么東西。 > We come up with this idea on a whiteboard and we thought how theoretically great it could be and we were building a solution for that instead. 我們在白板上提出了這個想法，我們想這在理論上是多么的偉大，我們正在為此建立一個解決方案。 > So when it comes to starting your business. 所以當你開始創業的時候。 > Beware of those ideas those ideas that seem theoretically really interesting or the ones that are in really big markets. 提防那些理論上看起來非常有趣的想法，或者那些在真正大市場上的想法。 > Really ask yourself the question. 問你自己這個問題。 > Is this something that I\'d want to use myself. 這是我自己想用的東西嗎？ > So. 所以 > My third lesson. 我的第三課。 > `[00:11:46]` Is about focusing on momentum. `[00:11:46]` 關注動量。 > Now when I first start to go cardless. 現在當我第一次開始無紙化的時候。 > I thought that progress would be a fairly linear thing. 我認為這一進展將是一個相當線性的事情。 > I thought that we get from the start to success. 我以為我們從一開始就成功了。 > Something like this. 就像這樣。 > But when I think about the story that we\'ve had with go cardless. 但當我想到我們和“無紙化”的故事時。 > It couldn\'t be further from the truth. 這離事實再遠不過了。 > Our story looks something more like this. 我們的故事看起來更像這樣。 > Now in the early days of Go Hartness. 現在圍棋的早期。 > We used to spend ages just debating the smallest things. 我們過去常常花很長時間來討論最小的事情。 > We would just. 我們只是。 > `[00:12:31]` Spend hours discussing the smallest of product changes or we agonize over the strategy that we were going to use for capturing this huge vision. `[00:12:31]` 花幾個小時討論最小的產品變化，或者我們為我們要用來捕捉這個巨大愿景的策略而苦惱。 > We had limited time and limited resource and so we thought we can\'t afford to make mistakes. 我們時間有限，資源有限，所以我們認為我們不能犯錯誤。 > We need to make sure that we get it first time round. 我們需要確保我們第一次得到它。 > But actually what turned out was that. 但事實證明。 > Rather than just you know going in a straight line from start to success. 而不僅僅是你知道，從一開始到成功都是一條直線。 > We just spend ages going from A to B and then realizing it was wrong in the end anyway. 我們只是花了很長時間從 A 到 B，然后意識到它最終是錯誤的。 > And so our path just ended up looking like a zigzag but just a much slower one. 所以我們的路徑看起來就像一條曲折的路，但速度要慢得多。 > This is something that\'s happened so many times I actually struggle to come up with even a specific instance. 這是發生了很多次的事情，我甚至很難想出一個具體的例子。 > It\'s like asking what you had for breakfast yesterday. 就像問你昨天早餐吃了什么一樣。 > You do it so often that you can\'t even remember what you ate yesterday. 你經常這樣做，以致于你甚至記不起你昨天吃了什么。 > And over time it\'s me. 隨著時間的推移，這就是我。 > I\'ve realized that. 我已經意識到了。 > These mistakes are bound to happen. 這些錯誤肯定會發生。 > You should try and embrace them instead. 你應該試著去擁抱他們。 > Instead of agonizing over each and every decision that you make and making sure that you do exactly the right thing. 不要為你所做的每一個決定而煩惱，而要確保你做的是正確的事情。 > Is better to get your head down and just run with it. 最好是低下頭，跟著它跑。 > `[00:13:47]` And then course correct afterwards instead. `[00:13:47]` 然后改后改正。 > And it\'s through that cycle of just constantly course correcting that you just run really fast and wiggle your way to success. 正是在不斷修正課程的循環中，你才會跑得非常快，走上成功的道路。 > In the early days especially. 尤其是在早期。 > Momentum is the hardest thing to come by. 動力是最難獲得的東西。 > It\'s way harder than deciding on what idea to do or whether something the right thing or the wrong thing is actually just going from a standstill to something at all. 這比決定該做什么、做正確的事情還是做錯的事情更困難。 > So I\'d say it\'s better to start doing the wrong thing than to not start at all. 