It’s my great honor and I was invited about months ago.I did not expect,非常荣幸大约几个月前斯坦福邀请我来演讲。这是我没有意料到的。people
said this is very sensitive time for me to talk,because about yahoo ,about alibaba about this ,that, so I promise promise,I come, 很多人说，这个时间点来这里演讲是非常敏感的，因为雅虎，因为阿里巴巴，因为这个因为那个。但是我还是答应过来了。Today any question you have,I will answer any question you have.今天如果你有任何问题要问我，我都会一一回答。
All right,so I‟ve been here for fifteen day and I planed to spend one year here.我已经在美国呆了15天，而且我打算在这里待上一年。 Nobody know,my company did not know that,I am gonna spend one year here.没有人知道我会在这里呆上一年，甚至我的公司也不知道。 Gue people asked why you are here?Are you here for getting yahoo? “NO”
我猜大家会问我为什么要来这里。要作收购雅虎的准备吗？不。Everybody was very sensitive when I said “,I am gonna spend one year here” ,and the I just come here I am tired ,too tired in the past sixteen year, 当我说我要在这里呆上一年的时候，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。I start my busine ,when I started 1994 internet ,I got crazy about the internet,,gave up my job in the teaching, 1994年我开创了我的互联网事业，并为之疯狂，然后放弃了我的教师工作。I called myself like blind man riding on the back of a blind tiger, jumping around,and still KIKI ,still surviving，我觉得那时自己就像是骑在盲虎背上的的盲人，一路摔摔打打，但依然生存着。and then join the govement organization for sixteen months, not succeful ,started alibaba 1999.然后我在政府机关工作了16个月，并不成功，然后1999年建立了阿里巴巴。
and we built up the alibaba,we are luck enough,we have the taobao ,we have the alipay we have ali cloud computing,and the so many things, 我们建立阿里巴巴，非常幸运，我们也有着淘宝网，支付宝，阿里云计算等很多东西。after 12years,I say:”I need some time to rest” , especially,this year,so difficult for me ,所以12年后的今天，我说我需要休息一段时间。尤其今年对我来说这么困难I did not expect.I prepare 12 years was china call the “本命年”.This is our 12 year for alibaba.我没有意料到我准备了12年，这在中国12年是一个本命年。今年也是阿里巴巴的第12年个年头At the beginning of the year,,we have the,you know ,moving for alibaba b2b CEO,because the customer cheating thing,and then we have the alipay about the VIE.I still don‟t know what the VIE is,”right”, and then we have the
,taobao separate into 4 parts, 今年年初的时候，阿里巴巴CEO因为顾客受骗事件而辞职，然后发生了支付宝VIE事件，虽然我到现在仍然不知道什么是VIE，然后我们把淘宝分成四个部分so many things ,It really make me fell tired,这么多事情真的让我觉得很累and I said:”well, why not give up 1 year ,because next year is my personal “本命年”,which could be much more difficult , 所以我说为什么不休息一年，因为明年是我个人的本命年，可能会比今年更辛苦。 so this year is very tough and difficult,,I believe,next year,it‟s gonna be tough ,more difficult, more compreed，今年非常艰难，我相信明年肯定会更艰难更复杂 So I got ready for that, and I need think,need rest,so in order to for any another 3,,4year hard work为此我准备好了，我认为为了迎接另外3个4年的辛苦工作，我需要好好休息。,because this 3year,it‟s not my job,if something wrong,criticize the president of taobao,CEO of the alibaba and alicloud,it‟s their fault, 因为这三年不是我的工作，如果事情出了错，大家可以批评淘宝，阿里巴巴或阿里云的CEO，因为这三年里犯错是他们的错。3 year later ,something wrong,my fault.但是三年后，如果事情出了错，那就是我的错。so I come here and I will spend most of time in United States,and then thingking relaxing.2 days ago,I picked up my golf,just relax ,nothing about ,the things people think about.所以我来这里，准备在美国呆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。所以，我来美国只是来休息的，不像是大家想的那样。
