Part5 ⼤公司的⽩鲸理论1Part5 ⼤公司的⽩鲸理论作者Marc Andreessen编辑Rework阅览室整理“There she blows,ˮ was sung out from the mast-head.“她吹在那⾥，ˮ桅杆顶上传来歌声。“Where away?ˮ demanded the captain.“去哪⼉？ˮ船⻓问道。“Three points off the lee bow, sir.ˮ“离下⻛⼸还有三分，⻓官。ˮ“Raise up your wheel. Steady!ˮ “Steady, sir.ˮ“抬起你的轮⼦。稳定的！ˮ “稳住，先⽣。ˮ“Mast-head ahoy! Do you see that whale now?ˮ“桅杆头啊喂！你现在看到那条鲸⻥了吗？ˮ“Ay ay, sir! A shoal of Sperm Whales! There she blows! There she breaches!ˮ“哎呀，先⽣！⼀群抹⾹鲸！她在那⾥吹⽓！她就在那⾥突破了！ˮ“Sing out! sing out every time!ˮ“唱出来！每次都⼤声唱！ˮ“Ay Ay, sir! There she blows! there—there—THAR she blows—bowes—bo-o-os!ˮ“哎哎，先⽣！她在那⾥吹⽓！那⾥——那⾥——她吹——鞠躬——嘘！ˮ
Part5 ⼤公司的⽩鲸理论2“How far off?ˮ “还有多远？ˮ“Two miles and a half.ˮ“两英⾥半。ˮ“Thunder and lightning! so near! Call all hands.ˮ“雷电交加！这么近！召集全体⼈员。ˮ J. Ross Browneʼs Etchings of a Whaling Cruize, 1846 J. Ross Browne 的《捕鲸巡航版画》，1846 年There are times in the life of a startup when you have to deal with big companies.在初创公司的⽣命周期中，有时你必须与⼤公司打交道。Maybe youʼre looking for a partnership or distribution deal. Perhaps you want an investment. Sometimes you want a marketing or sales alliance. From time to time you need a big companyʼs permission to do something. Or maybe a big company has approached you and says it wants to buy your startup.也许您正在寻找合作伙伴或分销协议。也许您想要⼀项投资。有时您需要建⽴营销或销售联盟。有时你需要⼤公司的许可才能做某事。或者也许⼀家⼤公司已经联系您并表⽰想要收购您的初创公司。The most important thing you need to know going into any discussion or interaction with a big company is that youʼre Captain Ahab, and the big company is Moby Dick.在与⼤公司进⾏任何讨论或互动时，你需要知道的最重要的事情是你是亚哈船⻓，⽽⼤公司是⽩鲸。
Part5 ⼤公司的⽩鲸理论3“Scarcely had we proceeded two days on the sea, when about sunrise a great many Whales and other monsters of the sea, appeared. Among the former, one was of a most monstrous size. ... This came towards us, open-mouthed, raising the waves on all sides, and beating the sea before him into a foam.ˮ“我们在海上航⾏了两天，⽇出时分，出现了许多鲸⻥和其他海洋怪物。其中，其中⼀个体型最为巨⼤。 ......它张着嘴朝我们⾛来，四⾯⼋⽅掀起波浪，将他⾯前的⼤海打成泡沫。ˮ Tookeʼs Lucian, “The True Historyˮ——图克的卢西恩，《真实的历史》When Captain Ahab went in search of the great white whale Moby Dick, he had absolutely no idea whether he would find Moby Dick, whether Moby Dick would allow himself to be found, whether Moby Dick would try to immediately capsize the ship or instead play cat and mouse, or whether Moby Dick was off mating with his giant whale girlfriend.当亚哈船⻓去寻找⼤⽩鲸莫⽐·迪克时，他完全不知道⾃⼰是否会找到莫⽐·迪克，莫⽐·迪克是否会让⾃⼰被发现，莫⽐·迪克是否会试图⽴即翻船或扮演猫的⻆⾊。和⽼⿏，或者莫⽐迪克是否正在...
