Segunda.com Ltd. (Mndy): Modelo de negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico do Software de Gerenciamento de Trabalho, Monday.com surge como uma plataforma revolucionária, transformando como as equipes colaboram e executam projetos. Ao misturar engenhosamente a automação do fluxo de trabalho visual com uma interface intuitiva sem código, esta solução inovadora de SaaS capacita negócios de todos os tamanhos para otimizar suas operações e aumentar a produtividade. De pequenas startups a grandes empresas, o SO flexível do Monday.com SO

Segunda.com Ltd. (Mndy) - Modelo de negócios: Parcerias -chave

Integrações de tecnologia estratégica

Segunda -feira.com mantém parcerias estratégicas de tecnologia com:

Parceiro	Detalhes da integração	Ano estabelecido
Salesforce	Sincronização de dados de CRM	2021
Microsoft	Equipes e Integração do Office 365	2020
Folga	Integração de comunicação do fluxo de trabalho	2019
Zoom	Colaboração de videoconferência	2020

Parcerias de infraestrutura em nuvem

Segunda -feira.com Parceiro de infraestrutura em nuvem:

• Amazon Web Services (AWS) - Provedor de hospedagem em nuvem primária
• Infraestrutura de hospedagem, cobrindo 99,99% de tempo de atividade
• Presença global de data center em várias regiões

Ecossistema de desenvolvimento de software

O ecossistema de colaboração inclui:

Parceiro do ecossistema	Tipo de colaboração
Github	Integração do repositório de código
Gitlab	DevOps Workflow Integration
Atlassiano	Sincronização de ferramentas de gerenciamento de projetos

Parcerias de canal

As parcerias globais de integrador de sistemas incluem:

• Deloitte Digital
• Accenture
• Serviços digitais da PWC

Implementações da empresa de consultoria

Parceiros de serviços de implementação corporativa:

Empresa de consultoria	Foco de implementação
Kpmg	Otimização do fluxo de trabalho corporativo
McKinsey Digital	Consultoria de transformação organizacional
Boston Consulting Group	Estratégia digital no local de trabalho

Segunda.com Ltd. (Mndy) - Modelo de Negócios: Atividades -chave

Desenvolvimento contínuo de software e aprimoramento da plataforma

No terceiro trimestre de 2023, segunda -feira.com investiu US $ 41,8 milhões em pesquisa e desenvolvimento, representando 37,5% da receita total.

Métrica de Desenvolvimento	2023 valor
Despesas de P&D	US $ 41,8 milhões
P&D como % da receita	37.5%
Total de engenheiros de software	438
Atualizações anuais da plataforma	12-15

Operações de sucesso e suporte do cliente

Segunda -feira.com mantém uma equipe global de suporte ao cliente em várias regiões.

• Disponibilidade de suporte ao cliente 24/7
• Canais de suporte de múltiplos idiomas
• Tempo médio de resposta: 2,5 horas

Estratégias de marketing e aquisição de clientes

Métrica de marketing	2023 valor
Despesas de marketing	US $ 97,3 milhões
Custo de aquisição do cliente	US $ 41 por cliente
Aquisição anual de novos clientes	22,500

Inovação de produtos e desenvolvimento de recursos

Segunda -feira.com lançou 38 recursos de novos produtos em 2023, com foco significativo na integração da IA.

• Automação de fluxo de trabalho com IA
• Recursos aprimorados de integração
• Expansões de painel personalizáveis

Pesquisa e desenvolvimento de soluções de gerenciamento de trabalho movidas a IA

A equipe de pesquisa de IA dedicada de 67 especialistas focados nas inovações de tecnologia de gerenciamento de trabalho.

Métrica de desenvolvimento de IA	2023 valor
Tamanho da equipe de pesquisa da IA	67 especialistas
Implementações de recursos da IA	12 novas capacidades de IA
Investimento de P&D da AI	US $ 18,6 milhões

Segunda.com Ltd. (Mndy) - Modelo de negócios: Recursos -chave

Sistema Operacional de Trabalho Avançado (OS Work)

A plataforma principal do Segunda.com serve como um recurso -chave crítico, suportando mais de 186.000 clientes globalmente a partir do terceiro trimestre de 2023. A plataforma permite o gerenciamento do fluxo de trabalho em mais de 200 indústrias.

