Brenntag Q4 2023 Earnings Call Transcript

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Provided by Quartr
February 12, 2024

There are 17 speakers on the call.

Operator

Good morning, and welcome to the monday.com 4th Quarter Fiscal Year At this time, I would like to turn the conference over to Byron Stephen, Director of Investor Relations. Please go ahead.

Speaker 1

Hello, everyone, and thank you for joining us on today's conference call to discuss the financial results for monday.com's Q4 fiscal year 2023. Joining me today are Roy Mann and Aaron Zindman, co CEOs of monday.com and Elrond Glaser, monday.com's CFO. We released our results for the Q4 fiscal year 2023 earlier today. You can find our quarterly shareholder letter along with our investor presentation and a replay of today's webcast under the News and Events section of our IR website at ir.monday.com. Certain statements made on the call today will be forward looking statements, which reflect management's best judgment based on the currently available information.

Speaker 1

These statements involve risks and uncertainties that may cause actual results to differ from our expectations. Please refer to our earnings release for more information on the specific factors that could cause actual results to differ materially from our forward looking statements. Additionally, non GAAP financial measures will be discussed on the call. Reconciliations to the most directly comparable GAAP financial measures are available in the earnings release and the earnings presentation for today's call, which are posted on our Investor Relations website. Now, let me turn the call over to Roy.

Speaker 2

Thank you, Byron, and thank you, everyone, for joining us today. As we reflect on our recent Elevate World Tour, including our first ever Investor Day, are filled with an incredible sense of energy and purpose as we embark on 2024. The events were a resounding success, bringing together Customers, analysts and investors from around the world, our Elevate world tour provided us with an opportunity to connect with our users, demo our latest and CRM product advancements and gather valuable feedback. The enthusiasm and engagement displayed in our attendance were truly inspiring, reaffirming our commitment to delivering innovative products that empower teams to achieve their full potential. Furthermore, the additions of our first ever Investor Day was significant milestone.

Speaker 2

It allowed us to showcase our progress, present our vision for the future and highlight our expected financial performance in the coming years. The positive response we received from the investment community fuels our motivation and drives us to reach new heights in the years ahead. Now turning to our business results for the year. 2023 was a year of incredible growth and progress at monday.com. Despite the prevailing global economic and geopolitical uncertainties, We exceeded all expectations.

Speaker 2

Revenue of fiscal year 2023 grew a remarkable 41%, driven by strong customer acquisition and expansion, especially with our larger accounts. In addition to a strong top line, we continue to improving efficiency and reported record annual non GAAP operating margin and free cash flow. Our commitment to innovation played a key role in the success of 2023. Over the past year, we launched new capabilities and deliver hundreds of new features, including Monday AI and Monday Workflows. We also elevated our mobile experience and enhanced our security, data protection and permission settings.

Speaker 2

Let me now turn it over to Eran to walk you through some additional product highlights.

Speaker 3

Thank you, Roy. In 2023, we upgraded our infrastructure with MoneyDB, which boosted board performance by 5x. MoneyDB continues to exceed expectations and remains on schedule. We are now entering Phase 2.0 with a focus on the most complex work allowing customers to build and manage workflows at scale without being limited by performance constraints. This quarter, we're excited to announce the launch of Monday Code.

Speaker 3

Monday Code provides a secure within the WorkOS platform, where developers can host and run apps with Monday security and compliance standards built in. With Monday Code, developers can now avoid the heavy lifting associated with setting up and managing production servers and more easily create apps for our marketplace. Let me now turn to pricing. Following several months of extensive testing, recently introduced an updated pricing model ahead of schedule. As part of the rollout, we notified our customers that we'll be updating lease prices across our product suite.

Speaker 3

Our customers are at the heart of everything we do, and we've heavily invested in providing the best in class WorkOS platforms and product. We believe that our products have evolved to provide even greater benefits and meet the ever changing needs of our customers. The updated pricing model reflects the value and quality that our products deliver, ensuring that our customers receive the best possible return on their investment. As we enter 2024, we are more energized than ever to continue innovating and pushing the boundaries of what is possible. Our focus remains on enhancing our workers' platform and product suite, expanding our enterprise presence and delivering unparalleled value to our customers.

