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1、.1/43 以下为马云在斯坦福大学演讲全文：马云：大家好.我今天感到非常荣幸能来到这里和大家见面.大约几个月前,斯坦福邀请我来演讲.我没有意料到.很多人说因为所有关于雅虎,阿里巴巴,和许多其他的新闻,这个时间点来这里演讲是非常的敏感.但是既然我做了一个承诺,我还是来了.今天如果你有任何问题要问我,我都会一一回答.The following is the Ma at Stanford University speech:Ma:Hello everyone.Today I feel very honored to be here to meet you.About a few months ago
2、,Stanford invited me to lecture.I did not expect.Many people say that because of all about Yahoo,Alibaba,and many other news,this time to speak here is very sensitive.But since I made a promise that I came.Today,if you have any questions to ask me,I will be to answer every qestions.今天是我来美国的第 15 天,而且
3、我打算在这里待上一年.这个计划没有人知道.甚至我的公司也不知道.大家问我为什么要来这里.要打算作收购雅虎的准备吗？不,大家都太敏感了.我来这里是因为我累了.过去16年来太累了.我在1994年开创我的事业,发现了互联网,并为之疯狂,然后放弃了我的教师工作.那时候我觉得自己就像是蒙了眼睛骑在盲虎背上似的,一路摔摔打打,但依然奋斗着、生存着.在政府机关工作了 16 个月之后,1999 年建立了阿里巴巴.2/43 I came to the United States today is the first 15 days,and I intend to stay here for a year.No
4、one knows this plan.Even my company do not know.You asked me why I came here.To intend to do to prepare for the acquisition of Yahoo?No,we are too sensitive.I came here because Im tired.Over the past 16 years was too tired.In 1994 I created my career,discovered the Internet,and crazy,and then gave u
5、p my teaching job.At that time I felt like a Mongolian eyes like riding on the back of the tiger blind,all the way to throw beat fight,but still struggle,survive.Work for the government for 16 months after the 1999 establishment of Ali Baba.我们还幸运地拥有着淘宝网,支付宝,阿里云和集团下其他的公司.所以,建立阿里巴巴 12 年后的今天,我决定需要休息一段时
6、间.尤其今年的挑战实在是太艰辛了,这也是我没有意料到的.中国人说每12年是一个本命年.阿里巴巴今年在中国刚好是第12年,也遇上了许多棘手的问题,好比今年初因为供应商欺诈事件导致首席执行官辞职,还有 VIE 的问题,虽然我到现在仍然不知道什么是 VIE,以与把淘宝分成四个公司的决策.所以,忙完所有这些事情之后我累了.我告诉自己,为什么不花个一年好好休息.尤其明年是我个人的本命年,肯定会比今年更辛苦.我想要花多一点时间好好准备,迎接明年更艰苦更困难的挑战.我需要好好休息才能为3到4年后的挑战做好准备.这三年如果事情出了错,大家可以批评淘宝,阿里巴巴或阿里云的首席执.3/43 行官.但是三年后,如果
7、事情出了错,那就是我的错.所以我准备在美国花上一段时间好好思考和放松.前两天,我开始再次练习起高尔夫球,好好放松.所以,来美国的目的真的不像是大家揣测的这么复杂.We are also fortunate to have a Taobao,Alipay,Ali clouds and other companies under the Group.Therefore,the establishment of Ali Baba 12 years later,I decided to rest for some time.In particular,this years challenge is t
8、oo difficult,and this is what I did not expect to.Chinese people say that every 12 years is an animal year.Alibaba in China this year happens to be the first 12 years,have encountered many difficult issues,such as suppliers of fraud earlier this year because of events leading to the resignation of c
9、hief executive officer,as well as the VIE issue,although I still do not know now what is the VIE,as well as the companys Taobao split into four decisions.So busy after all these things Im tired.I told myself,why not spend a year rest.In particular,next year is my personal year,which would surely be
10、more difficult this year.I want to spend a little more time to properly prepare to meet next year more difficult and more difficult challenge.I need a good rest in order for the 3-4 years after the challenge to prepare.This year if things went wrong,we can criticize Taobao,Alibaba CEO or Ali cloud.B
11、ut after three years,if things went wrong,and that is my fault.So Im going to spend some time in the United States ponder.4/43 and relax.Two days ago,I started practicing again from golf to relax.Therefore,the purpose of coming to the U.S.is really not so complicated is that we speculate.我们是一间非常幸运的公