Métrica da plataforma	Dados quantitativos
Total de clientes	186,000+
Indústrias servidas	200+
Receita recorrente anual (2023)	US $ 679,3 milhões

Equipe proprietária de desenvolvimento de software

A empresa mantém uma força de trabalho robusta de engenharia de software.

• Total de funcionários (2023): 1.504
• Despesas de P&D (2023): US $ 231,1 milhões
• Porcentagem de engenheiros de software: aproximadamente 40-45% da força de trabalho total

Infraestrutura de tecnologia baseada em nuvem

Segunda -feira.com utiliza infraestrutura em nuvem avançada que suporta operações globais.

Métrica de infraestrutura	Especificação
Provedor de hospedagem em nuvem	Amazon Web Services (AWS)
Data Centers globais	Várias regiões em todo o mundo
Investimento anual de infraestrutura em nuvem	US $ 45-50 milhões

Propriedade intelectual e patentes de software

Segunda -feira.com mantém um forte portfólio de propriedade intelectual.

• Total de pedidos de patente: 12-15
• Patentes de software ativo: 8
• Investimento de patentes (2023): US $ 3,2 milhões

Pool de talentos globais

A empresa aproveita uma força de trabalho internacional diversificada com a experiência em SaaS.

Métrica de talento	Data Point
Total de funcionários	1,504
Escritórios internacionais	6 locais globais
Taxa de retenção de funcionários	85%

Segunda.com Ltd. (Mndy) - Modelo de Negócios: Proposições de Valor

Plataforma de gerenciamento de trabalho flexível e personalizável

Segunda-feira.com oferece mais de 200 modelos pré-construídos em 14 indústrias diferentes a partir de 2024. A plataforma suporta mais de 200 integrações com ferramentas de software de terceiros.

Categorias de modelos	Número de modelos
Gerenciamento de projetos	65
Marketing	45
Vendas	35
Hr	25
Desenvolvimento de produtos	30

Colaboração visual e automação de fluxo de trabalho

Os recursos de automação do fluxo de trabalho incluem:

• Atribuições de tarefas automatizadas
• Atualizações de status em tempo real
• Notificações baseadas em gatilho
• Criação de regras personalizadas

Recurso de automação	Porcentagem de uso
Roteamento de tarefas	78%
Rastreamento de status	85%
Alertas do prazo	72%

Rastreamento de projetos em tempo real e ferramentas de produtividade da equipe

As métricas de rastreamento de produtividade mostram melhoria de 40% na eficiência da equipe para os usuários que implementam a plataforma do Monday.com.

• Recursos de rastreamento de tempo
• Painéis de desempenho
• Ferramentas de alocação de recursos

Interface Intuitive No Code/Low Code

A plataforma suporta a criação personalizada da placa com 92% de classificação de interface amigável. Tempo médio de configuração: 15 minutos para novos espaços de trabalho.

Complexidade da interface	Satisfação do usuário
Fácil	68%
Moderado	24%
Complexo	8%

Recursos de escalabilidade e integração de grau corporativo

Os clientes corporativos representam 35% da receita total. A plataforma suporta o escala de 5 a 5.000 usuários de maneira mais fácil.

• SoC 2 tipo II Compatível
• Certificado por GDPR e CCPA
• Criptografia de 256 bits

Recurso corporativo	Disponibilidade
Sinalizador único	Sim
Permissões avançadas	Sim
Domínio personalizado	Sim

Segunda.com Ltd. (Mndy) - Modelo de Negócios: Relacionamentos do Cliente

Auto-serviço digital integração

Segunda-feira.com oferece um processo de integração de autoatendimento digital com os seguintes recursos importantes:

• Duração do teste gratuito: 14 dias
• Criação de conta instantânea sem requisito de cartão de crédito
• Passo a passo e assistência automatizada de produtos e instalação

Métrica de integração	Valor
Tempo médio para o primeiro valor	Menos de 30 minutos
Taxa de ativação do usuário	68%

Recursos abrangentes de suporte on -line

Segunda -feira.com fornece uma extensa infraestrutura de suporte on -line:

• 24/7 de ajuda online
• Biblioteca de documentação abrangente
• Tutoriais e guias em vídeo

Canal de suporte	Tempo de resposta
Suporte por e -mail	Abaixo de 24 horas
Bate -papo ao vivo	Dentro de 5 minutos

Gerenciamento personalizado de sucesso do cliente

Gerentes de sucesso de clientes dedicados Forneça suporte personalizado para clientes corporativos e de nível superior.

