00:00 00:00 hi everyone really really nice to meet you it's so exciting to see I mean yeah 大家好，很高兴见到你们，很高兴见到你们，我的意思是，是的 this is a lot of companies this is really exciting so I am the CEO and 有很多公司，这真的很令人兴奋，所以我是首席执行官 co-founder of informed k12 we did recently go through a name change so we inform k12 的联合创始人，我们最近经历了更名，所以我们 were formally choc schools I still catch 是正式的巧克力学校我仍然看到 myself saying both so if I do that today you know me too and so just generally 我自己都说了，所以如果我今天这样做，你也会认识我，所以一般来说 what we're doing we help any school systems we work with district offices 我们正在做的事情 我们帮助我们与地区办事处合作的任何学校系统 primarily and we help them bring any paperwork process online so what that 主要是我们帮助他们将任何文书工作流程在线化，所以那是什么 looks like in practice we started out with things that go home in backpacks 看起来在实践中我们是从背包里带回家的东西开始的 that you know about probably permission slips back to school things and as we 你知道的，可能许可又回到了学校的事情上，就像我们一样 got further and further into it we do everything now that is internal to the 越来越深入，我们现在所做的一切都是内部的 00:01 00:01 district offices as well so everything from mileage reimbursements conference 地区办事处以及里程报销会议的一切 and travel forms to chair requests stop light violation forms I've seen 和主席请求停止我见过的轻微违规表格的旅行表格 everything I think but there's always new stuff that comes up with the 我想到的一切，但总有新的东西出现 districts that we've been working with for the longest they have hundreds of 我们合作时间最长的地区有数百个 forms on our platform I think the record 我们平台上的表格我认为是记录 right now is over 600 and that is that's just it's how the back office works so 现在超过 600 这就是后台的工作方式 that is that is rad and what were you doing just in your career before you 这真是太棒了，在你之前你在职业生涯中正在做什么 started this company so before I started 在我开始之前就创办了这家公司 the company I was actually came from the nonprofit world I don't know if anyone 我所在的公司实际上来自非营利组织，我不知道是否有人 else here has that particular background I was always really interested in doing 这里还有我一直很感兴趣的特殊背景 things that I felt had impact but my challenge there was trying to find 我觉得有影响的事情，但我面临的挑战是试图找到 things that could scale with that impact so what I ended up doing is I started a 可以随着这种影响而扩展的事情所以我最终做的是我开始了 couple of nonprofits sort of early in my 在我的早期，有几个非营利组织 career ended up deciding to work for the school system and I worked for the 我的职业生涯最终决定为学校系统工作，而我为 00:02 00:02 Providence Public Schools out in Rhode Island 罗德岛州的普罗维登斯公立学校 I don't know VA why talk about that so I 我不知道 VA 为什么要谈论这个，所以我 worked for the Providence Public Schools and I managed PD Senate there any PD 在普罗维登斯公立学校工作，我在任何 PD 中管理 PD 参议院 people here managed PD for all staff so all the teachers the principal's the 这里的人管理所有员工的个人发展，所以所有的老师和校长都是 speech therapist everyone I was pretty firmly in the world of like Florida 言语治疗师每个人我都非常坚定地生活在佛罗里达州这样的世界里 ceilings in cabinets lots of sign-in sheets that 橱柜的天花板上有很多签到表 we collected on paper funny enough which I think we might talk about the first 我们在纸上收集了足够有趣的内容，我想我们可以讨论第一个 company idea that my co-founder and I worked on was not this was not that even 我和我的联合创始人所致力于的公司理念不是这个也不是那个 though I did actually deal with a lot of paperwork I struggled a lot in my 尽管我确实处理了很多文书工作，但我在工作中遇到了很多困难 district just trying to track what was going on with teachers are we delivering 学区只是想追踪老师的情况，我们是否提供服务 services are we actually are trainings effective lots of questions like that it 服务是我们实际上正在培训有效的很多类似的问题 made me decide to go back into technology into seek ways just to scale 让我决定重新回到技术领域，寻求扩大规模的方法 00:03 00:03 more impact and to solve those things that I was seeing it led me to Stanford 更大的影响力并解决我所看到的事情，这让我来到了斯坦福大学 where I was in the learning design technology program and that is where I 我在学习设计技术项目的地方，那就是我的地方 met my co-founder Chen she escaped the world of finance because she wanted to 遇见了我的联合创始人陈，她逃离了金融世界，因为她想 do more impactful work and when we met we both this is the same year I was in 做更有影响力的工作，当我们见面时，我们都是在同一年 the same