So we are very luck company,and there is no chance that we survive, I don‟t have any sort of the background ,richfather,strong uncle, and the, 我们是一间非常幸运的公司，本来没有我们生存的机会，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。I remember 1999,I came to Silicon Valley ,loking for venture capital.I talked to lots of venture capital,and I remember a few days ,I drop by Menlo park,I was rejected by so many venture capital, when talked about alibaba startup,they looked at the stranger,”what” ,”what are you talking about? 我记得1999年来到硅谷寻找投资资金，跟很多风险投资家、资本家接洽，我记得好多天我去Menlo Park一带开会。我被很多投资家一一回拒。当我谈到阿里巴巴的时候，他们都用异样的眼光看着我：什么？阿里巴巴？你在讲什么？I went back to china,with nothing,no money, nobody invested me,but I‟m full of confident,I saw America dream.我一无所获地回到中国，没有钱，没有人投资我。但是我充满了信心，我看到了美国梦。At that time ,1999,I walked on the high-expreway，every evening full of cars in the park of company,Sunday full of car,people work day and night,This is something ,I believe it‟s gonna happen in china, 我走在高速公路上，看到每天晚上路上全都是车，公司的停车场不管是白天或黑夜，周一到周日，都停满了车。人们夜以继日的工作。我相信这种情况一定也会发生在中国。without getting any venture capital,but I think ,I went back china with America dream and we started the busine there, 虽然没有得到任何投资资金，但我认为我是带着这个美国梦回到中国的，接着我创立阿里巴巴。and after 12 years,you know, a lot of things happen,we built up the B2B,nobody believed the B2B will work ,because the B2B at that time with Ariba ,I don‟t know still there. “ariba .com”,”broadvision”,”commerce one” this is very famous B2B company.People said :”how can you do B2B in china.Because B2B in USA focus on big company ,they focus on buyer, 12年过去了，发生了很多事情，我们建立了B2B，在这之前没有人相信B2B会成功，因为那个时候Ariba.com，Broadvision和commerce one 都是非常著名的B2B公司，人们问，你们在中国怎么搞B2B？因为美国的B2B致力于大公司，致力于买家。and we believe that three is no big company in china,and I don‟t see, in the short term, china will have lots of big company,我们不相信中国会有大公司，而且我也没有看出中国短期内会出现很多大公司because big company is only SOE,SOE ,they do not the ecommerce, they need govement policy.因为只有国企能成为大公司，国企不需要电子商务，他们需要政府的政策，对吧?so we focus on small busine,we believe china,the small busine ,the private sector are the future.so we focus on that, 所以我们专注于小型公司，我们相信小企业，私营企业才是中国的未来，所以我们把重点放在小型企业。and the B2B in usa ,they focus.They want to help the buyer save the cost ,save the time.we believe:”don‟t don‟t teach the SME,don‟t teach the small busine how to save the cost.because know much better than you do.还有，美国的B2B是专注于买家，他们想帮助买家节约成本和时间。但是我认为你不用教中小企业们如何节约成本，因为他们比你懂得多You shound help them how to make money.so we focus on helping small busine,we focus on helping them make money ,sell things abroad.Very difficult to do busine,at that time, 你应该帮他们赚钱，所以我们专注于中小企业，专注于帮助他们挣钱，把产品销到海外。当时做生意非常难， but after 12 years,we got more than 58 millions small busine around the world using our service.但是12年过去了，全球有超过5800万的中小型企业都使用我们的服务。that model is not very succeful,compare to “tencent “”baidu”,.我们的生意模式跟腾讯或百度相比可能并不是非常成果we did not make that much money,like online gaming, 我们没有靠网络游戏赚那么钱。but we can sleep well in the evening, because the money we made not online gaming, 但是我们晚上可以睡得安稳，因为我们赚的钱并不是从网络游戏上来的。the money we made is helping small busine survive, get busine opportunity which I fell very proud of that, 我们的收入是来自帮助小企业们生存，帮助他们得到商业机会，这点我感到十分的骄傲。and today , as always,I never fell proud of how much money we made,I fell proud of how much impact we can help others,especially small busine, 直到今天我从来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其他人多少而骄傲，尤其是小企业主！
