# Pitch Practice with Paul Buchheit and Sam Altman at Startup School SV 2016 > `[00:00:08]` All right. So up next we\'re going to do pitch practice. `[00:00:08]` 好的。所以接下來我們要做投球練習。 > `[00:00:14]` This is something that we invented by accident a couple of years ago. One of our speakers had to cancel at the last minute. So we just threw together this idea. Let\'s bring up some startups. This is NYC. We\'ve never done it on stage before but the idea was you know a lot of people they\'ve gone through I see it\'s coming up to demo day and actually they\'ve never had a real experience like pitching investor just like cold\'s someone who doesn\'t know anything about them. So he got this idea hey let\'s just try it out you know have a founder come up give their pitch and just to warn you they\'re usually like pretty rough. That\'s kind of the point of it. And then we have a partner in this case Ali Sam. Come pitch the business. And hopefully he does a smoother job. We\'ll see a few things to keep in mind this will be a little bit like the office hours except not at all helpful and laughter. Probably maybe a little bit more brutal. So just to kind of give you some context like as a seed investor something you have to keep in mind is that the median start up is ultimately worth about zero dollars and probably 95 percent of startups are a bad investment. So you kind of get in a mode where you\'re just the default no right. It\'s a very it\'s a little bit cold because you know people are pouring out their hearts and their print all their dreams into it. `[00:00:14]` 這是我們幾年前偶然發明的東西。我們的一位發言者不得不在最后一刻取消發言。所以我們就把這個想法。讓我們提出一些創業。這里是紐約。我們以前從未在舞臺上做過這件事，但我們的想法是，你認識很多他們經歷過的人，我看到他們即將進入演示日，而實際上，他們從來沒有真正的經歷過像投手那樣的投資者，就像一個對他們一無所知的人。所以他有了這個想法，嘿，讓我們試試看，你知道，有個創辦人上來，發表他們的演講，只是為了警告你，他們通常都很粗魯。這就是它的意義所在。在這個案子里我們有個搭檔阿里·薩姆。來推銷生意吧。希望他能做得更順利。我們會看到一些事情要記住，這將是有點像辦公時間，除了一點幫助和笑聲。可能會更殘忍一些。因此，為了給你一些背景，比如作為一個種子投資者，你必須記住的是，創業的中位數最終價值在零美元左右，而且可能 95%的初創企業都是糟糕的投資。所以你進入了一種模式，你只是默認的，沒有權利。這是一個非常-有點冷-因為你知道人們正在傾吐他們的心，把他們所有的夢想都印在里面。 > `[00:01:49]` But you know nine times out of a thousand probably no where way around. `[00:01:49]` 但是你知道一千次中有九次可能沒有路可走。 > `[00:01:58]` Is always if you have to say no a lot. So when you see a business where you\'re looking for is like why are you the exception. Right. So it\'s not good enough just to be like oh that sounds like a nice business. I have to think like wow this is that one business that one that I\'ve been saying no for months. But today I\'m going to say yes. So just to just to kind of frame it for you. All right. `[00:01:58]` 總是當你不得不說不太多的時候。所以，當你看到一個你在尋找的企業時，你為什么會是個例外。右（邊），正確的所以它不夠好，僅僅是像哦，這聽起來是一個不錯的生意。我不得不這樣想，哇，這是我幾個月來一直拒絕的一項業務。但今天我會說是的。所以我想給你畫個框架。好的 > `[00:02:21]` First up let\'s let\'s get a round of applause. `[00:02:21]` 首先，讓我們熱烈鼓掌。 > `[00:02:36]` Also just for context I don\'t know anything. So. I\'m not actually pretending that I didn\'t bother to learn anything. So this is I\'m hearing about the business for the first time. `[00:02:36]` 也只是為了上下文，我什么都不知道。所以。我并不是假裝我什么都沒學到。所以這是我第一次聽說這件事。 > `[00:02:46]` So I trying to get a larger introduce yourself. `[00:02:46]` 所以我試著做一個更大的自我介紹。 > `[00:02:51]` So I\'m Jana I\'m from ship IMAX and we help agricultural energy and mining companies hire ships and just to be clear I\'m not talking about containers. I\'m talking about four ships. `[00:02:51]` 所以我是 Jana I‘是來自 IMAX 號船，我們幫助農業、能源和采礦公司租用船只，我要說的是，我不是在談論集裝箱，我指的是四艘船。 > `[00:03:07]` Okay so you do something with ships. `[00:03:07]` 好吧，你用船做點什么吧。 > `[00:03:10]` I that part. So this is like if I need to go rent it\'s like a rental like I need it to go rent. `[00:03:10]` 我那部分。所以這就像我要去租一樣，就像我需要它去租一樣。 > `[00:03:18]` So you are a commodity trader. You need to shift 50000 tonnes of coal from South Africa to Rotterdam and you come to us find the ship. `[00:03:18]` 所以你是一個商品交易者。你需要把 50000 噸煤從南非運到鹿特丹，然后你來找我們找到那艘船。 > `[00:03:27]` I see. So I took a position on coal in South Africa and then I had to get it someplace else. And what would I do today. `[00:03:27]` 我明白了。所以我對南非的煤炭采取了立場，然后我不得不把它搬到別的地方去。我今天會做什么。 > `[00:03:37]` I don\'t know anything about this business today you\'d pick up your phone and your email and you would call five to 10 brokers and say hey I need to move this stuff I see. `[00:03:37]` 我今天對這件事一無所知，你會拿起你的電話和電子郵件，然后打電話給 5-10 個經紀人，說嗨，我要把我看到的東西搬走。 > `[00:03:48]` So this is like a marketplace where right now those brokers and they what do they take a big cut and then you\'re going to like what\'s the value proposition for me as a trader. `[00:03:48]` 所以這就像一個市場，現在那些經紀人-他們拿什么大的股票，然后你就會喜歡我作為一個交易者的價值主張。 > `[00:03:57]` So think about this. And today you\'re speaking to all these different brokers and they can take you three to 24 hours to get some indications back it can take you up to two weeks and touch you. But that ship will ship Max. We use satellite technology and navigation to cover every ship on Earth and we can tell you what ship can make it in time and fit the specifications and is open in seconds. `[00:03:57]` 想想看。今天，你和所有這些不同的經紀人交談，他們可以花你 3 到 24 小時的時間才能得到一些指示 > `[00:04:24]` OK. So is the idea that it\'s just easier for me or do I get a better price. Like what. What closes the deal. `[00:04:24]` 好的。我的想法是這樣對我來說更容易，或者我能得到一個更好的價格。比如什么。什么能完成交易。 > `[00:04:31]` So does this two things when you think about trading one it\'s like a very binary thing as a commodity trader and you need to know what you\'re delivered prices to the customer. Otherwise someone else can come come and get that deal instead of you and I both myself and my co-founder have lost multimillion pound deals for not getting freight fast enough. And the second proposition is ready service. Would you rather. Speak to five brokers and receive thousands of e-mails per deal or would you rather say this is my shit. `[00:04:31]` 當你考慮交易一件事情時，這兩件事都是這樣的，這就像一個非常二元的商品交易者，你需要知道你被交付給客戶的價格是多少。