Grade 1, SBF, NSYSU 一年級，SBF，國立中山大學

Data management, yeah. Digital it's all about data, right? So how do you manage data? We are, we used to have small data, right? The database, data warehouse, right? Even though they cost a lot, you know, and to us that a lot of data, right? But compared to big data, that's nothing.
數據管理，是的。數位化一切都與數據有關，對吧？那麼你如何管理數據？我們曾經有小數據，對吧？數據庫，數據倉庫，對吧？即使它們的成本很高，你知道，對我們來說那是很多數據，對吧？但與大數據相比，那根本算不了什麼。

But as we move forward, we realize that small data is as important as a big data because this data are the real data that our customers have, right? When they engage with our produce those small data, and and so those are high value data, right? So those are.
但隨著我們的前進，我們意識到小數據與大數據同樣重要，因為這些數據才是真正的客戶數據，對吧？當他們與我們的產品互動時，這些小數據就會產生，因此這些都是高價值數據，對吧？所以這些就是。

As important as quick data that cover, you know, the, everybody.
快速數據的重要性不亞於涵蓋所有人的需求。

But both are important. Yeah, but you know we need to worry about both. And we traditionally we know how to deal with the database in their warehouse and mostly their warehouse are used for producing reports for executives, right? For them to make decision. But as we move.
但兩者都很重要。是的，但你知道我們需要關注兩者。傳統上，我們知道如何處理數據庫及其倉庫，而他們的倉庫主要用於為高層製作報告，對吧？讓他們做出決策。但隨著我們的進步。

Area, right? Our process need to make lots of decisions and some of those can be automated to improve the efficiency, right? Although the costs or in in our empower our employees to perform better, right? And those need to be, those.
區域，對吧？我們的過程需要做出很多決策，其中一些可以自動化以提高效率，對吧？雖然成本或在於授權我們的員工表現得更好，對吧？而這些需要是，那些。

Need to be analyzed and they may not be relational data. They maybe something else, could be social data, could be text based data, could be images voice, right? And all those all need to be handled, and those may not be what we deal with traditionally, especial.
需要進行分析，並且它們可能不是關聯數據。它們可能是其他類型的數據，可能是社交數據，可能是基於文本的數據，可能是圖像或聲音，對吧？所有這些都需要處理，而這些可能不是我們傳統上處理的內容，特別是。

A lot of those are cloud based, right? Mobile phone based we used to, you know, reframe ourselves from touching those data, but now we must deal with that. So that's also part of the transformation, ok? So actually I think you guys covered most of this, right? But nobody.
很多這些都是基於雲端的，對吧？我們過去在手機上曾經避免接觸那些數據，但現在我們必須處理這些。因此這也是轉型的一部分，好嗎？所以其實我覺得你們已經涵蓋了大部分內容，對吧？但沒有人。

Talked about regulatory compliance, which is also important because we are in the financial industry, which is one of the two highly regulated one of the three highly regulated industries. What are the other two?
談到了監管合規性，這也很重要，因為我們處於金融行業，這是三個高度監管行業中的兩個之一。那另外兩個是什麼？

I'm sorry? No, semic conductor is not ididregulated. It maybe in the future because of the Chinese and American tradewards but right now it's not highly regulary. They don't need to comply to all these regulations that.
抱歉？不，半導體並不是受到高度監管的。未來可能會因為中美貿易戰而受到影響，但目前並不是高度監管的。他們不需要遵守所有這些規定。

Only in the financial financial industry need to be compliant and also the PSMC when they choose this chairman, they don't need to talk to the Minister of Economy Affair. They can pick whoever they want, but in financial industry you need to get the FSC approval.
只有在金融業需要遵守規範，當他們選擇這位董事長時，PSMC 不需要與經濟部長交談。他們可以選擇任何人，但在金融業中，您需要獲得 FSC 的批准。

Because we are the trusteeth party. We need to comply with all the regulations. And the other two industry are the healthcare and the Telecom because they are specific healthcare because they have very highly sensitive data, Telecom because they are like.
因為我們是受託方。我們需要遵守所有的法規。其他兩個行業是醫療保健和電信，因為醫療保健行業有非常敏感的數據，電信行業則是因為他們的特性。

The effect phone of the society. Propose are highly regulated but not a strongly regulatedness. Nancial industry. But financial industry because of the regulation we enjoy some.
社會的影響電話。提案受到高度監管，但並不是強烈的監管。金融行業。但由於監管，金融行業讓我們享受到一些好處。

Privilege that we can raise fund and we can have laverage, insurance insurance company can have leverage up to twenty times of their capital. And if you are regular company that gets semiconductor company, right? It's one to one, right? There's no way you can leverage more than one to one.
我們可以籌集資金的特權，以及我們可以有槓桿，保險公司可以有高達其資本二十倍的槓桿。如果你是一家普通的半導體公司，對吧？那就是一比一，對吧？你不可能有超過一比一的槓桿。

Banks maybe ten times, right? But financial, because of regulation, we have some privilege as well. And also if somebody else try to use the privilege that they don't have, is a financial crime in any country that's severely punished at least.
銀行可能是十倍，對吧？但金融方面，由於監管，我們也有一些特權。而且如果其他人試圖使用他們沒有的特權，在任何國家這都是金融犯罪，至少會受到嚴厲懲罰。

Years, right? So, so those are, you know, the responsibility also come with some great pictures, ok?
年，對吧？所以，這些責任也伴隨著一些很棒的照片，好嗎？

And another thing that we haven't talked about, right? Well, customer expectation or experience, because the customer immersed in the digital era, they would expect their banks, they choice company in their security would impress the digital technology as well. So they their experience can be.
還有一件我們還沒談到的事情，對吧？那就是客戶的期望或體驗，因為客戶沉浸在數位時代，他們會期望他們的銀行和他們選擇的公司在安全性上也能給人留下深刻的數位科技印象。因此，他們的體驗可以是。

Much better, ok? And then network effect we talked about it last week, right? Because we want to, you know, look after all these benefits of this whole technology, but one of the biggest benefits is the network effect. That means that the more people use it, the more people join, the more effect.
好多了，對吧？然後我們上週談到的網絡效應，對吧？因為我們想要，您知道，關注這整個技術的所有好處，但其中最大的好處之一就是網絡效應。這意味著使用的人越多，加入的人越多，效果就越大。

Individual contribution will be or the value of each individual will be. So this is certainly something that.
個別貢獻將是或每個個體的價值將是。因此，這無疑是某件事情。

We want to embrace, right? So all this reason is important for us to embrace the digital technology, ok?
我們想要擁抱，對吧？所以這一切的理由對我們擁抱數位科技是重要的，好嗎？

And when we use digital technology, we need to think about transformation because if you just focus on the digital technology, then we will get into the traditionals of the transformation and, you know.
當我們使用數位技術時，我們需要考慮轉型，因為如果你只是專注於數位技術，那麼我們將陷入轉型的傳統中，你知道的。

Say eighty four percent. 說八十四百分之。

And usually they are very expensive because this technology is not cheap, right? Because like everybody is talking about generating AI. You know that OpenAI spend more than five hundred million USD which is trying one version of their, their check to be right tpp.
通常它們非常昂貴，因為這項技術並不便宜，對吧？因為每個人都在談論生成 AI。你知道 OpenAI 花費超過五億美元來嘗試他們的一個版本，試圖讓它正確。

TPP four took more than five hundred million and TP four oh.
TPP 四超過五億，TP 四零。

Right, so that's why they got ten billion dollars from Microsoft and then within a year they look for money again because they spent the money, right? So, so that's the digital technology I'm expensive. So we will talk about later in the past that you need to worry about the our eyes.
對，這就是為什麼他們從微軟那裡獲得了十億美元，然後在一年內又尋找資金，因為他們花光了這筆錢，對吧？所以，這就是數位科技的昂貴之處。我們稍後會談到過去你需要擔心我們的眼睛。

Everybody's say we must do generate the air, otherwise we will be, you know, far behind our competitors. But frankly jump into the freight and spend all the resource on the AI may not be your best strategy, you need to look at your individual company's ca.
每個人都說我們必須產生空氣，否則我們將會，您知道，遠遠落後於競爭對手。但坦白說，跳入貨運並將所有資源投入到人工智慧上可能不是您最好的策略，您需要考慮您個別公司的能力。

Abilities, your situation, your customers, to decide what would be the best strategy for your company, what should you do for your company so that you can be competitive but also, you know, have put our eyes. And our may not be, you know, money into the values. It could be something else.
能力、您的情況、您的客戶，以決定對您的公司來說最佳的策略是什麼，您應該為您的公司做什麼，以便能夠具競爭力，但同時，您知道，將我們的目光放在其他地方。我們可能不會，您知道，將金錢投入價值觀。這可能是其他的東西。

Like competitiveness or you know attract new customers, and they may not give you the profit now, but they may give you property five years down the road, which is also important. And in this class, we will learn how do you measure those.
像競爭力或吸引新客戶，他們現在可能不會給你利潤，但五年後可能會給你資產，這也是重要的。在這堂課中，我們將學習如何衡量這些。

Why is measurement important?
為什麼測量很重要？

If you go major it, right?
如果你主修它，對吧？

We don't have evidence to prove that the project is successful or not. And then the management will use the toughest and in time measurement to measure you. So if you have not come to agreement with the management when you lunch the initia.
我們沒有證據證明該項目是否成功。然後管理層將使用最嚴格的時間衡量標準來評估你。因此，如果你在啟動初始階段時尚未與管理層達成一致。

You will be major with arbitrary measurements that your manager later in your project, which you may not have the flexibility to change and then the new measurement will just kill your project, right? So it's very important to define the measurement measureable goals.
您將會面臨任意的測量標準，您的經理在項目後期可能會要求這些標準，而您可能沒有靈活性去更改，然後新的測量標準將會毀掉您的項目，對吧？因此，定義可測量的目標是非常重要的。