cohort as Preston so MOOCs were a really big deal that year and we were 和普雷斯顿是同一群人，所以那一年 MOOC 非常重要，我们 like we're doing something for districts period so we were probably the only two 就像我们正在为地区时期做一些事情所以我们可能是唯一的两个 I know we were actually the only two in our entire class that cared really 我知道我们实际上是全班唯一真正关心的两个人 specifically about school systems and that set us on the path we create an 特别是关于学校系统，这使我们走上了创建一个 internship together we were working at an elementary school highly recommend 我们一起在一所小学工作强烈推荐 getting on the ground really really immersed if that's what you're looking 如果这就是您所寻找的，那么您将真正沉浸在地面上 to do if it's to solve problems for schools or school systems there's 如果是为了解决学校或学校系统的问题 nothing quite like doing that and so we end up working closely with teachers on 没有什么比这样做更好的了，所以我们最终与老师们密切合作 a program where they were launching iPads and along the way we looked at a 他们推出 iPad 的计划，在此过程中我们研究了 lot of different apps and a lot of different things and that's we came up 很多不同的应用程序和很多不同的东西，这就是我们想到的 00:04 00:04 with chalk one yeah we write we met in 2012 when you were leaving the LDC 用粉笔写下“是的，我们是在 2012 年认识的，当时你正离开路易达孚” program and starting imagine k12 and yeah you applied with a very different 程序并开始想象 k12 是的，你应用了一个非常不同的 idea so yeah tell us what the idea was and what why you decided to pivot away 想法所以是的，请告诉我们这个想法是什么以及您决定放弃的原因是什么 from it to something else and then we can talk about how you came up with 从它到其他东西，然后我们可以讨论你是如何想到的 so when Chen and I were working at the school sites one of the things that came 所以当我和陈在学校工地工作时发生的一件事 up pretty quickly while we were trying to help teachers launch iPads was just 当我们试图帮助教师推出 iPad 时，我们的业务发展得很快 this feeling that people weren't sharing 人们没有分享这种感觉 their best practices or they didn't know what other teachers next door we're 他们的最佳实践，或者他们不知道我们隔壁的其他老师是什么 doing schools very siloed classrooms are often siloed 学校的教育非常孤立，教室往往也是孤立的 so we were like okay we're gonna build this QA system basically I know Jeff 所以我们就想，好吧，我们要构建这个 QA 系统，基本上我知道杰夫 calls it a Korra for schools and we spent the entire year doing that and I 我们把它称为学校的“Korra”，我们花了整整一年的时间这样做，我 mean we built Chen Chen is CTO she builds multiple versions of it and we 意思是我们建立了 Chen Chen 是首席技术官，她构建了它的多个版本，我们 talked to teachers we were working on it for the entire year 与老师交谈，我们花了整整一年的时间来研究这个问题 we going to imagine k12 thinking oh this is gonna be a great way to continue 我们会想象 k12 会想哦，这将是继续下去的好方法 00:05 00:05 working on this idea because we care about this so much and we really really 致力于这个想法，因为我们非常关心这个，而且我们真的真的 really believed in it we were probably I remember how so we 我真的相信它，我们可能我记得我们是如何做到的 had no users but we did have prototypes and we we were in probably three or four 没有用户，但我们确实有原型，而且我们可能有三四个 weeks and I think is what it was yeah an imagined k12 when we ended up doing a 几周，我想这就是我们最终做的一个想象中的 k12 user study where we had a group of teachers in a room and I remember this 用户研究中，我们有一群老师在一个房间里，我记得这一点 really clearly we recorded them and we stepped out so this whole thing about 我们非常清楚地记录了它们，然后我们走出去，所以这整件事是关于 teachers being too nice to say things to your to your face around whether or not 老师们太好了，不会当着你的面对你说话，无论是否 it actually works well or whether it's something they want it's so true for us 它实际上运作良好，或者是否是他们想要的东西，这对我们来说是如此真实 unfortunately we ended up putting a group of teachers in a room teachers who 不幸的是，我们最终把一群老师安排在一个房间里。 