📌 Part I: The Idea（第一部分：创业的想法）

• Be able to clearly and concisely explain what you’re building and why

→ 清晰简洁地解释你在构建什么，以及为什么要做这件事

• In the best case, you yourself are the target user. In second best case, you understand the target user extremely well

→ 最好你自己就是目标用户；其次你也必须非常了解目标用户

• Launch and see what happens (consumer) or try to sell it first (enterprise – get LOI)

→ 对C产品可以先发布看反应，对B产品可以先尝试销售拿到意向书（LOI）

• Let your idea evolve as you get feedback from users

→ 随着用户反馈不断迭代你的想法

• Know how big the market is today, how fast it’s growing, and why it will be big in ten years

→ 了解市场当前有多大、增长速度如何，以及为什么十年后会变得更大

• Greatly prefer something new to something derivative. Most really big companies start with something fundamentally new (10x better)

→ 强烈偏好“新事物”而不是“模仿品”，最成功的公司往往从根本性的创新开始（提升10倍）

• The best ideas sound bad but are in fact good

→ 最棒的创意一开始听起来通常是“坏主意”，但其实是好主意

• Better not to try too actively to force yourself to come up with startup ideas. Learn about different things, practice noticing problems

→ 不要强迫自己“想点子”，多去了解不同领域，练习发现问题

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👥 Part II: A Great Team（第二部分：优秀团队）

• Most important characteristics: unstoppability, determination, formidability, resourcefulness

→ 最重要的特质：不可阻挡、坚韧、冲击力强、机智灵活

• Rigidity and flexibility – strong beliefs about core mission but flexible on everything else

→ 在核心使命上坚定，在其他方面灵活

• Founders that are hard to talk to are almost always bad. Communication is the most important rarely-discussed founder skill

→ 难以沟通的创始人几乎都不好，沟通是最被低估的创始人能力

• Need at least one founder who can build product and at least one who is good at sales

→ 至少有一位创始人擅长产品开发，另一位擅长销售

• Choose a cofounder you know well, not someone you just met. Nearly equal equity split is best

→ 合伙人要找你熟悉的人，不是刚认识的，股份平均分最好

• Good cofounder > solo founder > bad cofounder

→ 好合伙人 > 独立创始人 > 坏合伙人

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🧪 Part III: A Great Product（第三部分：伟大产品）

• Have a great product. This is the only thing all great companies have in common

→ 打造一款伟大的产品，这是所有伟大公司的共同点

• If you do not build a product users love you will eventually fail

→ 如果你不能做出让用户“爱不释手”的产品，最终一定会失败

• Talk to users, watch them use product, figure out what’s subpar, make it better. Repeat

→ 与用户交流、观察他们使用、找出问题、改进产品。然后重复这个过程

• Get closer to users. Literally watch them use your product. Sit in their office if you can

→ 与用户亲近，亲眼看他们如何使用产品，最好能坐在他们的办公桌边

• Do things that don’t scale. Recruit initial users one at a time and build things they ask for

→ 去做那些“不容易扩展”的事，一个个招募初期用户，做他们真正需要的功能

• Key questions: Are users using your product more than once? Are they fanatical? Would they be bummed if you went away? Are they recommending you without being asked?

→ 关键问题：用户会重复使用吗？是否痴迷？如果你消失，他们会失望吗？他们有没有主动推荐？

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📈 Part IV: Great Execution（第四部分：优秀执行）

Growth（增长）

• Never lose momentum. Growth solves all problems, lack of growth is not solvable by anything but growth

→ 永远不要失去增长动力。增长能解决一切问题，唯有增长才能解决增长不足的问题

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📋 Operational Insights（运营管理建议）

CEO的职责（Jobs of the CEO）

• Five core jobs: 1) Set vision and strategy, 2) Evangelize to everyone, 3) Hire and manage team, 4) Raise money, 5) Set execution quality bar

→ CEO的五项核心工作：愿景与战略、宣传布道、招聘与管理、融资、执行标准设定

• The emotional highs and lows are very intense. Being a CEO is lonely

→ CEO的情绪波动很剧烈，这是一份孤独的工作

• The CEO doesn’t get to make excuses

→ CEO不能找借口

• Distort reality for others but not yourself

→ 对外可以“扭曲现实”，对自己必须完全诚实

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Focus & Intensity（聚焦与专注）

• If distilled to only two words: focus and intensity

→ 如果要总结创业秘诀：聚焦 + 专注

• Don’t let your company start doing the next thing until you’ve dominated the first thing

→ 在彻底做好第一件事之前，不要急于做第二件事

• Be decisive and get things done quickly

→ 快速决策，迅速行动

• When something works, keep going

→ 什么方法有效就持续做，不要分心

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Hiring & Managing（招聘与管理）

• Don’t do it early. Employees are expensive and add complexity

→ 不要过早招聘，员工成本高且增加复杂性

• Don’t compromise on quality. Good + bad people = toxic culture

→ 不要降低用人标准，好人+坏人=坏文化

• Spend 25% of your time on recruiting when hiring

→ 招聘期间要花25%的时间专注招人

• Fire quickly. Fire toxic people no matter how good they are

→ 快速裁掉有毒员工，再强也要裁

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Competitors（竞争对手）

• Competitors are a startup ghost story. 99% of startups die from suicide, not murder

→ 竞争对手像鬼故事一样。99%的初创公司死于自杀，而不是他杀

• 99% of the time, you should ignore competitors

→ 大多数时候你应该忽略竞争对手，除非他们真的打败了你并推出了产品

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Making Money（如何赚钱）

• Get people to pay you more money than it costs you to deliver your good/service

→ 用户付的钱必须比你的成本高

• Get to “ramen profitability” as quickly as you can

→ 尽早实现“拉面盈利”（刚够养活自己）

• Watch your cash flow obsessively

→ 时刻关注你的现金流

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Fundraising（融资）

• Raise when you need it or when it’s available on good terms

→ 要么需要时融资，要么条件好就融资

• The secret to raising money is to have a good company

→ 融资的关键是把公司做好

• Have conversations in parallel – don’t go down a list sequentially

→ 多个投资人同时聊，不要一个一个来

• View fundraising as a necessary evil – get it done fast

→ 把融资当作必要的“苦差事”，尽快完成它