12、司.我没有任何的背景,没有富裕的父亲,也没有很有权势的叔伯们,根本不用想能够有成功的机会.我记得1999 年来到硅谷寻找资金,跟很多风投、资本家接洽,也去了 Menlo Park一带开会.但是没有人有兴趣投资阿里巴巴,我被一一回拒.回到了中国,一点资本都没拿到.但是,我充满了信心.我看到了美国梦.我看到硅谷的快速成长,我看到许多公司的停车场不管是白天或黑夜,周一到周日,都是停满了车.我相信那种快速的成长也会发生在中国.接着我创立阿里巴巴,12年过去了,到今天取得了很多的成绩.但在那之前,没有人相信B2B能够在中国发展.当时B2B美国有名的公司包括Ariba ,Broadvision 和 Com
13、merce One,这些公司主要的客户都是大公司的买家们.没有人觉得中国近期内会有大公司的出现,而大公司也不会有电子商务的需求,因为所有大公司都是归于政府,他们只需要配合政府的政策就可以.但我的信念是,我们必须要专注在小型公司,因为未来是私营企业的天下,所以我们必须把重点放在小型企业.We are a very lucky company.I have no background,no wealthy father,nor very powerful uncles,do not want to have the chance of success.I remember in 1999 came
14、 to Silicon Valley looking for funding,with many venture capitalists approached,.5/43 also went to the Menlo Park area meetings.But no one interested in investing in Alibaba,I was eleven nixed.Returned to China,did not get a little capital.However,I am full of confidence.I saw the American dream.I h
15、ave seen the rapid growth of Silicon Valley,I have seen many company parking lot whether it is day or night,Monday to Sunday,all full of parked cars.I believe that rapid growth will occur in China.Then I founded Alibaba,12 years have passed,and today made a lot of achievements.But before that,no one
16、 believes B2B able development in China.At that time the famous B2B companies including American Ariba ,Broadvision and Commerce One,the companys main clients are large companies buyers.China in the near future there will be no one think that the emergence of large companies,while large companies wi
17、ll not have the demand for e-commerce,because all the big companies are attributed to the government,they only need to meet the government s policy can be.But my belief is that we must focus on small companies,because the future is the private sector of the world,so we have to focus on small busines
18、ses.还有,美国大公司的 B2B 是非常专注于买家,美国的买家们需要许多建议来帮忙节省成本开销和时间.但是我相信中小企业们不需要这方面的帮忙,他们比我们还厉害,懂得还多.我们应该专注于帮他们赚钱,把产品外销出去.当时我们也遇到很多挑战,但是 12 年过去了,今.6/43 天全球有 58 万的小型企业都使用阿里巴巴来做生意.我们的生意模式跟腾讯或百度相比可能并不是十分吸引人,我们也并不靠网络游戏赚钱.但是我们晚上可以睡得安稳,因为我们知道我们赚的钱并不是从网络游戏上来的.我们的收入是靠帮助小企业们成长来的,这点我感到十分的骄傲.直到今天我都没有为阿里巴巴赚了多少钱而骄傲过,我为我们影响和帮助了
19、其他人,尤其是小企业主而骄傲！Also,large U.S.companies are very focused on B2B buyers,U.S.buyers who need a lot of suggestions to help save costs and time overhead.But I believe that SMBs need help in this regard,they are worse than we are,know more than.We should focus on to help them make money,the products expo
20、rted out.At that time we also encountered many challenges,but 12 years later,todays world there are 580,000 small businesses use Alibaba to do business.Our business model compared with Tencent or Baidu may not be very attractive,we do not rely on online games to make money.But we can sleep peacefull
21、y at night,because we know that we earn from online games are not up to.Our revenues have grown by helping small businesses come,which I am very proud of.Until today I have not as much money Alibaba proud,I had to influence and help us to other people,especially small business owners and proud!.7/43
22、 在互联网之前,没有人可以帮助超过 5000 万的中小企业.但是今天,我们正在努力这么做.人们会跟我说,马云,如果你能把阿里巴巴搞好,那相当于你将好几吨羊运到了喜马拉雅山顶上.我说,是的,我们还会把他们运下来.而且我们做到了.第二个公司是淘宝.大家都跟我说,天哪,你是在跟 eBay 竞争啊！我说,为什么不？中国需要一个电子商务.创建一个中国的网络交易市场需要时间跟精力.所以,那个时候人们告诉我在中国做这个没戏.我说,如果你总是不尝试,你怎么知道没戏？所以我们就尝试了.我说如果 eBay 是大海里的鲨鱼,那我们就是长江里的扬子鳄.咱们不在大海里打架,我们在长江里练练.一开始很困难,但是很有乐趣.