we had been talking to you for a good portion of that year turn the recorder 那一年我们花了很大一部分时间和你说话 转动录音机 on walked out and then recorded them while they were trying to use it one of 走出去，然后在他们尝试使用其中之一时记录下来 our prototypes and we have on tape I'd like the exact words were I would never 我们的原型，我们有磁带，我想知道确切的话是我永远不会 00:06 00:06 use this my teachers would never use this and we were both like we were 用这个我的老师永远不会用这个，我们都像我们一样 looking at it afterwards we were like oh boy so the thing with teachers at least 事后看，我们就像天哪，所以至少和老师有关系 with this particular idea for us was that we had sort of forgotten the 对我们来说这个特殊的想法是我们有点忘记了 context of the school which is that teachers are often in their classrooms 学校的环境，即教师经常在教室里 on their feet most a day so who is going to really have time to sit down submit 一天中大部分时间都在站着，所以谁能真正有时间坐下来提交 the questions and have the answers and how is that gonna really work and so 提出问题并得到答案，这将如何真正发挥作用等等 that's what it came down to for us the moment was when we saw that on tape and 当我们在磁带上看到这一点时，我们就得出了这样的结论 we were like okay I don't know like how are we gonna actually do this in 我们当时就想，好吧，我不知道我们要如何真正做到这一点 practice yeah that that's kind of a gift of their that you were able to get this 练习是的，这是他们的一份礼物，你能够得到这个 honest like I would never use this you're like all right that's pretty 老实说，我永远不会使用这个，你就像好吧，这很漂亮 clear not I'm not just trying to deduce the rule number one you should hope to 显然不是，我不仅仅是想推断出你应该希望的第一条规则 have user and you should hope that there is good 有用户，你应该希望有好的 00:07 00:07 to it so so you guys decided to pivot what process did you go through then 所以你们决定改变你们当时经历了什么过程 like how once you decided all right they aren't using this how did you convince 就像一旦你决定好他们就不再使用这个你是如何说服的 yourselves to let go and then how did you come up with you're a very different 你自己放手然后你怎么发现你是一个非常不同的人 idea that's now used in many many schools and districts so letting go was 现在许多学校和地区都在使用这个想法，所以放手是 hard it was sort of the first step but I 这只是第一步，但我 think it took us less than a day to just be like all right off we go we're back 我想我们花了不到一天的时间就好像一切都好我们走了我们回来了 off to the races and I find remember right - this was probably two weeks 去比赛，我发现没记错——这可能是两周 before we were graduating and we needed to present what we had worked on all 在我们毕业之前，我们需要展示我们所做的所有工作 year so that was one and the other one was I think we were one week away from 那是一年，另一年是我认为我们距离 the teacher day or I forget the name now educator day educator day I was close 教师节，或者我忘记了名字，现在是教育者节 教育者节 我很接近 but the day where we were going to have people to hopefully come and see what we 但那天我们希望人们能来看看我们的成果 had built and created which we had nothing anymore at that point and so we 建造并创造了我们当时已经一无所有的东西，所以我们 just stepped into high gear I think we spent one to two weeks of doing 刚刚进入高速档，我想我们花了一到两周的时间 00:08 00:08 everything we could and talking to everyone and I mean like sooo long like 我们能做的一切，与每个人交谈，我的意思是，就像很长一样 all day as many people as we could I remember we did things like we offers 一整天尽可能多的人我记得我们做了我们提供的事情 being a school year around that time I remember this clearly we offered to help 当时是一个学年，我清楚地记得我们愿意提供帮助 a couple of teachers we were like anything talk to me about any pain you 几位老师，我们就像任何事情一样跟我谈论你的任何痛苦 have and we had an interview after interview we offered to help a couple of 我们进行了一次又一次的采访，我们提出要帮助一些人 teachers set up their classrooms so we could get more of their time so we spent 老师们布置了他们的教室，这样我们就可以得到更多的时间，所以我们花了 a couple days putting a bulletin board yes well we did that and then we would 几天后贴了一个公告板，是的，我们做到了，然后我们会 go late into the night just coming up with as many ideas as we could and I 一直到深夜，我们都想出了尽可能多的想法，而我 think it was about two weeks of that and 认为这大约是两周的时间 it was a really intense two weeks we end up narrowing it down to two ideas one 这是非常紧张的两周，我们最终将其缩小为两个想法： was for paperwork and the other one was called lightening ideas which I don't 用于文书工作，另一个称为“闪电创意”，我不这么认为 know if Tim or Jeff remember at all but what landing ideas surprise came 知道蒂姆或杰夫是否还记得，但惊喜的着陆想法是什么 from trying to come up and brainstorm with a lot of ideas it was an app let's 通过尝试提出并集思广益，这是一个应用程序，让我们 00:09 00:09 do that better so when we're really the two with the help of her advisers it 做得更好，这样当我们真正成为两个人时，在她顾问的帮助下就可以了 was sort of one had potential to be a business probably with the market and 是一种有潜力成为一项可能有市场的业务，并且 the other one may be an app not sure where that could go 