馬雲IPO上市路演英文演講稿

馬雲 IPO 上市路演英文演講稿
|Hello, i'm Jack Ma, founder and chairman of Alibaba Group.

15 years ago, 18 founders in my apartment had a dream,that someday we can
build up a company , that can server millions of small business. Today , this
remain our mission to make easy to do business anywhere 。
At Alibaba, we fight for the little guy,the small businessmen and women and their
customers. our role is simple, through our ecosystem,we help merchants and
customers find each other and conduct business on their terms and in ways that
best serve their unique needs. We help merchants to grow, create jobs and open
new markets, in ways that were nervier before possible.
Today, 15 years passed. We ’ve grown so significantly and have become a
household name in China.And soon, we are ready for the world to know us.
You will hear details from our business later. But first let me take you on a
journey around China, to see some of the real people,real stories that Alibaba has
impact on them.
I am proud to share with you these stories that show the heart and sprite of
Alibaba.
I ’ m proud that we ignite innovation,create jobs benefit customers and help
entrepreneurs fulfill their dreams.
With Alibaba ’s platforms, people are improving their lives today, and have hope
for a better tomorrow. From our humble beginnings and throughout the past
15years. Alibaba has changed commerce in China. Our business has grown, but
we never lost sight of our customers, focusing on solving their problems,leads to
the best outcome for our business.
Alibaba has come a long way,but we want to be a company that can last 102
years. We still have 87 years to go,and we believe one thing, “Today is
difficult,tomorrow is more difficult ,but the day after tomorrow is beautiful ” . So
web have to work very hard in order to survive the long journey.
Today is difficult, tomorrow is more difficult ,but the day aftertomorrow is
beautiful.
第二篇：馬雲新加坡 20xxAPEC 英文演講稿 20800 字

