0:00:00.280,0:00:00.859
حسناً

0:00:01.110,0:00:04.300
عندما أتحدث عن جعل المنتجات محببه للعملاء

0:00:04.300,0:00:07.800
ما أعنيه تحديداً هو كيف نصنع[br]أشياء

0:00:07.800,0:00:09.790
تجذب عاطفة العملاء،

0:00:09.790,0:00:14.820
الذين يريدون أن تكون كلاً [br]من المنتجات التي نصنعها

0:00:14.820,0:00:17.350
و الشركات القائمة عليها ناجحه

0:00:17.350,0:00:20.440
بدون أي شرط أو قيد.

0:00:21.330,0:00:24.770
سنعرض الكثير من المعلومات؛

0:00:24.770,0:00:27.450
لذلك لا تنشغلو بكتابة الملاحظات

0:00:27.450,0:00:28.600
بل استعموا إلي

0:00:28.600,0:00:30.750
سأضع رابط العرض [br]في حسابي على توتير

0:00:30.750,0:00:32.810
و في هذا الرابط ستكونون قادرين

0:00:32.810,0:00:34.480
على التعليق على الشرائح و سؤالي

0:00:34.490,0:00:36.100
و إذا لم تستطيعوا

0:00:36.110,0:00:37.680
سأوجيبكم بعد المحاضرة.

0:00:38.450,0:00:39.450
حسناً،

0:00:39.450,0:00:40.310
أيها الرفاق

0:00:40.310,0:00:44.230
قد سمعنا عن النمو كثيراً [br]في الأسابيع الماضيه

0:00:44.230,0:00:47.741
و أنا أنظر للموضوع بكل بساطة

0:00:47.741,0:00:50.121
إلى أنه تفاعل بين مفهومين أو

0:00:50.121,0:00:51.241
متغيرين و هما:

0:00:51.241,0:00:53.880
معدل التحول و التناقص.

0:00:53.880,0:00:54.670
صحيح!

0:00:54.670,0:00:57.280
حيث أن الفارق بين هذين المتغيرين

0:00:57.280,0:01:00.210
يحدد بشكل كبيرمدى سرعة نموك و تطورك

0:01:00.210,0:01:03.549
غالبية الناس و خاصة رجال الأعمال

0:01:03.549,0:01:05.359
ينظرون لهذا التفاعل بطريقة

0:01:05.359,0:01:08.489
حسابية معقدة.

0:01:08.489,0:01:10.008
أريد التحدث اليوم عن

0:01:10.008,0:01:12.910
هذين المتغيرين بطريقة بسيطة جداً.

0:01:12.910,0:01:14.220
لأنه في بداية مشروعك

0:01:14.220,0:01:17.130
يكون تعاملك مع العملاء عاطفي و ودوي

0:01:17.130,0:01:18.560
بوضوح في المراحل الأولى.

0:01:18.580,0:01:21.410
لذلك أرى أن ننظر لهذا الامر[br]بطريقة مخلتفة

0:01:21.410,0:01:23.060
من حيث كيف نصنع منتجاتنا،

0:01:23.060,0:01:24.810
سنعرض الكثير من الأمثلة[br]المختلفة لذلك

0:01:24.810,0:01:26.400
و كيف يتم تنفيذها بطريقة جيده.

0:01:26.520,0:01:31.480
فلسفتي في تعليم المشاريع الناشئة

0:01:31.480,0:01:33.790
أفضل طريقة لكسب بليون دولار

0:01:33.790,0:01:35.720
أن تركز على القيم التي ستساعدك

0:01:35.720,0:01:38.570
في كسب أول دولار لجذب أول عميل.

0:01:38.570,0:01:41.270
إذا نحجت في ذلك، فجميع الامور الأخرى

0:01:41.270,0:01:42.380
ستكون سهلة.

