businessinfomag.uk 20 magazine to sell not just multiple Monday products to different teams throughout an enterprise but also to deliver revenue-generating consultancy services. “You don’t sell to a big bank with a product-led approach like the one we started out with selling to small teams with maybe 10 users,” explains Pierre Berlin. “As soon as you are chosen as the solution for all work management aspects within a large customer, potentially replacing an existing system, you can only do that with a consultative approach including change management. It’s not a question of here’s your order, sign and we’re done. 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 that for 10 users, but you do it for hundreds, thousands and tens of thousands of users.” Monday’s largest customer to date 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 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 crossselling opportunities, and extends its reach from its mid-market core up into the enterprise sector. 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-onyear to 3,444, and the number generating more than $100,000 was up 46% to 1,328. Given that Monday passed $1 billion in annual recurring revenue in August 2024, these larger customers now account for between one quarter and one third of revenue. A new approach Monday’s evolution into a multi-product company, with the additions of Monday Dev (for developers), Monday CRM (for sales people) and Monday Service (for enterprise service management), alongside its foundational work management platform (for projects, resources and goals), gives it the opportunity Monday.com, the fast-growing provider of low code, no code software for the automation and customisation of crossfunctional work management, CRM, product development and services management workflows, is putting its faith in the UK tech sector – and its EMEA growth prospects – 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 because Pierre Berlin, GM of EMEA, and Ben Barnett, the newly promoted Regional VP for UK & Ireland, are planning 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-onyear increase in its UK customer Monday.com has moved into a new 80,000 square foot London HQ with room to double its headcount Room to grow SOFTWARE
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