另一个可能是一个应用程序，不确定它会去哪里 and so we doubled down on paperwork and that's it's pretty much that's where 所以我们在文书工作上加倍努力，这就是 we've been since awesome thanks and so from that decision how did you get to 我们一直非常感谢，从这个决定你是如何做到的 having some customers your first like ten users how did you go about that so 拥有一些您的第一个客户，例如十个用户，您是如何做到这一点的 we had users after some time it took us a long time honestly I think it took us 一段时间后我们有了用户，老实说，我们花了很长时间，我认为我们花了很长时间 we certainly had users the thing for us that was difficult as we tried to get 我们当然有用户，这对我们来说是困难的，因为我们试图得到 teachers to sign on to the app for free to do permission slips that was sort of 老师可以免费登录该应用程序来制作许可单，这有点像 our first piece of it we did end up along the course of that finding a 我们的第一部分最终确实找到了一个 00:10 00:10 couple things just for us that it was hard to get teachers to pay for it so we 有几件事对我们来说是很难让老师付钱的，所以我们 sort of muddled around for a period of time trying to find our user the 有点混乱了一段时间试图找到我们的用户 challenge for us with paperwork is it's a very dispersed problem and with school 我们在文书工作方面面临的挑战是这是一个非常分散的问题，而且对于学校来说 systems I think one of the challenges depending on what you're building is 我认为挑战之一取决于您正在构建的系统 just that you have a lot of potential users and each of them see different 只是你有很多潜在用户，每个人都有不同的看法 parts of the picture so it's challenging to know who you're necessarily going to 图片的某些部分，因此很难知道您一定要去谁 sell to or solve the problem for if you're like us and you're doing 如果您像我们一样并且正在做，则出售给您或解决问题 something that is sort of systemic so it took us some time to find it I'd say we 这是一种系统性的东西，所以我们花了一些时间才找到它，我想说我们 were also simultaneously building the app from ground without a team so it's 我们还同时在没有团队的情况下从地面构建应用程序，所以它是 just Chen it really did take us a good amount of time I'd say probably a year 只是陈，我们确实花了很多时间，我想说可能是一年 before we had the first couple pilot districts on I sold our first couple 在我们拥有第一批试点地区之前，我卖掉了我们的第一批试点地区 pilots with a PowerPoint prototype we had nothing built and that's how I got 飞行员使用 PowerPoint 原型，我们什么也没建造，这就是我得到的 00:11 00:11 our first people to sign on to use it and even then it took a while to find 我们的第一批人登录使用它，即使这样也花了一段时间才找到 out who was going to purchase our particular product so so so there were 知道谁将购买我们的特定产品，所以所以有 the permission slip product people were using for free but then 人们免费使用许可单产品，但后来 you used your PowerPoint presentation of something else to get districts to to 您使用其他内容的 PowerPoint 演示文稿让各地区了解 buy it correct okay yeah and so it was challenging even from there to find out 买对了，好吧，所以即使从那里找出答案也很困难 who was actually going to be the ultimate person to buy it there was a 谁实际上将成为最终购买它的人 period of time where I demoed and either a cold called or emailed pretty much 我进行演示的那段时间，要么接到陌生电话，要么发电子邮件 almost any level of staff you can think of it's a lot of people I demoed a lot 几乎你能想到的任何级别的员工 我都对很多人进行了演示 of like athletic directors for instance and they were wonderful but it was also 例如，类似的体育总监，他们很棒，但也很糟糕 hard for them to purchase so it took some time to figure that part out and 他们很难购买，所以花了一些时间来弄清楚这个部分 again I think part of that is due to the specific problem that we're solving and 我再次认为部分原因是我们正在解决的具体问题 how we're doing that so the market half of product market fit you were searching 我们是如何做到这一点的，以便产品市场的一半适合您正在寻找的产品 00:12 00:12 or for a while yeah so when when you did find out I guess 或者有一段时间是的，所以当你发现的时候我想 I'm interested in kind of the systems you found to learn from these users when 我对您发现的向这些用户学习的系统感兴趣 you found the person who was your market because it may I imagine for not chalk 你找到了你的市场人，因为我想这可能不是粉笔 for informed k12 the person who's purchasing isn't always a person who's 对于消息灵通的 k12 来说，购买的人并不总是一个 using the product so how do you learn from these different parties that are 使用该产品，那么您如何向这些不同的各方学习 involved with yeah as your market so we did actually find out that so right now 涉及是作为你的市场所以我们现在确实发现了这一点 for the most part we work with