0:01:42.380,0:01:44.620
الامر يتعلقا نوعا ما بالايمان بنفسك

0:01:44.750,0:01:49.530
ذهبت لشركة واي كومبيناتور(Y Combinator)[br]لأكون شريك فيها بما أنني خريج.

0:01:49.530,0:01:51.570
سجلت بالبرنامج الشتائي عام 2006

0:01:51.570,0:01:53.280
( كان البرنامج الثاني من نوعه)

0:01:53.280,0:01:54.950
فقد صممت برنامج أسميته وفو Wufoo

0:01:54.950,0:01:56.950
هو عباره عن موقع يصمم نماذج الكترونيه

0:01:56.950,0:01:58.460
يساعد في إنشاء نماذج الاتصال

0:01:58.460,0:02:00.010
و الاستبيانات و كذلك نماذج الدفع البسيطة.

0:02:00.010,0:02:02.871
أساساً يعتبر تطبيق لقاعدة بيانات[br]التي تبدوا و كأنها

0:02:02.871,0:02:04.439
مصممه من قبل فيشر برايس.

0:02:05.900,0:02:05.810
في ذلك أنه سهل الاستخدام إلى حد ما،

0:02:04.439,0:02:05.900
و كان المثير للإهتمام

0:02:09.400,0:02:13.039
كان لدينا عملاء من كل الأسواق المثابرة

0:02:13.049,0:02:15.040
وعلى ذلك فكرنا بإنضمام

0:02:15.040,0:02:18.070
غالبية شركات الفورتشين الخمسمئه.

0:02:20.000,0:02:23.270
قد أدرت الشركة لمدة خمس سنوات،

0:02:24.700,0:02:26.420
بعد ذلك اشترتها شركة سيرفي منكي[br](Survey Monkey)عام 2013.

0:02:26.420,0:02:28.500
خلال ذلك الوقت،

0:02:28.500,0:02:30.460
كنا نثير اهتمام الشركات في عمليات الشراء.

0:02:30.460,0:02:32.680
كنا فقط عشرة أشخاص في ذلك الوقت

0:02:32.680,0:02:35.820
و بينما حصلنا على التمويل هنا في

0:02:35.820,0:02:37.420
سيليكون فالي من خلال شركة واي سي،

0:02:37.420,0:02:39.329
قمنا بإدارة الشركة من فلوريدا.

0:02:39.330,0:02:40.470
لم يكن لدينا مكاتب

0:02:41.670,0:02:44.160
فالجميع كان يعمل من منزله

0:02:44.160,0:02:47.940
ومستمتع بذلك.

0:02:47.940,0:02:50.400
لذلك فإن كل نقطة هنا تمثل الشركات الناشئة

0:02:50.400,0:02:51.760
التي وجدت من العرض العام الأولي[br]IPO أو عمليات الشراء.

0:02:51.760,0:02:53.690
على اليسار يوضح العاملين[br]المغتربين والذين هم نحن

0:02:53.690,0:02:55.530
يمثل المحورالافقي حجم التمويل المأخوذ

0:02:55.530,0:02:57.440
والمحور العمودي يوضح

0:02:57.440,0:02:58.170
تقييم الشركة في ذلك الوقت.

0:02:58.170,0:03:01.684
باختصار،

0:03:01.685,0:03:04.930
ارتفع المعدل المتوسط للشركات الناشئة [br]حوالي 25 مليون دولار

0:03:04.930,0:03:09.440
و العائد للمستثمرين كان 676%.

0:03:09.440,0:03:13.830
و موقع وفو ارتفع حوالي 118,000 دولار

0:03:13.830,0:03:14.810
و كانت العوائد لمستثمرينا[br]29,561% تقريبا

0:03:14.810,0:03:15.800
كثير من الناس مهتمه

0:03:16.395,0:03:17.510
فيما جعل

0:03:19.590,0:03:20.910


0:03:22.540,0:03:24.648
موقع وفو مختلف قليلاً

0:03:24.648,0:03:28.910
و بكيفية إدارتنا للشركة.

