00:00 00:00 [Music] hi everybody thank you so much I'm so [音乐] 大家好，非常感谢你们，我非常感谢 excited to be here my name is Katherine mchu and I've spent the last four and a 很高兴来到这里，我的名字是 Katherine mchu，我在过去的四年里度过了 half years building a company called The Muse uh we provide expert advice for 半年时间建立了一家名为 The Muse 的公司，呃，我们为以下方面提供专家建议 every career decision and you can think of us a little bit like a marketplace 每一个职业决定，你都可以把我们想象成一个市场 with 50 million Millennials on one side and 500 companies on the other for 一侧有 5000 万千禧一代，另一侧有 500 家公司 individuals we help people find a new job find an answer to their career 我们帮助人们找到新工作的个人找到他们职业生涯的答案 problem or question and also just find a a way to learn a new professional skill 问题或问题，也只是找到一种学习新专业技能的方法 or sometimes just get a supportive ear and for companies we create a really 或者有时只是得到支持的耳朵，我们为公司创造了一个真正的 really great way for them to hire and retain talent but I don't want to talk 这对他们来说确实是雇用和留住人才的好方法，但我不想谈论 too much about the Muse today I want to talk a little bit about what I've 今天关于缪斯的话题太多了，我想谈谈我所经历的 learned over the past four and a half years and in particular some of the 在过去的四年半里学到的东西，特别是一些 let's say misperceptions um or outright that I think exists sometimes 让我们说一些我认为有时存在的误解 00:01 00:01 in the tech startup world and in Silicon Valley um after after sort of coming 在科技初创企业世界和硅谷，嗯，之后又来了 through white commentator actually standing on this stage two years ago 通过两年前实际上站在这个舞台上的白人评论员 there are so many things that I wish I'd known um so many things that I think 有很多事情我希望我知道 嗯有很多事情我想 would have smoothed the path or made me even more excited um so kind of I want 会让道路变得平坦或者让我更加兴奋，嗯，我想要 to kick into the four big things that I'll talk through today the uh the 开始我今天要讨论的四件大事 lessons I learned in terms of keeping your focus and building a company that 我在保持专注和建立一家公司方面学到的经验教训 lasts so starting with first the first is that people love to say it doesn't 持续如此，从第一个开始，第一个是人们喜欢说它没有 get easier um this is something that I think I heard heard a thousand times in 变得更容易，嗯，我想我已经听过一千遍了 the early days and the truth is um the beginning of the music's existence was 早期，事实是，音乐存在的开始是 really really hard I was cold emailing 800 different student groups trying to 真的真的很难，我很冷淡地给 800 个不同的学生团体发电子邮件，试图 get our first 5,000 20,000 100,000 users 获得我们的前 5,000 20,000 100,000 位用户 when we graduated from YC I went out and 当我们从 YC 毕业时，我出去了 pitched uh over 150 VC firms and got 148 NOS in six months now that takes a toll 六个月内向超过 150 家风险投资公司进行了推介，并获得了 148 家 NOS，这造成了损失 and yet every day I was kind of fighting for my life in hand-to-hand combat 但每天我都在肉搏战中为自己的生命而战 00:02 00:02 trying to make something of the company trying to essentially avert startup 试图让公司有所作为，试图从根本上避免启动 death and people kept coming and telling me Oh you think it's so hard now just 死亡和人们不断来告诉我哦，你认为现在很难 wait it doesn't get any easier but guess what sometimes it actually kind of does 等等，事情并没有变得更容易，但猜猜有时它实际上是做什么的 I I I think that it's true that it never ever ever gets easy in fact it's really 我我我认为这是真的，它永远不会变得容易事实上它真的 hard as you get bigger as usim was saying the the responsibility goes up 正如 USIM 所说，随着你变得越来越大，责任也会越来越大 the stress can get bigger the decisions you're making have bigger and bigger 压力会越来越大，你所做的决定也会越来越大 consequences but at the same time the risk of death is not quite so imminent 后果，但同时死亡的风险并不那么迫在眉睫 for most people and most companies now for example if there's a big challenge 例如，对于现在的大多数人和大多数公司来说，如果存在巨大的挑战 to the Muse I have a team of Executives smart people that I've hired and 缪斯 我雇佣了一支由聪明人组成的高管团队 recruited to the company with my co-founder that we can rely on to help 与我的联合创始人一起加入我们可以信赖的公司 solve a problem with us for example if one of those people then has to leave 与我们一起解决问题，例如，如果其中一个人必须离开 for a medical reason or God forbid they