23、而且我们最后活下来了.一开始eBay 占据了中国C2C 市场的90%.但是到了今天,我们拥有中国C2C市场 90%的份额.我们很幸运,真的只是幸运.很多事情以后我们还可以再讨论.Before the Internet,no one can help more than 50 million SMEs.But today,we are trying to do so.People will tell me,Ma,Alibaba if you can do a good job,that is equivalent to several tons of sheep you will transpo
24、rted to the top of the Himalayas.I said,yes,we will ship them down.And we did.The second company is Taobao.Everyone told me that,my God,you are in competition with eBay ah!I said,Why not?China needs an e-commerce site.Creating a network of Chinese market will take time and effort.So,at that time I w
25、as told to do this in China the game.I said,if.8/43 you do not always try,how do you know the game?So we tried it.I said that if eBay is the sea of sharks,then we are in the Yangtze alligator.Lets not fight the sea,we are in the Yangtze River and thought.A beginning is difficult,but a lot of fun.And
26、 we finally survived.EBay beginning C2C market in China accounted for 90%.But today,we have the Chinese C2C market share of 90%.We are very fortunate,really just lucky.After a lot of things we can discuss.今天,大家总是在写关于阿里巴巴的成功故事.但是我并不真的认为我们有多么聪明.我们犯了很多错误.当时我们还是很愚蠢的.所以我在想,如果哪天我要写关于阿里巴巴的书,我会写 阿里巴巴的一千零一个错
27、误.这才是大家应该记住的事情,应该学习的事情.如果你想知道其他人是怎么成功的,这是非常难的.成功有很多幸运的因素.但是如果你想学习别人是怎么失败的,你就会受益很多.我总喜欢看那些探讨人如何失败的书.因为,当你仔细去分析的时候,任何失败的公司,他们失败的原因总是不经相同.而这才是最重要的.所以淘宝成功了,接下来我们做了支付宝,因为大家都说中国没有信用体系,银行很糟糕,物流很糟糕,你为什么还要做电子商务？今天,我不是来这里跟大家说我的生意经的,我没有准备PPT,因为我没有股票要卖给大家.但是我想正因为中国的落后的物流、信用体系和银行,我们才需要有创业精神.这就是我们需要创建自己的蓝图.所以我相信这
28、个事情是你先做了,然后慢慢地就成了中国的标准.我记得 6 年前当我来美.9/43 国的时候,我说我相信 5 年以后,中国的网民人口会超过美国.人们说,不会的.然后我说,你们的人口才3亿.中国有13亿人口不是吗？如果让你们有4 亿人口,没有人口死亡,人们还要不停地生孩子,你们需要50 年的时间.我们只需要 5 年时间,所以这只是一个时间的问题,不是吗？我们走着瞧.今天,中国网络用户的人口超过了美国.然后人们说为什么你们的购买力这么低？我们五年后在再说.今天,人均消费大概只有 200 人民币每月.5 年以后,这些人会消费 2000 元.而且我们很有耐心.我们还很年轻.我是老了,但是我们员工的平均年
29、龄才 26 岁.他们还很年轻,所以让我们期待未来.Today,we are always writing about Alibabas success story.But I do not really think how smart we are.We made a lot of mistakes.We were still very stupid.So I was wondering if someday I want to write a book about Ali Baba,I will write Ali Babas one thousand and one mistake.Thi
30、s is something we should keep in mind,you should learn to do.If you want to know how other people are successful,it is very difficult.Fortunately,there are many factors that success.But if you want to learn how others fail,you will benefit a lot.I always like to explore how people fail to see those
31、books.Because,when you look to the time of analysis,any failure of the company,their failure is not always by the same.And this is the most important.So Taobao successful,then we do Alipay,because everyone says China is no credit system,banks are bad,.10/43 logistics is very bad,why did you do e-com