馬雲 APEC 新加坡 2009 演講：因小而美
Transcript of Commencement Speech at 2009 APEC given by Jack Ma
2009-11
Thank you very much, director sir, Ladies and Gentlemen.
Before my speech, I would like to show you a video which happened in Hangzhou
about our Hangzhou SME summit, can I?
Thank you!
After 3 days, you know, in house meeting Internal and fly all the way here, and I
did not feel quite well today. But when I see the entrepreneurs, when I came to
the SMEs, I always feel excited. Because when I join the SME Conference, I see,
from the eyes, the dreams, the passion, the hope. When I join the Fortune 500
Conference, among the CEOs, I see the numbers, I see the revenues, I see the
KPIs, I see the bloody competition. But among the SMEs, you see "I have a
dream, I want to do something." And that happens all the time and that makes me
excited all the time.
And today I think last year every people say:"Woo, the economic is in trouble,
and we are all dead, what we are going to do?" Today everybody seems to be
happy, say the economy come back .Is it really that the economy comes back? I
don't think so .The money is going to big companies, the money goes to
infrastructure; the money goes back to the stock market. It seems nobody learns
from that. How can the economy come back if the SMEs do not come back? How
can the economic come back if the dreams are not back, the hopes not come
back?
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I saw one thing that, few days, you know, 2 days ago I had a dinner with my
Singapore friends and they said: “Singapore government is encouraging to have
more babies, Because, you know , people are aging and not enough kids. ” I think
SMEs, we, every economy, every nation, needs instant package to have more
small medium size companies, to have more hopes, because every big company
comes from the small business. If without hope, without this kind of instants to
have more babies, we are going to die.
Why I always feel excited? I have 8 babies. In the far past 15 years, I built up 8
companies, seven of them, very healthy; one of them, I sold it. And I keep the
babies, when I look at my babies--Alibaba , Taobao, Alipay and you know ,the
company we just have AliCloud, we just have a new baby 2 month ago . I always
feel excited because you see the hope, you know this baby is going to change me,
this baby is going to change the world can change the customers. And that ’s the
thing I always feel excited. If you want to be happy, have more babies. If you are
the government, want your economy to be good, have more SMES. These are the
dreams, these are the hope, these are the future. So this is all we want to say, but
enough, we ’ ve been crying, say: “please give us support. ” But all the SMES ask
yourself one question. We are not crying babies. We believe we are tomorrow ’s
Google, we believe we are tomorrow ’s eBay, YouTube; we believe we are
tomorrow ’ s UPS. If we believe we are, we can be; if you don ’t believe, you never
be.
We heard a lot of government say: ” (we give you) let me know what we can do.
let me know what we can help SMES. ” we heard a lot of banks say: ” well, we ’ve
been, you know, give loans to a lot of SMES. ”I heard some bank said, well, one
of the bank president said: “we gave like, you know, 200 millions US$ to the
SMES. ” I ask: ” what ’s the size the loan you give? ”20 millions dollars. How can
you say the 20 millions? As the research I got, from Alibaba Group (Alibaba
statistic), 87% of the SMES, what they need, the fund is below 60 thousand US$.
But they gave the loan 20 millions to some big companies, they are not SMES,
they are not the hopes.
But, I think all the SMES say (that) nobody can help you. My 8 companies, I
always say,
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nobody help us, only we can help ourselves. Don ’t rely on the government, don ’t
rely on the bank, forget about that. Rely on your friends, rely on relatives, rely on
your small dreams and always keep that thing in head. Because I ’ve been trying
very hard to get loans from banks, always trouble. Within the past the years, I
even did not borrow one cent from banks, my kids grew up, I don ’t know why.
And the banks always say because we don ’t have enough information from the
SMEs. Tell me, any fortune 500, any big bank, CEOs or presidents go to the
SMEs summit? No! They go to the CEOs summit. How could you get information
if you do not go there to listen to them, talk to them, share experiences with
them? To see what they need is only 50 thousand US$, instead of 20 million
dollars. How can you get enough information? So, I think, well, we discussed
yesterday say, banks are banks. They always have to control the risk. Right! So
government banks, let ’s think about something new. New financial structure that
can really help those millions of hopeful small companies that need only 50
thousand US $. What is the right structure, what is the right organization to
support them? That ’s the thing we should think about.
So the other thing I want to share with you here is always I believe that small is
beautiful. And this financial crisis, it gave a lot of disaster; it ’s a disaster to big
companies. This world, in 21th century, I think in last century, it ’s bigger is
better. You have big (you know) factory, big amount, everything is big is good.
This century, in the 21st century, I always believe small is beautiful. Because it ’s
not how fast your machine is. It ’s not how many equipment you have, it is how
quickly you can change yourself to meet the market.
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Because the information time, Internet and technology make a difference. So the
world IT last century is designed for the manufacturers. This century IT is
designed for making a help to the consumers. So I think this is a disaster for the
big company, century disasters for big companies. But it is a great opportunity for
small businesses. For this financial crisis, we see a lot of big companies, we
would never thought they would die, AIG, to me it ’s like the empire, how could
this happen. Right all the G, the big car company which we respect, we always
want to be there. But today, they all died.
And let ’ s look at all the SMES, we still feel painful, but we are happy in our
heart because we are still surviving. And we heard so many stories about big
companies giving trouble. And I see the society; the government pays too much
attention to these big trouble makers. They are the trouble makers and we gave
them enough support, let them die; It ’s the time for them to die because they
make troubles. Every big company, they have different disaster, different
problems, but all the SMES, have the same problems. They need understanding
and support.
This world is not fair, I know, so that ’s why I want to encourage everyone all the
SMES here, I ’m the SME, I have 8 kids, I am still SME, I still believe I ’m small.
Because when I am small, I know l can be big and I hate to be big, unfortunately.
When I was a small company, only have 20 people, I felt so excited. Well, I can
call every employee ’s names and I know every time, everything I want to change,
I can change within half a minute. Now, oh, terrible. When I was 20 years old,
my friends said: ” you company is not big enough. If you are big, you are like a
big boss. You are easy, right, you can control your time. ” No, my time is not
controlled by myself; my time is controlled by all the meetings, sectary, KPI,
shareholders, all the things. It ’s much tougher than when you are small. So I
always believe the first day love is every beautiful. Believe the first day love,
when you are small, at least you can have time to go out go to cinema with your
wife and kids and enjoy wonderful view. But when you are big, you always go to
the board meetings.
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And also I want to say that, I give you some, today I come here, people say Jack,
you do not prepare, why don ’t you have PPT.I never prepare PPT, you know, I ’m
not good at technology. I was trained to be a high school teacher and the only
thing I can know about computer, funny thing, I ’m running one of the biggest e-
commerce companies in China, maybe in the world, but I know nothing about
computer, the only thing I can know about computer is to send and receive email
and browse. That ’s it. Because I always think technology is for the people, people
are not working for the technology. But today I come here, as an entrepreneur. I
am prepared every day. I ’m not prepared for the PPT, because every time when I
use the PPT, something wrong, I cannot use it.
So I come here to tell my old experiences, I want to share with you as 8 kids ’
father what I did when I have trouble. When I have trouble, I always remind me 3
things: focus on your customer, serve your employees, and learn from your
competitors. These are the key issues that I learned.
Focus on your customer, everybody toady talking about shareholder NO.1, I hate
that. I think it ’s always customer NO.1. It ’s the customer give you the money. It ’s
the customer give you the innovations. It ’s the customer that makes you happy.
Year 1999 and year 2000, when Internet bubble burst, we cannot get any money,
we did not have revenue, we have nothing, but everyday what encouraged me go
on was letters of thanks and emails from my customers, said Jack, Alibaba, keep
on. Because you helped us, someday we will help you. That ’s the dream I had.
So today, we believe shareholder NO.1 .you only think about making numbers.
You only think about revenues, you only think about how can make you stock
market go up. And I let you know, no shareholders can be trusted. I tell you the
truth. Well, our share stock price, 2 years ago, we listed, 13.50 Hong Kong
3
dollars. Before that list, a lot of shareholders came to say Jack: “we are long-term
shareholders, please give us more shares, we will keep it. ” When the financial
crisis time came, the day when IPO, 13.50 Hong Kong dollars, we went up 40
dollars without doing anything good in 24 hours. And then financial crisis came,
40 dollars to 3 dollars without doing anything bad, they all gone. Most the
shareholders, they are share traders. How can you trust on them? So rely on your
customers because the customers stay with you, customer grow up with you,
customer give you the money, give you the hope, give you the support. So focus
on customer.
And secondly, rely and serve your employees, it ’s you employee, your team that
make the difference. It ’s the employees that make all the dreams realize. If we
say we have so many problems in our big companies have a problem in getting
the innovation, how to make thing happen, well, because they do not listen to the
employees, they focus too much on the shareholders. And the shareholders, they
give you this idea, that idea, when you really do their idea, they are gone. They
change all the time, but the employees stay with you.
I remember the tough days, was so difficult year 2001 and 2002. There was only
one group of people that stay with me, that ’s my colleagues. And people say
Jack: ” you don ’t have to pay me for 2 years, I will stay with the company
because you respect us, because the customers love us. “I tell you one funny
thing, the only way you believe your employees are talents, they are talented
people. If you don ’t believe them, they will never be. My mistake I made when I
was, in the year 2000, we raised 500 thousand US$ and that 5 million dollars.
When we have money, we started to make mistakes. I tried to hair as many talents
as possible. Those talents are MBAs; those talents are vice presidents of
multinational companies, because I believe if you have MBA, you must be good,
right. But when I hired these guys, oh, my god, it ’s terrible. These guys came to
tell you
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strategy. I only had 5 million dollars, I remember one of the vice president
marketing said: “Jack this is the budget for next year marketing. ” I said: “what
that, 12 million dollars is. I only have 5 million. ” He said: ” I never done any
plan below 10 million. ” When something wrong, is always your fault, because
you never know. So try to find the right people, not the best people or your
employees. So if you try to hire great people in your own company which your
company is not good enough at that time, just like put a Boone 747 ’s engine into
a poor tractor, when that goes, your tractor never fly, into pieces. So my
suggestion is that look at your employees, develop them, only when they are
developed, your company will be developed.
The day when we IPO, we created more than a thousand millionaires at least in
the company. All the guys in the sitting room, we had a chat. Said: ” ask me. Now
tell me one thing, why you are so successful. Why we are so successful when we
are 20s, become millionaires. What happened, are we very hard working people. I
think there are much more hard working people outside. Do you think we are
smart enough? Oh At least, I ’m not smart, I took 3 years 3 times to go to the
university. I failed all the times. I don ’t think I ’m smart, I don ’t think you are
smart. “
And that time in the year 2000, it ’s so difficult for Alibaba to hire people. If they
are not very that much disabled, we hired them, if they can walk, we hired them.
Because nobody believed the Internet, nobody believed e-commerce would work
in China, nobody believed that. You know, Internet can happen. But these guys,
because they have no jobs, so let ’s come here. They joined the company. Those
MBAs, Those people with great backgrounds, a lot of hunting company, they
moved out, they started their own business, now, today they all failed. Those
