Thank you, professor.

It’s my great honor to be here. So when I listen to the introduction, I’m a little bit confused whether it’s talking to the most powerful people, influential people. And first let me introduce myself. I’m 100% made in China, and I learn my English by myself when I was a kid from most of the American tourists when they visited my city called Hangzhou.

謝謝教授。

能到這里來我感到非常榮幸。聽到這個(gè)介紹，我有點(diǎn)疑惑這說的是不是最有權(quán)勢(shì)、最具影響力的人物。首先，請(qǐng)?jiān)试S我介紹一下自己。我是個(gè)純正的土生土長(zhǎng)中國(guó)人。在我小時(shí)候，我自學(xué)英語(yǔ)，那時(shí)很多美國(guó)游客來到我的家鄉(xiāng)杭州旅游，我從他們那兒學(xué)英語(yǔ)。

So 1970s, early 1970s, when a lot of foreign visitors visited the city, so I…every morning I got up early and become the tour guide for them for 9 years. A free guide, and they taught me English and I showed them around. And I learned about the language; I learned the culture. And I learned how to think differently because everything I learned from my schools when I was a kid was different from the things I learned from the foreign tourists.

20世紀(jì)70年代早期，許多外國(guó)游客來杭州旅游，所以每天早晨我都早起，為他們做了9年的導(dǎo)游。當(dāng)一個(gè)自由導(dǎo)游，他們教我英語(yǔ)，我?guī)麄兯奶幱瓮妗Ｎ覍W(xué)到了英語(yǔ)，同時(shí)也學(xué)到了文化。我學(xué)到了該如何從不同的角度思考，因?yàn)閺乃麄兡抢铽@知的東西都與我小時(shí)候在學(xué)校里學(xué)到的截然不同。

’Cause my father and my school teachers told me that China was the richest country in the world, and we’re going to liberate the world, just like today’s North Korea. And later I found out that was not true. So since then I’m a little bit different from most of the Chinese. People say, Jack, you’re different from the Chinese. But when the American people look at me like a very typical Chinese. Chinese look at me like American people because I understand the culture here. So I’ve never even one day train in the States, but I learn a lot. I got my Internet concept from the States.

因?yàn)楦赣H和老師都告訴我中國(guó)是世界上最富裕的國(guó)家，我們將解放全世界，就像今天的朝鮮一樣。后來我發(fā)現(xiàn)并非如此。因此，從那時(shí)開始我與大多數(shù)中國(guó)人便有所不同了。人們都說，馬云，你跟一般的中國(guó)人不一樣。不過，美國(guó)人都認(rèn)為我是個(gè)地道的中國(guó)人。中國(guó)人覺得我像個(gè)美國(guó)人，是因?yàn)槲伊私饷绹?guó)的文化。我從未在美國(guó)接受過任何訓(xùn)練，但是我了解很多。互聯(lián)網(wǎng)的概念就是來自于美國(guó)。

Well first let me introduce a little bit about Alibaba Group. Alibaba was founded in 1999, 18 founders in my apartment. And we just have an idea we believe Internet is going to change China. Internet is going to booming. So nobody believed us. Everybody say, well, you know, how can you do Internet in China because Chinese government censorship is decent. There’s no reason for us to survive. And today people say, Jack, you’re visionary; how could you tell e-commerce Internet 10 years ago. And I said… I think we’re like a blind man riding on the back of blind tigers. Just by accident. We focused, we make the thing happen and today from 18 people now today we have more than 20,000 people. And we grow from one company to 5 companies right now.

首先，請(qǐng)讓我簡(jiǎn)單介紹一下阿里巴巴集團(tuán)。阿里巴巴創(chuàng)立于1999年，當(dāng)時(shí)在我的小公寓里，我們共有18個(gè)成員。我們只有一個(gè)想法，就是堅(jiān)信互聯(lián)網(wǎng)將會(huì)改變中國(guó)，互聯(lián)網(wǎng)會(huì)飛速發(fā)展。但是沒人相信我們。他們都說，中國(guó)政府的審查制度如此嚴(yán)密，你怎么在中國(guó)搞互聯(lián)網(wǎng)?我們的公司沒理由能生存下來。然而今天，人們都說，馬云，你真有遠(yuǎn)見，你怎么能在10年前就想到用互聯(lián)網(wǎng)來進(jìn)行電子商務(wù)交易呢。我想說，我們就像是盲人摸象。只是碰巧而已。我們專心致志，事情就這樣發(fā)生了;如今我們的員工已從18人增加到20000多人，也已從一個(gè)公司成長(zhǎng)為5個(gè)公司了。

