It’s my great honor to be here. So when I listen to the introduction, I’m a little bit confused whether it’s talking to the most powerful people, influential people. And first let me introduce myself. I’m 100% made in China, and I learn my English by myself when I was a kid from most of the American tourists when they visited my city called Hangzhou.
谢谢教授。
能到这里来我感到非常荣幸。听到这个介绍，我有点疑惑这说的是不是最有权势、最具影响力的人物。首先，请允许我介绍一下自己。我是个纯正的土生土长中国人。在我小时候，我自学英语，那时很多美国游客来到我的家乡杭州旅游，我从他们那儿学英语。
So 1970s, early 1970s, when a lot of foreign visitors visited the city, so I…every morning I got up early and become the tour guide for them for 9 years. A free guide, and they taught me English and I showed them around. And I learned about the language; I learned the culture. And I learned how to think differently because everything I learned from my schools when I was a kid was different from the things I learned from the foreign tourists.
20世纪70年代早期，许多外国游客来杭州旅游，所以每天早晨我都早起，为他们做了9年的导游。当一个自由导游，他们教我英语，我带他们四处游玩。我学到了英语，同时也学到了文化。我学到了该如何从不同的角度思考，因为从他们那里获知的东西都与我小时候在学校里学到的截然不同。
’Cause my father and my school teachers told me that China was the richest country in the world, and we’re going to liberate the world, just like today’s North Korea. And later I found out that was not true. So since then I’m a little bit different from most of the Chinese. People say, Jack, you’re different from the Chinese. But when the American people look at me like a very typical Chinese. Chinese look at me like American people because I understand the culture here. So I’ve never even one day train in the States, but I learn a lot. I got my Internet concept from the States.
因为父亲和老师都告诉我中国是世界上最富裕的国家，我们将解放全世界，就像今天的朝鲜一样。后来我发现并非如此。因此，从那时开始我与大多数中国人便有所不同了。人们都说，马云，你跟一般的中国人不一样。不过，美国人都认为我是个地道的中国人。中国人觉得我像个美国人，是因为我了解美国的文化。我从未在美国接受过任何训练，但是我了解很多。互联网的概念就是来自于美国。
Well first let me introduce a little bit about Alibaba Group. Alibaba was founded in 1999, 18 founders in my apartment. And we just have an idea we believe Internet is going to change China. Internet is going to booming. So nobody believed us. Everybody say, well, you know, how can you do Internet in China because Chinese government censorship is decent. There’s no reason for us to survive. And today people say, Jack, you’re visionary; how could you tell e-commerce Internet 10 years ago. And I said… I think we’re like a blind man riding on the back of blind tigers. Just by accident. We focused, we make the thing happen and today from 18 people now today we have more than 20,000 people. And we grow from one company to 5 companies right now.
首先，请让我简单介绍一下阿里巴巴集团。阿里巴巴创立于1999年，当时在我的小公寓里，我们共有18个成员。我们只有一个想法，就是坚信互联网将会改变中国，互联网会飞速发展。但是没人相信我们。他们都说，中国政府的审查制度如此严密，你怎么在中国搞互联网?我们的公司没理由能生存下来。然而今天，人们都说，马云，你真有远见，你怎么能在10年前就想到用互联网来进行电子商务交易呢。我想说，我们就像是盲人摸象。只是碰巧而已。我们专心致志，事情就这样发生了;如今我们的员工已从18人增加到20000多人，也已从一个公司成长为5个公司了。
The first company is called Alibaba.com and it focuses on small and medium-sized companies. Helping small and medium-sized companies, we have over 37 or 38 million register SMEs in China using our services. Outside China we have more than 12 million SMEs using our services. So, well, our business model’s very simple. One side is China side, is a domestic trading. Anything you want to buy, anything you want to sell in China, you can use the China website. It’s like a market place, like eBay. But eBay is C2C; we are B2B. The Alibaba B2B: one is China domestic trading; the other is import and export. It’s a marketplace for global purchasing, global buying.