否則，就會有其他人來代替你得到這筆交易，我本人和我的共同創始人都因為運貨不夠快而損失了數百萬英鎊的交易。第二個命題是現成的服務。你愿意。與五位經紀人交談，每筆交易都會收到數千封電子郵件，或者你寧愿說這是我的狗屎。 > `[00:05:05]` Let\'s go. `[00:05:05]` 我們走吧。 > `[00:05:08]` The letter sounds great. I\'m not in that position so you have a lot of traction. I mean are you what your growth rate. So we launched about. `[00:05:08]` 這封信聽起來很棒。我不是那個位置，所以你有很大的吸引力。我的意思是你的增長率。所以我們開始了。 > `[00:05:18]` Beta about seven weeks ago and since then what we\'re trying to do is talk to these charterers these traders and to see if they would talk to us and give us requests. And to date we\'ve had about4.5 million lithographs and last week was a great win for us because we signed one of the largest energy trading companies in well Jeffrey 150 million tons of products annually. `[00:05:18]` 貝塔大約在 7 周前，從那時起，我們要做的就是和這些租船人-這些交易員-談談，看看他們是否愿意和我們談談，向我們提出要求。到目前為止，我們已經有了大約 450 萬張平版印刷，上周對我們來說是一個巨大的勝利，因為我們每年在杰弗里簽署了一家最大的能源貿易公司-杰弗里-1.5 億噸的產品。 > `[00:05:45]` What does that represent for you. How much revenue are you going to make off of it. `[00:05:45]` 這對你意味著什么？你打算從中賺多少錢。 > `[00:05:48]` So it is we\'re still competing with other brokers right now. The revenue potential was 15 million annually so we\'re now receiving those recrossed to compete on a deal by deal basis to be faster and better. `[00:05:48]` 所以我們現在還在和其他經紀人競爭，每年的收入潛力是 1500 萬，所以我們現在接受那些通過交易來競爭的人，以求更快更好。 > `[00:06:00]` So from their perspective you\'re just another broker is that right. Yeah. You don\'t even know that you\'re like a tech company. They\'re just like a new broker. Is that good or bad for you. `[00:06:00]` 所以從他們的角度來看，你只是另一個經紀人是對的。是的。你甚至不知道你像一家科技公司。他們就像一個新的經紀人。這對你是好是壞。 > `[00:06:10]` So what kind of edging our way in. So the way I\'ve started this conversation is saying like hey goals to make this much much faster. Like help us get there. And so they\'re giving us a go. They want smarter intelligence and the smaller companies want better access to the market. And so today we\'re just saying yes it\'s no perfect out of the box right now but give us a go. We\'re not worse than the other broker. `[00:06:10]` 那么，我們的道路是什么樣的？因此，我開始這段對話的方式是說“嘿，目標”，讓我們走得更快。比如幫助我們實現目標。因此，他們給了我們一次機會。他們想要更聰明的智力，而規模較小的公司希望更好地進入市場。因此，今天我們只是說“是的” > `[00:06:38]` Have they used you yet or did they just say we\'ll think about you know Yeah they they they giving us her crusties company ships have you shipped. `[00:06:38]` 他們有沒有利用過你，或者他們只是說我們會想一想，你知道，是的，他們給了我們她的危險，公司的船，你已經發運了。 > `[00:06:46]` We haven\'t shown them right now. We\'ve basically been getting Nizer crest which was our first test to see Will they give them to us because that\'s actually quite a big deal because they\'re telling you market information. And does that mean that they\'re sending you the request but then they\'re going with a different broker right now basically what our problem has been is that we need a bit more funding to get more men on the ground to help fulfill these requests. Because right now some of the larger brokers have better intelligence. And so we\'re starting kind of from zero and each time we\'re kind of getting closer and closer to actually tracking that tail and beating the brokers. `[00:06:46]` 我們現在還沒有給他們看。我們基本上已經得到了 NizerCrest，這是我們第一次測試他們是否會給我們，因為這實際上是一個相當大的問題，因為他們告訴你市場信息。這是否意味著他們會向你發出請求，但現在他們會與另一家經紀人合作-基本上，我們的問題是，我們需要更多的資金來讓更多的人在實地幫助滿足這些要求。因為現在一些較大的經紀人有更好的情報。所以我們從零開始，每一次我們都越來越接近于跟蹤這條尾巴，打敗經紀人。 > `[00:07:29]` So you haven\'t actually won any deals yet. Not yet. How soon will you win the deal. `[00:07:29]` 所以你還沒有真正贏得任何交易。還沒有。你要多久才能贏得這筆交易？ > `[00:07:34]` I think next week we\'ll talk next week. `[00:07:34]` 我想下周我們將在下周談。 > `[00:07:39]` So how much will that deal be worth assuming you do get this deal next week. And that should be worth ten thousand dollars in what will be your costs behind that like pure profit for you. `[00:07:39]` 那么，如果你下周得到這筆交易的話，這筆交易值多少錢呢？這應該值一萬美元，你的成本就像你的純利一樣。 > `[00:07:51]` And that\'s like pure profit. So is ICOS is just like the men the people. `[00:07:51]` 那就像純粹的利潤，ICOS 也是如此，就像人們一樣。 > `[00:07:57]` Now why is this. Why is this going to be like a hundred billion dollar company. `[00:07:57]` 現在為什么會這樣。為什么這會像一家價值千億美元的公司。 > `[00:08:03]` So it\'s a huge market and so today like the amount that these traders spend on brokerage fees today is about three billion dollars a year at current market lower rates and the largest company today is a company called coxswains who make 240 million GBP per annum and I mean to me that also means you have some really formidable competitors like are they really just a roll over and let you take their business. `[00:08:03]` 所以這是一個巨大的市場，所以今天，就像今天這些交易員在經紀費用上的花費一樣，以當前市場較低的利率計算，每年大約有 30 億美元。今天最大的公司是一家名為 Coxswans 的公司，年收入 2.4 億英鎊，我的意思是，這也意味著你有一些非常強大的競爭對手，比如，他們真的只是翻身，讓你接手他們的業務。 > `[00:08:39]` When `[00:08:39]` > `[00:08:40]` are you going to run over. `[00:08:40]` 你要跑過去嗎？ > `[00:08:43]` I think what\'s kind of what\'s interesting that\'s happening is that the problem with these big guys like they are superior to the small brokers right. They have more intelligence and they can SABIC a clients better. But who they can\'t serve as the little guys. And and they can\'t sell them because it\'s so monumental although their processes. `[00:08:43]` 我認為有趣的是，這些像他們這樣的大人物的問題比小經紀人更好。他們有更多的智慧，他們可以更好地為 SABIC 客戶服務。但是他們不能充當小人物。而且他們不能出售他們，因為他們的過程是如此巨大的，盡管他們的過程是如此巨大的。 > `[00:09:05]` So that\'s basically you\'re thinking you\'re coming at the bottom of the market where there\'s totally neglected. Yes. Is that where you\'re going after right now is that this first customers is that at the bottom of the market. `[00:09:05]` 那基本上是你認為你在市場的底部，那里完全被忽視了。