# Ooshma Garg at Startup School SV 2016 > `[00:00:02]` Good morning everybody. And. `[00:00:02]` 大家早上好。和 > `[00:00:10]` Thank you all for coming and spending your Saturday with us. This is always one of our favorite days of the year. We get to meet many new founders. There\'s a long tradition of people in the audience leader coming to speak at Startup School after they start a company and become really successful. So I hope you enjoy the talks we have today. I especially hope you get to know each other. I think a lot of the value comes from the casual conversations that breaks at lunch and after the event we have an incredible set of speakers today also I\'m going teach a class in the first half of 2017 and it is a successor to the class that I taught last two years ago called How to start a startup and hopefully we\'ll be a lot better. So if you\'re interested in more content after today please check it out. If you go to Startup School dot org today you can put your e-mail address and then we\'ll let you know when we\'re ready to go. `[00:00:10]` 謝謝大家來和我們一起度過你們的星期六。這是我們一年中最喜歡的日子之一。我們有機會認識許多新的創始人。觀眾領袖有一個悠久的傳統，他們在創辦一家公司后來到創業學校演講，并取得了真正的成功。所以我希望你們喜歡我們今天的會談。我特別希望你們能互相了解。我認為很大一部分價值來自于午餐休息時的隨意對話。活動結束后，我們今天有了一群令人難以置信的演講者，我還打算在 2017 年上半年教授一堂課，這是我兩年前教授的“如何創業”課程的接班人，希望我們能做得更好。所以如果你今天以后對更多的內容感興趣，請查收。如果你今天去 StartupSchooldoorg，你可以把你的電子郵件地址，然后我們會告訴你，當我們準備去。 > `[00:01:00]` Our first speaker today is Mogahed Bushmen\'s the founder of gobble gobble is a C Company Bhishma is one of the many speakers today that has been in the audience many times before and today she runs a company that not only am I a happy user of my mom sends me gobble boxes because she thinks anymore but the company next year will do more than 100 million dollars in sales. `[00:01:00]` 我們今天的第一位演講者是莫哈德·布什曼，“戈布”的創始人是一家 C 公司，比什馬是今天許多演講者中的一員，他以前多次出現在聽眾中，今天她經營著一家公司，她不僅是我媽媽的一個快樂用戶，因為她認為，公司明年的銷售額將超過 1 億美元。 > `[00:01:24]` Yeah. `[00:01:24]` 是的。 > `[00:01:27]` FISHER So Schmidt thank you very much for coming and speaking with us. And here she is. `[00:01:27]` 費舍爾，施密特非常感謝你來和我們交談。她來了。 > `[00:01:43]` Thank you so much Sam how are you guys doing today. Wow what an audience. SAMBAS SO nice to call me a speaker with a lineup that you have today. I consider myself an opener. `[00:01:43]` 非常感謝薩姆，你們今天過得好嗎？哇多好的觀眾啊。桑巴斯真是太好了，我是一個有著今天陣容的演講者。我認為自己是開場白。 > `[00:01:56]` You have such an amazing set of speakers today. I\'m just very grateful to be here and share this moment with you. My name is Schmied and I\'m the CEO and founder of gobble. We help anyone cook dinner in just ten minutes. `[00:01:56]` 你今天的演說家真是太棒了。我非常感激能在這里和你分享這一刻。我叫施密德，我是戈布爾公司的首席執行官和創始人。我們只需十分鐘就能幫任何人做飯。 > `[00:02:12]` We\'re the inventors of the ten minute one pan dinner kit today. I\'m gonna tell you my story and also the power of a mission I could tell you the whole story with our graph. `[00:02:12]` 我們是今天十分鐘一盤晚餐的發明者。我要告訴你們我的故事，還有任務的力量，我可以用我們的圖表告訴你們整個故事。 > `[00:02:30]` This is a stripe revenue data dump of our revenue over the last five years. `[00:02:30]` 這是過去五年我們收入的條狀數據轉儲。 > `[00:02:37]` If I were you I would be wondering what happens right here. `[00:02:37]` 如果我是你，我會想知道這里發生了什么。 > `[00:02:41]` Laughter doesn\'t it look like I had no idea what I was doing. And then we just figured everything out. `[00:02:41]` 笑聲看起來好像我不知道自己在做什么，然后我們就把一切都搞清楚了。 > `[00:02:51]` And fortunately that\'s not the case. In order to understand what happens at the promised land you have to know what happens at the beginning the middle and all along the way the words that you see up there are actually the words of the startup curve. `[00:02:51]` 幸運的是，事實并非如此。為了了解在應許之地發生的事情，你必須知道最初發生了什么，中間發生了什么，一直以來，你看到的單詞實際上都是創業曲線上的單詞。 > `[00:03:11]` Paul Graham to coin this and said that most great startups follow this curve. You start with this really exciting launch. Little do you know that you\'re falling into a multi-year slog and Trough of Sorrow. Then you get Wiggles of hope. I call them hope because any sign at that point is good. But he calls them Wiggles of false hope. And if you have the stamina and the grit maybe you\'ll reach the promised land. I started golfball when I had another company. I was helping students get jobs at law firms banks and consulting firms and I was a student myself at Stanford as you know. Startups are a 24/7 job. `[00:03:11]` 保羅·格雷厄姆說，大多數偉大的創業公司都遵循這條曲線。你從這個非常令人興奮的發射開始。你幾乎不知道你陷入了多年的苦痛和悲傷的低谷。那你就得到了希望之威。我稱他們為希望，因為那時的任何跡象都是好的。但他稱他們為虛假希望的 Wiggles。如果你有毅力和勇氣，也許你就會到達應許之地。當我有另一家公司的時候我就開始打高爾夫球了。我幫助學生在律師事務所、銀行和咨詢公司找到工作，你知道，我也是斯坦福大學的學生。初創公司是一份 24/7 的工作。 > `[00:03:58]` I started treating myself like crap. `[00:03:58]` 我開始把自己當廢物對待。 > `[00:04:01]` I would survive off of Starbucks and take out I would eat alone at my desk and alone in my car and I would eat in my car more times than I would eat at my apartment eating takeout was very unhealthy and very lonely. This is even more personal for me because I grew up with a very colorful upbringing of nutritious home cooked Indian food. `[00:04:01]` 我會從星巴克中幸存下來，我會一個人在辦公桌上吃東西，一個人在車里吃，在車里吃的次數比在公寓里吃的次數還要多，外賣是非常不健康的，也是非常孤獨的。這對我來說更加私人化了，因為我成長的時候有著豐富多彩的營養豐富的家常菜。 > `[00:04:33]` It is delicious. I would come home after track practice to my dad who would be singing and cooking in the kitchen and starting this ritual that was near and dear to our family. `[00:04:33]` 它很好吃。我回家后，跟蹤練習，我的父親，他將唱歌和烹飪在廚房，并開始這一儀式，這是我們家人的親切感。 > `[00:04:45]` Every night of enjoying dinner as a family connected together when I went to school and started companies this tradition went down the drain. `[00:04:45]` 每天晚上，當我去學校開公司的時候，作為一家人在一起享受晚餐，這一傳統就付諸東流了。 > `[00:04:58]` My dad actually flew here to California and he packed to India size suitcases full of his food and filled my fridge. It was at that point that I thought there had to be another way. `[00:04:58]` 我爸爸實際上飛到了加利福尼亞，他把裝滿食物的手提箱和冰箱裝到了印度。就在這一點上，我認為必須有另一種方式。 > `[00:05:14]` I posted an ad on Craigslist and asked who will make me dinner for 8 dollars a plate. In 24 hours we had 70 responses. There were people all over the Bay Area that wanted to bring me food and we\'re so proud of their cooking and wanted to earn a living with it. `[00:05:14]` 我在 Craigslist 上貼了一則廣告，問誰給我做一盤 8 美元的晚餐。在 24 小時內，我們得到了 70 個反應。整個海灣地區都有人想給我帶來食物，我們對他們的烹飪感到非常自豪，并想以此為生。 > `[00:05:35]` At first I thought oh my gosh this is a great dinner HACC. `[00:05:35]` 起初我想，天哪，這是一頓很棒的晚餐。 > `[00:05:42]` I called all my friends and I said Hey I have all these chefs and their interview is to cook us dinner. Do you want some free food. `[00:05:42]` 我給我所有的朋友打了電話，我說嘿，我有這么多廚師，他們的采訪是給我們做晚餐。你想要些免費的食物嗎。 > `[00:05:52]` You can guess the response. I was the most popular friend for a good three months there. `[00:05:52]` 你可以猜到答案。我是那里三個月來最受歡迎的朋友。 > `[00:05:58]` I emailed the chefs they would come and make food for us. And what started as fun and games and just feeding myself very quickly became a serious opportunity I made a calendar of chefs that we liked and the meals that they would cook each day. And then I emailed my friends to ask who won a dinner that day. It was that simple. `[00:05:58]` 我給廚師發了電子郵件，他們會來為我們做食物。從樂趣和游戲開始，很快就給自己提供了一個很好的機會，我制作了一份我們喜歡的廚師日歷，以及他們每天要做的飯菜。然后我給朋友發電子郵件詢問那天誰贏了一頓晚餐。就這么簡單。 > `[00:06:20]` I was just organically feeding myself and my friends what started on paper and to pay pal and me driving my car was actually the foundation of what would become a business. The supply and demand was building and I was getting really happy. I was getting happy again and I saw that a mission was forming. I tried to figure out what was energizing me and I was getting my home back and my my tradition back and I was I was feeling love again. And I was giving my friends healthy home cooked food and nourishing my soul. People were starting to order dinner for me everyday. I wanted to take this further some of my friends told me Well if you want to make this a business you\'ll need to get a technical co-founder. So I started shopping for cofounders. I did founder dating we went to coffee we went to drinks and ultimately I couldn\'t find anyone that was willing to quit their job that cared about this idea as much as I did. And that really wanted to play the long game with me. `[00:06:20]` 我只是在有機地養活自己和我的朋友們-從紙上開始，付錢給朋友和我，開著我的車，這實際上是一項業務的基礎。供應和需求都在增加，我真的很高興。我又高興起來了，我看到一個任務正在形成。我試圖弄清楚是什么讓我精力充沛，我找回了我的家，找回了我的傳統，我再次感受到了愛。我給我的朋友們吃健康的家常菜和滋養我的靈魂。人們開始每天為我點晚餐。我想更進一步，我的一些朋友告訴我，好吧，如果你想把這做生意，你需要找一個技術上的聯合創始人。所以我開始為聯合創始人買東西。我做了創辦人約會，我們去喝咖啡，喝了一杯，最后我找不到愿意辭職的人，他們像我一樣關心這個想法。那真的很想和我玩長時間游戲。 > `[00:07:34]` So then I said I feel so strongly about this. Screw it I\'m gonna do it anyway. I started talking to my friends about who I could reach out to that might want to invest in me. I made a list of investors. One of them at the top of that list was Keith boy. He was an early investor in Araby in B and Yelp and at the time he had just invested in Araby in B and now he\'s a partner at Khosla Ventures some of my friends and knew him and I knew he would love what we were doing. `[00:07:34]` 然后我說我對這件事有強烈的感覺。去他的我還是要去做。我開始和我的朋友們談論我能接觸到的人，他們可能會對我進行投資。我列了一份投資者名單。他們中最重要的一個是基思男孩。他是在 B 和 Yelp 的 Araby 的早期投資者，當時他剛剛在 B 投資 Araby，現在他是 Khosla Ventures 的合伙人，我的一些朋友認識他，我知道他會喜歡我們正在做的事情。 > `[00:08:07]` From the consumer side and just from the essence of the business. So I asked for some introductions. One friend introduced me to Keith who is now a multi billion dollar public company CEO. `[00:08:07]` 從消費者的角度出發，從企業的本質出發。所以我要了些介紹。一位朋友把我介紹給基思，他現在是一家價值數十億美元的上市公司首席執行官。 > `[00:08:20]` And Keith said Sorry I just started a new job at Square. I\'m not investing in any more companies so then I asked another friend. I said No no no. He doesn\'t know what what he really wants. `[00:08:20]` 基思說，對不起，我剛在廣場開始了一份新工作。我不再投資其他公司了，于是我又問了另一個朋友。我說了不。他不知道他到底想要什么。 > `[00:08:33]` So I asked another friend and that friend is another NYSE founder Bill clerical if we pay. `[00:08:33]` 所以我問了另一個朋友，那個朋友是紐約證券交易所的另一位創辦人比爾，如果我們付錢的話。 > `[00:08:42]` He asked Keith if Keith would be willing to meet with me and Keith said the same thing. No no I\'m starting a new job. No new investments. Finally I asked my friend Jason photography who was one of the biggest founding designers atMint.com and also a serial entrepreneur who actually connected me on e-mail with Keith so that gave me an opportunity to follow up. You can see here that every few days for almost six weeks I was just emailing him little pings with no response. So I meet up with Jason at Red Rock Cafe right here in Mountain View and he says Schmuhl what\'s going on. Keith met you yet. `[00:08:42]` 他問基思是否愿意見我，基思也說了同樣的話。不，我要開始一份新工作。沒有新的投資。最后，我問了我的朋友杰森攝影，他是 Mint.com 最大的創始設計師之一，也是一位系列企業家，他通過電子郵件將我與基思聯系在一起，這給了我一個跟進的機會。你可以在這里看到，近六周來，每隔幾天我都會給他發電子郵件，但沒有回復。所以我在山景城的紅巖咖啡廳見過杰森，他說施穆爾這是怎么回事。基思見過你了。 > `[00:09:24]` And I said no and I feel so strongly that he would love what I\'m doing. And he goes do you want me to text him. `[00:09:24]` 我拒絕了，我強烈地感覺他會喜歡我正在做的事情。他說：“你想讓我給他發短信嗎？” > `[00:09:33]` And I said yes. Do it. And if we could have sent him emerges Snapp\'s Goofy\'s. `[00:09:33]` 我答應了。去做吧。如果我們能讓他出現斯納普的高飛。 > `[00:09:41]` At the time I would have added those on to the good news is that it worked. Jason texted Keith and he said Oh my God I\'ll give her twenty minutes. Can she be here in an hour. `[00:09:41]` 當時我會把這些加在好消息上，那就是它起作用了。杰森發短信給基思，他說，天哪，我給她 20 分鐘。她一小時后能到嗎？ > `[00:09:54]` Pro tip If you ever want to meet someone that\'s really hard to reach and you really want to meet them. Always tell them you\'re nearby or next door. `[00:09:54]` 如果你想遇到一個你很難接觸到的人，而且你真的很想見到他，請告訴他你在附近或隔壁。 > `[00:10:05]` Laughter I got in my car and I sped so fast down the 1 0 1 to squares offices in San Francisco panting as I got into his office but really trying to act like I was just around the corner. `[00:10:05]` 當我走進他的辦公室時，我在我的車里得到了笑聲，我飛快地跑下 10 0 1 到舊金山的廣場辦公室，但我真的試圖表現得好像我就在拐角處。 > `[00:10:23]` Within five minutes Keith came up and met me and he said Who are you. I got into my pitch. Another five minutes later he was writing our first check. That\'s how I got our first seed investor which led to many more. `[00:10:23]` 不到五分鐘，基思走過來見了我，他說你是誰。我進入了我的球場。五分鐘后，他給我們寫了第一張支票。這就是我第一次獲得種子投資者的原因，這導致了更多的種子投資者。 > `[00:10:43]` And we raised our seed round that stunned me for a moment. `[00:10:43]` 我們揚起種子，嚇了我一跳。 > `[00:10:59]` Everything was going so great. I remember the feeling we got in the office. I started hiring people. We launched our first product. I sent out a company update. `[00:10:59]` 一切都很順利。我記得我們在辦公室的感覺。我開始雇人。我們推出了我們的第一款產品。我發了一份公司的最新消息。 > `[00:11:11]` All of our investors were so happy. Little did I know. `[00:11:11]` 我們所有的投資者都很高興。我幾乎不知道。 > `[00:11:18]` Laughter. `[00:11:18]` 笑聲。 > `[00:11:20]` We stood on a cliff overlooking this vast Trough of Sorrow in the first few months I fought tooth and nail for every user. `[00:11:20]` 在頭幾個月里，我們站在懸崖上，俯瞰著這一巨大的悲傷槽，我為每一個使用者拼命奮斗。 > `[00:11:34]` I would go to coffee shops and convince them to put my little gobble card on the counter. I would go to mom\'s groups and pitch gobble myself in front of groups of 20 than 50 moms that are local in the area. These are photos of personal letters that are Tume and I wrote that I actually stuck my favorite flower on which is also from area. This Peruvian Lily. I stuck it on every envelope and then we put our running shoes on and our headphones and we ran up and down the streets of Palo Alto putting these envelopes at every door. `[00:11:34]` 我會去咖啡店，說服他們把我的小卡片放在柜臺上。我會去參加媽媽的小組，在當地 20 多個媽媽的面前狼吞虎咽地吃。這些是我和 Tume 的私人信件的照片，我寫到我實際上把我最喜歡的花貼在上面，這也是來自地區的花。這個秘魯莉莉。我把它貼在每個信封上，然后我們穿上跑鞋，戴上耳機，在帕洛阿爾托的街道上跑來跑去，把這些信封貼在每扇門上。 > `[00:12:08]` Why he tells you to do things that don\'t scale. This is the thing that doesn\'t scale. First you figure out your distribution innovation and then you\'ll figure out how to scale it. Things weren\'t working so well for us. We weren\'t taking off and we were in that trough of sorrow. A lot of people told me to consider enterprise catering. They said that I would make a lot of money and they had dollar signs in their eyes. In the interest to have an up them to the right graph I went about enterprise catering. I started emailing different portfolio lisps and we started feeding lots of companies. We were making lots and lots of money this is a slide from my first series a fundraising deck it\'s up and to the right. We\'re making more money. It was everything that I thought we needed and went out to raise Series A pretty quickly. Investors saw that 80 percent of my revenue was from Enterprise catering. But 100 percent of my vision was for consumer and for families I fell flat on my face. And after 40 meetings and six months of sales and fundraising I had no salary is a and I had no progress on my mission. The feeling is best explained by a quote from one of my favorite plays. McBeath he says I have no spur to prick the sides of my intent. But only vaulting ambition which oversleeps itself and falls on the other side. This is exactly what happened to me I had all ambition but I had lost my mission. My North Star was revenue we remained in the trough of sorrow investors were losing faith in us at this point. I had tried two different full models for gobble. I had tried to raise Series A and failed one of our angel investors even asked me to get acquired by a clothing startup. It was then that I started listening to my instincts and my insights. I had