Speaker 3

Looking ahead, we are well positioned to build our achievements and continue our upward trajectory with a strong customer base, A focus on innovation and a resilient business model. Money.com is poised for sustained growth and success in the coming years. With that, I'll now turn over to Eliran to cover our financial and guidance.

Speaker 4

Thank you, Eliran, and thank you to everyone for joining our call. Today, I'll review our Q4 and fiscal 2022 results in detail and provide initial 2024 guidance. As Roy highlighted, Q4 'twenty three was a strong finish to an exceptional year. Total revenue in Q4 'twenty three came in at 202,600,000 up 35% from a year ago quarter. Revenue for fiscal year 2023 was $729,700,000 up 41% from the prior year.

Speaker 4

Our overall net dollar retention rate declined slightly in Q4 2023 to 110%, reflecting continued macroeconomic headwinds. We currently anticipate reported NDR to begin to recover In the second half of fiscal year twenty twenty four, as a reminder, our net dollar retention rate is a trailing 4 quarter weighted average calculation. As Eran mentioned, we have recently revised our lease prices to accurately reflect the enhanced value of our work operating system platform and product suite for our customers. We expect that this price adjustment will contribute an estimate of $15,000,000 to $20,000,000 of revenue in fiscal year 2024. For the reminder of the financial metrics disclosed, unless otherwise noted, I will be referencing non GAAP financial measures.

Speaker 4

We have provided a reconciliation of GAAP to non GAAP financials in our earnings release. 4th quarter gross margin was 90%. In the medium to long term, we continue to expect gross margin to remain in the high 80s range. Research and development expense was $33,300,000 In Q4 2023 or 16 percent of revenue, in line with the year ago quarter and 117 point $1,000,000 in fiscal year 2023 or 16 percent of revenue, down from 18% in the prior year. We plan to increase investment in R and D for the foreseeable future As we build out our product suite and scale our work operating system platform both horizontally and vertically.

Speaker 4

Sales and marketing expense was €110,000,000 in for 2023 or 54 percent of revenue, in line with the year ago quarter and €413,000,000 in fiscal year 2023 or 57 percent of revenue compared to 69% in the prior year. G and A expense was $17,300,000 in Q4 2023 or 9% of revenue compared to 10% in the year ago quarter $63,000,000 in fiscal year 2023 or 9% of revenue compared to 11% in the prior year. Net income was $33,700,000 in Q4 2023, up from $22,200,000 in Q4 20 22 and 94 $900,000 in fiscal year 'twenty three, up from a loss of $33,400,000 in fiscal year 'twenty two. Diluted net income per share was $0.65 in Q4 'twenty three and $1,850,000 in fiscal year 'twenty three based on 51,600,000 and 51,200,000 fully diluted shares outstanding, respectively. Total employee headcount was 1854, an increase of 110 employees since Q3 'twenty three.

Speaker 4

We expect to ramp hiring in fiscal 'twenty four with the continued focus on our R and D product and sales team as we build out our platform and product suites. Moving on to the balance sheet and cash flow. We ended the quarter with 1 point $12,000,000,000 in cash and cash equivalents, up from $1,050,000,000 at the end of Q3, 2023. In Q4, 2023, free cash flow was $55,400,000 and free cash flow margin as defined as free cash flow as a percentage of revenue was 27%. In fiscal year 2020 free cash flow was €204,900,000 and free cash flow margin was 28%.

Speaker 4

Free cash flow is defined as net cash from operating activities, less cash used for property and equipment and capitalized software cost, excluding non recurring items. Now let's turn to our outlook for fiscal year 2024. For the Q1 of fiscal year 2024, expect our revenue to be in the range of $207,000,000 to $211,000,000 representing growth of 28% to 30% year over year. We expect non GAAP operating income of $8,000,000 to $12,000,000 and an operating margin of 4% to 6%. We expect free cash flow of €56,000,000 to €60,000,000 and free cash flow margin of 27% to 29%.

