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+
+00:00
+00:00
+okay we're live hi my name is Eric I'm the course facilitator at startup school
+好的，我们开始了嗨，我叫埃里克，我是创业学校的课程辅导员
+hi I'm Michael I'm a partner at Y Combinator and help her yeah our
+嗨，我是 Michael，我是 Y Combinator 的合伙人，帮助她，是的，我们的
+volunteer today to help answer your questions so thanks very much for
+今天自愿帮助回答您的问题，非常感谢
+joining in we've got a bunch of questions that people asked about MVPs
+加入我们后，我们收到了人们提出的一系列有关 MVP 的问题
+on the forum we're planning to spend a couple minutes just answering each one
+在论坛上，我们计划花几分钟来回答每个问题
+and really trying to dive in and give some give some advice tailored
+并真正尝试深入研究并给出一些量身定制的建议
+specifically to the syrup so it's just let's do it yeah first question from
+特别是糖浆所以我们就这样做是的第一个问题
+Luke at Zeff Zephyrus zephyrus is an analytics platform for competitive
+Zeff Zephyrus 的 Luke zephyrus 是一个竞争分析平台
+gamers that provides users with game specific tools and data to help analyze
+游戏玩家为用户提供游戏特定工具和数据以帮助分析
+track improve their performance well let's start with the one-liner I I
+跟踪提高他们的表现 让我们从一句台词开始 I I
+thought it was pretty clear I kind of knew what it was I'm from the space it's
+我认为这很清楚我知道那是什么我来自它所在的空间
+
+00:01
+00:01
+not the sexiest one layer in the world but it definitely accomplished the goal
+虽然不是世界上最性感的一层，但它确实实现了目标
+of me having a good picture yeah it does I kind of nodding my head and I
+我有一张好照片是的，我有点点头，我
+understand where this is going that's like a a - for sure yeah
+明白这是怎么回事，就像一个 - 当然是的
+it currently is focused on Starcraft - awesome
+它目前专注于星际争霸 - 太棒了
+consumers expect more than a scrappy MVP if there are existing products in the
+如果市场上有现有产品，消费者期望的不仅仅是一个斗志旺盛的 MVP
+space - advice for MVPs entering the space with existing developed
+空间 - 对 MVP 进入现有已开发空间的建议
+competitors so that that was the funny bit because I felt like the first
+竞争对手，这很有趣，因为我觉得自己是第一个
+sentence in that should have been the paragraph do consumers expect more than
+其中的句子应该是消费者期望的段落
+a scrappy MVP if their other example that's the question and the answer is
+如果他们的另一个例子就是问题和答案，那么他就是一个斗志旺盛的 MVP
+hopefully no because it's a start-up your ability to build more than a
+希望不是，因为这是一家初创公司，你有能力打造更多的产品
+scrappy MVP is very challenging I would say that if I go back to the to the
+斗志旺盛的 MVP 非常具有挑战性，我想说，如果我回到过去
+justin.tv days like if you can find a small population of people that have
+justin.tv 的日子就像你能找到一小部分人一样
+
+00:02
+00:02
+enough of a problem that the other folks aren't solving that they're willing to
+其他人没有解决但他们愿意解决的问题已经够多了
+use something that's pretty bad that's a very good sign if the only way
+使用一些非常糟糕的东西，这是一个非常好的迹象，如果唯一的方法
+you can find any group of users even ten even 100 who love you
+你可以找到任何一群爱你的用户，甚至十个甚至一百个
+to have a very polished product that's not a good sign that's actually a good
+拥有一个非常精致的产品，这不是一个好兆头，实际上是一个好兆头
+sign that the other folks are doing a really good job yeah that the products
+表明其他人做得非常好，是的，产品
+work yeah so one of the hacks that I like to use at this stage is to actually
+工作是的，所以我在这个阶段喜欢使用的技巧之一是实际上
+layer the MVP on to the existing product so for example if there's already some
+将 MVP 分层到现有产品上，例如，如果已经有一些
+software that your users know you're like the people in the community are
+您的用户知道您就像社区中的人一样的软件
+already using to track their competitive Starcraft 2 analysis what you could
+已经用它来跟踪他们的星际争霸 2 竞争分析，你可以做什么
+consider doing is actually like building
+考虑做实际上就像建造
+say like a Chrome extension that sits on top of the other products and just
+就像一个位于其他产品之上的 Chrome 扩展一样
+overlays the extra data because you're really like the goal of any good MVP is
+覆盖额外的数据，因为你真的很喜欢任何优秀 MVP 的目标
+to fist it is to test your hypothesis is
+拳头是为了检验你的假设
+what you're making like important enough for people to care about like will they
+你所做的事情足够重要，人们会像他们一样关心
+
+00:03
+00:03
+actually care that you're building it and so you want to do that with like the
+实际上关心你正在构建它，所以你想用像
+least amount of effort and if there's already existing good products like it's
+最少的努力，如果已经有像这样的好产品
+possible that you may find the users of those products pretty easily and you can
+您可能很容易找到这些产品的用户，并且您可以
+like build that little little bit that's that's special to you there you go yeah
+就像构建对你来说很特别的一点点，你就可以了是的
+number two cool next up is from plumbing at flat row or flat row we automate
+接下来第二个很酷的是来自平排或我们自动化的平排管道
+billing customer care and maintenance for property managers ok the only thing
+向物业经理收取客户服务和维护费用是唯一的事情
+that's confusing to me is that I thought that property managers do billing
+让我感到困惑的是，我认为物业经理负责计费
+customer care maintenance so are you replacing property managers is it
+客户服务维护所以你要更换物业经理是吗
+software for property managers yeah or is it like the billing of property
+物业经理的软件 是的，还是像物业账单一样
+managers yeah so maybe a bit of clarification maybe a bit like I would I would
+经理是的，所以也许需要一些澄清，也许有点像我会的那样
+probably just start off by we make software for product map for property
+可能只是从我们为财产的产品地图制作软件开始
+managers we help them automate billing customer care and maintenance of their
+经理，我们帮助他们自动化计费客户服务和维护
+
+00:04
+00:04
+properties something yeah yeah if it's a tool part managers are using to be more
+属性有些东西是的，如果它是零件经理使用的工具，则更多
+efficient than not to be more clear in the up front and maybe even speaking to
+事先说得更清楚，甚至可能与他们交谈，这比不更有效
+how much more efficient does that mean the typical property manager can go from
+这意味着典型的物业经理可以提高多少效率
+managing one property to five or from five to fifteen yeah like what that
+管理一处房产到五处，或者从五处到十五处，是的，就像那样
+what's the value prop that you're offering to them yeah I'm not a property
+你向他们提供的价值支柱是什么，是的，我不是财产
+manager we didn't get it right off though I mean
+经理，但我的意思是我们没有立即得到它
+like I can't visualize the pain though I'm sure there's Rangers so we are
+虽然我确信有流浪者队，但我无法想象那种痛苦，所以我们是
+currently starting with a few clients and are basically tailoring our service
+目前从一些客户开始，基本上正在定制我们的服务
+then cool how do we avoid the trap of making our service too specific and how
+那么很酷的是，我们如何避免让我们的服务过于具体的陷阱以及如何
+do we balance between the requirements of a few clients with the need to build
+我们是否在少数客户的需求与构建需求之间取得平衡？
+a platform that is more Universal so I kind of think that like when I see a
+一个更通用的平台，所以我觉得就像当我看到一个
+start-up like this I really have this basic question which is are you going
+像这样的初创公司我真的有一个基本问题，那就是你要去吗？
+into this space with knowledge of the space like were you a previous property
+进入这个空间并了解该空间，就像您以前是房产一样
+manager if so you should have a lot of insights and the types of problems that
+经理如果是的话，你应该有很多见解以及问题的类型
+
+00:05
+00:05
+are general that can be applied across the industry and so you should have a
+是通用的，可以应用于整个行业，所以你应该有一个
+lot of insights on what your initial product should be sub a set B if you're
+关于您的初始产品应该属于 B 组的很多见解（如果您是）
+coming into this with little personal experience you think there's an
+在没有多少个人经验的情况下进入这个领域，你认为有一个
+opportunity here but you kind of don't know what it is I don't know any I this
+这里有机会，但你有点不知道这是什么，我对此一无所知
+is your problem and like I don't know a clever way of avoiding it just learning
+是你的问题，就像我不知道一个聪明的方法来避免它只是学习
+the business means you're gonna be building a lot of features that probably
+这项业务意味着您将构建许多可能的功能
+are not generally applicable and that's the cost of learning about this business
+并不普遍适用，这就是了解这项业务的成本
+so my mind like if you already know about the business use your gut if
+所以我的想法是，如果你已经了解这项业务，请用你的直觉
+someone asks you to build something that like your experience tells you is not
+有人要求你建造一些东西，但你的经验却告诉你不是这样的
+general great don't do it if not consider the first five customers as you
+一般来说，如果不考虑前五个客户，就不要这样做
+just getting an education on the industry and it might be a very
+只是接受有关该行业的教育，这可能是一个非常好的机会
+expensive one that's fine for the case of someone who's coming into the
+昂贵的，适合即将进入的人的情况
+industry that they're not already a participant of some of the like some of
+他们还不是某些类似行业的参与者
+the best founders that I've seen they just immerse themselves in it like for
+我见过的最好的创始人他们只是沉浸在其中
+example they may actually become absolutely manager like they may
+例如，他们实际上可能会像他们一样成为绝对的经理
+volunteer or they just like go and say I'm gonna help you run your business for
+志愿者或者他们只是喜欢说我会帮助你经营你的生意
+
+00:06
+00:06
+like a week or two I think like that would be great
+大约一两周我想那样就很好了
+yeah even if I mean if you are a property manager yourself you don't
+是的，即使我的意思是，如果您自己是物业经理，您也不会
+necessarily have to do that because hopefully that's yeah why we're starting
+必须这样做，因为希望这就是我们开始的原因
+this company that seems like an even better offer than giving them software
+这家公司似乎比给他们提供软件更好的报价
+it'd be like hey I'll just do some of your work for you so I can learn one of
+就像嘿，我会为你做一些你的工作，这样我就可以学习其中之一
+the things that I learned from kind of like to this to this question of like
+我从类似的问题中学到的东西
+how do you prioritize prioritize features I always like try to
+你如何优先考虑我总是喜欢尝试的功能
+as I'm doing user interviews or talking to initial users I really try to find
+当我进行用户访谈或与初始用户交谈时，我真的试图找到
+pain points that people are already trying to solve so for example like if
+人们已经在尝试解决的痛点，例如，如果
+you're talking to property managers and they're totally comfortable doing all
+您正在与物业经理交谈，他们非常乐意做所有事情
+the books by themselves like they just have like their weekly like hour that
