Find a speech by Ma Yun.

Entrepreneurship: Warm your left hand and your right hand.

The biggest failure is to give up.

Step 2 concentrate on one thing

3. Entrepreneurs just have to face difficulties.

4. scold them because I love them

The best university for entrepreneurs is the Social University.

Chapter two business philosophy: Let there be no difficult business in the world.

1. Alibaba will become a company on 102.

2. Do the right thing, and then do the right thing.

3. Enterprises that can create value can grow up.

4. Entrepreneurship can't stay in ideas and fantasies.

5. The best mode is the simplest.

Chapter III Internal Management: Strive for Goals and Ideals

1. The best team is the Tang Priest team.

2. Don't rely on shares to control the enterprise.

3. unite under the common goal.

4. Because of honesty, it is simple.

Being unhappy at work is not responsible for yourself.

Chapter IV Human Resource Development: I believe that people on the side are smarter than you.

20th century 1.265438+ Talents are the most important.

We must identify with our culture.

3. Form the team's own competition mechanism.

4. Start a business by finding the most suitable person.

5. Real leadership in adversity

Chapter V Capital Operation: Investors are only our uncles.

1. We need strategic investors.

2. You can't be utilitarian.

3. Investors follow outstanding entrepreneurs.

Listing is just a gas station.

5. Being fooled is because you are too greedy.

Chapter VI Marketing: Not only to "sell", but also to "operate"

1. The name should be remembered by people all over the world.

Making money is my result, not my goal.

3. Change yourself before the change comes

Any website must be interactive.

5. Become a world-class Internet company

Chapter 7 Customer Relationship: Let customers make money first.

1. Cultivate the market with a long-term vision

2. Believe that customers are lazy.

3. Help customers stand up and walk

4. Become the company that customers are most satisfied with.

We must listen to customers' opinions.

Chapter VIII Strategic Competition: Invincible in the heart and invincible in the world.

The real threat comes from yourself.

2. See the world in our way

Internet and traditional industries must be combined.

4. Fighting sharks in the Yangtze River

The next goal is to block Google.

6. Throw firecrackers and bombs.

Chapter 9 The Way to Success: Wise People Speak with Heart

1. Always trust your intuition.

What we lack is not calcium, but love.

Failure is the most precious wealth.

We should pursue both speed and patience.

People who are good at listening to others are easy to succeed.

6. Not everyone will die in winter

Chapter 10 Personal Cultivation: A little more than others.

1. Vision, mind and strength

My job is to say "no" to opportunities.

3. Social responsibility of entrepreneurs

Being different is my instinct.

The most important thing in charity is love.

Chapter 1 1 e-commerce: the internet is just a tool.

1. Alibaba is a service company.

2. Business model that suits you

Only honest businessmen can get rich.

4. Don't take e-commerce too mysterious.

5. Establish an e-commerce empire

Chapter 12 Dialogue Media: Alibaba is just an ordinary company.

1. Ma Yun's dialogue with the media on the day of Alibaba B2B listing.

2. Dialogue between Ma Yun and the media in Taiwan Province Province

3. Ma Yun's Dialogue in Innovation Forum

4. Dialogue between Ma Yun and Wealth Life

Chapter 13 Wonderful speech: I have a natural eloquence.

1. Ma Yun's speech at Ningbo General Assembly

2. Ma Yun's speech at Alibaba Online Business Forum

3. Ma Yun's speech on "China Youth Entrepreneurship Action"

appendix

1. Ma Yun's personal growth profile

2. The development history of Alibaba

3. The honor of Ma Yun and Alibaba

postscript

philology

[Edit this paragraph] This book extracts illustrations.

Chapter 1 Entrepreneurship: Warm your left hand and your right hand.

The biggest failure is to give up.

Entrepreneurs have no retreat, and the biggest failure is to give up.

Today is cruel, tomorrow is even more cruel, and the day after tomorrow is beautiful, but most people will die tomorrow night, so don't give up today.

Many people are smarter than us and many people work harder than us. Why did we succeed? Do we have wealth and others don't? Of course not. An important reason is that we persisted.

I want to tell you that starting a business is actually very simple. A strong desire is to say: what do I want to do? What do I want to change? After you think about it, you will stick to it.

