非常榮幸，從來沒想到會有這多人來聽我的演講。
I’m so honored. I never expect there are so many people coming here to listen to my talk.
我站在這裡的時候，感覺自己如此重要，如此責任重大。謝謝你們！
And when I sitting there I feel so important. Thank you, thank you very much.
正式開始演講之前，我想請問一下在座有多少人在使用阿里巴巴的服務？好的，不是非常多。那麼，你們當中有多少人從來沒有去過中國？好的。
Before my talk I would like to ask how many people here have used Alibaba services. Good, not many. [Laughs]. And how many of you here have never been to China? Never been, never been to China. Good, thank you very much.
20 年前，我第一次踏上美國，美國之旅的第一站是西雅圖。來到美國之前，我從課本、老師、學校和父母那裡了解美國，我以為自己已經非常了解美國。但是，當我踏上這片土地的時候，我才發現我完全錯了，美國這個社會和我從課本學到的根本不一樣。在西雅圖，我平生第一次認識了網際網路。
Well, 20 years ago I came to America. My first trip to America, to Seattle. Before that I learned so much about America, from my books, from my teachers, from my school, and my parents. And I think I know enough about America. But when I came to America I thought totally wrong. America is not what I learned from the books. And in Seattle I found the Internet.
回到中國之後，我告訴朋友們，我打算開一家網際網路公司。我邀請了24位好友，討論了兩個小時。到了最後，還是沒有人理解我想要做的東西，我們進行了投票，23人選擇反對。我的朋友們勸我說：「忘了它吧！根本就不存在這麼一個叫做網際網路的東西，千萬不要去嘗試。」只有一個人對我說：「馬雲，我相信你，雖然我不知道你想要做什麼，如果你想做，就大膽去做吧，因為你還年輕。」那年，我30歲。
And then I came back and tell my friends that I’m going to open a company called Internet. I invited 24 of my friends, had a two-hour discussion. And finally we had a vote. 23 of them against me. 「Forget about it. There’s no such kind of network called Internet. Don’t do it.」 There’s only one person who said 「Jack, I trust you. I don’t know what that is, but if you want to try it, go ahead, try it. Because you’re still young.」 At that time I was 30 years old.
沒有任何的計算機知識、商業知識，我開始了創業之路。我開辦了第一家公司，和我的妻子，還有一位同學。我們東拼西湊了1000美元，創業之路非常艱難。當時，我覺得自己是騎在盲虎背上的盲人（成語：盲人摸象，又騎虎難下）。20年風雨過去，我存活了下來。但是創業前三年，生活真的非常糟糕。我清楚地記得，我想向銀行貸款3000美元，這花去了我整整三個月時間，我動用了所有的關係，還是沒拿到貸款。每個人都認為馬雲在撒謊，因為1996的時候他們不相信有網際網路這個東西的存在。
So I started my business, without knowing anything about computer, without knowing anything about business. I started my first company, my wife and I and a school mate. We borrowed [start] from US $1,000 we start the business. It was so difficult. I called myself like a blind man riding on the back of blind tigers. Jumping around for the past 20 years I survive today. For the first three years life was really bad. I remember I tried to borrow US $3,000 from the banks. It took me three months asking any friends I know to borrow the money.Still failed, coz verybody said 「Jack is telling a lie, because there’s no such network called Internet in 1996.」
有一天，1996下半年，中國正式接入了網際網路。於是，我邀請了10位媒體朋友到我家裡來，想告訴他們我沒有撒謊，確實存在網際網路這個東西。為了下載一張照片，我們當時花了三個半小時。大家說，「那東西真的能行得通嗎？」我說，「是的，行得通的，不是現在，是在未來十年之內。」不管怎樣，這至少證明了我沒有撒謊。
So one day, later 1996, China was connected to the Internet. I invited ten media friends to my apartment. I want to tell them I’m not telling a lie. There is a network called Internet. We waited three hours and a half to see the first – to download the first picture. And people said 「Is that thing going to work?」 And I say 「Yeah, it』ll work, but not today. In ten years it』ll work.」 But at least it proved that I was not telling a lie.
我還記得，當我們嘗試幫助小公司在網絡上銷售產品，但是沒有人願意來，因為還沒有人在網絡上買東西。所以在第一周，我們的7個員工自己去買，自己去賣。到了第二周，有人開始在我們的平臺上賣東西，我們買光了他出售的所有商品。我們有兩個房間，堆滿了我們那兩個星期買的東西，而且是沒有什麼用的東西。這只是為了告訴大家網際網路是行得通的，但這並不容易。1995年到1999年這期間，我們的創業失敗了，沒有一樣條件是成熟的。
I remember when we tried to help our small business to sell online. Nobody want to sell because nobody come to buy. So first week we have seven employees, we buy and sell ourselves. The second week somebody start to sell on a website. We buy everything they sell. We have two rooms full of things we bought for New Year’s, [all garbage] for the first two weeks. In order to tell people that it works. It was not easy. Since 1995 to 1999 we failed. We go nowhere, our business, because nothing was ready.