是的，你現在要追求的是，這個第一批顧客就是市場底部的那個人嗎？。 > `[00:09:15]` No we Izen been starting the bottom market but actually a lot of the big guys want to talk to us too because of these superior intelligence that we can actually leverage free data. `[00:09:15]` 不，我們一直在啟動底部市場，但實際上很多大人物也想和我們交談，因為我們可以利用這些優越的情報來利用免費數據。 > `[00:09:25]` But I mean if there is this bottom of market that\'s totally neglected why not because you haven\'t done any ships yet. Right. Why not just go find some these guys who are super neglected. `[00:09:25]` 但我的意思是，如果市場的底部完全被忽視了，為什么不呢？因為你還沒有做過任何船。對。為什么不直接去找那些被極度忽視的家伙。 > `[00:09:35]` No we we\'re all working with those as. `[00:09:35]` 不，我們都和那些人一起工作。 > `[00:09:39]` So is this it seems like I see a lot of startups where they\'re basically high level pitch is there\'s these brokers that make a lot of money. `[00:09:39]` 那么，我似乎看到了很多初創公司，它們基本上都是高水平的，這些經紀人賺了很多錢。 > `[00:09:48]` And we\'re going to cut them out with technology and take all the money. `[00:09:48]` 我們要用科技把他們剪掉，把所有的錢都拿走。 > `[00:09:52]` But just as a general form like the most obvious for me and familiar to most of us is like the real estate market right like Redfin or someone who\'s going to come in and just blow away the brokers. But so far it seems like I\'ve seen any of those markets. It seems like the brokers are very good at holding on to their position. `[00:09:52]` 但就像我最明顯、我們大多數人都熟悉的一種一般形式一樣，就像房地產市場一樣，就像雷德芬那樣，或者某個即將進入市場的人，只會把經紀人吹走。但到目前為止，我似乎看到了任何這樣的市場。似乎這些經紀人非常善于保住自己的位置。 > `[00:10:11]` So the key thing in this market. I mean there\'s one thing to say that we still have brokers so we\'re not a pure technology play where enabling all brokers to be much smarter than anyone else. And the cool thing about this market is that intelligence is the main driver. Traders were warned that brokers with deals based on intelligence because you need that intelligence to keep getting good right. So if you can build a platform that is the only thing that can and aggregate and digest this like explosion of information at scale and you\'re the only person that can speak to these small companies and the big companies and mine all that data to actually sell people and more effectively than anyone else. `[00:10:11]` 所以這個市場的關鍵是。我的意思是，有一件事可以說，我們仍然有經紀人，所以我們不是一個純粹的技術游戲，讓所有經紀人都比任何人都聰明得多。這個市場最酷的一點是，智力是主要的驅動力。交易員們被警告說，經紀人的交易是基于情報的，因為你需要這些情報才能保持良好的狀態。因此，如果你能建立一個平臺，它是唯一能像大規模信息爆炸一樣聚集和消化的東西，那么你是唯一一個能夠與這些小公司和大公司交談的人，并且能夠挖掘所有這些數據，真正地銷售人員，比其他任何人都更有效。 > `[00:10:55]` OK. So supposing I do believe all of that and that there is going to be this one tech company that just manages to displace all of the brokers. Why should I believe it\'s you. `[00:10:55]` 好的。因此，假設我相信所有這一切，而且將有一家科技公司設法取代所有的經紀人。我為什么要相信那是你。 > `[00:11:08]` So 18 combines like a few things one stock that experience not only growing businesses to very experienced brokers on team as well as people have been on the trading side of this market as well as deep technical talent. And I think you need all those things and this is very difficult people and people in this industry generally don\'t know anything about technology. It\'s very old industry and people who understand technology and generally don\'t understand like the niche things that you need to care about when shipping 50000 tonnes worth of commodities have you shipped a lot of commodities. `[00:11:08]` 所以，18 結合了一些東西，一只股票不僅經歷了不斷增長的業務，團隊中非常有經驗的經紀人，以及在這個市場交易方面的人，以及深層次的技術人才。我認為你需要所有這些東西-這是非常困難的-這個行業的人和這個行業的人通常對技術一無所知。這是一個很古老的行業，也是那些了解技術的人，他們一般不理解那些你需要關心的利基東西，當你運輸價值 50000 噸的商品時，你會運送大量的商品。 > `[00:11:46]` A few Hawash. So it was more my co-founder than me on acquaintance\'s and he was shipping. I don\'t know thousands tens of thousands of tons of fertilizer. `[00:11:46]` 一些哈瓦什。所以這更多的是我的共同創始人，而不是我的熟人，他在運輸。我不知道成千上萬噸的肥料。 > `[00:12:01]` People are signaling to me does that mean it\'s time. All right I think I think next time. Thank you very much. `[00:12:01]` 人們在給我發信號，這是不是意味著時間到了。好吧，我想下次吧。非常感謝。 > `[00:12:08]` Claude All right. `[00:12:08]` 克勞德，好的。 > `[00:12:16]` So I have. This is the first time I met Jenna and heard about the business. So I\'m going to try to pitch it but I will probably get all the numbers and secret plans for the future wrong. Hopefully we\'ll still be illustrative and helpful and I\'m going to treat this like I would treat a meeting with an angel investor that I was trying to get to write me a check. So hey Paul I\'m Sam Sharemax. So I\'ll tell you about what we do and maybe I can start with kind of who we are so we are building a marketplace for shipping shipping is still 9 percent of world GDP. It\'s one of the biggest markets. People don\'t think about and it hasn\'t moved forward much with technology. So it\'s still if you need to ship something you call around you call a broker who then knows a bunch of ships. They try to find one somewhere in the world that can take what you need and and then you pay them in and they ship it for you. Everyone thinks that the market has become really efficient because they\'ve read the box and they know about containers and they think they\'re like This is a solve problem. But still more than half of all cargo doesn\'t get shipped that way and it is still there\'s been no winner that\'s emerged for a Uber like shipping experience where basically you click a button. You say I need to ship from here to here. You get a rate you get a boat and it goes. So that\'s where a building and the standard broker fees are like 15 percent. And so we think this is a really large market. I\'d be happy to tell you about more details of our approach. But is this something that at a high level seems interesting to you. `[00:12:16]` 所以我有。