Monday.com Ltd. · NASDAQ:MNDY
Monday.com — Q4 2023 Earnings Presentation
28 slides from Monday.com's earnings presentation, Feb 12, 2024
Slide 1: Q4 FY23 Earnings
Q4 FY23 Earnings
Slide 2: Safe harbor
Safe harbor This presentation has been prepared by monday.com Ltd. (“we,” “us,” “our,” “monday.com” or the “Company”). This presentation (including oral commentary that accompanies this presentation) contains “forward-looking statements” within the meaning of the “safe harbor” provisions of the Priv
Slide 3: Our success by the numbers – Strong revenue growth
Our success by the numbers – Strong revenue growth Q4-23 financial highlights Quarterly revenue run rate (revenue x4) $810 $203M 35% Revenue YoY revenue growth $600 56% 115% YoY increase in customers Net dollar retention rate of with >$50K ARR* to 2,295*** customers with >$50K ARR* $382 90% $55M Gro
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. Work OS platform powered by mondayDB
Slide 7: monday.com is unique. Built like no other software.
monday.com is unique. Built like no other software. Platform Full control Flexible & simple Built as a true platform, with Allows customers to adapt the Able to scale with the all Work OS products sharing software on their own, giving business and adapt to a common code base them full control changi
Slide 8: Strong, diverse customer base
Strong, diverse customer base Total customers 225K 152K 186K +26% Customers 114K 90K CAGR 2019-2023 FY-19 FY-20 FY-21 FY-22 FY-23 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 Q4 FY23
Slide 11: Increasing number of enterprise customers
Increasing number of enterprise customers Customers with 10+ users $50k+ ARR customers $100k+ ARR customers 21% YoY Growth 56% YoY Growth 58% YoY Growth 53,688 2,295 833 52,015 49,936 2,077 749 47,228 44,414 1,892 677 1,683 588 1,474 527 Q4-22 Q1-23 Q2-23 Q3-23 Q4-23 Q4-22 Q1-23 Q2-23 Q3-23 Q4-23 Q4
Slide 12: Superior product performance at scale with mondayDB
Superior product performance at scale with mondayDB 2023 2024 2025 Speed Scale Premium NEXT MILESTONE JUN NOV DEC MAR SEP MAR mondayDB 1.0 mondayDB 1.1 mondayDB 1.2 mondayDB 2.0 mondayDB 2.1 mondayDB 3.0 Large boards Large dashboards New monday API 100K items per Smarter Premium loaded at <4 Loaded
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 across Track record of strong execution, new markets and build share in industries, geographies, and with durable revenue growth, large and growing
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 35% YoY Growth $203 $730 $189 $176 ’20-’23 CAGR: 65% $162 $150 $519 $137 $124 $108 $96 $83 $308 $71 $59 $50 $161 FY-20 FY-21 FY-22 FY-23 23 21 22 22 20 23 23 21 21 22 22 23 21 1- 3- 4- 2- 1- 1- 3- 4- 4- 2- 3- 2- 4- Q Q
Slide 17: Strong net dollar retention rate
Strong net dollar retention rate All customers 125% 125% 123% 121% 121% 117% 117% 111% 114% 112% 107% 110% 103% 104% 104% 105% Q1-20 Q2-20 Q3-20 Q4-20 Q1-21 Q2-21 Q3-21 Q4-21 Q1-22 Q2-22 Q3-22 Q4-22 Q1-23 Q2-23 Q3-23 Q4-23 Note: for definition of net dollar retention rate, see Appendix
Slide 18: Strong net dollar retention rate by customer segment
Q1-20 119% Q2-20 119% Q3-20 119% Q4-20 119% Q1-21 121% Q2-21 126% Q3-21 132% Q4-21 137% Q1-22 140% Q2-22 139% Q3-22 135% Q4-22 130% Note: for definition of net dollar retention rate, see Appendix Q1-23 125% Q2-23 120% Customers with 10+ users Q3-23 117% Q4-23 115% Q1-20 141% Q2-20 133% Q3-20 132% Q4
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 (0%) (53%) 10% 9% 10% 13% (17%) (9%) 8% 63% 54% 56% 54% 113% 54% 79% 69% 57% 16% 18% 16% 16% 15% 19% 17% 18% 16% 10% 10% 8% 8% 9% 9% 11% 11% 9% Q4-22 Q1-23 Q2-23 Q3-23 Q4-23 FY
Slide 20: Maintaining strong cash efficiency
Maintaining strong cash efficiency Quarterly free cash flow margin Annual adjusted free cash flow margin 34% 28% 26% 27% 24% 20% 3% 2% (25%) Q4-22 Q1-23 Q2-23 Q3-23 Q4-23 FY-20 FY-21 FY-22 FY-23 Free cash flow amounts to: $29.7M, $38.7M, $45.9M, $64.9M, and Adjusted free cash flow amounts to: ($40.7
Slide 21: Appendix
Appendix Supplementary materials
Slide 22: Definitions
Definitions (1) Annual recurring revenue (“ARR”) is defined to mean, as of a measurement date, the annualized value of our customer subscription plans assuming that any contract that expires during the next 12 months is renewed on its existing terms. (2) We calculate Net Dollar Retention Rate as of
Slide 23: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures Adjusted free cash flow ($ in millions) FY-20 FY-21 FY-22 FY-23 Net cash provided by operating activities (37.2) 16.4 27.1 215.4 Purchase of PP&E (4.4) (11.6) (16.0) (7.9) Capitalized software development costs (1.1) (2.2) (3.0) (2.6) Purchase of propert
Slide 24: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures Free cash flow ($ in millions) Q4-22 Q1-23 Q2-23 Q3-23 Q4-23 Net cash provided by operating activities 34.1 42.7 47.6 66.6 58.5 Purchase of PP&E (3.8) (3.6) (1.1) (0.8) (2.4) Capitalized software development costs (0.7) (0.4) (0.6) (0.9) (0.7) Free cash
Slide 25: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures Non-GAAP operating income (loss) ($ in thousands) FY-20 FY-21 FY-22 FY-23 Reconciliation of gross profit: GAAP gross profit 138,635 269,137 452,501 649,050 Add: Share-based compensation 2,720 7,681 10,406 6,307 Non-GAAP gross profit 141,355 276,818 462,9
Slide 26: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures Non-GAAP operating income (loss) (cont.) ($ in thousands) FY-20 FY-21 FY-22 FY-23 Reconciliation of operating expenses (cont.): GAAP general and administrative 54,339 53,493 85,401 92,733 Less: Share-based compensation 39,415 20,934 28,100 29,747 Non-GAA
Slide 27: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures Non-GAAP operating income (loss) ($ in thousands) Q4-22 Q1-23 Q2-23 Q3-23 Q4-23 Reconciliation of gross profit: GAAP gross profit 132,562 145,242 156,163 167,483 180,162 Add: Share-based compensation 2,367 1,477 1,845 1,383 1,602 Non-GAAP gross profit 13
Slide 28: Reconciliation of non-GAAP financial measures
Reconciliation of non-GAAP financial measures Non-GAAP operating income (loss) (cont.) ($ in thousands) Q4-22 Q1-23 Q2-23 Q3-23 Q4-23 Reconciliation of operating expenses (cont.): GAAP general and administrative 21,717 23,251 21,781 23,211 24,490 Less: Share-based compensation 6,700 7,410 7,129 7,97