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 关于他们的方法短语简介 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，即使该实现并不相似 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，就像创始人的销售人员一样 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样 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 如果你自己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