• Gerentes de sucesso atribuídos para contas corporativas
• Revisões de negócios trimestrais
• Estratégias de implementação personalizadas

Fóruns de usuário e base de conhecimento orientados pela comunidade

Segunda -feira.com mantém plataformas ativas de envolvimento da comunidade:

• Fórum da Comunidade de Segunda.com
• Conteúdo e modelos gerados pelo usuário
• Rede de suporte ponto a ponto

Métrica comunitária	Valor
Membros ativos da comunidade	Mais de 100.000
Interações mensais da comunidade	50,000+

Webinars regulares de produtos e sessões de treinamento

Aprendizagem e engajamento contínuos por meio de programas de treinamento estruturado:

• Webinars semanais de produtos ao vivo
• Módulos de treinamento sob demanda
• Programas de certificação

Métrica de treinamento	Valor
Participantes mensais do webinar	5,000+
Usuários certificados	15,000

Segunda.com Ltd. (Mndy) - Modelo de Negócios: Canais

Plataforma de vendas on -line direta

Segunda -feira.com gerou US $ 679,4 milhões em receita para o ano fiscal de 2022. A plataforma de vendas on -line direta da empresa é responsável por aproximadamente 67% do total de vendas, representando cerca de US $ 455 milhões em receita digital direta.

Canal de vendas	Percentagem	Contribuição da receita
Plataforma online direta	67%	US $ 455 milhões

Equipe de vendas corporativa

A equipe de vendas corporativa de segunda-feira.com tem como alvo os clientes do mercado intermediário e de grandes empresas corporativas. A partir do terceiro trimestre de 2023, a empresa relatou 221.000 clientes, com clientes corporativos representando 37% do total da base de clientes.

Segmento de clientes	Número de clientes	Percentagem
Total de clientes	221,000	100%
Clientes corporativos	81,770	37%

Campanhas de marketing digital

Segunda -feira.com investiu US $ 229,7 milhões em despesas de vendas e marketing em 2022, que inclui campanhas de marketing digital em vários canais.

Mercados de aplicativos e integrações

Segunda-feira.com oferece integrações com mais de 200 aplicativos de terceiros, incluindo:

• Salesforce
• Equipes da Microsoft
• Folga
• Google Workspace
• Zoom

Redes de referência de parceiros

A empresa estabeleceu parcerias estratégicas com empresas e revendedores de consultoria de tecnologia. A receita gerada por parceiro contribui com aproximadamente 15 a 20% do total de vendas.

Canal de parceiros	Contribuição da receita
Parceiros de Consultoria em Tecnologia	12%
Redes de revendedores	8%

Segunda.com Ltd. (Mndy) - Modelo de negócios: segmentos de clientes

Pequenas e médias empresas

No quarto trimestre de 2023, o Segunda-feira.com relatou 191.000 clientes pagantes, com uma parcela significativa compreendendo pequenas e médias empresas (SMBs).

Métricas de segmento SMB	Valor
Valor médio anual do contrato	$7,800
Taxa de retenção de clientes da SMB	90%

Grandes organizações empresariais

Segunda -feira.com vem expandindo sua base de clientes corporativos, com 25% da receita total proveniente de clientes gastando mais de US $ 50.000 anualmente.

Métricas do segmento corporativo	Valor
Número de clientes corporativos	1,350
Valor médio de contrato anual empresarial	$82,500

Equipes profissionais entre indústrias

Segunda -feira.com serve vários setores com seu sistema operacional de trabalho.

• Tecnologia: 28% da base de clientes
• Marketing e publicidade: 19% da base de clientes
• Serviços profissionais: 15% da base de clientes
• Saúde: 12% da base de clientes
• Educação: 8% da base de clientes

Profissionais de gerenciamento de projetos

A plataforma tem como alvo especificamente profissionais de gerenciamento de projetos em vários setores.

