Core Viewpoint - monday.com Ltd. is facing significant challenges due to persistent weakness in its "no-touch" performance marketing channel and rising costs associated with AI investments, which have been reflected in its reduced 2026 guidance without prior disclosure of these headwinds [1] Group 1: Financial Guidance and Performance - The company disclosed two main headwinds in its 2026 guidance: ongoing weakness in the no-touch performance marketing channel and a foreign exchange drag of 100–200 basis points due to the appreciation of the Israeli shekel [1] - CFO Eliran Glazer indicated that the 2026 guidance does not anticipate any recovery in performance marketing or top-of-funnel activity, stating it is based on current conditions [1] - The stock experienced a decline of 13–14% on February 9, 2026, contributing to an overall drop of approximately 70% from its 52-week highs [1] Group 2: No-Touch Channel Concerns - The no-touch SMB channel has been a recurring issue, with management previously attributing revenue headwinds to temporary web-traffic softness from Google search algorithm changes, leading to a 26% stock drop in Q2 FY2025 [1] - In Q3 FY2025, a similar guidance miss resulted in a 19% decline in stock value, indicating that the no-touch weakness is now viewed as a structural issue rather than a temporary disruption [1] - Management's acknowledgment of the no-touch channel's persistent weakness raises questions about when they first recognized this shift and whether prior disclosures adequately reflected this evolution [1] Group 3: AI Investment and Profitability - monday.com is increasing its investment in AI products, including Monday Vibe, Monday Sidekick, and Monday Agents, which are expected to require additional spending [1] - The company has guided for a decline in gross margins from 90% to the mid-to-high 80s in FY2026, partly due to AI infrastructure costs [1] - R&D spending increased from 17% to 19% of revenue in FY2025, with management forecasting mid-teens percentage headcount growth in FY2026, primarily in sales and R&D [1] - The early-stage revenue contribution from AI products, such as Monday Vibe reaching $1 million in ARR, represents a small fraction of the company's total annual revenue of $1.2 billion [1]

Core Viewpoint - monday.com Ltd. is facing significant challenges, including a decline in its performance marketing channel, foreign exchange headwinds, and increased investment in AI products, leading to a downward revision of its growth guidance from 27% to 18-19% for FY2026 [2][4]. Financial Performance and Guidance - On February 9, 2026, monday.com disclosed that its 2026 guidance incorporates persistent weakness in its "no-touch" performance marketing channel and a foreign exchange drag of 100-200 basis points due to the appreciation of the Israeli shekel [2]. - The company does not anticipate a rebound in performance marketing or top-of-funnel activity, indicating a structural rather than temporary issue with the no-touch channel [2]. - The stock experienced a decline of approximately 70% from its 52-week highs, falling 13-14% on February 9, 2026, following the earnings call [4]. Investment in AI and Cost Implications - monday.com is increasing its investment in AI products, which includes Monday Vibe, Monday Sidekick, and Monday Agents, leading to a projected decline in gross margins from 90% to the mid-to-high 80s in FY2026 due to AI infrastructure costs [3]. - Research and Development (R&D) spending rose from 17% to 19% of revenue in FY2025, with management guiding for mid-teens percentage headcount growth in FY2026, primarily in sales and R&D [3]. Market Reactions and Management's Communication - The combination of deteriorating no-touch channels, foreign exchange headwinds, rising AI investment costs, and the withdrawal of 2027 financial targets has raised questions among investors regarding the timing of management's recognition of these challenges [4]. - Investors are scrutinizing whether management adequately communicated the shift from temporary disruptions to persistent headwinds earlier than disclosed [2][4].

Core Viewpoint - Monday.com reported strong fourth-quarter earnings but provided disappointing guidance for the first quarter, leading to a significant drop in its stock price [1][2][5]. Financial Performance - Revenue for the fourth quarter increased by 25% to $333.9 million, surpassing estimates of $329.7 million [3]. - Adjusted earnings per share decreased from $1.08 to $1.04, yet still exceeded the consensus estimate of $0.92 [4]. Customer Metrics - The company achieved record net additions of customers with over $100,000 in annual recurring revenue [3]. - The AI-powered tool, Monday Vibe, became the fastest product to reach $1 million in annual recurring revenue in the company's history [3]. Guidance and Market Reaction - For the first quarter, Monday.com projected revenue growth to slow to 20%, estimating revenue between $338 million and $340 million, which is below the consensus of $342.9 million [5]. - Full-year guidance was also disappointing, with expected revenue of $1.452 billion to $1.462 billion, reflecting an 18%-19% increase, again below the consensus of $1.48 billion [5]. - Following the guidance announcement, Monday.com's stock fell by 22.4% and has decreased by 70% over the past year [2][6]. Competitive Landscape - The weak guidance is attributed to challenges in acquiring lower-end customers, potentially due to increased competition from AI innovations [5][6]. - The company faces pressure from AI advancements that could disrupt its business model, making it difficult to reassure investors [6].