different 在大多数情况下，我们与不同的人合作 departments in the school systems but we sell primarily to like the chief 学校系统中的部门，但我们主要销售给校长 business officials or assistant superintendents it took us some time to 商务官员或助理主管 我们花了一些时间 figure out how to even get in front of those particular people and it turns out 弄清楚如何才能到达那些特定的人面前，事实证明 that they actually do sign a lot of forms so for us it wasn't quite we did 他们实际上确实签署了很多表格，所以对我们来说，我们并不完全这样做 00:13 00:13 find that they were sort of people able to buy but also I mean a lot of the 发现他们是有能力购买的人，但我的意思是很多 assistants oops that I work with personally sign and even superintendents 与我一起工作的助理哎呀，亲自签名，甚至是主管 personally sign a lot of documents oh so 亲自签署很多文件哦所以 they were using it to sign off on things that's okay got it got it so anymore so 他们用它来签署一些事情，没关系，得到它，所以不再这样了 you were telling us about like finding that product market fit so when did you 您告诉我们喜欢找到适合市场的产品，那么您什么时候 know was it like the first real sale and you thought these are the people were 知道这是否像第一次真正的销售，你认为这些人就是 after yeah it was that's 25 sales in I would 是的，那是 25 次销售，我会 agree with at least for me what Preston was saying there wasn't a moment we 至少对我来说同意普雷斯顿所说的我们没有一刻 actually sold a couple and sometimes you get false positives be like oh I did it 实际上卖了几个，有时你会得到误报，就像哦，我做到了 like I sold an Outdoor Education School and for a while I thought that we sell 就像我卖掉了一所户外教育学校，有一段时间我以为我们卖的是 to a bunch of those and that did it quiet it wasn't like the big enough 对一堆这样的人来说，它很安静，它不像足够大的 worst in the market either how did I know I think it must have been 2000 市场上最糟糕的要么我怎么知道我想它一定是2000年 towards Ana 2014 early into 2015 we started doing we started getting it 2014 年初到 2015 年初，我们开始做我们开始得到它 consistently we started consistently with a process 我们始终如一地从一个流程开始 00:14 00:14 knowing that if we called this person this way with this message etc that we 知道如果我们用这样的消息等方式打电话给这个人，我们 would be able to actually start landing those contracts consistently because 将能够真正开始一致地签订这些合同，因为 even our first 10 didn't necessarily tell us that much but is that repeatable 即使我们的前 10 个也不一定告诉我们那么多，但它是可重复的吗 sales process yeah for me it was it was more that when I was like okay we're 销售流程是的，对我来说，更多的是当我觉得好吧时，我们 actually this this is the one this feels 其实这就是这个感觉 like was that the point where you raised money or had you raised money before 就像你筹集资金的那一刻或者你以前筹集过资金一样 that or we had raised money before that we raised money on pilots before that 或者我们在那之前筹集过资金 我们在那之前为飞行员筹集过资金 so one thing we talked about a lot of Y Combinator and Paul Graham writes about 所以有一件事我们在 Y Combinator 上讨论过很多，Paul Graham 也写过 this a lot is doing things that don't scale as a start-up so you you already 这很多都是在做一些无法像初创公司那样规模化的事情，所以你已经 told us that you sold PowerPoint versions of your of your product which 告诉我们您销售了产品的 PowerPoint 版本 definitely is like a limited time thing to do what are some other things you 绝对就像是在有限的时间内做的事情，你还有什么其他事情可以做？ guys did in the early days that didn't scale to get you to product market fit 人们在早期所做的事情并没有扩大规模来让你的产品适应市场 00:15 00:15 or and or what are things that your company does today like in terms of 或 和 或 贵公司今天所做的事情有哪些 things that don't scale to keep you moving forward I don't I think there 那些无法让你继续前进的事情我不认为存在 there are so many things we probably did that we couldn't scale that it's hard 我们可能做了很多事情而无法扩展，这很难 for me to remember exactly like what set of things I will say now and the things 让我准确地记住我现在要说的那组事情以及那些事情 I don't like regret spending any like I would spend a ton of time on and 我不喜欢后悔花费任何时间，就像我会花费大量时间一样 continue to is spending a lot of time with basically building the 继续花费大量时间基本上构建 relationships I think schools at the end of the day and districts there is a 我认为学校和学区归根结底有一个关系 really strong relationship aspect of it I think as customers they can be pretty 我认为作为客户，他们的关系非常牢固 unique in that like lifetime value can definitely be longer and you want a 