Why is my motto "Never give up"? Because the biggest failure in this world is to give up, and giving up is actually the easiest. So what I want to say is that living is victory. The most painful thing in this world is persistence, and the happiest thing is persistence.

I always think that people are starting businesses all their lives. There used to be a slogan in Shenzhen called "Second Venture", but I don't quite agree with it. There is no way for the same group of leaders to start a business again, because you have been starting a business since one day.

When the internet entered the winter, we didn't have a brand at first, and secondly, there was very little money available. The whole market situation is not very good. Everyone turns around and runs as soon as they hear the Internet. At that time, many people came in and many people went out. I remember a young man who just entered the company. I told him that I hope to persist in the most difficult time and not give up. The young man said, "I remember I won't leave for five years." In the past five years, everyone who came with them has left. When he was about to hold on, I told him that I remembered what he said at that time. Now he has persisted, and he has achieved great success in both style and wealth.

On the Great Wall, we said that we would build the best company in the world founded by China people, so we should always remember this thing in the most difficult time.

I don't know how to define success, but I know how to define failure, and that is giving up. If you give up, you will fail; If you have a dream and you don't give up, you will always have hope and opportunity.

People should never forget their dreams on the first day. Your dream is the greatest thing in the world.

Life is an experience. Success lies in how much you have overcome and how many disasters you have experienced, not in what you have achieved. I hope that when I am 70 or 80 years old, I will tell my grandson how much your grandfather has experienced in this life, not how much he has achieved. I think everyone is the same. Life is beautiful. If we keep working hard and don't give up, we will have a chance.

Short-term passion is worthless, only lasting passion can make money.

E-commerce is a new field, and the most important thing for us is to always be passionate about what we love. It is not easy to be an e-commerce. I'm glad there are so many people here today. People who are engaged in the internet, especially those who have survived in recent years, have experienced too many things.

Never compare yourself with others. I never thought I was luckier than others. I may be more persistent than them. In the most difficult time, they couldn't hold on. I can hold on for a second or two.

I seldom stick to my point of view, and there is very little thing in 100. But some things, I patted my head, whatever I think is meaningful, I must stick to it.

It is not how great Alibaba is, nor how great Ma Yun is. For a long time, many people don't think highly of me and don't believe that the B2B model can make money. But we have always been optimistic about this industry and have never changed. In 2002, the network economy bubble burst, and many websites doing B2B trade fell down one after another, leaving only Alibaba. Whether it is the winter of the Internet or the bubble period, we are always determined to go all the way. Some people want to try many roads at night, and get up in the morning and take the original road, which is doomed to failure.

Step 2 concentrate on one thing

People should be focused. People will have more challenges if they go on all their lives. If you change every day, I will be afraid of you.

The world is not what you can do, but what you should do. Li Ka-shing once said that his diversification must wait for one or two to make money forever before he can wait for the third. Changjiang industry is his flagship, with which he has today.

There are no excellent ideas in this world, only down-to-earth results. It seems that creativity is very worthless, and what is really valuable and integrated is the value you create.

You can go out and look for a job now, and you can get three or five thousand yuan a month, but after three years, you have to find a job with such income. And now we only get 500 yuan's salary every month. Once our company is successful, we will never have to worry about economic problems again!

I don't know what Alibaba will look like in the future, but in the next three to five years, we will still develop our company around e-commerce. I don't think we can leave this center. 10 entrepreneurship tells me that you can never pursue fashion, and you can't follow suit just because something happens.

Dreams are not enough to get us far away, but those who reach far away must have dreams.

I don't think we should get up early to go to the late movie. I won't want to do nothing just because the stocks of Google and Baidu are rising. Just like four or five years ago, I didn't believe that short messages would change the Internet, and I didn't believe that games would change my life. I don't want my son to play games, and I don't want other people's sons to play games.

I firmly believe that e-commerce will affect China's economy. Due to the lack of credit system and network infrastructure, China will have a leap-forward development. Build yourself and pursue selflessness. You have your own personality, but you must forget yourself.

It's not where your company is, sometimes it's more important where your heart is and where your eyes are. Starbucks is not in new york, but in Seattle; KFC is not in new york, but all over the world. In the process of positioning, enterprises should understand whether their products can go that far, and whether they can go that far. It is a great challenge to go to another place to exchange another product, a new place and a new product. So, it's not necessarily big, but it must be done first. Starbucks has been selling coffee for two or three hundred years, 15000 stores all over the world. You must have unique ideas, and it is too late to promote them.