At the beginning, right? Even if it's intangible values to still need to try to figure out how to measure that intangible value. And sometimes value maybe more important than the tangible value. So if you are going to spend millions of dollars of your company's resource, then you need to testify.
一開始，對吧？即使是無形價值，仍然需要嘗試找出如何衡量這種無形價值。有時候，價值可能比有形價值更重要。因此，如果你要花費數百萬美元的公司資源，那麼你需要證明。

By getting your executive that in one year you will get what in three years you will get what? In five years you will get what? Okay, you yourself, I can, you know, start, right? Because start futually need to face the.
透過讓你的高層知道，在一年內你將獲得什麼，而在三年內你將獲得什麼？在五年內你將獲得什麼？好吧，你自己，我可以，你知道，開始，對吧？因為開始未來需要面對。

The judgment, right? Between seven years when the BC who invest in mature need to exit, but actually it's not true. The staff need to face judgment in every run of their funding runs, ok? When they're looking for money, then prove what they have gotten.
判斷，對吧？在七年之間，當投資於成熟企業的風險投資者需要退出時，但實際上這並不是真的。員工需要在每次資金運作中面對判斷，好的？當他們尋找資金時，然後證明他們所獲得的。

And what they promise and what they delivered, ok? So view itself as the internal startup, right? You need to face those judgments as well. Okay, so judgment day is not five year standalone, could be every year you will apply for the survival, your.
他們所承諾的和他們所交付的，明白嗎？所以要把自己視為內部創業公司，對吧？你也需要面對這些評價。好吧，評價日不是五年獨立的，可能每年你都需要申請生存。

And even if you're not the project leader, you still need to help your manager to survival of your project. Otherwise you may lose your job, right? So those are important as well. And also as a company leader, you, you realize that you have the resource, right? So if you invest.
即使你不是專案負責人，你仍然需要幫助你的經理確保專案的生存。否則你可能會失去工作，對吧？所以這些也很重要。此外，作為公司的領導者，你意識到你擁有資源，對吧？所以如果你投資。

My skip, right? So you move money from other projects to this project, it's competitive.
我的跳過，對吧？所以你將其他項目的資金轉移到這個項目上，這是有競爭力的。

So you want to make sure that the project benefit would. Justify the investment. That's why we need to look at the transformation. If there's no project like the boss said you do this project, then you start to do the project, those days are long done, right? Because like in the past, the CIO.
所以你想確保項目的收益能夠證明投資的合理性。這就是為什麼我們需要關注轉型。如果沒有像老闆所說的那樣的項目，你就開始進行這個項目，那些日子早已結束，對吧？因為在過去，CIO。

Boss, we need to upgrade our whole system. Our boss say how much money do we need to spend? Yeah how is that.
老闆，我們需要升級整個系統。我們的老闆說我們需要花多少錢？是啊，這樣怎麼樣。

Two hundred million. 兩億。

But so expensive but they do realize that changing the processing is expensive, right? And they might go to the board and ask for the money.
但是這麼貴，但他們確實意識到更改處理過程是昂貴的，對吧？他們可能會去董事會請求資金。

And never ask for the benefit of upgrade. That happen all the time, right? Spend so much money without realizing the. Because if you are doing exactly the same thing, right? Your ROI will not increase, but your costs will increase. So.
並且永遠不要要求升級的好處。這種情況經常發生，對吧？花了這麼多錢卻沒有意識到這一點。因為如果你做的事情完全相同，對吧？你的投資回報率不會增加，但你的成本會增加。所以。

You need to worry about what do I change when I implement this costly project, right? Do I change the business model? Do I change the process? Do I change the system, do I change the integration with my partners? Do I change my experience, my customer's way help? You need to pay for those.
你需要擔心在實施這個昂貴的項目時我該改變什麼，對吧？我需要改變商業模式嗎？我需要改變流程嗎？我需要改變系統嗎，我需要改變與合作夥伴的整合嗎？我需要改變我的經驗，我的客戶的幫助方式嗎？你需要為這些付出代價。

Otherwise, Your will be zero. Oh negative because you spend money on this project, right? In my experience, many companies financial not. They worry about whether I need to do this because everybody else was doing, right? But they didn't worry about what.
否則，您的將是零。哦，負數，因為您在這個項目上花了錢，對吧？根據我的經驗，許多公司的財務狀況並不好。他們擔心我是否需要這樣做，因為其他人都在做，對吧？但他們並不擔心什麼。

This project would bring. And that's why this cost is important, ok?
這個項目將帶來。因此這個成本是重要的，明白嗎？

Okay so. 好的，所以。

There are many challenges that the digital transformation were faced or any new projects were faced, right? So one, you know, the someone relations, when you change something regardless business model process or the revenue model or whatever.
數位轉型面臨許多挑戰，或者任何新項目都會面臨挑戰，對吧？所以，有一個，您知道，當您改變某些東西時，無論是商業模式、流程還是收入模型或其他。

Even if it's internal process, the change because your employee will behave differently, right? So how do you manage the customization relationship, right? And usually when we do digital.
即使是內部流程，因為你的員工會有不同的行為而產生變化，對吧？那麼你如何管理定制關係呢，對吧？而通常當我們進行數位化時。

Projects, we want to increase the intimacy with our customers. Because now we know update about the customers, we can be a lot more proactively to provide service to them, provide better services, and increase our relationship meaning increase the inter.
專案，我們希望增強與客戶的親密度。因為現在我們了解客戶的最新情況，我們可以更主動地為他們提供服務，提供更好的服務，並增進我們的關係，意味著增強互動。

Increase the revenue for us, right? So managing the customer is very important. And also because the customer now have multiple devices, you know, they use web, they use mobile phones, they use lots of different things.
增加我們的收入，對吧？所以管理客戶是非常重要的。而且因為客戶現在擁有多個設備，你知道，他們使用網頁，他們使用手機，他們使用很多不同的東西。

And sometimes they use other companies applications and so they demand demand and omni channel experience. That means integrate experience that regardless where they come in, would provide the same experience for them. So it would be very small rather than disjoint services, ok?
有時候他們會使用其他公司的應用程式，因此他們要求全方位的體驗。這意味著整合體驗，無論他們從哪裡進入，都能為他們提供相同的體驗。因此，這將是非常小的，而不是分散的服務，明白嗎？

And also the young people like you guys.
而且年輕人像你們這樣。

Don't have brand lawyers, right? But you in my years, you know, like, like people at my age, they use both or they go to for Tai or tell phone, and for life they go to those banks, they never change. But now today like everybody had full credit cards, right?
沒有品牌律師，對吧？但是在我這些年裡，你知道，像我這個年齡的人，他們使用兩者，或者去泰國或打電話，然後在生活中他們去那些銀行，他們從不改變。但現在今天，像每個人都有全額信用卡，對吧？

So which card do you use.
你使用哪張卡？

The one who offer the most rewards, right? Even if it's your company's credit card, right? If somebody else overpaid a rewards, use those, right? Then your own companies, right? So loyalty is.
提供最多獎勵的人，對吧？即使是你公司的信用卡，對吧？如果其他人支付了過多的獎勵，就用那些，對吧？然後是你自己的公司，對吧？所以忠誠就是。

Of the past. But that was not exactly true.
過去的事。但這並不完全正確。

The customer will be loyalty to continue provide the most intimate and best service to them. So the loyalty need to be earned rather than given, ok? And many companies, they took customer relationships even. So.
客戶將會忠誠於繼續提供最親密和最佳的服務給他們。因此，忠誠需要贏得而不是給予，明白嗎？而且許多公司甚至重視客戶關係。所以。

You will realize that like my insurance company, I recently changed my car insurance company. My insurance rate.
你會發現，就像我的保險公司一樣，我最近更換了我的汽車保險公司。我的保險費率。

Because they took me like a skin, right? Because I haven't haven't changed my insurance company for almost thirty years. So my rate continued actually every year they increased a little bit, right? Two percent three percent but after thirty years, it becomes like crisis as much.
因為他們把我當作一個皮膚，對吧？因為我幾乎已經快三十年沒有更換我的保險公司了。所以我的費率實際上每年都會增加一點，對吧？兩個百分比、三個百分比，但三十年後，這就變得像危機一樣。

The competitors, right? That's what the customer has a given, which is not a good thing. And so, you know, I talked to my friend and they said, oh, my new car, you know, actually more expensive than mine, but they were paying much less than me. So then I talked to ensuring company and they said, well, we didn'.
競爭對手，對吧？這就是客戶所擁有的，這並不是一件好事。所以，你知道，我跟我的朋友談過，他們說，哦，我的新車，實際上比我的貴，但他們支付的卻比我少得多。然後我跟保險公司談了，他們說，好吧，我們沒有。

Raise your rate. It's, you know, across the board increase, right? So then I talk to other insurance companies I can.
提高你的費率。這是，您知道的，全面的增加，對吧？所以我可以和其他保險公司談談。

Okay, so a lot of company were like this. Is it by design which is not good, ok?
好的，很多公司都是這樣。這是故意的，這樣不好，對吧？

And also because of the, you know, the digital transformation, we need to provide, you know, different services and that means ourselves need to be changed, right? So we need to be much more flexible customize digital experience.
而且因為數位轉型，我們需要提供不同的服務，這意味著我們自己也需要改變，對吧？所以我們需要更加靈活地定制數位體驗。

And and also even more importantly, you know, the banks is typical at reactive business. That means the customer prepare all the documents, right? And they come to your branch and they say I want to take our along, right? And then you evaluate.
而且更重要的是，銀行通常是一個反應式的業務。這意味著客戶準備好所有文件，對吧？然後他們來到你的分行，說我想要貸款，對吧？然後你進行評估。

Evaluate the credit rating, the risk management, et cetera, and then you set, I cannot provide service to you, sorry. Right? Or I can provide this much to you, not as much as you expected, right? Which is reactive services, right? We are the banks, right?
評估信用評級、風險管理等等，然後你設定，我無法為你提供服務，抱歉。對吧？或者我可以提供這麼多給你，沒有你預期的那麼多，對吧？這就是反應性服務，對吧？我們是銀行，對吧？