before the history of internet,no company can help over 50 millions SME,today we are trying.andf I fell proud of that this is the first company, 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，而且我为我们是第一家这样的公司而骄傲。and people said :”jack,if you make alibaba succeful,that means :”you are pulling a million ton sheep on the top of the Himalayas人们跟我说，马云，如果你能让阿里巴巴成功，那相当于你要将好几吨羊运到喜马拉雅山顶上。and I said :”yes,we will carry that thing down” and we did.我说，是的，我们还会把他们运下来。而且我们做到了。 The second company call taobao ,and everybody said :”oh my god ,you are competing with ebay.I said :”why not,”, 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？”china need ecommerce site and building up china market take effort ,take time and take great you really want to build up something, 中国需要一个电子商务网站。创建一个中国的网络交易市场需要时间跟精力，需要你确实非常想做某事的决心。 so at that time people said :”there is no chance “ well !, if you never try ,how do you know that there is no chance.So we try .所以那个时候人们说在中国做这个没戏。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。 And I said :” if ebay is the sharp in the ocean, we are crocodile in the yangzi river.我说如果eBay是大海里的鲨鱼，那我们就是长江里的扬子鳄。Never fight in the ocean, let‟s fight in the Yangzi river.不在大海里打架，我们在长江里打it was difficult, it was lots of fun,and we survive .一开始很困难，但是很有乐趣。而且我们最后活下来了。they got 90%market share at that time, today for C2C,we own 90%market share.那时eBay占据了中国C2C市场90%的份额。但是到了今天，我们拥有中国C2C市场90%的份额。And luck ,just luck ,there are lots of can be discu in the future.我们很幸运，只是幸运。很多事情以后我们还可以再讨论。
Today ,people always write about the succeful story about alibaba.今天，大家总是在写关于阿里巴巴的成功故事。And I really don‟t think we are so smart .we made so many mistakes .we were so stupid at that time.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。so I think someday the book I personally really want to write about is alibaba 1001 mistakes.我想如果哪天我真的要关于什么的一本书，我会写《阿里巴巴的一千零一个错误》。 That‟s the things people should remember ,should learn.If you want to learn “how the other people succeed ,it‟s very difficult.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。there are lots of luck things at there.But if you want to learn “ how people fail “,you will benefit a lot, 成功有太多幸运的因素。但是如果你想学习别人是怎么失败的，你就会受益很多。and I always like to read those book talking about “how people fail”, 我总喜欢看那些探讨人如何失败的书。because,if you look into it any company theiy fail,the reason why they fail almost the same因为，当你仔细去分析任何失败的公司的时候，你会发现他们失败的原因总是相同的。而这才是最重要的。,and that really matters, so taobao succeed,and then we have the alipay,because everybody said:”china oh ,no credit system, banking is terrible, logistics is terrible.How can you do ecommerce所以淘宝成功了，接下来我们做支付宝，因为大家都说中国没有信用体系，银行很糟糕，物流很糟糕，你怎么去做电子商务？.I never tell, just like today I come here without PPT without my busine,I not come here sell you busine ,sell my busine.Because I don‟t stock to sell to you guys.今天我来这里我没有准备PPT，没有生意，我不是来跟大家说我的生意经的，因为我没有股票要卖给大家。But I think because china is not good at logistics,not good at credit system,not goog at banking system, that‟s why we need entrepreneurship, that‟s why we go ,we should go, build them up.但是我想正因为中国落后的物流、信用体系和银行体系，所以我们需要有创业精神，我们需要行动起来把他们建好。So I believe ,if there is no, you build it up,later that‟s become the standard of china and I believe china need that.所以我相信如果没有这种东西，而你建立了它，那么之后它就会成为中国的标准，而且我相信中国需要这个I remember ,6 years ago,I came to the states,I told the USA audience.I believe 5 years later, china will have more internet users than USA.people said “No” , 我记得6年前当我来这个国家，告诉美国的观众说，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。I said :”well ,you have 300 millions population,china 1.3 billions ,right! If you guys have 400 millions internet users,without any people die, keep on having baby ,, it take 50 years , we need 5 years. it‟s just time iue, right !.let‟s wait and see, 然后我说，你们的人口才3亿。