独特之处在于终生价值肯定可以更长，并且您想要一个 product that's pretty sticky so I what I and what we continue to do is we will 产品非常粘，所以我和我们继续做的是我们将 spend like I can give you an example there have been a couple of times where 就像我可以给你举个例子一样，有好几次 00:16 00:16 either things have broken or we like if the site went down somehow times were 要么东西坏了，要么我们喜欢网站不知何故宕机了 personally called every single customer that you know it's one of those things 亲自给你认识的每一位客户打电话，这是其中之一 there are times where if I really want to make sure that something is going to 有时，如果我真的想确保某件事会发生 go well and that I think it's really important for us to keep our promises 进展顺利，我认为信守承诺对我们来说非常重要 that we make to the school system so if that's in my mind a lot of times it's 我们对学校系统所做的事情，所以如果我多次想到这一点，那就是 whatever it takes of course as we do that we want to find 当然，无论我们做什么，我们都想找到 the right way to implement that will scale but at the same time there's a lot 实现这一目标的正确方法将会扩大规模，但同时还有很多 that you learn on the ground through multiple visits and what it might be 您通过多次访问实地了解到的内容以及可能的内容 that you just kind of need to do and you do get a lot more information on those 你只是需要做，并且你确实获得了更多关于这些的信息 on-site visits than you do over webinars or phone just continually see that so 现场访问比您通过网络研讨会或电话进行的方式只是不断地看到这一点 things that we do that don't scale now it's just focusing on the customers I 我们现在做的事情没有规模化，只是专注于我的客户 personally spend a lot of time on our support and we'll like check our Net 个人花费了大量时间来支持我们，我们希望检查我们的网络 Promoter scores and call people school office managers if it's something that 如果是这样的话，发起人会打分并打电话给学校办公室经理 looks like it's not working well for them I'd like to keep continuing to do 看起来这对他们来说效果不佳，我想继续这样做 00:17 00:17 that but that probably falls into the bucket of do I know if that will 但这可能属于我知道是否会这样的范围 continue to scale I'm not sure about that but those are things the customer 继续扩大规模我不确定，但这些都是客户的事情 piece and the building that relationship and the commitment to them those are 以及建立这种关系以及对他们的承诺 things that we just try not to compromise and just for context how many 我们只是尽量不妥协的事情，只是为了上下文有多少 how many people are in your company now 22 okay okay so you probably have some 你的公司现在有多少人 22 好吧好吧，所以你可能有一些 focused support people but your yeah time support as you know as well can you 集中支持的人，但你也知道你的时间支持，你可以吗 tell us a little about about building trust you gave us I think some good 告诉我们一些关于建立信任的事情，你给我们带来了一些好处 examples but building trust with school leaders and are there other parties are 例子，但与学校领导建立信任，是否有其他各方 you dealing with parents or students and building trust there as well yeah so 你与家长或学生打交道并在那里建立信任是的，所以 given the nature of what we do we end up working with kind of everybody across 考虑到我们所做工作的性质，我们最终会与所有人合作 the school systems parents all the way so to build trust 学校系统一直与家长建立信任 sort of depending on the set of people there's gonna be different things but 有点取决于不同的人，会有不同的事情，但是 the one thing I see consistently across schools and school systems is that 我在学校和学校系统中一致看到的一件事是 00:18 00:18 everyone thinks they're pretty unique and I think it's true - there are a lot 每个人都认为自己很独特，我认为这是真的——有很多 of things that are contextual like every district I go to be like oh this is the 与上下文相关的事物，就像每个地区一样，我会说哦，这就是 way we do things here or like we have typewriters we do and I'll be like I 我们在这里做事的方式或者就像我们有打字机一样，我会像我一样 definitely just talked to a district that also has them but it's sort of it's 肯定只是与也有它们的地区进行了交谈，但它有点像 that local context piece so district to district County to County state to state 当地背景，从地区到地区，从县到县，从州到州 things will be different of course there are things that are sort of across the 事情会有所不同，当然有些事情是跨越整个世界的 board common but that feeling of really needing to understand their context 董事会很常见，但确实需要了解其背景的感觉 that's really important they you know it's really important that when you're 这真的很重要 他们你知道这真的很重要 当你 partnering with someone and taking on a risk of a big contract or a big 与某人合作并承担大合同或大项目的风险 