So you different to me, you come to me asking me to agree to serve you that's a reactive model. But today they arenatives, right? Just like my insurance company, they are alternatives and and so that's what does not need to just follow you, ok? And.
所以你和我不同，你來找我要求我同意為你服務，這是一種反應模型。但今天他們是原住民，對吧？就像我的保險公司，他們是替代方案，因此這並不需要只是跟隨你，好嗎？而且。

And today there are some other mechanisms, right? Like in China, right? My team and finance. Much faster and better service to their customers and better than the bank. So the banks has to work with them to provide long to their customers.
今天還有其他一些機制，對吧？比如在中國，對吧？我的團隊和財務。為他們的客戶提供更快、更好的服務，甚至比銀行還要好。因此，銀行必須與他們合作，為他們的客戶提供貸款。

Because they have better data. They are much faster, you know, that in seconds the money will move into the customer's account, right? A bank typically, you know, two to three weeks or more to approve that long. So, and those are changing. So we need to.
因為他們擁有更好的數據。他們的速度更快，你知道，錢會在幾秒鐘內轉入客戶的帳戶，對吧？一家銀行通常需要兩到三週或更長時間來批准這一切。所以，這些都在改變。我們需要這樣做。

Change our mindset from reaction proactive. Can you give me an example of proactive financial service?
將我們的思維從反應轉變為主動。你能給我一個主動金融服務的例子嗎？

Anyone? 有人嗎？

What is practice. 實踐是什麼。

Anticipate our customers issue problems and help them to solve those problems, right?
預測我們客戶的問題並幫助他們解決這些問題，對吧？

That's ok, so that's one big step, right? Know your custom, right? Because only in financial industry, know your customer is not knowing your customer. It's trying to figure out whether this guy is launching, you know, money laundry or doing something illegal, right? That's not your customer.
沒問題，那這是一個大步驟，對吧？了解你的客戶，對吧？因為在金融行業中，了解你的客戶並不是了解你的客戶。這是在試圖弄清楚這個人是否在進行洗錢或做一些非法的事情，對吧？那不是你的客戶。

In every other industry, know your knowing what they like, what they do, what they need. Right, but financial industry need to know then that as well, right? In reactive financial we don't need to worry about those. They will come to us, right? But in proactive finance, we need to know what they need. What they are.
在其他行業中，了解他們喜歡什麼、他們做什麼、他們需要什麼是很重要的。對，但金融行業也需要了解這些，對吧？在被動金融中，我們不需要擔心這些。他們會主動來找我們，對吧？但在主動金融中，我們需要知道他們需要什麼。他們是什麼。

What they want, what they need may not be the same thing, but this three things may not be aligned, and we need to figure out, you know, and then figure out how to solve their problems, either financial problem or other problems like health problems, right? So insurance company does not just worry about your.
他們想要的和他們需要的可能不是同一件事，但這三件事可能不一致，我們需要弄清楚，然後找出解決他們問題的方法，無論是財務問題還是其他問題，比如健康問題，對吧？所以保險公司不僅僅擔心你的。

When you buy your plan, but worry about how do I make you healthier so that I don't need to pay up, right? So, so they are insurance policies, they encourage the users to take a more active lifestyle to improve their health, right? Then they save money. The insurance company will.
當你購買計劃時，但擔心我該如何讓你更健康，以便我不需要支付，對吧？所以，它們是保險政策，鼓勵用戶採取更積極的生活方式來改善健康，對吧？然後他們省錢。保險公司會。

By doing that. 透過這樣做。

And for banks, I know that, you know, this people may need to bring comments or they need to buy a house. They have a living problems, right? They need, they have a housing problems, but can we help them.
對於銀行來說，我知道這些人可能需要提出意見或他們需要購買房屋。他們有生活上的問題，對吧？他們需要，他們有住房問題，但我們能幫助他們嗎？

In solving their housing problems regardless where they want to brand or buy, right? If we can do that, we are doing proactive finance, right? And like in finance, they analyze the merchants on, you know, are the.
在解決他們的住房問題時，不論他們想要品牌或購買哪裡，對吧？如果我們能做到這一點，我們就是在進行主動金融，對吧？就像在金融中，他們分析商家，您知道的，是否是。

Or, right? He analyzed their business and know that when they need finance. That's why they can do the seconds long approval because they already studied and they know how much they need and they know how much it's a good amount to then these guys so they can instantly.
或者，對吧？他分析了他們的業務，知道他們何時需要資金。這就是為什麼他們能夠在幾秒鐘內批准，因為他們已經研究過，知道他們需要多少，並且知道這對這些人來說是一個合適的金額，因此他們可以立即處理。

Give them money. Those are proactives, ok? And more and more the financial new need to move into that model, ok?
給他們錢。那些是主動的，明白嗎？而且越來越多的金融新興需要轉向那個模式，明白嗎？

And and in order to do that, we need to understand customer needs and components, right? And how do you do that?
為了做到這一點，我們需要了解客戶需求和組件，對吧？那你怎麼做到的？

And yes, analyzer data that you didn't have before, right? And, and figure out how to leverage those data, how to use those data to shoot your purpose, ok?
而且是的，您之前沒有的分析器數據，對吧？然後，弄清楚如何利用這些數據，如何使用這些數據來達成您的目的，好嗎？

But in doing that, then we have the problem of legacy issues or systems are not designed like that, right? They are not easily integrate. They are difficult to, you know, you know, before you use to extract data from the system. But once you.
但這樣做的話，我們就會面臨遺留問題或系統並不是這樣設計的，對吧？它們不容易整合。它們很難，你知道，以前你需要從系統中提取數據。但一旦你。

You extract then they're out there, right? What do you maintain the real time sync synchronization of the data that you use, right? The data that you analyze, Otherwise you might analyze the past data rather than the current data. But because ETA is so expensive.
你提取後他們就在那裡，對吧？你如何維持你所使用的數據的實時同步？你分析的數據，否則你可能會分析過去的數據而不是當前的數據。但因為 ETA 是如此昂貴。

You cannot do that all the time. So you need to figure out how do you get real time data, right? But also the corporate culture is the biggest challenge, right? You know, people don't want to change. That's why we need transformation. Otherwise there's no need for transformation. If everybody is so flexible, then we can immediate.
你不能一直這樣做。所以你需要弄清楚如何獲取實時數據，對吧？但企業文化是最大的挑戰，對吧？你知道，人們不想改變。這就是為什麼我們需要轉型。否則就沒有轉型的必要。如果每個人都這麼靈活，那我們就可以立即行動。

Implement what we need to do, right? And the biggest challenge is the culture, right? Change the behavior.
實施我們需要做的事情，對吧？最大的挑戰是文化，對吧？改變行為。

And it's inherently hard. Okay, so when I first came back to Taiwan, my colleague told me that transformation is like change head, which is impossible.
而這本質上是困難的。好吧，當我第一次回到台灣時，我的同事告訴我，轉型就像換頭，這是不可能的。

So what do you do when you face within us for problem.
當你面對我們內部的問題時，你會怎麼做？

Very good, right? You need to identify, you know, which is called divine conquer, right? Any problem solving is the same. When the problem is too complex to solve, divide and individually, right? So, you, you cannot ask, you know, an elephant to dance.
非常好，對吧？你需要識別，你知道，這被稱為神聖征服，對吧？任何問題解決都是一樣的。當問題過於複雜無法解決時，分開並單獨處理，對吧？所以，你不能要求，你知道，讓大象跳舞。

Tomorrow, but if you step by step, which is how we done the dance anyway, right? So slowly and then increase the speed of adoption, eventually there will be there. They maybe better than you at the end, right? So you need to figure out how to.
明天，但如果你一步一步來，這就是我們跳舞的方式，對吧？所以慢慢來，然後逐漸提高採用的速度，最終會到達那裡。他們可能在最後比你更好，對吧？所以你需要弄清楚怎麼做。

Change the corporate, which is very important. It's hard to, it's a great thing, which is how a company become high performance, but every employee knows what to do when they need to do that, right? But they also become the biggest breaks, you know, like break that resist the.
改變企業，這是非常重要的。這很難，這是一件偉大的事情，這就是一家公司如何成為高效能的，但每位員工都知道在需要時該怎麼做，對吧？但他們也成為了最大的障礙，你知道的，就像抵抗的障礙。

And which will make your task much harder, ok? And that's what transformation you worry about, ok?
而這將使你的任務變得更加困難，明白嗎？這就是你所擔心的轉型，明白嗎？

Opportunity costs, who can tell me what opportunity costs means.
機會成本，誰能告訴我機會成本的意思。

What is opportunity cost.
機會成本是什麼。

The same time, what else need to do?
同時，還需要做什麼？

Somewhat closed but not exactly.
有些封閉但不完全是。

What I mean by opportunity. Anyone else.
我所說的機會。其他任何人。

Cause of what. 原因是什麼。

Most of not doing that. Most of not doing the things that you need to do, that's ok. So when you have an opportunity, you can take the opportunity and do it. Or you decide not to do it. Then you ensure the opportunity cost.
大多數情況下不這樣做。大多數情況下不做你需要做的事情，這是可以的。所以當你有機會時，你可以把握機會去做。或者你決定不去做。然後你就要承擔機會成本。

So that, you know, you know, when you need to.
所以，你知道，你知道，當你需要的時候。

Upgrade your system, right? And you say, oh, what's too much money, let's do it next year. Okay, there's an opportunity for not doing it until next year. Okay, so when everybody else was working on AI and you are not, right? Then the cost is that your customers may feel that the other competitors.
升級你的系統，對吧？然後你說，哦，這太貴了，我們明年再做吧。好吧，有一個不在明年之前做的機會。好吧，當其他人都在研究人工智慧而你沒有的時候，對吧？那麼成本就是你的客戶可能會感覺到其他競爭對手。

Service are better than you, and then they move to other companies and and that's your opportunity cost, ok? So a lot of time people because of opportunity costs they decide to do something that they shouldn't do, ok? But also other times because opportunity.
服務比你更好，然後他們轉到其他公司，這就是你的機會成本，明白嗎？所以很多時候，人們因為機會成本決定去做一些他們不應該做的事情，明白嗎？但有時候也是因為機會。