第一个叫做阿里巴巴公司，主要集中在中小型企业上。我们专门帮助中小型企业，在中国我们已有约3700万至3800万的注册中小型公司在使用我们的服务。在海外有1200多万家中小型企业使用我们的服务。我们的公司经营模式非常简单。其一是中国的国内贸易，你可以通过网络买卖任何东西，类似一个市场，就像易趣网。不过，易趣网是顾客到顾客的电子商务模式，而我们是企业到企业的模式。阿里巴巴的企业到企业模式有两种方式：一种是国内贸易;另一种是进出口贸易。阿里巴巴是一个全球采购与买卖市场。
It grows pretty healthy; we listed 3 years ago in the HK market, and we were very lucky because the day we listed, the market was good. So our stock price grows from $13.5 to $40 without doing anything good. Just go up. And three months later, our stock from $40 to $3 without doing anything bad. Just, you know, just up and down. And there was the rock and roll. And now the company’s stabilized, we still focus on e-commerce, still focus on SMEs. But except the company, the other 4 companies are private companies.
它发展的很健康，三年前我们在香港上市。当时我们很幸运，因为我们上市的那一天，正是牛市。我们什么都没做，只见每股价格从13.5美元涨到40美元，一个劲儿的向上窜。而三个月后，仍然是什么都没做，我们的股价却从每股40美元跌至3美元。要知道，总是起起伏伏，摇摆不定。如今公司已稳定下来，而我们仍在做电子商务，仍然将重点放在中小型企业上。但除了这一家，其他四家公司都是私营企业。
The other company which we own 100% is called Taobao.com which probably most Chinese people here have heard about it. It is much more influential than Alibaba.com in China. We have more than 300 million register users. It started with the C2C, but 95% is from B2C. And 6 years ago, we started to compete with eBay. eBay, a lot of money… At that time their market can be 80 billion dollars. They came to China, they said they would compete with Alibaba, and we started the business from zero and we got like 2% or 3% market share. Now we have 90% market share which eBay have like 2% or 3% market share.
另一家我们占全部股份的公司叫做淘宝网，在场的大多中国人很可能都听过。在中国淘宝网比阿里巴巴更具影响力。我们有3亿多注册用户。淘宝起初是顾客到顾客的电子商务模式，不过后来95%是企业到顾客的模式。六年前，我们开始与易趣网竞争。易趣很有钱，那时他们的市值就有800亿美元。他们打入中国市场，扬言要与阿里巴巴竞争，而我们那时白手起家，只占2%到3%的市场份额。如今，我们有90%的市场份额，而易趣只有2%到3%的市场份额。
So Taobao is a combination of Amazon, eBay, and Google and Face book. It’s a community on line and we have 43 million unique visitors visit the site shopping every day. And we finish 8 million transactions per day. And logistically last year the package delivery in the whole China is 2 billion packages’ delivery on the road. We created 1.1 billion, so we have like 55% market share on the delivery. It’s growing very fast and we already have like 100% growth in the past 7 years. And we will keep it 100% this year.
淘宝集亚马逊、易趣、谷歌与脸谱网于一体。它是一个网上社区，每天有4300万的特殊访客在这里购物。我们每天能完成800万单交易。去年全中国共有20亿个包裹需要派送，而我们占了11亿，大约是市场份额的55%。淘宝发展相当快，在过去七年，我们的增长高达100%，今年我们也会努力做到这一点。
And the third company we have is called Alipay, like a PayPal. It’s a very stupid model. Five years ago, I found that it’s so difficult to do transactions on line because people don’t trust each other. The banking system is so bad. The infrastructure of finance is also bad. So I was worried about what I’m going to do. The bank has the license to do this business. We know how to do business, but we don’t have the license. So in the end, people say, Jack, don’t touch that area. If you touch the area, you will be in prison because financial sector is very risky in China. And I say put me in the prison; let’s do it.
