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**Pia Mancini:** Yes, I have a whole team... |
**Adam Stacoviak:** Very patient... |
**Pia Mancini:** Yeah, yeah. |
**Adam Stacoviak:** ...very fastidious. That's what it takes. |
**Pia Mancini:** And external auditors, thank you very much. \[laughter\] |
**Adam Stacoviak:** Necessary? |
**Pia Mancini:** Well, yes... |
**Jerod Santo:** Yes, for sure. |
**Pia Mancini:** \[44:04\] I wish I could say "Nah, we incorporated our not-for-profit in Delaware. No one cares about how much we --" Like, no. We just went ahead and did it in California, thank you very much... So yes, a lot of external audits. |
**Jerod Santo:** Oh, yeah... |
**Pia Mancini:** California, yay! |
**Adam Stacoviak:** You could close the company and sell it to your new company incorporated in Delaware. |
**Pia Mancini:** Well, it's not my company; it's a not-for-profit (yes!!) But doing that is a little bit expensive, and I think it would derail our focus, because we would need to merge two legal entities... We could do it, but you know... |
**Adam Stacoviak:** Lawyers are good at that stuff... |
**Pia Mancini:** Yeah. |
**Jerod Santo:** Lawyers are expensive, too. |
**Pia Mancini:** Lawyers are expensive, yeah. |
**Adam Stacoviak:** Yeah. Well, because it could be - I know how transparent you are - a smaller side in there, where you said the last five years cashflow \[unintelligible 00:44:51.10\] |
**Pia Mancini:** Oh, yeah. |
**Adam Stacoviak:** Is that something that we can leave in, if it makes sense to leave in? Are you okay with that? |
**Pia Mancini:** Yeah, absolutely. |
**Adam Stacoviak:** I'm just playing director now, or editor, later on at some point, to say "Does that make it --" |
**Pia Mancini:** No, leave it in there if you want. Our investors updates are posted on our blog, so... There they are. |
**Adam Stacoviak:** Right. You're just airing out your stress, essentially, at the last couple of years, where -- you've made it. You're sustainable now. |
**Pia Mancini:** Yes. \[laughs\] Well, it's tough, man... It's tough to make it sustainable. And we are 15 people now. |
**Adam Stacoviak:** We have complete empathy for you. We feel the same. |
**Pia Mancini:** Yeah. And we're 15 across the world. I feel mightly responsible for a lot of people. Last year, between the pandemic -- also, shout-out to my amazing executive coach \[unintelligible 00:45:41.21\] If anyone ever needs a referral for an executive coach, she is the best out of Nigeria, and now I think U.... |
**Adam Stacoviak:** Yeah. That's crucial. I hear CEO coaches, I hear life coaches, I hear executive coaches... Essentially, somebody that's outside your organization, that can give you good advice to take action upon. |
**Pia Mancini:** Yeah, someone to help you through dark times, and insecurities. In OpenCollective we changed -- you know, we've been tinkering with our business model for a while... This is something that I don't think a lot of people know, but most of our collectives are now on a tip basis. We don't even take a platf... |
\[47:44\] So that was in March, and half-way through March last year we decided to experiment with something that I've always wanted to have on OpenCollective, but we never had the guts to do it... That is tips. We're just gonna try and see if we can just sustain ourselves, instead of just getting a fee from the projec... |
We were so surprised... If for example OpenCollective was taking 5% platform fee, and then we moved to zero, when we went to tips, it was always over 6%-7% that we were making. |
**Jerod Santo:** Wow. |
**Pia Mancini:** So by going to zero, we actually increased our revenue. |
**Adam Stacoviak:** You learned something. |
**Pia Mancini:** We learned something. So we rolled it out for almost everyone; certainly everyone in Europe. All other hosts have that kind of tipping model. It's been great to see, and we wanna expand this and keep rolling out more hosts and more collectives on this new plan... But that was a very humbling moment, I ... |
**Adam Stacoviak:** "What are you, crazy?!" |
**Jerod Santo:** Yeah. |
**Pia Mancini:** "I hope you trust me, folks..." \[laughs\] |
**Adam Stacoviak:** "Whaat?! For real?!" |
**Jerod Santo:** So how does the tipping work? Is it the collectives that tip the host, or is it the -- |
**Pia Mancini:** So the donors tip the platform. The host keeps their fees if they want. |
**Jerod Santo:** So let's say I'm gonna go give $200 to the Open Source Collective, and I put in my $200. Is there like a button that says "Would you also like to tip OpenCollective?" Is that how it works? |
**Pia Mancini:** Yeah. |
**Jerod Santo:** Okay. Cool. |
**Adam Stacoviak:** Do you quantify it, like some give 5%, some give 6%? Do you quantify that and give them norms? Is it like \[unintelligible 00:49:26.08\] it's like "Do you wanna give 10%, or 15%, or 20%?" Because I know that's what happens when I slab my card in. It's like 15%, 20%, 25%. You've got some options, ess... |
**Pia Mancini:** Yeah, exactly. Options, and then "No, thank you." You can always opt out. But these metrics -- these ones I know, because I've been looking at them very carefully for the past year... \[laughs\] We are at about over -- I think it's about over 55% of orders have tips... Which is huge. Because they could... |
**Adam Stacoviak:** Wow. |
**Pia Mancini:** So we've changed that model and we also changed our relationship with other hosts. So OpenCollective is a platform that has a platform. It has our host, Open Source Collective and Open Collective Foundation etc, but we also enable other not-for-profits to use the platform for their communities... Like ... |
Now we have - I hate myself for saying this, but like an Apple Store kind of relationship with them. If it's a not-for-profit that they don't charge their collectives, we do not charge the not-for-profit. If they're doing this as a volunteer kind of thing, we don't charge the host. But if they're charging their collect... |
**Jerod Santo:** How do your costs scale with the scale of users, or collectives, or donors? |
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