guys, nobody hunting them, those guys, never thought of having the dream to
build their own company and stayed with the company. After 5 years, we all
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succeed. Why? We keep our dreams, we believed it, no matter how big your
dream is, make small tiny steps .I had and grow with them, grow up with the
company.
So, my mistake in year 2001 I told my 18 founders, I said: “you guys can only be
team manager, all the VPs I will hire from outside. ” Now 10 years have passed,
all the wonderful people I hired from outside, 100% gone. And those which I
think, how could you be successful. These guys all become VPs and directors.
They are all powerful. Because they believe they can. So I want to tell everybody
here, we all small but care your employees. These are the people, they have the
families, they have dreams, they come here not only for the job, they come here
with the dream to get shared with you.
And the third thing is learn from your competitors. Don ’t hate the competitors.
Big companies hate competitors, I love my competitors. Without competitors, we
will never grow up that much fast. Year 2003, when we started Taobao, it ’s a
C2C option model. EBay, my competitor, at that time is with 80 billion dollars
market capital. We, small tiny, but we started compete. It ’s a lot of fun to
compete with big guys. , you know if I started have a box with Taisen, I ’m
horned, you know. If you have a chance to compete with somebody, it is a great
competitor, you learned. We learned from our competitors, we respect them.
Everything they move, you grow. And the other thing I want to share with you is
that competitors are the best laboratory for you. Because competitors studied you.
Any innovative idea they come, you learn that. Don ’t copy them, learn from
them. So I love my competitors, every time when I look at them with admire.
But in China, people say, Jack, you are so crazy. Because 4 years ago, I said,
when I look though the microscope, I never see my competitors. People say,
“ How could you be that Kuang wang. ”And I said: “I ’m looking for examples,
models, why should I look for competitors.
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Competitors are everywhere. ” And when you compete, having you found the most
interesting part of the business is competition. To make your competitors angry,
to make your competitors jumping around, that ’s the skill you should have. Not
make yourself jumping around and angry, right? Business is such a great fun.
When you compete, when I compete, if I got angry, if I jumping around, I know
something wrong. Because this is a wrong strategy to compete. When you
compete, not the purpose to make your competitors unhappy. If they are unhappy,
if they jumping around, if they try to use money to care of things, you start to
win. Because they start to lose money. When competitors start to use money to
compete, they start to lose. Business is about wisdom, business is about hope,
business is about courage.
So these are old excuse, and nobody comfort us I learned to use my right hand to
comfort my left hand when I ’m in trouble. You always tell yourself, OK, I ’m still
surviving, I ’m still growing, and everything is good. At least I ’m still surviving.
Right so when you are big, you start to worry about losing something. When you
are small, you start to grow. So I always believe small keeps the hope. So these
are the thing I want to share with you and the last most important thing I want to
say is never ever give up your dreams. I almost ,I think, you cannot eat food for 7
days that you will die, five to seven days; if you do not drink for 3 days, you will
die; if you do not breath for 3 minutes, you die; but if you lose hope and dream
for 1 minute, you die.
So I want to tell you that I had problems in the past 10 years. These days when I
walk in China, when I look at the airport, a lot of books about me, about the
Alibaba, I feel very nervous. Because these are not the books interviewed me,
these are the books all right, we are not that good, we are not that bad. But today,
something, you know, successful, they started to write good things about it. We
made so many mistakes. The only book that I dream to write about is Alibaba ’s
1001 mistakes. Every mistake I think you count it, I made it. And I know you will
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make it, too. Because when I was doing business, everybody said: ” Woo, this is a
mistake. This guy is going to make it, that guy is going to make it. I ’m never
going to make it. ” I tell you, you will never make it. And you will make it again,
again, and again. When you are making it again and again, don ’t lose confidence.
Make it again, you will win. That ’s all we did. I mean, nobody is perfect, right?
So I almost lose my confidence in the year 2002. I had a big trouble with my
team in the USA. I learned from a great consult guy to join the company,
Jack: ” Alibaba is doing international trade, international trade needs English.
Which country has the best English you believe? ” I think, USA, Right. ” Now,
internet needs great technology, which country has the best technology? ”We
said, hen USA. Where? The Silicon Valley. So we moved our Alibaba.com to the
Silicon Valley. And when I arrived at Silicon Valley, we suddenly realized
something wrong. We hired people from Miami, from New York, from all over
the world. They all came to the Silicon Valley. After 3 months, the problem was
that nobody in the Silicon Valley knew the trade. So what ’s the point having good
technology and English. We are not English site. All the small medium size
companies, I across aboard, they know what exactly what you are talking about
no matter how terrible your English is. Right? So I stopped the mistake and I told
the people, say: “sorry, it ’s a mistake. Let ’s move back. ” So after 2 months, we
moved back to China again.
The funny thing is that everybody was happy at that time because Internet is
boosting. They got a lot of compensation shares, they got a lot of cash pay and
finding another job is easy. And nobody wants to the shares. We give them one
cent per share, no, no, no, we want cash. Now you know, they don ’t believe your
dreams. If they believe the dreams, give them the shares one cent. If they don ’t
believe, I want the cash, let them go. And I was so disappointed, a lot of people
we
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hired, they do not want. They want cash. No matter how wonderful, at that time,
it is easy to raise money, people still want cash. So I say, OK, let forget it. And I
walked for half an hour on Beijing Street, my colleague was with me, and then I
told myself, go to bed, sleep, tomorrow, again. Though ,We started. Today, things
changed. So I want to tell you never ever give up your dreams.
And today I encourage myself and our team that reminds us one thing always I
want to share with you to finish my speech that--today is very difficult, tomorrow
is much more difficult, but the day after tomorrow is very beautiful. Most people
die tomorrow evening. You will never be able to see the day after tomorrow ’s
sunshine if you give up the hope, you will not see it. If you give up your
employees, you will never see it, if you give up your customers, you will be dead.
But if you give up shareholders, you will get a better one.
Thank you!
馬雲紐約演講全文中英對照版：
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.
我站在這裏的時候，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裏巴巴的服務？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、學校和父母那裏了解美國，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
6
從課本學到的根本不一樣。在西雅圖，我平生第一次認識了互聯網。
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，我打算開一家互聯網公司。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
這麼一個叫做互聯網的東西，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
關系，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
相信有互聯網這個東西的存在。
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，中國正式接入了互聯網。於是，我邀請了 10 位媒體朋
友到我家裏來，想告訴他們我沒有撒謊，確實存在互聯網這個東西。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互聯網是行得通的，但這並不容易。
19xx 年到 19xx 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
7
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 19xx 年，我邀請 18 個好友到家裏，我們決定再一次嘗試，並且把網站
命名為 alibaba.com。人們問為什麼叫阿裏巴巴？我們希望互聯網就如同一個
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，假如我們能夠用互聯網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
應該會去打乒乓球，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.
我們希望阿裏巴巴這個公司可以活 102 年。人們會好奇地問，為什麼是 102
年？因為阿裏巴巴誕生於 19xx 年，上個世紀我們經曆了 1 年，這個世紀將是
完整的 100 年，下一個世紀再經曆 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 年的曆史，我十分驚訝，十分震驚。這其中一定有
很多值得阿裏巴巴學習的東西。 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.
沒有人相信阿裏巴巴可以活下去。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：―你們阿裏
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
8
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。
在阿裏巴巴的平臺上，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。但是在阿裏巴巴，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。這也正是互聯網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。阿裏巴巴會在未來五年，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。中國互聯網上成功的賣家中，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，阿裏巴巴現在做到了這些，你們的
下一步是什麼？阿裏巴巴無處不在，你們的未來打算是什麼？今天，超過
80%的在線交易是由阿裏巴巴所創造，我們未來的目標是將阿裏巴巴的業務
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
9
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。阿裏巴巴
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 eCommerce 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
占到 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，現在阿裏巴巴的業務做大了，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。而我來這裏的目的，也就是阿裏巴巴的下一步
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，也應該利用互聯網，進入中國市場。
10
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。阿裏巴巴已經幫助很多美國的農民將產品賣
到中國。西雅圖的車厘子就是一個例子。你不能想象，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厘子嗎？‖那時車厘子還長在樹上，我們就
做了預售，8 萬個中國家庭搶購了這些訂單，我們摘下車厘子，在 24 小時內
運到中國。24 小時內，8 萬個中國家庭就將 160 噸車厘子一搶而空。去年，我
們賣掉了 300 噸車厘子。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借助我們
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，賣車厘子，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，阿裏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，阿裏巴巴平臺都有上億―饑渴‖的消費者來購物。這就是我們來到這
裏的原因，我們不是來競爭的，我們來這裏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。這是互聯網未來變革的方向。最後，阿裏巴巴
為已經改變中國而感到驕傲。變革的力量是強大的。
11
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.
在這個互聯網時代，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 年在中國做互聯網生意很不容易，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.
馬雲演講中英文全文大家好，我是馬雲，阿裏巴巴集團的創始人和董事會
主席。
Hello, i'm Jack Ma, founder and chairman of Alibaba Group 。
(創始人 founder，主席 chairman)
15 年前，在我的公寓裏，18 位創始人有了一個夢。這個夢想就是，在某一天
我們能夠創立一個為成千上萬小企業主服務的公司。這個夢想，從始至終都
沒有改變過，讓天下沒有難做的生意。
remain our mission to make easy to do business anywhere 。
(小企業主 small business，讓天下沒有難做的生意 make it easy to do business
anywhere)
在阿裏巴巴，我們為一些小的生意人奮鬥，和他們的客戶在不懈努力。其實，
我們的目標非常簡單：能夠幫助商家和客戶找到彼此，並按照他們獨特的需
求方式來開展服務。我們幫助這些小生意人成長，創造出前所未有的工作機
會，開拓出嶄新的市場。
12
best serve their unique needs. We help merchants to grow, creat jobs and open
new markets, in ways that were nervier before possible 。
(生態系統 ecosystem，商家和客戶 merchants and customers)
如今，15 年過去了。我們在中國已經成了一個家喻戶曉的名字。現在，我們
也已經准備好讓全世界來認識我們。
household name in China. And soon, we are ready for the world to know us 。
稍後，您將聽到我們公司商業上經營的細節。不過，首先讓我帶您開啟一段
走遍中國的旅程，讓我們透過一些真實的人們以及他們的真事，看看阿裏巴
巴對他們產生了什麼影響。
impact on them。
我深感榮幸，能和你們分享這些故事，能為您展示阿裏巴巴的精神與核心。 I
am proud to share with you these stories that show the heart and sprit of Alibaba 。
讓我感到更加自豪的是，我們能夠點燃創新、創造機會、造福客戶、並且能給
創業者圓夢。
I ’ m proud that we ignite innovation,creat jobs benefit customers and help
entrepreneurs fulfill their dreams。
通過阿裏巴巴這個平臺，人們能夠改善他們現有的生活，並且能夠憧憬一個
更好的未來。從我們最初很單純的一個小期望開始，如今 15 年過去了。阿裏
巴巴已經改變了中國電子商務的模式。我們的業務不斷發展壯大，但是我們
從未丟失對於客戶第一的理念。我們始終專注於幫助客戶解決問題，基於這
點，也成就了我們最好的業務結果。
for a better tomorrow. From our humble beginnings and throughout the past 15
years. Alibaba has changed commerce in China. Our business has grown, but we
never lost sight of our customers, focusing on solving their problems,leads to the
best outcome for our business。
阿裏巴巴已經走過了一段不短的旅程，要讓阿裏巴巴成為一家持續發展 102
年的企業，還有 87 年的時間需要我們努力。我們深知，今天很不易，明天更
加困難，但是未來是無限美好的。因此，我們必須更加努力，才能夠在未來
的漫漫征程中贏得勝利。
years. We still have 87 years to go,and we believe one thing, “Today is difficult,
tomorrow is more difficult ,but the day after tomorrow is beautiful ” . So web
have to work very hard in order to survive the long journey 。
( 今天很不易，明天更加困難，但是未來是無限美好的。 Today is difficult,
tomorrow is more difficult ,but the day after tomorrow is beautiful 。)
第二篇：馬雲演講 18100 字
馬雲演講，2015,6,16
my talk.
我站在這裏的時候，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裏巴巴的服務？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、學校和父母那裏了解美國，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互聯網。
13
the books. And in Seattle I found the Internet.
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
這麼一個叫做互聯網的東西，千萬不要去嘗試。‖只有一個人對我說：―馬
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
用了所有的關系，還是沒拿到貸款。每個人都認為馬雲在撒謊，因為 1996 的
時候他們不相信有互聯網這個東西的存在。
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.‖
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
19xx 年到 19xx 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.
14
命名為
alibaba.com。人們問為什麼叫阿裏巴巴？我們希望互聯網就如同一個寶庫，
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.
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
該會去打乒乓球，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.
完整的 100 年，下一個世紀再經曆 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 年的曆史，我十分驚訝，十分震驚。這其中一定有
很多值得阿裏巴巴學習的東西。
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.
沒有人相信阿裏巴巴可以活下去。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：―你們阿裏