我们的第三家公司叫做支付宝，就像是PayPal网上支付平台。这是个很笨的交易模式。五年前，我发现网上交易很难实行，因为人们无法相互信任。银行系统太不可信，金融基础设施也不可靠。于是我开始担心我该怎么做。银行有资格可以进行网上交易，而我们，尽管知道如何去做，却没有获得法律许可。最后，人们说，马云，千万不要涉足金融界，不然你会坐牢的，金融在中国风险太大。我答，那就坐牢吧，我们就这么干。
And we do transparently, we do everything clear in order to make sure that the government is happy, people are happy. So we work with the banks, you know, close to 70 banks in China. Today we have 400 million register users and we are the largest on-line third party payment without any business model. We just want to help people. That makes the banks very unhappy because we distract the business model. In the world, a good bank, like 60 or 70% of the revenues are from the services. But in China, about 60 or 70 or 80% of revenues come from the loaning. So we go inside, go into the service.
我们的工作很透明，任何情况都清清楚楚，以确保政府满意，人民舒心。然后，我们与中国的银行合作，接近70家银行。今天我们支付宝已有4亿注册用户，成为最大的不使用任何企业模式的第三方电子支付平台。我们只想帮助人，却惹恼了银行，因为我们分散了人们对企业模式的注意力。世界上大银行的收入，有60%到70%来自于服务;但在中国，有60%到70%甚至80%来自于借贷。因此，我们就参与进去，集中于服务业务。
The fourth company is AliCloud computing which we just founded 2 years ago. Because we have the data from small and medium-sized companies, because we have the data from Taobao consumers and we have the data from Alipay, the data we collected become so influential that we want all the consumers to share, to understand the datas from SME and let the consumers understand SME datas. So that is…we’ve been very focusing on cloud computing.
第四家公司叫做阿里云数据计算，于两年前创办。因为我们有中小型企业、淘宝客户以及支付宝用户的数据资料，这些数据影响重大，我们希望与客户分享，让他们了解中小型企业的资料和情况。所以我们一直专注做云计算。
And the 5th, the No. 5 company we have is called Yahoo China which we were quite familiar with Yahoo 5 years ago. So these are the group and Alibaba is listed. The other four are private. And pretty good, we’re lucky in China that we combine, you know, like Amazon, eBay, PayPal and altogether in a same group. 70% market share in China is E-commerce and it is still keep on going very fast.
第五家公司叫做中国雅虎，五年前我们就耳熟能详。这就是阿里巴巴集团的构成。如今阿里巴巴公司已经上市，其他四家是私营企业。这样挺好。我们很幸运，能够在中国将亚马逊、易趣以及PayPal网上支付组合成一个集团。在中国，70%的市场份额由电子商务占有，而它仍以飞快的速度发展。
What are the reasons people say why you survived in China, why you succeeded, I think, one of the key reasons we survive is that we believe always: customer No.1, employee No.2, shareholder No.3. And this is the first philosophy and to now we still trust it truly because it’s the customer that stays with us. It’s the customer we create.
人们问为什么我们的公司能够在中国成功，为什么我能成功，我认为，主要原因之一在于我们始终坚信：客户第一，员工第二，股东第三。这是我们的首要原则，直到今天我们仍在坚持，因为只有客户才是一直支持我们的，是我们自己建立的客户。
Because in Internet in China in the pasting years, there are three main businesses: one is focusing on proto sides like Yahoo and today we have Sina, Sohu and Netease. They focus on the news and I think it’s so difficult to do the news in China unless you are in Beijing. And you know the government, you know the policy and we will never understand what the government policy is. So we say, OK, let’s stay away from the proto sides.
因为过去在中国互联网主要有三大产业：一种是像雅虎那样集中于传统模式的，现在有新浪、搜狐和网易，它们致力于新闻。但我认为除非在北京，不然新闻业很难做。你得了解政府，了解政策，但我们永远也弄不明白政府的政策到底是怎样的。所以，我们决定放弃传统。
The second business which in China is very popular and which probably is the most unique business in the world, that is on-line gaming. And I don’t believe that model and I don’t like that because in China in one child family, if all the kids play on-line games, it’s so bad. And my kids, my son and his schoolmates all stick to the on-line games. I think yes we can make a lot of money, but I just don’t want my kids to focus on line. So we did not do that. China has already got enough companies focusing on line. Almost all the Internet companies have on-line games. We are the only company that does not have on-line games.