到了1999年，我邀請18個好友到家裡，我們決定再一次嘗試，並且把網站命名為alibaba.com。人們問為什麼叫阿里巴巴？我們希望網際網路就如同一個寶庫，可以讓小企業芝麻開門。另外，這個名字容易拼寫，也朗朗上口。我們想做的事情，是幫助小企業。
In 1999 I invited 18 friends of mine who came to my apartment. We decided to do it again. We call the name alibaba.com. And people say why Alibaba? We believe Internet is a treasure island which opens sesame for small business. And we used Alibaba because it’s easy to spell, easy to remember. And we want to focus on helping small business.
當時我們注意到美國的電子商務致力於幫助大公司，幫助他們節約成本，而當時中國沒有那麼多的大公司，而是有很多的小企業，對於他們來說生存是如此艱難，假如我們能夠用網際網路技術來幫助這些小公司，這會非常有意思。
Because at that time we see commerce [with the] American e-commerce they focus on helping on big companies, they’re focusing on helping big companies to save the cost. We believed China we don’t have a lot of big companies, we have so many small business, and small business it’s so difficult for them to survive. If we can using Internet as a technology to help small business it』ll be fantastic.
美國習慣於幫助大型企業，這就好比美國人擅長於打籃球；而在中國，我們應該會去打桌球，去幫助那些小公司。我們需要做的不是幫助小公司去節約成本，因為他們知道如何節約成本，他們需要學習的是如何賺錢。因此，我們的業務一直專注於幫助小企業在網絡上賺錢。
So we start to say if America is good at helping big companies, just like America is good at making basketball we should play pingpong in China, we should help the small guys. And we should not helping small guys to save cost, because small business know how to save the cost, but small business should learn how to make money. So our business is focusing helping small business to make money online.
我們希望阿里巴巴這個公司可以活102年。人們會好奇地問，為什麼是102年？因為阿里巴巴誕生於1999年，上個世紀我們經歷了1年，這個世紀將是完整的 100年，下一個世紀再經歷1年，這樣橫跨三個世紀，102年。我們這是給了所有員工一個清晰的目標。無論我們有多少盈利，無論我們賺了多少錢，不論我們已經取得什麼成績，都不要認為我們已經成功。不要忘記我們希望活102年，現在才過了16年而已，前面還有86年。這86年中的任何一個時間，如果公司倒閉了，我們就談不上成功。當我聽到這個俱樂部（紐約經濟俱樂部）已經有108年的歷史，我十分驚訝，十分震驚。這其中一定有很多值得阿里巴巴學習的東西。
And we want to make the company last for 102 years. And people are curious – why 102 years? Because Alibaba was born in 1999, last year we had – last century we had one year, this century 100 years, next century one year. 102 across three centuries. We give a clear goal to any employees. Don’t say we are successful, no matter how much money we raised, no matter how much money we make, no matter how much we have achieved. Don’t forget we want to live 102 years. Now, 16 years passed, we have another 86 years to go. Because in next 86 years, if any time we die we’re never successful. When I heard this club is 108 years old I was surprised and shocked. There’s so much we can learn from that.
沒有人相信阿里巴巴可以活下去。以前人們說：「你們的平臺是免費的，你們的公司那麼小。」尤其是我們在美國上市的時候，人們又說：「你們阿里巴巴是做電子商務的，就像亞馬遜一樣。」可能亞馬遜是美國人眼中唯一的電子商務模式，但是我們不一樣。
Well, today nobody believed that Alibaba could survive, because people say 「You are [free], you’re tiny」 and, you know, and especially when we talk about – when we IPO』d people say 「Ah, you are Alibaba, you are e-commerce. You’re like Amazon.」 Because in American point of view Amazon probably is the only business model for e-commerce. But no, we are different.
我們和亞馬遜不一樣的是，我們自己不做買賣，我們幫助中小企業做買賣。在阿里巴巴的平臺上，有一千萬家小企業每天做交易。我們自己不送快遞，但每天有二百萬人幫著我們配送三千萬包裹。
The difference between us and Amazon is that we do not buy and sell, but we help small business to buy and sell. We have 10 million small business on our site buy and sell every day. And we do not deliver our packages, although – ourselves, though we have more than 2 million people help us to deliver over 30 million packages per day.