Core Insights - The company reported a net income of $55.0 million in Q4, down from $57.3 million year-over-year, with a full-year net income of $233.6 million, an increase from $183.3 million in fiscal 2024 [1][7] - Revenue for Q4 was $334 million, reflecting a 25% year-over-year increase, while full-year revenue reached $1.232 billion, up 27% [3][7] - The company is focusing on upmarket expansion, with customers generating over $50K in ARR now representing 41% of total ARR, and those over $500K in ARR growing 74% year-over-year [6][9] Financial Performance - Operating income for Q4 was $41.9 million, with a 13% operating margin, impacted by a 180-basis-point negative foreign exchange effect [2] - Full-year operating income was $175.3 million, representing a 14% operating margin, with a 110-basis-point FX impact [2] - Diluted EPS for Q4 was $1.04, and for the full year, it was $4.40 [1] AI Strategy and Product Development - The company is re-architecting its platform around AI, introducing features like AI Agents, Monday Vibe, and AI Sidekick, with Sidekick monetized as an add-on for most tiers [5][12] - Early usage metrics indicate over 77 million actions powered by Monday Blocks and more than 500,000 user messages processed by Sidekick [12] - Vibe is noted as the fastest product in company history to surpass $1 million in ARR [18] Guidance and Market Outlook - For Q1 fiscal 2026, the company expects revenue between $338 million and $340 million, indicating about 20% year-over-year growth [16] - Full-year 2026 revenue guidance is set at $1.452 billion to $1.462 billion, reflecting 18% to 19% growth, with a non-GAAP operating income forecast of $165 million to $175 million [19] - The company has adopted a cautious outlook for 2026, focusing on execution and acknowledging FX headwinds and choppy demand in no-touch channels [15][16] Cash Flow and Capital Management - The company ended the quarter with $1.5 billion in cash, down from $1.53 billion, reflecting $135 million in share repurchases [23] - Expected free cash flow for 2026 is projected between $275 million and $290 million, with margins impacted by FX headwinds and increased investments [19][22] - The company anticipates a headcount growth in the mid-teens percentage range for fiscal 2026, primarily directed towards sales and R&D [23]

monday.com (NasdaqGS:MNDY) Q4 2025 Earnings call February 09, 2026 08:30 AM ET Company ParticipantsByron Stephen - VP of Investor RelationsCasey George - CROEliran Glazer - CFOEran Zinman - Co-Founder and Co-CEOMark Murphy - Head of Software ResearchRoy Mann - Co-Founder and Co-CEOConference Call ParticipantsAlex Zukin - Managing Director and Senior AnalystAllan Verkhovski - Director and Application Software AnalystArjun Bhatia - Partner and Equity Research AnalystBilly Fitzsimmons - Senior Research Analyst ...

monday.com (NasdaqGS:MNDY) Q4 2025 Earnings call February 09, 2026 08:30 AM ET Company ParticipantsByron Stephen - VP of Investor RelationsCasey George - CROEliran Glazer - CFOEran Zinman - Co-Founder and Co-CEOMark Murphy - Head of Software ResearchRoy Mann - Co-Founder and Co-CEOConference Call ParticipantsAlex Zukin - Managing Director and Senior AnalystAllan Verkhovski - Director and Application Software AnalystArjun Bhatia - Partner and Equity Research AnalystBilly Fitzsimmons - Senior Research Analyst ...