implementation a big public thing like that it's really important that you feel 实施像这样的大型公共事务，让您感到非常重要 who you're working with understands what that is it's just I don't think there's 和你一起工作的人明白那是什么，只是我不认为有 that's the best way but it's it's also it's just really important that's on 这是最好的方法，但这也是非常重要的 00:19 00:19 pretty much like teachers and up school system people for parents I think it 我认为就像老师和学校系统中的家长一样 continues to keeping a big thing but privacy security whatever to start early 继续保持大事但隐私安全无论如何要尽早开始 and keep working on it and expect that parents in certain areas 并继续努力并期望某些领域的家长 they might pull up your privacy policy and really read it in great detail and 他们可能会调出您的隐私政策并非常详细地阅读它，并且 maybe understand it correctly or not but all those things on the parent end are 也许理解正确或不正确，但父端的所有这些东西都是 really important let's talk a little bit more about fundraising can you tell us 非常重要，让我们多谈谈筹款的问题，你能告诉我们吗 about when like when you first raise money and how you got your first 关于你什么时候第一次筹集资金以及你如何获得第一笔资金 investor and and maybe about relationships with investors and how you 投资者，也许还有与投资者的关系以及你如何 find investors that will add value for your company so raising money took a 寻找能够为您的公司增加价值的投资者，因此筹集资金需要花费大量时间 long time for us - we were really we had to restart from scratch all over again 对我们来说很长一段时间 - 我们真的不得不从头开始 when we were in imagine k12 so demo day definitely came and went and I think 当我们在想象k12时，所以演示日肯定来了又去，我想 00:20 00:20 even at that point we still had no users we still had a bear prototype I don't 即使在那时我们仍然没有用户我们仍然有一个熊原型我不知道 think we'd even had necessarily an active launch at that time yet so that we had 我想我们当时甚至有必要进行一次积极的发射，这样我们就可以 like a lot of work to do and we did though right after it we you know got a 就像有很多工作要做，我们做了，但之后我们就知道了 bunch of people that we admit we did all those meetings and we were up and down 我们承认我们参加了所有这些会议，而且我们的情绪起伏不定 Sand Hill just pitching and doing it it takes a lot of time and effort to work Sand Hill 光是投球和做就需要花费大量的时间和精力 on that and so it was for us like we sort of came after a couple of months to 就这一点而言，对我们来说就像是几个月后我们来到了 the realization that it was time and effort away from building the product 意识到构建产品需要时间和精力 and building like our go-to-market strategy which is what we really needed 并建立像我们真正需要的进入市场策略 so we did after I'm gonna say like three or four months just we were like we're 所以我们在三四个月后就这样做了，就像我们一样 not ready so we started focusing again back more entirely just on product and 还没有准备好，所以我们开始再次更加完全地专注于产品和 getting pilots in a couple of things there I think so in the time we were 我认为当时我们在那里进行了一些试点 00:21 00:21 pitching we focused a lot at the time on creating our deck and I think our deck 投球时我们非常专注于创建我们的套牌，我认为我们的套牌 probably went from like 10 flies to over 40 at some point you go to these 可能从 10 只苍蝇到了 40 多只，你去这些 meetings and it's like oh we eat just this or we need to tell it this way and 会议就像哦，我们只吃这个，或者我们需要这样讲 do this and truthfully I think our story got really watered like it just got 这样做，说实话，我认为我们的故事真的像刚刚那样被浇灌了 really hard to know what we were even talking about at some point and then we 真的很难知道我们在某个时刻在谈论什么，然后我们 sorta hit pause on it and then it must have been over a year later and this is 有点暂停了，然后肯定已经过去一年多了，这是 one of those things that you kind of just have to be prepared to pitch really 其中之一是你必须准备好真正推销的事情之一 at any time eventually we had sort of gotten to the point where Jen and I had 在任何时候，最终我们都达到了珍和我所经历的地步 like a probably like a ten bullet point list of just what our story was like 就像我们的故事大概有十个要点列表 this is whether we're talking to people were pitching to hire or potential 这就是我们正在与正在招聘的人还是潜在的人交谈 investors these are the things that we that we listens how we want to tell our 这些是我们想要告诉投资者的事情 story about our company and so we did have that and we were actually pretty 关于我们公司的故事，所以我们确实有这个，而且我们实际上很漂亮 well liked rehearsed on that and we were 很喜欢排练，我们是 00:22 00:22 