To start a business, you really need to know what problems you have solved and what unique value you have created.

The concept of this era is no longer marketable. Be sure to turn it into something concrete, even if it is small, concrete and detailed, and everyone will appreciate it. No matter what the purpose is, you must make your plan clear so that everyone can understand it.

From now on, we will do something big. Our B2B will bring a revolution to the Internet service mode!

I have changed a lot in these three or four years, but there is one thing I want to share with you, that is, the more difficult it is, the more I want to say that I am making progress. When everyone is in trouble, you should go forward bravely and endure for half a day, and then the road will open.

What are brands and enterprises? I live longer than others. You live, people die, you are the brand, it's as simple as that.

In fact, the biggest determination is not that I have great confidence in the Internet, but that I feel that doing something and experiencing it is a success. You go and have a rest. If not, you can turn around. However, if you don't do it, it's like "thinking about thousands of roads at night and taking the original road in the morning."

If a young man tells you what he is going to do today, and says he will do it three years later, and insists on doing it, then you must give this young man a chance.

3. Entrepreneurs just have to face difficulties.

Learn to warm your right hand with your left hand when you are in trouble. When you are happy, bring happiness to others; When you are unhappy, others will bring you happiness.

Happiness is an investment. If you are happy, share it with others, and then others will repay you one day. Doing a job and doing a job you like is a good start.

If you say on the first day of starting a business, I am here to enjoy the pain, then you will become very happy. When I was doing sales at 1992, I said that the optimism of starting a business is very important. Ten times the sales volume is zero, and it is really zero after going out. You are right. You should reward yourself.

Facing all kinds of uncontrollable changes, real entrepreneurs must know how to embrace optimistically and actively. Of course, change is often painful, but opportunities are often obtained in the pain of adapting to change.

I have experienced a lot of pain over the years, so I don't care if there will be more pain in the future. Anyway, I'll kill one.

People who have never experienced difficulties themselves will not overcome more difficulties. If you can help him once, it's hard to help him twice. People have to rely on themselves. In addition, remember that the world is full of love, care and concern, so he should think that what happened to him today is unfortunate, and there are many more unfortunate people than him.

There is nothing anyone can do about it. You have to understand for yourself, where am I going? What value can I create for society? When starting a business, colleagues may cry, and friends may cry; But I didn't, because tears are useless.

I told myself that I did the right thing. What I did was very difficult. Few people can do it, but I am willing to try. This is a critical point. Crossing this critical point-the most difficult darkness, you may see the dawn. The darkness before dawn is the hardest.

The most important and precious thing is that we have made many mistakes and taken many detours, which makes us more confident to face tomorrow's challenges.

Others didn't expect that running an internet company would be so painful. I am 20 times more psychologically prepared than this kind of pain, so I will not fail. As long as we face the reality and dare to admit our mistakes, there will always be ways to solve them.

Entrepreneurs must like something from the heart in order to do it well.

From the first day of starting a business, you have to face difficulties and failures every day, not success. My most difficult time has not come yet, but it will come one day.

You can't avoid difficulties, and you can't let others carry them for you. Nine years of entrepreneurial experience tells me that I have to face any difficulties by myself. Entrepreneurs have to face difficulties.

Happiness is not a concept, and concept has never been the core competitiveness of an enterprise. Any entrepreneur should always be smiling. It is hard to imagine that a painful face can bring happiness to people. So happiness needs to be displayed, and you should show your happiness.

Entrepreneurs are happy, and entrepreneurs have teams. It is terrible to walk alone in the dark, but it is happiness and courage for so many people to walk hand in hand.

Entrepreneurs have no first, no second, no big, no small, and everyone is on the same starting line.

4. scold them because I love them

Others think I speak harshly, drill more and write more sharply. Because I don't think entrepreneurs need to listen to good words, entrepreneurs need to listen to the truth, which is what I want to say. Those who give us private advice and point out our mistakes are our true friends.

If you want to hear a lie, I can tell you that it is very hypocritical and illusory; But I believe that all young people like me want to hear the truth.

The hardest thing in the world is telling the truth, and the easiest thing is telling the truth. When you tell them the truth, they will listen. Therefore, I always go to Harvard for an MBA and scold some people every time. I scold them because I love them. If I don't even scold, I just don't love them.