take a new job it's it's a bummer it's 出于医疗原因或者上帝禁止他们接受新工作，这真是太糟糕了 really disappointing but it doesn't necessarily kill you and so I think for 真的很令人失望，但它并不一定会杀了你，所以我想 me um just realizing that yes the challenges keep going and yes it's 我嗯只是意识到，是的，挑战仍在继续，是的，这是 00:03 00:03 always going to be hard but it does it does in some ways I think get a little 总是会很困难，但它确实在某些方面确实如此，我认为得到了一点 bit easier was really motivating to realize early on um and as I like to 轻松一点真的很激励我尽早意识到，正如我喜欢的那样 joke with the current team you know everything we've built so far was really 和现在的团队开玩笑，你知道我们迄今为止构建的一切都是真的 built on a foundation of Blood Sweat tears and ramen and now sometimes I eat 建立在血汗泪水和拉面的基础上，现在有时我会吃 in restaurants um so I think uh that's that's kind of the first big point but 在餐馆，嗯，所以我认为，这是第一个要点，但是 it does uh it does bring me straight to the second lesson which is focus and in 确实，呃，它确实让我直接进入第二课，即重点和内容 fact as the risk of imminent startup death goes down the challenge of 事实上，随着初创企业即将死亡的风险降低了挑战 figuring out whether you're focusing on the right things goes 弄清楚你是否专注于正确的事情 up focus is so hard because there's so many things competing for your time and 集中注意力是如此困难，因为有太多事情在争夺你的时间 attention and in the next 10 minutes I couldn't possibly begin to tell each one 注意，在接下来的 10 分钟内我不可能开始告诉每一个人 of you how to decide what's the most important thing to focus on but I do 你们如何决定要关注的最重要的事情是什么，但我知道 think it's important to look at focus by 认为通过以下方式查看焦点很重要 the stage of your company and constantly assess what are the biggest things 您公司所处的阶段并不断评估什么是最重要的事情 preventing me from growing and the biggest risks that could ultimately kill 阻止我成长以及最终可能致命的最大风险 us for us two stories from the musa's early days that were really instructive 对我们来说，穆萨早期的两个故事非常有启发性 00:04 00:04 um one was that when the Muse was really small we focused a lot on our user base 嗯，其中之一是，当 Muse 还很小的时候，我们非常关注我们的用户群 growing our user B base creating a product that people absolutely loved and 扩大我们的用户 B 基础，创造出人们绝对喜爱的产品， yet there was one point at the end of 2013 where we realized that we had been 然而，在 2013 年底的某个时刻，我们意识到我们已经 so focused on the fact that our users were emailing us telling us the Muse 如此专注于我们的用户通过电子邮件告诉我们缪斯的事实 changed my life I absolutely love your product this is the best thing I've ever 改变了我的生活我非常喜欢你们的产品这是我经历过的最好的事情 seen that we actually hadn't really been spending enough attention on the fact 发现我们实际上并没有真正对这个事实给予足够的关注 that our overall growth had slowed our Revenue line had slowed and suddenly we 我们的整体增长放缓了，我们的收入线也放缓了，突然我们 were getting uncomfortably close to having to fundraise again and even 令人不安的是，我们即将再次筹款，甚至 though people loved our company and they were telling us every day none of the 尽管人们喜欢我们的公司并且他们每天都告诉我们没有一个 numbers were moving in the right direction and we had to have a really 数字正朝着正确的方向发展，我们必须有一个真正的 tough moment as a company where we looked at what was at what was going on 作为一家公司的艰难时刻，我们审视正在发生的事情 and we said if we don't start focusing on the things that matter on moving our 我们说过，如果我们不开始关注那些对我们的移动至关重要的事情 growth on figuring out Revenue we're going to be the most loved startup that 增长取决于收入，我们将成为最受欢迎的初创公司 nobody ever gets to use anymore because it's dead I think figuring out that core 没有人再使用它了，因为它已经死了我想弄清楚那个核心 00:05 00:05 and understanding that just because growing your user base and creating 并理解这一点只是因为扩大了您的用户群并创造了 something that your users want is consistently going to be important 用户想要的东西始终很重要 throughout the life of your startup and it may be the most number one important 在你的创业公司的整个生命周期中，它可能是最重要的 thing for a period of time doesn't mean that will always be the most important 某件事持续一段时间并不意味着它永远是最重要的 thing and for us it was time to shift into hiring a sales leader figuring out 对我们来说，是时候聘请一位销售主管来解决这个问题了 our pricing and our Revenue model and yes