# Office Hours with Kevin Hale and Qasar Younis at Startup School SV 2016 > `[00:00:05]` Dramatic entrance was easy easily placeable crowd. `[00:00:05]` 戲劇性的入場是很容易對付的人群。 > `[00:00:16]` We have a favor to ask of all of you guys out there how many people follow JUSTIN ON SNAPCHAT. All right. Great. So Justin\'s not here. `[00:00:16]` 我們想請在座的各位，有多少人在 Snapchat 上跟蹤賈斯汀。好的太棒了賈斯汀不在這里 > `[00:00:27]` But there should be punishment for there should be punishment for that. So just send him a message if everybody sends a message right now. It\'s going to completely mess up his phone a few hundred messages to Justin right now would be appreciated. We\'ll give you ten seconds. Kastor says hi. Ok so my name is Casser UNICE. `[00:00:27]` 但這應該受到懲罰。所以只要現在每個人都給他發個信息就行了。它會把他的電話搞得一團糟，現在就給賈斯汀幾百條短信。我們給你十秒鐘。卡斯特向你問好。好的，我叫卡塞爾·尤尼斯(Casser Unice)。 > `[00:00:45]` I\'m one of the partners there. We don\'t have a clicker. Clickety click. That\'s Kevin Hill. He\'s one of the other partners here. Why see one of the things that we do at why you\'re one of the kind of core things you do see is office hours. And there are three types of office hours we do in the program. The first is individual office hours where a partner will sit down with you and talk about a specific problem that the company has and really dive in deeply. And that\'s going to emulate here onstage stage. Today most of the partners are using their own experiences as being founders and being engineers or whatever the problem might be to help kind of solve that problem. One of the things that I say in a lot of partners is when I\'m giving advice I don\'t tell you or the companies that will be up here what they should do. I can only tell what I would do if I was in your position. And obviously we\'re different people the founders who were running companies are different from us different context and different experiences. So it just ends up being a blueprint of how to solve from one from another person\'s problem. So anyways individual offers are something we do. We also do this thing called group office hours where multiple partners will sit together and then six or seven startups will sit together we do a biweekly. When you\'re in NYC and then the third type of office hours we do are external office hours will bring an apple or bring in Android to help with the app storesetc. So today we\'re emulating the first time. Now couple of key points here is this is kind of a bad example because we don\'t do them on stage in front of hundreds of thousands of people. So naturally this kind of presentation is slightly awkward for that reason. Number two is we tend to be pretty direct in office hours and obviously doing in front of a group of people is where we\'re gonna kind of temper had a little bit. And I also want to just in advance think the startups who are kind of brave enough out here to talk through the problems that they\'re having with us. `[00:00:45]` 我是那里的合伙人之一。我們沒有按鍵。陳詞濫調的點擊。那是凱文·希爾。他是這里的其他合伙人之一。為什么要看到我們所做的事情之一，為什么你是你所看到的核心事物之一，那就是辦公時間。我們在節目中有三種辦公時間。第一個是個人的辦公時間，在那里，一個合伙人會和你坐下來，談論公司的一個具體問題，并真正深入地研究這個問題。這將在舞臺上模仿。如今，大多數合伙人都在利用自己作為創始人和工程師的經驗來幫助解決這個問題。我在很多合作伙伴中說過的一件事是，當我給出建議時，我不會告訴你或者那些在這里的公司該做什么。我只能說，如果我處在你的位置，我會怎么做。很明顯，我們是不同的人，管理公司的創始人與我們不同，不同的背景和不同的經歷。因此，它最終只是一個如何從另一個人的問題中解決問題的藍圖。所以不管怎么說，個人報價都是我們做的事情。我們還做了一件叫做小組辦公時間的事情，多位合伙人坐在一起，然后六、七家初創公司坐在一起，我們每兩周做一次。當你在紐約的時候，我們做的第三種辦公時間是外部辦公時間，它會帶來一個蘋果，或者引入 Android 來幫助應用程序的開發等等。所以今天我們第一次模仿。這里有幾個關鍵點，這是一個很糟糕的例子，因為我們不會在成千上萬的人面前在舞臺上這樣做。因此，出于這個原因，這種表達方式自然會有些尷尬。第二，我們在辦公時間往往很直接，顯然在一群人面前做的事情會讓我們有點脾氣。我也想提前想一想，那些創業公司在這里有足夠的勇氣來討論他們和我們在一起遇到的問題。 > `[00:02:39]` So thanks and apologies in advance. `[00:02:39]` 所以請提前致謝并道歉。 > `[00:02:44]` I don\'t think 90 percent of you guys out there volunteer to like do office hours on stage with us. `[00:02:44]` 我不認為你們 90%的人愿意和我們一起在舞臺上做辦公時間。 > `[00:02:50]` So like I\'m super delighted that you guys gave us opportunity to look at sort of like all the ideas you\'re working on. `[00:02:50]` 所以我很高興你們給了我們機會，讓我們看看你們正在研究的所有想法。 > `[00:02:56]` And then one last point is these are these are not pitches. So we\'re actually you know we\'re going to try to avoid from going into what do do and why is it so great much more and kind of diving into a problem. We actually are doing a pitch section afterwards so you\'ll see how that\'s how that\'s different because that\'s office hours. `[00:02:56]` 最后一點是，這些不是投球。所以我們實際上，你知道，我們要盡量避免去做什么，為什么會有這么大的問題，為什么會有更多更大的問題。我們實際上是在做一個演講部分，這樣你就會發現那有多大的不同，因為那是辦公時間的一部分。 > `[00:03:13]` Three companies that we picked today. We did on a theme. This is all that different from other times that we\'ve done this. All three companies are marketplace companies. And the reason we pick that is because they\'re very different kind of startup when you\'re working with them. So most companies when you work with it well you\'ll notice that like it\'s tends not to be a zero sum game. So they\'re usually in any space there can be multiple winners but in a marketplace kind of play it tends to be one kind of company tends to end up dominating over everyone else. And the thing is like when you can make that happen that can make you very very large and very very lucrative and investors get very excited about marketplaces. The category that we\'ve seen actually lots of different investment firms and people are very interested in very specifically. That being said they work a little bit different in terms of how you work with them and tends to be always kind of the similar kind of approach. You try to identify what supply what demand what side you\'re going to be working on. So we\'re going to see this kind of thematic thing where all three of them even though they\'re very different companies have very similar approaches in terms of how we ask questions how we think about their problems and how we should go from there. That\'s it. Let\'s rock and roll first company is traveling spume it\'s good man. All right. `[00:03:13]` 我們今天挑選的三家公司。我們做的是一個主題。這一切都與其他時候不同，我們已經這樣做了。這三家公司都是市場公司。我們之所以選擇這樣做，是因為當你和他們一起工作的時候，他們是非常不同的創業公司。因此，大多數公司，當你很好地處理它時，你會注意到，喜歡它，往往不是零和游戲。因此，他們通常在任何地方，有可能有多個贏家，但在一個市場類型的游戲，它往往是一種類型的公司往往最終主宰其他人。事情是這樣的，當你能做到這一點時，你就會變得非常龐大，利潤也非常豐厚，投資者對市場非常興奮。我們所看到的這個類別實際上是很多不同的投資公司和人們非常感興趣的。話雖如此，但在你如何與他們合作方面，他們的工作方式有點不同，而且往往是一種類似的方法。你試著找出什么供給，什么需求，你將在哪一邊工作。因此，我們將看到這樣的主題，盡管它們都是非常不同的，但公司在如何提問、我們如何看待它們的問題以及我們應該如何解決它們的問題方面有著非常相似的方法。就這樣了。讓我們搖滾樂第一，公司是旅行的動力，它是個好人。好的 > `[00:04:22]` A warm welcome welcome. `[00:04:22]` 熱烈歡迎。 > `[00:04:35]` I think the camera guys are not having. Has he. Yeah I think they see much more explicitly said don\'t move the chairs and the first thing I do is move the chair. Sorry. `[00:04:35]` 我認為攝像機里的人沒有。他有沒有。是的，我想他們看到更明確地說不要移動椅子，我做的第一件事就是移動椅子。對不起。 > `[00:04:46]` So tell us your names and tell us about what traveling spume does. `[00:04:46]` 那么，告訴我們你們的名字，告訴我們旅行的水霧能起什么作用。 > `[00:04:50]` I\'m Steph Lawrence. I\'m Ashley Vale. We\'re the founders of traveling spoon traveling souvenirs food and travel market place. So we connect travelers with local authentic food experiences from meals to cooking classes to market tours all with local people in their homes around the world. `[00:04:50]` 我是斯蒂芬·勞倫斯。我是阿什利·維爾。我們是旅游湯匙、旅游紀念品、食品和旅游市場的創始人。因此，我們把旅行者與當地的正宗食品體驗聯系起來，從餐食到烹飪課程，再到市場旅游，所有這些都是來自世界各地的當地人。 > `[00:05:06]` So I\'m going to let\'s say Thailand and then I would how would I find about your jobs. How to find that you exist. It\'s just me going to Thailand. `[00:05:06]` 所以我要讓我們說泰國，然后我將如何找到你的工作。如何找到你的存在。只有我要去泰國。 > `[00:05:16]` Welcome to our first challenge question. So a lot of our travelers hear about it through word of mouth right now and finding the right channels is one of our our challenges that we\'re excited to talk to you about. But right now most of our travelers find out about us either through word of mouth through press or also through some of our partners. So we work with partners who are distributing supply like our. So travel experiences. 