Financial Data and Key Metrics Changes - Revenue grew by 27% year-over-year, reaching $1.232 billion for fiscal year 2025, with Q4 revenue at $334 million, up 25% from the previous year [4][11] - Operating margin for fiscal year 2025 was 14%, with Q4 operating margin at 13% [4][12] - Net income for Q4 was $55 million, down from $57.3 million in Q4 2024, while fiscal year 2025 net income increased to $233.6 million from $183.3 million in fiscal year 2024 [13][14] - Adjusted free cash flow for Q4 was $56.7 million, with a margin of 17%, and for fiscal year 2025, it was $322.7 million, with a margin of 26% [14][15] Business Line Data and Key Metrics Changes - Customers with more than $50,000 in ARR now represent 41% of total ARR, indicating strong expansion within existing accounts [4] - Customers with over 500K in ARR grew by 74% year-over-year, highlighting success in enterprise-scale deployments [5] - The no-touch channels faced challenges in demand, particularly among smaller customers, affecting customer acquisition costs [5] Market Data and Key Metrics Changes - The company noted a choppy demand environment in no-touch channels, particularly impacting smaller customers, which is expected to persist into 2026 [5][20] - The overall net dollar retention (NDR) was stable at 110% for Q4 and is expected to remain flat for fiscal year 2026 [11][20] Company Strategy and Development Direction - The company is transitioning to an AI-powered work execution platform, focusing on AI Agents, AI Workflows, and Monday Vibe to enhance customer engagement and productivity [7][9] - The strategy includes shifting investments towards higher ROI opportunities that drive demand for larger customers [5] - The company aims to lead in the AI landscape, leveraging its platform to embed intelligence deeply across workflows [10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's fundamentals despite a challenging macroeconomic environment, emphasizing a disciplined approach to execution [16][20] - The guidance for fiscal year 2026 reflects expected revenue growth of 18%-19%, with operating margins projected at 11%-12% [17] - Management acknowledged the impact of the Israeli shekel's appreciation on margins, contributing to a negative FX impact of 100-200 basis points [12][31] Other Important Information - The company ended Q4 with $1.5 billion in cash and cash equivalents, reflecting a share repurchase of $135 million during the quarter [14] - Employee headcount increased to 3,155, with expectations for mid-teens percentage growth in fiscal year 2026, focusing on sales and R&D investments [14] Q&A Session Summary Question: Growth outlook for 2026 - Management indicated that guidance reflects current conditions without assuming a rebound in performance marketing, focusing on upmarket and enterprise customer expansion [19][20] Question: Sidekick monetization strategy - Sidekick is offered as a paid add-on for pro and below packages, with plans for further monetization as it provides significant value to customers [23] Question: Impact of customer acquisition costs - Management noted that the headwind in performance marketing affects smaller customers, while larger customers continue to show strong momentum [26][28] Question: Guidance for operating margins - The guidance reflects achievable numbers given the current macro environment, with a focus on disciplined investment and efficiency improvements [29][31] Question: Dynamics of the no-touch business - Management acknowledged ongoing choppiness in the no-touch segment, impacting overall performance, particularly among smaller customers [51][56] Question: Customer retention and churn - Gross retention for the $50K+ cohort is at 91%, with management confident in maintaining and improving this figure through product offerings [82]

Company Overview - monday.com Ltd. (NASDAQ:MNDY) is a flexible Work Operating System founded in 2012 and based in Tel Aviv, providing support for project management, CRM, and workflow automation [4] Financial Performance - In Q3 of fiscal 2025, monday.com reported total revenue of $317 million, reflecting a 26% year-over-year growth [3] - The company has seen significant adoption of its AI-driven offerings, with over 60,000 apps created using products like Monday Vibe and Agent Factory since July, indicating increased customer engagement with automation and workflow tools [3] Market Sentiment - Piper Sandler lowered its price target for monday.com from $250 to $170 while maintaining an Overweight rating, citing broader concerns around seat compression and valuation ceilings rather than specific company fundamentals [1] - Despite valuation pressures in the software sector, monday.com continues to demonstrate consistent revenue growth and expanding use cases for AI, highlighting ongoing demand for its platform [4]