+这些书本身就像他们每周的时间一样
+they spend doing all this that might not actually be the right place to start
+他们花了很多时间做这一切，但实际上可能不是正确的起点
+with maybe maybe you could start with like are they are they actively
+也许你可以从他们是否积极开始
+
+00:07
+00:07
+experimenting and trying other tools are they have they tried like a competitor
+尝试和尝试其他工具，他们是否像竞争对手一样尝试过
+product those are usually the problems that I like to start with because like
+产品这些通常是我喜欢开始解决的问题，因为喜欢
+the person's already trying to find a solution so they're primed when you come
+这个人已经在尝试寻找解决方案，所以当你来时他们已经做好了准备
+to talk to them like to be excited and to try it versus you having to like
+与他们交谈喜欢感到兴奋并尝试而不是你必须喜欢
+pitch them hard and like changing their entire business workflow or whatever
+大力推销他们，喜欢改变他们的整个业务工作流程或其他什么
+yeah I think we see the opposite of a lot where somebody says if something's
+是的，我认为我们看到了与很多人说的相反的情况
+being undone on paper there is a business in putting it into the computer
+在纸上撤销后，将其放入计算机中是有生意的
+and like by nature of the fact that it's being done on paper you could build a
+就像它是在纸上完成的事实一样，您可以构建一个
+billion dollar company bringing to the computer and that's actually not true
+价值数十亿美元的公司将计算机引入计算机，但事实并非如此
+like there are some things that done on paper that are not broken
+就像有些在纸上完成的事情并没有被破坏
+that's like build it and they'll come then yeah yeah so really works all right
+就像建造它然后他们就会来是的，所以真的很好用
+what's next how do you okay we're asking
+下一步你好吗我们问
+and answering questions from sky who has started fridge worthy let's see what's
+并回答来自天空的问题，谁已经开始使用冰箱了，让我们看看有什么
+fridge where should we use first they did with young maybe will be your
+冰箱我们应该先用在哪里，他们对年轻人做的也许会是你的
+
+00:08
+00:08
+initial users ok fridge worthy a social network where people share their
+最初的用户认为冰箱值得建立一个人们分享他们的社交网络
+accomplishments well sounds good for Ivy Leaguers you mean like LinkedIn people
+对于常春藤联盟成员来说，成就听起来不错，比如 LinkedIn 的人
+are using LinkedIn more as a social network yeah things were they there's
+更多地使用 LinkedIn 作为社交网络 是的，他们就在那里
+just an urban I'm trying to see if there's like a website no website yeah
+只是一个城市 我想看看是否有一个网站 没有网站 是的
+okay how do you launch an MVP of user generated a user-generated content
+好的，如何启动用户生成的用户生成内容的 MVP
+platform if I make an MVP with minimal content users will probably leave since
+如果我用最少的内容创建 MVP，用户可能会离开这个平台
+there's not too much to consume so the classic answer to this is one does your
+没有太多可以消耗的，所以这个问题的经典答案是你的
+platform have a lot of replay value is there any reason why I should come back
+平台有很多重玩价值 我有什么理由应该回来
+daily or weekly I think that that's a really important question ask
+每天或每周我认为这是一个非常重要的问题
+because even if you get a lot of people if there's no reason for them to come
+因为即使你有很多人，如果他们没有理由来的话
+back it doesn't really matter I think - is there a smaller community that if
+回来，我认为这并不重要 - 是否有一个较小的社区，如果
+that community was using a product they would find it useful even if others
+该社区正在使用一种他们会发现它有用的产品，即使其他人
+
+00:09
+00:09
+weren't the classic I guess now old example of this was Facebook at Harvard
+这不是经典，我想现在最古老的例子是哈佛大学的 Facebook
+like as long as the Harvard kids were using it or even a class even just one
+就像哈佛的孩子们在使用它，甚至是一堂课，哪怕只有一个课
+of the grades in Harvard was using the product it was useful and so therefore
+哈佛的成绩正在使用该产品，它很有用，因此
+they didn't need to have millions of users day one
+他们不需要第一天就拥有数百万用户
+literally users of the order of like a couple thousand was very useful so the
+从字面上看，大约几千个用户非常有用，因此
+way that I'd be thinking about this question is one how frequent do I get
+我思考这个问题的方式是我多久会遇到一次
+value out of it if it's not that frequent is there any value on creating
+如果不是那么频繁，那么创造价值是否有任何价值
+- is there a smaller population of people who can find this useful even if
+- 是否有少数人会发现这很有用，即使
+all our friends aren't using it and those people might use it like have the
+我们所有的朋友都没有使用它，而那些人可能会像拥有
+problem or whatever on a more regular basis so they'll be like participating
+定期解决问题或其他问题，这样他们就会喜欢参与
+more so start with like a focus smaller group I think there's always you know
+更重要的是从一个焦点小组开始我认为你总是知道
+tricks of the trade like generate them yourself a lot of the best user
+行业技巧，比如自己生成很多最好的用户
+generated content networks like 9gag which is now this like massive meme meme
+生成了像 9gag 这样的内容网络，现在就像是巨大的模因模因
+website was started by like scraping memes from other sites that's not that
+网站是通过从其他网站抓取模因来启动的，但事实并非如此
+
+00:10
+00:10
+shouldn't be something too too crazy to think about reddit same story in the
+不应该是太疯狂的事情，以至于无法在 Reddit 上思考同样的故事
+early days Sachs Amster um so like in this case if you're talking like if
+早期萨克斯·阿姆斯特（Sachs Amster）嗯，就像在这种情况下，如果你说的是如果
+you're building a network for people sharing their accomplishments you could
+你正在建立一个网络，让人们分享他们的成就
+look to where people are already sharing
+看看人们已经分享过的地方
+this and like prime prime it by grabbing the accomplishments like for example if
+这和像prime prime一样，通过获取成就来完成，例如如果
+someone's tweet like if you're trying to like get an someone who's already on
+某人的推文，例如您想点赞某个已经上线的人
+Twitter on to your platform you could potentially like go through each
+Twitter 到您的平台，您可能会喜欢浏览每个内容
+person's Twitter account and scrape their the things that they're proud of
+某人的 Twitter 帐户并抓取他们引以为豪的东西
+crunch page is actually interesting example of this before people cared
+在人们关心之前，紧缩页面实际上是一个有趣的例子
+about their approach phrase profile TechCrunch just built the profiles on
+关于他们的方���短语简介 TechCrunch 刚刚构建了这些简介
+CrunchBase yeah if I'm media reports and
+CrunchBase 是的，如果我是媒体报道的话
+it was media reports and so and so forth and after a while people cared about
+这是媒体报道等等，过了一段时间人们就关心了
+their profile and so they tried to keep it updated and when I'm thinking more
+他们的个人资料，所以他们试图保持更新，当我想更多的时候
+about this problem like it's true like we have a lot like one github we're on
+关于这个问题，就像我们有很多类似的 github 一样
+like dribble there's all these different
+就像运球一样，有很多不同
+platforms that people may participate in so that's us I mean that's a service
+人们可以参与的平台，这就是我们，我的意思是这是一项服务
+
+00:11
+00:11
+right there like not how generate your own page yeah cool
+就在那里，不像如何生成自己的页面，很酷
+next up Dennis at swish swish swish swish technologies we're building the
+接下来丹尼斯在 swish swish swish swish 技术我们正在构建
+self-driving cars for ride-sharing and retirement communities and for schools
+用于拼车、退休社区和学校的自动驾驶汽车
+in the US okay so I'm imagining like club cars or whatever got down please
+在美国，好吧，所以我想象像俱乐部车或其他什么东西下来
+share some of your advice for founders like us with a product that can take a
+与像我们这样的创始人分享一些您对可以接受的产品的建议
+very long time to launch how do we get users even before we launch how can we
+发布时间很长，在发布之前我们如何吸引用户
+generate sales even before we launch so I deal with a lot of companies you seen
+甚至在我们推出之前就产生了销售，所以我与你见过的很多公司都有业务往来
+a lot of this we hope they like 25 companies that are all you know working
+其中很多我们希望他们喜欢 25 家你所知道的公司
+their way through the FDA process and we've also funded a lot of like
+他们通过 FDA 流程，我们也资助了很多类似的项目
+supersonic aircraft companies that will probably take a little while for launch
+超音速飞机公司可能需要一段时间才能推出
+so this is like this hands-on I mean Guardian self-driving car companies in
+所以这就像这样的实践 我的意思是卫报自动驾驶汽车公司
+fact probably we follow this exact idea yeah so there's a couple different
+事实上，我们可能遵循这个确切的想法，是的，所以有几个不同的
+
+00:12
+00:12
+there's a couple different ways that you can go with this I'd say that in in
+有几种不同的方法可以解决这个问题，我想说的是
+areas where there's like the possibility
+有可能的领域
+for harm or there's like safety concerns you have to be extremely careful about
+为了避免伤害或存在类似的安全问题，您必须非常小心
+what you consider an MVP in any way that can actively like harm somebody so that
+你所认为的 MVP 会以任何方式积极地伤害某人，以便
+having been said we have had companies test smaller versions of what they're
+话虽如此，我们已经让公司测试了他们的较小版本
+like smaller versions of their larger vision with kind of off-the-shelf
+就像他们更大的愿景的更小的版本，带有某种现成的
+technology some of the best hardware companies that I've worked with even
+技术 我曾经合作过的一些最好的硬件公司
+though they now make their own hardware and they they build a bunch of custom
+尽管他们现在制造自己的硬件并且他们构建了一堆定制的
+stuff they started using they started by using off-the-shelf systems like
+他们开始使用的东西他们首先使用现成的系统，例如
+raspberry pies cameras just existing technology and put them together in
+树莓派相机只是现有技术并将它们组合在一起
+
+00:13
+00:13
+interesting kind of normal ways so in this case like there is
+有趣的正常方式所以在这种情况下就像有
+now you know more and more kind of off-the-shelf tech that you could use to
+现在你知道越来越多的现成技术可以用来
+craft together a like a rudimentary self-driving car
+一起制作像一辆基本的自动驾驶汽车
+I think we're getting back to like I guess like why we work on MVPs one
+我想我们又回到了为什么我们要致力于 MVP 的话题
+reason we do is to actually validate that people want this
+我们这样做的原因是为了真正验证人们想要这个
+the second reason we work on MVPs is to demonstrate that we as founders have the
+我们致力于 MVP 的第二个原因是为了证明我们作为创始人拥有
+skills and capabilities to like to that kind of like take the problem from just
+喜欢那种喜欢的技能和能力，把问题从简单的角度解决
+an idea to an actual implementation even if that implementation is not the like
+实际实现的想法，即使该实现并不相���
+long vision of this so in this case it's
+对此有长远的眼光，所以在这种情况下
+very easy to have the idea to say I want to build like a self-driving car or
+很容易有想法说我想建造一辆自动驾驶汽车或
