01732 759725 36 WORKFLOW “What I mean by intelligent selling is an exchange of data between ourselves and our partners, which allows them to understand what the customers are doing, and therefore identify opportunities for them to either promote an upgrade or to drive a services engagement. What that does in turn is give a greater feeling of engagement to the customer. The customer feels that the partner understands what they’re doing and why they’re seeing the issues or the challenges or the successes that they’re seeing. And it actually drives more success for our partners.” In the UK, partners include Provident CRM, enable.services, Intreface, Automation Consultants, redk and, most recently, Softcat, with which it has just signed an agreement. Malik says that monday.com’s ambition is not to hunt down the UK’s biggest resellers they’re able to see that through very visual dashboards. The point about us being a very visual, interactive environment to work with is another of our key differentiators.” Malik adds that monday.com’s sweet spot is mid-market to low-end enterprises, although it is looking to move more into the high-end enterprise space, describing its platform as ‘enterprise-ready’. He adds that during the pandemic, the company saw a huge influx of SMB applications because of the platform’s collaboration capabilities, which was a great boost to the business at the time and which, in many cases, has led on to more comprehensive implementations. Intelligent selling In the UK, monday.com has a very small subset of partners, no more than 10, with which it likes to engage in what Malik calls ‘intelligent selling’. ...continued Breaking down silos Monday.com has added an extra string to its bow with the launch of five pre-built, customisable product solutions supporting teams working in sales, marketing, software development, project management and more. The first to be launched is monday sales CRM, a fully customisable customer relationship management (CRM) system that empowers business owners and sales teams to manage every aspect of their sales cycle and customer data in one centralised place. Built on monday.com’s flexible low-code/no-code framework, Work OS, monday sales CRM seamlessly integrates with hundreds of apps and services, including Salesforce, Hubspot, Slack, Aircall, Mailchimp, PandaDoc and Docusign, unlocking data silos and automatically connecting sales teams to finance, account management, legal and customer service functions. Key features include: n Automations: Automate tedious tasks and save valuable time to close more deals faster. n Customisation: Fully customisable to suit the way your team works. n Email Sync: Fully sync your Gmail/Outlook to send & receive emails and automatically log sent emails all within monday.com. n Email Tracking: Get notified automatically when a lead opens or replies to an email, so that you can follow up at the right time. n Team Goals: Manage your team’s quota attainment over time, track wins and view goals for specific members or the entire team. n Post-Sales Management: Manage your post-sale activities in one place, so you can stay on top of client onboarding, client projects and collection tracking. n Sales Operations: Plan and fast-track your sales hiring process, and equip your sales team with the tools and resources they need to close more deals. In addition to valuable sales tools, monday sales CRM provides a flexible database for the entire customer journey. Once a deal is won, monday sales CRM immediately creates a new account for client onboarding, providing account representatives with every piece of data related to a specific account and ensuring a seamless transition from prospective customers to confirmed accounts. but to keep the base relatively small, service that base intelligently and to make sure that they run a profitable business. In addition to resellers, monday. com has agreements with KPMG, which includes monday.com in its digital workplace offering of recommended suppliers, and with Accenture. It also has a number of referral partners that refer small transactional relationships to it for fulfilment in exchange for commission. Indirect sales currently account for around 60% of monday.com’s business and this proportion is likely to increase as the company grows. In the meantime, Malik says monday. com will continue to develop its product offering and help its customers to be more productive. “When you automate tasks and bring a lot of different departmental data sources into this one surface that you can interact with in a meaningful way, it gives you better productivity, it gives a better return to the company and also more fulfilment to individuals,” he said. www.monday.com
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