所以我會說，開始做錯事總比什么都不做要好。 > My last lesson. 我的最后一課。 > Is about being an emotional cockroach. 是關于做一只情緒化的蟑螂。 > When I told people about this they said what does that mean. 當我告訴人們這件事時，他們說那是什么意思。 > So I\'ll explain. 所以我會解釋的。 > First otherwise I just confuse you. 首先，否則我就把你搞糊涂了。 > A cockroach is well-known for being able to withstand a nuclear attack. 蟑螂以能夠抵御核攻擊而聞名. > And that\'s what I mean. 這就是我的意思。 > You need to have emotions that can withstand the biggest of ups and the biggest of downs. 你需要有能夠承受最大起起落落的情緒。 > I remember when we were doing Y Combinator Brian today from SBM Bay came and gave a talk. 我記得今天我們做 Y 組合的時候，來自 SBM Bay 的布萊恩來做了一次演講。 > They told us about the first thousand days of starting their business. 他們告訴我們他們創業的頭一千天。 > And I remember walking through away from that talk and thinking wow they came so close to financial ruin and it took them so long to see any success. 我記得我從那次談話中走出來，想，哇，他們幾乎要破產了，他們花了很長時間才看到任何成功。 > How did they have the courage to do that. 他們是怎么有勇氣這么做的。 > We hit our financial low a little bit earlier in the summer. 我們在夏天早些時候跌到了我們的財務低谷。 > That\'s my co-founder Tom. 那是我的聯合創始人湯姆。 > In his comfortable abode in San Francisco. 在他舊金山舒適的住所里。 > We just moved out there and we didn\'t have anything. 我們剛搬出去，什么都沒有。 > So Matt on myself took a trip to IKEA to buy the essentials. 所以馬特自己去宜家買必需品。 > We were really poor by that point. 那時我們真的很窮。 > And so we had to be really careful. 所以我們必須非常小心。 > We had rations for ourselves. 我們有自己的口糧。 > We got there and we had one flimsy mattress each. 我們到了那里，每個人都有一張薄薄的床墊。 > One knife. 一把刀。 > One fork. 一把叉子。 > A plate and then a choice between a mug and a bowl. 一個盤子，然后一個杯子和一個碗之間的選擇。 > When it came to the checkout. 在結賬的時候。 > The only way we were able to settle the bill. 我們唯一能結清賬單的辦法。 > Was by splitting it across Mat\'s debit card. 就是把它分給馬特的借記卡。 > The remains of my overdraft. 我透支的遺骸。 > And the absolute dregs of my credit limit. 還有我的信用額度的絕對殘渣。 > But we just got to Y Combinator. 但我們剛到了 Y 組合器。 > So things were looking up. 所以一切都在好轉。 > Later that summer. 那年夏天晚些時候。 > We\'d. 我們.。 > Just been pitching a demo day. 只是做了一天的演示。 > And we were starting to think about investment. 我們開始考慮投資。 > Now for the last nine months. 在過去的九個月里。 > You\'ve got to realize that. 你得意識到這一點。 > All of my friends thought I was broke. 我所有的朋友都以為我破產了。 > And unemployed. 失業。 > So we set ourselves a target. 所以我們給自己設定了一個目標。 > We said we will raise a million dollars. 我們說過我們將籌集一百萬美元。 > If we raise a million dollars then you know it can joke at that right. 如果我們籌到一百萬美元，你就知道它可以在這個問題上開玩笑。 > I remember talking to a roomful of investors after the demo day pitches and getting really excited. 我記得在演示日之后，我和一屋子的投資者交談，我感到非常興奮。 > Everyone seemed to be really interested in what we were doing and everyone wanted to find out more. 每個人似乎都對我們正在做的事情很感興趣，每個人都想知道更多。 > We\'d heard all these stories about why some companies closed their rounds in weeks if not days. 我們聽說了所有這些關于為什么一些公司幾周甚至幾天就停業的故事。 > And. 和 > I thought How hard could it be. 我想這有多難。 > We\'re going to close this. 我們要結束這一切。 > No problem. 沒問題! > We were so excited. 我們太興奮了。 > But then over the coming weeks. 但在接下來的幾周里。 > The initial eagerness turned into hesitant maybes and eventually definite knows. 最初的渴望變成了猶豫不決的可能，最終確定了答案。 > A month and a half later. 一個半月后。 > We had raised less than a quarter of what we wanted to and we had been rejected at least 60 times on separate occasions. 