Segmento de gerenciamento de projetos	Valor
Usuários de gerenciamento de projetos	45% da base total de usuários
Usuários ativos mensais médios por organização	37

Equipes de força de trabalho remotas e distribuídas

Segunda -feira.com sofreu um crescimento significativo em ferramentas de colaboração de trabalho remoto.

• Taxa de adoção de equipe remota: Aumento de 62% em 2023
• Equipes distribuídos globais: 35% da base de clientes

Segunda.com Ltd. (Mndy) - Modelo de negócios: estrutura de custos

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2022, o Segunda -feira.com registrou despesas de P&D de US $ 155,8 milhões, representando 37,1% da receita total.

Ano fiscal	Despesas de P&D	Porcentagem de receita
2022	US $ 155,8 milhões	37.1%
2021	US $ 106,4 milhões	40.5%

Investimentos de vendas e marketing

As despesas de vendas e marketing para segunda -feira.com em 2022 totalizaram US $ 264,1 milhões, representando 63% da receita total.

• 2022 Gastes de vendas e marketing: US $ 264,1 milhões
• 2021 Gastes de vendas e marketing: US $ 186,9 milhões

Manutenção da infraestrutura em nuvem

Os custos de infraestrutura em nuvem para segunda -feira.com fazem parte de seu custo de receita, que foi de US $ 41,8 milhões em 2022.

Ano fiscal	Custo da receita
2022	US $ 41,8 milhões
2021	US $ 26,4 milhões

Custos de aquisição de pessoal e talento

As despesas operacionais totais relacionadas ao pessoal em 2022 foram de US $ 467,2 milhões.

• Total Headcount em 2022: 1.457 funcionários
• Custo médio por funcionário: aproximadamente US $ 320.000

Suporte ao cliente e operações de sucesso

As despesas de suporte ao cliente são integradas nas vendas e marketing e despesas administrativas gerais.

Categoria de despesa	2022 quantidade
Geral e Administrativo	US $ 83,9 milhões
Vendas e marketing	US $ 264,1 milhões

Segunda.com Ltd. (Mndy) - Modelo de negócios: fluxos de receita

Modelo de preços baseado em assinatura

Segunda-feira.com gera receita principalmente por meio de um modelo baseado em assinatura, com US $ 679,4 milhões em receita total para o ano fiscal de 2022, representando um crescimento de 47% ano a ano.

Planos de preços em camadas

Tipo de plano	Preço mensal por usuário	Principais recursos
Basic	$8	Recursos de colaboração limitados
Padrão	$10	Gerenciamento avançado de fluxo de trabalho
Pró	$16	Relatórios de nível corporativo
Empresa	Preços personalizados	Personalização completa da plataforma

Receita recorrente mensal/anual por usuário

A partir do terceiro trimestre de 2023, segunda -feira.com informou:

• Taxa de retenção de receita líquida: 125%
• Receita média por cliente pago: US $ 13.451
• Total de clientes pagadores: 186.700

Serviços profissionais e consultoria

Fluxos de receita adicionais incluem:

• Consultoria de implementação
• Design de fluxo de trabalho personalizado
• Serviços de treinamento e integração

Recurso adicional e monetização adicional

Serviço complementar	Preço mensal
Integrações avançadas	$50-$200
Suporte premium	$100-$500
Desenvolvimento de painel personalizado	$250-$1,000

monday.com Ltd. (MNDY) - Canvas Business Model: Value Propositions

You're looking at how monday.com Ltd. (MNDY) delivers tangible value to its customers as of late 2025. The core proposition revolves around consolidation, adaptability, and intelligence built into the platform.

Unified Work OS: Centralizing diverse workflows (CRM, Dev, Service) on one platform.

The platform's value is increasingly tied to its multi-product adoption, moving beyond core Work Management. This centralization is showing up in the financials through higher-value customer segments.

• New products (monday CRM, monday dev, monday service, monday campaigns) now account for more than 10% of total ARR as of Q3 2025.
• monday CRM achieved $100 million in Annual Recurring Revenue (ARR) as of Q2 2025.
• monday Campaigns, launched in September 2025, already has more than 200 accounts.