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
― 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.
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
15
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。
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.
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
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
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。中國互聯網上成功的
賣家中，超過 51%是女性。
women.
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
16
grow so fast in China than in the USA? Because the infrastructure of commerce in
China was too bad. Not like here. You have Motors. You have all the shops
offline, Walmart, Kmart, everything everywhere. But in China we have nothing
nowhere.
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
helping small business. And helping them to do business in the mostefficient
ways. And we think that we will help another ten million business on our
eCommerce platform.
占到 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，現在阿裏巴巴的業務做大了，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。而我來這裏的目的，也就是阿裏巴巴的下一步戰略，
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
應該利用互聯網，進入中國市場。
17
到中國。西雅圖的車厘子就是一個例子。你不能想象，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厘子嗎？‖那時車厘子還長在
樹上，我們就做了預售，8 萬個中國家庭搶購了這些訂單，我們摘下車厘子，
在 24 小時內運到中國。24 小時內，8 萬個中國家庭就將 160 噸車厘子一搶而
空。去年，我們賣掉了 300 噸車厘子。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
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.
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，阿裏巴巴平臺都有上億―饑渴‖的消費者來購物。這就是我們來到這
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
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.
18
有了新的商業組織形式——公司，然後催生了二戰。
在這個互聯網時代，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
中國做互聯網生意很不容易，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。
evening, if you don't work hard.
謝謝大家！
Thank you very much.
馬雲斯坦福大學演講全文：我們在改變中國
“我們對雅虎非常感興趣。阿裏巴巴集團對雅虎非常重要，而雅虎對我們也很
重要。所有對雅虎感興趣的潛在收購者都與我們進行了接觸。”
阿裏巴巴集團董事長及 CEO 馬雲周五作客斯坦福大學時表示，阿裏巴巴集
團對於收購雅虎非常感興趣。
以下為馬雲在斯坦福大學演講全文：
馬雲：大家好。我今天感到非常榮幸能來到這裏和大家見面。大約幾個月前，
斯坦福邀請我來演講。我沒有意料到。很多人說因為所有關於雅虎，阿裏巴
巴，和許多其他的新聞，這個時間點來這裏演講是非常的敏感。但是既然我
做了一個承諾，我還是來了。今天如果你有任何問題要問我，我都會一一回
答。
今天是我來美國的第 15 天，而且我打算在這裏待上一年。這個計劃沒有人知
道。甚至我的公司也不知道。大家問我為什麼要來這裏。要打算作收購雅虎的
准備嗎？不，大家都太敏感了。我來這裏是因為我累了。過去 16 年來太累了。
我在 19xx 年開創我的事業，發現了互聯網，並為之瘋狂，然後放棄了我的
教師工作。那時候我覺得自己就像是蒙了眼睛騎在盲虎背上似的，一路摔摔
打打，但依然奮鬥著、生存著。在政府機關工作了 16 個月之後，19xx 年建立
了阿裏巴巴。
我們還幸運地擁有著淘寶網，支付寶，阿裏雲和集團下其他的公司。所以，
建立阿裏巴巴 12 年後的今天，我決定需要休息一段時間。尤其今年的挑戰實
在是太艱辛了，這也是我沒有意料到的。中國人說每 12 年是一個本命年。阿
裏巴巴今年在中國剛好是第 12 年，也遇上了許多棘手的問題，好比今年初
因為供應商欺詐事件導致首席執行官辭職，還有 VIE 的問題，雖然我到現在
仍然不知道什麼是 VIE，以及把淘寶分成四個公司的決策。所以，忙完所有
這些事情之後我累了。我告訴自己，為什麼不花個一年好好休息。尤其明年是
我個人
19
的本命年，肯定會比今年更辛苦。我想要花多一點時間好好准備，迎接明年
更艱苦更困難的挑戰。我需要好好休息才能為 3 到 4 年後的挑戰做好准備。這
三年如果事情出了錯，大家可以批評淘寶，阿裏巴巴或阿裏雲的首席執行官。
但是三年後，如果事情出了錯，那就是我的錯。所以我准備在美國花上一段
時間好好思考和放松。前兩天，我開始再次練習起高爾夫球，好好放松。所以，
來美國的目的真的不像是大家揣測的這麼複雜。
我們是一間非常幸運的公司。我沒有任何的背景，沒有富裕的父親，也沒有
很有權勢的叔伯們，根本不用想能夠有成功的機會。我記得 19xx 年來到矽穀
尋找資金，跟很多風投、資本家接洽，也去了 Menlo Park 一帶開會。但是沒有
人有興趣投資阿裏巴巴，我被一一回拒。回到了中國，一點資本都沒拿到。但
是，我充滿了信心。我看到了美國夢。我看到矽穀的快速成長，我看到許多公
司的停車場不管是白天或黑夜，周一到周日，都是停滿了車。我相信那種快
速的成長也會發生在中國。接著我創立阿裏巴巴，12 年過去了，到今天取得
了很多的成績。但在那之前，沒有人相信 B2B 能夠在中國發展。當時 B2B 美
國有名的公司包括 Ariba.com, Broadvision 和 Commerce One ，這些公司主要
的客戶都是大公司的買家們。沒有人覺得中國近期內會有大公司的出現，而
大公司也不會有電子商務的需求，因為所有大公司都是歸於政府，他們只
需要配合政府的政策就可以。但我的信念是，我們必須要專注在小型公司，
因為未來是私營企業的天下，所以我們必須把重點放在小型企業。
還有，美國大公司的 B2B 是非常專注於買家，美國的買家們需要許多建議來
幫忙節省成本開銷和時間。但是我相信中小企業們不需要這方面的幫忙，他
們比我們還厲害，懂得還多。我們應該專注於幫他們賺錢，把產品外銷出去。
當時我們也遇到很多挑戰，但是 12 年過去了，今天全球有 58 萬的小型企業
都使用阿裏巴巴來做生意。我們的生意模式跟騰訊或百度相比可能並不是十
分吸引人，我們也並不靠網絡遊戲賺錢。但是我們晚上可以睡得安穩，因為
我們知道我們賺的錢並不是從網絡遊戲上來的。我們的收入是靠幫助小企業
們成長來的，這點我感到十分的驕傲。直到今天我都沒有為阿裏巴巴賺了多
少錢而驕傲過，我為我們影響和幫助了其他人，尤其是小企業主而驕傲！
在互聯網之前，沒有人可以幫助超過 5000 萬的中小企業。但是今天，我們正
在努力這麼做。人們會跟我說，馬雲，如果你能把阿裏巴巴搞好，那相當於
你將好幾噸羊運到了喜馬拉雅山頂上。我說，是的，我們還會把他們運下來。
而且我們做到了。第二個公司是淘寶。大家都跟我說，天哪，你是在跟 eBay
競爭啊！我說，“為什麼不？”中國需要一個電子商務網站。創建一個中國
的網絡交易市場需要時間跟精力。所以，那個時候人們告訴我在中國做這個
沒戲。我說，如果你總是不嘗試，你怎麼知道沒戲？所以我們就嘗試了。我
說如果 eBay 是大海裏的鯊魚，那我們就是長江裏的揚子鱷。咱們不在大海裏
打架，我們在長江裏練練。一開始很困難，但是很有樂趣。而且我們最後活下
來了。一開始 eBay 占據了中國 C2C 市場的 90%。但是到了今天，我們擁有中
國 C2C 市場 90%的份額。我們很幸運，真的只是幸運。很多事情以後我們還
可以再討論。
今天，大家總是在寫關於阿裏巴巴的成功故事。但是我並不真的認為我們有
多麼聰明。我們犯了很多錯誤。當時我們還是很愚蠢的。所以我在想，如果哪
天我要寫關於阿裏巴巴的書，我會寫《阿裏巴巴的一千零一個錯誤》。這才是
大家應該記住的事情，應該學習的事情。如果你想知道其他人是怎麼成功的，
這是非常難的。成功有很多幸運的因素。但是如果你想學習別人是怎麼失敗的，
你就會受益很多。我總喜歡看那些探討人如何失敗的書。因為，當你仔細去分
析的時候，任何失敗的公司，他們失敗的原因總是不經相同。而這才是最重
要的。所以淘寶成功了，接下來我們做了支付寶，因為大家都說中國沒有信
用體系，銀行很糟糕，物流很糟糕，你為什麼還要做電子商務？今天，我不
是來這裏跟大家說我的生意經的，我沒有准備 PPT，因為我沒有股票要賣給
大家。但是我想正因為中國的落後的物流、信用體系和銀行，我們才需要有創
業精神。這就是我們需要創建自己的藍圖。所以我相信這個事情是你先做了，
然後慢慢地就成了中國的標准。我記得 6 年前當我來美國的時候，我說我相
信 5 年以後，中國的網民人口會超過美國。人們說，不會的。然後我說，你們
的人口才 3 億。中國有 13 億人口不是嗎？如果讓你們有 4 億人口，沒有人口
死亡，人們還要不停地生孩子，你們需要 50 年的時間。我們只需要 5 年時間，
所以這只是一個時間的問題，不是嗎？我們
20
走著瞧。今天，中國網絡用戶的人口超過了美國。然後人們說為什麼你們的購
買力這麼低？我們五年後在再說。今天，人均消費大概只有 200 人民幣每月。
5 年以後，這些人會消費 2000 元。而且我們很有耐心。我們還很年輕。我是老
了，但是我們員工的平均年齡才 26 歲。他們還很年輕，所以讓我們期待未來。
當時做支付寶的時候，大家說這是一個很傻的擔保服務。張三要從李四那裏
買點東西，但是張三不肯把錢匯給李四，李四也不肯把貨給張三。所以我們
就開了一個賬戶，跟張三說，把錢先匯給我，如果你對貨物滿意，那麼我付
錢，如果你不滿意，你退貨，我退錢給李四。人們說你的這個模式怎麼這麼
傻啊？但是我們不關心這個模式是不是傻，我們關心的是客戶是不是需要這
樣的服務。我們是不是滿足了客戶的需求。如果這東西很傻的話，今天中國就
有超過 6 億的注冊用戶在用這個傻東西。所以傻的東西，如果你每天都改善
它一點，那麼它就會變得非常聰明。所以今天支付寶很好，我們還在成長。支
付寶跟 Paypal 很像，但是我從交易量來說，我們比 Paypal 更大。
最後，也是最重要的，是我們的阿裏雲計算，這個公司跟其他那些談論雲計
算的公司不同。那些公司是想把他們的軟件和硬件賣給你。但是我們沒什麼可
以賣的。我們通過雲技術對自己的數據進行計算。來自中小企業的數據，來自
淘寶消費者的數據，以及來自支付寶的數據。我們相信未來。未來的世界將是
信息處理的世界。我們將如何很好地與他人分享數據。這將是未來商業的核心。
這個公司目前還不是很好，但是盈利能力很強。
整個公司都很健康。一開始人家說這個公司不可能成的，但是我們活下來了。
我們很有耐心。我們總在問自己一個問題“為什麼我們還要這麼辛勤地工作？
有一天，我問我的同事，他告訴我，“ Jack，我從來不知道我這輩子還能做
這麼多事情。第二，我從來不知道我現在做的事情對社會這麼有意義。第三，
我從來不知道生活是這麼艱辛的。”我們沒日沒夜地工作，甚至是現在也是
這樣。我變得更瘦了，而且長相更奇怪了。我知道生活不是容易的事。我們很
驕傲，我們在改變中國，而不是你掙了很多錢。
10 年前，當我走在街上，有人跑過來感謝我，因為阿裏巴巴幫他們得到了國
外的訂單、國外的生意。今天，當我走在街上，有人過來感謝我，說他和妻子
在淘寶上開了個小店，以此為生，並且收入不錯。這對我來說，意義重大。我
們將誠信變得有價值(你的誠信是可以變成錢的)。許多年前，如果你有很好
的信譽記錄、交易記錄，你可能還並不富有。今天，如果你在淘寶上有很好的
信譽記錄、交易記錄，你將會非常富有，因為人們都願意跟信譽好的店家做
生意。我們教育消費者要聰明。有人來跟我說：馬雲，我在淘寶上買了個東西，
非常非常便宜，你說這是假貨麼？是的，我們淘寶上有假貨，假貨在現實生
活中無處不在。但是我們用了非常多的努力，大量的人力物力來對付這個問
題，在淘寶，有 50%的工作人員每天的工作是篩查侵權、偽冒商品。但是如果
有一瓶紅酒，在線下的商場裏買要 300 美金，而在淘寶上只要 9 美金，為什
麼會這樣？因為渠道、廣告費用。為什麼消費者要為這麼多其他費用買單？我
們幫消費者省了，所以我們跟消費者說，如果你在淘寶上買一件 15 塊錢的 T
恤，而它在商場裏要賣 150 塊錢，那不是因為淘寶賣的太便宜了，那是因為
商場裏賣的太貴了。我們應該幫助消費者變的更聰明。
第三點，也是非常重要的一點，我們看見在中國有很多的工廠，尤其是在廣
東，他們其實是公司，並不僅僅是加工廠。他們僅僅是做代工，這些代工的
產品之後就在淘寶上賣。他們不知道誰是他們的銷售渠道，也不了解最終購
買他們產品的客戶。這種代工廠，在遇到有問題發生的時候(比如金融危機)，
會馬上陷入困難。所以我們應該告訴這些生產者，你必須直接跟你的客戶溝
通，你應該自己去做銷售，自己提供服務，這才是真正的做生意。否則，你
就只是個工廠。我們正在改變這些工廠，扭轉這種局面，我感到非常自豪。這
與財富無關，因為如果你有一百萬，你是個富有的人，但如果你有一千萬，
那你可能就有麻煩了。你會擔心通貨膨脹，於是你開始投資，接著你就可能
遇到困難。如果你有 10 億，那這就不是你個人的財富了，就是社會的財富了。
你的股東、投資者，認為你應該比政府更能有效地使用這些錢。於是他們給你
信任，那你要如何運用好這筆錢，對得起他們的信任呢？我覺得這是我們所
面臨的挑戰。阿裏巴巴的產品，其實並不是服務，是人，是我們的員工。
我們員工的平均年齡是 26 歲。我們正面臨著許許多多的挑戰，這些是我曾經
所沒有意識到的。曾有一位政府高層來公司訪問，他說馬雲，如果你們淘寶
有 3 億用戶，那就已經比我管理的國家還要大了。我說是的，這個管理的難
21
度非常大。不管我們制定出什麼新的政策，都會讓我們遇到各種壓力。但用戶
有抱怨的時候，就好像是對制定政策的政府不滿似的。就是這些平均年齡 26
歲的員工，在制定著淘寶的“遊戲規則”，我們從未有過這樣的經曆。如果
我們改變一下，比如說做搜索引擎，傳統的搜索引擎，會讓賣的好、最便宜
的排在前面，但我想，我們會讓最有信用和信譽的排在最前面。之後，會有
很多的人會去驗證。有 200 個人來到我們公司，跟我說，我們會為改變遊戲
規則而付出代價。我的回答是，如果這個改變是正確的，我們就要做下去。眼
前的這個世界，也是我們改造出來的。我們不需要不能服務於人的項目。我們
需要社會學家，經濟學家，讓這些人來制定我們的政策規則。所以我們還面
臨著許許多多的考驗。但我們仍覺得驕傲，因為我相信在 21 世紀，如果你想
做一家成功的公司，你需要學會的是如何解決社會上存在的某個問題，而不
僅僅是學會如何抓住幾個機會。抓住機會是非常容易的，我不是吹牛，我覺
得今天，在阿裏巴巴成立 12 年後，我覺得賺錢非常容易，但是要穩定的賺
錢，並且對社會負起責任、推動社會的發展，非常難。這也是我們正在努力為
之的，我相信中國因為有了互聯網，在未來的 3 年內會有很大的發展。今年，
人們說很多中國的股票因為 VIE 掉了很多。我相信，如果你看看其他地區的
經濟，比如美國目前正面臨巨大考驗；比如歐洲可能已經無所適從；那中國
會怎麼樣？所有發生在美國和歐洲的情況，三四年後也會發生在中國。三四
年後，中國的經濟將面臨巨大的挑戰。如果你預感到了將會有糟糕的事情發
生，那就從現在開始為之做准備，而不是到時候抱怨和哀嚎。作為互聯網公
司，我們必須承擔起我們的責任。我不是政治家，我只為自己說話，為我的
客戶—5000 萬中小企業者和 800 萬淘寶賣家說話。他們在 3 年後要如何生存
下去？這也是我此次來到美國想要去學習的。跟奧巴馬學習，他將如何增加
就業，他會怎麼做，從錯誤中整理經驗，然後在 3 年後，用我們的方法，幫
助我們自己。這就是為什麼我會來這裏。我想你們一定也有很多的問題，我
准備好了回答你們的所有問題。
問：馬雲，你剛才自己已經提到了，所以我希望你誠實的回答你自己的那個
問題：你准備收購雅虎麼？
答：好問題。是的。我們非常感興趣。我們對雅虎很感興趣，是因為阿裏巴巴
集團是雅虎的重要資產，而雅虎的資產對阿裏巴巴、對互聯網用戶及整個行
業也都非常重要。所以我們感興趣。所有的潛在投資者也與我們溝通過。他們
可能還會跟我們有更進一步的溝通。問：關於想要收購他們，你有沒有跟雅
虎初步溝通過？
答：目前，我只能跟你說，我們對此很感興趣。
問：今天早上陳一舟說，任何關於 VIE 的問題，都可以去問馬雲。中國政府
已經通過了國家安全審查制度，你怎麼看這一制度的影響？你覺得這個制度
會嚴重影響中國公司獲得境外融資麼？
答：有很多人在討論 VIE。我很迷惑。我花了很多時間學習什麼是 VIE，也沒
搞明白這到底是個什麼東西。首先，VIE 是個偉大的創新。我相信在 10 年前，
這是個偉大的創新。它幫助中國的互聯網及其他高科技行業的發展。阿裏巴巴
也由此獲益不少。我不認為政府會禁止 VIE，也不明白為什麼人們會如此擔心
但是，在某些敏感的領域或者行業，比如說金融行業，政府會比較小心這種
模式，對此我非常理解和贊同。不管在哪個國家，如果外資控股的公司想要
獲得銀行牌照，都會被反對，在中國也如此。關於 VIE 模式，我沒聽說哪個
政府說要取締它，所以為什麼要擔心呢？前幾天我讀了一篇關於 “ Shao
Kong Chuen”的文章，他們的變化非常棒，我開始了解 VIE 真的是合法的、透
明的。這就是互聯網的力量。在 10 年之後，如果在某些敏感的行業，VIE 讓
你覺得不舒服，請你加入我們，一起討論。有人說你們的支付寶有問題，我
坦誠的講，因為這個，我們把 VIE 放到桌面上來講。當人民銀行問支付寶是
否有國外投資者，我必須說真話。這個你同意吧？因為我們發展的越來越大，
所以需要做的工作非常多。就好像今天，如果我說我想買 Paypal，你覺得美
國政府會毫無反應麼？他們一定會有所舉動！就算是收購雅虎，他們也會！
所以，我們必須公平的去說這個問
題。這不是個什麼大的問題。這就是一種姿態。擺在桌子上來說、來討論它，
我不認為政府會禁止它。
問：如果讓你回頭重來，你還會這麼做麼？
答：我們經曆了很困難的一段時間。今天，當所有的事情都很順利，我反而
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覺得不太對勁。在美國，你們稱之為偏執狂，我的確是的。在中國雅虎上，我
們的確犯了很多的錯誤。但如果回到過去，我們還會買下中國雅虎麼？是的，
我們還會買！但我們還會以這種方式麼？不，我們不會了。我們會用更聰明
的方法。我沒有任何的並購經驗，尤其是並購互聯網公司。所以如果你問我，
對雅虎是否感興趣，是的，我當然感興趣。我們可能是極少數幾家真正懂得
雅虎美國的公司之一。人們說，中國雅虎那麼糟糕，你怎麼還好意思說你很
懂美國雅虎？我要說我們四年前解決了很多的問題，如果不那麼做，我們今
天可能就死了。所以我們願意跟大家分享，我們是如何節約了開支，如何解
雇一些人，那時候我們必須早一點解雇一部分人，留下一部分人。我覺得現
在的互聯網公司都應該好好想想，能從雅虎的事情中學到什麼。如果我們不
從別人的錯誤中學習，我們遲早有一天也會受到同樣的挑戰。
問：你是如何管理淘寶的？關於和京東的競爭，你會在物流方面做更多的事
麼？或者改變你的模式？在支付寶的事上，你希望跟孫正義和楊致遠有怎樣
的交流？
答：淘寶成長得太快了，而且會越來越快。這對我們來說是個挑戰，因為我
們從沒運營過這麼大的公司。我不喜歡“帝國”這個說法，我相信“生態系
統”。我是大自然保護協會的董事。我相信每個人都要跟其他人發生聯系，彼
此互相幫助。淘寶發展的太大太快，為此我很擔心。我們可以給這個行業更多
的機會，所以在今年 6 月份，我們把淘寶拆分成 4 個部分。變成更小一些的
公司，可以給其他競爭者以機會。如果十年後，我們還是非常大，我還會再
拆成 3 個部分。我要確保，我們把大公司運作得像小公司一樣。給其他的人，
尤其是年輕人機會去經營他們的生意，因為這是他們的年代。淘寶就像騰訊、
穀歌和 facebook，它不是一間中國的公司，不僅僅屬於中國或者美國，它屬
於 21 世紀的這個時代。你需要用
不同的方式去運用這個公司。坦白的說，最好的方法是什麼，我也不知道。我
們做好了承擔錯誤的准備，我們相信我們是在一個生態系統中，不是在一個
帝國中。
第二個問題，關於跟京東的競爭。我不認為淘寶的模式有什麼問題。我們在不
斷成長，而且要掙錢非常容易。我不認為我們需要改變模式。我不看好這種低
價買來東西然後在網上高價賣出去的模式，這是個很愚蠢的模式。去年中國
的快遞包裹數是 21 億個。淘寶占到了 11 億個，今年可能會達到 30 億個。我
們不想搞自己的物流體系。中國大概需要 1000 萬個快遞員人員。我們怎麼可
能運營一個有 1000 萬員工的公司？目前我們有 23000 員工，這已經讓我很頭
疼了。我們要做的，是幫助和支持這些物流公司提供更好的物流服務，讓他
們給自己的員工提供更好的福利。我們從未想過建立自己的物流公司，以前
沒有，以後也不會。關於支付寶、楊致遠和孫正義，我已經回答過很多次了，
但是我還可以再說一次。他們都是很好的朋友和夥伴。我理解在一開始人們說，
Jack 你們可以??還有關於 VIE??我們爭執不休。我們得到了更准確的信息，所
以我就告訴他們。
今天支付寶發展很快，但是我們卻還沒有掙很多錢。所以，這是一個挑戰，
年輕人，讓我們來創造一個更好的模式。我跟楊致遠，孫正義之間的溝通是
非常健康的。但是不幸的是，外面的傳言是我在沒過通知董事會之前把公司
給拿走了。讓我來告訴你們真相。他們是知道的，而且我們一起討論過。時至
今日，問題解決了。但是這是一個挑戰，我遇到過很多艱難的日子。這就是我
需要面對的眾多難關之一。其他人總覺得是容易的，他們說你要這麼做那麼
做。但是如果支付寶死了，淘寶的 800 萬家賣家會遇到麻煩，我不能讓這發
生，如果我不遵循中國的法律，我就會天天被叫去北京喝茶。每個人都想請
我喝茶，告訴我如果你越做越大，你就會有麻煩了。所以我們要透明。今天，
到了 21 世紀，任何事情都應該是透明的。不然你幹嘛要這麼努力工作？這就
是需要面對的現實。
問：如何看到淘寶的國際合作？他們還沒有開放 API。
答：我們願意向非中國公司開放 API。當然這個關系到支付，非常困難。我看
到很多海外華人問我他們怎麼樣可以在國外上淘寶買東西。我們正在盡自己
最大的努力。如果能解決支付的問題，事情的發展速度就會加快。淘寶就沒必
要一直呆在中國。我認為淘寶不屬於中國，它屬於整個世界，屬於一代人。讓
我們一起確保我們可以幫助到更多的人。問：外國企業要進入中國非常困難。
你對幫助外國公司有什麼計劃嗎？
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答：在世界任何一個地方做生意都是困難的。我相信中國的企業在美國也遇
到過同樣的問題。甚至是很多非常成功的中國公司在美國。在美國有什麼有名
的中國公司嗎？(觀眾：華為，阿裏巴巴)阿裏巴巴，還沒吧？聯想？你們認
為那是成功嗎？我認為在中國我們有成功的外國公司 — — IBM, 微軟，
Oracle. 去世界的任何一個地方都需要花時間。我記得我的朋友 Kara Swisher
在數字大會上問過我這個問題。沒有一個市場是是歡迎賭徒的。你去到一個地
方給當地人創造價值，你就有一半的成功機會。所以我相信在今天的世界做
生意是非常難的。昨天我跟我的妻子在辯論，美國的商業化程度很高，感覺
什麼時候都是連鎖化的，沃爾瑪，連咖啡店都是連鎖的。你怎麼能在這裏做
中小企業。我旁邊有一個教授，他跟我說，讓我們來辯論一下在哪個國家更
容易做生意，美國還是中國。現在的中國如果你還說什麼關系，那還是算了。
在過去的 12 年中，我一直在說，如果有人跑過來跟你說他們跟市長的關系
很好，我看還是算了。世界上唯一的關系是你的客戶。如果你的客戶喜歡你，
政府就一定會喜歡你。相信我。他們需要稅收。他們需要就業。但是如果你只
想拿了便宜就跑的話，那你就有麻煩了。過去 12 年我跟政府的關系是，我們
一直在戀愛，但是我們不會跟政府結婚。永遠是這樣，我愛他們。每次他們來
找我，我告訴他們真相。我按照他們說的做。但是如果要跟我做生意的話，抱
歉。我的朋友跟政府做生意，但是我沒有。只有這樣，你才能獲得政府的尊重。
如果他們對支付寶是認真的，那我們就聽他們的。這個是法律，這個不是政
府關系。我的建議是看得遠永遠是有點可怕的。但是你要走過去，跳進去，因
為只有當你跳進了水裏，你才能學會遊泳。中國不是那麼糟糕。但是有人問我
為什麼中國沒有蘋果。美國的資本主義已經有 200 多年的曆史，對嗎？土壤
非常肥沃。但是中國從鄧小平改革開放以
來只有 30 年。我們有像阿裏巴巴、百度、騰訊、新浪這樣的公司，這也不錯。
讓我們再等 30 年。我們會有偉大的公司，但是他們不屬於中國，他們屬於互
聯網時代，屬於 80 後，90 後，以及 00 後。這些人才是真正改變世界，改變
未來的力量。
問：你們全球策略未來的計劃是什麼？
答：曾經當我們有錢了，我們就開始犯錯誤。我們招了很多 MBA，很多跨國
公司的副總裁，我們開始考慮全球化。然後我們又說讓我們回到根本，回到
中國，回到中國的沿海地區。我們告訴自己，要放眼全球，但贏在當地。不論
你的願景有多麼美好，你必須要腳踏實地，努力工作每一天。所以，很多年
過去了，我們仍然相信要有全球化的視野，但是贏在中國。我們拓展了日本、
印度和歐洲市場，我們也沒有關掉美國的辦公室。我需要學習。我需要向財富
500 強的 CEO 請教一個問題，既然他們都看好中國市場，為什麼沒有放棄一
切在中國呆上一年？如果你想了解中國，你需要在中國花點時間。我想在美
國生活一段時間，看看我們怎麼可以幫助美國的中小企業，到底亞馬遜、
eBay 跟我們有什麼不同。我們從來不應該花 2 年的時間去做一個需要 20 年才
能完成的事業。我們有時間，我們還年輕。我還有時間。我們會一步一步地走，
不是看我們能從國外市場獲取多少收入而是你能為他人帶來多少價值。現在
已經有 5000 萬中國以外的中小企業使用我們的服務。免費的永遠是最好的。
我們會一直朝這個方向努力。謝謝。
問：你覺得美國對中國最大的誤解是什麼？中國對美國最大的誤解又是什麼？
答：老實說，我不知道怎麼回答這個問題。我想可能有很多誤解。前幾天我在
寫我的微博的時候，也在考慮這個問題。每個人都覺得我了解這個世界。我對
中國裏裏外外的東西都知道。但是我不知道。鄧小平不了解，毛澤東也不了解。
沒有人完全了解中國。又有人說我對美國裏裏外外的東西都知道。但是我不知
道，奧巴馬也不知道。不然他就可以解決美國的問題了，不是嗎？喬治布什
也不完全知道。要了解一個事情是不容易的，但是你先要了解自己。你需要什
麼？你想要什麼？你願意放棄什麼？如
果我能更好地了解自己，我就可以改變自己更好地適應外面的世界。中美之
間始終都有誤解，就像全中國其他地方的人跟河南人都有誤解一樣。我們的
工作不是解除誤解，而是改變自己來適應他人。所以，我不知道。這是一個
很好的問題。我來這裏是因為我看到很多美國公司還有美國人對中國指指點
點，但是他們卻從來沒有來過中國。
很多中國人指責美國，但是卻從來沒來過美國。但是如果我們不學著互相欣
賞，不常常互相審視。我花在美國的時間越長，我就越喜歡美國。然後我在中
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國花的時間越多，我就會說哦，這個溝通方式在政治上太不明智了。因為政
治是非常複雜的。我樂意做的事情只有一件。那就是從商。我不喜歡網絡遊戲，
我覺得這個世界上最好的遊戲就是創造財富。幫助大洋兩岸的中小企業做生
意，幫助他們互相了解。我的爺爺通過看報紙了解外面的世界，我的爸爸通
過看電視了解外面的世界，我這代人通過看電視了解外面的世界，我的孩子
通過互聯網了解外面的世界。他們說我想加入其中。我覺得我們的時機已經到
了。讓我們共同建設互聯網。美國發生的任何事情我們都可以第一時間在中國
了解到。同樣任何在中國的發生事情，我們在美國也可以很快知道。哈哈，別
笑。讓我們懷著欣賞的心態看待事物。腳踏實地一步一步地做事很重要，而
不是想著一蹴而就。謝謝。
問：馬雲，你曾說過，在你早先來矽穀的時候，拒絕過很多 VC 的投資。但
是在矽穀，有位投資者，在阿裏巴巴的成功之路上起到了非常重要的作用，
這就是楊致遠的雅虎，他們在 20xx 年時向阿裏巴巴投資了 10 億美金。你能
說說你跟楊致遠的關系麼，你們是怎麼開始建立這個關系以及目前關系如何。
還有那筆投資對阿裏巴巴的成長和成功是如何的不可或缺？
答：首先，楊致遠是我非常好的朋友，我一生的朋友。兩個家庭的關系也非
常好。但是關於那筆投資，完全是商業行為。雅虎在 20xx 年給阿裏巴巴的投
資，是對雙方都有利的。沒有雅虎美國的投資，我們不會有今天的成功。因為
我們不僅需要錢去解決公司的問題，我們還需要用錢去解決創業投資者的問
題。沒有跟雅虎的這筆交易，我們永遠無法從跟大公司的合作中學習東西。比
如大公司存在什麼樣的問題，我們如何從中提高自己。
但在將來，如果今天的局勢不改變，我們永遠沒有光明的未來。我們必須做
一些改變，所以我覺得公平的說，我們感謝昨天，但是我們要追求更好的明
天。每個公司都應該如此。今天，我和楊致遠依然是很好的朋友，我們一起聊
天，打高爾夫。將來，也會是如此，我們依然熱愛雅虎。雅虎是為數不多的喚
起我對互聯網認知和信心的公司之一，對此，我終身都會感激。沒有互聯網，
就不會有今天的馬雲，今天的阿裏巴巴和淘寶。
問：你剛剛提到過你對收購雅虎很感興趣。此行你去拜訪過雅虎了嗎？你打
算如何收購雅虎？
答：我會非常誠實的回答你的問題。第一個問題，我還沒有。我已經在這裏待
了 15 天，大部分的時間，我都用來吃飯和睡覺。我還沒有沒有時間去。我覺
得目前來說，對我最重要的事就是睡覺，因為一段漫長的、困難的階段馬上
會來。第二個問題，你問我會如何收購。我們對整體收購很感興趣 (Kara
Swisher:你指的是你們整個集團來收購還是說收購整個雅虎？)整個雅虎。中
國雅虎目前已經是我們的了，已經在我的口袋中。(非常感謝你明確的回答，
那大概什麼時候會開始呢？)坦誠的說，我不知道。這比我們想象的還要複雜，
還有很多人對此很感興趣，我們已經有過溝通。據我所知，問題的關鍵不在
於錢，而是董事會內部的政治鬥爭。所以，我現在只能肯定的告訴你，我對
這個收購非常感興趣。
The next Bill Gates