32、merce?Today,I did not come here to tell you is that my business sense,and I did not prepare PPT,because I do not have stock to sell you.But I think because of the backwardness of China s logistics,credit and banking system,we need to have an entrepreneurial spirit.Thats why we need to create your ow
33、n blueprints.So I believe this thing is that you do first,and then slowly became China s standards.I remember six years ago when I came to America when I say that I believe that five years later,the population of Internet users in China will surpass the U.S.People say that they will not.Then I said,
34、the population was 300 million.China has 1.3 billion people,is not it?If so you have 400 million people,there is no population died,people have to keep a child,you need 50 years.We only need five years,so this is just a matter of time,is not it?Well see.Today,the population of Internet users in Chin
35、a than the United States.Then why do people say the purchasing power is so low?We say after five years.Today,per capita consumption is only about 200 yuan per month.Five years later,these people will be spending 2,000 yuan.And we are very patient.We are still young.Im old,but the average age of our
36、employees was 26 years old.They are young,so lets look to the future.11/43 当时做支付宝的时候,大家说这是一个很傻的担保服务.X 三要从李四那里买点东西,但是 X 三不肯把钱汇给李四,李四也不肯把货给 X三.所以我们就开了一个账户,跟 X 三说,把钱先汇给我,如果你对货物满意,那么我付钱,如果你不满意,你退货,我退钱给李四.人们说你的这个模式怎么这么傻啊？但是我们不关心这个模式是不是傻,我们关心的是客户是不是需要这样的服务.我们是不是满足了客户的需求.如果这东西很傻的话,今天中国就有超过 6 亿的注册用户在用这个傻东西.
37、所以傻的东西,如果你每天都改善它一点,那么它就会变得非常聪明.所以今天支付宝很好,我们还在成长.支付宝跟 Paypal 很像,但是我从交易量来说,我们比 Paypal 更大.Alipay was doing,when we say that this is a silly guarantee services.Where to buy something from a John Doe Joe Smith,but Zhang refused to send money to John Doe,John Doe refused the goods to Joe Smith.So we opene
38、d an account with Joe Smith said that the money be remitted to me,if you are satisfied with the goods,then I pay,if you are not satisfied,you return,my money back to John Doe.People say you how silly this model ah?But we do not care about this model is not stupid,we are concerned that the customer i
39、s not the need for such services.We are not satisfy the customers needs.If this thing is silly,then,today there are more than 600 million Chinese a registered user to use this silly thing.So silly things,if you do every day to improve it a little,then.12/43 it will become very smart.So today,Alipay
40、is very good,we are still growing.Paypal with Paypal like,but Im from the trading volume,we are more than Paypal.最后,也是最重要的,是我们的阿里云计算,这个公司跟其他那些谈论云计算的公司不同.那些公司是想把他们的软件和硬件卖给你.但是我们没什么可以卖的.我们通过云技术对自己的数据进行计算.来自中小企业的数据,来自淘宝消费者的数据,以与来自支付宝的数据.我们相信未来.未来的世界将是信息处理的世界.我们将如何很好地与他人分享数据.这将是未来商业的核心.这个公司目前还不是很好,但是盈利能
41、力很强.Finally,and most importantly,our Alibaba Cloud Computing,the company with other companies who talk about the different cloud computing.Those companies are trying their software and hardware to sell you.But we have nothing to sell.We cloud technology to their own data to calculate.From the SME da
