温馨的意思-银行从业资格证申请

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。
Guess 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 business ,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 successful ,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 compressed，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。
,becaus e 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- expressway，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 business 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B2 B会成功，因为那个时候，Broadvision和commerce one
都是非常著名的B2 B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。
a nd 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 business,we believe china,the small business ,the private
sector are the 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 believe:”don‟t
don‟t teach the SME,don‟t teach the small business how to save the
e 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 we focus on helping small
business,we focus on helping them make money ,sell things
difficult to do business,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 business 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
successful,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 business survive, get business
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 business,
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 successful,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。
a nd 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e Bay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
discuss 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 successful 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。
the re 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 business,I not come
here sell you business ,sell my business. 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 issue, 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。< br> 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。
A nd 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 process in the world.
How can we share the datas with others in a great way. Right! That‟s the
business 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 guess 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 across 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
business 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 issue,
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3 00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 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 business,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 of ficial
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。

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。
Guess 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 business ,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 successful ,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 compressed，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。
,becaus e 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- expressway，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 business 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B2 B会成功，因为那个时候，Broadvision和commerce one
都是非常著名的B2 B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。
a nd 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 business,we believe china,the small business ,the private
sector are the 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 believe:”don‟t
don‟t teach the SME,don‟t teach the small business how to save the
e 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 we focus on helping small
business,we focus on helping them make money ,sell things
difficult to do business,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 business 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
successful,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 business survive, get business
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 business,
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 successful,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。
a nd 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e Bay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
discuss 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 successful 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。
the re 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 business,I not come
here sell you business ,sell my business. 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 issue, 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。< br> 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。
A nd 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 process in the world.
How can we share the datas with others in a great way. Right! That‟s the
business 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 guess 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 across 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
business 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 issue,
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3 00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 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 business,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 of ficial
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。