monday.com Co-Founder and Co-CEO Eran Zinman explains why platform integration outweighs point-solution superiority in SaaS.
Insight
Zinman: Upmarket SaaS firms become irrelevant by abandoning SMBs
“People don't realize that the SMBs and mid-market of today are the enterprise of tomorrow. So they getting used to use another product, they're getting used to use another platform, and eventually they become the enterprise companies. And then those enterprise…”
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Zinman: Scaling past $1B ARR requires going multi-product
“If you want to scale a company past a billion and even to a billion, you have to go multi-product. There's no other way you can do it.”
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Zinman: Great early salespeople can mask poor product-market fit
“Thinking in retrospect, let's say we had, like, an amazing salesperson in the company. Even though we had, in the beginning, like, a shitty product, that person might be able to sell. And then you get a wrong signal. You get a wrong signal. And because we didn…”
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Zinman: monday.com Saw Lowest Ad Bids in History During Tech Downturn
“Because right now, ah, we, not only we kept doing it, but we actually scaled it, ah, and right now we have, like, the lowest bids, ah, that we ever saw, as a company, because everybody pulled back, A lot of companies reduce spend, and we're more aggressive tha…”
Insight
Zinman: Multi-Vertical Marketing Prevents Ad Inventory Exhaustion
“One thing that helped us reduce the marketing span was, let's say you focus just on one vertical. Let's say project management. At some point you exhaust the inventory. And then the incremental dollar you put is not as efficient as the first one. So, the fact …”
Insight
Zinman: Standard SaaS metrics like LTV, CAC, and ARR ignore actual cash
“All the metrics that you're using you know, LTV to CAC CAC return rate, all of them don't take cash into account, okay? It's not cash. It's not cash. ARR is not cash. CAC is not cash. LTV, well, I don't know what it is, but yeah. It's a bogus metric, but, ah, …”