Speaker 4

For the full year 2024, we expect revenue to be in the range of $926,000,000 to 932,000,000 representing growth of 27% to 28% year over year. We expect full year non GAAP operating income of €58,000,000 to €64,000,000 and an operating margin of 6% to 7%. We expect full year free cash flow of €200,000,000 to 206,000,000 and free cash flow margin of approximately 22%. I'll now turn it over to the operator for your questions.

Operator

We'll take our first question from Kash Rangan at Goldman Sachs.

Speaker 5

Hey, guys. Thank you so much, Roy, Eran and Eliran for giving us all the details. Two quick ones. One is when you look at the growth algorithm, you talked about 27 points of growth. But I look at customers with 10 plus users as a general proxy that's grown about 20% and then you have net expansion rate 110%.

Speaker 5

So just that base logic alone should give you a pretty decent level

Speaker 6

of growth. And then when

Speaker 5

I dig Underneath the numbers as everybody did, the 50 ks plus ARR customers, it's growing faster, 56% and 100 ks is growing even faster. So help us understand how you constructed the guidance in light of the skew in the metrics that suggest that the underlying business help you then the guidance seem to suggest. Also net expansion rates you said second half of twenty twenty four you expect an improvement. I'm wondering if you can add a little bit more commentary on what you saw in the quarter that gives you the confidence that you can see some improvement. Thank you so much once again.

Speaker 4

Kash, it's Eliran. So thank you for the question. So with regards to our guidance philosophy, has not materially changed. We're focused on providing always prudent, achievable and responsible guidance based on the latest data that we have. We mentioned the price increase, so it's still early days and it's going to be staged throughout the year and then we would like to make sure that we understand what would be the impact throughout the year.

Speaker 4

With regard to demand that we already took into account, nothing has changed much from what we saw in Q4 of last year. Still some headwinds in the macro economy environment, and we assume this will continue also in Q1 and Q2. So this is with regards to guidance. With regards to your question on NDR, so when thinking about NDR, it we are looking at the trailing 12 months as well as the weighted average. Just as a reminder, we report weighted average.

Speaker 4

So as I mentioned, with regards to guidance, we're still seeing lingering macro headwinds. Where customers are still cautious in the spend. We said that we expect it to stabilize in the Q2 of 2024. However, it's important to mention that overall growth retention has had even a small improvement. And Longer term, we remain optimistic with an updated pricing model and further scaling Monday DB and the product suite that is going to be showing an uptick at second half of the year.

Operator

We'll move to our next question from pendulumbora at JPMorgan.

Speaker 7

Great. Hey, thank you for taking the questions. Eliran, maybe digging in a little bit more on the pricing side. You said to 20, in the Analyst Day you're talking about 10 and you've materially kind of changed the timing of price increase really. So maybe help us understand what are the assumptions that you're making to get to that 15% to 20% in terms of churn, maybe you're assuming more of the existing to come in the second half of the year, maybe dig in a little bit more?

Speaker 8

Yes, Pindellim, hi, it's Iran. I'll start with regarding to the relative price change and then I'll hand over to Elouan to talk about the assumptions for the rest of the year. So overall, our initial plan also when we present during the Investor Day was to roll out the new updated pricing model around June towards H2, beginning of H2. And we actually managed to finish our AB test sooner than that and we were ready in terms of our technical stack. So we decided to make it, I would say, 3 or 4 months Earlier than we initially thought, we thought kind of mid June and it's not starting to roll out to existing customers.

Speaker 8

So it's like 3, 4 months head start in terms of the process. Again, this is the first time we ever done a price increase to our existing base. We in the past, we've done it to new customers. So we also try to be cautious here and we're still learning. I would say that So far from what we see, reaction from customers were good.

Speaker 8

We didn't see anything we didn't expect. Everything was in line with our model, so we remain very optimistic.

Speaker 4

Yes. And maybe to continue on what Erani is saying with regards to the assumption on the numbers, Because we advanced it in a quarter, we assume that there is going to be an impact of around 15% to 75% on what we said on the Investor Day. So if you take the €10,000,000 This is roughly between 15% to 20%. And I think one of the things that you even mentioned in I believe in your coverage When we introduced it in the Investor Day, we don't know to anticipate the churn. So just as a reminder, 80% of our customers are annual subscribers 20% are monthly and we assume we took into account certain assumptions.