歡迎來到我們的第一個挑戰問題。因此，我們的很多旅行者現在都是通過口耳相傳的方式聽到這個消息的，而找到合適的渠道是我們面臨的挑戰之一，我們很高興能與你們交談。但現在，我們的大多數旅行者都是通過媒體或我們的一些合作伙伴了解到我們的情況的。所以我們和像我們這樣分發供應品的合作伙伴一起工作。所以，旅行經歷就是這樣的。 `[00:05:42]` So the first question I usually ask about the marketplace I\'m asking about sort of like what is the conditions of the two sides that you\'re trying to grow. And then how well are they being connected. So like what do you guys consider supply. What do you guys sort of conspiracy demand. My instinct is the supply is the people who are offering meals inside of their homes and then the demand is all the travelers that happens on there. What\'s the rate of growth for each one of those. > `[00:05:42]` 所以我通常問的關于市場的第一個問題，我想問的是，你想要發展的雙方的條件是什么。然后他們之間有多好的聯系。就像你們認為供應。你們有什么陰謀要求。我的直覺是，供給是那些在家里提供食物的人，而需求則是發生在那里的所有旅行者。每個人的增長率是多少？ `[00:06:07]` So you\'re absolutely right. Our supply side consists of amazing hosts who give to us cooking classes and meals. We have over 225 hosts now in 40 destinations in 20 countries 50 percent of that growth has happened through host referrals and we\'ve been growing the supply side of the marketplace 50 percent in the last six months. > `[00:06:07]` 所以你說的完全正確。我們的供應方由出色的主人組成，他們為我們提供烹飪課程和膳食。我們現在 20 個國家的 40 個目的地擁有 225 多個主機，其中 50%的增長是通過主機推薦實現的，在過去的 6 個月里，我們已經將市場的供應面增長了 50%。 `[00:06:28]` Undersupply is a reason you\'re in so many countries and so distributed because I mean if you look I guess why would you have chosen a country like Cambodia and just say we\'re gonna get a bunch of hosts there so if we\'re going to Cambodia we\'re definitely gonna get a match. > `[00:06:28]` 供應不足是你在這么多國家這么分散的原因之一，因為如果你看的話，我猜你為什么會選擇一個像柬埔寨這樣的國家，只說我們會在那里有一群東道主，所以如果我們去柬埔寨，我們肯定會得到一個匹配的。 `[00:06:42]` Yeah it\'s a great question and one of the first questions we got from every single investor we talked with beginning was this question of a breadth first depth for us where it came down to that in the travel marketplace specifically. You really need to have some breadth to show relevance. So it is really hard for us to be how so. > `[00:06:42]` 是的，這是一個很好的問題，我們從每一個投資者那里得到的第一個問題是，對于我們來說，一個廣度第一深度的問題，對于我們來說，尤其是在旅游市場。你真的需要有一定的廣度才能表現出相關性。所以，我們很難做到這樣。 `[00:06:59]` How did you came to that conclusion. Budget traveler said like I won\'t use this Web site because you don\'t have 200 countries covered yet. > `[00:06:59]` 你是怎么得出這個結論的？預算旅行者說我不會使用這個網站，因為你還沒有覆蓋 200 個國家。 `[00:07:05]` No not that. So a lot of it came from our suppliers who would say you know we\'re sending travelers to Cambodia Vietnam Thailand. We want experiences in all of those destiny. So sometimes suppliers like some of our clients and partners that we\'re working with so we have channel partners we sell directly through our Web site driving\'s Green Dot Com and then we sell through some channel partners as well. So some of that was coming through our partners. Some of it was coming from directly from our travelers who said I traveled here and who are the partner places tour operators people who will plan two week trips from start to finish the NoW\'s demand growing. What\'s that rate. Yeah. So demand. So we as a two sided marketplace. One of the challenges is you have to kind of pick the crawling 30 percent month over month is sort of our traveler side that\'s been going through. > `[00:07:05]` 不，不。所以很多都來自我們的供應商，他們會說你知道我們要把游客送到柬埔寨、越南、泰國。我們希望在所有這些命運中都有經驗。因此，有時供應商，如我們的客戶和合作伙伴，我們與之合作，因此我們有渠道合作伙伴，我們直接通過我們的網站銷售的綠點 Com，然后我們銷售通過一些渠道合作伙伴。所以其中的一些是通過我們的合作伙伴。其中一些直接來自我們的旅行者，他們說我到過這里，他們是合作伙伴、地方旅游運營商，他們將計劃從現在開始到現在的需求增長，每兩周旅行一次。這個比率是多少？嗯所以需求。所以我們作為一個雙邊市場。其中的一個挑戰是，你必須選擇一個月爬行 30%的爬行，這是我們旅行者一直在經歷的。 `[00:07:48]` So that\'s healthy. To just like ideally first start up you guys have been operating for how long. We launched our site a little less than a year ago lessening a year ago. OK. So like at least 20 percent but 30 percent that\'s sort of growing but then that\'s just people signing up are people actually like. > `[00:07:48]` 所以那是健康的。就像理想的第一次創業一樣，你們已經運營了多久了。我們在一年前推出了我們的網站，一年前就減少了。好吧。至少有 20%，但是 30%是增長的，但那只是注冊的人實際上喜歡的人。 `[00:08:04]` Well that\'s that\'s revenue and traveler service so travelers who have booked and then gone on and complete those disappear as a pie chart of you know where they\'re hearing about the product. How much is it these channels and how much is it word of mouth. > `[00:08:04]` 好吧，這是收入和旅行服務，所以那些訂了票，然后再去做的旅客，就像餅圖一樣消失了，你知道他們在哪里聽說了這個產品。這些渠道多少錢，口碑多少。 `[00:08:18]` So word of mouth is certainly a big part of direct growth to working on advertising right now. > `[00:08:18]` 因此，口碑無疑是目前從事廣告工作的直接增長的重要部分。 `[00:08:23]` Joe just like percentage like what. What percentage is 60 percent is direct and 40 percent is to our partners right. So what he gets most worried about. > `[00:08:23]` 喬就像什么百分比一樣。60%是直接的，40%是給我們的合作伙伴的。所以他最擔心的是。 `[00:08:31]` Finding the point at which travelers are making those experiences and planning their trips and booking with that. So how do we get in front of travelers at the point of their decision making process. > `[00:08:31]` 找出旅行者正在進行這些體驗的地點，并計劃他們的旅行和預訂。那么，我們如何在旅行者的決策過程中站在他們的面前呢？ `[00:08:42]` How > `[00:08:42]` 如何 `[00:08:42]` do you get to travelers at the point of the decision making process. So are the partners not good. I mean yeah. > `[00:08:42]` 在決策過程中，你能接觸到旅行者嗎？合伙人也不太好。我是說是的。 `[00:08:48]` So we want to find more of the right partner. So we\'ve started working with one partner who\'s serving almost 25 percent of our of our travelers right now and we\'re trying to find more of them so who are the right travel distribution partners that are that are supplying travelers are we talking about hundreds thousands thousands maybe. > `[00:08:48]` 所以我們想找更多合適的搭檔。因此，我們已經開始與一個合作伙伴合作，他目前為我們的 25%的旅行者提供服務，我們正在努力尋找更多這樣的合作伙伴，因此誰是為旅行者提供服務的合適的旅行分銷伙伴-我們談論的也許是幾十萬人。 `[00:09:06]` I guess to me like the direct model doesn\'t correct me if I\'m wrong. Druck well doesn\'t make sense because no one. Like if I\'m traveling to Cambodia this year and maybe next year I traveled to India like I have to remember your company and the chance of that actually happening is really slim. One way to think about this I think about applications is they fall into two categories apps that you wake up or more products you wake up everyday news you open up gmail you open up you know snapchat without thinking about opening those up. And then there\'s a second group of apps which fulfills some mental query that you have. So I\'m going to need a restaurant they look up Yelp and he does need to address navigation. So I use Google Maps like so your product falls into the second category. But the problem is you so infrequently have that mental query you\'re no one\'s going to remember it. > `[00:09:06]` 我想，如果我錯了，直接模特就不會糾正我。德魯克井沒有意義，因為沒有人。比如，如果我今年去柬埔寨旅行，也許明年我去印度旅行，就像我必須記住你的公司一樣，這種情況發生的可能性很小。思考這個問題的方法之一，我認為應用程序分為兩類，應用程序，你醒來的應用程序，或者更多的產品，你每天醒來的新聞，你打開的 Gmail，你知道 Snapchat 的，而不是打開的。然后是第二組應用程序，它們滿足了您的一些心理問題。所以我需要一家餐館，他們查 Yelp，他確實需要導航地址。所以我使用谷歌地圖，所以你的產品屬于第二類。但問題是，你很少會有這種心理問題，你沒有人會記得它。 `[00:09:51]` That\'s the thing that makes me really nervous just like this is not an activity that I\'m doing many many times like Uber has advantage. > `[00:09:51]` 這是讓我非常緊張的事情，就像這不是我多次做的事情，就像 Uber 有優勢一樣。 `[00:09:58]` It\'s like you might have people with you multiple times even within a day not brushing your teeth it\'s not writing in October and that\'s definitely something that we struggle with in terms of finding finding the right customers. > `[00:09:58]` 就像你可能有好幾次人在你身邊，即使在一天之內，不刷牙，這不是十月份寫的，這肯定是我們在尋找合適的顧客方面遇到的問題。 `[00:10:07]` I mean our vision of a company with that context. Yeah why not focus on channel partners because that\'s all they\'re doing. > `[00:10:07]` 我指的是我們對這樣一家公司的愿景。是啊，為什么不把注意力集中在頻道合作伙伴身上呢？因為這就是他們所做的一切。 `[00:10:14]` Yeah. So we\'ve drawn a lot of inspiration from urban bee as an example of our vision for the company is to be a brand and to be a brand for authentic meaning your vision for the company is grow and make tons of money. > `[00:10:14]` 是的。所以我們從城市蜜蜂那里得到了很多靈感作為我們公司愿景的一個例子就是成為一個品牌和一個真正的品牌-這意味著你對公司的愿景正在成長并賺了很多錢。 `[00:10:25]` Yeah. > `[00:10:25]` 是的。 `[00:10:26]` Yeah was like created a really great brand pushed back a little bit. The mission is really important to us. We want to make a ton of money. > `[00:10:26]` 是的，就像創造了一個非常偉大的品牌，被推了一點點。任務對我們來說真的很重要。我們想賺一大筆錢。 `[00:10:33]` But the mission is why we started the company and we want to just just interject there. Kevin isn\'t saying is like you just shouldn\'t be like many Middle East. > `[00:10:33]` 但是我們的任務是為什么我們成立了公司，我們只想插進去。凱文不是說你不應該像很多中東人那樣。 `[00:10:43]` That\'s not the takeaway that these people keep saying yeah it\'s not it\'s just a proxy for making sure that you\'re working on something that people actually want. So it\'s important that you know I think you can do both. Yeah. Just don\'t fool yourself and don\'t use that as a rationalization for maybe an ineffective strategy. Yeah fair enough. But I guess we should go back. > `[00:10:43]` 這不是這些人一直說的‘ `[00:11:04]` One thing that\'s missing is there\'s this makes you have all these partners. The thing is like you have all this word of mouth growth what\'s the percentage is like 60 percent coming from word of mouth and then what\'s the percentage that have really done a second booking. We have 10 percent Reby travel in the last nine months 10 percent repeat travel in the last nine months going higher and higher than expected. > `[00:11:04]` 缺少的一件事是，這讓你擁有了所有的搭檔。事情是這樣的：口碑增長-這個百分比是 60%-來自口碑，然后是第二次預訂的百分比是多少。在過去的九個月里，我們有百分之十的 Reby 旅行，百分之十的重復旅行，在過去的九個月里，比預期的更高。 `[00:11:27]` So if you take that context of people are not going to remember your product for a while for many years. I think to me that just is like you have to work with channel partners because that\'s that\'s going to be the way that you that\'s what I would do. I don\'t know what you would choose you should do. But for me I\'m thinking I got to get that consistent growth. Word of mouth and having a brand that people recall is very it takes a long long long time. I mean the kind of benchmark in which that people automat remember you even Urbina even today has that problem. And Airbnb is like a lot bigger than your brand. > `[00:11:27]` 所以，如果你考慮到這樣的背景，人們在很長一段時間內都不會記得你的產品。對我來說，這就像你必須和頻道合作伙伴一起工作，因為那將是你的方式，那就是我要做的。我不知道你會選擇做什么。但對我來說，我認為我必須得到持續的增長。口碑和擁有一個人們回憶起的品牌是非常需要很長時間的。我指的是人們自動記住的那種基準，即使是在今天，Urbina 也有這個問題。Airbnb 比你的品牌要大得多。 `[00:12:00]` We have one minute left. Here\'s the thing. I feel like they just started one of the big things that you need to think about is like where there\'s like the most power hungry like users on the system the people like one you\'re like channel partners who does like active salesman on your behalf because you can\'t afford that for the price acquisition that the other one is like. Where do you find people that are addicted to the service right people who can use it over and over and over again. Because like those little people that we both talk about like are there like power travelers. People go back and forth the same countries over an area where it\'s like every single time this is going to be part of my experience that happens on there and then like like does that sort of exist. Because otherwise it\'s just going to be slow and steady. And so there\'s two types of companies that I get excited about because there\'s two parts to like getting very very huge. There\'s one that you have like everyone glorifies is the startup that grows very very quickly. Like shoots up and they become like the sort of great success overnight. There\'s another kind where it\'s just like you do this solid sort of growth but you figure out like how do I make a company that\'s going to last for 20 years. Right. And so the fact that you\'re focused on is like we care a lot about the mission that set up on there. But the thing is like what is the mission like it\'s the mission is like I\'m passionate about feeding other people\'s food like I\'m passionate about like helping these other people have income. I\'m passionate about like having people having interesting travel experience. Like three different things that happens on there. And the real thing is like I think your core idea is just like when you travel and you do it through us you could have something spectacular something very different and the same thing would have been be like yeah it\'s a lot cheaper but it\'s far more interesting as a result. And I think that\'s like a similar idea that you need to have on here also going back earlier in the conversation about breath versus that. > `[00:12:00]` 我們還有一分鐘。事情是這樣的。我覺得他們剛剛開始了一件你需要考慮的大事-就像系統中最缺電的人，像你這樣的人，像渠道合作伙伴，代表你的積極推銷員，因為你買不起另一個人的價格。你在哪里發現那些對服務上癮的人-正確的人-他們可以一遍又一遍地使用它。因為就像我們談論的那些小人物一樣，就像有權力的旅行者一樣。人們往返于同一個國家的某個地區，就像每一次，這將是我的經驗的一部分，發生在那里，然后類似于這種情況是否存在。否則它就會變得緩慢而穩定。因此，有兩種類型的公司讓我感到興奮，因為有兩種類型的公司喜歡變得非常龐大。你所擁有的，就像每個人都贊美的那樣，是一家發展很快的初創公司。就像雨后春筍一樣，它們在一夜之間就變成了那種巨大的成功。在另一種情況下，它就像你所做的那樣穩步增長，但你會發現，我該如何打造一家能持續 20 年的公司。右（邊），正確的所以你所關注的事實是，我們非常關心在那里設立的任務。但問題是，任務是什么，任務就像我熱衷于喂養別人的食物，就像我熱衷于幫助其他人獲得收入一樣。我對擁有有趣的旅行經歷的人充滿了熱情。就像發生在那里的三種不同的事情。而真正的問題是，我認為你的核心想法是，當你旅行時，你通過我們，你可以有一些壯觀的東西，非常不同的東西，同樣的東西會是，是的，它是便宜得多，但結果是更有趣。我認為，這類似于一個類似的想法，你需要在這里有一個類似的想法，也可以追溯到關于呼吸和呼吸的對話的早期。 `[00:13:36]` I\'m still not convinced of breath strategy. Here is the prudent one only because you can\'t find channel partners you can find local agencies that work just in Thailand who can be booking hundreds if not thousands of meals a week. That\'s where business becomes powerful and the reason I think that approach that constituted approaches better is once you find those power users the Kemalist argument you can figure out how this will work in Thailand. Let\'s figure out what\'s going to work in Myanmar\'s career. > `[00:13:36]` 我仍然不相信呼吸策略。這里有一個謹慎的做法，因為你找不到渠道合作伙伴，你可以找到在泰國工作的當地機構，他們每周可以預訂數百份甚至數千份餐食。這就是商業變得強大的地方，我認為這種方法更好的方式是，一旦你找到那些強大的用戶-凱末主義的觀點-你就能弄清楚這在泰國會是如何運作的。讓我們想一想緬甸的職業生涯將如何發展。 `[00:14:04]` We\'re going to Indiaetc. And that\'s actually exactly what we\'re doing now is focusing on Thailand specific. > `[00:14:04]` 我們要去印度等地，這正是我們現在要做的，重點是泰國。 `[00:14:10]` So my wife\'s Thai empire buys. That\'s right. Just like that time is up. > `[00:14:10]` 所以我妻子的泰國帝國買了。沒錯。就像時間到了一樣。 `[00:14:16]` So with all companies what we\'re gonna talk afterwards because this is just like such a weird thing to do. > `[00:14:16]` 對所有公司來說，我們以后要談的是什么，因為這是一件很奇怪的事情。 `[00:14:22]` Yeah. So talk to all of them afterwards and just dive in more so. Well thanks so much. Thank you. Thank you. Thanks. > `[00:14:22]` 是的。所以事后和他們所有人談談，然后再深入到更多的地方去。非常感謝。謝謝。謝謝。謝謝 `[00:14:27]` Applause. > `[00:14:27]` 掌聲。 `[00:14:34]` Next company a human surge would a name like a soft drink. > `[00:14:34]` 下一家公司，人潮會有一個名字，就像一杯軟飲料。 `[00:14:44]` My first question is how did you come up with that name. So delicious. Me on that. OK. > `[00:14:44]` 我的第一個問題是你是怎么想到這個名字的。太好吃了。我在這上面。好的 `[00:14:51]` Do you want to do a quick introduction of who you are and what the company does. > `[00:14:51]` 你想快速介紹一下你是誰，公司做些什么嗎？ `[00:14:54]` Absolutely. My name is Luke SEO co-founder of human search. It\'s a global emergency roster for humanitarian responders and we are marketplaces bringing together aid workers around the globe and connect them with organizations responding to disasters or emergencies in real time on demand and will enable them to scale when needed. > `[00:14:54]` 絕對。我的名字是盧克，SEO，人類搜索的聯合創始人。這是一個人道主義應急人員的全球應急名冊，我們是一個市場，把全球各地的援助人員聚集在一起，并將他們與實時應對災害或緊急情況的組織聯系起來，并將使他們能夠在需要時擴大規模。 `[00:15:15]` So that sounds really lovely Debbie. Are you nonprofit. > `[00:15:15]` 那聽起來真的很可愛，黛比。你是非營利組織嗎。 `[00:15:19]` No I\'m for profit. We\'re like a social enterprise seeking social impact but yeah we founded the company as a as a for profit. We actually thought first to launch a foundation or link up with the nongovernmental organization but actually the sector needs this kind of development of a platform it needs a read through process to go through mortars like Kickstarter just to make sure I understand because being machine gunned a little bit of the description is so a disaster happens like a tsunami. > `[00:15:19]` 不是為了盈利。我們就像一家尋求社會影響的社會企業，但是的，我們創建這家公司是為了盈利。我們最初想要成立一個基金會或者與非政府組織建立聯系，但實際上這個行業需要這樣一個平臺的開發，它需要一個通讀的過程來通過像 Kickstarter 這樣的迫擊炮，只是為了確保我理解，因為被機器槍殺一點點描述就像海嘯一樣發生了災難。 `[00:15:51]` I mean nonprofit I google. I need volunteers helpers and I land on your Web site. And I basically order help. And then you send volunteers based on the criteria put in. > `[00:15:51]` 我指的是非營利的 I Google。我需要志愿者助手，我登陸你的網站。我基本上是叫人幫忙的。然后你根據標準派出志愿者。 `[00:16:04]` Is that right. Partially. And what happens indeed when there\'s a major emergency aid organizations respond and they scale to the operation. But we\'re talking not volunteers we\'re talking renumerated professionals that work around the globe in crisis situations. OK. > `[00:16:04]` 是這樣嗎？部分。當有一個主要的緊急救援組織做出反應，他們擴大到行動范圍時，會發生什么？但我們說的不是志愿者，而是在危機情況下在全球范圍內工作的專業人士。好的。 `[00:16:19]` Something to stop you there. > `[00:16:19]` 有東西阻止你。 `[00:16:21]` So can I ask one question why a marketplace place why isn\'t this just like why don\'t you have if you already have these people what why was this concept of a marketplace there. > `[00:16:21]` 那么我可以問一個問題，為什么一個集市為什么不像為什么你已經有了這些人-為什么市場的概念在那里呢？ `[00:16:32]` They\'re struggling actually to scale operation and therefore they are a non-profit organizations and other organization responding to these kind of emergencies occurred over a decade in the sector and I\'ve experienced it firsthand. Either with the incomplete team or people missing on the team or you go for two three months and they\'re asking you kindly if you want to stay because he didn\'t find a replacement for you. Right. > `[00:16:32]` 他們實際上在努力擴大運營規模，因此他們是一個非營利組織和其他組織，對這一部門發生的這種緊急情況作出反應，我親身經歷過。要么是團隊中不完整的團隊或失蹤人員，要么你去了兩個月，他們會友好地問你是否愿意留下來，因為他找不到代替你的人。 `[00:16:54]` So how does the business model work. So you have all these people signing up to volunteer and I take it you charge the nonprofits for accessing that list. > `[00:16:54]` 那么商業模式是如何運作的呢？所以你讓所有的人都報名做志愿者，我想你會因為訪問那個名單而向非營利組織收取費用。 `[00:17:03]` That\'s correct. Were the business model now is to get an annual fee annual subscription to access database search and you can search the platform is very much like you would search for a hotel or flight nowadays you just say OK I need a logistician more five years of experience has been in Africa before speak French. What whatever is the criteria that you\'re looking for and you\'ll see the top candidates that indeed recently confirm that they\'re available. > `[00:17:03]` 那是正確的。如果現在的商業模式是收取年費，每年訂閱 Access 數據庫，你可以搜索這個平臺，就像你現在會搜索酒店或航班一樣，你只需說：好吧，我需要一名后勤人員，在非洲有五年以上的經驗，然后才會說法語。無論你在尋找什么標準，你都會看到那些最優秀的候選人最近確實證實了他們是可用的。 `[00:17:28]` I > `[00:17:28]` i `[00:17:28]` think we should take a look at that. Now though we\'ve asked the questions we\'re going to do aU.S. review. OK. I know you\'re like I\'m going sicut I\'m safe. > `[00:17:28]` 我們應該看看這個。現在，盡管我們已經問了一些問題，我們還是要做一次美國的復習。好的。我知道你就像我要離開美國一樣，我是安全的。 `[00:17:40]` Now you\'re not safe. We switched it up. OK. > `[00:17:40]` 現在你不安全了，我們換了。好的。 `[00:17:42]` So we took a look at your Web site and what we decided to do was just basically we don\'t go through what is the thing you most want to optimize. What\'s the thing that drives the core of your business your kind of Web site. It\'s very typical for lots of marketplace websites that I look at. It makes the same kinds of mistakes that a lot of them sort of make. So the first thing is like always interested in sort of like how do I quickly understand sort of like what this company sort of does and so like couldn\'t find the simple copy paste sentence that was like on the regular website. Went to your about page. You have this thing on here. I noticed as I talk to you you\'d like to use lots of extra words clean things on there. And to me I\'m just like yeah you know human searches are like mechanical turk orA.W. asks for like volunteers for nonprofits and you know volunteers are renumerated professionals who have set up on a can\'t remember that you\'re ruining my word of mouth. It\'s important that there\'s an important point there. > `[00:17:42]` 所以我們看了一下你們的網站，我們決定做的就是，我們根本不去經歷你們最想要優化的東西。什么東西驅動著你的核心業務-你的網站。這對于我看過的很多市場網站來說都是非常典型的。它犯的錯誤和很多人犯的錯誤是一樣的。所以第一件事是，總是對某種東西感興趣，比如，我如何快速理解，就像這家公司所做的那樣，但卻找不到普通網站上那種簡單的復制粘貼語句。去了你的關于你的頁面。你這上面有東西。我注意到，當我和你說話的時候，你會想用更多的詞-干凈的東西-在那里。對我來說，我就像是的，你知道，人的搜索就像機械的土耳其人或者 A.W.要求像非營利組織的志愿者一樣，你知道志愿者是那些建立在罐頭上的專業人士，他們不記得你破壞了我的口碑。重要的是有一個要點。 `[00:18:38]` It is hilarious but it\'s also an important point which is you don\'t want to use words like that are that are we\'re putting up on the overhead right now because they\'re loaded. They mean a lot of different things to different people so and use a word like a single platform platform can be like something that\'s like the water or it can be like infrastructure a platform can be many many different things. So you might think as a founder who is trying to describe a company I\'m using clear words you\'re not because those words you interpreted many different ways. > `[00:18:38]` 這很好笑，但也是一個重要的問題，那就是你不想用這樣的詞-我們現在就把它放在頭頂上，因為它們已經裝好了。對于不同的人來說，它們意味著很多不同的東西，所以用一個詞，比如一個平臺，可以是像水一樣的東西，也可以是基礎設施，一個平臺可以是很多不同的東西。因此，你可能會認為，作為一個試圖描述一家公司的創始人，我用的是清晰的詞語，而不是因為你用了很多不同的方式來解讀這些詞。 `[00:19:09]` The next thing I noticed is up in the upper left hand corner you get this big label here that makes me not want to sign up. > `[00:19:09]` 我注意到的下一件事是在左上角你看到這個大標簽讓我不想注冊。 `[00:19:17]` I\'m like I have to deal with a disaster. Right. It\'s like better product. It\'s like if you just say don\'t try me. Right. > `[00:19:17]` 我想我得面對一場災難。是的。它就像更好的產品。就像你說不要試我一樣。對。 `[00:19:30]` So this thing is like I see so many companies that do this all time they put in data. And here\'s what I thought was the best part about your Web site you\'re Ephie. Q Your very first question is like why are we in Bayda. Which is Yeah good question but basically what you said it in here is just like hey this is basically we\'re still working on it. Right. And we\'re going to be proving if something goes wrong let us know. > `[00:19:30]` 所以這件事就像我看到這么多公司一直在做這件事-他們把數據放進去。我認為這是你網站上最好的部分，你是艾普。問：你的第一個問題是為什么我們在貝達。這是個好問題，但基本上你在這里說的是，我們基本上還在努力。對。如果出了問題，我們會證明的。讓我們知道。 `[00:19:57]` So you have eight times on our show when it was only you know that. But. > `[00:19:57]` 所以你在我們的節目上有八次，而只有你知道這一點。但 `[00:20:02]` The thing is like every company you\'re going to be consciously working on stuff and then you have issues you want them to let go. There\'s nothing about you being in bed. Like all you\'re saying is like I want insurance for like if I make a mistake. 事情就像你將要有意識地工作的每一家公司，然后你想讓他們放手。你躺在床上沒有什么。就像你說的一切，就像我想要的一樣，如果我犯了錯，我想要保險。 > `[00:20:12]` And quite frankly people are understanding of people. Right. So the more you try to make yourself look like a faceless organization the harder it\'s going to be for someone to be like whatever happens on it. All you can do is be responsive and make things work like enterprise. It\'s actually one of those things that are counterintuitive for a lot of people work working enterprise and B2B companies. They\'re just like what if I make a mistake or things that happens on there be responsive fix things really quickly. `[00:20:12]` 坦率地說，人們對人的理解。右（邊），正確的所以，你越想讓自己看起來像一個沒有臉的組織，對一個人來說，無論發生什么事情，就越難成為這樣的人。你所能做的就是作出反應，讓事情像企業一樣運作。事實上，對于很多人來說，這是違反直覺的事情之一-工作企業和 B2B 公司。它們就像，如果我犯了一個錯誤，或者發生在那里的事情會很快地被修復。 > `[00:20:35]` You\'re smart you\'re creative you\'ll figure all that slavery was a way for us to manage expectations a little bit with the organizations and the professionals. `[00:20:35]` 你很聰明，你很有創造力，你會發現奴隸制是我們管理對組織和專業人士的期望的一種方式。 > `[00:20:41]` The thing is like the best thing that could ever possibly happen is that you have so much demand for your stuff on there and then you figure that out. That\'s the problem that you want to have. Do not ever be afraid or right. OK so let\'s go and do justice to just a pause on this page for you. `[00:20:41]` 這件事就像可能發生的最好的事情，就是你在那里對你的東西有如此多的需求，然后你就明白了。這就是你想要的問題。永遠不要害怕或正確。好吧，讓我們去公正地為你在這一頁上停留一段時間。 > `[00:20:55]` Before Kevin circled that call to action it\'s not obvious what the called action is and that\'s a big deal. I think if you asked you did a quick straw poll of the audience and you said what am I supposed to click on. There were no and one way you can do it is you just kind of squint and look at the page and try to figure out where do your eyes go and they go to about four or five blue sections and logos at the bottom. `[00:20:55]` 凱文在圈出號召行動之前，并不清楚所謂的行動是什么，這是一件大事。我想如果你問你做了一個簡短的民意測驗，然后你說我應該點擊什么。沒有一種方法，你可以做到這一點，你只是瞇著眼睛，看看頁面，試著找出你的眼睛去了哪里，它們在底部有大約四五個藍色的部分和標志。 > `[00:21:16]` It\'s just not obvious what you want me to do. `[00:21:16]` 你想讓我做什么并不明顯。 > `[00:21:18]` The thing is like it\'s because your market but you said I have two sides therefore I need a Web site that does both. The thing is like that\'s just never going to work really well even if you go to air BMB or Uber A lot of different places. You see they\'re always optimized for one side of their marketplace. So you need to decide like what\'s the thing I most need to happen. 事情是這樣的，因為你的市場，但你說我有兩個方面，所以我需要一個網站，兩者兼而有之。事情是這樣的，即使你去了很多不同的地方，BMB 或者優步，你也永遠也不可能工作得很好。你看，他們總是對市場的一面進行優化。所以你需要決定我最需要發生的事情是什么。 `[00:21:34]` And then the question is finally there will be our target main target. > `[00:21:34]` 然后問題是，最終我們的目標將是主要目標。 `[00:21:38]` All right. So my feeling is like a lot of the self serve is going to come for the professionals it should be optimized for signing up the professionals and the volunteers the organizations. That\'s what you\'re going to be signing up doing B2B you\'re going out there you you\'re hitting the pavement dabber that\'s going to be on a separate landing page. > `[00:21:38]` 好的。所以我的感覺是，很多的自我服務都是為了專業人員而來的，應該對專業人員和志愿者、組織的注冊進行優化。這就是你將要注冊的 B2B，你要去那里，你要撞到人行道上，你會在一個單獨的登陸頁面上。 `[00:21:52]` Indirect him that was actually the second landing page into the feud going on here than it would allow you immediately as a professional to register your e-mails who are trying to direct people to that second page. > `[00:21:52]` 間接的，他，實際上是第二個登陸頁，在這里進行的不和，這將使你可以立即作為一個專業人士注冊你的電子郵件，誰試圖引導人們進入第二頁。 `[00:22:01]` So one thing that is good about the land on this landing page I think folks can take away from that last page is that the imagery is very clearly you don\'t actually need to read any of the text to understand generally what this what the product is about. > `[00:22:01]` 我認為人們可以從最后一頁中拿出一件關于登陸土地的好東西，那就是圖像非常清楚，你不需要閱讀任何一篇文章就能大致理解這個產品是什么樣子的。 `[00:22:14]` So you do that well. > `[00:22:14]` 所以你做得很好。 `[00:22:16]` All right. I\'m just gonna go to this real quick because let\'s see what we\'re going to do is go through the process of signing up as an organization doing the one thing that helps you make money. So I clicked on that button and I get to this page and this page. This is the top half of the page. It\'s a big map. Don\'t know what it to do on here. You scroll down you see like how many who will join bunch of drop downs and then I see the pricing plans a big gap scroll down. All right. Are called actions are down so these are the things that you want me to click to make it hard to get to. Yes. > `[00:22:16]` 好的。我很快就會去參加，因為讓我們看看我們要做的是完成注冊成為一個組織的過程，做一件能幫你賺錢的事情。所以我點擊了那個按鈕，我找到了這個頁面和這個頁面。這是頁面的上半部分。這是一張大地圖。我不知道在這里該怎么辦。你向下滾動，你會看到有多少人會加入一系列下跌，然后我看到定價計劃，一個巨大的差距向下滾動。好的被稱為行動是向下的，所以這些是你想讓我點擊的東西，使它很難到達。是 `[00:22:49]` If you\'re if you\'re talking to somebody who\'s never used a product before you\'re just asking a lot. They have to find that called action the first page and to scroll down at the bottom and then read which most people don\'t and then recognize select is the call to action. > `[00:22:49]` 如果你和一個在你之前從未使用過產品的人交談過，他們必須發現第一頁叫做“行動”，然后向下滾動，然后閱讀大多數人不喜歡的內容，然后認識到“選擇”就是“行動的呼喚”。 `[00:23:04]` So let\'s go here. Now one thing I noticed is like obviously like before I\'m going to pay for a service like this I want to see how does the directory sort of work. I actually feel like you\'re treacheries basically going to be a search. > `[00:23:04]` 讓我們走吧。現在，我注意到一件事，很明顯，就像我要為這樣的服務付費之前，我想看看目錄是如何工作的。我覺得你基本上是一種背叛，基本上是一種搜索。 `[00:23:14]` This is not a typical like search interface with all these sort of drop offs. I can eventually figure it out happen on there but it\'s one of those things like it doesn\'t use a afford Insys and it\'s one of those things where I like to talk to people all the time with the people like I\'m going to build an interface then no one has ever seen before because I want to make my mark on the world and users usually go like I have no idea how the fuck to use this. > `[00:23:14]` 這不是一個典型的類似搜索界面，所有這些都有下降。我最終可以想出它發生在那里，但它是這樣的事情之一，就像它不使用一個負擔得起的因塞斯，它是一件事情，我喜歡一直與人們交談的人，就像我\要建立一個界面，然后沒有人見過，因為我想在世界上留下我的印記，用戶通常會喜歡。我不知道他媽的怎么用這個。 `[00:23:37]` Because I\'ve never seen anything like it. Laughter. > `[00:23:37]` 因為我從來沒有見過這樣的事。笑聲。 `[00:23:41]` If you want to be an artist you should be an artist. This is a very different type of design. > `[00:23:41]` 如果你想成為一名藝術家，你就應該成為一名藝術家。這是一種完全不同的設計。 `[00:23:46]` OK so let\'s go through here. > `[00:23:46]` 好的，讓我們從這里過去吧。 `[00:23:47]` I\'m just like I want to go through this as fast as possible and give you my first. I do my first search. I get your results is what you\'re going to get. That\'s like trying to set expectations. > `[00:23:47]` 我就像我想盡快完成這件事，給你我的第一次機會。我做我的第一次搜索。我得到你的結果就是你將要得到的結果。這就像試圖設定期望一樣。 `[00:24:02]` And then scroll down and you\'ve got this button. We have a bunch of Spanish letters talking to me laughter were better and better. > `[00:24:02]` 然后向下滾動，你就有了這個按鈕。我們有一堆西班牙字母在跟我說話，笑聲越來越好了。 `[00:24:11]` Right right. > `[00:24:11]` 對。 `[00:24:12]` OK. Applause. > `[00:24:12]` 好的。掌聲。 `[00:24:21]` So I finally find something it shows me a result. I go great. I\'d go through this and I get hit this button. Problem is this button actually takes you to the sign up page for registering as a professional instead of the organization. So this will take you down a really weird rabbit hole where you want to take them to somewhere else. And I didn\'t realize I was going to go to that until I read their stuff that\'s below the call of action. All right so this is the one that you wanted to go through. > `[00:24:21]` 所以我終于找到了一些東西，它給我展示了一個結果。我做得很好。我會經歷這一切然后被按下這個按鈕。問題是，這個按鈕實際上帶您到注冊頁面注冊為專業人員，而不是組織。這會把你帶到一個很奇怪的兔子洞里，你想把它們帶到別的地方去。直到我讀到他們的東西，我才意識到我要這么做。好吧，這就是你想要經歷的。 `[00:24:46]` I didn\'t actually end up going through this went to the site on their watch. Now when we have dogs going to kill us. OK. Really quick on here. There\'s a lot of stuff to go through the sign up on here. > `[00:24:46]` 我并沒有真的完成這個任務，而是在他們的監視下去了現場。現在，當我們有狗要殺我們的時候。好的。在這里非常快。這里有很多東西要通過注冊。 `[00:24:55]` You go through this. There\'s this action that happens. This that explains it. > `[00:24:55]` 你經歷了這一切。有一種行為發生了，這就解釋了這件事。 `[00:25:01]` Go through on here. It\'s all this information asked me as a professional and quite frankly is one of those things where I\'m just like like how much money have I managed. I\'m just like I want to volunteer and help. Like why won\'t you let me help you get through here. These are like kind of the main questions that you have that you show up on the site. I see this thing on air. I don\'t see the word volunteer which is why I think I am. It\'s not for volunteers. And here\'s the thing. > `[00:25:01]` 繼續往前走。