The first company is called Alibaba.com and it focuses on small and medium-sized companies. Helping small and medium-sized companies, we have over 37 or 38 million register SMEs in China using our services. Outside China we have more than 12 million SMEs using our services. So, well, our business model’s very simple. One side is China side, is a domestic trading. Anything you want to buy, anything you want to sell in China, you can use the China website. It’s like a market place, like eBay. But eBay is C2C; we are B2B. The Alibaba B2B: one is China domestic trading; the other is import and export. It’s a marketplace for global purchasing, global buying.

第一個(gè)叫做阿里巴巴公司，主要集中在中小型企業(yè)上。我們專門幫助中小型企業(yè)，在中國(guó)我們已有約3700萬(wàn)至3800萬(wàn)的注冊(cè)中小型公司在使用我們的服務(wù)。在海外有1200多萬(wàn)家中小型企業(yè)使用我們的服務(wù)。我們的公司經(jīng)營(yíng)模式非常簡(jiǎn)單。其一是中國(guó)的國(guó)內(nèi)貿(mào)易，你可以通過網(wǎng)絡(luò)買賣任何東西，類似一個(gè)市場(chǎng)，就像易趣網(wǎng)。不過，易趣網(wǎng)是顧客到顧客的電子商務(wù)模式，而我們是企業(yè)到企業(yè)的模式。阿里巴巴的企業(yè)到企業(yè)模式有兩種方式：一種是國(guó)內(nèi)貿(mào)易;另一種是進(jìn)出口貿(mào)易。阿里巴巴是一個(gè)全球采購(gòu)與買賣市場(chǎng)。

It grows pretty healthy; we listed 3 years ago in the HK market, and we were very lucky because the day we listed, the market was good. So our stock price grows from $13.5 to $40 without doing anything good. Just go up. And three months later, our stock from $40 to $3 without doing anything bad. Just, you know, just up and down. And there was the rock and roll. And now the company’s stabilized, we still focus on e-commerce, still focus on SMEs. But except the company, the other 4 companies are private companies.

它發(fā)展的很健康，三年前我們?cè)谙愀凵鲜?。?dāng)時(shí)我們很幸運(yùn)，因?yàn)槲覀兩鲜械哪且惶?，正是牛市。我們什么都沒做，只見每股價(jià)格從13.5美元漲到40美元，一個(gè)勁兒的向上竄。而三個(gè)月后，仍然是什么都沒做，我們的股價(jià)卻從每股40美元跌至3美元。要知道，總是起起伏伏，搖擺不定。如今公司已穩(wěn)定下來，而我們?nèi)栽谧鲭娮由虅?wù)，仍然將重點(diǎn)放在中小型企業(yè)上。但除了這一家，其他四家公司都是私營(yíng)企業(yè)。

The other company which we own 100% is called Taobao.com which probably most Chinese people here have heard about it. It is much more influential than Alibaba.com in China. We have more than 300 million register users. It started with the C2C, but 95% is from B2C. And 6 years ago, we started to compete with eBay. eBay, a lot of money… At that time their market can be 80 billion dollars. They came to China, they said they would compete with Alibaba, and we started the business from zero and we got like 2% or 3% market share. Now we have 90% market share which eBay have like 2% or 3% market share.