Business education to cultivate MBA, the first thing to do is to be a man.

I hope to share Alibaba's six-year experience, six-year mistakes and many things in the past six years. I don't want to see many companies succeed today and fail tomorrow. What outsiders see is when entrepreneurs are brilliant. In fact, who knows the price they pay? What we have experienced and what we have seen is only 20% brilliant and 80% difficult. Since 1956, we have been bumpy all the way and have no glorious past. Every day, every step, every decision is difficult. In the eyes of others, we have developed so fast this year. In fact, we have accumulated five years of experience in this year, which is more than what others have paid in 10.

If 100 people start a business, 95 of them may fail, and the remaining 5 people, 4 of whom we have watched him fail, 1 is the one who may succeed. So failure is a problem that most entrepreneurs will encounter.

I think entrepreneurs should know such a state: stick to it painfully and die happily. The process of starting a business is painful. You should constantly overcome one difficulty after another and achieve greater success. A hundred years later, when you die, you will feel very happy: I have struggled all my life and I have been happy all my life.

From the first day of starting a business, any entrepreneur should be psychologically prepared to think about what he will face in the next 10 and 20 years every day. Remember, the misfortune you have encountered is only a small part of the difficulties you have encountered in these decades.

An excellent CEO and leader, when showing employees a bright future, must let them see what the future disaster is. Think clearly about the future disaster, and you can survive the future disaster; If you don't think clearly, think about it every day, and generally close the door.

The best university for entrepreneurs is the Social University.

Entrepreneurs are often pioneers. You have learned a lot in MBA, which may not enable you to start a business. The greatest happiness of entrepreneurs is to learn and improve in the process of starting a business.

Many times, entrepreneurs start a business because they don't know, and when you know, you don't start a business. Therefore, it doesn't matter that entrepreneurs don't read many books, but they are afraid of not reading in society.

Sometimes a high degree of education may not make you settle down and do things. I think getting a doctorate is just the beginning of the real life exam. Doctoral students do three more simulation questions than graduate students, and graduate students do two more simulation questions than undergraduate students.

I don't read much by myself, and the best university for entrepreneurs is social university. I found that no matter how high the degree is, no matter how famous the school is, it doesn't seem to be very smart. So I give you this advice, and junior high school students are also quite good. The key is that we have learned more in social entrepreneurship universities than others. But learning must be summarized, and it is impossible without summary.

Actually, when I started my business at the age of 30, when I left the university, I had an idea that I would start my business in 10 and then go back to school to teach. This has always been my dream. I made a mistake at that time. I thought it was too easy to start a business.

In fact, it is very difficult to start a business, and it is even more difficult to start a great enterprise. The price you have to pay is very, very big. At that time, it was easy to say that I could go back to 10. In fact, this is a mistake.

I had an argument with Professor Zhang from Peking University. First of all, I admit that my level is relatively poor. I fired 95% of my MBA. Are they not wrong? How is it possible that I fired 95%? There must be some mistake. Because when these MBAs come in and tell you that your annual salary is at least100000, they are all strategies. Every time I listen to those experts talk about MBA, my blood is boiling, and then I don't know where to start.

A few days ago, I organized some executives of the company to look at the historical sky. This is a good TV play, which tells the story of how a farmer gradually grew into a general. The protagonist Jiang Daya was almost a bandit at first, but through continuous study and practice, he not only learned guerrilla warfare, large-scale combat and mechanized combat, but also integrated his own innovation and eventually became an invincible general. Like many small and medium-sized enterprises, Alibaba also hopes that employees will continue to transform, learn and innovate like Jiang Daya, so that enterprises can continue to grow.

I sent a colleague to study for an MBA three years ago. I told him that if you forget what you learned after graduation, you have already graduated. If you still think about what you have learned every day, you haven't graduated yet. Learn the knowledge of MBA, but jump out of the limitations of MBA.

Don't be afraid of the distance between people. The key is to see the distance between people. Only when you see the distance can you have the goal and direction of your efforts.

I found that the top three people in universities are often unsuccessful in society, while about ten people are very successful in society.

People's life is for a failure and a success, so failure and success are not accidental, but accumulated bit by bit, at the right time, do the right thing and use the right person. I am lucky to use a lot of suitable and excellent people.