They delay or refuse to do what they need to do. Okay, one example is the IBM kitting the workstation business in ninety eighty two, because the opportunity cost is so high and they're I'm sorry, the cost of doing it is so.
他們延遲或拒絕做他們需要做的事情。好吧，一個例子是 IBM 在一九八二年組裝工作站業務，因為機會成本如此之高，而他們，我很抱歉，做這件事的成本是如此。

Because they would damage their existing most profitable business. So they decide to not to do it and there's tons of the opportunities for us is even higher by the company almost went up business, right? So, that's something that we need to worry about, right? Anytime we worked on.
因為他們會損害現有最有利可圖的業務。因此，他們決定不去做，而對我們來說，機會的數量甚至更高，因為公司幾乎要倒閉了，對吧？所以，這是我們需要擔心的事情，對吧？每當我們工作時。

Something that's important, right? Strategic projects, we need to worry about.
重要的事情，對吧？我們需要關注的戰略項目。

What's the cost and what's the opportunity cost of not doing something. Another time you need to compromise, right? We may not have the resource to do the whole thing, so we might take the eighty twenty rules. What's eighty twenty dollars?
成本是多少，不做某事的機會成本又是多少。另一個時候你需要妥協，對吧？我們可能沒有資源去做整件事，所以我們可能會採用八二法則。八二法則的金額是多少？

There are things that may pick up eighty percent of your resource again, twenty percent of the value, all they are things that might take you twenty percent of the resource but give you eighty percent of the value. So you need to avoid the bottle former and do the data, right.
有些事情可能會再次佔用你八十%的資源，卻只帶來二十%的價值，所有這些事情可能會佔用你二十%的資源，但卻能給你八十%的價值。因此，你需要避免瓶頸，並做好數據。

Right, so we will so the eighty percent eighty twenty percent do it meaning that you focus on the most critical that give you the most benefit and they may not be the hardest. That's why they are the They only twenty percent. So some are low hanging fruits, right? And some are easy to do, but I've pick.
對，這樣我們將採用八成二成的原則，這意味著你要專注於那些最關鍵的部分，這些部分能給你帶來最多的收益，而它們可能並不是最難的。這就是為什麼它們只有那二十個百分比。所以有些是低垂的果實，對吧？而有些是容易做到的，但我已經選擇了。

Benefits and another time the customer experience belong to that area, right? It's less difficult to do, but.
好處和客戶體驗屬於那個領域，對吧？這樣做不那麼困難，但。

Because most directly impacting your customer relationships if you.
因為這會直接影響到您的客戶關係。

And and and also I mentioned last time that the most the high performance company, they all have this point where they become the most efficient, right? And that's based on the past experience. But when the environment change, if you.
而且我上次提到過，所有高效能的公司都有一個點，使它們變得最有效率，對吧？這是基於過去的經驗。但是當環境改變時，如果你。

You stay in that past experience, you will no longer be most efficient, right? But because of the culture and the laziness of people, right? People's nature, they want to stay there and and that will costly, right? That were also produce a lot of.
你停留在那段過去的經驗中，就不再是最有效率的，對吧？但因為文化和人們的懶惰，對吧？人性使然，他們想要停留在那裡，這樣會很昂貴，對吧？那也會產生很多。

Harms to your business, right? So how do you not let your past success become your future success? Right at IB and I saw a lot of these cases because IBN used to be the most successful companies in the world, right? And so they have all this.
對你的業務有害，對吧？那麼你如何不讓過去的成功成為未來的成功？在 IB 時我看到很多這樣的案例，因為 IBN 曾經是世界上最成功的公司之一，對吧？所以他們擁有這一切。

Strange phenomena, like owning your internal competition, like only you know here the new business that may not be profitable in the short term, you know, and do you think only IBM make this mistakes? Everybody make this mistakes, especially the new executives.
奇怪的現象，比如擁有你內部的競爭，就像只有你知道這裡的新業務在短期內可能不會盈利，你知道的，你認為只有 IBM 會犯這些錯誤嗎？每個人都會犯這些錯誤，尤其是新的高管。

Professional management teams.
專業管理團隊。

That make this mistakes all the time because their term is limited, actually years four years of doing some for two years, right? They need to get immediate results. So they often focus on the short term benefit of the projects and ignore the long term you know.
這使得他們經常犯這些錯誤，因為他們的任期有限，實際上是四年內做一些事情，對吧？他們需要立即的結果。因此，他們經常專注於項目的短期利益，而忽略了長期的影響。

Needs, that they need to do, as a result often the company when our business, ok?
需求，他們需要做的，結果往往是公司在我們的業務中，好嗎？

And also, this is financial industry, right? The complexity of the regulatory compliance, ok? And sometimes our compliance department become our biggest obstacle for progress, right? Every time when you want to do something innovative, they say, No, right? They don't even look at your project.
而且，這是金融行業，對吧？監管合規的複雜性，好嗎？有時我們的合規部門成為我們進步的最大障礙，對吧？每當你想做一些創新時，他們都會說不，對吧？他們甚至不會看你的項目。

They just say, No, the FSC will not approve. And there was one company where we were working on something in the security, which I thought was, you know, innovative and also other people will also already starting to do, the component.
他們只是說，不，FSC 不會批准。而且有一家公司我們正在進行一些安全方面的工作，我認為這是創新的，並且其他人也已經開始做這個組件。

Okay, no way. So no way FSC would approve. So i went to ask the division help of the insurance plans or the the security branch.
好的，沒辦法。所以 FSC 絕對不會批准。因此我去詢問保險計劃的部門或安全部門的幫助。

I said, no problem. 我說，沒問題。

Just, you know, come into our, you know, what do I call that the pin tech office, right?
就，你知道，來到我們的，你知道，我該怎麼稱呼那個針技術辦公室，對吧？

Regular Thursday. 定期星期四。

Advisory meetings, bring your project to us and we will approve because impedive finance we were talking about embedded finance.
諮詢會議，將您的項目帶給我們，我們將批准，因為我們所談論的嵌入式金融是阻礙性金融。

You said they are already other companies doing it. No big deal. And so I went back to this guy, right? I said, well, I talked to FSC, they said, ok, the guy's still say no.
你說他們已經有其他公司在做了。沒什麼大不了的。所以我回去找這個人，對吧？我說，我跟 FSC 談過，他們說，好吧，那個人還是說不。

No, I say why do you still object to it? He said, well, the risk is too high. So what risk? Give me specific. Don't just tell me that regulation prohibit this if you say regulation, point me to which items in the regulation that prohibit us.
不，我想問你為什麼還反對它？他說，好吧，風險太高了。那麼什麼風險？給我具體的。不要只是告訴我法規禁止這個，如果你說法規，請告訴我法規中哪一項禁止我們。

And if risk, tell me what risk and how do you come up with those conclusions, right? Otherwise you are just, you know, I wouldn't say the.
如果有風險，告訴我什麼風險，以及你是如何得出這些結論的，對吧？否則你只是在，你知道的，我不會這麼說。

Yeah. 是的。

And I think that's where we talk about my data, right? This is the most important data, right? But there are lots of regulations PSD to TDPR that are just two of the original EU regulations and so California had their own US had known.
我想這就是我們談論我的數據的地方，對吧？這是最重要的數據，對吧？但是有很多規範，PSD 到 TDPR 只是原始歐盟規範中的兩個，因此加州有他們自己的，美國也知道。

You know China also started to find Taiwan started to define in two thousand and twenty one but stopped in two thousand twenty two. But there are some, you know, if you go to national development council, you could see my data service etcetera, right? So there are some effort.
你知道中國也在二零二一年開始尋找台灣的定義，但在二零二二年停止了。不過有一些，你知道，如果你去國家發展委員會，你可以看到我的數據服務等等，對吧？所以有一些努力。

But there's some password here. Self servenient identities. Who knows what that.
但這裡有一些密碼。自助身份。誰知道那是什麼。

Today your user comes to your bank. They ask for an ID, right? So you give them ID for credit card ID for your checking account, right? ID for your.
今天您的用戶來到您的銀行。他們要求提供身份證明，對吧？所以您給他們信用卡的身份證明，還有支票帳戶的身份證明，對吧？您還有其他的身份證明。

Saving account, and then maybe different IDs because your system, you know, are different, right? But these are all.
儲蓄帳戶，然後可能有不同的身份證明，因為你的系統，你知道，都是不同的，對吧？但這些都是。

They apply and give them an IT to ask them to set up their own password nowadays they also do some base recognition.
他們申請並給予他們一個 IT，要求他們設置自己的密碼，現在他們還進行一些基本識別。

Too, et cetera. But so so user manage their own identity. So they bring their identity to you and say use my ID.
太多了，等等。但是用戶可以管理自己的身份。因此，他們將自己的身份帶給你，並說使用我的身份證明。

Is that possible? 這有可能嗎？

No, not today. 不，今天不行。

Well, but in the future, I think so. Okay, because it has some benefit, you cannot accumulate the credentials and you can also easily go across the board, you know, across the ecosystem, right? The user have some, you know, like paper or.
好吧，但在未來，我是這麼認為的。好的，因為它有一些好處，你無法累積證書，而且你也可以輕鬆地跨越整個生態系統，對吧？用戶有一些，你知道的，像是文件或。

Uber. All these different accounts they use the same identity. So the data can be easily linked, right? So there are lots of unified. And today Google provides something like the unified identity. Microsoft also tried to do that now very successful, but Google was.
優步。所有這些不同的帳戶使用相同的身份。因此，數據可以輕鬆地鏈接，對吧？所以有很多統一的。而今天谷歌提供類似統一身份的東西。微軟也嘗試這樣做，但現在並不成功，而谷歌則做到了。

Very successful. Every time when you register to.
非常成功。每次當你註冊時。

A new app, you will ask you, do you want to use your Facebook ID or google ID or whatever, right? I usually reject.
一個新的應用程式，會問你，你想使用你的 Facebook ID 還是 Google ID 或其他的，對吧？我通常會拒絕。

Did I just say I promote the sales surveillance identity? Do you know what will happen?
我剛才說我推廣銷售監控身份嗎？你知道會發生什麼嗎？