另一家我們占全部股份的公司叫做淘寶網(wǎng)，在場(chǎng)的大多中國(guó)人很可能都聽過。在中國(guó)淘寶網(wǎng)比阿里巴巴更具影響力。我們有3億多注冊(cè)用戶。淘寶起初是顧客到顧客的電子商務(wù)模式，不過后來95%是企業(yè)到顧客的模式。六年前，我們開始與易趣網(wǎng)競(jìng)爭(zhēng)。易趣很有錢，那時(shí)他們的市值就有800億美元。他們打入中國(guó)市場(chǎng)，揚(yáng)言要與阿里巴巴競(jìng)爭(zhēng)，而我們那時(shí)白手起家，只占2%到3%的市場(chǎng)份額。如今，我們有90%的市場(chǎng)份額，而易趣只有2%到3%的市場(chǎng)份額。

So Taobao is a combination of Amazon, eBay, and Google and Face book. It’s a community on line and we have 43 million unique visitors visit the site shopping every day. And we finish 8 million transactions per day. And logistically last year the package delivery in the whole China is 2 billion packages’ delivery on the road. We created 1.1 billion, so we have like 55% market share on the delivery. It’s growing very fast and we already have like 100% growth in the past 7 years. And we will keep it 100% this year.

淘寶集亞馬遜、易趣、谷歌與臉譜網(wǎng)于一體。它是一個(gè)網(wǎng)上社區(qū)，每天有4300萬(wàn)的特殊訪客在這里購(gòu)物。我們每天能完成800萬(wàn)單交易。去年全中國(guó)共有20億個(gè)包裹需要派送，而我們占了11億，大約是市場(chǎng)份額的55%。淘寶發(fā)展相當(dāng)快，在過去七年，我們的增長(zhǎng)高達(dá)100%，今年我們也會(huì)努力做到這一點(diǎn)。

And the third company we have is called Alipay, like a PayPal. It’s a very stupid model. Five years ago, I found that it’s so difficult to do transactions on line because people don’t trust each other. The banking system is so bad. The infrastructure of finance is also bad. So I was worried about what I’m going to do. The bank has the license to do this business. We know how to do business, but we don’t have the license. So in the end, people say, Jack, don’t touch that area. If you touch the area, you will be in prison because financial sector is very risky in China. And I say put me in the prison; let’s do it.

我們的第三家公司叫做支付寶，就像是PayPal網(wǎng)上支付平臺(tái)。這是個(gè)很笨的交易模式。五年前，我發(fā)現(xiàn)網(wǎng)上交易很難實(shí)行，因?yàn)槿藗儫o(wú)法相互信任。銀行系統(tǒng)太不可信，金融基礎(chǔ)設(shè)施也不可靠。于是我開始擔(dān)心我該怎么做。銀行有資格可以進(jìn)行網(wǎng)上交易，而我們，盡管知道如何去做，卻沒有獲得法律許可。最后，人們說，馬云，千萬(wàn)不要涉足金融界，不然你會(huì)坐牢的，金融在中國(guó)風(fēng)險(xiǎn)太大。我答，那就坐牢吧，我們就這么干。

And we do transparently, we do everything clear in order to make sure that the government is happy, people are happy. So we work with the banks, you know, close to 70 banks in China. Today we have 400 million register users and we are the largest on-line third party payment without any business model. We just want to help people. That makes the banks very unhappy because we distract the business model. In the world, a good bank, like 60 or 70% of the revenues are from the services. But in China, about 60 or 70 or 80% of revenues come from the loaning. So we go inside, go into the service.

我們的工作很透明，任何情況都清清楚楚，以確保政府滿意，人民舒心。然后，我們與中國(guó)的銀行合作，接近70家銀行。今天我們支付寶已有4億注冊(cè)用戶，成為最大的不使用任何企業(yè)模式的第三方電子支付平臺(tái)。我們只想幫助人，卻惹惱了銀行，因?yàn)槲覀兎稚⒘巳藗儗?duì)企業(yè)模式的注意力。世界上大銀行的收入，有60%到70%來自于服務(wù);但在中國(guó)，有60%到70%甚至80%來自于借貸。因此，我們就參與進(jìn)去，集中于服務(wù)業(yè)務(wù)。

The fourth company is AliCloud computing which we just founded 2 years ago. Because we have the data from small and medium-sized companies, because we have the data from Taobao consumers and we have the data from Alipay, the data we collected become so influential that we want all the consumers to share, to understand the datas from SME and let the consumers understand SME datas. So that is…we’ve been very focusing on cloud computing.

