Slide 1: Q2 FY25 Earnings
@. MONAAY.com Q2 FY25 Earnings _On ee |) oe
Slide 2: Safe harbor
Safe harbor This presentation contains “forward-looking statements” within the meaning of the “safe harbor” provisions of the Private Securities Litigation Reform Act of 1995, including but not limited to, statements regarding our financial outlook and market positioning. These forward-looking state
Slide 3: Our success by the numbers
Our success by the numbers Strong revenue growth Q2-25 financial highlights $ millions $299 $299M 27% $282 Revenue YoY revenue growth $268 $251 36% 116% $236 YoY increase in customers Net dollar retention rate* of with $50k+ ARR* to 3,702*** customers with $50k+ ARR*** 90% $64M Gross margin** Adjust
Slide 4: Traditional work software is broken.
Traditional work software is broken. Businesses are unable to fulfill their potential because their software is limiting their ability to execute
Slide 5: Businesses have two bad options
Businesses have two bad options Rigid off-the-shelf point solutions Complex enterprise software Usually designed for SMBs and don’t enable scaling. Huge implementation and maintenance costs. Implementation takes a long time and is very costly. Changes are slow and dependent on tech teams.
Slide 6: A platform to run the core of all work.
What is monday.com? A platform to run the core of all work.
Slide 7: monday.com is unique
monday.com is unique Built like no other software Platform Full control Flexible & simple Built as a true platform, with Allows customers to adapt Able to scale with the all Work OS products sharing the software on their own, business and adapt to a common code base giving them full control changing
Slide 8: Strong, diverse customer base
Strong, diverse customer base Total customers +22% 245K 225K 186K 152K Customers 114K CAGR 90K 2019-2024 FY-19 FY-20 FY-21 FY-22 FY-23 FY-24 Note: data as of the end of each year
Slide 9: Customers spanning across 200+ industries
Customers spanning across 200+ industries Construction Consulting Design Education Legal HR Industrials Energy Finance Healthcare Marketing Retail Publishing Media Real estate Technology Telecoms & many more…
Slide 10: In 200+ markets around the world
In 200+ markets around the world % of revenue Note: data as of the end of Q2 FY25
Slide 11: Increasing number of enterprise customers
Increasing number of enterprise customers Customers with 10+ users $50k+ ARR customers $100k+ ARR customers 8% YoY Growth 36% YoY Growth 46% YoY Growth 61,803 60,566 3,702 58,760 59,214 3,444 57,203 3,201 1,472 2,907 1,328 2,713 1,207 1,080 1,009 Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 Q2-24 Q3-24 Q4-24 Q1-25
Slide 12: Ongoing push upmarket
Ongoing push upmarket % of total ARR Customers with 10+ users $50k+ ARR customers $100k+ ARR customers 80% 80% 79% 79% 38% 78% 37% 36% 26% 24% 34% 24% 33% 22% 21% Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 Note: for definition of ARR, see Appendix Note:
Slide 13: Where do we want to go from here?
Where do we want to go from here? Becoming the go-to Expanding our core Cultivating a strong work platform for work product lines ecosystem for a business long-tail of use cases
Slide 14: Why own monday.com?