Flexibility and Customization: Users build custom apps and workflows without code.

The no-code/low-code aspect is critical for adoption, especially among non-technical users. The creation of custom applications demonstrates this flexibility in action.

Customization Metric	Value (As of Late 2025)
Custom Apps Created (since July, tied to monday Vibe)	Over 60,000
Customers with more than 10 users (% of ARR)	81%

AI-Powered Productivity: Automating tasks and providing proactive support via AI agents.

AI integration is a major driver of engagement and is moving the platform toward work execution. The adoption rate shows a significant shift in how customers are using the platform.

• Cumulative AI-driven actions across the platform reached over 46 million as of Q2 2025.
• Adoption growth quarter-over-quarter since implementing the AI strategy was more than 150% as of the end of Q1 2025.
• The company offered each customer 500 free AI actions before moving to a usage-based pricing model.

Enterprise Scalability: Robust features for leadership visibility and resource optimization.

The focus on larger accounts is evident in the growth of high-ARR customer cohorts and strong retention within those groups. This shows the platform is successfully embedding itself in critical enterprise operations.

Enterprise Segment Metric (As of Q3 2025)	Count / Rate
Customers with more than $50,000 ARR	3,993
Customers with more than $100,000 ARR	1,603
Customers with more than $500,000 ARR (YoY Growth)	78 (Up 73%)
Net Dollar Retention Rate ($50k+ ARR Customers)	117%

Rapid Time-to-Value: Intuitive interface for quick adoption and immediate impact.

The overall platform health, reflected in retention, suggests users find value quickly enough to expand their usage year over year. The general net dollar retention rate speaks to this stickiness.

• Net Dollar Retention Rate (Overall) was 111% as of Q3 2025.
• Net Dollar Retention Rate for customers with more than 10 users was 115% as of Q3 2025.

monday.com Ltd. (MNDY) - Canvas Business Model: Customer Relationships

You're looking at how monday.com Ltd. manages its relationship with its diverse user base, which spans from small teams to the largest enterprises. It's a multi-pronged approach, balancing efficient digital touchpoints with high-touch human engagement.

Self-Serve Model

The foundation for acquisition, especially for smaller teams and SMBs, remains the low-touch, self-serve path. This is the initial entry point for many, leveraging the platform's inherent usability. Honestly, the company has been strategically shifting away from relying solely on this viral, self-serve strategy toward a more sales-led model to capture larger accounts, but the self-serve entry remains critical for volume. As of early 2025, monday.com Ltd. served approximately 245,000 customers, though this number grew to over 250,000 by late 2025.

Dedicated Account Management

For the high-value segment, the relationship becomes high-touch. This is where dedicated resources focus on driving deeper platform adoption and expansion within large organizations. The success of this strategy is clear in the growth metrics for larger clients. For instance, the number of paid customers with over $100,000 in Annual Recurring Revenue (ARR) grew by an impressive 46% year-over-year in the second quarter of 2025. Furthermore, the monday CRM product alone achieved $100 million in ARR just three years after launch, showing success in upselling specialized solutions.

Here's a snapshot of how retention metrics reflect the success of this upmarket focus:

Customer Segment Metric	Reported Rate/Value	Reporting Period/Context
Overall Net Dollar Retention (NDR)	111%	Q2 Fiscal Year 2025
NDR for Customers with >10 Users	115%	Q1 Fiscal Year 2025
NDR for Customers with > $50,000 ARR	116%	Q1 Fiscal Year 2024
Customers with > $100,000 ARR Growth	46%	Year-over-Year, Q2 2025

Community and Forum Support

Leveraging the scale of the user base for peer-to-peer assistance is a key efficiency driver. The monday Community Forum acts as a hub where members share ideas, ask questions, and explain use cases, which helps deflect simple support tickets. You can see active discussions on feature requests, API usage, and specific workflow challenges, showing a vibrant, self-regulating ecosystem.

• A place for members to share ideas and use cases.
• Active threads on platform discussions and feature requests.
• Dedicated sections for apps and developer resources.