I was trying to use one AI project I generate the AI program, ok? To help me to improve my English, right? So then I use my, Google ID. Then you say we were, you will give this rice to this company.
我試圖使用一個我生成的 AI 項目，好的？來幫助我提高我的英語，對吧？然後我使用了我的 Google ID。然後你說我們會把這個米交給這家公司。

Including change everything I have on internet.
包括我在互聯網上擁有的一切變更。

Why would like to then such authority? But that's what they asked. So I said I would rather not use your application, but that's too dangerous for me. Anything I do online can be changed by you. But they didn't, they do need that because, you know, if you are writing the letter, they need to change your, your.
為什麼會想要這樣的權威？但這正是他們所要求的。所以我說我寧願不使用你的應用程式，但這對我來說太危險了。我在網上所做的任何事情都可能被你改變。但他們沒有，他們確實需要這個，因為你知道，如果你在寫信，他們需要改變你的，你的。

Your, your note or your email or maybe online, you know, when you do something, they need to change. In order for them to change, they need the ability to overwrite anything that you do.
您的、您的備註或您的電子郵件，或者可能在線上，您知道，當您做某件事時，他們需要改變。為了讓他們改變，他們需要有能力覆蓋您所做的任何事情。

And that's dangerous, right? But if I provide them with my own sovieting identity I can manage each application what I can give them to do. So I can manage those rights rather than just a brank branket of authorization, right? So I assign my consent. Now they can do whatever they want.
這是危險的，對吧？但如果我提供自己的主權身份，我可以管理每個應用程式我可以給他們做的事情。所以我可以管理這些權利，而不僅僅是一個授權的範圍，對吧？所以我授予我的同意。現在他們可以隨心所欲地做任何事情。

Self sovenia identity allow me to manage my authorization and and send individual. And also I can accumulate that credentials. I didn't need to like, I go to.
自我主權身份讓我能夠管理我的授權並發送個人資訊。而且我也可以累積那些憑證。我不需要像以前那樣去。

I go to, I think I need to open up, I need to do a KYC. Then I need to go to.
我去，我想我需要開戶，我需要進行 KYC。然後我需要去。

I need to do it again. I go to ocean. Again.
我需要再做一次。我去海洋。再一次。

That the mechanisms right which serve sovere identity. One company do the.
那個機制正確地服務於主權身份。一家公司這樣做。

The YC, right? Then I can bring this identity to any financial institute.
YC，對吧？那我可以將這個身份帶到任何金融機構。

If they trust the company, they can decide that they say I don't trust Kgina, right? That's their business, right? And then I can decide what I want to do business with you, right? That's the future, ok? Mark my word, ok? And when you are doing this, also very important in privacy protection.
如果他們信任這家公司，他們可以決定說我不信任 Kgina，對吧？那是他們的事，對吧？然後我可以決定我想和你做什麼生意，對吧？這就是未來，好嗎？記住我的話，好嗎？而當你這樣做的時候，隱私保護也非常重要。

How do you protect your user's privacy? You know, when we talk about my data, that's the most important things, ok?
你如何保護用戶的隱私？你知道，當我們談論我的數據時，那是最重要的事情，好嗎？

And you know, a lot of times we are trying to, you know.
你知道，很多時候我們都在嘗試，嗯。

Give ourselves convenience. So if you, you know, read the end user license agreement on Apple or Google mobile phone, you know, how many pages they are.
給自己帶來便利。所以如果你知道，閱讀蘋果或谷歌手機的最終用戶許可協議，你知道，它們有多少頁。

Some pages, right? And so complex and you saw all this legal jargons that you don't understand and so you said what if I don't sign it.
有些頁面，對吧？而且非常複雜，你看到所有這些你不理解的法律術語，所以你就說如果我不簽字會怎樣。

Well, if you don't sign it, your iPhone becomes just.
好吧，如果你不簽署它，你的 iPhone 就會變得只是。

You cannot do anything. Just it become a chunk, right? So, but that will change in the future.
你什麼都做不了。只是變成一塊而已，對吧？不過，這在未來會改變。

Because that's unreasonable. They need to cater their authorization. We need to get access to specific. You cannot have this kind of brain branded.
因為這不合理。他們需要調整他們的授權。我們需要獲得特定的訪問權限。你不能有這種品牌化的思維。

Oh, sorry, ok? And we are also seeing some new things coming in like digital assets, you know, virtualize the real assets into digital assets. We actually are one of the first countries that have the regulation for that. Okay, but we are also.
哦，抱歉，可以嗎？我們也看到一些新事物出現，比如數位資產，你知道，把實體資產虛擬化為數位資產。我們實際上是第一批擁有相關法規的國家之一。好的，但我們也。

One of the countries that were behind in digital assets because our regulation were all outdated, ok?
其中一個在數位資產方面落後的國家是因為我們的法規都過時了，好的？

And then the new technology, new service model, this are all challenged through a regulations. The regulatory organization need to learn this new technology, new models and figure out how to regulate, ok? And what's the easiest way to regulate?
然後新技術、新服務模式，這些都受到監管的挑戰。監管機構需要了解這些新技術、新模式，並找出如何進行監管，對吧？那麼，監管的最簡單方法是什麼？

Let's say no, right? But they were, you know, caused a lot of issues and we used to be one of the.
我們就說不，對吧？但他們造成了很多問題，而我們曾經是其中之一。

Candidates for international financial center Taiwan, not anymore. Nobody even think of us as a financial center because we have all this regulations that were so hard, you know, when I phoned my company in two thousand sixteen, you know, vc.
國際金融中心的候選人台灣，不再是了。沒有人甚至把我們視為金融中心，因為我們有這麼多的規範，這些規範非常嚴格，你知道，當我在二零一六年打電話給我的公司時，你知道，風險投資。

In Hong Kong call me, and asked me lots of questions and at the end, so I asked him, interesting funding our company, he said, oh no, no, no, we don't invest in any country companies in Taiwan, the regulation are just too strict. That's why I say why are you asking me all these.
在香港打電話給我，問了我很多問題，最後我問他，對我們公司有興趣的資金，他說，哦不不不，我們不投資任何台灣的公司，規定實在太嚴格了。這就是我為什麼說你為什麼要問我這些。

He said oh we want to understand Taiwanese, you know, situation. So why didn't you say in the first place? But anyway.
他說哦，我們想了解台灣的情況。那你為什麼一開始不說呢？不過無論如何。

And, and so the regulation need to progress with the environment. Everything that I say in this class, we also need to teach the FSC present this, ok? Okay.
而且，因此規範需要隨著環境進步。我在這堂課中所說的一切，我們也需要教導 FSC 來呈現這些，好嗎？好的。

New competitors from different domains and industries. These are most dangerous companies, you know, when Uber comes in, the whole taxi industry was disrupted, right? And when they get into the, you know, the, the mere delivery service, the.
來自不同領域和行業的新競爭者。這些公司是最危險的，你知道，當 Uber 進入時，整個計程車行業都被顛覆了，對吧？當他們進入，你知道的，僅僅是送貨服務時，

Whole restaurant industry was disrupted, ok? And when they get into the financial industry, we will be disrupted, right? Why do they have such power.
整個餐飲業受到衝擊，明白嗎？當他們進入金融業時，我們也會受到衝擊，對吧？為什麼他們有這樣的權力。

Customer centric, right? Yes. Other than, other than that.
以客為尊，對吧？是的。除此之外，除此之外。

Innovate, their business model is progressive. Internet, online company, right? Online company have very different.
創新，他們的商業模式是進步的。互聯網，線上公司，對吧？線上公司有非常不同的。

Mindset than the bricker model. Yeah. What else?
心態比磚塊模型更重要。對，還有什麼？

I didn't understand, say again?
我不明白，請再說一次？

They don't have them in what industry get into. They didn't have intentional doing what we do. You because their goal is customer centric, right? They try to solve their customer's problem and so they might get into then their money into their priors because that's what their supplier need.
他們在進入的行業中沒有這些。他們並沒有故意做我們所做的事情。因為他們的目標是以客戶為中心，對吧？他們試圖解決客戶的問題，因此他們可能會將資金投入到他們的優先事項中，因為那是他們供應商所需要的。

And that's because banks are not, you know, lending money into those small and micro business, right? And they might provide other financial services like insurance or what others and for them, it actually very simple for them to do, as long as they can figure out how to.
這是因為銀行並沒有向那些小型和微型企業貸款，對吧？他們可能會提供其他金融服務，例如保險或其他服務，對他們來說，這其實非常簡單，只要他們能找到方法。

Solve the regulation issue.
解決規範問題。

So that peer to peer finance, that's one model to skip the regulation because they are not actually lending the money, they are not picking the customer's money into a poor. And then then you know that's what the bank does.
所以點對點金融，這是一種跳過監管的模式，因為他們實際上並不是在借貸資金，他們並沒有將客戶的資金集中在一起。然後你知道，這就是銀行所做的。

Is it. 是的。

Yes exactly. Yeah, we don't have, right? And they also technology than us, right? So, so they actually part of the vantage, the only disadvantage for them is they don't have license, right? They don't have license. So.
是的，正是如此。我們沒有，是吧？而且他們的技術比我們好，是吧？所以，他們實際上是優勢的一部分，唯一的劣勢是他們沒有許可證，是吧？他們沒有許可證。所以。

They need to figure out how to do this. No, one way to do is work with the banks, right? That's one way to do it. And actually a lot of them are doing this right now.
他們需要弄清楚如何做到這一點。不，這樣做的一種方法是與銀行合作，對吧？這是一種方法。實際上，很多銀行現在正在這樣做。

Not for them, for the banks, right?
不是為了他們，而是為了銀行，對吧？

So like we will talk about it later in the class. Apple actually work with.
所以我們稍後在課堂上會討論這個。蘋果實際上與...合作。

Goldman stats on Apple, ok? And they decided to dump domain stack and find another partner.
高盛對蘋果的統計數據，好的嗎？他們決定拋棄域名堆疊，尋找另一個合作夥伴。