中国的第二大企业非常流行，可以称得上是世界上最独特的产业，那就是网络游戏。我不支持那种模式，而且我不喜欢它。因为在中国，是独生子女家庭，如果所有的孩子都在玩网络游戏，那就糟了。我儿子和他的同学都很喜欢网络游戏。我觉得这一模式的确能赚很多钱，但我不希望我的孩子沉迷网络游戏。所以我们不做那种模式的产业。中国已有足够多的公司在做网络游戏了，几乎所有的网络公司都在干这一行。而我们是唯一一家不做网络游戏的公司。
So the only we can do is e-commerce and e-commerce is so tough, so difficult to do it. And 10 years ago e-commerce in the world B2B, they all want to focus on big companies. They all want to focus on buyers. The value they created is to save the cost for buyers. So we do the opposite. And we believe China…, and USA is very good at playing basketball. We should focus on playing Ping-Pong because we should not always play the same. So we said in China we don’t have big companies, so we should focus on small and medium-sized companies. We should not help the buyers; we should help sellers because China wants to sell things abroad. SMEs want to sell things abroad. So we focus on small and medium size; we focus on helping suppliers. And the value we created is not saving the cost because SMEs know how to save the cost much better than you do. They want to learn how to sell and how to make money. So then we focus on SMEs; we focus on supplies; we focus on creating money for them. So these are the focus we stayed on.
因此，我们唯一能做的也只有电子商务，但要做电子商务太难了。十年前国际电子商务模式为企业到企业，大公司才是宠儿，他们集中于买家。他们的宗旨是为买家减少成本，我们恰恰相反。我们相信中国……美国的篮球玩得很好，而我们应该把重点放在乒乓球，因为我们不应该总做一样的事。因此，在中国我们不能着眼于大公司，而应立足于中小型企业。我们不应帮助买家而应为卖家着想，因为中国想要把国内的东西销往国外。中小型企业想要将产品出口。所以我们着眼于中小型企业，致力于帮助供应商。我们的宗旨也不在于节约成本了，因为中小型企业在这一点上比我们更有见地。他们想知道通过什么渠道来出售，如何才能赚钱。然后我们便专注于中小型公司、供货商，为他们制造盈利的机会。这些才是我们一直坚持着的宗旨。
And that is…everything for the first three years we don’t have any business model. We have zero revenue for three years. It was so tough; it was so difficult. The only thing encouraging us to continue is letters, emails of thanks. We’ve received hundreds of thousands of emails of thanks every week, every month. People thank us because of us they create jobs. Because of us, their businesses grow. And you know, we did not get any money, but if our customers make money, we are happy. And in the No. 4 year, we started to make money.
头三年里我们没有任何固定的经营模式，没有任何收入，太难了，太艰难了。唯一能鼓励我们继续下去的只有信件，许多的致谢邮件。我们每周或每个月都会接收到几百、几千封感谢邮件。人们感谢我们，因为我们，他们创造了就业的机会，因为我们，他们的业务发展起来了。我们没赚到任何钱，但我们的客户有钱赚，那我们也就开心了。到了第四年，我们便开始盈利了。
So the second thing is employees. I’m not trained to be a hi-tech guy. I hate hi-tech. And my wife bought me an iPad; I still don’t know how to use it. And I never use PPT because I don’t know how to do it. Every time I use it, something is wrong with the PPT. Every time I use it, something’s wrong with the PPT. So I don’t know how to speak. I’m trained to be a high school teacher and I know nothing about technology. The only thing I can use in the computer is sending and receiving emails abroad. That’s it. And I think that’s enough, right? And 80% of the people in the world like me, we hate technology. We want technology work for us. We should not work for the technology.
摆在第二位的是员工。我原本就不懂高科技，我甚至讨厌高科技。我妻子给我买了一部苹果平板电脑，我到现在还不会用。我从不用幻灯片演示，因为我不会用。每次我用它的时候，总会有哪个地方出现问题，我都不知该如何形容了。我接受培训，原本是要当个中学老师，我对科技一无所知。关于计算机我唯一懂的就是收发国外邮件，就这些，已经够用了，不是吗?世界上80%的人像我一样，我们都不喜欢科技。我们希望科技为我们服务，但我们不应受制于科技。
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