对于经过磨合、有创业能力与创业心态的合伙人，谈利益，并不伤感情。不谈利益，才伤感情。

For partners who have gone through a period of adjustment, have entrepreneurial ability and mentality, discussing interests does not hurt emotions. Not discussing interests is the only way to hurt emotions.

问题是，碰到心仪的合伙人，该如何谈利益呢？

The question is, how to negotiate benefits when encountering a desired partner?

小米成立之初，雷军即提出，小米要做铁人三项：软件 + 硬件 + 互联网服务。我们分析小米的 8 位合伙人背景会发现，这些合伙人和小米的商业模式是高度匹配的。

At the beginning of the establishment of Xiaomi, Lei Jun proposed that Xiaomi should do three things: software+hardware+Internet services. We can analyze the backgrounds of Xiaomi's 8 partners and find that these partners are highly compatible with Xiaomi's business model.

“找人这件事，考验创始人对创业方向的思考深度”（by 刘芹）。创始人首先考虑公司未来的商业模式与核心业务节点，然后考虑支撑商业模式的合伙人团队组成。商业模式与合伙人团队组成想明白了，股权架构也就出来了。股权架构出来了，一个萝卜一个坑，创始人就知道该如何与合伙人谈进入机制与退出机制了。

The matter of finding someone tests the founder's depth of thinking on the direction of entrepreneurship "(by Liu Qin). The founder first considers the company's future business model and core business nodes, and then considers the composition of the partner team that supports the business model. After understanding the business model and the composition of the partner team, the equity structure was also developed. Once the equity structure is established, each carrot will create a pit, and the founder will know how to negotiate entry and exit mechanisms with partners.

“在旧的世界里，你用 30％的时间创建一种伟大的服务，用 70％的时间来营销。在新的世界里，这个比例应该倒过来。真正顶尖的企业是不需要广告就能自然吸引到顾客，好的产品和口碑行销是提高销售的关键”(by 贝索斯)。在去中介化的互联网新经济时代，在公司的合伙人团队中，我们要重新思考销售总监的重要性。

In the old world, you spent 30% of your time creating a great service and 70% of your time marketing. In the new world, this ratio should be reversed. Truly top companies can naturally attract customers without advertising, and good products and word-of-mouth marketing are the key to increasing sales "(by Bezos). In the new era of disintermediation and Internet economy, we need to rethink the importance of the sales director in the company's partner team.

有的公司平分股权，问题的症结不在于技术环节，而在于平分股权背后的团队组成。“创始人 + 创始人” 的团队组织架构，就好比 “曹操 + 刘备 + 孙权” 合伙创业，公司没有清晰明确的老大，股权是很难分的。

Some companies divide their equity equally, but the crux of the problem lies not in the technical aspect, but in the team composition behind the split of equity. The team organizational structure of 'founder+founder' is like a partnership of 'Cao Cao+Liu Bei+Sun Quan', where the company does not have a clear and distinct leader, making it difficult to separate equity.

但是，如果是 “创始人 + 合伙人” 的组织架构，就好比 “刘备 + 诸葛亮 + 关羽 + 张飞”，股权就很好分了。

However, if it is an organizational structure of "founder+partner", it is like "Liu Bei+Zhuge Liang+Guan Yu+Zhang Fei", and the equity is easily divided.

做好公司股权架构，创始人找合伙人、找投资人、找员工，再也不用纠结了。

Build a good equity structure for the company, so that the founder can find partners, investors, and employees without worrying anymore.

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