Speaker 4

Currently, it's going to be something that we are going to see In 16th January sorry, February when it kicked in. So we took some assumptions with regard to possible scenarios and that is what we backed into the numbers.

Speaker 7

Yes, understood. One question for Roy and I'll cede the floor. We have recently heard from Some of your customers and Monday is becoming kind of an orchestration engine rather than just a work management platform. Somebody was saying that Monday is a layer between Workday and Jira. Another person orchestrating a manufacturer trading between different number of their systems.

Speaker 7

Do you see when they becoming that orchestration layer facilitating kind of business workflow across multiple systems in an environment?

Speaker 2

Hi, it's Roy. So thank you for the question. Yes, that's Part of how we see the platform, we worked a lot into creating the workflow tool and integrations and automation. So definitely, we see cross company workflows handling also orchestration between and many other tools. But we also see Mande as a platform that kind of trickles through areas that you don't have software or you couldn't have specific software and complete any workflow you want.

Speaker 2

So other than us Creating products for core needs of the organization that they do know, okay? We want it to also fit into areas where you just need an extra input or another process in place And then obviously connect any other tool you want in your stack to work together.

Speaker 7

Understood. Very helpful. Thank you.

Operator

We'll go next to Brent Bracelin at Piper Sandler.

Speaker 9

Thank you. I had 2 quick ones if I could. Number 1, if I look at The number of Monday dev net new adds that actually accelerated on a quarter over quarter basis in Q4. Could you talk a little bit about kind of what drove the momentum there? A little surprise and acceleration at this point, but and then I want one quick follow-up.

Speaker 9

Thanks.

Speaker 8

Hi, Brent. This is Eran. So overall, we continue to improve the product and also improve our go to market. As we mentioned, over time, we open our multi product suite to more and more customers And we're now finalizing the final batch of it. It should be over

Speaker 10

by the

Speaker 8

end of Q1. So as more of our users are exposed to our multi products and we improved the acquisition engine and improved the features. We've seen the acceleration. We

Speaker 4

shared some

Speaker 8

of the data during the Investor Day, but overall we continue to see good momentum with all products.

Speaker 9

Perfect. And then obviously, I know you've been trying to focus on larger enterprise customers. We saw a record number of those Net new 50 ks cohort customers, you talked about the big deal. Could you just walk us through the pipeline of large deals going into next year, is that going to continue to be an area of strength or is that more seasonal that you'd expect to happen more in Q4? Thanks.

Speaker 8

Hey, Brent, it's Eran again. So definitely, we continue to see good momentum in our pipelines. So During the Investor Day, we mentioned accounts with over 25,000 seats, but we continue to see other opportunities like that And some are smaller, some are larger, but definitely a very good momentum in the pipeline. So we expect it to be throughout the year, not just concentrated in Q4.

Speaker 9

Helpful color. Thank you, guys.

Operator

We'll move next to Steve Enders at Citi.

Speaker 11

Hey, Jerry. Thanks for taking the question. Maybe just to start on Elevate WorldSource, I guess what has been the feedback that you had from customers on some of the newer products, newer initiatives? And What was kind of the most excitement around for some of those newer solutions that you have coming out?

Speaker 8

Yes, Stephen. This is Eran. So overall, the feedback from customers were really good. There was A mixture of customers that use Monday for work management and CRM and dev. And I think the places where we saw the That feedback was around going deep on our platform, both in terms of scale and performance, but also a lot of nuanced features that we have in the Roadmap and definitely around security that allows them to increase the usage.

Speaker 8

Overall, the feedback was good and also got a great feedback on other customers' testimonials. I think just seen the variety of use cases really opened the mind of our customers of what they can achieve more out of Elevate And we continue to plan to continue and do this event annually going forward and scale the event as well.