這是我第一次見到珍娜，也是我第一次聽說這件事。所以我會試著推銷它，但是我可能會把所有的數字和未來的秘密計劃都搞錯了。希望我們仍能起到說明性和幫助作用，我將把這件事當作我與天使投資者的會面，而我正試圖給我寫一張支票。保羅我是薩姆·謝爾麥克斯。所以我會告訴你們我們在做什么，也許我可以從我們是誰開始，所以我們正在建設一個航運市場，仍然是世界 GDP 的 9%。這是最大的市場之一。人們沒有思考，科技也沒有取得多大進展。所以，如果你需要把你叫什么的東西運到附近，你就叫經紀人，他知道一堆船。他們試圖在世界上的某個地方找到一個可以帶走你所需要的東西，然后你付錢給他們，然后他們為你運送。每個人都認為市場已經變得非常有效率，因為他們已經閱讀了盒子，他們知道容器，他們認為這是一個解決問題的方法。但仍有一半以上的貨物不是以這種方式運輸的，而且優步(Uber)也不是贏家，就像你點擊一個按鈕的航運體驗一樣。你說我得把船從這里運到這里。你得到一個價格，你得到一艘船，然后它就去了。這就是一棟大樓和標準經紀人的費用大約是 15%的地方。所以我們認為這是一個非常大的市場。我很樂意告訴你我們方法的更多細節。但這是否是你感興趣的高層次的東西呢？ > `[00:13:45]` Yeah if you can make a lot of money it is. It is interesting. Well I\'d love to tell you why. `[00:13:45]` 是的，如果你能賺很多錢的話。很有趣。我想告訴你原因。 > `[00:13:51]` We\'re going to make a lot of money. Not only is this a giant market you know shipping broker fees on cargo shipping is 150 billion dollar a year market. But there is a natural monopoly in that. Like any other marketplace the the people that have cargo want to go where they can get the cheapest rate and the most options. And if people have boats want to go where the most people that needs them and shipped out. And so even though no one has brought software to this industry yet and it\'s been the sort of network of people calling brokers calling around to ships they know why haven\'t one of these existing brokers just eaten up the market. 我們會賺很多錢的。這不僅是一個巨大的市場，你知道，貨運代理收費是每年 1500 億美元的市場。但這是一種自然壟斷。和任何其他市場一樣，有貨的人想去的地方，他們可以得到最便宜的價格和最多的選擇。如果人們有船，想去最需要他們的地方，然后把船運出去。因此，盡管還沒有人為這個行業帶來軟件，而且這是一種叫經紀人來找船的人網絡，他們知道為什么這些現有的經紀人沒有吞噬市場。 `[00:14:28]` Well why do it. Why does any industry not adopt software. I think there\'s a great quote I heard recently that it is harder for existing companies to get good technology people than it is for technology people to learn about other industries. And this is why startups have an opportunity. > `[00:14:28]` 那么為什么要這樣做呢？為什么任何行業都不采用軟件。我認為最近我聽到了一句很棒的話：現有的公司要想吸引到優秀的技術人才，要比技術人員了解其他行業要困難得多，這就是為什么初創企業有機會。 `[00:14:43]` This is why is that the only way that you can eat the industry that is that. I mean it\'s just naturally fragmented. If you don\'t have software is that is that your theory. https://tmt.ap-beijing.tencentcloudapi.com/?Action=TextTranslate&Nonce=1234&ProjectId=1257710951&Region=ap-beijing&SecretId=AKIDPqCXo8hXckompwwu7EB4sWzTvJXboBh2&Source=en&SourceText=%5C%5B00%3A14%3A43%5C%5D+This+is+why+is+that+the+only+way+that+you+can+eat+the+industry+that+is+that.+I+mean+it%5C%27s+just+naturally+fragmented.+If+you+don%5C%27t+have+software+is+that+is+that+your+theory.&Target=zh&Timestamp=1538788518&Version=2018-03-21&Signature=YCp8a60uUZBZcP1BHQ6ymNPeHxo= > `[00:14:51]` Well yeah I think it\'s like any other industry it\'s like Airbnb and b couldn\'t work without software you just had people call around and find vacation homes they happened to be free or you had to call taxi companies before Uber and find a cab that was free. The magic of software is just that any of these industries can become centralized on one platform that gives everybody a central experience. And in these large markets these platforms tend to be winner take all the winner take most and create super valuable companies. `[00:14:51]` 是的，我認為這和其他任何行業一樣，就像 Airbnb 和 b 沒有軟件就不能工作，你只是讓人們打電話來找他們碰巧免費的度假屋，或者在 Uber 之前給出租車公司打電話，找一輛免費的出租車。軟件的神奇之處在于，這些行業中的任何一個都可以集中在一個平臺上，為每個人提供一個中心體驗。而在這些大市場上，這些平臺往往是贏家，把所有贏家都拿走，并創造出最有價值的公司。 > `[00:15:17]` So my theory with these kinds of businesses is always just that time like tech people go out and they so we\'re going to change everything but then they show up and the customer says I\'ve been doing it this way for the last 30 years I do it till I\'m dead. Like how do I know they\'re actually going to adopt your new approach. `[00:15:17]` 所以我對這類企業的理論是，就像技術人員外出，他們會改變一切，但他們出現了，顧客說我在過去 30 年里一直這樣做，直到我死了。比如，我怎么知道他們真的會采用你的新方法呢？。 > `[00:15:35]` One of the secrets that we\'ve learned as we\'ve been working on this business is we\'re very new. We\'re only seven weeks old. We stuff a lot of things left to figure left to figure out. But one of the things that we\'ve learned is most people are either all humans or all software and that approach doesn\'t work. And what you need is the combination you need humans aided by software. This is just like LB2 or how PayPal dealt with fraud and this is what customers want. So we\'re actually going to have a bunch of brokers that customers can talk to on the phone like they\'re used to but we\'ll give them software that makes them 100 times or a thousand times more efficient. But you\'re totally right. And the reason other people have failed doing this is they don\'t understand this and they just have a pure software platform and it really is the combination of humans and software together that makes this store work with customers that have been doing it for a long time but have the advantages of a software company in scale. So is this working right now to have a lot of customers. So are super early. We haven\'t been able to raise any money yet. We\'re only seven weeks old in that seven weeks. We\'ve been able to get 50 people that have sent us jobs. We don\'t yet have enough infrastructure in place to fulfill those but we expect to actually book three boats next week and we\'ll make our first 10000 dollars of revenue. And we think we have a path from that just over the next few months on our existing contacts and when we know come in well we know is coming in our pipeline to get to 100000 dollars in revenue and that\'s not GMV or anything like that that\'s actual profit that we\'re going to keep. We have nearly 100 percent margin on that. And then what are your expenses. Well as I said I think one of the key insights here is that we\'re going to be humans and software together we\'re gonna be brokers and a platform. So our biggest expense by far will be paying the brokers salary and commission but again I wasn\'t joking when I said I think we can make them 100 times more efficient with software. You would not believe how broken the industry is today would it would pain you to watch out one of these brokers works. So we think there\'s still substantial economics for us there. `[00:15:35]` 我們在從事這項工作時學到的一個秘密是，我們是非常新的。