+something like that but it's but there's like a huge gap there's a huge discrete
+类似的东西，但确实有一个巨大的差距，有一个巨大的离散
+bump between people who have the idea for self-driving car and people who have
+有自动驾驶汽车想法的人和有自动驾驶汽车想法的人之间的碰撞
+
+00:14
+00:14
+like built something that resembles it so in this case like building something
+就像建造了一些类似的东西所以在这种情况下就像建造了一些东西
+that demonstrates your capability could separate you dramatically from the pack
+证明你的能力可以让你从人群中脱颖而出
+so we've had companies that are now off building like embark which builds
+所以我们有一些公司现在正在建设中，比如 Board 正在建设
+self-driving trucks like literally they're running on the streets in the
+自动驾驶卡车就像在美国的街道上行驶一样
+highways in Nevada they started with a cop car yeah I think like at demo day
+内华达州的高速公路他们从一辆警车开始是的，我想就像在演示日一样
+they had a golf cart that they rigged up with like six cameras I don't even know
+他们有一辆高尔夫球车，上面安装了六个摄像头，我什至不知道
+if it was autonomous it might have just been remotely driven or something like
+如果它是自主的，它可能只是远程驾驶或类似的东西
+that there's a great there's a great like comic on how to build an MVP and it
+有一部很棒的漫画，讲述了如何打造 MVP，它
+literally is someone building a car but the first step is building like a
+从字面上看，就是某人制造汽车，但第一步是像汽车一样建造
+skateboard and then you build a bicycle and then you build a car so you can
+滑板，然后你制造一辆自行车，然后你制造一辆汽车，这样你就可以
+apply the same logic here that like if you're trying to figure out how to build
+在这里应用相同的逻辑，就像你试图弄清楚如何构建一样
+something that's autonomous that works in these communities maybe you start
+一些在这些社区中起作用的自主的东西也许你会开始
+with like an autonomous wheelchair right like you just create like or one of
+就像自动轮椅一样，您只需创建类似或其中之一
+
+00:15
+00:15
+those personal mover things right you start with that and it still kind of
+那些个人搬家的事情是对的，你从那开始，它仍然有点
+accomplishes the first the overall goal of making something that's for
+实现了第一个总体目标，即制作适合的东西
+retirement communities for example but much safer much cheaper and that
+例如退休社区，但更安全、更便宜，而且
+actually sounds like kind of a cool idea maybe Segen or not at all
+实际上听起来像是一个很酷的主意，也许是Segen，或者根本不是
+the couple of parts of this question how do we generate sales before we launch I
+这个问题的两个部分是我们如何在推出之前产生销售
+actually think that that is sales are hard generating letters of intent or
+实际上认为销售很难产生意向书或
+agreements to pilot you shouldn't be very hard if there's a lot of demand for
+如果有很多需求，试点协议应该不会很难
+this sort of thing so being able just to get your customer to sign anything even
+这类事情所以能够让你的客户签署任何东西
+if doesn't have a price on it is evidence that you can sell to an
+如果没有价格，则表明您可以将其出售给
+investor and is often seen as more valuable than not having it so some
+投资者，通常被认为比没有更有价值，所以一些人
+other things that people have done in this way is if your plan is to sell cars
+人们以这种方式做的其他事情是如果您的计划是出售汽车
+maybe the first thing you do is you sell the service so you don't have you don't
+也许你做的第一件事就是出售服务，这样你就没有了
+have autonomous you know self-driving cars yet but you do have yourself so
+拥有自动驾驶 你还知道自动驾驶汽车，但你确实拥有自己
+
+00:16
+00:16
+what if you ran a car sharing service in this retirement community to start that
+如果您在这个退休社区运营汽车共享服务来启动该服务会怎样？
+would demonstrate to people that you know there are people who want to use
+会向人们证明你知道有人想要使用
+smartphones to like request cars not kind of thing and you could you could
+智能手机喜欢要求汽车不是一种事情，你可以你可以
+literally get started like tomorrow doing that potentially all right what's next
+从字面上开始，就像明天一样 做那件事可能没问题 接下来做什么
+we've got Ethan at volley word volley we facilitate the servicing of users
+我们有伊森（Ethan）在齐射词齐射，我们促进为用户提供服务
+vehicles they do not need to leave the home or office servicing that seems like
+他们不需要离开家或办公室的车辆服务似乎
+an awkward way of saying we're a car mechanic that yeah anywhere you are I
+这是一种尴尬的说法，我们是一名汽车修理工，是的，无论你在哪里，我
+think this is a perfect example of like the description requiring examples
+认为这是一个完美的例子，就像需要例子的描述一样
+because servicing does not put a picture in my head as opposed to refuelling
+因为与加油相比，维修并不会在我的脑海中留下画面
+changing the tires doing an annual checkup all those things create pictures
+更换轮胎 进行年度检查 所有这些事情都会产生图片
+in my head and also there's probably something that you're starting with I
+在我的脑海里，也可能有一些你正在从我开始的事情
+imagine that you're not like servicing every end-to-end thing in the car to
+想象一下，您不想为汽车中的每个端到端设备提供服务
+
+00:17
+00:17
+start so some of the best pitches like like Michael said they cause you to like
+开始一些最好的宣传，就像迈克尔说的那样，它们会让你喜欢
+visualize what the service does but here's actually a problem that a lot of
+可视化该服务的作用，但这实际上是一个很多人都关心的问题
+founders run into is they think that their one-liner or their short
+创始人遇到的问题是，他们认为自己的俏皮话或短句
+description has to encompass like everything that they'll ever do under
+描述必须涵盖他们将要做的一切
+the ends of the earth because they won't
+天涯海角，因为他们不会
+they think that like investors only will
+他们认为像投资者一样只会
+get excited by these like big dreams but in reality like we're actually just
+为这些伟大的梦想而兴奋，但实际上我们只是
+trying to understand what your company is so that we could talk about something
+试图了解您的公司，以便我们可以讨论一些事情
+else and so your description doesn't need to be this all-encompassing future
+否则，所以你的描述不需要是包罗万象的未来
+vision it's just like we won't I know what you do quickly like get to
+愿景就像我们不会一样我很快就知道你在做什么
+the next step what's while getting all of the legal taken care of to protect
+下一步是什么，同时采取所有法律措施来保护
+from liability so Ethan the first question I would ask you before you even
+免于承担责任，所以伊森，我会在你之前问你的第一个问题
+think about this is have you studied every startup that has failed trying to
+想一想，你是否研究过每一个尝试失败的初创公司
+do this idea and do you understand why if not you are doomed to repeat their
+做这个想法，你明白为什么如果不明白，你注定会重复他们的做法吗？
+failure so you can start by looking in the YC database we have funded this so I
+失败，所以你可以先查看我们资助的 YC 数据库，所以我
+really think that the real number one questions do you understand something
+真的认为真正的第一个问题是你理解什么吗
+that everyone else doesn't know about this space the other thing that I think
+其他人都不知道这个空间 我认为的另一件事
+
+00:18
+00:18
+is tricky is that like the population that has the most problem with their
+棘手的是，就像那些最有问题的人群一样
+cars tends to also be in a population that is extremely price sensitive about
+汽车往往也属于对价格极其敏感的人群
+fixing their cars and so make sure that you have some insight on how you can be
+修理他们的汽车，因此请确保您对如何能够做到有所了解
+offering the cheapest option because if you're if you're the kind of issue here
+提供最便宜的选择，因为如果你是这里的问题
+is a lot of people like to go with luxury and high price first but the
+很多人喜欢先选择奢华和高价，但
+problem is like you're solving like car braking which is way less common if I
+问题就像你正在解决汽车制动这样的问题，如果我
+bought it a year ago and so make sure that you're actually letting this up so
+一年前买了它，所以请确保你真的放弃了它，这样
+you actually have a product that can have demand oh yes we've seen in other
+你实际上有一个可以有需求的产品哦，是的，我们在其他地方看到过
+countries as well yes say in terms of the liability question like you got to
+国家也是如此，就责任问题而言，就像您必须说的那样
+be you got to be extremely careful especially when you're dealing with like
+你必须非常小心，尤其是当你处理类似的事情时
+large expensive items that people care about the way that I like to think about
+人们以我喜欢的方式关心的大型昂贵物品
+this is you know trust your gut you're usually not going to make you're usually
+这是你知道的，相信你的直觉，你通常不会这么做
+
+00:19
+00:19
+not going to try to put yourself in a position where you're taking too much
+不会试图让自己处于承受太多的境地
+risk naturally so like listen listen to listen to yourself and listen to other
+自然而然地冒险，比如听听听听自己的声音和听听别人的声音
+people when they when they when they kind of bring up problems that you that
+人们当他们提出你认为的问题时
+they think you might encounter alright okay this one's okay can you pronounce
+他们认为你可能会遇到 好吧 好吧 这个好吧 你能发音吗
+that one no are we doing high-five or this Oh being being stopped gonna stop
+那个，不，我们是在高五，还是这个哦，被阻止了，要停止了
+Louis Louis okay Louis we're a been a stop we build a home wellness service
+路易斯路易斯好吧路易斯我们已经停止了我们建立家庭健康服务
+and products marketplace for people's wellness objectives okay no idea I don't
+和针对人们健康目标的产品市场 好吧，不知道，我不知道
+really know what they do home wellness I think I'm like thinking
+真的知道他们做什么家庭健康我想我就像在想
+of home gym I'm telling you I don't even
+家庭健身房 我告诉你我什至不
+want to stretch my mind to try to figure out what emotions because it's so much
+想要拓展我的思维，试图找出什么情绪，因为它太多了
+jargon it is a unique name let's see let's see if the website has anything more
+行话这是一个独特的名字让我们看看网站是否还有更多内容
+
+00:20
+00:20
+didn't step Oh best app surfing this oh no is it be honest Dennis being a step
+没有迈出一步哦，最好的应用程序冲浪这个哦，不，说实话，丹尼斯迈出了一步
+ok services for your well-being at home what kind of services what kind of
+好的服务，让您在家安康 什么样的服务 什么样的服务
+service Quest Oh exercises meditation sports when you say like yeah like your
+服务 Quest Oh 练习冥想运动 当你说“像是的像你的”时
+description on your front page is much better than scription does so that okay
+首页上的描述比文字说明要好得多，所以没关系
+back to the question great should we launch our MVP for free or is
+回到这个问题，我们应该免费推出 MVP 还是
+it better to charge people let's be clear you have a service where you're
+最好向人们收费 让我们明确一下您所在的地方有一项服务
+actually like there is real cost meaning like your service is helping someone
+实际上就像有真正的成本意味着你的服务正在帮助某人
+exercise there is cost to sending someone to that place
+练习派人去那个地方是有成本的
+there's costs recruiting them there's a cost to their time in any situation
+招募他们是有成本的 在任何情况下他们都会付出时间成本