Speaker 11

Great to hear. And then maybe just on the free cash flow guide for the year. How should we be thinking about, I guess, seasonality of that and looking at the 1Q strength In particular, are there any factors that we should be keeping in mind there and kind of any assumptions on maybe some of the early renewal activity from price coming into the quarter?

Speaker 4

Sure, Steve. It's Elijan. So with regards to free cash flow, I would say that Q2 and Q4, this is the time when we pay bonuses. In Q2, we pay bonuses for the employees and for the quota carrying people. And in Q4, we're paying bonuses for the sales quota carrying people.

Speaker 4

So you would see probably a slightly decline if you compare it to Q1. Overall, because 80% of our customers are on an annual contract and 20% are monthly, this is something that contribute to the scale and the strength of the free cash flow. On the other hand, this allows us also to continue to invest. So potentially, there are going to be quarters that we are going to see opportunity, it might open an opportunity to invest, therefore there might be some seasonality. But other than what I said, it's pretty much stable throughout the year.

Speaker 11

Yes, perfect. Thanks for taking the questions.

Operator

We'll go next to Arjun Bhatia at William Blair.

Speaker 12

Perfect. Thank you, guys. I wanted to ask on the new products. It looks like we're set to roll those out to the entire customer base in Q1 here. Can you just give us a sense of How you're expecting contribution and cross sell from those solutions to take place throughout the year?

Speaker 12

And then maybe one on the go to market as it relates to those. Do you anticipate, At least as you get into the enterprise that there might be an overlay sales team or specialist sales teams that are just focused on selling CRM and dev or the whole suite versus maybe just focusing entirely on work management, I guess, how do you see the go to evolving as these products go out to the entire customer base here?

Speaker 2

Arjun, it's Roy, so I'll answer the first part of the pricing and how it looks like throughout the year. So the way we model it, we see that We have monthlies and yearlies. So the monthlies will be 1st in the 1st like month or so. And then throughout the year as the renewal rate comes for yearly customers, they will renew.

Speaker 8

Yes. And I think you specifically asked about the cross sell between the Muuto products. So the Just regards to the price increase, it was mostly for work management. We increased the price of the other products. Throughout the year, we shared in the previous quarter that We see a large amount of cross sell being done between the products and we continue to see such momentum also in Q4 and going to Q1.

Speaker 8

So again, like it's hard to model because it's still small numbers, but we do expect this to be substantial going forward. Regarding the sales team architecture, so definitely we're going to see teams specializing in each one of those products. So Right now, it's more of like one team doing the sales process, but we're starting to have more people specialize in selling CRM and Monday Dev. And over time, we're going to see those teams scaling as we scale the revenue for each one of those products.

Speaker 12

Okay, perfect. That's helpful. And then maybe one on the actual how the growth impact might change. I know this year, actually ended up being a pretty a very strong year from a new customer adds perspective. And with the price increase flaring in this year, how do you anticipate the growth trajectory might get impacted between New customer adds versus expansions with existing customers?

Speaker 2

Hi, it's Roy. So we've AB tested that, of course, like the price increase. So we can say like we didn't see any material Change to the ARR we get from the price increase and we obviously it's a shift to There was obviously a small change in conversion in the number of customers we get, but that's like mostly smaller customers. So overall, we see that as a very positive effect long term as well.

Speaker 1

All right, perfect. Thank you, guys.

Operator

We'll take our next question from D. J. Hynes at Canaccord.

Speaker 10

Hey, good morning guys. Maybe just building on the thread around go to market strategy, can you talk about how you're thinking through the strategy with product bundles. I'm just curious as the portfolio continues to expand, where do you see the most linkage between solutions? What might that look like? When could you do something on this front?

Speaker 10

Any color there would be interesting.

Speaker 8

Yes. Hi, D. J, it's Ron. So right now, we don't offer any bundles yet to our customers. They can buy each product individually and then over time purchase other products as well.

Speaker 8

But going forward, we're definitely going to offer bundle to our customers. Bear in mind that we also have Monday work canvas and work forms in addition to CRM, dev and work management. So going forward, we're going to offer bundles maybe with a little bit of discount if take 2 or 3 products and maybe offer that as like one solution. So for example, for companies focused on MDEv, we might offer Monday Dev and in addition to that Monday Works Management to manage the projects, as part of manage just the dev team. So that's something we're probably going to start rolling out this year.