我們才七周大。我們還有很多事情要解決。但我們學到的一件事是，大多數人都是人，或者是所有的軟件，而這種方法是行不通的。你所需要的是你需要人類的結合，并借助軟件。這就像 lb 2 或者 PayPal 如何處理欺詐，這就是客戶想要的。因此，我們實際上會有一群經紀人，客戶可以像他們習慣的那樣通過電話與他們交談，但我們會給他們軟件，使他們的效率提高 100 倍或上千倍。但你是完全正確的。而其他人之所以沒能做到這一點，是因為他們不理解這一點，他們只是擁有一個純粹的軟件平臺，而正是人和軟件的結合才使得這家商店與客戶合作，這些客戶已經做了很長時間，但在規模上擁有軟件公司的優勢。所以，這對很多客戶來說是有效的。超早也是。我們還沒能籌集到任何資金。在那七個星期里，我們只有七周大。我們已經找到了 50 個人給我們送了工作。我們還沒有足夠的基礎設施來完成這些任務，但我們預計下周預定三艘船，我們將獲得我們的第一筆 10000 美元的收入。我們認為，在接下來的幾個月里，我們有一條從現有聯系中走出來的道路，當我們意識到這一點時，我們就知道，我們的目標是獲得 100000 美元的收入，而這不是 gmv，也不是我們將保持的實際利潤。我們在這方面的利潤率幾乎是百分之百。那你的開銷是多少。正如我所說的，我認為這里的一個關鍵洞見是，我們將成為人類和軟件的結合體，我們將成為經紀人和平臺。因此，到目前為止，我們最大的支出將是支付經紀人的工資和傭金，但當我說我們可以用軟件提高 100 倍的效率時，我再次沒有開玩笑。你不會相信這個行業今天有多壞，如果你注意其中一個經紀人的工作，你會感到痛苦嗎？因此，我們認為，對我們來說，仍然存在著實質性的經濟問題。 > `[00:17:29]` How big does this get ultimately. Where do you see the business in like 5 in 10 years. `[00:17:29]` 這到底有多大？你在 10 年內看到的生意在哪里？ > `[00:17:35]` Well the charter market alone the broker market alone is about 150 billion dollars and that grows. No that\'s not in the market share there. That\'s their markup at the shipping markets in the trillions. Again one of the largest drivers of world GDP. But you know like we\'re pretty ambitious. We think this is a big market and there is a natural monopoly it could get pretty big. `[00:17:35]` 單是租船市場，單是經紀人市場就有大約 1500 億美元，而且還在增長。不，那不是市場份額。這是他們在航運市場的數萬億美元的利潤。再次成為全球 GDP 的最大驅動因素之一。但你知道，我們很有野心。我們認為這是一個大市場，有一個自然壟斷-它可能會變得相當大。 > `[00:17:57]` We\'re very early but why. Why should I mean assuming I do believe that story like well why do I believe it\'s you and not some other some other people software. `[00:17:57]` 我們現在還早，但為什么呢？為什么我要假設我相信這個故事，為什么我相信它是你，而不是其他人的軟件。 > `[00:18:08]` So we ourselves used to have to do this a lot and we understand a lot of the things that most people don\'t. We\'re commodities traders. We\'ve shipped huge amounts of goods and we\'ve learned these nonobvious things like the most important thing for a commodity trader is not the price but the speed and the certainty. So it\'s really important to know if you\'re going to trade on a razor thin margin that you can have a ship on a particular day at a particular cost before you buy the coal or whatever. And that\'s just one example I could give you of many. But we\'ve been doing this our whole lives. We really know about this and we\'re software people. `[00:18:08]` 所以我們自己過去不得不做很多這樣的事情，我們理解了很多大多數人不知道的事情。我們是大宗商品交易商。我們已經運送了大量的貨物，并且我們學到了這些不明顯的東西，比如對一個大宗商品交易者來說，最重要的不是價格，而是速度和確定性。因此，真正重要的是要知道，如果你要以極薄的保證金進行交易，在購買煤炭或其他東西之前，你可以在某一天以特定的成本購買一艘船。這只是我能給你舉的一個例子。但我們這輩子都在這么做。我們真的知道這件事，我們是軟件人。 > `[00:18:43]` That\'s great. Lower. We\'re out of time. `[00:18:43]` 太好了，太低了，我們沒時間了。 > `[00:18:45]` So really quickly I\'d love to have you as an investor don\'t you want to rush your process but how should we follow up what are the next steps how do you think about this. `[00:18:45]` 這么快，我很想讓你成為一個投資者，你不想趕著你的過程，但是我們應該如何跟進接下來的步驟-你怎么看待這件事？ > `[00:18:54]` You know Asia like tech just kind of turned out it for a little while and may come up with some extra questions so just drop me an e-mail and include whatever other info that would be helpful. `[00:18:54]` 你知道，亞洲就像科技一樣，在一段時間內，可能會提出一些額外的問題，所以只要給我發一封電子郵件，包括任何其他有用的信息就行了。 > `[00:19:04]` Okay I\'ll send you an email I\'m going to follow up with you in a week or two and see if anything else. Yeah just just feel free to ping me. All right. Thank you Paul. Great thanks. `[00:19:04]` 好的，我會在一兩周后給你發一封電子郵件，看看還有什么別的。好的，隨便給我打電話。好的。謝謝你，保羅。太好了。 > `[00:19:11]` Applause should we talk about it a little bit. `[00:19:11]` 掌聲，我們應該稍微談談它。 > `[00:19:19]` Yeah yeah. A short quick quick recap. `[00:19:19]` 是的。簡短的快速回顧。 > `[00:19:22]` I mean so this is one where it\'s a business that I don\'t know anything about. So there is there has to be like a pretty strong educational component to start with. And so it definitely help especially that you\'re able to give like some high level overview and especially like trying to understand just like the fundamentals of like what drives the business. `[00:19:22]` 我的意思是，這是一個我不知道的行業。因此，首先必須有一個相當強大的教育成分。所以，尤其是你能夠給出一些高水平的概述，尤其是努力理解推動企業發展的基本原理，這肯定會有所幫助。 > `[00:19:46]` Because for me like by default assumption about the world is that 99 percent of people want to just keep doing the same thing that they do day after day unless they have no choice. `[00:19:46]` 因為對我來說，就像對世界的默認假設一樣，99%的人想繼續做他們日復一日的事情，除非他們別無選擇。 > `[00:19:58]` And so like change happens when people are like pushed and so like the commodities trader with the margins where it\'s like he is going to lose money if he doesn\'t get the right ship or whatever like that makes sense right. Because it actually becomes like a competitive thing where the people who adopt the technology will defeat those who don\'t. `[00:19:58]` 當人們像被推的一樣，就像大宗商品交易員那樣，如果他沒有得到正確的船或任何其他合理的東西，他就會賠錢。因為它實際上變成了一種競爭的東西，采用這種技術的人會打敗那些不這樣做的人。 > `[00:20:17]` Right. `[00:20:17]` 對。 > `[00:20:19]` That\'s one thing at the end. Don\'t leave a meeting without some plan for a follow up. It\'s like really good to just say like can I e-mail you should we meet again. What are your thoughts. I always have to ask it. You shouldn\'t just say I like can I have a check. After first meeting that really annoys me I think and always even more people look at us. But it is always good to ask for a follow. `[00:20:19]` 這是最后的一回事。