continuing to build that great user 我们的定价和收入模式，是的，继续建立优秀的用户 experience but also putting the company around it that would allow us to deliver 经验，同时也让公司围绕它，这将使我们能够交付 that going forward the other example was actually from White combinator um when 接下来的另一个例子实际上来自 White 组合器，当 my co-founder and I got into y combinator we were so so excited that we 我和我的联合创始人进入了 y Combinator 我们非常兴奋 instantly started dreaming up the best possible version of our first product we 立即开始构思我们的第一个产品的最佳版本 knew we wanted to create a photo and video company profile that would let 知道我们想要创建一个照片和视频公司简介，让 people sort of see behind the scenes of companies let them get a little bit of 人们可以看到公司幕后的情况，让他们了解一点 an inside view and yet because we were so excited and so ready to sort of jump 内部视图，但因为我们非常兴奋，准备好跳跃 out of the gate with this amazing product we initially proposed something 有了这个令人惊叹的产品，我们最初提出了一些建议 that had all of these bells and whistles 拥有所有这些花里胡哨的东西 it had badges it pulled in data from all of these different sources it was going 它有徽章，它从所有这些不同来源提取数据 00:06 00:06 to be incredible and beautiful and Incredibly incredibly difficult to build 令人难以置信的美丽，而且建造起来极其困难 and the very first meeting we had with one of the YC Partners we walked in and 我们与其中一位 YC 合作伙伴进行的第一次会面 we started excitedly scribbling it on the Whiteboard and he cut into us after 我们开始兴奋地在白板上乱涂乱画，然后他就切入了我们的视线 just a couple of minutes and said you'll never get this out the door just 只需几分钟，并说你永远不会把它带出去 launch already and that was an important moment for us that again in that 已经发射了，这对我们来说是一个重要的时刻 particular moment it wasn't about focusing on the perfect product or the 在特定的时刻，它并不是专注于完美的产品或 absolute perfect expression of our massive Vision but it was about getting 我们宏大愿景的绝对完美表达，但它是为了获得 something out the door getting it into the market and focusing on getting 一些东西进入市场并专注于获得 feedback and iterating now once you have figured out 一旦你弄清楚了，立即反馈并迭代 sort of the early version of your product you're starting to focus on the 您开始关注的产品的早期版本 right things I think one of the next big important things that a lot of people 我认为正确的事情是很多人认为下一件重要的事情 miss out on and that I think has taken up a lot more of my time that I realized 错过了，我认为这占用了我更多的时间，我意识到 it would two years or more ago is culture um so people like to joke about 这将是两年或更长时间前的文化，所以人们喜欢开玩笑 culture it's having a moment in the valley right now everyone's talking 文化正在山谷中流行，现在每个人都在谈论 about is culture important when is it important what does it look like how do 关于文化是否重要 何时重要 文化是什么样子 怎样做 00:07 00:07 you invest in it and I think that for an early stage 你投资它，我认为在早期阶段 company it can be really tempting to relegate culture to that sort of back 公司确实很容易将文化置于这种背景之下 pile because like I was talking about earlier culture is probably never going 一堆，因为就像我在谈论早期文化可能永远不会消失 to be the number one imminent risk of Death to Your startup and yet if you 成为你的初创公司面临的第一大迫在眉睫的死亡风险，但如果你 want to build a business that lasts I think it's one of the most important 想要建立一个持久的企业，我认为这是最重要的之一 things to think about when you're two people when you're 10 people when you're 当你是两个人时，当你是 10 个人时，当你是 25 and more um The Muse Grew From about 12 people two years ago when I was up on 25 及更多 um The Muse 从两年前大约 12 个人成长而来，当时我还处于上升期 the stage uh to over 80 now and I've learned a lot of lessons in the interim 现在舞台已经超过80了，在此期间我学到了很多教训 ultimately I think culture can be broken down into two pieces how you hire and 最终我认为文化可以分为两部分：你如何招聘和 attract people and then how you behave once people are there on the hiring 吸引人才，然后是当人们来招聘时你的表现如何 front when we were about 25 people we actually set out and wrote down a list 当我们大约有 25 个人的时候，我们实际上列出并写下了一份清单 of our six core values at the Muse and for us every single time we interview 我们在缪斯以及我们每次采访时的六大核心价值观 someone they are tested against all six of those