我們籌得的錢還不到我們想要的四分之一，而且在不同的場合被拒絕了至少 60 次。 > I remember going to Sand Hill Road. 我記得去沙山路。 > We drove there myself and we had a meeting with an investor there. 我們自己開車去了那里，我們在那里會見了一位投資者。 > I won\'t name names. 我不會說名字的。 > We didn\'t even need to get to the end of the meeting and know that there was the. 我們甚至不需要到會議結束的時候就知道。 > This ain\'t never going to happen in the. 這是不可能發生在.。 > Yeah sure let\'s keep in touch. 好的，讓我們保持聯系。 > I remember driving back to San Francisco and it felt like one of the lowest points yet. 我記得我開車回舊金山，感覺好像是最低谷之一。 > We had to go back to London soon and we were going to go back failures. 我們很快就得回倫敦了，我們要回到失敗的境地。 > I remember turning to Matt and saying to him. 我記得我轉向馬特對他說。 > Hey how would you feel if I just crashed into this Cyberia here right now laughter. 嘿，如果我剛才撞上這里的賽博亞，你會有什么感覺呢？笑聲。 > Luckily we both just laughed. 幸運的是我們都笑了。 > But then a few weeks later. 但幾周后。 > It all just seemed to click into place. 所有的一切似乎都已經就位了。 > We were back in London. 我們回到了倫敦。 > And Tom had been speaking to the guys at Accel. 湯姆一直在和 Accel 的人說話。 > And we\'d also been introduced to another phone call Paschen capital. 我們還被介紹到另一個電話，帕辛首都。 > We had a final meeting with the partners at Accel. 我們在 Accel 和合伙人舉行了最后一次會議。 > And I remember getting the call. 我記得接到電話。 > And we all huddled around and Adam from Accel told us that they wanted to put in 600K. 我們都擠在一起，來自 Accel 的亞當告訴我們，他們想投入 60 萬美元。 > The next day. 第二天。 > Passion\'s told us they want to put in 400 K2. 激情告訴我們他們想投入 400 K2。 > And all of a sudden almost overnight we\'ve gone from abject failure to smashing our targets and closing around of one point five million dollars. 突然間，我們幾乎一夜之間就從慘敗變成了粉碎目標，接近 150 萬美元。 > I\'d like to be able to say that from that point on it\'s just been smooth sailing. 我想說，從那一刻起，我就一帆風順了。 > But. 但 > That would be just a lie. 那只是個謊言。 > Every single time you think that you\'re going to get to a certain milestone or achieve the next thing or get to the next level and it will be okay that you know everything will be great. 每一次你認為你會達到某個里程碑，或者達到下一個目標，或者達到一個新的水平，你知道一切都會很棒，這是沒有問題的。 > But no matter what there\'s always the next challenge these peaks and troughs and never ending. 但無論發生什么\總是下一個挑戰，這些高峰和低谷，永遠不會結束。 > I never appreciated how hard it would be to start a business. 我從來沒有意識到創業有多難。 > I\'ve had some of the best times of my life working with the guys that go cardless by me also about five times greater than when I started. 我有過一些人生中最美好的時光，和那些在我身邊無人問津的人一起工作，也是我開始工作時的五倍。 > If it wasn\'t for my co founders and some of the early team and my girlfriend and the friends that supported me I don\'t think I would have made it this far. 如果不是因為我的聯合創始人、早期團隊的一些成員、我的女朋友和支持我的朋友，我不認為我能做到這一點。 > I remember Sam Oatman giving is one of the best pieces of advice that we ever received. 我記得薩姆·奧特曼的獻禮是我們收到的最好的建議之一。 > He said. 他說。 > Starting a business is like riding a wave between life and death. 創業就像乘著生與死之間的浪潮。 > If you can hang on long enough. 如果你能堅持夠久的話。 > You\'re bound to succeed. 你一定會成功的。 > It turns out that holding onto that wave is one of the hardest things you\'ll ever do. 事實證明，堅持住這一波是你將要做的最困難的事情之一。 > But. 但 > If you\'re an emotional cockroach you can do it. 如果你是一只情緒化的蟑螂，你就能做到。 > It will be one of the best journeys you ever take on your life. 這將是你一生中最棒的旅行之一。 > Thank you. 謝謝。 > `[00:20:24]` Applause. `[00:20:24]` 掌聲。