For someone who is on the way starting a business or who is going to start an
undertaking, I think Ma Yun is absolutely a best example. He has performed a
miracle, growing from a common teacher to a successful entrepreneur .
Bill Gates said, “ The next Bill Gates is Mayun. ”
Forbes in America valued him as a person who has a short and thin figure as
Napoleon, but also great aspirations the same as Napoleon.
Almost everyone knows Alibaba and millions of people are surfing taobao.com to
shopping online. It is Ma yun who make it more convenient for us to enjoy our
life.
Today I want to share with you something about how mayun succeeded and I
hope his example not only benefits but all of you!
The first is never give up! For a long time before, Mayun was not thought highly
of ,neither did his idea of B2B. In 2002, many companies like Alibaba had
bankrupt, while only Alibaba survived. It is not because Mayun was lucky, but
his persistence and never showed the white flag to the so called “ winter of
internet”
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Another important thing is just do it. And stick on it whatever others say! If you
have a good idea, just do it! Never found yourself going along the original route ,
despite how many good ideas you had proposed last night.
Don ’ t follow others. I think is also a very important lesson Myun has given me.
He didn ’ t
followed Google to be a instrument, nor did he does like tengxun or sina, to
amuse the youth. He determined to help something really practical to his netizen.
The last but not the least, I like this truth Mayun said, “ we can not expect our
inspiration as our path to success. Because it ’s just like the liumaishenjian of
duanyu ’ s. ” That is, I think we should try to do a thing a job step by step, don ’t be
opportunistic. Always keep in mind that God only gives chance to those who
prepared.
Thank you!
If you find a path with no obstacles, it probably doesn't lead you anywhere
spectacular. 太容易的路，可能根本不能帶你去任何地方。詞霸小編：當你周
圍都是米的時候，你很安逸；當有一天米缸見底，才發現想跳出去已無能為
力。
沒有危機，是最大的危機！別在最能吃苦的年紀選擇安逸！
馬雲ＨＯＴ英文演講
Chinese Internet guru Ma Yun has a new career. 中國互聯網大師級專家——馬
雲，有了新職業。
That is, to enjoy life, the 48-year-old, also known as Jack Ma, said on Friday as
he officially stepped down as chief executive officer of e-commerce giant Alibaba
Group Holding Ltd.
那就是享受生活。上周五，48 歲的馬雲正式卸任中國電商巨擘阿裏巴巴集團
ＣＥＯ的職位。 On a rainy night on Friday, and facing an audience of 35,000 at
a Hangzhou sports stadium, Ma delivered his farewell speech.
上周五晚，面對杭州體育場的三萬五千名阿裏員工，馬雲冒雨發表了告別演
說。
"I have been expecting this day for years. I am proud of what I have done over
the past 14 years of business. There are no regrets in my life," he said, adding
that he will never return as Alibaba's CEO, as it is the younger generation's turn
to shoulder responsibility. “我期待這一天很多年了，我為自己從商 14 年深感
驕傲，我今生無悔！他表示自己將永遠不會重返阿裏 CEO 的職位，因為是
時候讓年輕人大顯身手了。
"From tomorrow (Saturday), my career is to enjoy life. I will do things I am
interested in, like education and environmental protection."
“明天開始，生活將是我的工作，我將會從事一些自己感興趣的事兒，教育、
環保。”
He called for action to realize a society with clean water, blue skies and safe
food. 他號召大家一起完善中國的環境，讓水清澈，讓天空湛藍，讓糧食安全
my talk. And when I sitting there I feel so important. Thank you, thank you very
much. 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.
the books. And in Seattle I found the Internet, 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 [unintelligible 00:01:19] we had a
vote. 23 of them against me. ―Forget about it. There ’s no such kind of network
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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.
me three months asking any friends I know to borrow the money
[unintelligible 00:02:22].Still failed, coz verybody said ―Jack is telling a lie,
because there ’s no such network called Internet in 1996. ‖
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. 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.
Because at that time we see [unintelligible 00:04:26] 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. 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.
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.
― 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. 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
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than 2 million people help us to deliver over 30 million packages per day.
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. 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 [unintelligible 00:08:08], 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
women.
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.
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
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.
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. 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.
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Past 20 years big companies of America is already all over China. But it's 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.
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.
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.
evening, if you don't work hard. Thank you very much.
馬雲 6 月 9 日中午在紐約經濟俱樂部的主旨演講(全文)
我站在這裏的時候，感覺自己如此重要，如此責任重大。謝謝你們！
正式開始演講之前，我想請問一下在座有多少人在使用阿裏巴巴的服務？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。
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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、學校和父母那裏了解美國，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互聯網。
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
這麼一個叫做互聯網的東西，千萬不要去嘗試。”只有一個人對我說：“馬
因為你還年輕。”那年，我 30 歲。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，我動用了所有的關系，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互聯網這個東西
的存在。
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
19xx 年到 19xx 年這期間，我們的創業失敗了，沒有一樣條件是成熟的。
命名為 alibaba.com。人們問為什麼叫阿裏巴巴？我們希望互聯網就如同一個
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。
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
應該會去打乒乓球，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。
完整的 100 年，下一個世紀再經曆 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 年的曆史，我十分驚訝，十分震驚。
這其中一定有很多值得阿裏巴巴學習的東西。
沒有人相信阿裏巴巴可以活下去。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：“你們阿裏
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
但每天有二百萬人幫著我們配送三千萬包裹。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
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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。
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
地方。
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。中國互聯網上成功的
賣家中，超過 51%是女性。
沒有這麼好的基礎設施。
占到 2%。
可能人們繼續會問，現在阿裏巴巴的業務做大了，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。而我來這裏的目的，也就是阿裏巴巴的下一步
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。
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，也應該利用互聯網，進入中國市場。
到中國。西雅圖的車厘子就是一個例子。你不能想象，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厘子嗎？”那時車厘子還長在樹上，
我們就做了預售，8 萬個中國家庭搶購了這些訂單，我們摘下車厘子，在 24
小時內運到中國。24 小時內，8 萬個中國家庭就將 160 噸車厘子一搶而空。去
年，我們賣掉了 300 噸車厘子。我不知道今年又會是怎樣一個驚喜的數字。
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者需要更多的美國產品。
每天，阿裏巴巴平臺都有上億“饑渴”的消費者來購物。這就是我們來到這
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
有了新的商業組織形式——公司，然後催生了二戰。在這個互聯網時代，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
互聯網生意很不容易，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。
謝謝大家！
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 ,
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 qestions. 以下為馬雲在斯坦福大學演講全文：
馬雲：大家好。我今天感到非常榮幸能來到這裏和大家見面。大約幾個月前，
斯坦福邀請我來演講。我沒有意料到。很多人說因為所有關於雅虎，阿裏巴
巴，和許多其他的新聞，這個時間點來這裏演講是非常的敏感。但是既然我
做了一個承諾，我還是來了。今天如果你有任何問題要問我，我都會一一回
答。
I came to the United States today is the first 15 days , and I intend to stay here
for a year . No 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 I'm tired. Over the past 16 years
was too tired . In 1994 I created my career, discovered the Internet, and crazy,
and then gave up 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 .
今天是我來美國的第 15 天，而且我打算在這裏待上一年。這個計劃沒有人
知道。甚至我的公司也不知道。大家問我為什麼要來這裏。要打算作收購雅虎
的准備嗎？不，大家都太敏感了。我來這裏是因為我累了。過去 16 年來太累
了。我在 1994 年開創我的事業，發現了互聯網，並為之瘋狂，然後放棄了
我的教師工作。那時候我覺得自己就像是蒙了眼睛騎在盲虎背上似的，一路
摔摔打打，但依然奮鬥著、生存著。在政府機關工作了 16 個月之後，1999
年建立了阿裏巴巴。
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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 year's challenge is too 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 chief executive officer , as well as
the VIE issue , although I still do not know now what is the VIE , as well as the
company's Taobao split into four decisions. So busy after all these things I'm
tired . I told myself , why not spend a year rest.
我們還幸運地擁有著淘 bao 網，支付寶，阿裏雲和集團下其他的公司。所以
建立阿裏巴巴 12 年後的今天，我決定需要休息一段時間。尤其今年的挑戰
實在是太艱辛了，這也是我沒有意料到的。中國人說每 12 年是一個本命年。
阿裏巴巴今年在中國剛好是第 12 年，也遇上了許多棘手的問題，好比今年
初因為供應商欺詐事件導致首席執行官辭職，還有 VIE 的問題，雖然我到
現在仍然不知道什麼是 VIE ，以及把淘 bao 分成四個公司的決策。所以，忙
完所有這些事情之後我累了。我告訴自己，為什麼不花個一年好好休息。
In particular, next year is my personal year, which would surely be 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 . But after three years , if things
went wrong, and that is my fault. So I'm going to spend some time in the United
States ponder 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 .
尤其明年是我個人的本命年，肯定會比今年更辛苦。我想要花多一點時間好
好准備，迎接明年更艱苦更困難的挑戰。我需要好好休息才能為 3 到 4 年
後的挑戰做好准備。這三年如果事情出了錯，大家可以批評淘 bao，阿裏巴
巴或阿裏雲。但是三年後，如果事情出了錯，那就是我的錯。所以我准備在
美國花上一段時間好好思考和放松。前兩天，我開始再次練習起高爾夫球，
好好放松。所以，來美國的目的真的不像是大家揣測的這麼複雜。
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第二篇：聽馬雲在斯坦福大學演講感想 1600 字
聽馬雲演講後的感想
馬雲用生動、幽默、通俗的語言讓我更加清晰地了解到他。今年，我看到最多
的是有關馬雲的消息，阿裏巴巴上市，馬雲躍居中國大陸首富，馬雲的種種
事跡讓我不得不好好地去研究他，因為從他的身上，我學到更多一直以來想
不明白的問題。
我們都知道，每一個創業者都需要經過長時間的努力才能夠換來更好的成績，
馬雲也是如此。但是在成長的過程中，我們更多的是被很多否定的聲音影響
自己前進的步伐。但是“沒有嘗試，怎麼知道行不通呢？”，無論是做任何
的時候，我們永遠都是敗在開始，自己一味地否認自己的想法，總是受限於
他們的想法，不敢突破。
在創業的過程中，馬雲比我們看的更真，因為他知道應該怎麼腳踏實地地做，
我們在做任何一件事情，總是不分析，就盲目做，但是馬雲知道要解決問題
最根本在於了解現狀，馬雲看到中國存在很多的中小型企業，但是企業因為
各種的原因，沒有把資源更好地整理，沒有一個好的平臺讓他們快速成長，
這時候馬雲的出現就想是救星，挽救中國多少家中小型企業呢？
我們都意識到一個普遍存在的問題，中國的人口非常多，作為世界上人口第
一大國，我們無法控制，無法遇見的問題實在太多，這也是讓更多的人有理
由去埋怨，我們很難成功的，因為有這樣那樣的問題存在著，中國的物流體
系不完善，銀行信用問題讓人擔憂，但是這些問題的存在，正是讓馬雲有信
心去改變，才讓更多的創業者知道從問題中找到原因，並且一一地克服。曾
經，美國的網民數是全球第一的，在很多的人看來，哪怕中國有十三億的人
33
口，在網民的數量上還是無法超過美國，但是中國做到了，而且是遠遠超過。
再者，人們會說，即使中國的網民數是最多的，但是中國的網購水平很低，
雖然事實上也是如此，但是只要相信，我們就會發現有一天，中國的網民購
買力會逐步提高。
誰的青春不迷茫，尤其是很多的人，生在一個普通的家庭，或者是一個貧窮
的家庭，人們會認為他一輩子就這樣的，但是世界還是有很多的窮人認為，
改變現狀，我們需要靠自己，需要自身不斷地努力。別人做到了，為什麼我
們還是停滯不前呢？我一直相信，每個人能夠存在這個世界上都有他們的價
值體現，哪怕是在別人眼中再壞的人，他還是有存在的價值的。
雖然這些年來，我也不知道自己可以做什麼，自己做的事情是否能夠帶給別
人影響，但是我相信，對自己負責，對生活負責，對自己的生命負責，做一
個有負責的人，一切都會慢慢改變的。這個社會上成功的企業很多，但是真
正成功的企業並不是他們能夠賺很多很多的錢，而且他們能夠對社會負責，
能夠可持續地發展，讓員工更容易賺錢，能夠學會怎麼去解決社會的種種問
題。改善社會才是關鍵，社會上存在各種各樣的問題，但是沒有人想過怎麼
解決，也不知道怎麼做，當這樣的問題存在的時候，我們是否有想過，想要
改變這一切，根因都在自己，想想怎麼改變自己。以前看來一本書《生命之
書》，最大的收獲是，我了解到一個問題，我們每一個人都想改變，但是從
來沒有人認真地從自身開始做改變。想了解一件事，想做好一件事，首先我
們要做的是了解自己，知道自己想要什麼。需要什麼，原因為自己的所想放
棄什麼。
沒有什麼比腳踏實地做好每一件事情，沒有什麼比了解自己更加重要。其實
每一個人的內心都有很多的想法，各種美好的藍圖讓別人堅信，我們可以做
的更好，但是無論我們的願景多麼的美好，記住“腳踏實地”，努力做好每
一天的工作。當今是信息時代，是互聯網時代，如果我們不能夠緊追時代的
腳步，不斷地學習，不斷地提升自我，總有一天我們會被這個時代淘汰。我
們都想了解這個社會，了解這個世界，在爺爺的年代裏，更多的是通過報紙，
爸爸的年代是通過聽廣播了解資訊，而到我們的年代是通過電視了解，到了
我們的孩子這一代更多的是通過互聯網了解外面的大千世界。
感謝昨天，因為沒有它，我不知道原來我還可以這樣存活著，感恩今天，因
為它我知道自己應該怎麼前行，追求美好的明天，雖然我們無法預計未來，
但是我們還可以憧憬新一代的年輕人能夠攜手改變這個世界， 80、90、00 後
的這些人是真正改變世界，改變未來的的堅定力量。
Thank you very much! I am so humbled and honored to be here tonight. I never
thought that I would have a chance in my life to be in the United Nations.
I learned my English by myself when I was 12 years old, for whatever reasons, I
don't know. I just felt in love with this language. Every morning from 5 o?clock I
rode a bicycle
for 40 minutes, to the Hangzhou hotel looking for foreign tourists to teach me
English.
I showed them around the city, they taught me English.
Since then, I began to have a habit. You should use your own brain to think about
it, just one more minutes. When everything about it is yes, wait one minute.
When everybody says no, wait for one minute. Think about it carefully. ?Cause if
you look at the world from a different way, you may do it in a different way.
And tonight, I?m so honored to be inspired by all the Game Changer partners. By
listening to their stories, I know there are so many things I should do, I can do
better.
There are so many things. And I think that here today I not represent of myself,
but represent all the small guys, all the small business that I?ve been working
with.
1995 when I left my University, I told my president of university that I?m going
to be an
entrepreneur, do the internet. He said: “What is Internet? ” I said: “I don't know. ”
And he listened to me for two hours, and said: “Jack, I know you want to do
something, I don't know what you do. But 10 years later, if you want to be back,
34
please go back. I say: “Ok, ten years later, I will do that. ” I know as a teacher as
I said, teachers always believe the future, you believe that knowledge can change
people's lives, you believe and you hope that your students are better than you
are. Students are the best products. Today, I am not a teacher, but I got "CEO" in
the "chief education officer ” of my school. I know that my colleagues don't like
me because I talk a lot. But I say, I do the talk, you do the work.
When I started my business, it?s so difficult to be a small business owner in the
China. It took me 5 months to borrow $500, but I still failed. No chance, and I
don't have any idea to run a business. And when I go to register a company,
called the Internet, the registered office
told me, no, there?s no such a word Internet in the dictionary. How can can you
register the “Internet ”? You have to register another name. So he advised me to
use “ Computer consulting firm ”. But I had no idea about what is computer. So
my first company was Hangzhou Hope Computer Consulting Firm. It was tough
without knowing anything about technology, without knowing anything about the
computer.
In the past fifteen years, I called myself a blind man riding on the back of a blind
tiger, but those experts riding on the horses all failed, we survived. Because we
worried the future, we believed the future, we changed ourselves, we never
complained about others. And we believe one thing, I told the team in my
apartment, we have to prove ourselves, because if we can be successful, 80% of
the young people can be successful. We don?t have a rich father, we have a
powerful uncle, we did not get one dollar from the government, we did not get
one dollar from the bank, we started
from zero. So we have to work hard. It?s not to prove ourselves, but prove our