0:03:28.910,0:03:30.700
كان كل تركيزنا على المنتجات.

0:03:30.700,0:03:30.989
لم نكن مهتمين بتصميم برنامج

0:03:30.990,0:03:33.560
لمجرد أن الناس تريد استخدامه،

0:03:33.560,0:03:36.560
الذي يذكرك بأننا

0:03:36.560,0:03:38.600
عملنا عليه في حجرة

0:03:38.600,0:03:41.920
لأنه كان تطبيق قاعدة بيانات في الأساس.

0:03:41.920,0:03:43.570
بل أردنا منتج يحبه الناس

0:03:43.570,0:03:44.930
و يكون لهم علاقة معه،

0:03:46.920,0:03:48.730
كنا في الواقع متحمسين جداً

0:03:50.170,0:03:52.440
حول تناول هذه الفكرة،

0:03:52.440,0:03:55.300
حيث أن تنفيذها كان متعلق

0:03:55.300,0:03:58.580
بطريقة علمية نوعا ما.

0:03:58.580,0:04:00.930
حيث قلنا حسناً

0:04:00.930,0:04:02.919
نحن مهتمين بالشركات الناشئة من ناحية

0:04:03.990,0:04:06.580
إنشاء أشياء تحبها الناس،

0:04:06.580,0:04:07.231
حيث أن هذا الحب و المشاعر الغير متحكم بها [br]

0:04:07.882,0:04:08.533
تكون صعبة التنفيذ [br]بالنسبة لنا في الحياة الواقعية

0:04:08.533,0:04:09.510
علينا القيام بذلك في الشركات[br]الناشئة ولكن بتدرج

0:04:09.510,0:04:12.750
لذلك قررنا أن

0:04:12.750,0:04:14.390
نبدأ بسؤال أنفسنا

0:04:14.390,0:04:17.630
كيف يتم بناء العلاقات في الواقع

0:04:17.630,0:04:20.399
وكيف نستطيع تطبيق ذلك على إدارة

0:04:20.399,0:04:22.190
مشروعنا و تصميم منتجنا بناء عليه؟

0:04:22.190,0:04:25.520
سنتحدث عن هذين الأمرين:

0:04:25.520,0:04:28.460
إيجاد مستخدمين جدد و كأننا نحاول مواعدتهم

0:04:28.460,0:04:31.630
و الحفاظ على المستخدمين الحاليين [br]و كأنهم في زواج ناجح.

0:04:33.160,0:04:36.270
عندما يتعلق الامر بالمواعده، [br]فالكثير من الأمور التي نكتشفها

0:04:36.270,0:04:37.440
تكون ضمن الانطباع الأول

0:04:37.440,0:04:38.950
غالباً ما نتحدث عن علاقتنا

0:04:38.950,0:04:40.760
في أحاديثنا اليومية.

0:04:40.760,0:04:42.530
لو سألتكم عن قبلتكم الأولى ستخبرونني

0:04:42.530,0:04:43.250
كيف تم لقائكم وتقدمكم للخطبة.

0:04:43.250,0:04:45.580
هذه هي الأمور التي نتحدث عنها

0:04:45.580,0:04:47.590
مراراً و تكراراً.

0:04:47.590,0:04:49.989
أساساً هي القصص المعتاد [br]تداولها عن العلاقات

0:04:49.990,0:04:50.560
هناك أمور تشبه ذلك

0:04:50.560,0:04:52.260
في الشركات.

0:04:52.260,0:04:56.440
البشر هم مخلوقات

0:04:56.440,0:04:59.590
لهم علاقة بالانتاجيه.