In-Product AI Support

Immediate, contextual help is increasingly delivered via embedded artificial intelligence. The company's AI vision centers on making intelligence accessible directly within workflows. The monday sidekick is one of the announced AI-powered capabilities aimed at providing this immediate assistance. This is building on prior momentum, as customers had already performed approximately 10 million AI-powered actions by the end of FY24. The platform also introduced monday Expert, planned for a Q2 2025 launch, to further enhance automation and decision-making. The monday vibe feature has also seen massive adoption, enabling the creation of over 60,000 apps to date.

Expansion Focus

The core of the growth strategy involves prioritizing cross-selling and upselling to drive expansion revenue within existing accounts. The stated goal for this focus is driving 117% NDR for large customers, indicating a strong expectation for net revenue expansion even as the overall NDR settled around 111% in Q2 2025. This expansion is fueled by the multi-product platform strategy, where newer offerings like monday CRM, monday Dev, and monday Service now contribute more than 10% of total ARR as of Q3 2025.

• Prioritizing cross-selling of the multi-product suite.
• Targeting 117% NDR specifically for the large customer cohort.
• Newer products grew more than 80% year-over-year in Q3 2025.

Finance: draft 13-week cash view by Friday.

monday.com Ltd. (MNDY) - Canvas Business Model: Channels

You're looking at how monday.com Ltd. gets its Work OS into the hands of customers, which is definitely shifting toward larger deals as of late 2025. The strategy is clearly moving upmarket, which impacts how they use each channel.

Direct Sales Force: Inside and field sales teams targeting enterprise accounts.

The focus is on larger customers, which means the direct sales force is crucial for closing these bigger, more complex deals. You can see this push in the growth of high-value accounts.

• The number of paid customers with more than $100,000 in Annual Recurring Revenue (ARR) was 1,603 as of September 30, 2025, marking a 48% year-over-year increase.
• Customers with more than $500,000 in ARR reached 78 in Q3 2025, a 73% increase from 45 as of September 30, 2024.
• The monday CRM product recently hit $100 million in ARR as of the second quarter of fiscal year 2025, just three years after launch.
• The company is actively rebalancing go-to-market investment toward mid-funnel channels that target these larger opportunities, even though this brings longer sales cycles.

Online Self-Service: Website and app stores for trial and subscription sign-ups.

This channel captures the long tail and smaller-to-midsize business sign-ups, though management noted some choppiness in top-of-funnel activity in Q3 2025.

• Total paid customers with more than 10 users stood at 63,075 on September 30, 2025, a 7% increase from 58,760 on September 30, 2024.
• The overall Net Dollar Retention (NDR) rate was reported at 111% for Q3 2025.
• For customers with over 10 users, the NDR was 115% in Q3 2025.

Partner Ecosystem: Channel and referral partners for regional and specialized sales.

The partner ecosystem is a significant growth lever, especially with new specialization frameworks driving revenue in key areas like CRM.

• As of February 2025, monday.com had over 270 solution partners globally.
• Solution partners increased by 24 percent over the year leading up to February 2025.
• Specialist Partners in the CRM specialization now contribute 50% of the CRM channel ARR.
• Over 600 professionals from more than 50 countries were part of the partner ecosystem at the February 2025 Partner Summit.

App Marketplace: Distribution of third-party and custom apps (monday vibe).

The marketplace acts as an extension of the core platform, with custom apps built on platforms like monday Vibe showing rapid adoption.

• The monday.com Marketplace hosted 650 available applications as of February 2025.
• The number of available applications grew by 59 percent in the year leading up to February 2025.
• New products, including monday Service, now account for more than 10% of total ARR as of Q3 2025.
• Over 60000 apps have been built on monday Vibe in approximately 3 months as of Q3 2025.

Digital Marketing: Performance marketing and SEO for lead generation.

While the company is shifting focus upmarket, digital channels remain important for the broader customer base, despite recent acknowledged choppiness.

• Advertising expenditure increased from $98,423 in 2019 to $203,235 in 2023.
• The company is monitoring stabilization or improvement in mid-market and SMB customer acquisition channels.