Speaker 8

Again, we'll AB test that and we're going to see that from our sales team, But definitely something that we're going to roll out in the next year in this year, sorry.

Speaker 10

Okay. Yes, understood. And then as you look at nearly 2,300 customers that spend $50,000 plus per year. In how many of those would you say there's a centralized buying Center versus maybe still a dependence on departmental level decisioning. I'm just trying to think about at what point or level of spend do customers start about strategies for standardizing around Monday and kind of what you can do to move that effort forward?

Speaker 8

Yes, it's Ron again. So I would say it's mixed. Part of it is kind of more top down decision, where the company kind of buys Mondays throughout, not the whole But it's like a management decision and some of it is more department based or VP based in a specific region within the company. But we're seeing a shift. We're seeing a shift where more and more Monday becomes significant platform within the company driven by management.

Speaker 8

So definitely there's a shift towards that.

Speaker 10

Perfect. Thank you guys for the color.

Operator

We'll go next to Derrick Wood at TD Cowen.

Speaker 6

Great. Thank you. At the Analyst Day, you guys guided for a base case of high 20%, low 30% in the medium term and maybe it's not the right way to look at it, but if I take the price increase impact out, you're guiding for around 25 percent, so it had below that kind of base case. Just wondering if you'd flag anything in terms of that you've been bringing that down, maybe if you comment on The SMB part of the market, other companies have flagged incremental pressure there. And can you just comment on what you're seeing in the Middle East given the war?

Speaker 4

Yes. So, hi, it's Eliran. With regards to the guidance, we said that mostly what's going there were 2 scenarios that we focused in. There was the base case scenario and there was the lower case scenario and the thing that we Focused on was the MDR. We said based on the behavior of the MDR, we're going to kind of see what model fit better throughout the year.

Speaker 4

I think now we feel that it's something in between. NDR, as we said, is going to probably stabilized at H2 of this year and we took it into account as part of our guidance, so we embedded into the numbers. This is the main reason for us to kind of assume this guidance. With regards to the Middle East war, we didn't see any impact on our numbers. We are a global company, so nothing that worth calling out until now.

Speaker 4

Since that it's actually began, we actually didn't see anything and hopefully we're going to continue to see no impact on our business.

Speaker 6

Great. Helpful color. I'm curious if you guys have pricing going up, I guess this week for your for existing customers, I know this is the first time you've done that, but you can often see pull forward dynamics where People want to buy lock in seats expansion before pricing goes up. Would you expect any kind of pull forward in Q1? I'm just curious what you're seeing in terms of buying behavior right now?

Speaker 8

Yes, Derek, it's Iran. So far, as we said, it's time to roll out next week, I. E. Taking into effect. So far in terms of churn and downgrade, we saw some numbers pretty much in line with our expectation.

Speaker 8

Within the reaction from customers were overall good. We didn't get any negative reactions. Overall, reception customers was good. Again, this is the first time we ever done it, not just as a public company, but ever. So we still we also want to be cautious and be aware that we're not aware to the whole dynamic of how this will roll out.

Speaker 8

So maybe being more a bit more cautious here as a company, but overall so far the signals look good. And I think after Q1, We'll have a better understanding of the dynamic and how this will roll out throughout the rest of the year.

Speaker 4

Yes, yes. Hi there. This is Aliyah. Maybe I will add that it takes a while for it to layer into the model simply because they are effective when the agreements are signed upon renewals and that happens over the course time for the annual multiyear agreements or annual contract. So this is why we are not really can't anticipate But as Ron said, so far signs are good.

Speaker 6

Got it. Okay. Thank you.

Operator

We'll move next to Brent Thill at Jefferies.