+where you actually have real cost you should be charging from day one in a
+如果您实际上有实际成本，则应该从第一天开始收费
+pure software play where you don't have any costs maybe consider something
+纯软件游戏，你没有任何成本也许可以考虑一些
+
+00:21
+00:21
+that's freemium but like you don't want to anchor like the number one thing with
+这是免费增值，但就像你不想像第一件事一样锚定
+these like marketplaces that are actually moving humans around is that if
+这些实际上正在推动人类流动的市场是，如果
+you can do a situation where you're providing a dollar with a value and
+你可以做这样一种情况：你提供一美元的价值，并且
+you're only getting 75 years that sets back you're gonna get a lot of demand
+你只有 75 年的时间，这会阻碍你会得到很多需求
+but you're gonna lose a lot of money and when you actually equalize the the
+但你会损失很多钱，当你真正平衡时
+demand in the price you'll lose a lot of customers especially for something like
+价格需求你会失去很多客户，尤其是像这样的东西
+this where it's an existing service that people are already buying from other
+这是人们已经从其他地方购买的现有服务
+vendors yeah so you kind of don't need to validate that like people want to
+供应商是的，所以你不需要像人们想要的那样验证这一点
+have yoga classes or people want to have dance classes what you want to validate
+上瑜伽课或者人们想要上舞蹈课你想验证什么
+is do they want to have them at their home like that's the that's the thing
+他们想把它们放在家里吗？就是这样
+that's kind of new and I think unique about this
+这有点新奇，我认为这是独一无二的
+so like definitely definitely charge for
+所以肯定要收费
+it yeah I think just charge a lot charge more than you might feel comfortable so
+是的，我认为收取的费用比你可能感觉舒服的多得多，所以
+you can identify the people are most desperate for it here's your crazy idea
+你可以找出最渴望它的人 这是你疯狂的想法
+charge more than the existing solutions because like when I think about it if
+比现有解决方案收费更高，因为就像当我想到如果
+I'm like I want to have a private yoga class that's expensive I would have to
+我想我想要上一个私人瑜伽课，但价格昂贵，我不得不这样做
+
+00:22
+00:22
+schlep out to go to the studio and I'm having it at home yeah I mean and that
+出去去录音室，我在家里做，是的，我的意思是
+would actually charging more it sounds a
+实际上会收取更多费用，听起来
+little bit weird but it would like force it would really force the question of
+有点奇怪，但它会喜欢强制它真的会强制这个问题
+like are you building something that people really want you would get an
+就像你正在建造人们真正想要的东西你会得到
+answer really quickly if you were charging more than like the neighborhood
+如果您的收费比附近的收费高，请快速回答
+yoga studio and people are still coming to you then you're really on to
+瑜伽馆，人们仍然来找你，那么你就真的开始了
+something if like you're constantly having to cut the price and like you
+如果你经常不得不降价并且喜欢你
+know run discounts and stuff like that like maybe they're only coming to you
+知道运行折扣和类似的东西，也许他们只会来找你
+because it's slightly cheaper than the alternative so there you go yeah okay
+因为它比其他选择稍微便宜一点，所以你就可以了，好吧
+now we're on to high five high five is a local news website that helps you get
+现在我们进入高五 高五是一个本地新闻网站，可以帮助您获得
+invited to activities based on topics you enjoy discussing we help people in
+受邀参加基于您喜欢讨论的主题的活动，我们帮助人们
+their 20s and 30s meet new friends with similar hobbies humor and lifestyle that
+他们的 20 多岁和 30 多岁结识了具有相似爱好、幽默和生活方式的新朋友
+sounds like two one-liners in one or three or three yeah so once again Vlad
+听起来像是一、三或三中的两句单行话，是的，弗拉德再次
+something that a lot of people have tried before is both local news and
+很多人以前尝试过的东西既是本地新闻，也是
+
+00:23
+00:23
+interest based social networks and dating and dating and meeting new people
+基于兴趣的社交网络和约会、约会和结识新朋友
+yeah so like make sure that you're studying those products and you have a
+是的，所以就像确保你正在研究这些产品并且你有一个
+strong opinion about why they suck it's gonna help you two reasons one it'll
+关于他们为什么糟糕的强烈意见这会对你有帮助，原因有二：一是
+help you figure out what to make is a good product and two a very common
+帮助您弄清楚要制作什么才是好产品以及两个非常常见的产品
+investor question if you ever want to raise money is like well what about this
+投资者的问题是，如果你想筹集资金，那么这个怎么样？
+everyone's always heard of like the other app that they funded they may have
+每个人都听说过他们资助的其他应用程序
+funded like five of them yeah and if your answer is like oh I don't know then
+资助了其中五个是的，如果你的答案是“哦，我不知道”
+instantly you lose credibility so make sure you're an expert on all of these
+您会立即失去信誉，因此请确保您是所有这些方面的专家
+various things my hunch here is that Vlad this might actually be a problem
+各种各样的事情我的预感是弗拉德这实际上可能是一个问题
+that you're solving for yourself which is great like maybe you just moved to a
+你正在自己解决这个问题，这很好，就像你刚刚搬到一个
+new city and like you're experiencing this exact problem so like or yeah or
+新城市，就像您遇到这个确切的问题一样，或者是的或者
+your friend has so like the way that I would start building an MVP is kind of
+你的朋友非常喜欢我开始构建 MVP 的方式
+like what we mentioned at the beginning it's taking what you already do on a
+就像我们在开始时提到的那样，它正在采取您已经在
+regular basis like maybe you go to meetups maybe you like read it for the
+定期，比如也许你去参加聚会，也许你喜欢阅读它
+
+00:24
+00:24
+subreddit event of that city and like think clearly about like what are you
+那个城市的 Reddit 子活动，想清楚你是谁
+doing today and what's the smallest thing that you could do that has an
+今天正在做的事情以及你能做的最小的事情是什么
+outsized impact like you want to you want to add the least amount of new kind
+巨大的影响就像你想要的你想要添加最少数量的新种类
+of like process to your weekly workflow that just has this like out sized large
+与您每周的工作流程类似的流程，只是有这样的超大尺寸
+impact yeah all right okay what do you do after you
+影响 是的 好吧 好吧 你之后做什么
+launch an MVP exciting okay next up we got a keys from small scope what are
+推出 MVP 令人兴奋，接下来我们从小范围内得到了一个关键是什么
+some steps to launch an MVP that found that what are some steps after launch of
+启动 MVP 的一些步骤发现启动后有哪些步骤
+an MVP that fence founders should follow in the video there are some examples of
+视频中围栏创始人应该遵循的 MVP 有一些例子
+successful companies MVPs however there's no discussion at all on how they
+成功公司的 MVP，但是根本没有讨论他们如何
+iterated what they learned why they narrowed it down to those features so
+迭代了他们所学到的知识，为什么他们将范围缩小到这些功能，以便
+Peter from segment Donahoe actually had a talk at yce
+多纳霍片段的彼得实际上在 yce 做了一次演讲
+this week on this subject which i think is really interesting so we started with
+本周关于这个我认为非常有趣的主题，所以我们从
+
+00:25
+00:25
+like this depressing fact most startups are in the process of dying and that's
+就像这个令人沮丧的事实一样，大多数初创公司都处于消亡的过程中，那就是
+offense in fact one and depressing fact two is that most startups have convinced
+第一个冒犯和第二个令人沮丧的事实是，大多数初创公司都相信
+themselves that they're right on the verge of product market fit one of the
+他们自己认为他们正处于产品市场的边缘，符合其中之一
+fact they're actually in the process of dying so if you set that as the like
+事实上他们实际上正处于死亡的过程中所以如果你将其设置为类似
+environment that you live in one of the things he said that I thought was really
+你所生活的环境之一他说我认为真的
+helpful is take your MVP and be a skeptic have someone in your company be
+有用的是接受你的 MVP 并保持怀疑态度，让你公司中的某个人
+dyspeptic and basically ask the question is this providing any value to my users
+消化不良，基本上问的问题是这是否为我的用户提供任何价值
+and not like oh well you know if I built these 17 features than it would is my
+而不是像哦，你知道如果我构建了这 17 个功能，它就会比我的
+first MVP what the service that I could write people today is it providing any
+第一个 MVP 我今天可以写给人们的服务是什么？
+value to my users then if the answer is no go figure out who's in so much pain
+对我的用户有价值，那么如果答案是否定的，那就找出谁承受了如此大的痛苦
+around this problem that they would use your MVP and get them to use it and then
+围绕这个问题，他们会使用你的 MVP 并让他们使用它，然后
+ask that question again am i providing any value to those users it turns out
+再次问这个问题，我是否为这些用户提供了任何价值？
+
+00:26
+00:26
+that like it's too easy to go down a track where step one you're not
+就好像很容易走上一条你不属于第一步的道路
+providing any value and just to make it so that iteration one you're providing
+提供任何价值并使其成为您提供的迭代之一
+no value iteration two you're writing no value iteration three of writing value
+您正在编写的无值迭代二 无编写值的值迭代三
+if your product if your problem you're solving is severe enough there should be
+如果你的产品 如果你要解决的问题足够严重 应该有
+some over people who are willing to use a really bad product to help solve it
+有些人愿意使用非常糟糕的产品来帮助解决问题
+and so go find them that's where I think the best folks that
+所以去找他们吧，我认为那里是最好的人
+do MVPs and go and what they do is they literally take what they have to
+获得 MVP 后就离开，他们所做的就是真正接受他们必须做的事情
+and they talked to different groups of users and they begin to kind of instead
+他们与不同的用户群体进行了交谈，然后他们开始
+of iterating on the product like building more features they actually
+迭代产品，比如构建更多的功能
+iterate on the market yeah so they'll find like I mean it's it's always a
+在市场上迭代是的，所以他们会发现就像我的意思是它总是一个
+great example but the superhuman the super hold the founder of superhuman
+伟大的例子，但超人 超人 超人的创始人
+board a great blog post on how you iterate towards product market fit and
+发表一篇精彩的博客文章，介绍如何迭代产品市场契合度以及
+one of the things that he talks about is looking at like the demographics within
+他谈到的一件事是关注内部的人口统计数据
+
+00:27
+00:27
+the first hundred users and he realized that like founders sales people were
+前一百名用户，他意识到，就像创���人的销售人员一样
+really like really taking advantage of the basic features that super human had
+真的很喜欢利用超人的基本特征
+and then like product managers and some of the people who didn't like deal with
+然后像产品经理和一些不喜欢打交道的人
+email on the same volume just like did not get value and stopped like using it
+同一卷的电子邮件就像没有获得价值并停止使用它一样
+another test to kind of your point of like do people benefit from this very
+另一项测试是为了检验你的观点，人们是否能从中受益
+first version one like kind of crazy out there test that I sometimes seen people
+第一个版本就像是一种疯狂的测试，我有时会看到人们