generation, prove the internet power. So this is what I want to share with young
people.
And the other thing I believe is small is beautiful. If nobody helps the small guys,
we can use the Internet to help the small guys. Multi-National Companies was
taken good care of by the Wall Street; only small businesses had nobody to help
them. If we create value for them, then we will succeed. Our philosophy is that if
you can help others successful, you will be successful. I?m a person who believe
the future, believe young people, believe innovation.
And today I want to say one thing as the General Secretary said, the world is full
of problems. Today, the world is full of complaints. I complained when I was 20
years old. There are Microsoft, IBM, CISCO, they are all big companies. We are
helpless because they are too big. We complained. But now I never complain, I
say I am a big guy too.
I want to tell young people, where most people complain, where the opportunity
is. Some people complain, and some people start to change themselves, changing
others. Where the opportunities are is where the complains are. Where the
trouble, where the opportunities.
I always believe it, and this is how we go through.
The last but very important, I?m going to give you a t-shirt. Another T-shirt,
right? This is a special t-shirt of Alibaba IPO. It?s all made by small guys. And
this is a small guy. And small is beautiful, small is powerful. But in this T-shirt,
very few people know that we have a secret code
of Alibaba's success. Just like the open sesame, there?s a secret for Alibaba. The
secret code for everybody is "Keep your Dream Alive ”. Because it might come
true someday. This is what the secret code is. Thank you very much.
12345
第二篇：環保演講稿 2000 字
親愛的同學們，大家中午好！
我是來自 14 級財經學院金融工程 4 班的任秋鴻，今天我演講的題目是：暖
冬行動，奉獻你我。
35
據外媒報道，聯合國兒童基金會近日發表報告指出，全球 23 億孩童中，近
6.9 億個生活在受到氣候變遷沖擊的地區，全球暖化使他們面臨較高的死亡
率、貧窮和疾病。
報道稱，聯合國兒童基金會 24 日發表題為《除非我們現在就行動》的報告說，
近 5.3 億個兒童居住在遭到洪澇和熱帶風暴重創的國家，這些國家大多在亞
洲；另外的 1.6 億個兒童則是在苦旱之地成長，這些地區大多在非洲。這些
生活在幹旱地區的孩子當中，近 5000 萬個所在的國家半數以上的人每天收
入還不到 4 美元。
偉大的無產階級革命導師恩格斯說過：我們連同我們的血、肉、頭腦一起都屬
於自然界，存在於自然界。自然，人類自我的本真。自然界作為一種客觀存在，
它為人類提供了各種物質和能量，是人類存在和延續的基礎。雨果曾說：大
自然既是善良的慈母，同時也是冷酷的屠夫。近年來，人類由於對環境不夠
珍惜，隨心所欲，濫伐林木，生存環境遭到了嚴重破壞，各種環境問題接踵
而至。有關環境方面各類驚人的數字令人毛骨悚然，這其實已向我們發出了
嚴
正的警告：如果只顧盲目地吮吸自然的乳汁，而不立即行動起來，投入保護
環境、拯救家園的戰鬥，最終毀滅的將是我們人類自己。為了保護地球母親，
我們需要攜起手來，做力所能及的事。
相信大多數人看到那張北極熊站在將要融化的冰上那絕望的眼神時，都會憤
慨氣溫升高帶來的生態惡化。自從工業革命以來，煤炭和石油等能源便在人
們的日常生活和工業生產中占據了重要位置。它在給我們帶來巨大物質利益
時，種種生態危機也就隨之而來。在各種能看的見汙染問題還沒有解決時，
全球氣候變暖作為我們生存和發展道路上的浮冰慢慢浮出水面。
而作為 21 世紀的主人公，當代大學生的我們，可以從以下方面來保護我們
的地球母親。
一、節約一張紙
在場的同學，我相信大家都離不開紙，而且很多同學的草稿紙應該堆成小山
頭了!知道嗎，我國每生產 1 噸紙就要耗費 20 棵大樹、100 立方米水，如果每
人每天浪費一張紙，全國就要浪費約 2700 噸紙、27 萬噸水，54000 棵大樹將
化為烏有。因此，節約用紙有利於節約能源和保護樹木，有利於減少溫室氣
體的排放，有利於保護我們的生態環境。在此，我提倡大家積極回收廢紙、不
撕作業本，盡量使用雙面草稿紙，努力減少紙張消耗。節約一張紙,保護一片
林!
二、節約一度電
同學們，家中的電器應該不少吧!而且很多電器隨時都處於待機狀態吧!電器
設備在待機狀態下耗電一般為其開機功率的 10%左右，
家裏的電視、空調、音響、電腦、微波爐、飲水機、電熱水器等的待機能耗加在
一起，相當於開一只 30 至 50 瓦的長明燈，照此推算，一戶普通人家一年因
待機而消耗的能源折合人民幣近 60 元，成都市 100 多萬戶居民家庭每年要為
待機能耗支付約 1 億元。反之，從我做起，取締無謂的浪費，節約一度電，
惠及千萬人。
三、節約一升油
同學們，在車水馬龍的街頭，當一股股藍色的煙氣從一輛輛機動車尾部噴出
時;當一陣陣氣味怪異，令人頭昏、惡心的尾氣向我們襲來時，你是否以為躲
在自家車子裏捏著鼻子就能幸免，就能身體健康?告訴你，生活在城市裏，
誰也無法全身而退 !英國的有關協會曾發表研究報告稱，與交通事故遇難者
相比，英國每年死於空氣汙染的人要多出 10 倍。
節約一升油，減少我們對機動車的依賴，減少我們對空氣的汙染，近距離出
行盡可能使用自行車或者步行，讓我們人人都來做公交族，個個爭當自行車
騎手!節約一升油，淨化一片天!
四、分類一袋垃圾
眾所周知，我們每個人都是垃圾的制造者，又是垃圾的受害者，但是，我們
更應是垃圾公害的治理者，我們每個人都可以通過垃圾分類來戰勝垃圾公害。
我們的生活垃圾一般可分為四大類：可回收垃圾、廚餘垃圾、有害垃圾和其他
垃圾。
一袋垃圾，如不分類處理，或浪費資源或“遺臭萬年”;反之，分類清運和
回收，使之重新變成資源。只需我們的舉手之勞，就能
36
創造一個無垃圾的社會，一個使資源循環再生的社會。分類一袋垃圾，創造
再生傳奇。
同學們，低碳環保生活並不是我們多喊幾句口號就可以實現的，它需要我們
真正的從實際生活中去改善，去實踐;讓我們共同攜手，從節約一張紙、節約
一度電，節約一升油，分類一袋垃圾做起;讓我們從身邊的小事一點一滴做
起，為保護美好的家園而努力!
北京市“十三五”規劃建議中提出，要堅定走生產發展、生活富裕、生態良好
的文明發展道路，加快建設資源節約型、環境友好型社會，讓青山綠水藍天
常在。
其實，只要我們每個人稍微做那麼一點點，我們學習生活的校園環境則會變
好好多好多。倡導低碳生活，歸根結底都會變成對環境的愛護，建設綠色校
園。“少年強，則中國強。”作為校園的主人，做人新時代的主人和祖國明天
的太陽，我們又責任和義務挑起
倡導低碳生活，建設綠色和諧社會的大旗，為了而做出自己的努力。同學們，
行動起來吧。伸出自己的雙手，為倡導低碳生活，建設綠色校園貢獻出自己
一份力量。只要大家都努力一點點，我們的校園環境就能變好一大截。
華燈麗人葳蕤服，輕吟淺唱伴歌舞。葳蕤芳徑下，江柳共風煙。亭上誰家子？
哀哀明月樓。
微若芷草，終盡葳蕤
葳蕤而防露兮，下泠泠而來風。葳蕤紫鸞鳥，巢在昆山樹
樹以葳蕤姿，人亦風華時。月為長路痕，惟恐望不盡。
人性乖剌，則群體不合；民性乖剌，則國體不正。
半生乖剌，愚頑癡癲，幸蒙恩師不棄，列入門牆，今更許以掌珠。
東朝顢頇西朝墮，南庭謹守北庭落。
英才挺出，深覩未萌，受遺托孤，翊贊季興，與眾無忌，錄功忘瑕。君有良
臣翊贊，眾民擁戴，可得天下。
亂世年華，群雄眾起，何人來，翊贊正道，扶搖而上。
蔡東藩《唐史通俗演義》：大臣等應詔陳言，多切時弊。魏征上十思疏，尤為
剴切。
李汝珍《鏡花緣》：“常將有日思無日，莫待無時思有時。”如此剴切勸諭，
奢侈之風，自可漸息。
父母剴切教誨，吾自銘記於心。
少女搴芳來，贈予意中人。脈脈有情意，此物最相思。
搴芳南牆外，聞笑北門中。躑躅不得行，唯恐驚上人。
飄飄白衣搴芳歸，靈眸細察熠星輝。鐘情一見心相倚，百轉千回入夢來。哂
納巨則少朋，接濟廣則多友。
年少方無知，憚煩慈母思。轉目皆白首，剴切感母恩。
宋範成大《行唐村平野晴色妍甚》：雲煙釀春色，心目兩駘蕩。寄情於青雲
之上，駘蕩於山水之間。
朱簾鶯斥燕，爐香靜逐轉。愁夢酒醒時，藜藿滿深院。
劉良注曹植詩：“藜藿，賤菜，布衣之所食。”
大家好，我是馬雲，阿裏巴巴集團的創始人和董事會主席。
Hello, i'm Jack Ma, founder and chairman of Alibaba Group.
（創始人 founder，主席 chairman）
15 年前，在我的公寓裏，18 位創始人有了一個夢。這個夢想就是，在某一天
我們能夠創立一個為成千上萬小企業主服務的公司。這個夢想，從始至終都
沒有改變過，讓天下沒有難做的生意。
remain our mission to make easy to do business anywhere.
（小企業主 small business ，讓天下沒有難做的生意 make it easy to do
business anywhere）
在阿裏巴巴，我們為一些小的生意人奮鬥，和他們的客戶在不懈努力。其實，
我們的目標非常簡單：能夠幫助商家和客戶找到彼此，並按照他們獨特的需
求方式
來開展服務。我們幫助這些小生意人成長，創造出前所未有的工作機會，開
拓出嶄新的市場。
37
best serve their unique needs. We help merchants to grow, create jobs and open
new markets, in ways that were nervier before possible.
（生態系統 ecosystem，商家和客戶 merchants and customers）
如今，15 年過去了。我們再中國已經成了一個家喻戶曉的名字。現在，我們
也已經准備好讓全世界來認識我們。
household name in China. And soon, we are ready for the world to know us. 稍後，
您將聽到我們公司商業上經營的細節。不過，首先讓我帶您開啟一段走遍中
國的旅程，讓我們透過一些真實的人們以及他們的真事，看看阿裏巴巴對他
們產生了什麼影響。
impact on them.
我深感榮幸，能和你們分享這些故事，能為您展示阿裏巴巴的精神與核心。 I
am proud to share with you these stories that show the heart and spirit of Alibaba.
讓我感到更加自豪的是，我們能夠點燃創新、創造機會、造福客戶、並且能給
創業者圓夢。
I ’ m proud that we ignite innovation,create jobs,benefit customers and help
entrepreneurs,fulfill their dreams.
通過阿裏巴巴這個平臺，人們能夠改善他們現有的生活，並且能夠憧憬一個
更好的未來。從我們最初很單純的一個小期望開始，如今 15 年過去了。阿裏
巴巴已經改變了中國電子商務的模式。我們的業務不斷發展壯大，但是我們
從未丟失對於客戶第一的理念。我們始終專注於幫助客戶解決問題，基於這
點，也成就了我們最好的業務結果。
years. Alibaba has changed commerce in China. Our business
has grown, but we never lost sight of our customers, focusing on solving their
problems,leads to the best outcome for our business.
（客戶第一 Customer first，本段為整齊用 never lost sight of our customers.）
阿裏巴巴已經走過了一段不短的旅程，要讓阿裏巴巴成為一家持續發展 102
年的企業，還有 87 年的時間需要我們努力。我們深知，今天很不易，明天更
加困難，但是未來是無限美好的。因此，我們必須更加努力，才能夠在未來
的漫漫征程中贏得勝利。
years. We still have 87 years to go,and we believe one thing, “Today is difficult,
tomorrow is more difficult ,but the day after tomorrow is beautiful ” . So we have
to work very hard in order to survive the long journey.
（今天很不易，明天更加困難，但是未來是無限美好的。 Today is difficult,
tomorrow is more difficult ,but the day after tomorrow is beautiful. ）
1.Pull yourself together. 振作起來。
2.Keep your chin up. 別灰心。
3.Don't let it get you down. It will be over with soon.別為此煩惱。事情很快就會
過去的。
4.Don't be so miserable! 別這愁眉苦臉的。
5.Cheer up! things will work out for the best. 高興點兒。事情會有好結果的。
6.Take heart- we'll find a way out. 振作起來，我們會有辦法的。
7.Keep trying! Don't give up the ship. 繼續努力! 別輕易放棄!
8.Loosen up! It's not worth getting upset about. 放松點兒！不值得為這件事苦惱。
9.Hang in there. Things will get better. 堅持住，情況會好起來。
10.Keep smiling! things will calm down. 樂觀一點，事情會平息下來的。
11.It's not as bad as all that. 事情沒有那麼糟。
12.Things are never as bad as they seem. 事情往往不像看上去的那麼糟。
13.Win a few, lose a few. That's life. 有得也有失，生活就是如此。
38
14.Let's look on the bright side. 我們來看看它好的一面。
15.Every cloud has a silver lining. 再黑暗的地方也有一線光明。
16.When god closes a door, he opens a window. 山不轉水轉。
17.Tomorrow is another day. 有明天就有希望。
18.Stop carrying the weight of the world on your shoulders. 別太操心了，沒有你
地球照樣轉。（carry the weight of the world on one'sshoulders ：自以為重任在
肩。）
12345
第二篇：馬雲英語演講 4200 字
馬雲英語演講-擁有夢想, 就擁有未來學客網英語視頻分享網
Today is very difficult, tomorrow is much more difficult, but the day after
tomorrow is beautiful. ——Jack Ma
17:00
We are at the best time of the world. most people say to me “there is no
opportunity, all the opportunities are gone by 阿裏巴巴 ,by google, by facebook,
by you.
We have no chance. To me, I think this world is full of
opportunities. When Microsoft is there, people say oh my god,
Microsoft is the top, then came the Yahoo,
when Yahoo is there, Yahoo is the top，
then came the google .when google is coming, there is
the Facebook. Every generation , every time, there is a
opportunity. I have one belief ten years later in Peru there
will be more rich people than today. Ten years later there
will be more successful business in Peru than today.
The world is coming better. It depends whether you see the
opportunities. Today the opportunity is the internet. Today
the opportunity is the globalizations and today the opportunity is the financial
crisis. Every crisis means something. I
think today the world is moving from big company to small
company. Remember thirty four years ago, Martin Luther
King said I have a dream----plan is beautiful. Today we have the United States
the president Obama is bright and I tell you: small is beautiful. Ten years later
small business will be the real leader of the global economy. And I strongly
believe that this is what our business focused on. And I again and again told the
team: 阿裏巴巴 is of small business,
by the small business and for the small business. Because we believe small
business are the future. Last century because
of warm and model all the business you should have large
scale, large size, large amount of the resources to be concerned.
2012 第十一屆中國互聯網大會大會介紹大會議程及主題參會人物兩點 &看點
曆屆回顧
This world people start to use the individual, unique and
flexible. And I strongly believe that, let us focus on small. Small
really makes you been. Small business while the size is small but we have big
dreams. The next thing is that never ever forget and give up your dreams. I know
most people here like me small business
will face a lot of challenges and a lot of opportunities.
But never
ever forget your first day love. That is the beautiful. Do not change if there are
nine rabbits on the ground. Do not change yourself. Do not change the rabbits.
Catch one rabbit. And I would like to give
the suggestion is that when doing business, not think about today,
and think about ten years later. Do business you always think about what is going
to happen ten years later, five years later instead of
39
the next day. If you think about the next day, you will always be disappointed.
And today I still have a dream, I think about ten
years later what 阿裏巴巴 can do. On our ten years anniversary,
I told the twenty thousand employees of 阿裏巴巴, we will build
a platform that can help ten million Assamese around the world to survive. We
want to create a hundred million jobs for the world.
We want to make one billion people consume online. This is the
dream we have to stick to it. And which is the most important is
that big companies must have small dreams and big companies
must have the small goals. Small companies must have big
dreams and small companies must have long-term goals.
So if big companies have big dreams, they can go nowhere.
If small companies have small dreams, they can go nowhere.
So do the opposite. Big companies have small dreams and small
goals you move fast and steady.
If small companies have big dreams and long-term goals, you will
last long.
And last but the most important, I share with you again is the entrepreneur. Today
is very difficult, tomorrow is much more difficult, but the day
after tomorrow is beautiful. Most people die tomorrow
evening, and you will
never see the sunshine of the day after
tomorrow if you do not work hard today.
—— Jack Ma
Only we believe that life is tough. Life is tough for everybody.
If he can survive, I can survive. If he can be successful, there is no
reason I cannot be successful.
It is all about keeping on your dreams. Do not give up, try it in
innovative ways, rely on the employees and serve your customers.
馬雲 IPO 上市英語演講稿
Hello! Everyone, I ’m Ma Yun . The virgo who change the world. Today is
September 19th.This evening Alibaba wlii land the New York stock exchange
after the delisting.
We ’ ve got the integration of listed for $68 per share total $218 billion.what a sign
of that? We are the third global financing scale. Dear,$1748 billion. How much
time we need to spend that money ?
I know,maybe you are very worship me. But in more than ten years ago. People
always say I am a liar. What I want to make yellow pages for the State Sports
Commission. They ignores me and said “you should make an appointment ”
Appointment your sisiter! Thanks for a TV photographer recorded that for me.
Now think about it, I ’ll say “today you ignore me tomorrow I ’ll shut you out . ”
When I was in trouble I went to USA and eager finance 2 million dollars.
However,I was rejected by 300 VC. That day, I felt I ’m really a short poor ugly
guy.
But today what I want is 2 hurndred billion . As a result, the participants of the
investors lined upon the same floor where I live in the 90th floor like thousands
of people waiting for ipone 6 in front of an Apple store.
Behind my valiant record there is also a time when I make a mistake. That was
Yahoo! Only spent 10 billion bought our 40% shares. Bartz later refused to
cooperate wihe me. I really want marry her and dumped her.
So our equity situation is 34.4% share hold by Softbank. 22.6% share hold by
Yahoo. As chairman of board. I only hold 8.9%. LuZhaoxi holds 1%. Others hold
29.6% share. Bright spot is the other,
I really don ’ t want to say anymore. I kow after tonight Alibaba must be looked as
a giant company by foreigners. But who knows the “Alibaba ” trademark was not
in our hands before. Thanks to the party and the country that we win the lawsuit
40
or now “ Alibaba ” really become a sesame oil brand.
As this roadshow process. I repeated the ecological energy of Aligroup. Now we
have a very awesome Alipay, Taobao, Tmall business group and those about to
enter the KTV, the pharmacy and usury industry. The next step, we will bet on
logistics and intelligent hardware field. Last year we set up food logistics.
This year we will enter the domestic mobile phone industry. When ZTE-Huawei-
Coopad-Lenovo Association is dying. I think that Meizu, oppo still have sense of
B. Even
laoluo and letv start to do smart phone. What else can I do? So Alibaba is going
to buy Meizu immediately and become a next grains.
There ’ s an old saying in china the rich won ’t last 3 generations. Our vision is to
make the Alibaba to become a sustainable development enterprise. Which will
last for 3 generation. I believe that afer the next time Alibaba delisting listed
again.We can achieve a trillion enterprise. Finally ,I decided to give each of your
Alipay account with 919 RMB to commemorate the listed, thank you.
Translation
馬雲英語演講-擁有夢想, 就擁有未來學客網英語視頻分享網