values to make sure that we're 他们接受了所有六个价值观的测试，以确保我们 not using I think there's a sort of fake uh culture screen which is would I 不使用我认为有一种假的呃文化屏幕，我会吗 00:08 00:08 want to get a beer with this person I think that can be overly simplistic you 想和这个人喝杯啤酒 我认为这可能过于简单化了 can actually miss out on incredible candidates who are just different from 实际上可能会错过那些与自己不同的令人难以置信的候选人 you by applying that but for us it's do they stack up against this list of 你可以通过应用它，但对我们来说，它们是否符合这个列表 values that we think are important for the long-term future of the Muse um one 我们认为对博物馆的长期未来很重要的价值观 of the most sort of well-known of those you might have seen it on our job 您可能在我们的工作中见过的最知名的人 descriptions is no um people love to joke about that they're like 描述不是嗯人们喜欢开玩笑说他们就像 yeah yeah yeah you say that but you know a lot of companies say that and that's 是的，是的，是的，你这么说，但你知道很多公司都这么说，那就是 true ultimately culture is tough choices 真正的最终文化是艰难的选择 culture is needing that hire looking for 文化需要招聘人才 that one person who's going to solve the biggest problem for your company's 将为您的公司解决最大问题的人 existence and finally finding someone who has every skill you need who has a 存在并最终找到一个拥有您所需的所有技能的人 pedigree in a background that will make your investor 背景血统将使您的投资者 Swoon and that kind of might be a jerk and deciding not to hire them and keep 晕倒了，那种人可能是个混蛋，决定不雇用他们并保留他们 bleeding and keep looking because you realize that the impact of one really 流血并继续寻找，因为你意识到一个人的影响确实 bad person is far more important than their behavior and that talks Behavior 坏人远比他们的行为更重要，这就是行为 speds to the rest of your team I also think once you have people 快速发送给你团队的其他成员 我也认为一旦你有了人 00:09 00:09 in it's important to be of honest and authentic about what your core values 诚实和真实地表达你的核心价值观非常重要 actually are and what your culture is um notice I don't say culture is what you 实际上是什么以及你的文化是什么，注意我并不是说文化就是你的文化 say it is I think a lot of people love to put culture up on a wall but culture 我想很多人喜欢把文化挂在墙上，但是文化 is how you behave when no one's watching culture is how the founders behave how 是你在无人关注时的行为方式 文化是创始人的行为方式 the executives behave and it's really important I think to not um I guess to 高管们的行为举止非常重要，我认为不要，嗯，我想 be open with who you are and not to be hypocritical one of the sort of worst 坦诚地面对自己，不要虚伪，这是最糟糕的行为之一 examples that I always cite of uh anti-culture was a friend of mine who 我经常引用反文化的例子是我的一个朋友 was working for a company that had um free lunch every Fridays and it would be 我在一家公司工作，每周五都有免费午餐，那就是 it was very very fancy steak tuner tartar Sushi Etc then when the recession 当时经济衰退时，这是非常非常精致的牛排调音器鞑靼寿司等 hit in 2008 2009 uh the food slowly started getting less and less good until 2008年2009年，嗯，食物慢慢开始变得越来越不好，直到 for a series of weeks they were serving hot dogs every week and somebody raised 在接下来的几周里，他们每周都提供热狗，有人提出 their hand at all hands and said I noticed that we've been having a lot of 他们举起手来，说我注意到我们有很多 hot dogs um how's the company doing are we cutting back are we being a bit more 热狗 嗯，公司怎么样，我们要削减开支吗？我们要多一点吗？ 00:10 00:10 Thrifty and the head of the uh of the office looked right at that person and 节俭和办公室的负责人直视那人，然后 said oh no no no no we're doing fine it's Americana themed that's and everybody 说哦，不不不不，我们做得很好，这是美国主题，每个人都这样 knows it and I think when you treat your employees like kids they're going to 我知道这一点，我认为当你像对待孩子一样对待你的员工时，他们就会 behave as such versus being open and honest even if the answer is you know 即使答案是“你知道”，也要这样做，而不是开诚布公 what we're still doing all right but the economy is tough so we're going to be a 我们仍在做的事情还不错，但经济形势严峻，所以我们将成为 little bit more careful about things and 对事物更加小心一点 I think this this segue on culture um or 我认为这是关于文化的延续或者 this this focus on culture also leads to one of my next points which is around 这种对文化的关注也引出了我的下一点： transparency at the Muse we think it's really important to be transparent so we 缪斯的透明度 我们认为透明非常重要，所以我们 do this in a lot of ways um again thinking about living out our culture 以多种方式做到这一点，再次思考践行我们的文化 and not just talking about it one of them is that we share board decks with 不仅仅是谈论它，其中之一是我们与 the entire company at all hands after every board meeting um another is that 每次董事会会议后，整个公司都在全力以赴，另一个是 we actually ran everyone through our full company budget in some pretty s of 事实上，我们在一些漂亮的时间里让每个人都了解了我们公司的全部预算。 