所有這些信息都是作為專業人士問我的，坦率地說，這也是我所做的事情之一，就像我管理了多少錢一樣。我就像自愿幫忙一樣。為什么你不讓我幫你渡過難關。這些就像是你在網站上出現的主要問題。我在電視上看到這個東西。我看不出“自愿”這個詞，這就是為什么我認為我是。不是給志愿者的。事情是這樣的。 `[00:25:27]` Laughter bucket laughter. > `[00:25:27]` 笑聲桶笑聲。 `[00:25:33]` I get to hear it as they tell me an elevator pitch. It would be great if you give me example. > `[00:25:33]` 當他們告訴我電梯的音高時，我聽到了。如果你給我舉個例子，那就太好了。 `[00:25:37]` So like I\'m like I mean just get through this right. I did this. This is technically the ending of this. I\'m not sure what to do next. Vengefully figure out that this is a link. Actually have actually to go back to the stuff that I need to know. > `[00:25:37]` 所以我就像我的意思是，把這件事做好。我做到了。從技術上講，這就是這件事的結局。我不知道接下來該做什么。復仇地發現這是一個鏈接。實際上，我必須回到我需要知道的事情上。 `[00:25:52]` The only thing I care about all that information that you collect on there is actually what information to the nonprofit actually need. > `[00:25:52]` 我唯一關心的是，你在那里收集的所有信息實際上是非營利組織真正需要的信息。 `[00:25:58]` What\'s the minimum that they need to be convinced that there\'s a professional or volunteer that\'s is who we are collected here after talking with us for ways to capture that core information that they look for when they scout for a professional indeed that\'s the information that we capture in the first Creuzot. I\'ve looked through some snapshots but I think it looks better if you look on the right. > `[00:25:58]` 他們需要確信的最低限度是，有一名專業人士或志愿者是我們在這里收集的人，他們與我們討論了如何捕捉他們在尋找專業人員時所尋找的核心信息-事實上，這就是我們在第一次 Creuzot 中捕捉到的信息。我看過一些快照，但我認為如果你看右邊的話，效果會更好。 `[00:26:18]` I think I would disagree. > `[00:26:18]` 我想我不同意。 `[00:26:20]` I mean I\'ll say look I think the big issue here isn\'t the point that Kevin is trying to drive home by showing all these steps is you\'re trying to tackle a lot as a very young company trying to tackle a lot in terms of functionality and features and I think that\'s maybe not the best strategy. Like you know Kevin said if I want to volunteer not as an autism professional if I just want to submit a little piece of information to get onto the site. There\'s so much I have to go over that I probably will make it to the end. And that\'s a big problem for you because that means a big party. You don\'t have a market you\'ll have actually people who are in the directory. > `[00:26:20]` 我的意思是，聽著，我認為這里的大問題不是凱文試圖通過展示所有這些步驟來回家的問題，因為你作為一家非常年輕的公司，正試圖解決很多功能和功能方面的問題，我認為這可能不是最好的策略。就像你知道的，凱文說，如果我想做志愿者，而不是作為自閉癥專家，如果我只想提交一小部分信息進入網站。我有太多的事情要重溫，所以我很可能會走到最后。這對你來說是個大問題，因為那意味著一個盛大的聚會。你沒有市場，你會有真正的人在目錄中。 `[00:26:56]` Twelve hundred people are 19 other people started 12 people completed the profile and confirmed their e-mail so we have over a hundred pets Gregory contacted now by over 12 0 so it\'s going to be Yeah indeed. And it\'s addressing it is actually an issue that all these organizations are struggling with. They\'re all managing this all by themselves on an Excel sheet. So we say okay we\'ll just bring it online on a platform. > `[00:26:56]` 1200 人是 19 個人，其他 12 人開始，12 人完成了配置文件，并確認了他們的電子郵件，所以我們有超過 100 只寵物，格雷戈里現在聯系了超過 12 只寵物，所以這將是真的。這個問題實際上是所有這些組織都在努力解決的問題。他們都在 Excel 表格上自己管理這一切。所以我們說，好吧，我們就把它放到一個平臺上。 `[00:27:20]` I totally get it at the whole thing is I\'m out of my weekend were you in any way know. Like I actually would be like hey give me your name give me your email address. And then like tell me like a professional or you volunteer just like grab that and then you send them all for the follow up information later on. Like I just be harvesting names. The second thing is I want to make it so that like those people are super impressed by the listening that it\'s happened there. > `[00:27:20]` 我完全明白，如果你知道的話，我的周末就要結束了。就像我會像嘿，告訴我你的名字，告訴我你的電子郵件地址。然后像專業人士一樣告訴我，或者你是志愿者，就像抓取它一樣，然后你把它們全部發送給后面的后續信息。好像我只是在收集名字。第二件事是，我想要這樣做，這樣，就像那些人一樣，聽到發生在那里的事情給他們留下了非常深刻的印象。 `[00:27:42]` So I wouldn\'t give take the chance that someone\'s going to search your database which isn\'t fully completed whatever and be like maybe there\'s gonna be something that could happen. Be like Look do you need people like within a month you need people in this category. We have this many in that category this morning and this this being this if you\'re interested in try to give us contact or just make it so it\'s just feel like I\'m already going to when just by looking at the information they were now in the states and trying to work with these dozen organizations to get their feedback and see how they want to use this platform. > `[00:27:42]` 這樣我就不會冒險去搜索你的數據庫，你的數據庫還沒有完全完成，可能會有什么事情發生。就像你需要的人一樣，在一個月內，你需要這個類別的人。今天早上我們有這么多這樣的人，如果你對給我們聯系感興趣，或者直接聯系我們，我就會覺得我已經準備好了，只要看看他們現在美國的信息，試著和這十幾個組織合作，得到他們的反饋，看看他們想如何使用這個平臺。 `[00:28:12]` There are more functionalities that are trying to define to go to with them to see how we can optimize it for them. I guess it\'s an ongoing process. Yeah you appreciate the feedback. > `[00:28:12]` 還有更多的功能試圖與它們一起定義，看看我們如何為它們優化它。我想這是一個持續的過程。是的，你很感激你的反饋。 `[00:28:21]` Yeah just as it were. We\'re out of time. They\'re like signaling like these and these maniacal signs and the backstage just just a couple of couple of quick points before we wrap up. You know we\'re showing you. Thank you for coming out and letting us work through your site this is actually better than a lot of sites that are that are that are a year old or six months old but it\'s used as an example. A lot of founders are folks and all these things in their companies and they don\'t recognize it so many people the first time they see your company is going to be through this. And so it\'s very important to make sure you as founders are showing your product to people who don\'t know what the company is. Make sure they understand what the landing page is. Make sure they can get through that sign up because that is you know for every time that you tell somebody by your company there\'s a thousand other people that are going to be hitting that Web site and maybe getting an incorrect. > `[00:28:21]` 是的，就這樣。我們沒時間了。它們就像這樣的信號，這些瘋狂的信號和后臺的信號，只是在我們結束之前的幾個快速點。你知道我們在向你展示。謝謝你的出面，讓我們通過你的網站，這實際上比很多網站有一年或六個月的歷史，但它被用作一個例子。很多公司的創始人都是鄉巴佬，公司里所有的事情都是這樣的，他們第一次看到你的公司將要經歷這一切的時候，他們就沒有意識到這么多人會意識到這一點。因此，確保你作為創始人向那些不知道公司是什么的人展示你的產品是非常重要的。確保他們明白登陸頁面是什么。確保他們能夠通過注冊，因為你知道，每次你告訴公司里的某個人，就會有上千個人訪問這個網站，而且可能會得到一個不正確的結果。 `[00:29:08]` And the stuff we do is not complicated. I just walk through the site and just try to follow the path. And the thing is I try to follow the path of what\'s the fastest way that I can get to what I want or what I think you want from on there. And when you notice that like it\'s super hard to get to that point it\'s like get to touch on a when. > `[00:29:08]` 我們所做的事情并不復雜。我只是走在網站上，試著沿著這條路走。問題是，我試著走一條通往我想要的或我認為你想要的東西的最快的道路。當你注意到你喜歡的時候，你就很難到達那個點，就像在某個時候接觸到它一樣。 `[00:29:23]` Well there was the lead you didn\'t show it but there\'s the lead home page where you can just leave your e-mail and say you register just e-mail or register and it totally being really obvious. > `[00:29:23]` 這里有你沒有顯示的線索，但是有一個主頁，你可以把你的電子郵件放在那里，說你只注冊電子郵件或注冊，這是非常明顯的。 `[00:29:32]` But why not that be the site period. Home Page. There is like this this this. Don\'t let the big companies have all this crud that kind of builds up over time when something isn\'t working. Dump it and replace it with some. That\'s the nice thing about having a small company. > `[00:29:32]` 但為什么不把這段時間定為場址期呢？主頁。就像這樣。不要讓那些大公司在某件事情不起作用的情況下，隨著時間的推移而產生這樣的積木。扔掉它，用一些代替它。這是擁有一家小公司的好處所在。 `[00:29:48]` We\'re way over time. > `[00:29:48]` 我們已經過了很長一段時間了。 `[00:29:49]` Thank you think. > `[00:29:49]` 謝謝你。 `[00:29:56]` He said everyone can register. I don\'t know what happened to you. 他說每個人都可以注冊。我不知道你怎么了。 > `[00:30:02]` Okay last company power of you hi. Hi. `[00:30:02]` 好的，最后一家公司的權力。嗨 > `[00:30:14]` We\'re not we\'re not going to listen to the laughter in the comments and I was like oh God this is going to happen. `[00:30:14]` 我們不是，我們不聽評論里的笑聲，我就像哦，上帝，這會發生的。 > `[00:30:23]` All right. Introduce yourself and tell us what your company does. `[00:30:23]` 好的。自我介紹一下，告訴我們你的公司是做什么的。 > `[00:30:26]` Mine is case of money I\'m the co-founder of power of U. We help people take control of their data. I can\'t see anybody over that conversation with that. We help people take control of their data and we\'re starting by monetizing the data through market research so helping brands understand their consumers through actual behavior data rather than the clean behavior data. We can\'t let you say when you say you you mean a consumer. `[00:30:26]` 我是 UPower 的聯合創始人，我們幫助人們控制他們的數據。我看不出有誰能用這句話打斷我的談話。我們幫助人們控制他們的數據，我們首先通過市場調查將數據貨幣化，從而幫助品牌通過實際的行為數據而不是清潔的行為數據來了解他們的消費者。我們不能讓你說你指的是消費者。 > `[00:30:47]` Correct. And then the brands are our supply side. `[00:30:47]` 正確。那么品牌就是我們的供應方。 > `[00:30:50]` So I think one of the questions was from a demand and so actually demand becomes are brands and supply is the data from consumers. `[00:30:50]` 所以我認為其中一個問題是來自一個需求，所以實際上需求變成了品牌，而供應是來自消費者的數據。 > `[00:30:58]` So people like you and I and everybody here is like the thing everyone\'s worried that Google is doing what they are doing it not. `[00:30:58]` 所以像你和我這樣的人，以及在座的每一個人，都像大家擔心的那樣，谷歌正在做他們沒有做的事情。 > `[00:31:07]` But they don\'t sell like first person data or anything like that. `[00:31:07]` 但是他們不像第一人稱數據那樣銷售。 > `[00:31:10]` So they\'re not I guess that brings us to the first question why would I want to do this. As a consumer. `[00:31:10]` 所以他們不是，我想這就引出了第一個問題，為什么我要這樣做，作為一個消費者。 > `[00:31:15]` So it\'s already happening to your point earlier about Google so it\'s not just I mean there\'s companies out there Facebook Google and other companies actually all doing this for billions of dollars that they\'re helping us get something back. I use e-mail. I love it and we use it for free. And I want that only in here. `[00:31:15]` 所以這件事已經發生在你早些時候關于谷歌的問題上了，所以我的意思是，不僅僅是 Facebook，谷歌和其他公司都在以數十億美元的價格做這件事，他們幫我們找回了一些東西。我用電子郵件。我喜歡它，我們免費使用它。我只想在這里這樣做。 > `[00:31:30]` I\'m just getting money. `[00:31:30]` 我只是在拿錢。 > `[00:31:32]` I said I get what. Why would you like me in return. What do I get in return for you Monitise. So you do get paid money. How much money. How much can I make. We are we\'re monetizing at 15 dollars sixty five dollars per day to instance what if a date is then. So any time your data is used for an inside for a brand 15 to 65. `[00:31:32]` 我說我明白什么了。你為什么要我作為回報。我能得到你什么回報莫尼提斯。所以你確實能拿到錢。多少錢。我能掙多少。我們正在以每天 15 美元的價格進行貨幣化，比如說，如果日期是這樣的話，那么任何時候你的數據都會被用于一個品牌 15 到 65 的內部。 > `[00:31:52]` Yes. How is that about. `[00:31:52]` 是的。那是怎么回事。 > `[00:31:56]` That\'s how much I mean we\'re doing market research. The average user that signs up for how much money they\'re making. They would. Well this is so on average because it\'s not you only get paid if your data is used Yep. So that\'s going to be about 35 dollars. If your data is you know a year a day every time. So I mean we\'re still at we just started monetizing six months ago. So it\'s early data points. `[00:31:56]` 我的意思是我們在做市場調查。為自己賺了多少錢而注冊的普通用戶。他們會的。嗯，這是平均水平，因為不是只有當你的數據被使用的時候，你才能得到報酬。所以那大約是 35 美元。如果你的數據是，你知道一年一天，每次。所以我的意思是我們還在六個月前才開始賺錢。所以這是早期的數據點。 > `[00:32:20]` What percentage of total users are actually getting paid. And then how much have you paid out in the last six months. `[00:32:20]` 實際獲得報酬的用戶占總用戶的百分比是多少。在過去的六個月里你付了多少錢。 > `[00:32:26]` OK. So percentage wise it\'s going to be about a very small percent about 8 percent people have already gotten paid. It\'s a matter of consolidation of people of the brands and all that combination of things and the amount that we distribute back is about 3000 dollars already. So what your biggest problem right now our biggest one is actually the sales cycle to brands that\'s our biggest challenge. So what you\'re saying is it takes take anywhere from two months up to six months. And sometimes that drops out of time. Do you have enough supply to entice brands. That is something. Yes we do have enough supply in the areas that we\'re targeting heavily so specificallyU.K. andU.S. `[00:32:26]` 好的。因此，就百分比而言，這個比例很小，大約有 8%的人已經拿到了工資。這是一個整合品牌的人的問題，所有這些東西的組合，我們已經分發了大約 3000 美元。所以，你現在最大的問題，我們最大的問題，實際上是對品牌的銷售周期，這是我們最大的挑戰。所以你的意思是這需要兩個月到六個月的時間。有時它會從時間上消失。你們有足夠的供應來吸引品牌嗎？那是件事。是的，我們確實有足夠的供應在我們主要瞄準的地區-英國和美國。 > `[00:33:09]` So if I\'m whatever Pepsi and I come to power you I. How much do I watch Leno pay. What\'s a normal contract look like. `[00:33:09]` 如果我是百事可樂，我是你的掌權者，我看 Leno 的報酬是多少？正常的合同是什么樣子的？ > `[00:33:18]` So it\'s normally if you come to me right. Yeah. So I would love for Pepsi to come to me. So people are starting to come which is awesome because they see the value of the data and the old laws and regulations of the amount the base that we start off with is at fifteen thousand dollars for a three week project where essentially the project is you would be bringing people onboard and we have the people that you are interested in 18 to 25 year olds in San Francisco watch. I think that how many people do I get out of my list would be anywhere from hundred to 200 people. That would be in this project. OK. So. `[00:33:18]` 所以正常情況下，如果你來對我的話。嗯所以我很想讓百事來找我。所以人們開始來了，這是很棒的，因為他們看到了數據的價值，以及舊的法律法規，我們開始的基礎是一個為期三周的項目的基礎是一萬五千美元，這個項目實質上是你會讓人們上船，我們有你對舊金山 18 到 25 歲的年輕人感興趣的人。我想有多少人會從我的名單中出來，大概在幾百到 200 人之間。在這個項目中。好的所以 > `[00:33:55]` You\'re worried about trying to build up your pipeline that happens on that. So like how often are you closing in the business. `[00:33:55]` 你擔心的是試圖在這上面建立你的輸油管道，就像你多久要關閉一次生意一樣。 > `[00:34:02]` So it\'s for I mean we have three clients right now that we\'re working with already and we are definitely trying to bring in new business. Well it\'s it\'s an ongoing process it takes a long to do it but then we have these clients also renew on average how long does it take. It\'s going to be at least six months. Great. And then how many people do you have potentially in the pipeline that you\'re like. We have about eight people in the pipeline right now eight people how many people are emailing a day we\'re not. Probably I can tell you per week we e-mail at least three people per week. `[00:34:02]` 所以我的意思是，我們現在有三個客戶，我們已經在和他們合作了，我們肯定在嘗試引入新的業務。嗯，這是一個持續的過程，需要很長時間才能完成，但是我們有這些客戶，平均需要多長時間才能更新。至少要六個月。太棒了然后你有多少潛在的人在等待著你呢？我們現在有大約 8 個人，8 人，每天有多少人在發電子郵件，我們沒有。也許我可以告訴你我們每周至少給三個人發電子郵件。 > `[00:34:33]` That `[00:34:33]` > `[00:34:33]` is this three a whole three people because the challenge there is you want to take so you have to get to the right person and to find out whether you\'re thinking where you\'re more specifically identifying three decision makers Exactly. `[00:34:33]` 這三個人是一個完整的三人嗎？因為你想要接受的挑戰，所以你必須找到正確的人，并找出你是否在思考你在哪里更具體地確定三個決策者。 > `[00:34:48]` That\'s right. So I\'m going to just say I\'m going to answer. You\'re going to blow your head like. You need to be contacting like a hundred people a day. This is like the first thing that we start telling me to be companies right away. And that is it\'s one of those things like it takes six months. Right. `[00:34:48]` 那是對的。所以我只想說我會回答。你會像打爆你的頭一樣。你需要每天聯系上百個人。這就像是我們第一次告訴我馬上成為公司。這就是其中之一，它需要六個月的時間。 > `[00:35:04]` And let\'s say for example like you\'re working on this thing you\'re trying to hit kind of growth on there. That means like everything that you do right now to get to that point like that helps you like feed into what\'s going to happen into the future. Yes. And the thing is like a lot of people just get stuck on saying like yes I need multiple touch points but they keep overthinking what that touch point is. Right. That means so for example bottom things like the only touch points the habits like definitely a key decision maker. It has to definitely be a meeting or whatever. But really like the first touch should be like a simple email to as many people as possible. Whereas just like hi I\'m one of the founders of this we\'re doing this we\'re making this viable and what you\'re trying to find is low hanging fruit right. Those people where it\'s just like they just get it they understand it clicks and it happens on there. `[00:35:04]` ，讓我們舉個例子，就像你在做這件事一樣，你正試圖在那里實現某種程度的增長。