Here's a quick look at how key customer segments, often indicative of channel success, are performing as of late 2025:

Metric	Value (Q3 2025 End Date)	Year-over-Year Growth
Total Paid Customers (>10 Users)	63,075	7%
Customers (>$50,000 ARR)	3,993	37%
Customers (>$100,000 ARR)	1,603	48%
Customers (>$500,000 ARR)	78	73%

Finance: draft 13-week cash view by Friday.

monday.com Ltd. (MNDY) - Canvas Business Model: Customer Segments

You're looking at how monday.com Ltd. segments its buyers to drive growth, especially as they push further upmarket. The focus is clearly shifting toward larger, more established organizations, but the core base is still critical for volume.

Enterprise Customers are a major growth engine now. Companies spending over $100,000 in ARR (Annual Recurring Revenue) are a key focus, and this segment is pulling a larger share of the total revenue pie. As of the third quarter of 2025, these large accounts now represent 27% of ARR, which is a nice bump up from 22% at the end of the third quarter of 2024. That's defintely a sign of successful enterprise sales execution.

Mid-Market Businesses are the next layer down, often focused on scaling their operations across multiple departments. We can track this group by looking at customers with over $50,000 in ARR. This cohort now makes up 40% of ARR as of Q3 2025, up from 34% a year prior. The company added 291 net new customers in this $50k+ ARR bracket during Q3 2025 alone.

Small and Medium Businesses (SMBs) remain the foundation, often starting with a self-serve trial or lower-tier plan. The total customer base was approximately 245,000 customers as of Q2 2025. These smaller accounts are crucial for product-led growth and feeding the funnel for future expansion.

Diverse Teams show the platform's breadth beyond its original project management use case. The multi-product strategy is working, as new products like monday CRM, monday dev, monday service, and monday campaigns now account for more than 10% of total ARR as of Q3 2025. monday CRM, for instance, recently crossed the $100 million in ARR mark, only three years after its launch.

Here are the latest hard numbers we have on the paid user base and key enterprise tiers, primarily reflecting the Q3 2025 report, but including the specific Q2 2025 metric you requested:

• Paid User Base: Over 61,803 customers with more than 10 users (Q2 2025).
• The number of paid customers with more than 10 users grew to 63,075 as of September 30, 2024, representing 81% of ARR in Q3 2025.
• The largest customers are clearly driving expansion; the net dollar retention rate for customers with more than $100,000 in ARR was 117% in Q3 2025.

To give you a clearer picture of the customer value distribution based on the latest available data (Q3 2025):

Customer Segment (ARR)	Percentage of Total ARR (Q3 2025)	Number of Customers (Q3 2025)	Year-over-Year Customer Growth (Q3 2025 vs Q3 2024)
Over $500,000	6%	78	73%
Over $100,000	27%	1,603	48%
Over $50,000	40%	3,993	37%

The growth in the number of customers over $100,000 in ARR was 48% year-over-year as of Q3 2025, showing that the enterprise focus is translating into more high-value logos. Also, the largest customer segment, those over $500,000 in ARR, grew its customer count by 73% to reach 78 customers.

Finance: draft 13-week cash view by Friday.

monday.com Ltd. (MNDY) - Canvas Business Model: Cost Structure

You're looking at the engine room of monday.com Ltd. (MNDY) to see where the money actually goes to keep this Work OS humming and growing. Honestly, for a company scaling this fast, the cost structure is a direct reflection of its growth strategy-heavy on acquisition and innovation.

Investment in Product and Market Penetration

The biggest levers pulling on the expense side are definitely product development and getting that product into new hands. R&D (Research and Development) is a significant cost driver, showing a major commitment to staying ahead, especially with AI integration. For the full year 2025, management is guiding that they are putting about 18% of revenue back into R&D to fuel that innovation pipeline, including features like monday magic and monday sidekick. Also, Sales and Marketing (S&M) spend remains high, which makes sense as they push for upmarket expansion and continue to acquire new customers. This S&M spend is projected to be around 48% of the full-year 2025 revenue. That's a substantial investment to drive the expected full-year revenue between $1,226 million and $1,228 million.