不要在沒有后續計劃的情況下離開會議。我可以給你發電子郵件嗎？我們應該再見面。你的想法是什么。我總是要問這個問題。你不應該只說我喜歡，我可以要一張支票嗎？第一次見面真的讓我很煩，我想，而且總是有更多的人看我們。但是要求一個追隨者總是很好的。 > `[00:20:40]` You were really good by the way. `[00:20:40]` 順便說一句，你真的很棒。 > `[00:20:42]` Good job it\'s a it\'s a tough it\'s tough to pitch up applause applause. `[00:20:42]` 干得好，很難贏得掌聲。 > `[00:20:49]` All right. We would normally talk about this for longer but we\'re running a little bit over so we\'ll move on to the next one. `[00:20:49]` 好的。我們通常會討論這個問題更長的時間，但是我們的討論有點過了，所以我們將繼續討論下一個問題。 > `[00:20:54]` Thank you very much Mike never mind. Laughter. `[00:20:54]` 非常感謝邁克。笑聲。 > `[00:21:13]` Hello. Hello. `[00:21:13]` 你好。你好。 > `[00:21:17]` Good to see you. How\'s everybody. `[00:21:17]` 很高興見到你。大家都好嗎。 > `[00:21:24]` So hi. Hi. `[00:21:24]` 你好。嗨 > `[00:21:29]` My name is Kelly Thomas Drake and I am the president and founder of my purple folder my purple folder is a hip a compliant global healthcare app that provides consumers easy access. `[00:21:29]` 我叫凱利·托馬斯·德雷克(Kelly Thomas Drake)，我是我的紫色文件夾的總裁和創始人，這是一個符合要求的全球醫療應用程序，為消費者提供方便的訪問。 > `[00:21:46]` One Stop Shop leveraging and connect insisting patient data while also delivering hospitals and physicians decreased administrative costs associated with patient care and improved patient experience. `[00:21:46]` 一站式商店利用和連接堅持病人的數據，同時提供醫院和醫生，降低了與病人護理相關的行政費用，改善了病人的經驗。 > `[00:22:01]` So is this like the EMR thing. `[00:22:01]` 所以這就像電子病歷一樣。 > `[00:22:05]` Is this my health record. It\'s actually all of them combined in one. `[00:22:05]` 這是我的健康記錄。實際上他們都是一體的。 > `[00:22:12]` I\'m having trouble wrap my head around. So is this is this something that I as a patient want. Or is it something for doctors. Who\'s the customer. `[00:22:12]` 我的腦子有點問題。這是我作為病人想要的東西嗎？還是給醫生用的。顧客是誰？ > `[00:22:20]` So the actual end user is the patient the caregiver which is their family member and it\'s called my purple folder because I kept everything in a purple accordion folder. `[00:22:20]` 所以真正的最終用戶是病人，照顧者，是他們的家庭成員，它叫做我的紫色文件夾，因為我把所有東西都放在一個紫色手風琴文件夾里。 > `[00:22:34]` When I was going through this with my grandmother. `[00:22:34]` 當我和祖母一起經歷這件事的時候。 > `[00:22:36]` OK. So this is a place that I keep all of my medical records essentially. `[00:22:36]` 好的。所以這是我保存所有醫療記錄的地方。 > `[00:22:41]` So essentially if you\'re from the Bay Area and you have a clipper pass and you can go from fairy to BART to Muni to all of these different transportation systems with one pass. That\'s what my purple folder is. `[00:22:41]` 如果你是從海灣地區來的，你可以從仙女到 BART 再到 Muni，所有這些不同的交通系統只要一次就可以了。這就是我的紫色文件夾。 > `[00:22:57]` So he says too abstract for me so I mean I\'ve been to hospitals and things like like what is the problem that it solves for me is the problem that I have to move my medical records out. 所以他說的對我來說太抽象了，所以我的意思是我去過醫院，對我來說，它解決的問題是，我必須把我的醫療記錄移出去。 `[00:23:07]` I\'m still trying to figure out is this for my medical records or is it something other than medical records. > `[00:23:07]` 我還在努力弄清楚這是我的醫療記錄還是其他什么東西，而不是醫療記錄。 `[00:23:11]` So I\'d like to tell you that answer through a story basically. So as of 2011 a federal piece of legislation was passed called meaningful use which made an already antiquated system more disjointed. So my mother as of late was diagnosed with breast cancer she is better now she\'s in remission. However she went from having one patient portal on one hospital campus to seven because of hospital health care systems being so federally compliant that they forgot about you and me. The patient the caregiver the human. So this is a Go-Between no matter what patient portal no matter what hospital healthcare system no matter what city state country. This is global access coordinated all at the top of my at my purple folder the patient care easy button. > `[00:23:11]` 所以我想通過一個故事告訴你們這個答案。因此，截至 2011 年，一項名為“有意義的利用”的聯邦立法被通過，這使得已經過時的制度更加脫節。因此，我母親最近被診斷患有乳腺癌，現在病情好轉了。然而，她從一個醫院校園里的一個病人門戶變成了七個，因為醫院的醫療系統非常符合聯邦法規，以至于他們忘記了你和我。病人，照顧者，人類。因此，不管是什么病人門戶，無論哪個醫院的醫療系統，無論哪個城市、州、國家，這都是相互聯系的。這是全球訪問協調，所有在我的頂部，在我的紫色文件夾，病人護理容易按鈕。 `[00:24:07]` So it\'s my medical records. > `[00:24:07]` 所以這是我的醫療記錄。 `[00:24:10]` Laughter is that right. Is it just yes or no. Is it my medical records. Yes. In addition to some things. OK. > `[00:24:10]` 笑聲是對的。只是或不是。是我的醫療記錄。是除了一些東西。好的 `[00:24:19]` What else is it. > `[00:24:19]` 還有什么。 `[00:24:20]` So it\'s my medical records and medical records it chair health care legal records. > `[00:24:20]` 所以這是我的醫療記錄和醫療記錄，它是衛生保健法律記錄的主席。 `[00:24:26]` So like my my what do you call it. > `[00:24:26]` 就像我的一樣，你叫它什么？ `[00:24:29]` If I had a DNR some hate it would be in there is that so I keep my will in there or other advanced medical directives advance directives medical power returning durable power of attorney. We have a universal HYP agreement because I also feel that when you\'re caught like a deer in the headlights and thrust a clipboard you shouldn\'t have to answer legal questions. Then you should have figured out already. > `[00:24:29]` 如果我有一個 DNR，會有一些恨在那里，所以我保留我的意志在那里或其他先進的醫療指令，預先指示，醫療權力，恢復持久的授權。我們達成了一項普遍的 HYP 協議，因為我還覺得當你被發現時，就像頭燈下的鹿一樣，推著一個剪貼板，你不應該回答法律問題。那你就應該知道了。 `[00:24:55]` I see so I\'ve got all that. So once I have this I walk into the doctor\'s office and I say hey good news I\'ve got my Purple folder here and the doctor says that\'s awesome. Or dich. > `[00:24:55]` 我明白了，所以我知道了。所以，一旦我拿到這個，我走進醫生的辦公室，我說，嘿，好消息，我這里有我的紫色文件夾，醫生說那太棒了。或者說“巫妖精”。 `[00:25:09]` Like does it work if the hospital or medical facility I go to does not yet have your software or do they have to be like do you need to sell all the medical offices before it works for me as a patient. > `[00:25:09]` 就像我去的醫院或醫療機構還沒有你的軟件一樣，或者它們必須像你需要出售所有的醫療辦公室，然后它才能為我的病人工作。 `[00:25:21]` Absolutely not. The way that we do it is we the environment is right for doing the digitized version of what I did for my grandmother and what I\'ve learned as of late. So and what we\'ve developed so we leverage and connect existing patient data. > `[00:25:21]` 絕對不是。我們這樣做的方式是我們的環境是正確的，我為我的祖母做的事情和最近我學到的東西的數字化版本。所以，我們已經開發了什么，所以我們利用和連接現有的病人數據。 `[00:25:34]` We connect to the backend EMR systems so that you the new care provider says Oh well I don\'t have that yet. > `[00:25:34]` 我們連接到后端的 EMR 系統，這樣你這個新的護理提供者就會說，哦，我還沒有。 `[00:25:43]` We send it through geo location technology. You receive a double of seven encrypted link and you put it in your system as you like. Okay great. Well we\'re all out of time. But thank you very much. Thank you. > `[00:25:43]` 我們通過地理定位技術發送它。你收到一個雙倍的七加密鏈接，你把它放在你的系統，你喜歡。好吧太好了。嗯，我們都沒時間了。但是非常感謝。謝謝。 `[00:25:57]` Explorer before I start we have a little surprise we found PBS Kids Thomas and Camilla backstage. > `[00:25:57]` 在我開始之前，我們有一個小小的驚喜，我們在后臺發現了 PBS 的孩子托馬斯和卡米拉。 `[00:26:08]` They want to say hello to all of you. You could give them a round of applause. > `[00:26:08]` 他們想向你們所有人問好。你可以給他們一輪掌聲。 `[00:26:15]` Why see winter 2024. We\'re excited. Thanks for coming in. > `[00:26:15]` 為什么看到 2024 年冬天。我們很興奮。謝謝你能來。 `[00:26:25]` All right. So we\'ll do the same thing again. I know very little about this business. > `[00:26:25]` 好的。所以我們再做一次。我對這件事知之甚少。 `[00:26:31]` All the numbers will be as close to my memory as I can remember or think from what I\'ve read earlier but they\'ll be made up. All right. Hey Paul I\'m from my purple folder. Hi. So healthcare in theU.S. is horrible. We spend nineteen point five percent of our GDP on it and we have the lowest satisfaction of any developed nation. And you might wonder why that is. Do you have any idea. You have lots of ideas. Well I would actually love to hear before we jump in. > `[00:26:31]` 所有的數字都將盡可能接近我的記憶，就像我從先前讀到的東西中回憶或思考的那樣，但它們都會被編造出來。好的嘿，保羅，我是從我的紫色文件夾來的。嗨因此，美國的醫療保健是可怕的。我們把國內生產總值的百分之十九點五花在這上面，我們的滿意度是所有發達國家中最低的。你可能會想為什么。你知不知道。你有很多想法。在我們跳進去之前我很想聽聽。 `[00:26:57]` What do you think is the single biggest driver I mean I think there\'s no underlying economic model other than driving the costs higher. Fundamentally right. Right. Make more money by driving costs up. > `[00:26:57]` 你認為唯一最大的驅動力是什么？我的意思是，除了推高成本之外，我認為沒有其他潛在的經濟模式。從根本上說是正確的。是的。通過推高成本來賺更多的錢。 `[00:27:09]` So we think the same thing. You have this like runaway growth because there\'s just no incentive to do anything but charge more. Do more tests do more procedures and the patience out of control. So our whole goal is to put health care back in the hands of the patient so they have a sense of what\'s going on and see everything in one place as we\'ve had this explosion patients have data on six or seven different systems. They have prescriptions they have appointments they have communication with doctors. Most people can\'t use all the systems or one. And so we\'ve just tried to make one consumer portal for all your medical records and any other medical data you have if you have this. You can actually understand your care or family members care and actually have a much better experience and hopefully over time drive the cost way down in the process. We become one central repository for all patient health data that actually works. > `[00:27:09]` 所以我們也這么想。這就像失控的增長，因為除了收取更高的費用之外，沒有任何動機去做任何事情。做更多的測試，做更多的程序和失去控制的耐心。因此，我們的整個目標是把醫療服務交還給病人，這樣他們就能感覺到發生了什么，并且看到了一個地方的一切，因為我們已經讓這個爆炸的病人掌握了六七個不同系統的數據。他們有處方，他們有預約，他們和醫生有溝通。大多數人不能使用所有的系統或一個。所以我們試著為你所有的醫療記錄和任何其他的醫療數據建立一個消費者門戶，如果你有這個的話。你可以理解你的照顧或家庭成員的關心，實際上有一個更好的經驗，并希望隨著時間的推移，降低成本的過程中。我們成為所有實際工作的病人健康數據的中央存儲庫。 `[00:27:56]` So basically as a patient I just this just has all of my medical records in there that I can yeah. > `[00:27:56]` 基本上，作為一個病人，我只是把我所有的醫療記錄都放在里面，我可以這樣做。 `[00:28:02]` So we make that work magically we connect with every system we don\'t have to do any deal with them. We just use the API that they have to have or secure email whatever they have. But we make it work so that as a patient you just say you know I need to connect to these systems or your doctor can send you invites and then you can do everything in one app. > `[00:28:02]` 所以我們神奇地把它連接到每個我們不需要做任何處理的系統上。我們只需要使用他們必須擁有的 API 或者確保電子郵件的安全。但是我們讓它正常工作，這樣作為一個病人，你就可以說你知道我需要連接到這些系統，或者你的醫生可以發送邀請，然后你可以在一個應用程序中完成所有事情。 `[00:28:20]` I see now I. Is this something you sell to the patients search of the doctors. Who\'s the customer here. > `[00:28:20]` 我現在明白了。這是你賣給病人找醫生的東西嗎？這里的顧客是誰？ `[00:28:27]` Today we\'re going to sell to patients. It\'s really hard as you may know to try to sell things to doctors and hospitals. But we have we have customers with you know their hair on fire this burning problem of not being able to manage their health care or the health but what is the thing that actually drives somewhat like what is the moment where like my hair is on fire. 今天我們要賣給病人。你可能知道向醫生和醫院推銷東西是很困難的。但是我們的顧客知道他們的頭發著火了，這個棘手的問題是不能管理他們的醫療保健或健康，但是什么東西實際上有點像我頭發著火的那一刻。 > `[00:28:45]` Well one particular scary story from a friend of mine was a missed message about a potential cancer screen. `[00:28:45]` 一個來自我朋友的特別可怕的故事是一個關于潛在癌癥屏幕的漏掉的信息。 > `[00:28:52]` But it\'s usually something like that someone gets really sick or something bad happens because of a lack of information and communication. `[00:28:52]` 但是由于缺乏信息和溝通，人們通常會生病或發生一些不好的事情。 > `[00:28:58]` And so the pitch to me as a consumer is that this brings together all of my information just so that I can like peruse my medical records. Like what am I doing with it. `[00:28:58]` 因此，作為一個消費者，我要強調的是，這匯集了我所有的信息，這樣我就可以仔細閱讀我的醫療記錄了。就像我在用它做什么。 > `[00:29:09]` Well it\'s so that you can get better care like that. The issue that many people are taking care of a sick parent or grandparent have run into the issue where they don\'t know what to do. You know the patient doesn\'t remember something or the family member doesn\'t remember something. And the idea is like these are complicated things you\'d really like to have a single set of information that says here\'s when you need to take these medications here are these test results. You have to go in to get this test. This doctor said this thing wants you to tell tells other doctor it really is just about you know better care and people are willing to pay an unlimited amount of money if they can get that actually to be good. Are they paying you an unlimited amount of money right now. So we\'ve just started charging we unlike most health care companies don\'t want to drive the cost of health care up and up and up. We kind of hate it when people say oh I\'m a medical device for you know seven dollars and charge 22000 because insurance will pay me. That\'s not who we want to be. So we\'re only going to charge ninety nine dollars a year per patient although over time we\'ll become such a power. How many customers do you have at that price. This is made up we have 150 so far and we\'re growing at 12 percent per week. `[00:29:09]` 好吧，這樣你才能得到更好的照顧。許多人在照顧生病的父母或祖父母的問題上遇到了他們不知道該做什么的問題。你知道病人什么都不記得，或者家人什么都不記得。他們的想法是，這些都是復雜的事情，你非常希望有一組信息，上面寫著當你需要服用這些藥物的時候，這是這些測試結果。你得進去做這個測試。這位醫生說，這件事想讓你告訴其他醫生，這真的是關于你知道更好的照顧，人們愿意支付無限的錢，如果他們能得到實際上是好的。他們現在給你的錢是無限的嗎。因此，我們才剛剛開始收費，不像大多數醫療公司那樣，不想讓醫療費用不斷上漲。當人們說“我是一臺醫療設備”時，我們有點討厭，因為保險會支付我的費用，所以你知道 7 美元并收取 22000 美元。那不是我們想成為的人。因此，我們每年只向每位病人收取 99 美元的費用，盡管隨著時間的推移，我們將成為一種強大的力量。按這個價格你們有多少顧客。這是虛構的，到目前為止，我們有 150 人，每周增長 12%。 > `[00:30:10]` All right well I\'m all out of time. `[00:30:00]` 好吧，我沒時間了。 > `[00:30:12]` But I think you want to invest. You want to learn more what you how do you think about. Yeah you know it\'s. `[00:30:12]` 但我認為你想投資。你想知道更多你是怎么想的。是的，你知道的。 > `[00:30:19]` It\'s definitely an area that I\'m interested in but I think I need to learn more about the products and maybe you can send me all the financials from there. `[00:30:00]` 這絕對是我感興趣的一個領域，但我認為我需要更多地了解這些產品，也許你可以把所有的財務報告都寄給我。 > `[00:30:28]` Okay great. Thanks. Thanks. `[00:30:28]` 很好。謝謝謝謝 > `[00:30:36]` I probably butchered that sorry. I don\'t believe you did. All right. I\'ll hop back down the aisle and saying my my business to everybody. All right. `[00:30:36]` 我可能殺了他。我不相信你做了。好吧。我會跳到過道上跟大家說我的事。好吧。 > `[00:30:46]` So this is a tricky one because like we spent a lot of time with me just trying to wrap my head around what it is and to be totally honest I\'m still not entirely sure. `[00:30:46]` 所以這是個棘手的問題，因為我們花了很多時間和我在一起，只是想把我的想法想清楚，老實說，我還是不太確定。 > `[00:30:56]` I think it\'s basically a thing that brings together all of my medical records right. `[00:30:56]` 我認為這基本上是把我所有的醫療記錄匯集在一起的一件事。 > `[00:31:01]` And this is a really common thing where Starfighter say nutted out. It\'s that like a thousand other things but it\'s really important especially at an early stage that you be able to be focused. So you know if you can say yes it\'s that but here\'s the part that\'s really exciting is it grows bigger. But I need to be able to wrap my head around it otherwise it\'s almost like it\'s like a Christmas tree. You want to hang the ornaments off but without the tree like it\'s just ornaments smashing on the floor. So like I need to have that that like concrete framework in my head first. `[00:31:01]` 這是一件很常見的事，星際戰士說是瘋了。這就像其他的事情一樣，但是它真的很重要，特別是在早期階段，你能夠集中精力。所以你知道，如果你說是的話，就是這樣，但這里最令人興奮的部分是，它變得更大了。但是我需要能夠把我的頭繞在它周圍，否則它就像一棵圣誕樹。你想把裝飾物掛掉，但沒有樹，像它一樣，只是裝飾在地板上。所以我需要先在我的腦子里有一個具體的框架。 > `[00:31:34]` So like the first thing I ran into is just like unsure what the product is. `[00:31:34]` 就像我遇到的第一件事，就像不確定產品是什么一樣。 > `[00:31:39]` Me too. It\'s always so tempting to try to tell this sort of grandiose and exciting story but if you can\'t if the person you\'re pitching can\'t understand what you actually do today in the first 30 seconds the pitch is unlikely to get better from there. And so just like saying in plain language just what the product actually does what a user can do who your customer is what they pay you for what your product does. It\'s super important. `[00:31:39]` 我也是。試著講述這種宏大而令人興奮的故事總是很誘人的，但是如果你不能，如果你的投手不能理解你今天在前 30 秒里到底做了什么，那么球場就不太可能變得更好了。所以，就像用簡單的語言說，產品到底做了什么，用戶能做什么，你的客戶能做什么，他們為你的產品付出了什么。這非常重要。 > `[00:32:04]` In fact this is once you\'re NYC. This is the first thing that we work on. So it\'s not easy like it takes the companies NYC usually about a month to get it right. So every time we meet with them in regular office hours or especially we have a thing called group office hours. The very first thing that each company has to do is give me either one line description and usually at the start of the batch it\'s all incomprehensible. And so it\'s something that you know it\'s normal that that you have that because almost every company we fund customer like I have. `[00:32:04]` 事實上，這是你在紐約的時候。這是我們工作的第一件事。所以，這不是一件容易的事，因為紐約的公司通常需要一個月的時間才能把事情做好。所以每次我們在正常的辦公時間和他們見面，特別是我們有一個叫做小組辦公時間的東西。每家公司要做的第一件事就是給我一條線的描述，通常在批次開始的時候，這一切都是無法理解的。所以你知道這是很正常的，因為幾乎每一家我們資助客戶的公司都像我一樣。 > `[00:32:37]` That sounds like a disease. It\'s learning how to easily curable. Yeah. Learning learning how to really reduce things to their essentials is super important but not always easy. `[00:32:37]` 聽起來像是一種疾病。它是學習如何容易治愈。是的。學習如何真正地把事情簡化為他們的必需品是非常重要的，但并不總是容易的。 > `[00:32:49]` That is the number one skill of pitching to to practice. All right. I think we\'re way out of time. Yeah. Thank you. Thank you. `[00:32:49]` 這是投球練習的第一技巧。好的我想我們沒時間了。是的。謝謝。