0:04:59.590,0:05:01.200
لا يسعنا إلا أن نبدع ونجسد

0:05:01.200,0:05:04.219
ذلك الابداع، فالامور التي نتعامل[br]معها مرارا و تكرارا

0:05:04.220,0:05:06.470
سواء كانت السيارات التي نقودها[br]أو الملابس

0:05:06.470,0:05:07.250
التي نرتديها أو الادوات [br]والبرامج التي نستخدمها

0:05:07.250,0:05:08.570
فنحن في الأخير نحدد خصائصها

0:05:08.570,0:05:11.349
وشخصياً

0:05:11.350,0:05:13.140
نتوقع منها أن تتصرف بطريقه معينة

0:05:13.140,0:05:14.760
وهذه هي طريقة تعاملنا معها.

0:05:14.760,0:05:16.420
الانطباعات الأولى مهمة

0:05:16.420,0:05:16.960
لبداية أي علاقة

0:05:16.960,0:05:19.710
لأنها هي الموضوع التي نتحدث عنه بالعادة،

0:05:19.710,0:05:20.909
صحيح؟

0:05:20.910,0:05:22.300
هناك أمر مهم يجب أن يؤخذ بعين الاعتبار

0:05:22.300,0:05:24.100
فيما يتعلق بالاحاديث اليومية

0:05:24.100,0:05:26.900
دعوني أوضح ذلك بمثال.

0:05:26.900,0:05:28.510
إذا كنت في موعد مع أحد مالأول مره

0:05:28.510,0:05:31.930
و مستمتع بالعشاء معه،

0:05:31.930,0:05:33.440
لكن رأيته وهو يضع اصبعه في أنفه

0:05:33.440,0:05:34.130
في الغالب لن تلتقي به مره أخرى.

0:05:34.130,0:05:37.560
في المقابل، إذا كنت متزوج بشخص ما

0:05:37.560,0:05:38.640
لمدة 20 إلى 30 سنة تقريباً

0:05:38.640,0:05:40.380
و رأيته يخبىء ذهب

0:05:40.380,0:05:42.659
في أريكة الاسترخاء!

0:05:42.660,0:05:45.310
لن تتصل بالمحامي مباشرة

0:05:45.310,0:05:46.850
و تخبره بما حصل، لأنه سيقول

0:05:46.850,0:05:48.510
لدينا مشكلة هنا و علينا[br]البدء بإجراءات الطلاق

0:05:49.560,0:05:51.470
و تهز كتفيك

0:05:51.470,0:05:54.740
و تقول لكنه طيب القلب.

0:05:54.740,0:05:58.150
بالتالي فإن هناك أمر ما يتعلق[br]بردة الفعل الأولية

0:05:58.150,0:06:00.590
ما أاعنيه هو أن البداية كانت

0:06:00.590,0:06:03.250
ضعيفة جداً من حيث التغلب على الفشل.

0:06:03.250,0:06:05.290
لذلك فإن معظم منتجات الانترنت

0:06:05.290,0:06:06.420
والبرامج التي نستخدمها

0:06:06.420,0:06:07.890
يكون الانطباع الاولي[br]فيها واضح جداً

0:06:07.890,0:06:10.409
بإمكانك ملاحظة بعض الأمور الجيدة

0:06:10.410,0:06:13.830
التي تجعلك ستنتج أن معظم الشركات

0:06:13.830,0:06:16.300
تعطي اهتمام كبير للمسوقين للعمل عليها.

0:06:16.300,0:06:18.890
نقطتي هنا هي أن الاشخاص المتميزين بإظهار

0:06:18.890,0:06:21.990
المنتج بشكل جيد أنهم لاحظوا [br]الكثير من الأمور

0:06:21.100,0:06:21.760
و جعلوها مميزة وكأنها لا تنسى

0:06:21.760,0:06:24.900
أول ايميل يصلك

0:06:24.900,0:06:26.479
من برنامج ما، ماذا فعلت

0:06:26.480,0:06:27.730
في اول تسجيل دخول لك؟

0:06:27.730,0:06:31.940
الرابط والاعلانات

0:06:31.940,0:06:33.890
و تعاملك الأول مع خدمة العملاء.

0:06:33.890,0:06:35.849
كل هذه الأمور فرص لجذب العميل إليك.

0:06:35.850,0:06:38.610


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