Financial Data and Key Metrics Changes - Total revenue for Q3 2025 was $317 million, representing a 26% increase year-over-year [9] - Non-GAAP operating income reached a record $47.5 million, up from $32.2 million in Q3 2024, with an operating margin of 15% [10] - Net income was a record $61.9 million, compared to $45 million in Q3 2024, with diluted net income per share at $1.16 [10] - Gross margin for Q3 was 90%, with expectations for medium to long-term gross margin in the high 80s range [9][10] - Adjusted free cash flow for Q3 was $92.3 million, with an adjusted free cash flow margin of 29% [11] Business Line Data and Key Metrics Changes - New products accounted for over 10% of total ARR, surpassing the 2025 goal ahead of schedule [6] - The new AI-powered Monday Campaigns product saw rapid adoption since its launch in September [7] - Monday Vibe has led to the creation of over 60,000 apps, indicating strong customer engagement [7] Market Data and Key Metrics Changes - The company reported robust net additions of over 100,000 paying customers, totaling over 500,000 [4] - The overall net dollar retention (NDR) was 111% in Q3, with expectations to remain stable for fiscal year 2025 [9] Company Strategy and Development Direction - The company is focused on transitioning to a multi-product and AI-powered platform, aiming for a revenue target of $1.8 billion by FY2027 [4][5] - Investments are being rebalanced towards mid-funnel channels to target larger opportunities, despite longer sales cycles [6] - The introduction of product bundles aims to provide a unified experience and accelerate cross-sell momentum [6][39] Management's Comments on Operating Environment and Future Outlook - Management noted healthy demand across all customer segments, particularly for AI features and products [18] - The company is optimistic about the future, citing strong customer engagement and a healthy pipeline heading into 2026 [5][20] - There is confidence in achieving the $1.8 billion revenue target for FY2027, supported by trends in customer expansion and product adoption [75] Other Important Information - The company ended Q3 with $1.53 billion in cash and cash equivalents, down from $1.59 billion at the end of Q2 [11] - Employee headcount increased to 3,018, with expectations for a 30% growth in fiscal year 2025 [10] Q&A Session Summary Question: Customer spending priorities for 2026 - Management observed a transition in customer demand across all segments, with increased interest in AI features and products [17] Question: Impact of go-to-market transition on results - The transition towards larger deals is yielding higher quality pipelines, although it comes with longer sales cycles [19] Question: Dynamics of deferred revenue - Management clarified that deferred revenue is not a perfect measurement due to cash basis accounting, and RPO is a better metric for future growth visibility [26] Question: Guidance for 2026 - Initial expectations for fiscal year 2026 will be provided in the next quarter, with confidence in achieving the $1.8 billion target by FY2027 [27][75] Question: Investment focus for 2026 - The company plans to moderate headcount growth and focus investments on sales, product, and R&D [34] Question: Adoption of AI products - Early traction has been noted for AI offerings, with significant customer engagement and use cases emerging [56][59] Question: Performance marketing channel dynamics - Management reported stabilization in new sign-ups and top-of-funnel activity, with a shift towards higher ROI channels [65] Question: RPO metric adjustments - Adjustments to the RPO metric were made for consistency and accuracy following auditor reviews [86]

Core Insights - monday.com (MNDY) shares have declined 12.5% year-to-date, underperforming the Zacks Internet-Software industry and the Zacks Computer and Technology sector, which appreciated by 24.2% and 19.8% respectively [1] Financial Performance - MNDY reported revenue of $299 million in Q2 2025, reflecting a 27% year-over-year growth, but this indicates a slowdown compared to previous quarters [4] - Net dollar retention (NDR) weakened to 111% in Q2, down from higher levels in the prior year, with the third-quarter NDR estimated at 110.11%, indicating moderating expansion within existing customers [4] - Non-GAAP operating margin contracted to 15% in Q2 from 16% a year ago, with expectations of further compression to 11-12% in Q3 [6][8] - The Zacks Consensus Estimate for Q3 earnings is 89 cents per share, implying a modest 4.71% year-over-year growth, suggesting rising costs are not translating into significant earnings momentum [7] Cost Structure - Research and development expenses reached 20% of revenues in Q2, up from 16% a year earlier, driven by investments in AI initiatives and CRM expansion [5][8] - Sales and marketing expenses remained high at 47% of revenue, reflecting the costs associated with pursuing enterprise customers in a competitive market [5] Competitive Landscape - The collaboration software market is highly competitive, with strong resistance from established platforms like Atlassian, Asana, and Freshworks, which are enhancing their offerings with AI features [9] - These competitors are embedding AI into their ecosystems, making it challenging for MNDY to convert investments into sustainable revenue growth or margin improvement [9] Valuation Concerns - MNDY shares are considered overvalued, trading at a forward P/E of 46.29X, higher than the industry average of 40.16X and peers like Atlassian (39.14X), Asana (46.11X), and Freshworks (20.74X) [10][11] - The premium valuation is increasingly difficult to justify given the deteriorating fundamentals and weakening customer retention [11] Conclusion - MNDY is facing challenges with slowing growth, weakening net dollar retention, and narrowing margins, while elevated spending is not leading to stronger earnings [13] - Competitive pressures are limiting the company's ability to achieve sustainable returns, and the current premium valuation raises concerns for investors [13]