been working on gobble for a bit over two years and I knew that I was the only person who had who had been thinking about this 24/7 and who had all the learnings to come up with something brand new that align with my true mission. This was our first real step forward I thought to myself dinner is something we eat every single day. Technology is at the point where it should be able to guess exactly what you want at any given time for any different industry. Especially with food I was in admiration of companies like Netflix and Pandora and their personalization technology and I thought to myself its crazy that no one has applied this to the food industry. It was my vision van that what the future would look like is a software that had a Pandora like personalization algorithm that took all of my tastes my past orders what people like similar to me and would be able to guess and suggest what I should eat for dinner every single day. Thats what we built. `[00:12:08]` 為什么他叫你去做不刻度的事。這就是不縮放的東西。首先，你要搞清楚你的分銷創新，然后你就會想出如何擴大它的規模。事情對我們不太好。我們沒有起飛，我們在悲傷的槽里。很多人告訴我要考慮企業餐飲。他們說我會賺很多錢，他們的眼睛里有美元符號。為了讓他們達到正確的圖形，我開始了企業餐飲。我開始用電子郵件發送不同的投資組合，我們開始為很多公司提供服務。我們賺了很多錢，這是我第一季的一張幻燈片，一張募捐牌，它在右邊。我們正在賺更多的錢。這是我認為我們需要的一切，所以我們很快就出發了。投資者看到，我 80%的收入來自企業餐飲。但是，我 100%的視力是為消費者和家庭，我跌倒在我的臉。經過 40 次會議，6 個月的銷售和籌款，我沒有薪水，我的任務也沒有進展。這種感覺最好通過引用我最喜歡的戲劇之一來解釋。麥克比，他說我沒有動力去戳我的意圖。但只有跳傘的野心才會使自己睡得昏昏欲睡，倒在另一邊。這正是發生在我身上的事情，我有野心，但我失去了我的使命。我的北極星是收入，我們仍然處于低谷，此時投資者對我們失去了信心。我試過兩種完全不同的狼吞虎咽的模式。我曾試圖提高 A 系列，但失敗了，我們的天使投資者甚至要求我被一家服裝初創公司收購。就在那時，我開始傾聽自己的直覺和洞察力。我已經工作了兩年多了，我知道我是唯一一個每天 24 小時都在思考這件事的人，我學會了想出一個與我真正的使命相一致的全新的東西。這是我們前進的第一步，我想晚餐是我們每天都要吃的東西。技術正處于這樣的時刻，它應該能夠準確地猜出你在任何不同行業的任何特定時刻想要什么。尤其是在食品方面，我非常欽佩 Netflix 和 Pandora 這樣的公司，以及他們的個性化技術。我認為，沒有人將這一點應用于食品行業，這真是太瘋狂了。是我的視覺車，未來的樣子是一個軟件，它有一個像潘多拉一樣的個性化算法，它吸收了我所有的口味-我以前的命令-人們喜歡我喜歡的東西，并且能夠猜測和建議我每天晚餐應該吃什么。這就是我們建造的。 > `[00:16:10]` It started taking off and it was showing in the numbers we were making five times the revenue of any previous global model and over 35 percent of people were eating gobble on autopilot. That meant that I understood their tastes and I could send them a menu and that they wouldn\'t change it at all. Some people would add sides or change their meals. But this was really exciting to me. `[00:16:10]` 它開始起飛，從數字中可以看出，我們的收入是以往任何一種全球模式的五倍，超過 35%的人在自動駕駛儀上吃著口水。這意味著我理解他們的口味，我可以給他們送一份菜單，他們根本不會改變它。有些人會加邊或改變他們的膳食。但這對我來說真的很令人興奮。 > `[00:16:39]` I went out to race series A again. We had an awesome software product it was showing much more success. It would definitely be our moment. Unfortunately many other food startups had started during this time and now they had gotten their investment before. I was looking for a mine so venture capital firms had already made their bet or they thought that the space was too crowded and they wanted to see how everything would play out. I failed at raising series A again and this time the fall was much harder because I was running out of money. One of my friends suggested why don\'t you think about and try Y Combinator. `[00:16:39]` 我又去參加了 A 系列比賽。我們有一個很棒的軟件產品，它顯示出更多的成功。這絕對是我們的時刻。不幸的是，許多其他食品初創企業都是在這段時間內起步的，現在他們已經獲得了投資。我在找一個礦山，所以風險投資公司已經下注了，或者他們認為這個地方太擁擠了，他們想看看一切會如何發展。我又一次沒能提高 A 季的成績，這一次下降得更困難了，因為我的錢快用完了。我的一個朋友建議你為什么不考慮試試 Y 組合器呢？ > `[00:17:31]` My first reaction was that this is a huge blow to my pride. I\'ve worked so hard and we\'ve already raised a seed round. `[00:17:31]` 我的第一反應是，這是對我的驕傲的巨大打擊。我工作得很努力，我們已經結出了一顆種子。 > `[00:17:39]` How could I go to a startup accelerator when your choices. Are to join Y Combinator or die. `[00:17:39]` 當你選擇的時候，我怎么能去創業加速器呢？是加入 Y 組合器還是死掉。 > `[00:17:50]` Laughter You put your ego aside and you choose Y Combinator. `[00:17:50]` 笑聲你拋開你的自我，選擇 Y 組合器。 > `[00:18:00]` I am so glad I did Y Combinator was the lifeline that we needed and we wouldn\'t be here today without them. Just so you know how bad it was. I had made my last full payroll before getting the wife\'s money. We had employees we had drivers we had customers ordering and I was so close to losing everything. That I was staring into death and Y Combinator saved us. We still had to be scrappy. You have to remember that that whole time in the trough of sorrow you have to make every penny count and even afterwards this is a photo of our head of engineering Chris Woodforde and I. `[00:18:00]` 我很高興我做到了，Y 組合器是我們需要的生命線，沒有它們我們今天就不會在這里。讓你知道事情有多糟。在拿到妻子的錢之前，我已經發了最后一份全額工資。我們有員工，有司機，有客戶定購，我幾乎要失去一切了。我正盯著死亡而 Y 組合器救了我們。我們還是要斗志昂揚。你必須記住，在悲傷的槽里，你必須把每一分錢都計算在內，甚至在那之后，這是我們的工程師克里斯·伍德福德和我的一張照片。 > `[00:18:55]` We\'re putting all putting on all of our rain gear because our office was this rickety warehouse in East Palo Alto that would leak from the roof when it rained so we would have buckets next to our IMAX cinema displays during the spring because the roof was leaky. One day it was so bad that it started flooding under the building and getting into our floor. So this is us getting in gear to put sandbags all around our warehouse and try to stop the flooding. `[00:18:55]` 我們把所有的雨具都穿上，因為我們的辦公室是東帕洛阿爾托的一個搖搖欲墜的倉庫，下雨時會從屋頂漏出來，所以春天我們在 IMAX 電影院的顯示屏旁邊會有水桶，因為屋頂漏水了。有一天，天氣非常糟糕，它開始淹沒在建筑物下面，進入我們的樓層。所以這是我們開始準備把沙袋放在我們的倉庫周圍，并試圖阻止洪水。 > `[00:19:26]` By the way the other photo is our conference room with Y C we made every penny count. I went back to the basics as the founder of your company. It is always good to go back to the basics and it\'s always good to talk to your customers visited customers every single week. `[00:19:26]` 順便說一句，另一張照片是我們和 YC 的會議室，我們計算了每一分錢。作為貴公司的創始人，我回到了最基本的領域。回到最基本的地方總是很好的，而且每周和你的客戶交談都是很好的。 > `[00:19:56]` And I learned something. Y Combinator tells you to talk to your customers because it will help you test and iterate your product and it will help you find product market fit. What they don\'t tell you is that if you meet with your customers you\'ll learn you\'ll not only see what you\'re doing but you\'ll see why you\'re doing it. I thought our mission was to deliver home cooked food to busy people. That\'s what I said in the beginning of this presentation. But really that\'s what we do. That\'s our product spec and in fact it\'s very narrow what I learned from visiting people is I wasn\'t measuring my success by geste. If we completed the delivery to their house I was watching their reaction and their emotion and how they felt about the food. That\'s when I learned and uncovered our true mission which is why we do what we do and why people care about gobble and it\'s because we create moments of love. We create love through food once you find your mission. And your north star. And you said it in the right place. Everything falls into place we talked about ambition earlier ambition is very singular mission is shared ambition is not enough mission is the strength it takes to get through the trough of sorrow and all the way to product market fit. `[00:19:56]` 我學到了一些東西。YCombinator 告訴您與客戶交談，因為它將幫助您測試和迭代您的產品，它將幫助您找到適合您的產品市場。他們不告訴你的是，如果你和你的顧客見面，你就會知道你不僅會看到你在做什么，你還會明白你為什么這么做。我以為我們的任務是給忙碌的人送回家的熟食。我在演講開始時就是這么說的。但事實上我們就是這么做的。這是我們的產品規格，事實上，我從拜訪別人那里學到的是，我沒有用妊娠來衡量我的成功。如果我們完成了送到他們家的工作，我就會看到他們的反應，他們的情緒，以及他們對食物的感受。這就是我了解和發現我們真正的使命的時候，這就是為什么我們做我們所做的，為什么人們關心狼吞虎咽，這是因為我們創造了愛的時刻。一旦你找到你的使命，我們就通過食物創造愛。還有你的北極星。你在正確的地方說的。一切都落到實處了，我們早些時候談過野心，野心是非常獨特的，使命是共同的，使命是不夠的，是它所需要的力量來度過悲傷的低谷，一路走到產品市場的契合。 > `[00:21:45]` Mission is something that I shared with these 10x hires who have stayed with our company through all the ups and downs. If you recruit people or convince people based upon ambition they will leave in the tough times. `[00:21:45]` 使命是我和這些 10 倍的員工分享的，他們在公司度過了所有的起起落落。如果你招募一些人，或者說服那些基于抱負的人，他們就會在困難時期離開。 > `[00:22:01]` If you recruit people with your mission they will stay with you for the long just as we had found our mission. `[00:22:01]` 如果你招募有你使命的人，他們就會和你在一起很長時間，就像我們找到我們的使命一樣。 > `[00:22:13]` I had recruited our team and we were meeting with all these customers. One journalist came out with a article covering the entire food space this is what she wrote about. Gobble gobble was puttering about on the peninsula. With its paltry funding and its ever evolving business model she might as well have taken the sword put it in my heart and twisted it. This was the hardest thing for me to hear. And for our team to see but because of our mission. Some people on our team took it even lighter than I did and helped encourage me that we were really onto something and that we needed to compete with ourself and not with others focus on our customer and keep moving forward. That\'s what we did. When we visited customers we found that cooking takes way too much time and it\'s completely exhausting. Takeout takes no time but it doesn\'t feel good. `[00:22:13]` 我招募了我們的團隊，我們會見了所有這些客戶。一位記者拿出了一篇覆蓋整個食物空間的文章，這就是她所寫的。狼吞虎咽地在半島上閑逛。憑借其微薄的資金和不斷演變的商業模式，她本可以拿出一把劍，把它插進我的心里，扭曲它。這是我最難聽到的。讓我們的團隊去看看但是因為我們的使命。我們團隊中的一些人認為它比我更輕，并幫助我意識到我們確實在做一些事情，我們需要與我們自己競爭，而不是與其他人競爭，專注于我們的客戶，并繼續前進。這就是我們所做的。當我們拜訪顧客時，我們發現烹飪要花費太多的時間，而且完全是精疲力竭的。外賣不需要時間，但感覺不太好。 > `[00:23:29]` It was then that I worked with our Executive Chef Thomas Ritchie in our kitchen and I thought why can\'t there be something quick that feels really good. `[00:23:29]` 就在那時，我和我們的行政主廚托馬斯·里奇在我們的廚房里工作，我想為什么不能有一件很快就能讓人感覺很好的東西。 > `[00:23:40]` And he said Well why don\'t you cook. `[00:23:40]` 他說，你為什么不做飯呢？ > `[00:23:42]` And I said I\'m so busy cooking Indian food takes two hours to soak things overnight. Who has the time for that. `[00:23:42]` 我說我忙著煮印度菜，一夜之間要泡上兩個小時。誰有時間這么做呢？ > `[00:23:50]` And he taught me about the French culinary term me son plus it means everything in place. In practice at a restaurant every day the prep cooks and the sous chefs they come to work and they chop all the vegetables they marinate needs. They prep sauces so that when dinner service starts the executive chef has everything in place to cook dinner and just 10 to 15 minutes. I thought this concept was brilliant. So we\'ve tried to apply it to our families and we thought would they be willing to do a little work. This is me giving some of our first test kits to a TaskRabbit in our warehouse. You can see some barbecue Short Ribs and Barbecue sauce in a bean and a chicken marsala dinner kit in the pan we crossed our fingers. I was really enjoying that enjoying the experience and I wanted to see what our customers would say turns out they loved it enthusiasm was building on its own. `[00:23:50]` 他教我關于法國烹飪術語，我的兒子，再加上它意味著一切到位。在一家餐館里，每天都有預備廚師和廚師來工作，他們把腌制所需的所有蔬菜都切碎。他們準備調味醬汁，這樣當晚餐服務開始時，行政主廚就可以準備好所有的東西來做飯，而且只要 10 到 15 分鐘就可以了。我覺得這個概念很棒。所以我們試著把它應用到我們的家庭中，我們認為他們愿意做一些工作。這是我給我們倉庫里的一個 Task 兔子第一批測試包。你可以看到一些燒烤，短排骨和燒烤沙司在豆子和雞肉瑪莎拉晚餐包在平底鍋里，我們祈禱我們的手指。我真的很享受這段經歷，我想看看我們的客戶會說什么，他們喜歡它，熱情是靠它自己建立起來的。 > `[00:25:00]` There was a groundswell on social media. `[00:25:00]` 社交媒體上掀起了一股熱潮。 > `[00:25:03]` They all started going up a referral started going up our reviews started going up and we had finally hit the promised land very quickly after that we switched our entire business to 10 minute dinner kits. We knew we had invented a new way of cooking something that people would really enjoy. We had no marketing person on our team and we grew from zero to millions of dollars per year in a car in just less than one year and we were able to finally raise our series A round that I had worked so hard on with Andriessen Horowitz and Trinity ventures both of these firms. `[00:25:03]` 他們都開始上升，推薦人開始上升，我們的評論開始上升，我們終于很快到達了應許之地，之后我們把整個生意都換成了 10 分鐘的晚餐包。我們知道我們發明了一種新的烹飪方法，人們會很喜歡的。我們的團隊中沒有營銷人員，在不到一年的時間里，我們在一輛汽車上的收入從零增長到了數百萬美元，我們終于能夠提高我們的 A 季，我和安德里森·霍洛維茨和三一風投公司都非常努力。 > `[00:25:56]` Both of these firms had rejected me in both previous rounds. It\'s important to play the long game with your startup and recognize that these relationships are not just for now but forever because you may be coming back to the exact same people that you met earlier. At another point in your journey this is our team today. This is a photo from Thanksgiving of last year. I can\'t wait for thanksgiving this year we expect it to be three times as big. It\'s our biggest company event and we invite all of our employees plus their family their friends and their kids outside of our company. We have customers who\'ve now been using us for eight weeks. This is one of those customers she told me that gobble saved her marriage cooking with her husband. Everyday is their moment to put the phone down. `[00:25:56]` 這兩家公司在前兩輪都拒絕了我。重要的是與你的創業公司進行長期博弈，并認識到這些關系不僅是目前的，而且是永遠的，因為你可能會回到你之前遇到的完全相同的人身邊。在你們的另一個旅程中，這是我們今天的團隊。這是去年感恩節的照片。我等不及今年的感恩節了，我們預計感恩節會是感恩節的三倍。這是我們最大的公司活動，我們邀請我們所有的員工，他們的家人，他們的朋友和他們的孩子離開我們的公司。我們的客戶已經用了我們八個星期了。這是其中一位顧客，她告訴我，“狼吞虎咽”挽救了她和丈夫一起做飯的婚姻。每天都是他們放下電話的時刻。 > `[00:26:52]` Do something simple and feel what it really means to be a family. `[00:26:52]` 做一件簡單的事情，感受成為一個家庭的真正意義。 > `[00:27:01]` Other families like that of Lerato girl goes. She lives in Fremont. She said that her life used to be like groundhog day every day. She would come home and she would have to start cooking then do the dishes then get ready for the next day. Put her kids to bed and she never had any time to spend with her family. Now she has an hour to play with her beautiful daughter Olivia everyday and Olivia is a total boss. `[00:27:01]` 像 Lerato 女孩那樣的其他家庭都去了。她住在弗里蒙特。她說她的生活過去每天都像土撥鼠一樣。她將回家，她將開始做飯，然后洗碗，然后為第二天做好準備。讓她的孩子上床睡覺，她從來沒有時間和家人在一起。現在她每天都有一個小時的時間和她美麗的女兒奧利維亞玩耍，奧利維亞是個十足的老板。 > `[00:27:26]` She gets home and she puts on fairy wings to do anything she wants to do. `[00:27:26]` 她回到家，穿上仙女翅膀，做她想做的任何事。 > `[00:27:34]` Some people ask me how I got through all of this. `[00:27:34]` 有些人問我這一切是怎么熬過來的。 > `[00:27:36]` Laughter laughs I wish it was that easy. `[00:27:36]` 笑聲我真希望那是那么簡單。 > `[00:27:48]` I have three takeaways for you. The first is great grit comes from your core. `[00:27:48]` 我有三個外賣給你。第一個是偉大的勇氣來自你的核心。 > `[00:27:59]` This is a painting of one of my friends Bernadette Kaye in San Francisco grit is your ability to keep going even when it hurts. `[00:27:59]` 這是一幅我朋友貝爾納黛特·凱伊的畫，在舊金山的貝納黛特·凱(BernadetteKaye)，即使在受傷的時候，你也能堅持下去。 > `[00:28:14]` Your body and your mission will energize you at those really tough moments and will let you keep going. If you allow it we had so many moments where I felt so alone. But our mission and our team strengthened me and I know it will do the same for you. The next is to experiment. We went through four different models with lots of little experiments along the way in order to be where we are today. Product market fit is not just an aha moment. Its the summation of lots of broad experiments and micro learnings over many many many years. `[00:28:14]` 你的身體和你的使命會在那些真正艱難的時刻激勵你，讓你繼續前進。如果你允許的話，我們有那么多的時刻，我感到如此孤獨。但是我們的任務和我們的團隊加強了我，我知道這也會對你起同樣的作用。下一個是實驗。為了達到今天的水平，我們經歷了四種不同的模型，并進行了大量的小實驗。產品市場的適配不僅僅是一個時刻。這是多年來大量廣泛的實驗和微觀經驗的總結。 > `[00:29:01]` And last but absolutely not least is mission figuring out your mission will allow you to approach everything and everyone. `[00:29:01]` 最后，但絕對重要的是，任務的確定將允許你接近每件事和每一個人。 > `[00:29:12]` Investor employee or friend with something to give them. It\'s very important for you to give with your startup so it can grow to be beyond you and grow to be a long term lasting and meaningful company. `[00:29:12]` 投資者、雇員或朋友有東西給他們。對你來說，放棄創業非常重要，這樣它就能超越你，成為一個長期、持久和有意義的公司。 > `[00:29:30]` Have grit in your core have experiments in your head and have your mission in your heart and you will be successful. Thank you. `[00:29:30]` 有勇氣在你的核心，在你的頭腦里有實驗，在你的心中有你的使命，你就會成功。謝謝。 > `[00:29:40]` Applause. `[00:29:40]` 掌聲。