這意味著，就像你現在所做的一切那樣，幫助你了解未來將要發生的事情。是事情是這樣的，很多人只能說“是”，“我需要多個觸點，但他們一直在想那個觸點是什么。”右（邊），正確的這意味著，例如，最底層的事情，比如唯一的觸點，習慣，比如一個關鍵的決策者。一定要開個會什么的。但真正像第一次接觸應該像一個簡單的電子郵件給盡可能多的人。就像嗨，我是這個的創始人之一，我們這樣做，我們使這個可行，而你想要找到的是低掛果子。那些人，就像他們得到它一樣，他們明白它的咔嚓聲，就發生在那里。 > `[00:35:46]` And only we\'re going to find low hanging fruit is that you\'re doing this like shock on approach in sales like the best lead Azalina hang hangs up on you because then you know you don\'t dedicating more time to it. `[00:35:46]` 只有我們才能找到低掛的果子，那就是你在做這件事，就像對銷售方式的震驚，比如最好的首席執行官 Azalina 掛斷了你的電話，因為那時你知道你沒有花更多的時間在這個問題上。 > `[00:35:57]` So at this phase of your company there isn\'t a lot of value in being very precise to find the specific random specific decision maker because you just want information from your customers about do they actually want this. Both brands and consumers. Right. `[00:35:57]` 所以在你們公司的這一階段，非常精確地找到具體的隨機的決策者并沒有多大的價值，因為你只是想從你的客戶那里得到關于他們真的想要這個的信息。品牌和消費者都是這樣。對吧。 > `[00:36:12]` You want to be promiscuous at this stage. And the thing it\'s like you don\'t it\'s like you\'re trying to predict like who I think the key decision makers are which kind of company is going like that. And it\'s really is one of the things like I see this kind of company they like us I\'m going to find a thousand other companies that Zach that I get like yeah you wait. `[00:36:12]` 在這個階段，你想要亂交。事情是這樣的-就像你想要預測的那樣-我認為關鍵的決策者是誰-什么樣的公司會這樣發展。這是我看到這樣的公司的其中一件事，他們喜歡我們，我會找到其他上千家我喜歡的公司，扎克，你等著吧。 > `[00:36:26]` I mean like like we might find that like hospitals or some random group that you never even considered are actually the people who are most responsive. And before you know those could be your first you know 100 200 Tassi those are the real office hours. `[00:36:26]` 我的意思是，就像我們可能會發現，就像醫院或一些你從來沒有考慮過的隨機群體，實際上他們是最有反應的人。在你知道這可能是你的第一次，你知道 100，200，塔西，這是真正的辦公時間。 > `[00:36:40]` I\'d be like Alright three day or three a week or whatever I think that\'s not enough. What I want to do is like basically find a list of like top Fortune 5000 companies and figure out how to e-mail like everyone that you think is in that position. `[00:36:40]` 我會像好的，一周三天或三天，或者任何我認為還不夠的。我想做的就是找到一份類似財富 5000 強公司的名單，想辦法像你認為的每個人那樣發電子郵件。 > `[00:36:51]` There\'s also a sub point there which Kevin is making which is the more the more companies are potential customers you e-mail the more you\'re gonna have to go outside of your preconceived assumptions of what is an ideal customer and just outside of your line of sight might actually be the truth. `[00:36:51]` 凱文也提出了一個小點，那就是，公司越多，你通過電子郵件發送的潛在客戶越多，你就越需要走出你對什么是理想客戶的先入為主的假設，而僅僅在你的視線之外就可能是事實。 > `[00:37:09]` And I think that there\'s many many examples of startups which are very similar to huge companies but ultimately fail because they just didn\'t they just didn\'t get that one iteration that\'s so early on you you almost have to be very skeptical about your assumptions about what your brand what these brands and these customers want. And that\'s another reason why just doing high volume will you know we\'ll get you like learnings in a year. `[00:37:09]` 我認為有許多初創公司的例子，它們非常類似于大公司，但最終失敗了，因為它們只是沒有得到如此之早的一次迭代，你幾乎不得不對你對這些品牌和這些客戶想要什么品牌的假設持懷疑態度。這也是為什么只做大量的事情的另一個原因，你會知道我們會在一年內讓你學到很多東西。 > `[00:37:33]` And your task from there then is a lot of people said I\'m B2B enterprise. What number should I be tracking because I\'m only going to be closing maybe one or two deals over a year or whatever happens on there. And this is like all the numbers you\'re tracking is all this stuff about like how effective you\'re buying. I\'m contacting a hundred people a day. This is my response rate. This is my open right. This is my clickthrough rate. These people asked for a demo. This is how many meetings I\'ve signed up. If you\'re going to compete against someone who\'s got like a giant sales force then you don\'t compete with them by going out one at a time. You have to start thinking. And the thing is like there\'s tons of technology now available to people doing outbound sales while than ever before we fund tons of those companies now because we see that that\'s the future for how people are jumpstarting businesses. Thank you. `[00:37:33]` 從那時起，你的任務就是很多人說我是 B2B 企業。我應該跟蹤的數字是多少，因為我只會在一年內完成一兩筆交易，或者發生在那里的任何事情。這就像你所追蹤的所有數字都是關于你買東西有多有效。我每天聯系一百個人。這是我的回應率。這是我的開場白。這是我的點擊率。這些人要的是一個演示。這是我參加了多少次會議。如果你要和一個有著巨大銷售力量的人競爭，那你就不會一次一個地出去和他們競爭。你得開始思考。事情是這樣的，現在有大量的技術可以提供給從事對外銷售的人，而現在我們比以往任何時候都要為這些公司提供資金，因為我們看到了人們開始創業的未來。謝謝。 > `[00:38:13]` So you have you\'re you\'re. That\'s one problem. OK that\'s what I was going to ask for another problem but that\'s I I a problem we\'ll do quickly one more. `[00:38:13]` 那么你是 > `[00:38:21]` What\'s another thing that your career goes on the other side of the equation is communicating are what we\'re offering to consumers to people better so that they don\'t freak out or they understand what we\'re doing. `[00:38:21]` 你的職業生涯的另一面是，我們向消費者提供更好的服務，這樣他們才不會被嚇到，或者他們明白我們在做什么。 > `[00:38:34]` It\'s think you\'re looking for people who are like I don\'t care. You\'re right. So just let me know I would do a lot of things for 65 dollars. `[00:38:34]` 我認為你在找那些我不在乎的人。你是對的。所以讓我知道我會花 65 美元做很多事情。 > `[00:38:45]` I mean if you can if you you if you can you can pay me sixty five bucks and I would just lead with that. `[00:38:45]` 我的意思是，如果你能付我 65 塊錢，我就會帶頭。 > `[00:38:51]` It\'s like look you give the state it you can make between this and this much money. And you don\'t think you have to do anything just connect all your stuff that happens on there and it comes passively. Exactly and that\'s the only story I need to tell is super simple. The thing is like when I go to your website you do not make that simple at all. You\'re like look at all these areas of like dimensions and graphs. They don\'t care about these graphs. `[00:38:51]` 這就像你給了它你能在這和這么多錢之間賺到的狀態。你不認為你需要做任何事情，只要把發生在那里的所有事情聯系起來，它就會被動地出現。沒錯，這是我唯一需要講的故事，非常簡單。事情就像當我去你的網站，你根本就沒有那么簡單。你就像看所有這些尺寸和圖形一樣的區域。他們不關心這些圖表。 > `[00:39:10]` Sixty five dollars laughter. Got it. Yes. OK. All right. We\'re out of time. Thank you so much. `[00:39:10]` 65 美元的笑聲。明白了。是好的好的我們沒時間了非常感謝。 > `[00:39:17]` Thank you so much. `[00:39:17]` 非常感謝。 > `[00:39:25]` OK. Real quick takeaways so marketplaces identify supply identified demand see how the rate of growth is. Try to figure out where you\'re sort of constrained if you do not need to be staff work in mass to work aggressively outside of you. `[00:39:25]` 好的。真正快速的起飛，以便市場識別供應，確定需求，看看增長率是怎樣的。如果你不需要做大量的工作來積極地在外面工作的話，試著找出你在哪里受到限制。 > `[00:39:39]` And just try not to be too Coughenour assumptions. One thing that you guys have seen these are these three very different companies similar with different companies is Kevin just focused on what are the. As we said at the beginning what are the bottlenecks to growth and really focusing on those. As a founder there\'s a limitless amount of problems that you have to deal with. You have to work on. I implore you and we implore you to think that we work on most of why seeing the programs focusing on those things which are bottlenecks to growth and because it\'s a night it\'s a nice true north. When you wake up in the morning you know what you gotta work on rather than have this company and all these different problems after you don\'t just focus on one thing. But anyways that\'s something I think you applaud. `[00:39:00]` 只要試著不要做太容易的假設就行了。你們看到的一件事是，這三家非常不同的公司，與不同的公司相似，凱文只是專注于什么是。正如我們在一開始所說的，增長的瓶頸是什么，并真正關注這些瓶頸。作為一名創始人，你必須面對無數的問題。你得繼續努力。我懇請你們，我們懇請你們認為，我們為什么會看到節目聚焦于那些阻礙增長的事情，因為這是一個夜晚，這是一個很好的北方。當你早上醒來時，你知道你要做什么，而不是讓這家公司和所有這些不同的問題在你不只是專注于一件事情之后。但不管怎樣，我認為你會為之鼓掌。