Today is very difficult, tomorrow is much more difficult, but the day after
tomorrow is beautiful. ——Jack Ma
17:00
We are at the best time of the world. most people say to me “there is no
opportunity, all the opportunities are gone by 阿裏巴巴 ,by google, by facebook,
by you.
We have no chance. To me, I think this world is full of
opportunities. When Microsoft is there, people say oh my god,
Microsoft is the top, then came the Yahoo,
when Yahoo is there, Yahoo is the top，
then came the google .when google is coming, there is
the Facebook. Every generation , every time, there is a
opportunity. I have one belief ten years later in Peru there
will be more rich people than today. Ten years later there
will be more successful business in Peru than today.
The world is coming better. It depends whether you see the
opportunities. Today the opportunity is the internet. Today
the opportunity is the globalizations and today the opportunity is the financial
crisis. Every crisis means something. I
think today the world is moving from big company to small
company. Remember thirty four years ago, Martin Luther
King said I have a dream----plan is beautiful. Today we have the United States
the president Obama is bright and I tell you: small is beautiful. Ten years later
small business will be the real leader of the global economy. And I strongly
believe that this is what our business focused on. And I again and again told the
team: 阿裏巴巴 is of small business,
by the small business and for the small business. Because we believe small
business are the future. Last century because
of warm and model all the business you should have large
scale, large size, large amount of the resources to be concerned.
2012 第十一屆中國互聯網大會大會介紹大會議程及主題參會人物兩點 &看點
曆屆回顧
This world people start to use the individual, unique and
flexible. And I strongly believe that, let us focus on small. Small
really makes you been. Small business while the size is small but we have big
dreams. The next thing is that never ever forget and give up your dreams. I know
most people here like me small business
will face a lot of challenges and a lot of opportunities.
But never
41
ever forget your first day love. That is the beautiful. Do not change if there are
nine rabbits on the ground. Do not change yourself. Do not change the rabbits.
Catch one rabbit. And I would like to give
the suggestion is that when doing business, not think about today,
and think about ten years later. Do business you always think about what is going
to happen ten years later, five years later instead of
the next day. If you think about the next day, you will always be disappointed.
And today I still have a dream, I think about ten
years later what 阿裏巴巴 can do. On our ten years anniversary,
I told the twenty thousand employees of 阿裏巴巴, we will build
a platform that can help ten million Assamese around the world to survive. We
want to create a hundred million jobs for the world.
We want to make one billion people consume online. This is the
dream we have to stick to it. And which is the most important is
that big companies must have small dreams and big companies
must have the small goals. Small companies must have big
dreams and small companies must have long-term goals.
So if big companies have big dreams, they can go nowhere.
If small companies have small dreams, they can go nowhere.
So do the opposite. Big companies have small dreams and small
goals you move fast and steady.
If small companies have big dreams and long-term goals, you will
last long.
And last but the most important, I share with you again is the entrepreneur. Today
is very difficult, tomorrow is much more difficult, but the day
after tomorrow is beautiful. Most people die tomorrow
evening, and you will
never see the sunshine of the day after
tomorrow if you do not work hard today.
—— Jack Ma
Only we believe that life is tough. Life is tough for everybody.
If he can survive, I can survive. If he can be successful, there is no
reason I cannot be successful.
It is all about keeping on your dreams. Do not give up, try it in
innovative ways, rely on the employees and serve your customers.
1234
第二篇：英語演講淘寶雙十一 1200 字
Singles ’ day Shopping day
As singles ’ day become popular, the shopping on that day is also increased year
by year. In the 24 hours, it generated 91.2 billion RMB merchandise volume
which was 57.1 in 2014.
According to the suit-dress trading volume , underwear, coat and leggings sells
very well compared with others. As one of the most popular goods, over 313
million units of mobile phones were sold. Statistics from TaoBao index website.
This website provides some kinds of statistics about the shopping on singles ’ day.
For example, you can find the distribution, sex ratio of the consumers of almost
any merchandise you want to know, and it can shows you some other useful and
interesting statistics, plus its data is updated.
Ma Yun had already aimed at the rural consumption. He will push a new shopping
carnival in February 2016. And he also cooperated with the Taiwan farmers in the
rice production. Both Mr.Ma and the managers believe that through its worldwide
shopping website, consumers will get great benefits.
Surely, online shopping bring us a lot of benefits, fresh, cheap, and convenience.
It improves people ’s life quality and creates more jobs. It makes good effects on
the economy.
42
一、馬雲登陸雅虎首次發表演講稿全文
今天是我第一次和雅虎的朋友們面對面交流。我希望把我成功的經驗和大家
分享，盡管我認為你們其中的絕大多數勤勞聰明的人都無法從中獲益，但我
堅信，一定有個別懶的去判斷我講的是否正確就效仿的人，可以獲益匪淺。
讓我們開啟今天的話題吧！
世界上很多非常聰明並且受過高等教育的人，無法成功。就是因為他們從小
就受到了錯誤的教育，他們養成了勤勞的惡習。很多人都記得愛迪生說的那
句話吧：天才就是 99％的汗水加上 1％的靈感。並且被這句話誤導了一生。勤
勤懇懇的奮鬥，最終卻碌碌無為。其實愛迪生是因為懶的想他成功的真正原
因，所以就編了這句話來誤導我們。
很多人可能認為我是在胡說八道，好，讓我用 100 個例子來證實你們的錯誤
吧！事實勝於雄辯。
世界上最富有的人，比爾蓋茨，他是個程序員，懶的讀書，他就退學了。他
又懶的記那些複雜的 dos 命令，於是，他就編了個圖形的界面程序，叫什麼
來著？我忘了，懶的記這些東西。於是，
全世界的電腦都長著相同的臉，而他也成了世界首富。
世界上最值錢的品牌，可口可樂。他的老板更懶，盡管中國的茶文化曆史悠
久，巴西的咖啡香味濃鬱，但他實在太懶了。弄點糖精加上涼水，裝瓶就賣。
於是全世界有人的地方，大家都在喝那種像血一樣的液體。
世界上最好的足球運動員，羅納耳朵，他在場上連動都懶的動，就在對方的
門前站著。等球砸到他的時候，踢一腳。這就是全世界身價最高的運動員了。
有的人說，他帶球的速度驚人，那是廢話，別人一場跑 90 分鐘，他就跑 15
秒，當然要快些了。
世界上最厲害的餐飲企業，麥當勞。他的老板也是懶的出奇，懶的學習法國
大餐的精美，懶的掌握中餐的複雜技巧。弄兩片破面包夾塊牛肉就賣，結果
全世界都能看到那個 M 的標志。必勝客的老板，懶的把餡餅的餡裝進去，直
接撒在發面餅上邊就賣，結果大家管那叫 PIZZA,比 10 張餡餅還貴。
還有更聰明的懶人：
懶的爬樓，於是他們發明了電梯；
懶的走路，於是他們制造出汽車，火車，和飛機；
懶的一個一個的殺人，於是他們發明了原子彈；
懶的每次去計算，於是他們發明了數學公式；
懶的出去聽音樂會，於是他們發明了唱片，磁帶和 CD;
這樣的例子太多了，我都懶的再說了。
還有那句廢話也要提一下，生命在於運動，你見過哪個運動員長壽了？世界
上最長壽的人還不是那些連肉都懶的吃的和尚？
如果沒有這些懶人，我們現在生活在什麼樣的環境裏，我都懶的想！
人是這樣，動物也如此。世界上最長壽的動物叫烏龜，他們一輩子幾乎不怎
麼動，就趴在那裏，結果能活一千年。他們懶的走，但和勤勞好動的兔子賽
跑，誰贏了？牛最勤勞，結果人們給它吃草，卻還要擠它的奶。熊貓傻了吧
唧的，什麼也不幹，抱著根竹
子能啃一天，人們親昵的稱它為“國寶“。
回到我們的工作中，看看你公司裏每天最早來最晚走，一天像發條一樣忙個
不停的人，他是不是工資最低的？那個每天遊手好閑，沒事就發呆的家夥，
是不是工資最高，據說還有不少公司的股票呢！
我以上所舉的例子，只是想說明一個問題，這個世界實際上是靠懶人來支撐
的。世界如此的精彩都是拜懶人所賜。現在你應該知道你不成功的主要原因了
吧！
懶不是傻懶，如果你想少幹，就要想出懶的方法。要懶出風格，懶出境界。像
我從小就懶，連長肉都懶的長，這就是境界。
二、馬雲 08 年新春的演講稿摘錄
鼠年當“老鼠” 深挖洞·廣積糧·不稱霸
在黃龍體育中心，馬雲向 8900 位員工發出新春動員令
編者按春節長假一過，阿裏巴巴全國各地 8900 名員工嘯聚黃龍
體育中心，快一年沒有在這麼多人面前演講了，打扮成白雪公主模樣的馬雲
抖擻精神發表的這次講話，相當於“一錘定音”，確定他眼中未來三年中國
43
電子商務生態系統的構建。以下是他 5000 字演講的摘錄：
經常有人問我馬雲你怎麼預測三年以後、怎麼預測未來、你怎麼看待未來電子
商務、未來的形勢，我想預測未來最好的辦法就是創造它，說到做到、堅守承
諾！
未來三年並購熱起來
我認為，從 20xx 年下半年開始到 20xx 年，互聯網在中國的並購熱潮會起來，
但今天我們定位自己應該是一家高速發展的小公司。
在外人看來，光一個 B2B 就超過一百億美金市值，好像覺得是大公司。但我
自己覺得我們是有落差的，互聯網是一個危機四伏、高速發展、危險重重的領
域。誰能想像，兩年以前，美國雅虎多少的厲害，但是今天大家發現微軟要
並購它；三年以前誰可以想像 myspace、facebook、youtueb，五年以前誰能夠
想到 Google 有那麼厲害！所以整個互聯網變化速度非常之快。我們必須把自
己定位到看清楚自己、面對自己是什麼，我們才有可能
生存、成長和發展。
20xx 年要准備好過冬
20xx 年對阿裏巴巴來說是一個艱難的年份。大家可能覺得 20xx 年是一個好年，
是中國奧運年。但根據我們對整個世界經濟和中國經濟的判斷，阿裏巴巴在
20xx 年是老鼠年，我們的戰略是“深挖洞、廣積糧、不稱霸”；我們 20xx 年
將做強、做深、不做大；我們不會往橫向規模擴展。20xx 年是夯實的一年，要
把業務做紮實，把客戶服務做紮實，阿裏巴巴發展史上逢單出擊、逢雙練功，
20xx 年我們不應該把自己弄得非常響，我們要低調處理。20xx 年要准備好過
冬。美國次貸危機以及整個世界、中國的問題，互聯網可能面臨另外一層冬天
的到來。B2B 20xx 年年初本來不准備上市，但是年中加速上市，因為我們預
感到冬天要到來。從戰略儲備上來講，我們已經准備好了過冬的物資，但是
我希望所有的員工要准備好過冬的心態、毅力和能力的培養。我不是危言聳聽，
這次冬天來會很長久。但是冬天後活下來的人就有機會贏。阿裏巴巴要變成
last man standing，這是我們的意志和毅力。
淘寶還是一個淘氣孩子
淘寶去年的交易量過了 400 億，這麼幾年的發展，從 8 億到 80 億到 169 億再
到 433 億，增長是驚人的。但是，淘寶今天還是一個孩子。我的理想淘寶今年
必須完成一千億，明年要做兩千億，十年以內淘寶要超過沃爾瑪全球的量。
沃爾瑪一年全球賣三萬五千億人民幣，我們今天一年只賣四百億，但是十年
以內要超過全球沃爾瑪，大家好像覺得不太可能，但是四年以前我們也沒想
象到 20xx 年能做 400 多億，如果不去想，你肯定不會去做。今天人類已經從
上個世紀信息為制造業服務到信息為消費者服務，未來的時代不屬於沃爾瑪，
我認為未來的時候屬於淘寶。
我還有一個理想，關於淘寶網，希望在我離開這個世界之前，我能看到淘寶
網一年的交易量突破十萬億人民幣。十萬億是什麼概念？20xx 年全中國零售
總額加起來是七點六萬億，十萬億是很艱難的一個數字，但是我想如果我們
努力還做得到。
三、馬雲"文化是企業的 DNA"(演講稿)
1、本科生馬雲
前兩天我剛從美國回來，在美國參加會議的時候有人問我，我的英語是哪裏
學的，我說中國杭州師範學院！（掌聲響起）——在
我們公司，盡管有來自北大、清華，也有來自哈佛、耶魯等名校的學生，但是
如果你在我公司問哪所學校最好，員工都會說：杭州師範學院！沒辦法，因
為在阿裏巴巴，他們只能這麼說。（全場笑，掌聲響起）
我是杭師院的本科文憑，很多學校想要聘我這個那個的，他們認為我是阿裏
巴巴的 CEO，至少也應該搞個博士頭銜，可是我覺得杭師院挺好的。
2、創業是為了教書
很多人認為創業就是為了賺錢，因為對於我創立阿裏巴巴，大家也都是這麼
以為的。可是我創業不是為了賺錢，而是為了讓自己以後有更多的經驗教給
學生。在教書的過程中我得到了很多東西，我愛教書。但是我想到中國經濟的
高速發展，在 20 年以後，我馬雲是否還能繼續站在講臺上教書？——我也
會思考，什麼樣的學習是將來的社會所需要的。不光是書本的知識，還有社
會實踐。我想出來創業，不管成功與否，將來我再回到講臺的時候，至少我
會比大學裏其他老師多了一些經驗。
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3、我們需要什麼樣的人才
在招聘時，我們曾發現很多大學生在回答問題時答案是一樣的，為什麼？因
為學校指導學生就業的套路是一模一樣的，這其實是挺可怕的。因為我們需
要的不是聽話的學生，而是能幹的學生，學習能力強的學生，個性強的學生！
在招聘的過程中，我們也發現需要從一二年級就開始讓大學生了解我們需要
什麼樣的人！不能等到大四的時候再告訴他們，這個時候已經遲了。大學裏
要學習的是一種文化，一種能力！而不僅僅是知識！
二、文化是企業的 DNA
1、使命感——企業發展的驅動力
我們的目標第一是做 102 年的公司；第二個是做世界十大網站之一；第三個
目標是只要是商人，一定要用阿裏巴巴。
當一個企業確立了目標之後，就需要進入下一個思考。
什麼是那些偉大企業走下去的重要原因？
20xx 年，我們阿裏巴巴在 B2B 領域已經是發展很好了。怎麼走
下去，我很迷茫。當你站在第一的位置上，往往不知道該往哪裏走？因為第
二、第三可以跟著第一走，但是第一沒有參照。那時我憑什麼做出一系列決定？
就是憑著使命感。
愛迪生企業的使命是什麼？Light to world （讓全世界亮起來），從企業 CEO
到門衛，大家都知道要將自己的燈泡做亮、做好，結果現在“打遍天下無敵
手”。
我們再看另外一家公司 — — 迪斯尼。迪斯尼公司的使命是 Make world
happy（讓世界快樂起來），所以迪斯尼所有東西都是令人開開心心的，拍
的戲也都是喜劇，招的人也全是快樂的人。
另外一家公司 TOYOTA（豐田），它的服務讓全世界都懂得尊重。有一個故
事，在芝加哥的一個大雨天，路上一輛 TOYOTA 車子的雨刮器突然壞了，
司機傻在那裏，不知道怎麼辦。突然從雨中沖出一個老人，趴到車上去修雨
刮器。司機問他是誰，他說他是豐田公司的退休工人，看見他們公司的產品
壞在這邊，他覺得有義務把它修好！這就是強大的使命感和企業文化，才使
得每個職員將公司的事當作是自己的事情。只有在這樣的使命感的驅動下，
才會誕生今天的迪斯尼、今天的豐田。
我們阿裏巴巴的使命是：“讓天下沒有難做的生意”。我們做任何
事情都是圍繞這個目標，任何違背這個使命感的事情我們都不做。所以有人
會很奇怪地問我們：“你們憑什麼做出這樣子一個決定啊？”我說：“我們
憑我們的使命感。”我們推出一個產品，首先要考慮的是這個產品是否有利
於生意。我們推出“支付寶”也是這個原因。
2、價值觀——企業生存的“六脈神劍”
我們思考：什麼樣的工作環境是我們最需要的？於是，阿裏巴巴就約法三章，
提出我們的六大價值觀，我們稱之為“六脈神劍”。
a、客戶第一
說員工第一，這太假，有可能變成大鍋飯；說股東第一，則有可能重複安然
（美國大公司，後破產）的舊例。我們堅持的客戶第一，就是要為社會創造
價值，服務客戶。
b、重視誠信
阿裏巴巴討厭那些不講誠信的人。在阿裏巴巴最困難的時候，我們發現“回
扣”的事很曖昧：給回扣我們公司能夠活下來，不給回扣則有可能倒閉。於
是，我們公司在劉莊專門開了個會議，我
們後來稱之為阿裏巴巴的“遵義會議”。當時我們作出了一個艱難的決定：
從今天開始，公司永遠不給任何人一點回扣，如果誰給了回扣，就請離開公
司。這個決定很痛苦，我們發現偉大的決定都是痛苦的，但痛苦的決定卻不
一定偉大。
現在，我們的合作夥伴知道跟我們阿裏巴巴合作是不會給回扣的，我們寧可
把這筆錢用在提高服務質量上。
在公司的采購上，我們在合同上也同樣寫明了合作公司不准給回扣，哪怕只
是一顆糖，你也得給我拿回去。如果發現哪個公司這麼做了，那麼我們永遠
不會和它合作。我們相信，我們不需要進行桌下交易，這樣的夥伴也不會好
的。
c、使命感驅動
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阿裏巴巴是使命感驅動的公司，是有著明確目標的公司。
d、敬業
有些年輕人經常是一上班就一個勁地抱怨：真沒意思，呆在這裏工作真沒意
思。我就奇怪了，既然沒意思，為什麼不辭職呢？這就是沒有敬業精神。
我不喜歡職業經理人。因為職業經理人看人往往是這個人還不錯，這個人馬
馬虎虎啦之類。而領導者則往往能看到人的潛力，同時他又有承擔責任的勇
氣。比如軍隊裏的參謀，他提供了 25 個方案，而參謀長就是從這 25 個方案
中找出 3 個，而師長的任務就是從這 3 個中挑出一個來做，其他的交給別人。
這就是領導者應該有的魄力以及擔當性。
我現在發現很多人一離開一個公司就開始罵這個公司，這樣不好。我建議學
弟學妹們，如果發生什麼事情離開一個公司時，不要抱怨，抱怨只會讓你更
不受人尊重，這是沒有職業道德修養的一種體現。
美國有個 GE 公司（通用電氣）和西門子公司競爭很激烈。兩者競爭激烈到
GE 出來的員工認為“我再爛，我也不去西門子”；同樣，西門子出來的人
也是如此。這是因為一個 GE 出來的人如果進了西門子，當西門子這邊的人
問起你在 GE 那邊是怎麼做的時候，你說了，對不起 GE 那些曾經和你一起
拼搏的兄弟和老板；你不說，又對不起現在的新同事。所以這些員工才堅決
不去競爭對手那裏。我們一直強調的職業道德，就是這個。
我作為阿裏巴巴的 CEO，感覺是 so far，not so good，so ok!（感
覺還可以）但十幾二十年後，我不可能一直把 CEO 當下去，因為後面的年
輕人會超越我。我只是一個 4×100 米接力賽的第一棒選手，當我跑完第一棒
時，是第一名；但你不能保證第二棒還是第一名，如果逞強，就把團隊給害
了。所以，我在跑第一棒時就盡力把自己的工作做好。
員工也是一樣，“鐵打的營盤流水的兵”。員工必須堅持理想、使命感、價值
觀，一代代地傳承下去。像 DNA 一樣，這個公司的人可以老去，但是這個企
業的文化必須繼承下來，一代代傳下去，才能有不斷的創新。
e、激情
激情來得快，去得更快。你可以失敗，可以失去一個項目，但是你不能放棄。
一個員工第一天晚上很晚下班，疲憊地離去；第二天一早，他又笑著回來了，
這就是激情。激情是可以傳遞的。這樣一來，整個公司的氛圍就變好了。
f、同一目標
3 年前阿裏巴巴遇到的非典，這是價值觀和企業文化之間的沖擊和碰撞的一
次具體體現。我想說的是：在災難來臨時，文化產生
的反彈力是很大的。正是因為阿裏巴巴有同一目標，才能產生極大的凝聚力，
共同渡過難關。
二、現場互動
問：學長，請問您覺得在杭師院的本科學習對自己今後的創業有什麼影響？
請給現在的學弟、學妹一些創業上的建議。
答：當年在杭師院當學生會主席，我學到的最大的東西是懂得幫助別人、理
解別人、團結別人。我鼓勵學弟、學妹們有機會多參與社會實踐，這樣才會懂
得服務別人；因為要做好一個領導，得先懂得服務別人。原則上我是不鼓勵
在校大學生創業的，因為創業是件很艱難的事。大學生在學校裏最好的創業
就是讀好書。
問：您認為成功是什麼？
答：我不知道成功是什麼，但知道失敗是什麼，失敗就是放棄。要成功就永
遠不要放棄。基本上我每次一有成功的感覺時就倒黴了。只有當我七八十歲時，
回憶過去才知道自己哪裏做錯或是怎樣。
問：迄今對你影響最大的人是誰？
答：我覺得影響我的人挺多的，在不同階段有不同的人影響我。金庸肯定影
響過我，《阿甘正傳》裏面簡單的阿甘也影響過我，還有父母、老師，再是前
幾天李嘉誠的那句話讓我心裏很有共鳴。這個世界上，沒有一個人能真正影
響你，重要的是你能從每個人身上找到各種機會，然後不斷學習，從而反過
來影響別人。
問：你平時最愛看什麼書？
答：金庸的小說我肯定喜歡，但是最近我都沒多少時間看書。前段時間看了
《亮劍》這本書，看完後覺得蠻感慨的。還有看了電視劇《曆史的天空》，懂得
了什麼是成長，什麼是發展，還有成為一個領導者的種種氣質。我覺得書是
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最好的禮物，雖然沒有時間看。
現在書是貴起來的，但相對來說好書還是便宜的。我現在每到機場都會去買
書，放在家裏，等我退休時再看。
四、馬雲妙語狂言
今天很殘酷，明天更殘酷，後天很美好，但絕大多數人死在明天晚上。
成功是由很多因素造成的，你努力並不一定會成功，但是如果你不努力，就
一定會失敗。
馬雲講的東西不一定是對的，但卻是我所堅信不疑的；有些人講的東西都是
對的，但也許連他自己都不相信！
阿裏巴巴一定會進入世界前十名，還有淘寶網、雅虎中國。未來全世界的十大
網站中阿裏巴巴要占三席。
四、馬雲經典語錄
馬雲思維敏捷、能說會道，談起事情來口若懸河。的確，出道至今的馬雲在公
共場合的任何時刻面對記者的采訪總是顯得遊刃有餘、風趣幽默而又妙語連
珠，有時出口成章，就如同背誦一篇早已爛熟於心的演講稿。
馬雲的語錄如其人：獨特、簡練、風趣，卻又富含哲理。因此，從馬雲的經典
語錄中我們可以感悟到很多。
1.我覺得最大的經驗就是千萬不要放棄，要勇往直前，而且不斷地創新和突
破，突破自己，直到找到一個方向為止，而且我
覺得還有更重要的一點，我們今天面對將來的信心是來自於我們前 5 年的殘
酷經驗，我們堅信明天更加殘酷。
2.讓每一個人的才華真正地發揮作用的道理就像拉車，如果有的人往這兒拉，
有的人往那兒拉，互相之間先亂掉了。我在公司的作用就像水泥，把許多優
秀的人才聚合起來，使他們力氣往一個地方使。
3. 網絡公司將來要判斷三個關鍵問題，第一，它的 team ；第二，它的
technology，第三，它的 concept。這些東西是企業存在的必要條件。判斷一個
人、一個公司是不是優秀，不要看他是不是從哈佛或斯坦福畢業的，不要判
斷裏面有多少名牌大學畢業生，而要判斷這幫人幹活是不是像發瘋一樣，看
他每天下班是不是笑眯眯地回家。
4.我認為，員工第一，客戶第二。沒有員工，就沒有這個網站。也只有他們開
心了，我們的客戶才會開心。而客戶們那些鼓勵的言語，又會讓他們像發瘋
一樣去工作，這也使得我們的網站不斷地發展。
5.看見 10 只兔子，你到底抓哪一只？有些人一會兒抓這只兔子，一會兒抓那
只兔子，最後可能一只也抓不住。CEO 的主
要任務不是尋找機會而是對機會說“NO”。機會太多，只能抓一個。
6.我們公司是每半年進行一次評估，評下來，如果你就是最後一名，雖然你
的工作很努力，也很出色，但非常對不起，你就得離開。在兩個人和兩百人
之間，我只能選擇對兩個人殘酷。
7.在前 100 米中，誰都不是對手，因為跑的是 3 000 米的長跑。跑了四五百米
後才能拉開距離。所以，我隨心所欲地發展，真正的高科技，出手時讓人想
都想不到。
8.我們花了兩年的時間打地基，我們要蓋什麼樣的樓，圖紙沒有公布過，但
有些人已經在評論我們的房子怎麼不好。有些公司的房子很好看，但地基不
穩，一有大風就倒了。
9.我們與競爭對手最大的區別就是我們知道他們要做什麼，而他們不知道我
們想做什麼。我們想做什麼，沒有必要讓所有人知道。
10.網絡上面就一句話：“光腳的永遠不怕穿鞋的。”
11.我們堅信一點，新經濟也好，舊經濟也好，有一樣東西，
永遠不會改變，那就是為客戶提供實實在在的服務。沒有有價值的服務，網
站是不可能持續發展的。
12.今天要在網上發財，概率並不是很大，但今天的網絡，可以為大家省下
很多成本。
13.互聯網上失敗一定是自己造成的，要不就是腦子發熱，要不就是腦子不
熱，太冷了。
14.我覺得網絡公司一定會犯錯誤，而且必須犯錯誤，網絡公司最大的錯誤
就是停在原地不動，最大的錯誤就是不犯錯誤。關鍵在於總結和反思我們犯
的各種各樣的錯誤，為了明天跑的更好，錯誤還得犯，關鍵是不要犯同樣的
47
錯誤。
15.任何企業家不會等到環境好了以後再做任何工作，企業家處在現在的環
境中，改善這個環境，光投訴、光抱怨有什麼用呢？今天，失敗只能怪你自
己，要麼大家都失敗，現在有人成功了，而你失敗了，就只能怪自己。就是
一句話，哪怕你運氣不好，也是你不對。
16.在中國做電子商務的人必須要站起來走路，而不能老是手拉著手，老是
手拉著手就要完蛋。我們跟市場的關系是手夠得
著，我們與用戶的關系是要他們自己站起來走。幫助需要幫助的人，他才會
感謝你的幫助。
17.我們講過一個例子，你現在在跑馬拉松，路邊有很多牛奶、汽水。你是邊
喝邊跑，喝飽再跑，還是喝一口，只要能跑下去就跑下去？
18.我可以告訴他，阿裏巴巴現有服務是免費的，將來也永遠不會收費。將來
我們推出新的服務，我們會收費，你覺得不好，就別付費，就這麼簡單。我
們有一個原則，免費不等於劣質。我們的服務要做到比收費的網站還要好。
19.就像他今天是種蘿蔔的，才剛種下去，你們就要讓我把苗拔起來，看是
否長出蘿蔔，看蘿蔔長得多大。只要種的是蘿蔔，總能長成大蘿蔔的。
20.我們知道當時可以敲幾個鑼，就可以圍那麼多人，鑼都敲得好，把戲還
能不好？敲鑼都敲出花來了。
21.我是說阿裏巴巴發現了金礦，那我們絕對不自己去挖，我們希望別人去
挖，他挖了金礦給我一塊就可以了。很多人喜歡牢牢守住金礦。我們去幫助別
人發財，別人發財，我們才能發財，
因為我們所需的並不多。
22.阿裏巴巴能夠走到今天有一個重要因素就是我們沒有錢，很多人失敗就
是因為太有錢了。以前我們沒錢時，每花一分錢我們都認認真真考慮，現在
我們有錢了還是像沒錢時一樣花錢，因為我今天花的錢是風險資本的錢，我
們必須為他們負責任，我知道花別人的錢要比花自己的錢更加痛苦，所以我
們要一點一滴地把事情做好，這是最重要的。
23.我對我們的模式會賺錢這一點深信不疑，亞馬遜河是世界上最長的河，
喜瑪拉雅山是世界上最高的山，阿裏巴巴是世界上最富有的寶藏。一個好的
企業靠輸血是活不久的，關鍵是自己造血。
24.30%的人永遠不可能相信你。不要讓你的同事為你幹活，而讓我們的同事
為我們的目標幹活，共同努力，團結在一個共同的目標下面，就要比團結在
你一個企業家底下容易得多。所以首先要說服大家認同共同的理想，而不是
讓大家來為你幹活。
25.你能用一句話概括你認為員工應該具備什麼樣的基本素質嗎？今天我們
要求阿裏巴巴的員工誠信，有學習能力、樂觀精神和擁抱變化的態度！
26.互聯網是 4×100 米接力賽，你再厲害，也只能跑一棒，應該把機會讓給年
輕人。
27.電子商務最大的受益者應該是商人，我們該賺錢因為我們提供了工具，
但讓我們做工具的人發了大財，而使用工具的人還糊裏糊塗，這是不正常的。
28.我們是教人釣魚，而不是給人魚。
29.我們說“上市”就像我們的加油站，不要到了加油站就停下來不走，還
得走，繼續走。
30.互聯網是影響人類未來 30 年生活的 3 000 米長跑，你必須跑得像兔子一
樣快，又要像烏龜一樣耐跑。
31.我為什麼能活下來？第一是我沒有錢，第二是我對 Internet 一點不懂，第
三是像傻瓜一樣思考。
32.發令槍一響，你沒時間看你的對手是怎麼跑的。
33.如果早起的那只鳥沒有吃到蟲子，那就會被別的鳥吃掉。
34.互聯網像一杯啤酒，有沫的時候最好喝。
35. 我們不能企求於靈感。靈感說來就來，就像段譽的六脈神劍一樣。阿裏巴
巴的“六脈神劍”就是阿裏巴巴的價值觀：誠信，敬業，激情，擁抱變化，
團隊合作，客戶第一。
36.今天很殘酷，明天更殘酷，後天很美好，但絕對大部分事業是死在明天
晚上，所以每個人不要放棄今天。
37.在我看來有三種人：生意人，創造錢；商人，有所為，有所不為；企業
家，為社會承擔責任。企業家應該為社會創造環境。企業家必須有創新的精神。
48
38.3 年以前我送一個同事去讀 MBA，我跟他說，如果畢業以後你忘了所學
的東西，那你已經畢業了。如果你天天還想著所學的東西，那你就還沒有畢
業。學習 MBA 的知識，但要跳出 MBA 的局限。
39.對所有創業者來說，永遠告訴自己一句話：從創業的第一天起，你每天
要面對的是困難和失敗，而不是成功。我最困難的時候還沒有到，但有一天
一定會到。困難不是不能躲避，不能
讓別人替你去扛。9 年創業的經驗告訴我，任何困難都必須你自己去面對。創
業者就要去面對困難。
40.一個公司在兩種情況下最容易犯錯誤，第一是有太多錢的時候，第二是
面對太多機會的時候，一個 CEO 看到的不應該是機會，因為機會無處不在，
一個 CEO 更應該看到災難，並把災難扼殺在搖籃裏。
41.20 世紀 80 年代掙錢靠勇氣，90 年代靠關系，現在必須靠知識和能力！
42. “ If not now ，when? If not me, who?”（如果不是現在，是何時？如果不是
我，那又是誰？）
43.阿裏巴巴不是計劃出來的，而是“現在、立刻、馬上”幹出來的。
44.互聯網將由“網民”和“網友”時代進入“網商”時代。阿裏巴巴有一個
使命，那就是要把互聯網帶入網商時代。
Hello, I'm Jack Ma, founder and chairman of Alibaba Group.