中国有13亿人口不是吗？假如你们有4 亿人口，没有人死亡，人们还不停地生孩子，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？我们等着看吧。today we have more users ,today people say :”why your buy capability is low, let‟s see about 5 years later.5 year later,today,people only spend 200 RMB per month,5 years later,this guy will spend 2000.今天，中国网络用户的人口超过了美国。人们说为什么你们的购买力这么低？我们五年后在再看。今天人均消费大概只有每月200人民币。5年以后，这些人每月会消费2000元。 and we have patience, we are young,you know,I am old but my people only 26 average age, they are young. let‟s wait for the future.而且我们有耐心。我们还很年轻。我是老了，但是我们员工的平均年龄才26岁。他们还很年轻，让我们期待未来So ,alipay,was just like very ,at that time people said :”it‟s stupid “没听清“ service.当时做支付宝的时候，大家说这是一个很傻的担保服务。John wants to buy things from Stevens, John just not want to “没听清”the money .Stevens don‟t want to send the poducts.So we open account, “没听清“，ifyou happy ,” “没听清“the money ,not happy,return poduct,return money.张三要从李四那里买点东西，但是张三不肯把钱汇给李四，李四也不肯把货给张三。所以我们就开了一个账户，跟张三说，把钱先汇给我们，如果你对货物满意，那么我把钱汇给李四，如果你不满意，你退货，我退钱给你。 People said :” how stupid the model is”, well! We don‟t care whether stupid or not stupid. we care whether the customer wanted or not,whether really meet the need of customer, 人们说你的这个模式怎么这么傻啊？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。, if it‟s stupid, but after 7years ,we have more than 600 millions users, registered users in china using that.So stupid thing , if you improve it every day,it „s gonna be very smart.如果这东西很傻的话，但是7年后中国有超过6亿的注册用户在用它。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。And we believe that,and today , it „s good ,and it‟s growing, just like paypal,we are bigger than paypal right now , on transaction volume.我们相信这些，所以今天支付宝很好，而且仍在变好变强。支付宝跟Paypal很像，但是从交易量来说，我们比Paypal更大。And the last , most important is alicloud computing,and not like the other company ,they talk about cloud computing,they want to sell you the,hardware, software.最后，也是最重要的，是我们的阿里云计算，跟其他公司不同，他们谈论云计算是想把他们的软件和硬件卖给你。We have nothing to sell you .we just want to compute our own datas.Because the datas we have from the SME,because the datas we have from consumer of taobao，datas from alipay.但是我们没什么可以卖的。我们只想计算我们自己的数据。因为我们有很多来自中小企业的数据，来自淘宝消费者的数据，以及来自支付宝的数据。 We believe in the future the world is going to data proce in the world.How can we share the datas with others in a great way.Right! That‟s the busine about, it‟s not that good yet, but it‟s very profitable, 我们相信在未来，世界将是数据处理的世界。我们将如何很好地与他人分享数据。这就是阿里云计算要做的，目前它还不是很完善，但是非常有利可图。the whole company look healthy ,we are very appreciate, we are the company from “没听清“，there is no chances we can win ,now we survive.整个公司都很健康。我们非常感激，我们是在艰难的情况下成立的公司，最初没有我们生存的机会，但是我们挺过来了I think we always ask our own question:” why we are still working so hard.I talked to my colleague one day ,and he said :” I never know that in my life, I can do that much”, second” I never know that the thing I doing that meaningful to the society, third ,I never know that life is that “没听清”hard。我想我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。”We worked day and night,even now.I gue so thiner ,so stranger.I understand life is not easy.We fell proud because we are changing china.It „s not how much money you made.我们没日没夜地工作，即使现在也是这样。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，因为我们在改变中国，而不是你挣了多少钱。