第四家公司叫做阿里云數(shù)據(jù)計(jì)算，于兩年前創(chuàng)辦。因?yàn)槲覀冇兄行⌒推髽I(yè)、淘寶客戶以及支付寶用戶的數(shù)據(jù)資料，這些數(shù)據(jù)影響重大，我們希望與客戶分享，讓他們了解中小型企業(yè)的資料和情況。所以我們一直專注做云計(jì)算。

And the 5th, the No. 5 company we have is called Yahoo China which we were quite familiar with Yahoo 5 years ago. So these are the group and Alibaba is listed. The other four are private. And pretty good, we’re lucky in China that we combine, you know, like Amazon, eBay, PayPal and altogether in a same group. 70% market share in China is E-commerce and it is still keep on going very fast.

第五家公司叫做中國(guó)雅虎，五年前我們就耳熟能詳。這就是阿里巴巴集團(tuán)的構(gòu)成。如今阿里巴巴公司已經(jīng)上市，其他四家是私營(yíng)企業(yè)。這樣挺好。我們很幸運(yùn)，能夠在中國(guó)將亞馬遜、易趣以及PayPal網(wǎng)上支付組合成一個(gè)集團(tuán)。在中國(guó)，70%的市場(chǎng)份額由電子商務(wù)占有，而它仍以飛快的速度發(fā)展。

What are the reasons people say why you survived in China, why you succeeded, I think, one of the key reasons we survive is that we believe always: customer No.1, employee No.2, shareholder No.3. And this is the first philosophy and to now we still trust it truly because it’s the customer that stays with us. It’s the customer we create.

人們問為什么我們的公司能夠在中國(guó)成功，為什么我能成功，我認(rèn)為，主要原因之一在于我們始終堅(jiān)信：客戶第一，員工第二，股東第三。這是我們的首要原則，直到今天我們?nèi)栽趫?jiān)持，因?yàn)橹挥锌蛻舨攀且恢敝С治覀兊?，是我們自己建立的客戶?/p>

Because in Internet in China in the pasting years, there are three main businesses: one is focusing on proto sides like Yahoo and today we have Sina, Sohu and Netease. They focus on the news and I think it’s so difficult to do the news in China unless you are in Beijing. And you know the government, you know the policy and we will never understand what the government policy is. So we say, OK, let’s stay away from the proto sides.

因?yàn)檫^去在中國(guó)互聯(lián)網(wǎng)主要有三大產(chǎn)業(yè)：一種是像雅虎那樣集中于傳統(tǒng)模式的，現(xiàn)在有新浪、搜狐和網(wǎng)易，它們致力于新聞。但我認(rèn)為除非在北京，不然新聞業(yè)很難做。你得了解政府，了解政策，但我們永遠(yuǎn)也弄不明白政府的政策到底是怎樣的。所以，我們決定放棄傳統(tǒng)。

The second business which in China is very popular and which probably is the most unique business in the world, that is on-line gaming. And I don’t believe that model and I don’t like that because in China in one child family, if all the kids play on-line games, it’s so bad. And my kids, my son and his schoolmates all stick to the on-line games. I think yes we can make a lot of money, but I just don’t want my kids to focus on line. So we did not do that. China has already got enough companies focusing on line. Almost all the Internet companies have on-line games. We are the only company that does not have on-line games.

中國(guó)的第二大企業(yè)非常流行，可以稱得上是世界上最獨(dú)特的產(chǎn)業(yè)，那就是網(wǎng)絡(luò)游戲。我不支持那種模式，而且我不喜歡它。因?yàn)樵谥袊?guó)，是獨(dú)生子女家庭，如果所有的孩子都在玩網(wǎng)絡(luò)游戲，那就糟了。我兒子和他的同學(xué)都很喜歡網(wǎng)絡(luò)游戲。我覺得這一模式的確能賺很多錢，但我不希望我的孩子沉迷網(wǎng)絡(luò)游戲。所以我們不做那種模式的產(chǎn)業(yè)。中國(guó)已有足夠多的公司在做網(wǎng)絡(luò)游戲了，幾乎所有的網(wǎng)絡(luò)公司都在干這一行。而我們是唯一一家不做網(wǎng)絡(luò)游戲的公司。

So the only we can do is e-commerce and e-commerce is so tough, so difficult to do it. And 10 years ago e-commerce in the world B2B, they all want to focus on big companies. They all want to focus on buyers. The value they created is to save the cost for buyers. So we do the opposite. And we believe China…, and USA is very good at playing basketball. We should focus on playing Ping-Pong because we should not always play the same. So we said in China we don’t have big companies, so we should focus on small and medium-sized companies. We should not help the buyers; we should help sellers because China wants to sell things abroad. SMEs want to sell things abroad. So we focus on small and medium size; we focus on helping suppliers. And the value we created is not saving the cost because SMEs know how to save the cost much better than you do. They want to learn how to sell and how to make money. So then we focus on SMEs; we focus on supplies; we focus on creating money for them. So these are the focus we stayed on.