+run is they kind of they turn off their product and they see how complaints like
+运行是他们关闭他们的产品，他们看到投诉是如何的
+you don't really have to do this but you could kind of figure out ways to
+你实际上不必这样做，但你可以想办法
+simulate this so for example if you had an outage if your servers went down like
+模拟这个，例如，如果您的服务器出现故障，则发生中断
+last week look back at your email logs to see like did anyone care did anyone
+上周回顾一下你的电子邮件日志，看看是否有人关心有人关心吗？
+care so you might already have run this experiment by accident at some point
+小心，这样你可能已经在某个时候意外地运行了这个实验
+it's a perfect example of doing something doesn't scale like a big
+这是一个完美的例子，说明做一些规模不大的事情
+
+
+
+00:28
+00:28
+from yeah like I mean it Twitter did to but like a small start-up but something
+是的，就像我的意思是 Twitter 所做的那样，但就像一家小型初创公司，但有些东西
+you totally can do and if you think about the environment is like the
+你完全可以做到，如果你考虑一下环境就像
+greatest percentage chance of what I'm doing is death then you should be
+我正在做的事情的最大概率是死亡，那么你应该是
+willing to experiment with extreme things fairly with death yeah that's weird
+愿意用死亡来公平地尝试极端的事情是的，这很奇怪
+alright that's next I do remember a lot of failed wills funds whatever else and
+好吧，接下来我确实记得很多失败的遗嘱基金，不管怎样，
+I always complained like whenever reddit would go down I would complain to my
+我总是抱怨每当 Reddit 宕机时我就会向我的朋友抱怨
+friends when we were trying to like oh yeah router where I would text Eve it
+朋友们，当我们试图喜欢“哦耶”路由器时，我会在其中给夏娃发短信
+would be funny I'd be like Steve your website's down I'm sure I'm the first
+会很有趣，我会像史蒂夫一样，你的网站瘫痪了，我确信我是第一个
+person who's telling you like that's a massive sign that you're
+一个人这样告诉你，这是一个很大的迹象，表明你是
+onto something if like people can't live without your website like five minutes
+如果人们没有你的网站就无法生活，比如五分钟
+yep got something yeah next up from posh wha-at local be my
+是的，接下来有一些事情是从时髦的那里得到的，在当地是我的
+company's our website for shopping from home base and small businesses around us
+公司是我们从家庭基地和我们周围的小型企业购物的网站
+after evaluating what I do I've realized that I have a small I have I have users
+在评估我所做的事情之后，我意识到我有一个小我有我有用户
+interaction that we do not have product market fit now the question is should I
+我们现在没有适合市场的产品互动，问题是我应该
+continue working on this especially since margins are thin or should I quit
+继续努力，特别是因为利润微薄，或者我应该退出
+
+00:29
+00:29
+this and beginning in and search for market product market fit you know I
+这并开始寻找市场产品市场适合你知道我
+think this is always the hardest question to answer because I see
+认为这始终是最难回答的问题，因为我看到
+problems on both sides there's a set of founders who if they don't succeed
+双方都有问题 如果创始人不成功的话
+immediately their mental model is that their company's a failure but then
+他们的心理模型立刻就认为他们的公司失败了，但随后
+there's also a set of founders who even after learning two years worth of
+还有一些创始人即使在学习了两年之后
+horrible facts they still like will not acknowledge that it's not working I
+他们仍然喜欢的可怕事实不会承认这不起作用
+think the best strategy for this the one that's easiest to execute is to
+认为最好的策略是最容易执行的策略
+time-bound it so what I would say is like hey we're gonna try everything as
+有时间限制所以我想说的是嘿我们要尝试一切
+hard as possible to make this work for this period of time probably no less
+在这段时间里尽可能努力地完成这项工作可能同样困难
+than six months and if we haven't figured it out then then we're gonna be
+超过六个月，如果我们还没有弄清楚，那么我们就会
+open ourselves up to pivoting I find it's easier to time bandit because like
+让我们自己敞开心扉，我发现计时强盗更容易，因为就像
+you can it's easier to be intellectually honest with yourself about like have I
+你可以更容易在理智上对自己诚实，就像我一样
+worked on this really hard for six months versus three versus have I tried
+我在这个问题上花了六个月的时间，而我尝试过三个月
+
+00:30
+00:30
+all of my ideas like that's a look at they're running out of ideas then yeah
+我所有的想法就像这样，看看他们的想法已经用完了，是的
+yeah like you like ideas they're kind of thing it's it's it's easy to trick
+是的，就像你喜欢的想法一样，它们是一种很容易被欺骗的东西
+yourself that you've tried all of your ideas it's not easy to trick yourself
+你自己已经尝试了所有的想法，欺骗自己并不容易
+have I been working on this for six months so some strategies that you can
+我已经为此工作了六个月了，所以您可以采取一些策略
+use during that six months are like put all the ideas that you still have up on
+这六个月的使用就像把你仍然有的所有想法都放在上面
+a whiteboard and like pick the top one and spend a week working really hard on
+一块白板，比如选择最上面的一个，然后花一周的时间努力工作
+that because it's possible that like you've been going through this for you
+因为有可能就像你已经经历过这一切一样
+know a couple months or a year and you've gotten into this into this setup
+知道几个月或一年，你就已经进入这个设置了
+where you think you've you know tried everything or you're not sure like about
+你认为你已经尝试过一切或者你不确定的地方
+a specific question that you might have like am I going after a demographic am i
+您可能会问一个具体的问题，比如我是在追求人口统计吗？
+and I use it do I have the right stores or small businesses on my platform and
+我使用它 我的平台上是否有合适的商店或小型企业并且
+you could test it you say like actually we don't have product
+你可以测试一下，你说实际上我们没有产品
+market fit the founder of TaskRabbit was just speaking last night and she was
+市场契合 TaskRabbit 的创始人昨晚刚刚发表讲话，她
+talking about how like different that first every single everything like
+谈论如何不同，首先每件事都像
+TaskRabbit you could just do anything yeah but then they started realizing
+TaskRabbit 你可以做任何事，是的，但后来他们开始意识到
+
+00:31
+00:31
+that like some people who really just wanted idea furniture set up and so one
+就像有些人真的只是想要一套创意家具等等
+of the things that she said that she was looking back and she was like I wish we
+她说的那些话，她回首往事，她就像我希望我们
+tried this at the beginning was saying what if we just made like a landing page
+一开始尝试过这个是说如果我们只是制作一个登陆页面会怎样
+that was just like get your IKEA furniture set up and so I could imagine
+这就像安装你的宜家家具一样，所以我可以想象
+something like this really like forcing that issue and the cool thing about that
+像这样的事情真的就像强迫这个问题以及这很酷的事情
+is you can do that in a week yeah like you already have built all the framework
+你可以在一周内完成吗 是的，就像你已经构建了所有框架一样
+for it you could spin up a landing page that's like I wanted my hypothesis is
+为此，你可以启动一个登陆页面，就像我想要的那样，我的假设是
+that people really want to buy you know baby stuff on like a really short term
+人们真的很想在短期内购买你知道的婴儿用品
+basis because they can't run out and get it so I'm gonna use my existing website
+基础，因为他们无法跑出去并获得它，所以我将使用我现有的网站
+and the existing like whole thing that I've built and just test that one
+和我构建的现有的整个东西一样，只是测试它
+demographic with one use case and then when to like when to quit
+具有一种用例的人口统计数据，然后什么时候喜欢什么时候退出
+insert start the search over again what did Peter say about that because he did
+插入重新开始搜索彼得对此说了些什么，因为他做了
+like they certainly I think Peter said that like if you can convince the critic
+就像他们当然一样，我认为彼得说过，如果你能说服批评家
+in the company but basically he was like identify a critic in the company
+在公司里，但基本上他就像是在公司里找出一个批评者
+
+00:32
+00:32
+identify a sign that would either that would even convince the critic that
+找出一个标志，甚至可以让批评者相信
+there's something here if you can't hit that sign within a period of time you
+如果您在一段时间内无法击中该标志，则表示存在某种情况
+should move so like don't trust the faith of the optimist like try to assume
+应该采取行动，就像不要相信乐观主义者的信念一样，尝试假设
+the pessimist role and like try to come up with an objective measure of like
+悲观主义者的角色和类似尝试提出类似的客观衡量标准
+yeah next person would be like holy yeah yeah even the skeptic would be like
+是的，下一个人会像神圣的，是的，即使是怀疑论者也会像
+yeah okay I guess we have to work on this like that's what you're looking for
+是的，好吧，我想我们必须努力解决这个问题，就像你正在寻找的那样
+and like for him he tells a story segment which is really cool which was
+就像他一样，他讲了一个非常酷的故事片段
+that the idea of segments he didn't believe in and his co-founder did and
+他不相信他的联合创始人相信的细分市场的想法
+his test was like well okay put it on Hacker News let's see what like
+他的测试结果很好，可以把它放在黑客新闻上让我们看看怎么样
+engineers think and he thought it was like it was just gonna not get any up
+工程师认为，他认为这就像它不会起床一样
+votes and move on to the next topic and the next day it's from an age of hacker
+投票并转到下一个主题，第二天是黑客时代
+news and he was like oh crap like even as a skeptic I must acknowledge that like
+新闻，他就像哦废话一样，即使作为一个怀疑论者我必须承认，就像
+is way more demand for this than ever thought like that is a good yeah a good
+对这个的需求比想象中要多得多，这是一个很好的事情，是的一个很好的事情
+
+00:33
+00:33
+mental framework you have to get yourself out of tricking yourself that
+你必须让自己摆脱欺骗自己的心理框架
+that it's working when it's not next up crystal at site full along our journey
+当我们的旅程中没有下一个水晶时，它正在工作
+we've done surveys interviews and had many conversations with users once the
+我们进行了调查采访，并与用户进行了多次对话
+MVP is live and we invite users to use and test our tool what are the top
+MVP 已上线，我们邀请用户使用和测试我们的工具，其中最重要的是什么
+methods you recommend for capturing and measuring feedback I often think that
+您推荐的用于捕获和衡量反馈的方法我经常认为
+startups try to scale this effort way too fast the things that I've seen work
+初创公司试图以太快的速度扩展这项工作，而我所见过的行之有效的方法
+really well are you call the users yourself personally you invite the users
+你亲自打电话给用户，邀请用户，真的很好吗？
+to your office you host a dinner for your users you put your initial users in
+在您的办公室为您的用户举办晚宴您将最初的用户放入其中
+a whatsapp group that you can all talk with together but like things that
+一个 Whatsapp 群组，大家可以一起聊天，但喜欢的事物
+absolutely don't scale another famous one was Airbnb where customer service
+绝对不要规模化另一个著名的是Airbnb，那里的客户服务
+was one of the co-founders Joe's cellphone number like this is the
+是联合创始人之一乔的手机号码，就像这样
+perfect area we're like you want there to be so much information flow from the