exhaustive detail and the reason we did this was tied actually to another thing 详尽的细节以及我们这样做的原因实际上与另一件事有关 that we really value which is scrappiness um one of the things that 我们真正重视的是斗志，嗯，这是其中之一 people love to say is don't raise too much money because you will spend it 人们喜欢说的是不要筹集太多资金，因为你会花掉它 00:11 00:11 frivolously um I think this is both true 轻率地嗯我认为这都是真的 and not true it's true to a point I mean 这不是真的，在某种程度上我的意思是 we went out to raise 5 to $6 million for our series a in April and we came back 4 月份，我们为 A 轮融资筹集了 5 至 600 万美元，然后又回来了 with 10 that extra Capital has been so useful and ultimately we are the 10 额外的资本非常有用，最终我们是 Arbiters of what we spend on so we can spend less or spend more based on how we 我们支出的仲裁者，以便我们可以根据我们的方式减少或增加支出 think it fits in with the overall company priorities I think when people 认为它符合公司的整体优先事项 我认为当人们 say if you raise more you will spend it to me that takes away the agency from 说如果你筹集更多资金，你会把它花给我，这会剥夺我的代理权 the founders from the leadership um and I think that's a little bit silly 领导层的创始人嗯，我认为这有点愚蠢 instead what we did was we said all right scrappiness is important to us and 相反，我们所做的是我们说好斗对我们来说很重要并且 yet we just raised $10 million which to a cash strapped company that didn't 然而我们刚刚筹集了 1000 万美元，而这家公司却没有资金短缺 spend 10 bucks without looking at Roi previously that seems like a lot of 花 10 美元而不看 Roi 之前看起来很多 money one of my employees moms actually called him and said I heard the news 我的一位员工的妈妈打电话给他说我听到了这个消息 that's so amazing how much of the 10 million is yours unfortunately it 太神奇了，不幸的是，这 1000 万中有多少是你的 doesn't work that way even for Founders and so for us it was about how do we 即使对于创始人来说也不是这样，所以对我们来说，问题在于我们如何 communicate to our company um what we're 与我们公司沟通，我们是什么 using this money for and still keep that Scrappy ethos and so what we decided to 使用这笔钱并仍然保持斗志旺盛的精神，所以我们决定 00:12 00:12 do was actually spend we had a 20 slide PowerPoint deck where we laid out every 实际上，我们做了一个 20 张幻灯片的 PowerPoint 演示文稿，其中列出了每一个内容 single line in our budget we talked about how much are we spending uh we 在我们的预算中，我们讨论了我们花了多少钱呃我们 actually talked about how much we spending this year in total how much 实际上讲了我们今年总共花了多少钱 will we bring in in cash from revenue how much are we then burning of the 10 我们能从收入中获得现金吗？那么我们要烧掉这 10 块钱吗？ what does that look like how much of that money is on payroll on health 工资单上的钱有多少是用于健康方面的？ insurance on office supplies marketing expenses how does that break down and 办公用品营销费用保险如何分解和 what was so interesting is that we we were able to have an open conversation 有趣的是我们能够进行公开对话 at the company about the trade-offs why aren't we going to start providing free 在公司关于权衡的问题为什么我们不开始免费提供 lunch for everybody why are we deciding to spend that money on something else we 为每个人提供午餐 为什么我们决定把这笔钱花在其他事情上 surveyed people and understood what benefits were most important so we could 调查人们并了解什么好处是最重要的，这样我们就可以 put our money where it really counted and ultimately I think one of the most 把我们的钱花在真正重要的地方，最终我认为这是最重要的之一 exciting things for me about that was having some of my Executives come up 对我来说令人兴奋的事情是我的一些高管的出现 afterwards and say you know I asked for this much in the budget but actually I 事后说你知道我在预算中要求了这么多，但实际上我 think I can do I can I think I can do what I need on this and and this would 我想我能做 我能 我想我能做我需要做的事 这会 be nice to have but don't even worry about these