Eran Zinman, co-founder and co-CEO of monday.com, explains to Jason Lemkin how monday.com capitalized on competitors slashing performance marketing budgets during the 2022–2023 tech slowdown.
“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 than ever”
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More from Eran Zinman
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…”
Eran ZinmanFeb 28, 2025▶ 11:16AI at Scale: 8 Learnings from monday.com Co-Founder and Co-Ceo Eran Zinman
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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.”
Eran ZinmanFeb 28, 2025▶ 24:23AI at Scale: 8 Learnings from monday.com Co-Founder and Co-Ceo Eran Zinman
“And because of that, you don't necessarily have to have the best CRM in the world. It might be second place, but because of that integration and because of that data flows between the different products, you get such huge benefit from that, that it's a huge ad…”
Eran ZinmanFeb 28, 2025▶ 29:57AI at Scale: 8 Learnings from monday.com Co-Founder and Co-Ceo Eran Zinman
Insight
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…”
Eran ZinmanOct 10, 2023▶ 11:35Secrets to Scaling and Growth in an Unpredictable Market with monday.com's Co-founder and Co-CEO
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 …”
Eran ZinmanOct 10, 2023▶ 20:21Secrets to Scaling and Growth in an Unpredictable Market with monday.com's Co-founder and Co-CEO
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, …”
Eran ZinmanOct 10, 2023▶ 24:20Secrets to Scaling and Growth in an Unpredictable Market with monday.com's Co-founder and Co-CEO
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