WORK MANAGEMENT
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Globally, about two-thirds of monday.com’s revenue comes from direct sales, with the remaining one-third coming from partners.
A Balanced Sales Strategy: Direct and Indirect
but we won’t be able to manage the full scope if we aren’t heavily integrated with other software vendors,” Penso remarked. He highlighted the importance of working alongside platforms that companies already rely on. “For example, many of our enterprise customers use monday.com to manage workflows, while their development teams continue using Jira. We connect those workflows, making the overall business process smoother.” This integration-focused approach has been essential for monday.com’s growth, particularly in enterprise environments. As the company continues to enhance its CRM and Dev offerings, its ability to support businesses across various functions and departments is becoming increasingly sophisticated.
monday.com’s sales strategy is built around two channels: direct sales, where customers purchase the platform online or directly through enterprise level projects, and indirect sales, facilitated by a growing network of partners. This dual approach is a reflection of the company’s belief that both channels are critical to its success. Globally, about two-thirds of monday.com’s revenue comes from direct sales, with the remaining one-third coming from partners. However, in certain regions, such as EMEA, the balance is closer to 50/50. Penso emphasised the importance of partnerships in these markets: “In EMEA, a large part of our growth has been partner-led, and this focus remains central to our strategy. We rely heavily on our partners to deliver services, especially in the SMB and mid-market segments.” Partner Ecosystem: Supporting Growth and Innovation As monday.com grows, its partner network has become a cornerstone of its business strategy. With over 2,000 partners globally and approximately 100 in EMEA, the company works closely with consultants and system integrators to deliver tailored solutions for clients. Penso highlighted that monday.com offers various partnership paths, catering to different types of collaborators. “We have three main partner paths,” Penso explained. “First, there’s the channel solution
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