things people were sort of 很高兴拥有，但甚至不用担心这些事情人们有点 self-editing their requests because they 自我编辑他们的请求，因为他们 bought in to where we were going and why it was so important for us to stay 了解我们要去的地方以及为什么留下来对我们如此重要 00:13 00:13 Thrifty stay Scrappy and stay lean um so to sum this up say no to ball pits um I 节俭，保持斗志，保持精益，总结一下，对球坑说不，我 think that there's a lot of these uh these sort of startup lore things and 我认为有很多这样的创业传说 frankly I think if you need something like this to recruit um You probably 坦白说，我想如果你需要这样的东西来招募你可能 have other problems and that s of sides into my into my last point which is how 还有其他问题，这就是我的最后一点，这就是如何 do you stay motivated and excited for the Long Haul um this is me at y 你对长途旅行保持动力和兴奋吗嗯，这就是我在y combinator demo day almost exactly four years ago we presented in March of 2012 几乎整整四年前，我们在 2012 年 3 月推出了组合器演示日 uh this was before my presentation and I was like absolutely terrified out of my 呃，这是在我演讲之前，我简直被吓坏了 mind it was a 2 and a half minute presentation in front of 500 investors 请注意，这是在 500 名投资者面前进行的 2 分半钟的演示 and I felt like it was a make or break moment that everything we'd done so far 我觉得这是一个决定成败的时刻，我们迄今为止所做的一切 was riding on this stock and firstly that wasn't wasn't true we actually only 正在利用这只股票，首先，事实并非如此，我们实际上只是 got I think one investor out of demo day 我认为一位投资者退出了演示日 the rest of our Capital came from people 我们的其余资本来自于人 I met afterwards and other conversations I had it would have been great to go up 我后来见面了，还有其他谈话，如果能上去就太好了 on stage pitch and have people throwing checks at me but it didn't happen and we 在舞台上，有人向我扔支票，但这并没有发生，我们 00:14 00:14 ended up being just fine and the second thing is as I was sitting there sort of 结果很好，第二件事是我坐在那里 hyperventilating a little bit and uh and thinking about how I was going to get 有点换气过度，呃，想着我要怎么做 through that moment um somebody said something which which has really 在那一刻，嗯，有人说了一些确实很重要的话 resonated with me ever since which was remember why you started all of you are 从那以后就引起了我的共鸣，记住你们为什么开始你们所有人 in this audience because you have started a company or you're thinking 在这群观众中，因为你已经创办了一家公司或者你正在考虑 about starting a company and I want you to think about why what what brought 关于创办一家公司，我希望你思考为什么会带来什么 that on for many people it's that there's a problem uh or an idea that 对很多人来说，这是一个问题或者一个想法 just won't let you go for me it was the experience of being in a job that I 只是不会让你为我而走 这是我工作的经历 didn't love and going online to look for a new job and spending time on I mean 不喜欢上网寻找新工作并花时间我的意思是 you name it all of the big job search sites and thinking this is the best 您列出所有大型求职网站并认为这是最好的 there is this is really what millions of people have to use to figure out the 这确实是数百万人必须用来弄清楚的 place where they're going to spend 40 50 60 or more hours a week I I'm almost 他们每周要花 40 50 60 或更多小时的地方 我几乎 offended by how bad that experience is and whenever I get down or frustrated or 每当我情绪低落、沮丧或 when it's 4 and a half years in and it's 四年半之后 00:15 00:15 been a long time and and um you know the the late nights seemed to kind of keep 已经很长一段时间了，嗯，你知道，深夜似乎一直持续着 going I think for me it's remembering why things got started and then also 我认为对我来说，它是记住事情开始的原因，然后也是 reaching out to other people who have that problem whose lives were making a 向其他有这个问题的人伸出援手，他们的生活正在发生变化 difference in reading the user emails that we get or talking to somebody who 阅读我们收到的用户电子邮件或与某人交谈的区别 found their job on the site because ultimately being a startup can be one 在该网站上找到了工作，因为最终可以成为一家初创公司 part one of the most meaningful experiences of your life and one part a 一部分是你一生中最有意义的经历，一部分是 total slog but I think when you remember why you got into it you keep your focus 整个过程很艰难，但我认为当你记住为什么要进入它时，你就会保持专注 on building for the Long Haul ultimately that's where the magic can 为长途建设最终这就是魔力所在 really Happ happen so thank you 真的很高兴发生所以谢谢你