build up a company, that can server millions of small business. Today, this
remain our mission to make easy to do business anywhere.
customers. Our role is simple, through our ecosystem, we help merchants and
best serve their unique needs. We help merchants to grow, creat jobs and open
new markets, in ways that were never before possible.
Today, 15 years passed. We've grown so significantly and have become a
household name in China. And soon, we are ready for the world to know us.
journey around China, to see some of the real people, real stories that Alibaba has
impact on them.
I'm proud to share with you these stories that show the heart and spirit of
Alibaba. I'm proud that we ignite innovation, create jobs, benefit customers and
help entrepreneurs fulfill their dreams.
With Alibaba's platforms, people are improving their lives today, and have hope
years, Alibaba has changed commerce in China. Our business has grown, but we
never lost sight of our customers, focusing on solving their problems, leads to the
best outcome for our business.
Alibaba has come a long way, but we want to be a company that can last 102
years. We still have 87 years to go, and we believe one thing, "Today is difficult,
tomorrow is more difficult, but the day after tomorrow is beautiful". So we have
to work very hard in order to survive the long journey.
1234
第二篇：馬雲新加坡 20xxAPEC 英文演講稿 20800 字

Transcript of Commencement Speech at 2009 APEC given by Jack Ma
2009-11
Thank you very much, director sir, Ladies and Gentlemen.
Before my speech, I would like to show you a video which happened in Hangzhou
about our Hangzhou SME summit, can I?
Thank you!
After 3 days, you know, in house meeting Internal and fly all the way here, and I
did not feel quite well today. But when I see the entrepreneurs, when I came to
49
the SMEs, I always feel excited. Because when I join the SME Conference, I see,
from the eyes, the dreams, the passion, the hope. When I join the Fortune 500
Conference, among the CEOs, I see the numbers, I see the revenues, I see the
KPIs, I see the bloody competition. But among the SMEs, you see "I have a
dream, I want to do something." And that happens all the time and that makes me
excited all the time.
And today I think last year every people say:"Woo, the economic is in trouble,
and we are all dead, what we are going to do?" Today everybody seems to be
happy, say the economy come back .Is it really that the economy comes back? I
don't think so .The money is going to big companies, the money goes to
infrastructure; the money goes back to the stock market. It seems nobody learns
from that. How can the economy come back if the SMEs do not come back? How
can the economic come back if the dreams are not back, the hopes not come
back?
I saw one thing that, few days, you know, 2 days ago I had a dinner with my
Singapore friends and they said: “Singapore government is encouraging to have
more babies, Because, you know , people are aging and not enough kids. ” I think
SMEs, we, every economy, every nation, needs instant package to have more
small medium size companies, to have more hopes, because every big company
comes from the small business. If without hope, without this kind of instants to
have more babies, we are going to die.
Why I always feel excited? I have 8 babies. In the far past 15 years, I built up 8
companies, seven of them, very healthy; one of them, I sold it. And I keep the
babies, when I look at my babies--Alibaba , Taobao, Alipay and you know ,the
company we just have AliCloud, we just have a new baby 2 month ago . I always
feel excited because you see the hope, you know this baby is going to change me,
this baby is going to change the world can change the customers. And that ’s the
thing I always feel excited. If you want to be happy, have more babies. If you are
the government, want your economy to be good, have more SMES. These are the
dreams, these are the hope, these are the future. So this is all we want to say, but
enough, we ’ ve been crying, say: “please give us support. ” But all the SMES ask
yourself one question. We are not crying babies. We believe we are tomorrow ’s
Google, we believe we are tomorrow ’s eBay, YouTube; we believe we are
tomorrow ’ s UPS. If we believe we are, we can be; if you don ’t believe, you never
be.
We heard a lot of government say: ” (we give you) let me know what we can do.
let me know what we can help SMES. ” we heard a lot of banks say: ” well, we ’ve
been, you know, give loans to a lot of SMES. ”I heard some bank said, well, one
of the bank president said: “we gave like, you know, 200 millions US$ to the
SMES. ” I ask: ” what ’s the size the loan you give? ”20 millions dollars. How can
you say the 20 millions? As the research I got, from Alibaba Group (Alibaba
statistic), 87% of the SMES, what they need, the fund is below 60 thousand US$.
But they gave the loan 20 millions to some big companies, they are not SMES,
they are not the hopes.
But, I think all the SMES say (that) nobody can help you. My 8 companies, I
always say,
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nobody help us, only we can help ourselves. Don ’t rely on the government, don ’t
rely on the bank, forget about that. Rely on your friends, rely on relatives, rely on
your small dreams and always keep that thing in head. Because I ’ve been trying
very hard to get loans from banks, always trouble. Within the past the years, I
even did not borrow one cent from banks, my kids grew up, I don ’t know why.
And the banks always say because we don ’t have enough information from the
SMEs. Tell me, any fortune 500, any big bank, CEOs or presidents go to the
SMEs summit? No! They go to the CEOs summit. How could you get information
if you do not go there to listen to them, talk to them, share experiences with
50
them? To see what they need is only 50 thousand US$, instead of 20 million
dollars. How can you get enough information? So, I think, well, we discussed
yesterday say, banks are banks. They always have to control the risk. Right! So
government banks, let ’s think about something new. New financial structure that
can really help those millions of hopeful small companies that need only 50
thousand US $. What is the right structure, what is the right organization to
support them? That ’s the thing we should think about.
So the other thing I want to share with you here is always I believe that small is
beautiful. And this financial crisis, it gave a lot of disaster; it ’s a disaster to big
companies. This world, in 21th century, I think in last century, it ’s bigger is
better. You have big (you know) factory, big amount, everything is big is good.
This century, in the 21st century, I always believe small is beautiful. Because it ’s
not how fast your machine is. It ’s not how many equipment you have, it is how
quickly you can change yourself to meet the market.
Because the information time, Internet and technology make a difference. So the
world IT last century is designed for the manufacturers. This century IT is
designed for making a help to the consumers. So I think this is a disaster for the
big company, century disasters for big companies. But it is a great opportunity for
small businesses. For this financial crisis, we see a lot of big companies, we
would never thought they would die, AIG, to me it ’s like the empire, how could
this happen. Right all the G, the big car company which we respect, we always
want to be there. But today, they all died.
And let ’ s look at all the SMES, we still feel painful, but we are happy in our
heart because we are still surviving. And we heard so many stories about big
companies giving trouble. And I see the society; the government pays too much
attention to these big trouble makers. They are the trouble makers and we gave
them enough support, let them die; It ’s the time for them to die because they
make troubles. Every big company, they have different disaster, different
problems, but all the SMES, have the same problems. They need understanding
and support.
This world is not fair, I know, so that ’s why I want to encourage everyone all the
SMES here, I ’m the SME, I have 8 kids, I am still SME, I still believe I ’m small.
Because when I am small, I know l can be big and I hate to be big, unfortunately.
When I was a small company, only have 20 people, I felt so excited. Well, I can
call every employee ’s names and I know every time, everything I want to change,
I can change within half a minute. Now, oh, terrible. When I was 20 years old,
my friends said: ” you company is not big enough. If you are big, you are like a
big boss. You are easy, right, you can control your time. ” No, my time is not
controlled by myself; my time is controlled by all the meetings, sectary, KPI,
shareholders, all the things. It ’s much tougher than when you are small. So I
always believe the first day love is every beautiful. Believe the first day love,
when you are small, at least you can have time to go out go to cinema with your
wife and kids and enjoy wonderful view. But when you are big, you always go to
the board meetings.
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And also I want to say that, I give you some, today I come here, people say Jack,
you do not prepare, why don ’t you have PPT.I never prepare PPT, you know, I ’m
not good at technology. I was trained to be a high school teacher and the only
thing I can know about computer, funny thing, I ’m running one of the biggest e-
commerce companies in China, maybe in the world, but I know nothing about
computer, the only thing I can know about computer is to send and receive email
and browse. That ’s it. Because I always think technology is for the people, people
are not working for the technology. But today I come here, as an entrepreneur. I
am prepared every day. I ’m not prepared for the PPT, because every time when I
use the PPT, something wrong, I cannot use it.
So I come here to tell my old experiences, I want to share with you as 8 kids ’
51
father what I did when I have trouble. When I have trouble, I always remind me 3
things: focus on your customer, serve your employees, and learn from your
competitors. These are the key issues that I learned.
Focus on your customer, everybody toady talking about shareholder NO.1, I hate
that. I think it ’s always customer NO.1. It ’s the customer give you the money. It ’s
the customer give you the innovations. It ’s the customer that makes you happy.
Year 1999 and year 2000, when Internet bubble burst, we cannot get any money,
we did not have revenue, we have nothing, but everyday what encouraged me go
on was letters of thanks and emails from my customers, said Jack, Alibaba, keep
on. Because you helped us, someday we will help you. That ’s the dream I had.
So today, we believe shareholder NO.1 .you only think about making numbers.
You only think about revenues, you only think about how can make you stock
market go up. And I let you know, no shareholders can be trusted. I tell you the
truth. Well, our share stock price, 2 years ago, we listed, 13.50 Hong Kong
dollars. Before that list, a lot of shareholders came to say Jack: “we are long-term
shareholders, please give us more shares, we will keep it. ” When the financial
crisis time came, the day when IPO, 13.50 Hong Kong dollars, we went up 40
dollars without doing anything good in 24 hours. And then financial crisis came,
40 dollars to 3 dollars without doing anything bad, they all gone. Most the
shareholders, they are share traders. How can you trust on them? So rely on your
customers because the customers stay with you, customer grow up with you,
customer give you the money, give you the hope, give you the support. So focus
on customer.
And secondly, rely and serve your employees, it ’s you employee, your team that
make the difference. It ’s the employees that make all the dreams realize. If we
say we have so many problems in our big companies have a problem in getting
the innovation, how to make thing happen, well, because they do not listen to the
employees, they focus too much on the shareholders. And the shareholders, they
give you this idea, that idea, when you really do their idea, they are gone. They
change all the time, but the employees stay with you.
I remember the tough days, was so difficult year 2001 and 2002. There was only
one group of people that stay with me, that ’s my colleagues. And people say
Jack: ” you don ’t have to pay me for 2 years, I will stay with the company
because you respect us, because the customers love us. “I tell you one funny
thing, the only way you believe your employees are talents, they are talented
people. If you don ’t believe them, they will never be. My mistake I made when I
was, in the year 2000, we raised 500 thousand US$ and that 5 million dollars.
When we have money, we started to make mistakes. I tried to hair as many talents
as possible. Those talents are MBAs; those talents are vice presidents of
multinational companies, because I believe if you have MBA, you must be good,
right. But when I hired these guys, oh, my god, it ’s terrible. These guys came to
tell you
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strategy. I only had 5 million dollars, I remember one of the vice president
marketing said: “Jack this is the budget for next year marketing. ” I said: “what
that, 12 million dollars is. I only have 5 million. ” He said: ” I never done any
plan below 10 million. ” When something wrong, is always your fault, because
you never know. So try to find the right people, not the best people or your
employees. So if you try to hire great people in your own company which your
company is not good enough at that time, just like put a Boone 747 ’s engine into
a poor tractor, when that goes, your tractor never fly, into pieces. So my
suggestion is that look at your employees, develop them, only when they are
developed, your company will be developed.
The day when we IPO, we created more than a thousand millionaires at least in
the company. All the guys in the sitting room, we had a chat. Said: ” ask me. Now
tell me one thing, why you are so successful. Why we are so successful when we
52
are 20s, become millionaires. What happened, are we very hard working people. I
think there are much more hard working people outside. Do you think we are
smart enough? Oh At least, I ’m not smart, I took 3 years 3 times to go to the
university. I failed all the times. I don ’t think I ’m smart, I don ’t think you are
smart. “
And that time in the year 2000, it ’s so difficult for Alibaba to hire people. If they
are not very that much disabled, we hired them, if they can walk, we hired them.
Because nobody believed the Internet, nobody believed e-commerce would work
in China, nobody believed that. You know, Internet can happen. But these guys,
because they have no jobs, so let ’s come here. They joined the company. Those
MBAs, Those people with great backgrounds, a lot of hunting company, they
moved out, they started their own business, now, today they all failed. Those
guys, nobody hunting them, those guys, never thought of having the dream to
build their own company and stayed with the company. After 5 years, we all
succeed. Why? We keep our dreams, we believed it, no matter how big your
dream is, make small tiny steps .I had and grow with them, grow up with the
company.
So, my mistake in year 2001 I told my 18 founders, I said: “you guys can only be
team manager, all the VPs I will hire from outside. ” Now 10 years have passed,
all the wonderful people I hired from outside, 100% gone. And those which I
think, how could you be successful. These guys all become VPs and directors.
They are all powerful. Because they believe they can. So I want to tell everybody
here, we all small but care your employees. These are the people, they have the
families, they have dreams, they come here not only for the job, they come here
with the dream to get shared with you.
And the third thing is learn from your competitors. Don ’t hate the competitors.
Big companies hate competitors, I love my competitors. Without competitors, we
will never grow up that much fast. Year 2003, when we started Taobao, it ’s a
C2C option model. EBay, my competitor, at that time is with 80 billion dollars
market capital. We, small tiny, but we started compete. It ’s a lot of fun to
compete with big guys. , you know if I started have a box with Taisen, I ’m
horned, you know. If you have a chance to compete with somebody, it is a great
competitor, you learned. We learned from our competitors, we respect them.
Everything they move, you grow. And the other thing I want to share with you is
that competitors are the best laboratory for you. Because competitors studied you.
Any innovative idea they come, you learn that. Don ’t copy them, learn from
them. So I love my competitors, every time when I look at them with admire.
But in China, people say, Jack, you are so crazy. Because 4 years ago, I said,
when I look though the microscope, I never see my competitors. People say,
“ How could you be that Kuang wang. ”And I said: “I ’m looking for examples,
models, why should I look for competitors.
第4頁共6頁
Competitors are everywhere. ” And when you compete, having you found the most
interesting part of the business is competition. To make your competitors angry,
to make your competitors jumping around, that ’s the skill you should have. Not
make yourself jumping around and angry, right? Business is such a great fun.
When you compete, when I compete, if I got angry, if I jumping around, I know
something wrong. Because this is a wrong strategy to compete. When you
compete, not the purpose to make your competitors unhappy. If they are unhappy,
if they jumping around, if they try to use money to care of things, you start to
win. Because they start to lose money. When competitors start to use money to
compete, they start to lose. Business is about wisdom, business is about hope,
business is about courage.
So these are old excuse, and nobody comfort us I learned to use my right hand to
comfort my left hand when I ’m in trouble. You always tell yourself, OK, I ’m still
surviving, I ’m still growing, and everything is good. At least I ’m still surviving.
53
Right so when you are big, you start to worry about losing something. When you
are small, you start to grow. So I always believe small keeps the hope. So these
are the thing I want to share with you and the last most important thing I want to
say is never ever give up your dreams. I almost ,I think, you cannot eat food for 7
days that you will die, five to seven days; if you do not drink for 3 days, you will
die; if you do not breath for 3 minutes, you die; but if you lose hope and dream
for 1 minute, you die.
So I want to tell you that I had problems in the past 10 years. These days when I
walk in China, when I look at the airport, a lot of books about me, about the
Alibaba, I feel very nervous. Because these are not the books interviewed me,
these are the books all right, we are not that good, we are not that bad. But today,
something, you know, successful, they started to write good things about it. We
made so many mistakes. The only book that I dream to write about is Alibaba ’s
1001 mistakes. Every mistake I think you count it, I made it. And I know you will
make it, too. Because when I was doing business, everybody said: ” Woo, this is a
mistake. This guy is going to make it, that guy is going to make it. I ’m never
going to make it. ” I tell you, you will never make it. And you will make it again,
again, and again. When you are making it again and again, don ’t lose confidence.
Make it again, you will win. That ’s all we did. I mean, nobody is perfect, right?
So I almost lose my confidence in the year 2002. I had a big trouble with my
team in the USA. I learned from a great consult guy to join the company,
Jack: ” Alibaba is doing international trade, international trade needs English.
Which country has the best English you believe? ” I think, USA, Right. ” Now,
internet needs great technology, which country has the best technology? ”We
said, hen USA. Where? The Silicon Valley. So we moved our Alibaba.com to the
Silicon Valley. And when I arrived at Silicon Valley, we suddenly realized
something wrong. We hired people from Miami, from New York, from all over
the world. They all came to the Silicon Valley. After 3 months, the problem was
that nobody in the Silicon Valley knew the trade. So what ’s the point having good
technology and English. We are not English site. All the small medium size
companies, I across aboard, they know what exactly what you are talking about
no matter how terrible your English is. Right? So I stopped the mistake and I told
the people, say: “sorry, it ’s a mistake. Let ’s move back. ” So after 2 months, we
moved back to China again.
The funny thing is that everybody was happy at that time because Internet is
boosting. They got a lot of compensation shares, they got a lot of cash pay and
finding another job is easy. And nobody wants to the shares. We give them one
cent per share, no, no, no, we want cash. Now you know, they don ’t believe your
dreams. If they believe the dreams, give them the shares one cent. If they don ’t
believe, I want the cash, let them go. And I was so disappointed, a lot of people
we
第5頁共6頁
hired, they do not want. They want cash. No matter how wonderful, at that time,
it is easy to raise money, people still want cash. So I say, OK, let forget it. And I
walked for half an hour on Beijing Street, my colleague was with me, and then I
told myself, go to bed, sleep, tomorrow, again. Though ,We started. Today, things
changed. So I want to tell you never ever give up your dreams.
And today I encourage myself and our team that reminds us one thing always I
want to share with you to finish my speech that--today is very difficult, tomorrow
is much more difficult, but the day after tomorrow is very beautiful. Most people
die tomorrow evening. You will never be able to see the day after tomorrow ’s
sunshine if you give up the hope, you will not see it. If you give up your
employees, you will never see it, if you give up your customers, you will be dead.
But if you give up shareholders, you will get a better one.
Thank you!
54
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|Hello, i'm Jack Ma, founder and chairman of Alibaba Group.

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The next Bill Gates

The following is the Ma at Stanford University speech: Ma : Hello everyone .

馬雲英語演講-擁有夢想, 就擁有未來學客網英語視頻分享網

Hello, I'm Jack Ma, founder and chairman of Alibaba Group.

第二篇：馬雲新加坡 20xxAPEC 英文演講稿 20800 字

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馬雲 IPO 上市路演英文演講稿

|Hello, i'm Jack Ma, founder and chairman of Alibaba Group.

第二篇：馬雲新加坡 20xxAPEC 英文演講稿 20800 字

The next Bill Gates

The following is the Ma at Stanford University speech: Ma : Hello everyone .

馬雲英語演講-擁有夢想, 就擁有未來 學客網 英語視頻分享網

Hello, I'm Jack Ma, founder and chairman of Alibaba Group.

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馬雲英語演講-擁有夢想, 就擁有未來學客網英語視頻分享網