+完美的区域，我们就像您希望的那样，有如此多的信息流
+customers to you that like you have to do things that don't scale you shouldn't
+客户告诉你，你必须做一些你不应该做的事情
+
+00:34
+00:34
+be thinking about oh how do I get my like ideal intercom setup and my Zen
+正在思考哦，我如何获得理想的对讲机设置和我的 Zen
+desk set up in the other days you do not need that stuff but let me unpack
+桌子在其他日子里设置，你不需要那些东西，但让我打开包装
+something there because it's easy to overlook I think why we talk about do
+那里有一些东西，因为它很容易被忽视，我想我们为什么要谈论做
+things that don't scale the the reason in this case is actually you don't know
+无法扩展的事情在这种情况下的原因实际上是你不知道
+the questions to ask yet and so you want a really high bandwidth a really wide
+尚未提出的问题，因此您需要非常高的带宽和非常宽的带宽
+broad way of collecting feedback because you don't know the questions that you
+收集反馈的广泛方式，因为您不知道您要解决的问题
+want to ask it and so by having this like open-ended like the example there
+想要问它，所以通过像那里的例子一样开放式
+may be very cool because they're literally just like talking like
+可能很酷，因为他们真的就像在说话一���
+actually talking to users that have problems so you could ask questions like
+实际上与有问题的用户交谈，这样你就可以提出这样的问题
+when they when they phone up and say like hey like take him to my Airbnb you
+当他们打电话说“嘿，带他去我的爱彼迎”时，你
+solve that and then while they're on the
+解决这个问题然后当他们在
+phone you say like oh by the way how did
+电话你说，哦，顺便说一句，怎么样
+you find us how's your experience so far
+您找到我们了，到目前为止您的体验如何
+like your friends you like you basically can you basically can like pack the
+喜欢你的朋友你喜欢你基本上可以你基本上可以喜欢打包
+system and instead of having to create like the perfect survey the perfect you
+系统，而不必像完美的调查那样创建完美的您
+just like talk my recommendation is to write that all down and maybe on like a
+就像谈话一样，我的建议是将所有内容写下来，也许可以像写下来一样
+
+00:35
+00:35
+weekly basis get together with you and your co-founders kind of debrief about
+每周与您和您的联合创始人聚在一起进行汇报
+these conversations that you have because like some of the times like
+您进行的这些对话是因为像某些时候一样
+during office hours I really like talking to founders that
+在办公时间我真的很喜欢和创始人交谈
+have had these conversations and we just kind of just talked through I'm like
+我们已经进行了这些对话，我们只是简单地讨论了一下，我想
+tell me about like this users background like where do they work how do they and
+告诉我这个用户的背景，比如他们在哪里工作，他们是如何工作的
+and sometimes you can pull interesting insights out of this that can help you
+有时你可以从中得出有趣的见解，对你有帮助
+like tune and tweak your MVP to basically like kind of to the point that
+就像调整和调整你的 MVP 一样，基本上达到这样的程度：
+we were talking about before about these like experiments that you can run you
+我们之前讨论过这些类似的实验，你可以运行你
+could say like well actually like a lot of you know singles are using this tool
+可以这么说，实际上就像很多人都知道单身人士正在使用这个工具一样
+and I've talked to like three of them maybe we could like try something that
+我和他们中的三个人谈过也许我们可以尝试一些
+just goes after this demo yeah next up MVP as part of your startup
+只是关注这个演示，是的，下一个 MVP 作为您初创公司的一部分
+pitch well let's see what Spencer has to say from Spencer at carnuba work her
+投得好，让我们看看斯宾塞在卡努巴工作时对斯宾塞说了什么
+nuba the first online back office and field service management platform for
+nuba 第一个在线后台和现场服务管理平台
+
+00:36
+00:36
+independent car care professionals Wow that is a mouthful and you say mechanics
+独立汽车护理专业人士 哇，这太拗口了，你说的是机械师
+Detailers etc field service management platform is jargon that's something that
+细节人员等现场服务管理平台是行话
+probably they understand in a normal investor will not independent I'm
+也许他们明白，作为一个普通投资者，我不会独立
+imagining like awesome one-off mechanic yeah I don't know what's good like a
+想象像一个很棒的一次性机械师是的我不知道什么是好的
+nutburger professional is either okay here's what I think you do you write
+坚果汉堡专业人士要么可以，这就是我认为你写的
+software for mechanics shops and it helps them manage dinner there it like
+机械店的软件，它可以帮助他们在那里管理晚餐
+what places the paper with them yeah I'm still not totally alright so that's the
+是什么把纸和它们放在一起是的，我仍然不太好，所以这就是
+question our end goal is to build an online marketplace to connect car owners
+问题 我们的最终目标是建立一个在线市场来连接车主
+with local independent car care professionals and get it to go chain
+与当地独立汽车护理专业人士合作并使其进入连锁店
+says but our VP is the back-office a pure service management platform to
+说但我们的副总裁是后台一个纯粹的服务管理平台
+build up our supply side of the marketplace should we be pitching to our
+如果我们要向我们的产品推销的话，就要建立我们的市场供应方
+investors our end goals or what we're working on now classic question so
+投资者我们的最终目标或我们正在做什么现在是经典问题
+here's how I would probably structure the pitch step one what you're working
+这就是我可能会如何构建你正在做的第一步
+
+00:37
+00:37
+on now step two the traction step three the business model and then step four
+现在，第二步是牵引力，第三步是商业模式，然后是第四步
+division it's a lot easier to sell me if I know what the hell's going on and
+如果我知道到底发生了什么，那么卖给我就容易多了
+those first three now I kind of know okay this is what you're doing today I
+前三个现在我有点知道了，这就是你今天要做的事情
+have a base of knowledge so I can basically when you tell me the vision I
+有一定的知识基础，所以当你告诉我我的愿景时，我基本上可以
+have context enough to how where you are today connects with
+有足够的背景知识来了解你今天所处的位置如何与
+the vision if you just send me the vision I'm gonna be very confused that
+如果你把愿景发给我，我会很困惑
+you you know if you're saying this marketplace I'm imagining why don't you
+你知道，如果你说的是我想象中的这个市场，为什么你不呢？
+just build the marketplace today and then like Oh actually we're doing this
+今天就建立市场，然后就像哦，实际上我们正在这样做
+like b2b product now I'm just confused so Star Tours you're doing today then
+现在就像 b2b 产品一样，我只是很困惑，所以你今天正在做的 Star Tours
+talk about the vision here's here's another reason why I really like
+谈论这里的愿景这是我真正喜欢的另一个原因
+confounders do that is I can evaluate like I'm mostly at this early stage I'm
+混淆因素是我可以评估，就像我主要处于这个早期阶段一样
+mostly just trying to like understand you and like are you are you cool are
+大多数时候只是想了解你，比如你是吗，你很酷吗？
+you like you're smart have you have you figured out a pain point and by sharing
+你喜欢你很聪明，你有没有找到一个痛点并通过分享
+
+00:38
+00:38
+like what you're doing and some but if you just talk about this vision I have
+喜欢你正在做的事情，但如果你只是谈论这个愿景，我有
+no like metrics to evaluate you you you you know if you pitch you're short if
+没有类似的指标来评估你你你你知道如果你推销你是矮的
+you pitch your short-term goal I can say like what you're like is every part of
+你提出你的短期目标我可以说你喜欢的是每一个部分
+the way there's no way there if you pitch this like take over the world
+如果你像“占领世界”那样宣传的话，那是没有办法的
+vision you're like no winner yeah I just can't really differentiate like are you
+愿景你就像没有赢家是的，我只是无法像你一样区分
+a poser or you just like talking a big idea thing where are you actually
+一个装腔作势的人，或者你只是喜欢谈论一个伟大的想法，你实际上在哪里
+getting deliver on this oh no it's questions during 3 what we're gonna go
+得到交付这个哦不，这是问题 3 我们要去什么
+into some YouTube questions see how this goes autumn at jump dot IO asks says my
+进入一些 YouTube 问题，看看这在跳点 IO 的秋天如何进行，我说
+name is autumn and my business is a barter service that connects startup
+我的名字是秋天，我的业务是连接初创公司的易货服务
+entrepreneurs with one another ok bartering ok I thinking back the barter
+企业家彼此之间可以进行物物交换，好吧，我回想一下物物交换
+system once again no pictures yeah maybe like an Olympic
+系统再次没有图片是的，也许像奥运会
+training are they trading desks or the trading computers the trading service
+培训 是交易台还是交易计算机 是交易服务
+providers software's no idea in consideration of getting an MVP up as
+供应商软件不知道如何获得 MVP
+soon as possible what are the pros and cons of using white label services so
+尽快使用白标服务的优点和缺点是什么
+
+00:39
+00:39
+this is a good this really brings up kind of a classic thing so I would say I
+这是一件好事，这确实带来了一种经典的东西，所以我想说我
+would say a couple things to this point one if you're just trying to test any
+就这一点来说，如果您只是想测试任何一个，请说几件事
+demand at all and a white label service between like let you do that great but
+根本需求和白标服务之间就像让你做得很好但是
+I'd argue that like if you want to test any demand at all for this type of
+我认为如果你想测试这种类型的任何需求
+product probably like a Google sheet spreadsheet could do it too and so if
+像 Google Sheet 电子表格这样的产品也可以做到这一点，所以如果
+you're just looking to test is there any demand like go as simple as possible
+你只是想测试是否有任何需求，比如尽可能简单
+if you have seen demand and you're thinking to yourself ok I want to make
+如果你看到了需求并且你自己想，好吧我想做
+this a company if you want to make it a software company that can
+如果你想把它打造成一家软件公司，那么这家公司可以
+scale that can raise money it's a lot easier if you're building your own
+可以筹集资金的规模 如果你自��建造的话会容易得多
+software what's an exit vivec at fleet code I am
+软件 我是车队代码的退出 vivec 是什么
+asks says fleet Co provides a business assistant for transport and logistics
+询问说车队公司提供运输和物流业务助理
+companies which helps business owners to know how much their vehicles are making
+帮助企业主了解他们的车辆赚多少钱的公司
+and profit a profit and loss oh I don't know what a business assistant is is
+和盈利有盈有亏哦我不知道商务助理是什么
+
+00:40
+00:40
+that like it my consultant is it an analyst
+喜欢我的顾问是分析师吗
+it sounds like an Indian specific thing potentially so oftentimes like we you
+这听起来像是印度特有的东西，可能很多时候就像我们你们一样
+know are investing a lot in India right now and I think one of the things that
+我知道现在在印度进行了大量投资，我认为其中一件事是
+I'm learning is that there are certain different like just different facts in
+我了解到，存在某些不同之处，就像不同的事实一样
+the Indian market but as someone who lives in San Francisco I can't like
+印度市场，但作为住在旧金山的人，我不喜欢
+visualize that as much so some of the best Indian fakirs they actually like
+想象一下他们真正喜欢的一些最好的印度托钵僧
+spend maybe like a sentence or two bringing me up to speed on what's