Why own monday.com? Large growth potential Diverse customer base Strong financial performance Multiple growth levers to capture Expanding customer base Track record of strong new markets and build share in across industries, geographies, execution, with durable revenue large and growing TAMs and com
Slide 15: Financial overview and update
Financial overview and update
Slide 16: Consistent incremental revenue growth
Consistent incremental revenue growth $ millions Quarterly revenue Annual revenue 27% YoY Growth ’20-’24 CAGR: 57% $972 $299 $282 $268 $251 $730 $236 $217 $203 $189 $176 $519 $308 $161 Q2-23 Q3-23 Q4-23 Q1-24 Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 FY-20 FY-21 FY-22 FY-23 FY-24
Slide 17: Strong net dollar retention rate
Strong net dollar retention rate All customers 125% 125% 123% 121% 121% 117% 117% 114% 112% 112% 112% 111% 110% 110% 110% 111% 111% Q2-21 Q3-21 Q4-21 Q1-22 Q2-22 Q3-22 Q4-22 Q1-23 Q2-23 Q3-23 Q4-23 Q1-24 Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 Note: for definition of net dollar retention rate, see Appendix No
Slide 18: Strong net dollar retention rate
Q2-23 120% Q3-23 117% Q4-23 115% Q1-24 114% Note: data as of the end of each quarter Q2-24 114% Q3-24 114% Q4-24 Note: for definition of net dollar retention rate, see Appendix 115% Q1-25 115% Customers with 10+ users Q2-25 115% Q2-23 122% Q3-23 118% Q4-23 115% Q1-24 114% Q2-24 114% Q3-24 115% Stron
Slide 19: Driving operating leverage while investing in growth
Driving operating leverage while investing in growth Quarterly expenses as a % of revenue Annual expenses as a % of revenue 16% 13% 15% 14% 15% (53%) (17%) (9%) 8% 14% 52% 48% 48% 47% 51% 113% 79% 69% 57% 51% 17% 18% 19% 20% 16% 19% 17% 18% 16% 17% 8% 9% 9% 9% 9% 9% 11% 11% 9% 8% Q2-24 Q3-24 Q4-24 Q
Slide 20: Maintaining strong cash efficiency
Maintaining strong cash efficiency Quarterly adjusted free cash flow margin Annual adjusted free cash flow margin 39% 30% 28% 33% 27% 22% 21% 3% 2% (25%) Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 FY-20 FY-21 FY-22 FY-23 FY-24 Adjusted free cash flow amounts to: $50.8M, $82.4M, $72.7M, $109.5M, Adjusted free cas
Slide 21: Appendix
Appendix Supplementary materials
Slide 22: Definitions
Definitions (1) Annual recurring revenue (“ARR”) is defined to mean, as of a measurement date, the annualized value of our customer subscription plans assuming that any contract that expires during the next 12 months is renewed on its existing terms. (2) We calculate Net Dollar Retention Rate as of
Slide 23: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures Adjusted free cash flow ($ in millions) FY-20 FY-21 FY-22 FY-23 FY-24 Net cash provided by (used in) operating (37.2) 16.4 27.1 215.4 311.1 activities Purchase of PP&E (4.4) (11.6) (16.0) (7.9) (13.2) Capitalized software development costs (1.1) (2.2) (3
Slide 24: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures Adjusted free cash flow ($ in millions) Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 Net cash provided by operating activities 55.8 86.6 76.7 112.0 66.8 Purchase of PP&E (4.5) (3.8) (3.4) (3.7) (5.9) Capitalized software development costs (0.5) (0.4) (0.6) (0.8) (0.9)
Slide 25: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures ($ in thousands) FY-20 FY-21 FY-22 FY-23 FY-24 Reconciliation of gross profit: GAAP gross profit 138,635 269,137 452,501 649,050 868,304 Add: Share-based compensation 2,720 7,681 10,406 6,307 6,603 Non-GAAP gross profit 141,355 276,818 462,907 655,357 87
Slide 26: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures ($ in thousands) FY-20 FY-21 FY-22 FY-23 FY-24 Reconciliation of operating expenses (cont.): GAAP general and administrative 54,339 53,493 85,401 92,733 142,090 Less: Share-based compensation 39,415 20,934 28,100 29,747 37,746 Less: Charitable contributi
Slide 27: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures ($ in thousands) Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 Reconciliation of gross profit: GAAP gross profit 212,343 225,028 237,474 253,445 267,841 Add: Share-based compensation 1,872 1,881 1,606 1,134 2,272 Non-GAAP gross profit 214,215 226,909 239,080 254,579 270
Slide 28: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures ($ in thousands) Q2-24 Q3-24 Q4-24 Q1-25 Q2-25 Reconciliation of operating expenses (cont.): GAAP general and administrative 28,633 55,637 31,903 32,544 39,763 Less: Share-based compensation 10,451 10,012 8,945 8,445 13,200 Less: Charitable contribution