24 01732 759725 At the beginning, we didn’t have all the features we have today, of course, but we are still an alternative to rigid software, and the strength of our solution is that it now also meets the complex challenges that are more specific to enterprises. The nature of our solution makes us quite unique in that regard. The productivity gain is so big and you get results so fast because we have a very iterative approach; you move forward one step at a time, from here, to here, to here. Instead of a long-term project where you don’t start to see any benefit for six months, Monday customers see results very quickly.” As evidence of Monday’s adherence to its foundational principles, Berlin cites the example of Monday CRM, introduced in August 2022, which has become the fastest growing product in the company’s history. “As we all know, the CRM world is very crowded. Despite that, Monday CRM is our fastest growing product, faster even than work management when it was launched. And there is one reason for that – the low code, no code nature of the product; that simplicity, that flexibility and that ease of use. That’s still the biggest difference,” he says. Berlin adds that the beauty of Monday is that all its products are built on the same building blocks, which makes it much quicker and easier to introduce additional products from its portfolio without adding complexity or creating more silos. “When a decision-maker in a company chooses a new tool there is always fear In the first quarter of 2025, globally, the number of Monday customers generating more than $50,000 in annual recurring revenue was up 38% year-on-year to 3,444, and the number generating more than $100,000 was up 46% to 1,328. Given that Monday passed $1 billion in ARR in August 2024 and is projected to reach to $1.226 billion this year, these larger customers now account for between one quarter and one third of total revenue. A new approach Monday’s evolution into a multi-product company, with the additions of Monday Dev (for development), Monday CRM (for sales) and Monday Service (for enterprise services), alongside its foundational work management platform (for projects, resources and goals), gives it the opportunity to sell multiple Monday products to different teams throughout an enterprise, supported by revenue-generating consultancy services. “You don’t sell to a big bank with a product-led approach like the one we started out with when selling to small teams with maybe 10 users,” explains Berlin. “As soon as you are chosen as the solution for all aspects of work management within a large customer, potentially replacing an existing system, you can only do that with a consultative approach including change management. We work hand-in-hand with customers to ensure the success of their projects and, with that consultative approach, the average sales order is obviously much bigger. You don’t do it for 10 users, you do it for hundreds, thousands and tens of thousands of users.” To date, Monday’s largest customer has 80,000 subscriptions. Still low code, no code Bearing in mind that Monday.com was set up to provide an alternative to rigid, bloated enterprise software with expensive customisation and consultancy services, is its new sales approach and push into the enterprise space turning it into what it set out to disrupt? Absolutely not, says Pierre Berlin. “We are low code, no code, and that gives customers the opportunity to build their own solution. That’s fundamentally how Monday differs from those other solutions. Monday.com, the provider of low code, no code software for the automation, digitisation and customisation of crossfunctional work management, CRM, product development and helpdesk workflows, is putting its faith in the UK tech sector with the opening of a much larger London office in 1 Rathbone Square, just a stone’s throw from its old premises in Rathbone Place, Fitzrovia. The move builds on the company’s rapid growth since establishing a physical presence in the UK in June 2021, when it had just 15 employees. By the end of that year headcount had doubled to 30, since when it has increased 10-fold to 300, up from 150 just 12 months ago. Its new 80,000 sq ft premises, covering three floors connected by a central staircase, has capacity for 650 people, which is just as well in light of plans by Pierre Berlin, GM of EMEA, and Ben Barnett, the newly promoted Regional VP for UK & Ireland, to double Monday’s UK headcount to 600 over the next two to three years. The extra staff, including more sales and customer-facing people, are needed to support not just a growth in customer numbers – Monday has seen a 50% year-on-year increase in its UK customer base since 2021 and now has 20,000 customers in the UK and Ireland out of a global customer base of 245,000 – but also a shift to a more consultative sales approach as Monday expands its product offering, creating cross-selling opportunities, and extends its reach from its mid-market core up into the enterprise sector. Monday.com is supporting its continued growth with the opening of a new 80,000 square foot London HQ Room to grow SOFTWARE
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