因此，我們唯一能做的也只有電子商務(wù)，但要做電子商務(wù)太難了。十年前國(guó)際電子商務(wù)模式為企業(yè)到企業(yè)，大公司才是寵兒，他們集中于買家。他們的宗旨是為買家減少成本，我們恰恰相反。我們相信中國(guó)……美國(guó)的籃球玩得很好，而我們應(yīng)該把重點(diǎn)放在乒乓球，因?yàn)槲覀儾粦?yīng)該總做一樣的事。因此，在中國(guó)我們不能著眼于大公司，而應(yīng)立足于中小型企業(yè)。我們不應(yīng)幫助買家而應(yīng)為賣家著想，因?yàn)橹袊?guó)想要把國(guó)內(nèi)的東西銷往國(guó)外。中小型企業(yè)想要將產(chǎn)品出口。所以我們著眼于中小型企業(yè)，致力于幫助供應(yīng)商。我們的宗旨也不在于節(jié)約成本了，因?yàn)橹行⌒推髽I(yè)在這一點(diǎn)上比我們更有見地。他們想知道通過什么渠道來出售，如何才能賺錢。然后我們便專注于中小型公司、供貨商，為他們制造盈利的機(jī)會(huì)。這些才是我們一直堅(jiān)持著的宗旨。

And that is…everything for the first three years we don’t have any business model. We have zero revenue for three years. It was so tough; it was so difficult. The only thing encouraging us to continue is letters, emails of thanks. We’ve received hundreds of thousands of emails of thanks every week, every month. People thank us because of us they create jobs. Because of us, their businesses grow. And you know, we did not get any money, but if our customers make money, we are happy. And in the No. 4 year, we started to make money.

頭三年里我們沒有任何固定的經(jīng)營(yíng)模式，沒有任何收入，太難了，太艱難了。唯一能鼓勵(lì)我們繼續(xù)下去的只有信件，許多的致謝郵件。我們每周或每個(gè)月都會(huì)接收到幾百、幾千封感謝郵件。人們感謝我們，因?yàn)槲覀?，他們?chuàng)造了就業(yè)的機(jī)會(huì)，因?yàn)槲覀?，他們的業(yè)務(wù)發(fā)展起來了。我們沒賺到任何錢，但我們的客戶有錢賺，那我們也就開心了。到了第四年，我們便開始盈利了。

So the second thing is employees. I’m not trained to be a hi-tech guy. I hate hi-tech. And my wife bought me an iPad; I still don’t know how to use it. And I never use PPT because I don’t know how to do it. Every time I use it, something is wrong with the PPT. Every time I use it, something’s wrong with the PPT. So I don’t know how to speak. I’m trained to be a high school teacher and I know nothing about technology. The only thing I can use in the computer is sending and receiving emails abroad. That’s it. And I think that’s enough, right? And 80% of the people in the world like me, we hate technology. We want technology work for us. We should not work for the technology.

擺在第二位的是員工。我原本就不懂高科技，我甚至討厭高科技。我妻子給我買了一部蘋果平板電腦，我到現(xiàn)在還不會(huì)用。我從不用幻燈片演示，因?yàn)槲也粫?huì)用。每次我用它的時(shí)候，總會(huì)有哪個(gè)地方出現(xiàn)問題，我都不知該如何形容了。我接受培訓(xùn)，原本是要當(dāng)個(gè)中學(xué)老師，我對(duì)科技一無(wú)所知。關(guān)于計(jì)算機(jī)我唯一懂的就是收發(fā)國(guó)外郵件，就這些，已經(jīng)夠用了，不是嗎?世界上80%的人像我一樣，我們都不喜歡科技。我們希望科技為我們服務(wù)，但我們不應(yīng)受制于科技。