You know, partially, pretty different mindset, ok?
你知道，部分來說，心態非常不同，好嗎？

So the challenge for us is that, you know, they have significantly more customer information and closer relationship with their customers. They can proactively provide service to them. And they don't have legacy business and topic.
所以我們面臨的挑戰是，他們擁有顯著更多的客戶資訊，並與客戶建立了更緊密的關係。他們可以主動為客戶提供服務。而且他們沒有舊有的業務和議題。

Concerns, ok? Topic concerns. Every business wants property, right?
關注，好嗎？主題關注。每個企業都想要財產，對吧？

But the online company, they have different views like Google never from their users. They get it from somewhere else, right? And you know breaking model company can never figure this out. Did I mention the IVN cloud business.
但這家線上公司，他們的看法與谷歌的用戶完全不同。他們是從其他地方獲得這些資訊的，對吧？而且你知道，破壞性商業模式的公司永遠無法弄清楚這一點。我提到過 IVN 雲業務嗎？

Last time? No. 上次？不。

Yeah, because in two thousand and two idea project for enterprise of the future, which I mentioned, right? And then one of the model is on demand. That means you pay as you use, like you hit it, right? Which is the model.
是的，因為在二零零二年我提到的未來企業的理念專案中，其中一個模型是按需模式。這意味著你使用時才付費，就像你點擊它一樣，對吧？這就是這個模型。

And in two thousand five IBM was going to bring out the cloud service and Amazon bring out the service before several months before IBM I mentioned that. No, I get too many talks to remember. Okay, and so I talked to the, the chief architect of the cloud.
在二零零五年，IBM 將推出雲端服務，而亞馬遜則在 IBM 之前幾個月推出了該服務，我提到過這一點。不，我有太多的談話無法記住。好吧，所以我和雲端的首席架構師談過。

And he told me that he couldn't figure out. How could Amazon provide service that this chip that was like one third of IBM was from the charge, right? And I currently figure out yeah, right? So years later when I was in Taiwan I was given a.
他告訴我他無法理解。亞馬遜怎麼能提供這種服務，這個晶片的成本大約是 IBM 的三分之一，對吧？而我現在明白了，是的，對吧？所以幾年後當我在台灣時，我得到了。

And on the stage I realized that Amazon had this business, basically, you know, it's a seat, what a scenarity, right? So season phase. So in December, they had sixty percent of the whole year revenue.
在舞台上，我意識到亞馬遜有這項業務，基本上，你知道，這是一個座位，這是什麼場景，對吧？所以是季節階段。因此在十二月，他們佔據了整年收入的六十百分比。

Coming from November to December, by the two months from the.
從十一月到十二月，這兩個月的時間。

Yeah, Christmas either from Thanksgiving to Christmas, they come for the sixty percent of their revenue. So they need to have data center that's fulfill those peak, you know, that's how you accurate the the.
是的，聖誕節從感恩節到聖誕節，他們的收入有六成來自這段時間。因此，他們需要有數據中心來滿足這些高峰，你知道的，這就是你如何準確地做到這一點。

Capacity, right? The capacity.
容量，對吧？容量。

Look at the peak and then you need to satisfy that. So most of the year, most of the time during the year, their data center were either in. So I said oh they could provide almost free of those service to their customer, right? But that was only at the beginning.
看看高峰，然後你需要滿足那個。因此，大部分時間，他們的數據中心要麼在運行中。所以我說哦，他們可以幾乎免費提供這些服務給他們的客戶，對吧？但那只是剛開始。

Once they start to have customers coming onto their cloud, then their pick increase, right? So they couldn't rely on that. So that's only initial benefit was short life, right? So they also need to figure out how to make long company. So IBM couldn't figure that out. I couldn't figure that out.
一旦他們開始有客戶進入他們的雲端，他們的選擇就會增加，對吧？所以他們不能依賴這一點。因此，這唯一的初始好處壽命很短，對吧？所以他們還需要弄清楚如何讓公司長久發展。因此，IBM 無法弄清楚這一點，我也無法弄清楚這一點。

Because I was thinking in that bricket model business model, right? So we had this much investment and we need to charge customer this much so we can get the property, right? All the banks have this thought, right? But Amazon is the one like this. They don't think that well. It's, as long as.
因為我在思考那個磚塊模型的商業模式，對吧？所以我們有這麼多的投資，我們需要向客戶收取這麼多費用，這樣我們才能獲得這個資產，對吧？所有的銀行都有這種想法，對吧？但亞馬遜卻不是這樣。他們沒有那麼深思熟慮。只要。

I don't lose money on this business, I can grow my business. That's enough. Even if they lost money. So AWS, even today they didn't make much money, right? When they stuck with they're stuck with one thousand dollars, they make one dollar profit. Zero point one percent profit, right? And.
我在這個業務上不會虧損，我可以擴展我的業務。這已經足夠了。即使他們虧損了。所以 AWS，即使到今天他們也沒有賺很多錢，對吧？當他們卡在一千美元時，他們賺了一美元的利潤。零點一百分之的利潤，對吧？還有。

And they just make sure that they always have a positive rather than negative. And that's enough. They invest the buy that. All right, so they're stuck price was continually increase, right? In two thousand five, AWS was March lower than IBM, right? Technology wise, they were behind i.
他們只是確保自己始終保持正面而非負面。這就足夠了。他們投資於購買這個。好吧，所以他們的價格不斷上漲，對吧？在二零零五年，AWS 的價格比 IBM 低，對吧？在技術上，他們落後於 i。

IBM, only in strange they have is the business model. If I'm the IBM executive I went to my boss and I said, let's invest hundred million dollars on the crowd and then in ten years we won't get any money back. I guarantee you that in ten years we were break even, you know what.
IBM，奇怪的是他們的商業模式。如果我是 IBM 的高管，我會去找我的老闆，然後我說，讓我們在群眾上投資一億美元，然後在十年內我們不會回本。我保證你，在十年內我們會持平，你知道嗎。

My boss will tell me.
我的老闆會告訴我。

He will not be so nice. Because there's the door, but you know the company, right? That's the model of thinking, ok?
他不會這麼好。因為有門，但你知道公司吧？這就是思考的模式，好的？

And so. 因此。

We got to. 我們得去。

Be careful about how we think, ok? And because they think different from us, ok? And we cannot just use their model thinking but we need to know how they think and we need to figure out how to that. Otherwise we have no defense against them, ok?
小心我們的思維方式，好嗎？因為他們的思維方式與我們不同，好嗎？我們不能僅僅使用他們的思維模型，而是需要了解他們是如何思考的，我們需要弄清楚如何做到這一點。否則，我們對他們就沒有防禦措施，好嗎？

And they know this whole technology and gain changing business model much better than us, and they also don't have this.
他們對這整個技術和變革商業模式的了解遠超我們，而且他們也沒有這個。

They just need to pick out how to, you know, avoid the compliance issues working with us or peer to peer, right? So peer to peer, they don't, they facilitate the trading, but not getting the money as a repository then they are ok, ok? Okay.
他們只需要找出如何避免與我們或點對點合作時的合規問題，對吧？所以點對點，他們不會，他們促進交易，但不會作為資金的保管者，那麼他們就可以，好的，明白了嗎？好的。

And also when we talk about technology, knowledge change all the time, ok? Like in my career I have learned so many new technologies, you know, when I joined IBM, there was no cloud, there was no.
而且當我們談論技術時，知識總是在變化，好的？就像在我的職業生涯中，我學到了很多新技術，你知道的，當我加入 IBM 時，還沒有雲端，還沒有。

E commerce. There was no online business, nothing, right? And, I have to learn those, right? And who I I studied AI, you know, I, my thesis was about using AI for high performance computing, but you know, we didn't have deep learning.
電子商務。當時沒有線上商業，什麼都沒有，對吧？我必須學習那些，對吧？我研究了人工智慧，你知道，我的論文是關於使用人工智慧進行高效能計算，但你知道，我們當時沒有深度學習。

You know, we didn't have, you know, generally AI all this were new, right? And I need to continuously learn.
你知道，我們沒有，你知道，通常的人工智慧，這一切都是新的，對吧？而我需要不斷學習。

In the twenty years I was with IBM, I worked on twenty one different areas.
在我與 IBM 共度的二十年中，我在二十一個不同的領域工作過。

None of them are the same. IBM provide me with the opportunity to continuous learning, right? And I hope your company to figure that out opportunity is that important especially if you are technical because technology change all the time. If you don't change, then you are like the copper guys.
他們都不一樣。IBM 給了我持續學習的機會，對吧？我希望你們公司能意識到這個機會是多麼重要，尤其是如果你們是技術型的，因為技術總是在變。如果你不改變，那你就像那些銅器工匠。

Right, the company still need you, but they wish they could get rid of you, right? Okay.
對，這家公司仍然需要你，但他們希望能擺脫你，對吧？好吧。

And then we also need to talk about steps. What is technical steps.
然後我們還需要談談步驟。什麼是技術步驟。

Every time when we change the process.
每次當我們更改流程時。

And that we need to change to the system. And when we change the system, right? We modify the.
我們需要改變系統。當我們改變系統時，對吧？我們修改。

ERP or we modify the whole system or branches, applications etc. Right. The complexity of managing the change.
ERP 或者我們修改整個系統或分支、應用程序等。對吧。管理變更的複雜性。

Exponentially. That's your technical bed, right? You need to pay interest because the complexity increase significantly whereas time goes by, ok? And also if you delay in doing something like changing your system to be more flexible.
指數性地。這是你的技術基礎，對吧？你需要支付利息，因為隨著時間的推移，複雜性顯著增加，明白嗎？而且如果你延遲做某件事情，比如將你的系統改為更靈活的。

To manage the architecture of the data models, so you know keep your book of record and identify what is the data choose if you ignore any of those and usually through ok most of the IT guys, because those most money and not contribute to.
為了管理數據模型的架構，以便您知道如何保持記錄簿並識別所選擇的數據，如果您忽略其中任何一項，通常會通過大多數 IT 人員，因為這些大多數是金錢而不會貢獻。

Immediate success or nobody would even see those problems, right? So you delay those. And then later on you spend much more.
立即成功，否則沒有人會看到那些問題，對吧？所以你延遲這些。然後後來你花費的就更多。