我們也沒有自己的倉庫，但是我們幫助那些中小物流快遞公司管理成千上萬個物流倉庫。我們也沒有任何商品庫存，但是我們有3億5千萬的買家，每天有超過1億2 千萬的消費者光顧我們的網站。去年我們的銷售額是3900億美元。今年，我們預計銷售成交會超過沃爾瑪全球，你要知道沃爾瑪用了230萬員工，而我們只是從18人擴大到了3.4萬人。
We do not own warehouses, but we manage tens and thousands of warehouses for other small, medium sized delivery companies. And we do not own inventories, but we do have more than 350 million buyers. We have more than 120 million buyers coming to shop every day on our site. And also, we sell – our revenue last – our sales last year were US$ 390 billion. And this year, possibly, we are going to be bigger than Walmart globally. And Walmart manage – that size of business have more than 2.3 million people; we grow from 18 people to today 34,000 people.
我們和亞馬遜不一樣的還有，亞馬遜是一個購物中心，你去逛亞馬遜，去買你想要買的東西，就和產品展示的一模一樣。但是在阿里巴巴，你看到的產品圖片展示和你拿到手的產品或許不一樣，人們會覺得驚訝，「這怎麼有點不一樣！」但是他們喜歡這樣的購物體驗。在美國，電子商務是商務，而在中國，電子商務是人們的一種生活方式。年輕人交換他們的思想，互相溝通，建立信任，建立個人信用記錄。就好像星巴克一樣，你不是去星巴克品嘗它的咖啡有多麼美味。這是一種生活方式。這也正是網際網路電商如何改變中國的地方。
And the difference between Amazon and us the other is Amazon is a shopping center. Because here e-commerce is commerce, in China e-commerce is a lifestyle. Young people, they using e-commerce to exchange ideas, they communicate, they build up the trust, they build up a record. It’s just like Starbucks – you never go to Starbucks to test how wonderful coffee is. It’s a lifestyle. And this is how Internet e-commerce is changing China.
我們感到自豪的，並不是我們賣了多少東西。我前面提到，今年我們的成交總額會超過沃爾瑪——是的，我們對此很自豪。阿里巴巴會在未來五年，達到1萬億美元的成交額。這是我的目標，我認為我們會達到這個目標。更讓我們自豪的是，我們為中國直接和間接地提供了1400萬個就業機會。我們在中國鄉村創造就業機會，我們為中國女性提供就業機會。中國網際網路上成功的賣家中，超過51%是女性。
And what we felt proud of is not how much things we sell. I said this year we』ll be bigger than Walmart – yes, we are proud. We know in five years we will sell US$ 1 trillion. This is my goal, which we think possibly we will make it. We are proud of that but we are more proud because we create direct [and indirect] job, 14 million jobs for China. And we』ve created jobs in the countryside. We created a lot of jobs for women. Over 51 percent of the power sellers on the Internet are women.
我們為這些事情感到自豪。有人又會說，阿里巴巴現在做到了這些，你們的下一步是什麼？阿里巴巴無處不在，你們的未來打算是什麼？今天，超過80%的在線交易是由阿里巴巴所創造，我們未來的目標是將阿里巴巴的業務拓展到全球。這不只是要成為最會賣貨的公司。我們希望電子商務的基礎設施能夠全球化。相比美國，為什麼中國的電子商務成長速度如此驚人？因為在中國的商業基礎建設太差。不像在美國，你們有汽車，線下有無處不在的沃爾瑪和凱馬特（Kmart，美國現代超市零售企業鼻祖）。但是在中國，我們並沒有這麼好的基礎設施。
So we feel so proud of that. And people say okay, now Alibaba did that. What's your next? What's your future cause you are everywhere. We, 80 percent of the buy and the sell online are created by our company. Our future is that we have to focus on globalizing our business. It's not only sell more things. We want to make, to globalize the infrastructure of eCommerce. Why Internet eCommerce grow so fast in China than in the USA? Because the infrastructure of commerce in China was too bad. Not like here. You have [Click] Motors. You have all the shops offline, Walmart, Kmart, everything everywhere. But in China we have nothing nowhere.