Speaker 13

Thanks. When you look at The results relative to your guide, Q4 was the lowest magnitude beat you've had as a public company. And I'm just curious, was there anything in Q4 that didn't meet your expectations? Or are we just simply going through a cycle of You're still beaming, but the magnitude is coming down and that's kind of what you're anticipating in the guide. I think everyone's trying to kind of reconcile what happened in Q4 and then It seems like that's leading to the more conservative guide for this year.

Speaker 4

Hi, It's Ivan. Yes, I would say it's the latter. It's the macro economy headwinds are still do still exist. They didn't change from what we have seen in the past. I think customers are still cautious with their spend and that is why probably there was an impact on our Q4 results.

Speaker 4

Also going in this macroeconomy situation also going into the beginning of this year.

Speaker 13

Okay. And just real quick on the Q1 op margin guide, You exited at 10%, you're guiding 4% to 6%. Is this just a heavier upfront load or is there anything changing here as it relates to create margin?

Speaker 4

Sure. So when we did the Investor Day, we said that our number one focus for 2024 is going to be increasing top line throughout investment. There is some seasonality obviously because Q1 you always put more on the performance marketing because this impacts the entire year, but we said that the focus is going to be on top line and we are not going to improve operating margin in the way we did in the past. So I would have expected to improve, but it's just in line with what we have said.

Speaker 13

Great. Thanks.

Operator

We'll go next to George Iwancy at Oppenheimer.

Speaker 10

Thank you for taking my questions. So with the continued strong adoption of dev and sales CRM, Are you seeing any changes to the way you're landing, both with new customers and then on the competitive landscape?

Speaker 8

Yes. Hi, George. This is Arun. So Look, obviously, when we land with CRM and dev, we see different competitors as opposed to work management. I would say that Still 50% of the deals so far that we signed CRM and dev, we didn't compete with anybody.

Speaker 8

I would say the rest of the 50% people will consider Monday compared to other players. And in terms of work management, it pretty much remained the same. I would say 70% greenfield and then the rest we see some competition. So there's a little bit more competition in CRM and Dev, but still We see other but as I mentioned, we see other players that we compete against in those specific products.

Speaker 10

Just following up on that. Can you give us maybe some color on the work you're doing on the services side? And do you have any Feedback on how the timing of that launch could go forward this year?

Speaker 8

Yes. So we continue to build the Monday service and plan to launch it on schedule H2 this year. So far we have a bunch of customers in beta. Feedback so far is really good. And as I mentioned, like we had our users, a lot of our users already using Monday to manage some aspects of ITSM and service within the company.

Speaker 8

So we talk with them, we learn from them and this kind of sets the set of features that we're going to launch as part of the first version.

Speaker 7

Thank you.

Operator

We'll go next to Taylor McGinnis at UBS.

Speaker 14

Yes. Hi. Thanks so much for taking my question. On NDR, can you comment on the performance of the quarterly number and what you saw? So was there stabilization with the 3Q numbers such that we can begin to see NDR trough?

Speaker 14

Or are you still seeing pockets of incremental weakness in the macro? And if so, what does that look like? Thanks.

Speaker 4

So, hi, it's Eliane. By and large, we're still seeing it stabilizing pretty flat of what we have in prior monthly trailing 12 months, obviously, with the impact of price increase and potentially All the additional products and add ons that we are adding to our customers and incremental value, we expect it, as I said, to get better in H2 of this

Speaker 14

year. Great. Thank you.

Operator

Our next question comes from Jason Seidl at KeyBanc Capital Markets.

Speaker 10

Great. Thanks for fitting me in and all the color so far. One question on linearity. Curious what you saw in terms of top funnel demand and conversion exiting the quarter and then anything in the 1st few weeks that you're willing to provide? Thanks.

Speaker 2

Yes. Hi, it's Ruiz. So we see very healthy top of funnel activity like We increased marketing, we saw more leads, more pipeline generated. So it's all in line with what we expected.

Speaker 10

Okay, excellent. And then maybe as my quick follow-up, the environment for performance based marketing, The pricing, I think it's kind of stabilized over the last several quarters. But when we think about the upcoming year, are you making any change here from what you saw in 2023? Thanks.