To deal with the issues and those are for technical debt. Okay, so Google in nine twenty fifteen two thousand fifteen, they have a paper talking about this technical depth on the and so they have the core expense break box in the middle.
為了解決這些問題，這些問題與技術負債有關。好的，所以谷歌在二零一五年九月，他們有一篇論文談論這個技術負債，因此他們在中間有核心開支的突破框。

And then they add all these other things that are the technical depth for the whole picture, right? So what you actually spend in the middle was small to all your technical debt. So it's like you are taking a high interest rate long. You need to pay significant.
然後他們還添加了所有這些其他東西，這些是整體圖像的技術深度，對吧？所以你實際上在中間花費的金額對於你所有的技術負債來說是微不足道的。因此，這就像你在承擔高利率的長期貸款。你需要支付相當可觀的費用。

You know interest for that and and so integration is one such beast that actually across all the problems. Because once you modify one place, next time when you need to, you need to check every place that you have ever changed to ensure that your.
你知道對此的興趣，因此整合就是一種實際上跨越所有問題的存在。因為一旦你修改了一個地方，下次當你需要時，你需要檢查你曾經改變過的每一個地方，以確保你的。

Change will not affected those. So it's complex, it's huge. So we call this the help helpful to another hair when they got the and it's almost impossible to untangle that, right? And the IT system usually are like that.
變化不會影響那些。因此這是複雜的，這是巨大的。所以我們稱這為對另一個頭髮的幫助，當他們得到這個時，幾乎不可能解開，對吧？而 IT 系統通常就是這樣。

Okay, so who need to worry about this intervention? Me, you, really?
好的，那麼誰需要擔心這次干預？我，你，真的嗎？

The company, right? And so cxos, right? They should. It's own their own job. It's only in their job to worry about. They should always think about, you know, how to change the company's direction so that they can be.
公司，對吧？所以 cxos，對吧？他們應該。這是他們自己的工作。這只是他們的工作要擔心的。他們應該始終考慮，您知道，如何改變公司的方向，以便他們可以。

Sustainable, right? They can fit the competition, they can stay in the business to supply, but if you don't want to be your competitor you still need to survive. It's their number one job, ok? What about board members and strategic advisors? Of course, it's their job, right? Give us our new.
可持續的，對吧？他們能夠適應競爭，能夠繼續供應業務，但如果你不想成為競爭對手，你仍然需要生存。這是他們的首要任務，明白嗎？那董事會成員和戰略顧問呢？當然，這是他們的工作，對吧？給我們新的。

Strategy, our guide the company to get into the new directions, right? And strategy and innovation teams, we put this two together because they are not executive the same. A strategy does not buy innovation. Innovation does not right, substrategy, but they need to be aligned.
策略是我們引導公司進入新方向的指導，對吧？而策略和創新團隊，我們將這兩者放在一起，因為它們並不是執行相同的任務。策略並不購買創新。創新也不是正確的子策略，但它們需要保持一致。

Of course, they need to worry about transformation. What about product development.
當然，他們需要擔心轉型。產品開發怎麼辦。

Relationship. 關係。

Product development? Oh I just want to create this online.
產品開發？哦，我只是想在線上創建這個。

Online thinking. Why do I need to worry about this? Right, I just now create the apps that allow the user to get on board and they can apply online and they can get their loans online. Is that it.
線上思考。為什麼我需要擔心這個？對，我剛剛創建了讓用戶可以登錄的應用程式，他們可以在線申請，並且可以在線獲得貸款。就這樣嗎？

If you do that, you most likely will.
如果你那樣做，你很可能會。

So you need to think about all the issues that we just talked about in my previous slide.
所以你需要考慮我們在我之前的幻燈片中討論過的所有問題。

Nope, you still need to worry about it. But for marketing and sales team.
不，您仍然需要擔心這個。但對於市場營銷和銷售團隊來說。

They need to focus on their.
他們需要專注於他們的。

But their customers changing with the digital technology, their customer demand are continuously change, right? And our competitors.
但他們的客戶隨著數位科技而改變，他們的客戶需求不斷變化，對吧？還有我們的競爭對手。

They need to worry about all this and they need to worry about how do they, you know, get what they learned from market and customers and come back to talk to all these guys.
他們需要擔心這一切，並且需要擔心他們如何從市場和客戶那裡獲取所學，然後回來與這些人交談。

Force them to change so that they can do better in their job. And customer service relationship experience manager is similar to marketing sales, right? It's part of the marketing sales they need to worry about that as well. How does partnershipment vendor management.
迫使他們改變，以便能在工作中表現得更好。而客戶服務關係經理與市場銷售類似，對吧？這也是市場銷售的一部分，他們需要關注這一點。合作夥伴供應商管理是怎樣的呢？

Do they need to think about.
他們需要考慮嗎。

Sure, right? If you are going to do it in better financial service, which is huge change, right? Or if you are going to use other people's application, right? Like the case study you read, right? Cities rebundling, right?
當然，對吧？如果你要在更好的金融服務中進行，這是巨大的變化，對吧？或者如果你要使用其他人的應用程序，對吧？就像你讀的案例研究，對吧？城市重新整合，對吧？

They use people, they use other people's services.
他們利用人們，他們利用其他人的服務。

And as that means your system does not need to be changed, of course you need to change your system to accommodate those changes, right? You also need to worry about a lot more things that you didn't have before, like data security, right? Like privacy protection, right? Regulatory compliance.
而這意味著您的系統不需要更改，當然您需要更改您的系統以適應這些變化，對吧？您還需要擔心許多之前沒有的事情，例如數據安全，對吧？例如隱私保護，對吧？合規性。

Oh, those issues once you start to exchange data with your partner, all the new issue comes up, you need to worry about all this. Operational and IT teams, but they are the doers, if they don't do anything, we, we won't get any changes.
哦，當你開始與夥伴交換數據時，那些問題就會出現，所有新的問題都會浮現，你需要擔心這一切。運營和 IT 團隊，但他們是執行者，如果他們不採取行動，我們就不會有任何變化。

Data scientists and analytics teams. If we don't get that to understand the customer, understand the environment, understand the data, then they won't be able to provide any value to us. They will be just the cost, right? And we need to help them because they usually don't worry about.
數據科學家和分析團隊。如果我們不讓他們理解客戶、理解環境、理解數據，那麼他們將無法為我們提供任何價值。他們只會成為成本，對吧？我們需要幫助他們，因為他們通常不會擔心這些。

All these other things we talk about here. They don't even worry about that machine learning and the models and data engineering, but we need to help them to tune their direction to satisfy our need. Do we have any data scientists here.
所有這些我們在這裡談論的其他事情。他們甚至不擔心機器學習、模型和數據工程，但我們需要幫助他們調整方向以滿足我們的需求。我們這裡有數據科學家嗎？

Nope. 不。

We probably should. 我們可能應該這樣做。

He's your finance and substantial answer. And sustainable finance by data science is one of the most important jobs in this category, ok?
他是你的財務和實質答案。而透過數據科學的可持續金融是這一類別中最重要的工作之一，明白嗎？

Risk management and compliance.
風險管理與合規性。

Don't even need to say it. Financial and accounting teams, which is they usually don't look at this way, but they should, ok? Legal and compliance department, one of the organization we we need to educate. Very important Otherwise we cannot move at all.
不需要多說。財務和會計團隊，通常不會這樣看，但他們應該這樣做，明白嗎？法律和合規部門，這是我們需要教育的組織之一。非常重要，否則我們根本無法前進。

Human resource. I need to help us find the right people, right? They need to help to transform the company culture. They actually need to be ahead of the curve, otherwise our company will be be behind the curve. You know, usually look down on the edge our people because they, you know, just do the on.
人力資源。我需要幫助我們找到合適的人，對吧？他們需要幫助轉變公司文化。他們實際上需要走在潮流之前，否則我們的公司將會落後於潮流。你知道，通常會看不起我們的員工，因為他們只是做那些事情。

Hiding, right? They, they don't make decisions. They are helping, they are hiding organization making their decisions, but they are very critical, especially when we talk about the.
隱藏，對吧？他們，他們不做決策。他們在幫助，他們在隱藏組織做出決策，但他們非常關鍵，特別是當我們談論到這個時。

It's third job, right? 這是第三份工作，對吧？

Investment investment professional, right? You know, this will be, different.
投資專業人士，對吧？你知道，這將會是，不同的。

Today is different from, I guess ago, right? Two years down the road, west management will be very different as well. And we are.
今天與我想像中的過去不同，對吧？兩年後，西方管理也會有很大的變化。我們也是。

Starting to get into the game Taiwan traditionally it's not strong in international waste management. But this is that there's a high demand in this and we got to know all of this, you know that to do this well of course there are others, you know, I'm already reached the end of the.
開始進入這個遊戲，台灣在國際廢物管理方面傳統上並不強大。但這裡有很高的需求，我們必須了解所有這些，你知道，要做好這一點，當然還有其他的，你知道，我已經達到了結尾。

So I just stopped there.
所以我就停在那裡。

Basic, everybody in the company regardless how high you are, how low you are, you have to understand.
基本上，無論你在公司中地位多高或多低，每個人都必須理解。

Financial and digital transformation for you to survive in your job, ok?
財務和數位轉型讓你在工作中生存，好嗎？

Okay, so how do you manage the transformation.
好的，那麼你如何管理這個轉型。

So here I just list ten step steps. There maybe more steps but ten is a good number, so I just take ten, right? Okay, so number one.
所以我在這裡列出十個步驟。可能還有更多步驟，但十個是一個不錯的數字，所以我就選擇十個，對吧？好的，第一步。

We need to elaborate. We cannot do this alone. We got to work with the others, right? Collaborate, perform consensus on how do we have the new vision and how do we set the strategies for, you know, surviv.
我們需要詳細說明。我們無法單獨完成這個任務。我們必須與其他人合作，對吧？協作，達成共識，討論我們如何擁有新的願景，以及我們如何制定生存的策略。