電子商務在美國如同餐後甜點，它是對主流商業的補充。但是在中國，電子商務已經成為主菜。我們建設了電子商務的基礎設施。所以，如果我們將我們的電子商務基礎設施全球化，包括在全球範圍內提供支付工具、物流中心和透明公開的交易平臺，幫助全球的小公司將他們的產品賣到世界各個角落，幫助全球的消費順利地買到世界各地的產品。我們的願景是，未來十年內幫助全球20億消費者在線購買全世界的產品，而且做到全球範圍內72小時內收到商品，在中國範圍內，無論你身在何處，24小時內收到商品。阿里巴巴的全球化戰略，仍然是致力於幫助小企業，幫助他們以最有效的方式來做生意。我們會在自己的電商平臺上，幫助到另外一千萬家小企業。
So e-Commerce in the US is a dessert. It's complementary to the main business. But in China it becomes the main course. We created the infrastructure. So we think if we globalize our infrastructure — the payment, the logistics center, the transparent platform all around the world. Helping the small business around the world to sell everywhere. Help the global consumers to buy everywhere. Our vision is in ten years we will help two billion consumers in the world to shop online anywhere in the world. You're shopping online with 72 hours you'll receive the product. And anywhere in China you shop online, you will receive the products within 24 hours. And we think our globalization is still focused on helping small business. And helping them to do business in the most efficient ways. And we think that we will help another ten million business on our eCommerce platform.
我們會給這些小企業賦能。我們會引導更多流量給他們，會給提供他們支付系統，提供物流配送系統，讓他們更加快捷和便利地在全球任何角落開展業務。我們希望在中國以外的地方擁有40%的業務量。現在，我們的海外業務只佔到2%。
We will empower them. We'll give them the traffic. We'll give them the payment system. We'll give them the logistics system so they can do business anywhere easily and quickly. And we will help. We will have 40 percent of our business outside China. Today we only have two percent of our business outside China.
可能人們繼續會問，現在阿里巴巴的業務做大了，也募集到大量資金。你們會在美國做什麼？你們會來美國嗎？如果來美國，你們是打算入侵美國嗎？馬雲你什麼時候來和亞馬遜競爭？什麼時候來和eBay競爭？其實，我對eBay和亞馬遜抱有敬仰之心。而我來這裡的目的，也就是阿里巴巴的下一步戰略，是幫助美國的小企業走進中國，幫助他們將產品賣到中國。
So people keep on asking, now you are big. You raised that much money. What's your play in America? People say well are you going to come? When are you going to come to invade America? When I going to compete with Amazon? When I going to compete with eBay? Well I would say we show great respect for eBay and Amazon. But I think the opportunity and the, the strategy for us is helping small business in America go to China, sell their products to China.
現在的中國，中產階層的數量和美國人口大致相當。而我們認為，未來十年中國將有五億人口成為中產階層。他們對優質產品和優質服務的需求是非常強大，非常驚人的。我認為中國的現狀沒有辦法滿足他們對於優質產品和優質服務的需求。過去20年，中國一直致力於出口，而我認為接下來10年-20年，中國應該把注意力集中在進口方面。中國要學會進口，學會如何消費。中國應該去消費，去做全球買手。同時，我認為美國的小企業，美國的品牌產品，也應該利用網際網路，進入中國市場。
Today in China, the middle class for China is almost the same as the American population. And we think in ten years it will be more than half a billion Chinese people will be middle class. The demanding for middle class, the demanding for good products, good service was so powerful, so strong. And I think China today cannot afford the good products, good service to them. And then next is that China has been focused on exporting in the past 20 years. And I think next ten, ten-twenty years China we should be focusing on importing. Chinese should learn to buy. Chinese should spend the money. Chinese should buy a lot of things from globally. And I think that American small business, American branded products you should use the Internet, go to China.
過去20年，美國的大公司已經遍布整個中國。對於美國的小公司來說，利用好電子商務，將是巨大的機會。阿里巴巴已經幫助很多美國的農民將產品賣到中國。西雅圖的車釐子就是一個例子。你不能想像，美國駐華大使跑來問我：「馬雲，你們可以幫我們銷售西雅圖的車釐子嗎？」那時車釐子還長在樹上，我們就做了預售，8 萬個中國家庭搶購了這些訂單，我們摘下車釐子，在24小時內運到中國。24小時內，8萬個中國家庭就將160噸車釐子一搶而空。去年，我們賣掉了300噸車釐子。我不知道今年又會是怎樣一個驚喜的數字。
Past 20 years big companies of America is already all over China. But it's the great opportunity for using the eCommerce for small business to go to America. In the past years we have helped a lot of American farmers selling things to China. For example the Seattle cherries, you will never believe that the ambassador, the American ambassador to China, he came to us say, Jack can you help us to sell the cherries in Seattle. I say how can we sell cherries? The cherries still on the trees. And we started place order, 80,000 families booked the order. And when we got the order we ship, we pick up the cherries and ship to China within 24 hours 80,000 families, 160 tons of cherries were sold. And last year we sold over 300 tons of cherries. And I don't know what's this year about.