10 years ago,when I walked on the street, people thank me because alibaba B2B helped them get orders acro ocean.10年前，当我走在街上，有人跑过来感谢我，因为我的阿里巴巴B2B平台帮他们得到了国外的订单。Today ,when I walk on the steet ,the young people said:”thank you very much,my wife and I opened a small shop on taobao,we made the surviving, we had grear incoming .今天，当我走在街上，有个年轻人说，jack,非常感谢你！我和妻子在淘宝上开了个小店，以此为生，并且有不错的收入。I know ,this is meaningful thing.We made the credit means money.Years ago , if you have a great record,or credit trust,you are not rich.这是有意义的事。我们让有信用意味着有钱。许多年前，如果你有很好的信誉记录，但你不会因此而富有。Today if you have a good record on taobao, you get rich, because people do busine with those people who have good record.We are teaching consumer to be smart.今天，如果你在淘宝上有很好的信誉记录，你将会非常富有，因为人们总是跟信誉好的店家做生意。我们教育消费者变聪明。People said :‟”jack ,I bought something so cheap from taobao ,is that a fake product.Yes we do.Fake product at everywhere.有人来跟我说：马云，我在淘宝上买了个非常便宜的东西，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。We spent most of effort， in china, 50% people on taobao, they focus on checking the internet property iue, 但是我们下了很大的功夫，在中国，有50%的淘宝人关注着知识产权问题。but there is bottle of wine, the cost is only 9 dollars, the people buy on the street is 300dollars,why is that? the channel, the advertisement, the TV show, why consumer should pay that much.So we cut that, and we made things change, 但是如果有一瓶红酒，在淘宝上只要9美金，在商场里买要300美金，为什么会这样？因为销售渠道、广告费用、电视节目费用。为什么消费者要为付这么多钱？我们减掉了那部分，我们让事情发生变化。so tell the consumer ,say :”this T-shirt , you buy on taobao,maybe 15 dollars, you buy on the shop,150 dollars.Not because taobao sell too cheap,because the shop sell too expensive.we should teach the consumer to be smart.所以我们跟消费者说，一件T恤，如果你在淘宝上买可能是15块钱，你在商场里买要150块钱，不是因为淘宝卖的太便宜了，那是因为商场里卖的太贵了。我们应该教会消费者变的聪明
And the third .very important, we saw so many factory in china ,especially in Canton,they are not company,they are not even a factory,they just OEM, 第三点非常重要，我们看见在中国有很如此多的工厂，尤其是在广东，他们不是公司，甚至连个工厂都they just manufacture,they don‟t know who ar selling for them,they don‟t know who are their customer,so anything come ,they all in trouble.他们仅仅是生产产品，他们不知道谁在卖这些产品，也不知道是谁买了产品。这种代工厂遇到任何事情，就会马上陷入 困难。So we just tell that manufacturing, you have to contact consumer youself, you have to sell youself, serve youself, then this real busine,otherwise, you just a workshop.We are changing that, and I feel proud, we are honor, 所以我们就告诉这些生产者，你必须自己跟消费者联系，你必须自己不是,他们仅仅是代工去销售产品，自己提供服务，这才是一个正经的生意。否则，你就只是个工厂。我们正在改变这些事情，我感到非常自豪。it‟s not about money.We believe ,if you have 1 million dollars , you are the richman,when you have 10 million dollars,you are in trouble,you worry about the inflation,you start to invest, you get into trouble, when you have 1 billion, that „s not you money,it‟s the society‟s trust,自豪不是因为钱，因为我们相信如果你有一百万，你是个富有的人，但如果你有一千万，那你就麻烦了。你会担心通货膨胀，汇率变化，你开始投资，然后你就可能遇到困难。如果你有10亿，那这就不是你的钱了，那是社会对你的信任。the
shareholder ,the people believe you can spend this money smart than the government,you can spend the money better than others, so they give you the trust, how can you do this trust? How can you treat ,you know ,creat this trusr well.And I think we facing this challenge你的股东，人们相信你能比政府更好地使用这些钱，你比其他人能更好的利用这些钱。于是他们给你信任，你应该怎样对待这样的信任呢?我觉得我们正面临这样的挑战。.And
the product of alibaba, it‟s not the service,,it‟s the people,employee,the colleague,the average age of our company is 26 years old,we are facing so many challenge,I never realize that on of the key government official阿里巴巴的产品，其实并不是服务，是人，是我们的员工，我们的同事。我们员工的平均年龄是26岁。我们正面临着许多的挑战，这些是我没有意识到的。