+大概花一两句话让我了解最新情况
+happening in their market so that I could begin to like understand what that
+发生在他们的市场上，这样我就可以开始了解那是什么
+is it's question about pricing yeah and so the same answers we get before price
+这是关于定价的问题是的，所以我们在价格之前得到的答案相同
+expensively make it so that you have a high bar for delivering great value and
+成本高昂，这样您就有一个高标准来提供巨大的价值，并且
+that you have a good verification that the person has a lot of pain it's more
+你有充分的证据证明这个人有很多痛苦
+often that people price under price than over price so lean towards over pricing
+通常，人们定价低于价格而不是高于价格，因此倾向于定价过高
+
+00:41
+00:41
+again it forces it forces the issue see what else we got let's do this one okay
+它再次迫使它迫使这个问题看看我们还有什么让我们做这个好吧
+okay Deb food is an e-learning platform to help people learn software
+好吧 Deb food 是一个帮助人们学习软件的电子学习平台
+development okay we've already launched our MVP it's basically a publication
+开发 好的，我们已经推出了 MVP，它基本上是一个出版物
+text plus YouTube we get about a thousand users on our channel monthly
+文本加上 YouTube，我们的频道每月约有 1000 位用户
+shall we focus on building new features and innovations or should we go after
+我们应该专注于构建新功能和创新，还是应该追求
+currently implement a little revenue sources like subscription court oh ok so
+目前正在实施一些收入来源，例如订阅法庭，哦，好的，所以
+should we start charging for things that we're already offering or should we
+我们应该开始对我们已经提供的东西收费还是应该
+build new free features this is a tricky one because it really goes to like what
+构建新的免费功能这是一个棘手的问题，因为它真的会喜欢什么
+your current situation is aka do you need money right look how big of a
+你目前的情况就是你需要钱吗？看看有多大
+startup you're looking to build if you're looking at with a lifestyle
+如果您正在寻找一种生活方式，那么您正在寻找一家初创公司
+business then like I would definitely charge right now
+那么业务就像我现在肯定会收费
+and kind of what your vision of what the
+以及你的愿景是什么
+product should be and so like this one's hard to answer just straight away if
+产品应该是这样的，如果这样的话，很难立即回答
+you're thinking oh I don't need this to be a venture scale business I want it to
+你在想哦，我不需要这成为一家风险规模的企业，我希望它成为一家
+be something I can do with all my time so it needs to make money so I can quit
+是我可以用我所有的时间做的事情，所以它需要赚钱，这样我才能退出
+my job then charge great if you're thinking like oh I'm looking to build a
+如果你想，哦，我想建立一个
+
+00:42
+00:42
+free product for teaching people to learn the software development because I
+用于教人们学习软件开发的免费产品，因为我
+want to monetize it in this other way then I'm not so sure and then in terms
+想要以其他方式货币化，那么我不太确定，然后就条款而言
+of building new features like that's a question for your users like what
+构建这样的新功能对你的用户来说是一个问题，比如什么
+what do your users want what are they how are they frustrated with your
+您的用户想要什么 他们对您的产品有何不满
+product today I mean you're also looking at engagement like our people coming
+今天的产品我的意思是您也在关注参与度，就像我们的员工一样
+back and using your service on a regular basis we often get questions like this
+定期回来并使用您的服务，我们经常收到这样的问题
+that basically asked us for product insights when we're not the customer and
+当我们不是客户时，这基本上要求我们提供产品见解
+like be very careful about asking any startup person who's not your customer
+就像询问任何不是你的客户的初创公司人员时要非常小心
+for for customer insight because they won't have them it's a great point yeah
+对于客户洞察力，因为他们不会拥有它们，这是一个很好的点是的
+and but they'll offer them they will yes
+但他们会提供他们会的
+yeah a bunch of recommendations that are based on ok now we're actually we're
+是的，一堆基于好的建议，现在我们实际上是
+gonna get ready to the YouTube comments oh here's a good one how do you deal
+准备好观看 YouTube 评论哦，这是一个很好的评论，你觉得怎么样
+
+00:43
+00:43
+with co-founders conflict with regards to company direction so that's never
+与联合创始人在公司方向上存在冲突，因此永远不会
+yeah I think that step one is to have the conversation in a respectful way I
+是的，我认为第一步是以尊重的方式进行对话，我
+think oftentimes what happens is that people avoid this conversation until it
+人们常常想，发生的事情是人们会避免这种对话，直到它发生为止。
+becomes so problematic that it causes a founder breakup and in the early days
+问题变得如此严重，以至于导致创始人分手，并且在早期
+just people being heard and conflict being heard actually helps to spell it
+只有人们被倾听和冲突被倾听实际上有助于拼写它
+so that would be my first step I think step two is we talked about kind of time
+所以这将是我的第一步，我想第二步是我们讨论了一些时间
+bounding and dealing with the sceptics let's say that your co-founder becomes a
+限制和应对怀疑论者 假设你的联合创始人成为
+skeptic ask him ok what's the test that would prove that the direction we're
+怀疑论者问他好吧，有什么测试可以证明我们的方向
+going in right now is a good one and what is the time period that we can all
+现在就进去是个好主意，我们可以在什么时间段内进行
+agree with to go after that and then BAM we're running an experiment now if we
+同意继续，然后砰的一声，我们现在正在进行一个实验，如果我们
+don't make it we'll switch if we do well
+不成功的话，如果我们做得好，我们就会换
+you'll change your mind much is your way to what once you're having a
+你会改变你的想法，这很大程度上是你的方式，一旦你有一个
+conversation and kind of structure that way as opposed to like you have to
+对话和结构是这样的，而不是像你必须的那样
+
+00:44
+00:44
+listen to me because I'm the product guy or I'm the CEO that that really works
+听我说，因为我是真正有效的产品人员或首席执行官
+well you give this piece of advice at the beginning of YC that I really like
+好吧，你在 YC 开始时给出的这条建议我非常喜欢
+which is to get all the co-founders together in a room and plan the week or
+就是让所有联合创始人聚集在一个房间里，制定一周或一周的计划
+two to plan your two-week sprint and then to ask everyone to put their ideas
+两个人计划你的两周冲刺，然后要求每个人提出他们的想法
+let's on the white board all ideas go up there like you don't you don't start
+让我们在白板上所有的想法都在那里，就像你不开始一样
+like deleting ideas at this point and then you like once the ideas are up then
+就像此时删除想法，然后一旦想法出现，你就会喜欢
+you prioritize I think too often especially like developers we're already
+你优先考虑我经常想特别是像我们已经是的开发人员
+internalizing like how difficult things are gonna be to build yeah when we might
+内化就像建造东西会有多困难是的，当我们可能的时候
+not have understood like the potential benefit from building this and it's
+还没有理解建造这个的潜在好处，它是
+always a trade-off so like go broad think think of what think of like
+总是需要权衡，所以就像广泛思考思考什么思考一样
+entertain the idea of what you can build
+考虑你可以建造什么
+and then filter it then and kind of like prioritize the list rather than just
+然后对其进行过滤，有点像对列表进行优先级排序，而不仅仅是
+like preemptively shooting down ideas yeah brainstorms turn into shooting down
+就像先发制人地否决想法是的，头脑风暴变成了否决
+
+00:45
+00:45
+ideas so fast yeah oh god that's more pricing questions hard tech
+想法如此之快，是的，上帝，这是更多的定价问题硬技术
+cuz at the bottom of the list no I'm just looking through to see which one
+因为在列表的底部 不 我只是想看看是哪一个
+okay they're not I was like okay here we go
+好吧，他们不是，我当时想，好吧，我们走吧
+Elias asks how should I talk to my first b2b customers to let them know that I
+Elias 问我应该如何与我的第一批 B2B 客户交谈，让他们知道我
+want them to sell but also that they are part of like a beta test so this is a
+希望它们出售，但也希望它们是 Beta 测试的一部分，所以这是一个
+fun one I always think and a lot of times
+我总是觉得很有趣，而且很多次
+founders ask these questions where it's basically like the answer is just to be
+创始人提出这些问题，基本上答案就是这样
+honest right like or the answer is you can just ask right and this comes up
+诚实正确的喜欢或者答案是你可以直接问正确的问题就会出现
+with investment car investor conversations and customer conversations
+与投资汽车投资者对话和客户对话
+right you're looking for early customer who is excited by the opportunity to
+是的，您正在寻找对有机会感到兴奋的早期客户
+work really closely with the founder be able to give feedback quickly to be able
+与创始人密切合作 能够快速提供反馈
+to get changes fit quickly and it's not intimidated by something that's actually
+快速适应变化，并且不会被实际情况吓倒
+a feature yeah but a lot of customers that's like they would pay more for that
+是的，但很多客户愿意为此支付更多费用
+yeah and so you're looking for that customer so be upfront about it and it's
+是的，所以你正在寻找那个客户，所以要坦率地说，这是
+same thing with an investor really like a lot of times we get asks a question
+与投资者同样的事情真的很像很多次我们被问到的问题
+
+00:46
+00:46
+like what did the investor mean by this or what stage of the process in my--in
+就像投资者的意思是什么或者我的流程的哪个阶段
+and the answer is like just ask the investor I think like it actually shows
+答案就像问投资者一样，我认为这实际上表明了
+a level of sophistication to ask the question when you don't know as opposed
+当你不知道时提出问题的复杂程度
+to just kind of like not as if you do know and not and then leave without any
+只是有点像不知道，好像你不知道，然后什么也不知道地离开
+insights and the failure mode here is if
+见解和失败模式是如果
+you don't bring this up now and you just like present yourself as this big
+你现在不提这个了，你只是喜欢把自己表现得这么大
+enterprise software company like they're gonna be disappointed you're gonna be
+企业软件公司就像他们会让你失望的那样
+disappointed like everyone's gonna have a not fun time so spin it in a positive
+很失望，因为每个人都会度过一段不愉快的时光，所以要积极地看待它
+yeah like it's it's again you might even
+是的，就像它又来了，你甚至可能
+close the deal because you bring this up
+因为您提出了这个问题，所以达成了交易
+maybe don't call it a beta test just say like I'm gonna work extremely closely
+也许不要称其为 Beta 测试，只是说我会非常密切地工作
+with you to make this a success like I'm gonna I'll be awake 24/7 making this
+和你一起让这件事取得成功，就像我会一样，我会 24/7 保持清醒做这件事
+work because you will be awake 24/7 all right what else here we go
+工作，因为你会 24/7 都醒着，好吧，我们还能做什么
+Oscar says we're blue a platform where housewives resell products from
+奥斯卡说我们是一个家庭主妇转售产品的平台
+
+00:47
+00:47
+suppliers using whatsapp it's like me show for let him get that should we give
+使用 Whatsapp 的供应商就像我展示的那样，让他得到我们应该给予的东西
+incentives to our housewives to trust us like uber did at the beginning
+激励我们的家庭主妇像 Uber 最初那样信任我们