我們同樣也幫助銷售阿拉斯加的海鮮。我們還幫助銷售加拿大的龍蝦，所賣出的龍蝦數量，是他們十年不可能達到的。許多美國的知名品牌也藉助我們的平臺銷售。像 Costco超市入駐以後第一個月就賣出了600噸堅果，銷售額達到650萬美元。既然我們能夠幫助賣龍蝦，賣車釐子，為什麼不可以利用我們的系統來幫助大量的美國中小企業？我還想借用一天的數據來舉一個例子，11月11日，中國的光棍節，阿里巴巴把它變成了一個購物節。去年雙十一，我們的交易額高達97 億美元，第一分鐘有240萬消費者湧入。今年，我們認為這個數字會更加驚人，所以這也是我此次來美國的目的——中國消費者需要更多的美國產品。
We also helped Alaska seafood. We helped Canada to sell the lobsters. The lobster we sold probably ten years they cannot sell. And we also have a lot of American branded companies using our site to sell. Costco the company, they sold 600 tons of nuts on our site for the first month. And for the first month they're using Alibaba 6.5 million US dollars. So I think if we can help to sell lobsters, if we can help sell the cherries, why we cannot help these small, medium size companies to China using our system? So this is what I want, and also I want to take one day for example November, November 11th, the [Singles'] Day. We make that a shopping day. Last year for that day we sold 9.7 billion US dollars. And for the first minute shopping we have 24 million people rushed in for the first minute. And this year we guess the number was scary, so my purpose coming here that we need more American products to China.
每天，阿里巴巴平臺都有上億「饑渴」的消費者來購物。這就是我們來到這裡的原因，我們不是來競爭的，我們來這裡是希望將美國的中小企業帶到中國。我們的願景是「全球買、全球賣」，未來10年-20年，無論你身在何處都可以買到任何地方的產品，也把可以自己的產品賣到世界各地。菲律賓人可以買到挪威的鮭魚，挪威人可以將產品賣到阿根廷，阿根廷人可以買中國的產品，也可以將產品賣到中國。這是網際網路未來變革的方向。最後，阿里巴巴為已經改變中國而感到驕傲。變革的力量是強大的。
We have a hungry 100 million people coming to buy every day. So this is why we come here. We not come here to compete. We come here to bring the small business. My vision is that in ten, twenty years anywhere you buy anywhere, sell anywhere. Philippine people can buy salmon on Norway. Norway people can sell things to Argentina. Argentina can buy and sell to China. This is how the Internet is going to change. And lastly I want to say we have changed the China. We feel proud of that, and we think that the change, the power of change is so powerful.
第一次技術革命以後，世界有了新的商業組織形式——工廠，這些工廠帶來了武器和力量，然後催生了第一次世界大戰。第二次能源革命以後，世界又有了新的商業組織形式——公司，然後催生了二戰。
The first revolution of technology we have the, the organization of business called a factory. And had our first World War because of the strength of the arms and muscles. The second revolution energy, we have the organization called companies, and have the second World War.
在這個網際網路時代，DT時代（DataTechnology，數據時代），我認為誕生了一個新的商業形式——平臺，「第三次世界大戰」也隨之即將打響——但這不是一場國與國之間的戰爭，這是一場我們攜手對抗疾病、貧窮和氣候變化的戰爭。我認為這是人類的未來。所有的人類，所有的國家，都應該聯合起來。依靠年輕一代，而不是武器；依靠計算機和大數據，來解決人類的問題，社會的問題。這是我所熱衷的，和錢無關，這是夢想。改變世界的不僅是技術，更是你相信可以改變世界的夢想。我們知道這條路漫長且不易。我以前說過，過去20年在中國做網際網路生意很不容易，今天很困難，明天更困難，後天很美好。但是絕大多數人死在了明天晚上，如果你不努力的話。
This time Internet. The data, and I think we have a new business called platform. And the third World War is going to happen. And this war is not between nations, this war we work together against the disease, the poverty, the climate change. And I believe this is our future. The human being, the nations shall unite together. Rely on the young people using not the guns, using computers, using the data to solve the human problem, solve the society problems. And this is what I'm passionate about. It's not about the money, it's about dreams. It's not only the technology change the world, it's the dreams you believe that change the world. And we know the way, the way is not easy. As I was told in the past 20 years doing Internet business in China, today is difficult, and tomorrow is much more difficult. But the day after tomorrow is beautiful. Most people die tomorrow evening, if you don't work hard.
謝謝大家！
Thank you very much.