Here's the quick math on those two major spending categories based on the midpoint of the revenue guidance:

Cost Category	FY 2025 % of Revenue (Est.)	FY 2025 Estimated Spend (Millions USD)
Sales and Marketing (S&M)	48%	~$589.0
Research & Development (R&D)	18%	~$220.9

Workforce and Platform Scaling

Personnel Costs are naturally high given the global scale of operations and the need for top engineering and sales talent. As of September 30, 2025, monday.com Ltd. had 3,018 employees on the payroll. That's a global workforce you need to compensate well to keep that innovation engine running. To support this global platform and the increasing customer base, Cloud Infrastructure costs are a necessary, ongoing expense, covering hosting and the scaling required for their Work OS.

The focus on efficiency, however, is clear when you look at profitability alongside these costs. The company is driving toward better operating leverage, which you can see in the expected bottom line:

• Full-year 2025 non-GAAP operating income is expected to be between $167 million and $169 million.
• This translates to an expected non-GAAP operating margin of approximately 14% for the full year 2025.
• For context, the Q3 2025 non-GAAP operating margin hit 15%, up from around 7% in 2024.

Key Cost Structure Components

When you break down the major cost buckets, you see where the operational discipline is being applied, even while spending heavily on growth. The company is managing to grow revenue at about 26% year-over-year while simultaneously improving margins, which is a tough balancing act. The costs are heavily weighted toward acquiring and serving customers, but the return on that spend is showing up in the operating income guidance.

Here is a summary of the key figures driving the cost structure:

• Personnel base of 3,018 employees as of September 30, 2025.
• R&D spend estimated at 18% of revenue for FY 2025.
• S&M spend estimated at 48% of revenue for FY 2025.
• Expected full-year 2025 non-GAAP operating income in the range of $167 million to $169 million.
• Cloud Infrastructure is a variable but essential cost for platform scaling.

Finance: draft 13-week cash view by Friday.

monday.com Ltd. (MNDY) - Canvas Business Model: Revenue Streams

You're looking at how monday.com Ltd. actually brings in the cash, and it's definitely centered on recurring software access. The core of their revenue engine is the subscription model, which scales up based on what features you need and how many people (seats) are using the platform.

Subscription Fees are structured in a clear, tiered fashion. You start with the entry-level plans and move up as your team's needs for automation, reporting, and security grow. Honestly, the jump in capability between tiers is what drives the upsell.

Pricing Tier	Annual Billed Cost (Per Seat/Month)	Minimum Seats Required	Key Feature Differentiator
Basic	$9	3	Unlimited boards and items
Standard	$12	3	Timeline & Gantt views, 250 Automations/month
Pro	$19	3	Private boards, Time tracking, 25,000 Automations/month
Enterprise	Custom Quote (Benchmark approx. $40)	Varies (Quote-based)	Enterprise-grade security, HIPAA compliance, 250,000 automation actions/month

Also, monday.com Ltd. is successfully driving revenue from its specialized offerings, which is key to moving upmarket. The platform is no longer just project management; it's a Work OS with distinct product lines.

• monday CRM recently hit $100 million in ARR as of the second quarter of 2025.
• New products, as a group, accounted for more than 10% of total ARR as of the third quarter of 2025.
• The platform includes monday dev, which has a base cost starting around $9 per seat/month billed annually for its entry level.

We're also seeing the introduction of Usage-Based Fees, which is a smart way to monetize new features without constantly adjusting the base subscription price. This is where the AI push really shows up in the financials.

• Every paid seat gets 500 AI credits per month included in their subscription.
• The monday vibe platform saw more than 60,000 apps built on it in approximately 3 months leading up to the third quarter of 2025.
• Only subscribers of the top 3 paid plans can purchase the additional AI add-on.

Finally, the big money is coming from Enterprise Contracts. These large, multi-year deals provide significant, predictable Annual Recurring Revenue (ARR) and show the platform's success in landing bigger customers. You can see this momentum in their customer cohort growth.

• The number of paid customers with more than $100,000 in ARR reached 1,472 as of June 30, 2025, a 46% increase year-over-year.
• Customers with over $50,000 in ARR totaled 3,702 as of June 30, 2025, up 36% from the prior year.

For the full-year 2025 outlook, monday.com Ltd. is guiding for Total Revenue between $1,226 million to $1,228 million, which represents approximately 26% year-over-year growth based on the third quarter guidance. That's a solid number to anchor your valuation on. Finance: draft 13-week cash view by Friday.