+so um interestingly enough this is a common thing that happens where a
+所以嗯，有趣的是，这是一个常见的事情，发生在
+start-up thinks they know what happened at the beginning of a company and
+初创公司认为他们知道公司成立之初发生了什么
+sometimes they don't so in the extreme beginning of uber what we're so
+有时候，在 Uber 的最开始阶段，他们并不像我们这样
+interesting was that it launched in San Francisco and it launched as uber black
+有趣的是，它在旧金山推出，并以 uber black 的名字推出
+which is really expensive product actually it wasn't well subsidized and
+这是非常昂贵的产品，实际上它没有得到很好的补贴，
+the real value is that it was impossible get a taxi in San Francisco absolutely
+真正的价值在于，在旧金山绝对不可能打到出租车
+impossible so they didn't have to incentivize people to use the first
+不可能，所以他们不必激励人们使用第一个
+version very much because like the alternative was like you couldn't move
+非常喜欢这个版本，因为替代方案就像你无法移动
+around the city at all now as they expand to new markets and they figured
+随着他们向新市场扩张，他们现在已经在整个城市周围了，他们认为
+out how marketing worked and they figured out that like they could
+了解营销是如何运作的，他们发现他们可以
+accelerate penetrating into a new city if they gave away rewards that was all
+如果他们赠送奖励，就可以加速渗透到一个新城市
+
+00:48
+00:48
+stuff they did later much like yes we don't copy what you think someone did in
+他们后来所做的事情就像是的，我们不会复制你认为某人所做的事情
+the beginning when actually that wasn't what they did in the beginning in the
+实际上这并不是他们一开始所做的
+beginning they solved like a really hilarious pain point and if uber had
+一开始他们解决了一个非常搞笑的痛点，如果 Uber 有的话
+launched in New York City it wouldn't have worked because like yeah did not
+在纽约市推出它不会起作用，因为就像是的那样没有
+exist in New York City the pain was so great great in San Francisco that
+存在于纽约市，而旧金山的痛苦是如此之大，以至于
+everyone was willing to use uber black like they turned a lot of it such a
+每个人都愿意使用超级黑，就像他们把很多它变成这样
+money so they did the exact thing that  in charge way too much and they
+钱，所以他们做了同样的事情，收费太多了，他们
+found like a very specific pain point that like certain very wealthy people
+发现像某些非常富有的人一样非常具体的痛点
+had I remember the first time I got an overt that was yeah it was good I felt
+我记得我第一次公开的时候是的，我感觉很好
+like for like a king they had a limo in their first initial fleet and every once
+就像国王一样，他们在第一批最初的车队中拥有一辆豪华轿车，并且每一次
+in a while you recall uber and like a stretch limo would come and pick you up
+过一会儿你就会想起优步，就像一辆加长豪华轿车会过来接你
+yeah like two people it was crazy they charged you for charge extra for the
+是的，就像两个人一样，他们向你收取额外费用，这太疯狂了
+excellent idea but it was expensive okay okay this is this is a really important
+好主意，但价格昂贵，好吧，这是一个非常重要的事情
+escort the next question Ashly asks if we're gonna be if we're if we're
+护送下一个问题 Ashly 问我们是否会 如果我们是 如果我们
+
+00:49
+00:49
+starting a technology service that has never been done before is it important
+开始一项以前从未做过的技术服务重要吗
+to get it patented before we release the
+在我们发布之前获得专利
+MVP and I have I have some ideas on this but I want to hear only you your I
+MVP 和我对此有一些想法，但我只想听听你的意见
+usually abstain far away from my PMS it's a buyout company but you have more
+通常远离我的 PMS 这是一家收购公司，但你有更多
+experience than idea so this is such like like I I started my company
+经验胜于想法所以这就像我创办了我的公司
+and you know a small town in Ontario just outside of Toronto like I was not
+你知道安大略省多伦多郊外的一个小镇，就像我不知道的那样
+in the thick of startup world and I'm trying to think back to like how many
+在创业的世界里，我试图回想有多少
+people told me to patent that yeah this is like one of those things that people
+人们告诉我要申请专利，是的，这就像人们所做的事情之一
+who are not in the startup world think is a critical piece of starting a
+那些不在创业界的人认为这是创业的关键部分
+business because they may have heard of like someone else who got screwed out of
+生意，因为他们可能听说过像其他被搞砸的人一样
+their idea or something like that but if you're starting a startup which is kind
+他们的想法或类似的东西，但如果你正在创办一家初创公司，那就太好了
+of defined as a technology company that's designed to grow rapidly then the
+的定义是一家旨在快速发展的科技公司
+the number one thing that you need to do is find something that people want and
+你需要做的第一件事就是找到人们想要的东西
+sell it to them and then iterate and grow patents are not a critical step
+把它卖给他们，然后迭代和增加专利并不是关键的一步
+
+00:50
+00:50
+necessarily in this path in fact a lot of times like I had a conversation with
+事实上，很多时候，就像我和他交谈过一样，一定会走这条路
+a founder NYC and they were talking about how they needed to get their stuff
+纽约的一位创始人，他们正在谈论如何获得他们的东西
+patented before they launched as a YC company and we just I didn't dismiss it
+在他们作为 YC 公司成立之前就申请了专利，我们只是我并没有否认它
+outright because there's always edge cases where it could be could be
+彻底，因为总是存在可能的边缘情况
+critical but we talk through like what are the benefits that you're like then
+很重要，但我们会讨论您喜欢的好处是什么
+you expect to come from this patent and most of them are for like circumstances
+您期望从该专利中获得，并且大多数都是针对类似情况
+that are after you've already hit product market fit they're like
+在你已经找到适合市场的产品之后，他们就像
+projecting problems that they will have in the future there are a multitude of
+预测他们将来会遇到的问题有很多
+problems that you may have you need to keep focused on the problems like you
+您可能遇到的问题 您需要继续关注像您这样的问题
+actually have which is you have no users you have no product and you have no
+实际上有，就是你没有用户，你没有产品，你没有
+revenue you solve those ones you will have the pleasure of like running into
+您解决那些您将有幸遇到的收入
+patent stuff later in the future should we do one more yeah we get a little more
+将来晚些时候我们应该再做一个专利吗 是的，我们会多做一点
+last one where you talk about design there's one of our platform risk where
+最后一个你谈论设计的地方是我们的平台风险之一
+
+00:51
+00:51
+is that one this girl daddy was the YouTube platform risk alarm there it is
+是这个女孩爸爸是 YouTube 平台风险警报中的一个吗？
+okay Rahmi asks we have a project that solves a very critical and wide pain
+好的，拉赫米问我们有一个项目可以解决一个非常关键和广泛的痛苦
+point but it totally depends on youtube so if YouTube decides to block it well
+一点，但这完全取决于 YouTube，所以如果 YouTube 决定很好地阻止它
+but we we will be out of business is it a good risk it doesn't this risk we
+但我们会倒闭 这是一个很好的风险 这不是我们的风险
+render the business worthless Wow I think this is something that's changed
+让生意变得毫无价值哇我认为这已经改变了
+that feels like it's changed over the last 15 years I feel like when I came
+感觉就像过去 15 年里发生了变化 我来时的感觉
+into the startup world there were these basically there were these systems that
+进入创业世界，基本上有这些系统
+were open and so Google felt like a very open system for finding websites that
+是开放的，所以谷歌感觉就像一个非常开放的系统，可以找到那些
+Google didn't have a whole bunch of other products that were competing with you
+谷歌没有一大堆其他产品与你竞争
+messaging felt like a very open system it was SMS email for like a very open
+消息传递感觉就像一个非常开放的系统，短信电子邮件就像一个非常开放的系统
+system most emails that were sent were received even promotional ones
+系统大多数发送的电子邮件都收到了，甚至是促销电子邮件
+
+00:52
+00:52
+the tricky thing now is that almost all of these systems are now closed and
+现在棘手的事情是几乎所有这些系统现在都已关闭并且
+almost all of these companies understand that they exploited an open system to
+几乎所有这些公司都明白，他们利用开放系统来
+get big and that if their system is open
+变得更大，如果他们的系统是开放的
+if YouTube system isn't open if Facebook
+如果 YouTube 系统未开放 如果 Facebook
+system is open they will be exploited by
+系统是开放的，他们将被利用
+the next person and so the problem is is that you're not only competing with
+下一个人，所以问题是你不仅要与
+other players in your market you're competing against the platform you're on
+您所在市场中与您所在平台竞争的其他参与者
+if this is a significant revenue opportunity for the platform you're on
+如果这对于您所在的平台来说是一个重要的收入机会
+they have every incentive to either by you or kill it and they're not gonna buy
+他们有充分的动机要么通过你，要么杀死它，但他们不会购买
+you for a lot of money because they have a lot of leverage over you so the
+你要很多钱，因为他们对你有很大的影响力，所以
+question would ask you is like is your dependence on youtube today
+我会问你的问题是你今天对 YouTube 的依赖程度如何
+or is it dependence on YouTube forever if it's that forever question I'd be
+或者我会永远依赖YouTube吗？如果这是我永远的问题的话
+very very cautious about building this into a business I might consider making
+对于将其纳入我可能考虑开展的业务，非常非常谨慎
+it a lifestyle business where you can monetize it quickly so that if it does
+这是一个生活方式业务，您可以快速将其货币化，因此如果它确实如此
+go away at least you've made money and it brings in this like subscription
+走吧，至少你赚了钱，而且它带来了类似订阅的功能
+revenue that like youtubers must like hardcore youtubers must have this and
+喜欢 youtube 的人必须有喜欢硬核 youtube 的人必须有这个和
+therefore they're willing to pay fifty or hundred bucks a month or something
+因此他们愿意每月支付五十或一百美元之类的
+
+00:53
+00:53
+yeah the only other way you can get away with this is kind of like the eBay
+是的，唯一可以摆脱这种情况的其他方法就是像 eBay
+PayPal case we're like your product becomes so mainstream on
+PayPal 案例，我们希望您的产品成为主流
+you tube so quickly that if you to tried to shut it down like there be a mass
+你管得太快了，如果你试图关闭它，就像有一个质量
+revolt yeah which is hard but interesting enough like do you remember
+反抗是的，这很难，但很有趣，就像你还记得吗
+vine like Twitter shut down the vine replace or not fine periscope yep
+像 Twitter 一样的 vine 关闭 vine 更换或不精细潜望镜 是的
+and that was popular like that was popular with all the cool kids in San
+这很受欢迎，就像受圣城所有酷孩子的欢迎一样
+Francisco and they still got like me captain so yeah alright cool everyone
+弗朗西斯科，他们仍然有像我这样的队长，所以是的，好吧，大家都很酷
+thank you very much for asking all these excellent questions we'll be back next
+非常感谢您提出所有这些精彩的问题，我们下次会回来
+Wednesday at 11 a.m. Pacific time to answer questions about next week's
+太平洋时间周三上午 11 点回答有关下周的问题
+lectures so thanks see you later
+讲座，谢谢，稍后见