42、ta from Taobao consumer data,and data from Alipay.We believe in the future.World of the future will be information processing in the world.How well we will share data with others.This will be the core of future commercial.The company currently is not very good,but very profitable.13/43 整个公司都很健康.一开始人
43、家说这个公司不可能成的,但是我们活下来了.我们很有耐心.我们总在问自己一个问题为什么我们还要这么辛勤地工作？有一天,我问我的同事,他告诉我,Jack,我从来不知道我这辈子还能做这么多事情.第二,我从来不知道我现在做的事情对社会这么有意义.第三,我从来不知道生活是这么艰辛的.我们没日没夜地工作,甚至是现在也是这样.我变得更瘦了,而且长相更奇怪了.我知道生活不是容易的事.我们很骄傲,我们在改变中国,而不是你挣了很多钱.The entire company is very healthy.People say that a company can not begin to,but we surviv
44、ed.We are very patient.We always ask ourselves the question,why do we have to work so hard?One day,I asked my colleague,he told me,Jack,I never knew my life can do so many things.Second,I never know what I am doing so meaningful to society.Third,I never knew life was so hard.We worked day and night,
45、and even now but I am becoming more thin,and looks even more strange,I know life is not easy and we are proud that we change China,rather than you earn a lot of money.10 年前,当我走在街上,有人跑过来感谢我,因为阿里巴巴帮他们得到了国外的订单、国外的生意.今天,当我走在街上,有人过来感谢我,说他和妻子在淘宝上开了个小店,以此为生,并且收入不错.这对我来说,意义重大.我们将诚信变得有价值.许多年前,如果你有很好的信誉记录、交易记
46、录,你可能还并不富有.今天,如果你在淘宝上有很好的信誉记录、交易记录,你将会非常富有,因为人们都愿意跟信誉好的店家做生意.我们教育消费者要聪明.有人来跟我说：马云,我在淘宝上买了个东西,非常非常便宜,你说这是假货么？是的,我们淘宝上有假货,假货在现实生活中无处不在.但是我们用了非常多的努力,大量的人力物力来对付这个问题,在淘宝,有 50%的工作人员每天的工作是筛查侵权、伪冒商品.但是如果有一瓶红酒,在线下的商场里买要 300 美金,而在淘宝上只要 9 美金,为什么会这样？因为渠道、广告费用.为什么消费者要为这么多其他费用买单？我们帮消费者省了,所以我们跟消费者说,如果你在淘宝上买一件 15 块
47、钱的 T 恤,而它在商场里要卖 150 块钱,那不是因为淘宝卖的太便宜了,那是因为商场里卖的太贵了.我们应该帮助消费者变的更聪明.10 years ago,when I walk down the street,someone ran over to thank me,because Ali Baba to help them get foreign orders,foreign business.Today,when I walk down the street,someone came to thank me and said he and his wife opened a Taobao
48、 shop,a living and decent income.This,to me,is significant.We will be honest become valuable .Many years ago,if you have a good credit history,transaction records,you probably are not rich.Today,if you are on Taobao have a good credit history,transaction records,you will be.15/43 very rich,because p
49、eople are willing to do business with reputable stores.We educate consumers to be smart.Someone said to me:Ma,I bought on Taobao is something very,very cheap,you say this is fake it?Yes,we Taobao fake,fake in real life everywhere.But we spent a lot of effort,a lot of manpower and resources to tackle
50、 this problem,in Taobao,50%of the daily work of staff screening infringement,counterfeit merchandise.But if there is a bottle of red wine,the mall to buy online to 300 dollars,and on Taobao just nine dollars,why is it so?Because channels,advertising costs.Why do so many consumers want to pay for oth