on the same page and constantly updating it but I'd say over a year later out of 在同一页面上并不断更新它，但我想说一年多后 the blue we got an email from an investor who we had originally sought 蓝色 我们收到了一封来自我们最初寻找的投资者的电子邮件 advice from like over a year and a half ago so it was very much out of the blue 大约一年半前的建议，所以这是非常出乎意料的 and he was just like do you want to have 他就像你想拥有吗 lunch and I remember the time Chen and I were like 午餐，我记得我和陈的时候 sure like of course but we didn't really know what was going to what was 当然喜欢，但我们真的不知道接下来会发生什么 happening there but it was a good thing because of course we were prepared and 发生在那里，但这是一件好事，因为我们当然做好了准备，并且 we went to have lunch and I remember at the end of lunch if we remember exactly 我们去吃午饭了，如果我们记得准确的话，我记得在午餐结束时 we're eating all those things he just sort of looked up he goes okay I'm in 我们正在吃所有这些东西，他只是抬起头来，他没事，我在 and uh I'm one of those people where like everything is on my face and so Jen 呃，我是那种什么东西都在我脸上的人之一，所以 Jen says afterwards that I looked like someone had kicked my dog or so that I 后来说我看起来像是有人踢了我的狗，所以我 was like shocked or just really like a combination of shock and like I really 很震惊，或者只是真的很震惊，就像我真的 hope you're not kidding like one of those but that's actually what happened 希望你没有像其中之一那样开玩笑，但这确实发生了 and actually from there it was it was much faster and at that point we had 实际上从那里开始速度要快得多，那时我们就有了 00:23 00:23 focused on product and on having a good set of pilot districts so it was just 专注于产品和拥有一套良好的试点地区，所以这只是 really good timing but there's sort of an element of luck and networking 时机确实不错，但也有运气和人际网络的因素 consistently and being prepared yeah yeah that's great just in our last 始终如一并做好准备是的，这在我们的最后一次中很棒 minute or two from your position in the in the industry working with districts 距离您在与地区合作的行业中的职位仅一两分钟 having worked inside districts and now working in the EdTech industry 曾在地区内工作，现在在教育科技行业工作 what changes have you seen over the past five years what are you excited about 过去五年您看到了哪些变化，您对什么感到兴奋 what opportunities do you see so I'm probably always going to I'm a I'm like 你看到什么机会所以我可能总是会去我是一个我喜欢 full-on on the like efficiency back-office side of things I think 我认为，在效率后台方面的全面工作 there's a whole world there so I'm just gonna sort of probably keep talking 那里有一个完整的世界，所以我可能会继续说话 about that one it is interesting I mean I I think I came at a time where again 关于那个，很有趣，我的意思是，我想我来的时候又来了 MOOCs were a really big deal the thing about back office or district MOOC 对于后台或地区来说非常重要 administration stuff is that it's kind of hard to know it's even me personally 管理方面的事情是，很难知道这是我个人 00:24 00:24 having worked in a school system I had my own set of things that I did in PD 在学校系统工作过之后，我有自己的一套在 PD 所做的事情 but the whole like scale of what happens 但所发生的事情的整体规模 and that whole piece of it there's a lot so what I hear a lot of now is 整个内容有很多，所以我现在听到的很多是 definitely almost every district I'm talking to now is preparing in some way 毫无疑问，我现在交谈的几乎每个地区都在以某种方式做准备 or other for budget cuts or at least thinking about it if you are at all 或其他预算削减或至少考虑一下（如果您有的话） interested in HR things I hear a lot about the challenges of trying to hire 对人力资源事务感兴趣我听到很多关于尝试招聘的挑战 and attract Millennials and there's also depending on the 并吸引千禧一代，这也取决于 I mean there's usually some really really just things that people have been 我的意思是人们通常都会做一些非常非常简单的事情 doing for a really long time that they're really eager to do better and do 做了很长一段时间他们真的渴望做得更好并做 differently and that there's a there's a whole world of that and I think with 不同的是，有一个完整的世界，我认为 sort of what's coming next and the need to do things more efficiently and better 接下来会发生什么，以及需要更有效、更好地做事 I think that is an area that won't be seeing more things and so cool anybody 我认为这个领域不会有更多的东西，而且任何人都不会很酷 building those things hopefully we'll hear about that wonderful thanks so much 建造这些东西希望我们能听到这个美妙的事情非常感谢 00:25 00:25 Sarah for coming in and sharing your story [Applause] you 莎拉进来分享你的故事[鼓掌]