Strategies for leading the industry? Because where you are. If you are, you know, at the lower end of the.
行業領導的策略？因為你所處的位置。如果你在，嗯，較低端的。

Then you might want to figure out how to survive, but you if you're ahead, you need to figure out how to continue to be ahead and how to be the change, right?
然後你可能想要弄清楚如何生存，但如果你已經領先，你需要弄清楚如何繼續保持領先以及如何成為變革，對吧？

And so we have somebody from right? Is trying to be the charge, right? They try to be the most innovative, come companies in Taiwan, even though compared to international banks they are still not there yet. But, you know, they actually.
所以我們有一個來自對吧？正在嘗試成為領導者，對吧？他們試圖成為台灣最具創新性的公司，即使與國際銀行相比，他們仍然還沒有達到那個水平。但是，你知道，他們實際上。

Ah. 啊。

Contributing to the changes in Taiwan because in a highly regulated industry, if nobody moved, nobody will move. But if somebody moved.
對於台灣的變化有所貢獻，因為在高度管制的行業中，如果沒有人行動，則沒有人會行動。但如果有人行動。

So that I would give credit for and no I son don't know.
所以我會給予信任，但我不知道。

Etc. Okay, and then winner support of the guiding team, the executives need to be on board. Otherwise, don't go anywhere, right? Establish a sense of urgency. Why? Why do we need a sense of urgency? Because.
等等。好的，然後贏家支持指導團隊，執行官需要參與。否則，什麼都別想去，對吧？建立緊迫感。為什麼？為什麼我們需要緊迫感？因為。

If yes, if we don't have the sense of urgence we will not move, right? Why move when there's no sense of urgency, right? You got to move because if you don't move today, you know, your depth will be much higher or you, your competitor will just, you know, if you behind. You need to establish that.
如果是的話，如果我們沒有緊迫感，我們就不會行動，對吧？當沒有緊迫感時，為什麼要行動呢，對吧？你必須行動，因為如果你今天不行動，你知道，你的負擔會更重，或者你的競爭對手會，知道的，如果你落後了。你需要建立這一點。

Urgency, Otherwise, nobody will move, ok?
緊急，否則沒有人會行動，好嗎？

Communicate and educate. It's a hard ask, you know, you learn this, you need to educate others. You need to get them to be on board. So they can work with you, ok? And it's videos and our tasks acquired talent and resources. Without them thoughts, you cannot do anything, right.
溝通和教育。這是一個艱難的要求，你知道的，你學會了這些，你需要教育他人。你需要讓他們支持你。這樣他們才能和你一起工作，明白嗎？這包括視頻和我們獲得的人才與資源。沒有這些想法，你什麼都做不了，對吧。

Without talent you cannot do anything. So we need to quite talents whether internally or external, right? Getting people externally is an investment for the future because they may not be able to contribute immediately, even if they have the data technology but they also need to understand the culture, need to understand your.
沒有才能就無法做任何事情。因此，我們需要尋找人才，無論是內部還是外部，對吧？從外部引進人才是對未來的投資，因為他們可能無法立即做出貢獻，即使他們擁有數據技術，但他們也需要理解文化，理解你的需求。

Your company's strengths weakness in order for them to contribute. But that's important, but also educating existing workforce.
貴公司的優勢和劣勢，以便它們能夠做出貢獻。但這很重要，同時也要教育現有的員工。

Because that's the majority of your company. You still need to get them to be on board for your company to move forward, ok? And that's why HR is so important, ok? And enable and ok Enable is not to send us in power. Enable meaning we help them to do what they need to do.
因為這是你公司的大多數。你仍然需要讓他們支持你的公司向前發展，明白嗎？這就是為什麼人力資源如此重要，明白嗎？而且啟用並不是讓我們掌權。啟用的意思是我們幫助他們做他們需要做的事情。

Empower means we not only do that, we also keep in space for them to, you know, maximize their potential, ok? So executive space you need to keep people space for the employee innovate. Otherwise, if, you know, if the leader, you know.
賦能意味著我們不僅僅這樣做，我們還為他們保留空間，讓他們能夠最大化他們的潛力，明白嗎？所以高層空間你需要為員工創新保留空間。否則，如果，你知道，如果領導者，你知道。

Wants to guide every move of the organization, then you are using one person's wisdom rather than the whole company's wisdom, right?
想要指導組織的每一個動作，那麼你使用的是一個人的智慧，而不是整個公司的智慧，對嗎？

Then I just took for strategic move etc. Wi Fi this for the winds? If your project want to survive, you need to show progress along the way, right? So you need to identify what other low hanging fruit, what can we show values for the short ter.
然後我只是為了策略性行動等而採取了這個 Wi Fi 這是為了風向嗎？如果你的項目想要生存，你需要在過程中展示進展，對吧？所以你需要確定還有哪些容易取得的成果，我們可以在短期內展示哪些價值。

Executives, they are all short tighted because they have ten limits time. So you need to get us something to continue to support you, ok?
高層主管們都很緊張，因為他們的時間有限。所以你需要給我們一些東西來繼續支持你，好嗎？

And make changes to stick. Okay, you spend all this effort and then if tomorrow those are gone, then you waste your effort, right? Continuous struggle in circles. Your changes need to stick, ok? And, and continue monitor and adapt. But everything is changing. The.
並使變化持久。好吧，你花了這麼多精力，如果明天那些變化消失了，那麼你就浪費了你的努力，對吧？不斷在循環中掙扎。你的變化需要持久，好嗎？而且，持續監控和調整。但一切都在變化。

Customer is changing environment is changing technology is changing your competitors changing to a new entrance every day, right? So you need to monitor all the situations, you also need to monitor the performance of your changes, right? And if something changed, if you are out of that Automo pa.
客戶的環境正在改變，技術也在改變，你的競爭對手每天都在變化新的進入點，對吧？所以你需要監控所有的情況，你也需要監控你變更的表現，對吧？如果有什麼改變，如果你脫離了那個 Automo pa。

That you are trying to create or maintain, you need to change, ok?
您正在嘗試創建或維護的內容，您需要進行更改，好的嗎？

Ever let our difficult. It's easy to get out alright but if you give up all your, where is it? Okay, any question.
曾經讓我們感到困難。雖然很容易就能走出來，但如果你放棄了所有，那它在哪裡呢？好吧，有什麼問題嗎？

That's. 那是。

First point, ok. Go ahead.
第一點，好的。繼續。

I'm sorry. Can you do.
對不起。你能做到嗎？

H four. Oh, we are fourteen, ok.
H 四。哦，我們是十四，好吧。

What the hell? 什麼鬼？

And third point. You need continuous training.
第三點。你需要持續的訓練。

Okay, do you think good a lot of resource or more resource in continuous training say possible way to overcome the obstacle you mentioned? Which third. Okay. Opportunity cost.

So you said putting more resource, I mean in a continuous training. I didn't do that. Oh, continually educate? Yeah. Well.

We need to focus on continuous training, right? We need to learn new skills that we need, but you also need to know what you need. Okay, so we cannot just say, oh, because generated AI is so hard, everybody needs to then generate the AI, but that's, that's costs, right? So you need to be.

What you need, ok? And that has to be based on your strategy. Okay, and usually the opportunity costs, the responsibility lies on the digital, the guiding thing. Okay, because they decide goal or no go, right? So if they choose.

No go, then they need to build the cost of opportunity. That's their responsibility when they say no, so it's your responsibility to let them know what the opportunity cost will be if they say no. And you need to put this in your proposal, right? So.
不行，那麼他們需要計算機會成本。當他們說不時，這是他們的責任，因此讓他們知道如果他們說不，機會成本將會是什麼，這是你的責任。而且你需要把這個放在你的提案中，對吧？所以。

Otherwise. 否則。

It's easy for them to say no because all because it's high, our is lower than that's not good, right? You know the consultant usually is two by two, right? And the costs and the benefit, right? If you're not in those two.
他們說不容易，因為一切都是因為價格高，我們的價格比那個低，這樣不好，對吧？你知道顧問通常是兩個兩個的，對吧？還有成本和效益，對吧？如果你不在那兩者之中。

You know, upper left or right, don't do it. That's executive are easy to do, but if there's opportunity costs you need to add those into the costs. So originally it might be at the.
你知道，左上角或右上角，不要這樣做。這是執行層容易做到的，但如果有機會成本，你需要將這些計入成本。因此，最初可能是在。

Low value, right? But because the opportunity cost is high, it actually move it into the high value if you don't do it. Okay, so no high value, the cost because there's a negative cost do not do it, ok? So it would actually.
低價，是吧？但因為機會成本高，如果不做，實際上會使其變成高價。好吧，所以沒有高價，因為有負成本不做，好的？所以實際上會。

Move into the must do it capital. So.
進入必做的首都。所以。

Because I think some companies ignore trainings. Yes, before they act. Well, company usually had them resource and they should always have training expense, but they need to budget it because if you don't budget you won't get the resource, right?
因為我認為一些公司忽視培訓。是的，在他們行動之前。好吧，公司通常有這些資源，他們應該始終有培訓費用，但他們需要預算，因為如果你不預算，你就不會獲得資源，對吧？

And once you budget, you need to figure out where do you spend that money. So HR need to figure that out. But HR cannot figure themselves. They don't understand the business, right? So the business need to work with HR to identify what the company need, what type of patterns do we need, for new skills do we.
一旦你制定了預算，你需要弄清楚你要把那筆錢花在哪裡。因此，人力資源需要弄清楚這一點。但人力資源無法自己弄清楚。他們不理解業務，對吧？所以業務需要與人力資源合作，以確定公司需要什麼，我們需要什麼類型的模式，以及我們需要哪些新技能。

We need to train our employees? And doing that ok but as you say continue education is very important because we always need to update our skills, ok? Any other questions?
我們需要培訓我們的員工嗎？這樣做是可以的，但正如你所說，持續教育是非常重要的，因為我們總是需要更新我們的技能，明白嗎？還有其他問題嗎？

Well, you, you had ten minutes to think about it. Let's take a break for ten minutes, ok?
好吧，你有十分鐘來思考這個。我們休息十分鐘，好嗎？