Speaker 8

Yes, Jason, this is Iran. So it's pretty much in line with what we saw last year's overall. Prices compared to the past are still lower, but stabilizing doesn't improve more than that. As we said, we saw Very healthy so far, pipeline generation and new customer sign ups coming into 2024. So overall pipeline is healthy.

Speaker 8

Cost of that pipeline is also healthy in line with what we saw last year. So efficiency more or less remains the same.

Speaker 10

Thank you.

Operator

We'll go next to Ivan Feinseth at Tigris Financial Partners.

Speaker 15

Hi, good morning. Thank you for taking my question. What do you see the functionality as being like the biggest driver of new customer adoption or customer increase use?

Speaker 8

Yes, Ivan, this is Ron. So I wouldn't say it's much of specific product functionality. I think it's a combination of our efficient performance marketing engine and also our products becoming more and more dominant. So our products would allow us to acquire customers from different parts within companies, so the VP of Sales, the VP of R and D, Work Management, obviously. So that in addition to our existence performance marketing engine just allow us to have a very healthy customer acquisition engine.

Speaker 15

And what do you see though as the biggest use case is that new customers are signing up for or using it for?

Speaker 2

Hi, it's Rui. So our biggest segment by far is the work management, which is very varied. We have like very different use cases within work management, whereas in CRM and Dev, it's more focused on being more Specific, more targeted, obviously. So with that, our ability to target work management and the moment is very broad.

Speaker 15

And one last question, where do you see the opportunity to roll out increasing AI functionality within in a lot of these products?

Speaker 2

Hi, it's Roy again. So AI is a core part of The way we see the platform evolve, like we've introduced like in Investor Day a few areas where we're launching AI in and currently where we launched some of the few one building block in the Automation segment that we see great enthusiasm around it because we really allow our customers to build and kind of So thinking about and doing adding AI into the core of service will allow us to grow a lot and again like democratize AI and give it to our customers.

Speaker 15

Then one last question to kind of support the price increase, where do you see the development of added value that will help easier your clients easier pay the price increase.

Speaker 2

Hey, so Roy again, so like Jerran mentioned, we've never done this before. So I think the feedback we got until now from customers is that they get it, like we've added so much value in the past few years to the platform without increasing the price. And so I think it's we see acceptance of that change now. So I think it's behind us as well as always bringing more value to the platform. So we see wide acceptance of the new price.

Operator

We'll go next to Scott Berg at Needham and Company.

Speaker 16

Hi, everyone. Two questions for me. Thank you.

Speaker 9

First of

Speaker 16

all, with more proof points on the AI side with MondayAI, I guess how much more confident are you in the company's ability to actually monetize some of the functionality in there just now that you've had more of

Speaker 2

Chen, I think we are it's still ahead of us like baking pricing specific to AI, although we're thinking and working on it. I do think it will allow us to penetrate faster and get more market segments for the products that we include AI with. So I see a lot of upside there, But we're still working on monetizing the AI. And like automations, as an example, we just launched it. So I think It's too much early days to say how impactful the pricing of that will be.

Speaker 16

Got it. Helpful. And then my follow-up question is on your $1,000,000 customer cohorts that or excuse me 100,000 customer cohorts that you're announcing. I know at the conference, the Analyst Day, you announced that you're the largest customer ever at 25,000 seats. Historically, there's been a big focus on seat expansions and moving into some of these larger accounts.

Speaker 16

But as we think about that cohort going forward, how much the growth there will be driven by customers expanding seats or adding additional functionality that they're going to be paying on top of the core user charges?

Speaker 8

Hi, it's Arun. So I would say that the vast majority of growth is probably going to be by seat expansion, but also We'll be able to sell them more functionality, the new products, add ons we're preparing we're going to launch So like extension modules, but overall those enterprise accounts tend to increase more in terms of seats and usage over time as opposed to smaller businesses that it's harder for them to extend the amount of seats. So overall like this cohort we expected to have better NDR, more seat expansion over time.

Speaker 16

Great. Thank you for taking my questions.

Operator

And that concludes the question and answer session and today's conference

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Earnings Conference Call
Brenntag Q4 2023
00:00 / 00:00
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