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The third counterintuitive thing to remember about startups.
要記住的第三條與直覺相悖的原則
Starting a startup is where gaming the system stops working.
找訣竅在創(chuàng)業(yè)中是行不通的
Gaming the system may continue to work if you go to work for a big company.
如果你在一家大公司上班，鉆空子可能行得通
Depending on how broken the company is you may be able to succeed by sucking up to the right person.
要看這家公司有多么腐朽了，你可能會(huì)這樣討好有可能提拔你的上司
Giving the impression of productivity by sending emails late at night.
半夜給他發(fā)郵件，給他留下個(gè)工作努力的好印象
Or if your smart enough, changing the clock on your computer, cause whose going to check the headers, right?
耍點(diǎn)小聰明的話，改改電腦時(shí)鐘，給他發(fā)封“定時(shí)郵件”，沒人會(huì)查頁眉，看你到底是什么時(shí)候發(fā)的郵件
But, I like an audience I tell jokes like that to and they laugh.
我很享受給觀眾講笑話，看你們笑得很嗨
Over in the business school, headers, okay.
商學(xué)院的孩子們是不懂什么是“頁眉”的
God this thing is being recorded, I just realized that.
忘了在錄像了，剛想起來
All right, from now on, we are sticking strictly to the script.
下面，我還是照著草稿念吧~
All right. But in startups, that does not work.
小把戲在創(chuàng)業(yè)中是行不通的
There is no boss to trick.
你找不到上司去討好
There's no, how can you trick people if there's no one to trick?
沒上司的話，你去討好誰呢？
There's only users. And all users care about is whether your software.
只有顧客，顧客關(guān)心的是
Does what they want, right? They're like sharks.
你的產(chǎn)品能不能滿足他們的需求，顧客就像鯊魚
Sharks are, like, too stupid to fool.
鯊魚簡(jiǎn)單得沒法欺騙
You can't, like, wave a red flag at a shark and fool it, it's like, meat or no meat.
你不能晃個(gè)旗子，調(diào)戲鯊魚，有肉就是有肉，沒肉就是沒肉，沒法騙它
So, you have to have something people want.
你必須有讓顧客滿意的產(chǎn)品
And you only prosper to the extend that you do.
不斷完善產(chǎn)品
The dangerous thing is, particularly for you guys,
有一點(diǎn)需要警惕，尤其是對(duì)你們而言
the dangerous thing is that faking does work to some extent with investors.
需要警惕的是，耍手段有時(shí)能應(yīng)付投資者
You, if you're really good at knowing what you're talking about.
如果你巧舌如簧
You can fool investors for one, maybe two rounds of funding.
你可以在一兩輪融資中忽悠到投資者
But it's not in your interest to.
但是這么做對(duì)你沒什么好處
I mean, you're all doing this for equity.
我指的是，你這么做無非是為了股權(quán)
You're playing a confidence trick on yourself.
你其實(shí)在玩你自己
You're wasting your own time, because the startup is doomed.
浪費(fèi)自己的時(shí)間，因?yàn)閯?chuàng)業(yè)早已注定是失敗
And all you're doing is, you're just gonna waste your time writing it down.
你所做的就是浪費(fèi)時(shí)間，做無用功
So, stop looking for the trick.
不要再找什么竅門了
There are tricks in the startups, as there are in any domain.
和其他領(lǐng)域一樣，創(chuàng)業(yè)的確也有些技巧
But they are an order of magnitude less important than solving the real problem.
但是這些技巧遠(yuǎn)沒有解決實(shí)際問題重要
Someone who knows zero about fund raising but has made something users really love will have an easier time raising money.
一個(gè)人對(duì)融資一無所知，但是卻有令用戶喜愛的產(chǎn)品和那些熟諳各種創(chuàng)業(yè)書中的秘訣
Than someone who knows every trick in the book, but has a flat usage graph.
卻產(chǎn)品平平?jīng)]法吸引很多用戶的人比，他更容易募到資金
Though in a sense it's bad news that gaming the startups stops works gaming the system, stops working now.
在創(chuàng)業(yè)中 “竅門”行不通，讓人有些沮喪
In a sense that you're deprived of one of your most powerful weapons and afterall something you have spent 20 years mastering.
因?yàn)椋銈冄辛?xí)了20來年的功夫現(xiàn)在用不上了
It is something, I find it very exciting.
我個(gè)人覺得挺有意思的
That there even exists parts of the world where gaming the system is not how you win.
竟然有些領(lǐng)域“竅門”用不上！
I would have been really excited in college
如果在上大學(xué)時(shí)，我就知道
if I had explicitly realized that there were parts of the world where gaming the system matters less than others.
在有些領(lǐng)域“竅門”不是那么重要，在有的領(lǐng)域甚至用不上
And some where it hardly matters at all.
我當(dāng)時(shí)得樂壞了
But there are,
但是
and this is one of the most important things to think about when you're planning your future.
當(dāng)你在規(guī)劃未來時(shí)這是要考慮的要點(diǎn)之一
Got that, okay.
明白了吧？
How do you win at each type of the work?
在做不同工作時(shí)，你怎么做才能成功？
And what do you want to win by doing?
通過努力，你想得到什么？
So, that brings us to our fourth counterintuitive point.
這就引導(dǎo)我們進(jìn)入了反直覺的第四點(diǎn)
