Startup for Startup - Global ⚡ by monday.com

Product and Sales are two departments that are traditionally at odds. While sales reps request certain features in the product to close a deal, the product managers work according to a pre-defined roadmap. Even though both of the departments aim for the company’s success, they usually see different ways to get there. This miscommunication can eventually cost the company a lot. So how do you align the sales and product departments? How do you build processes that improve workflows between departments? And why having a shared KPI isn’t enough for both parties’ success? This week we are talking to Leah Bauman, Product Alignment Manager, and Nir Goldstein, VP of EMEA & APAC Sales at monday.com, who will share the process of creating and defining the new role of Product Alignment, the challenges in creating a bridge between potential customers needs and the product roadmap, and how having a dedicated owner for a process already generated more than 2$ million dollars in the past year, and made many customers happier.  See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

What are the most important things to focus on when building a partnership program? How to define an ideal partner profile? And how to create that initial reach with relevant partners? Startup for Startup Unplugged: Partnerships event was held on November 18th, and in this Recap episode you’ll hear a few insights from two of the sessions. In this week’s episode we hear Asaf Fradkin, Director of Strategic Partnerships, and Barak Zigdon, Partnerships and Global Resellers Manager at monday.com, share what are the key elements to focus on when starting a partnership program and how to initiate contact with partners in a way that will lay the foundation for a long term relationship.  See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

How to create a successful partnership with another tech company, and should you collaborate with your competitors? In 2019 the Partnerships department at monday.com, which by then included channel partnerships, academic partnerships and strategic partnerships, expanded its activities and created the Tech Partnerships team, which is in charge of different product integrations or alliances we create with other tech companies.  We started with one partnership with Typeform. Today, tech partnerships serve as a major growth engine for the company – not just because of the revenue they generate to the company, but also because of the actual added value they provide for our users. Today, monday.com has dozens of partnerships in the making, including with the big tech five – google, facebook, apple, amazon and microsoft. In this week’s episode we are talking to Oren Stern, VP Partnerships and Alliances, and Amit Goldenberg, Head of Tech Partnerships at monday.com. Oren and Amit discuss the different types of tech partnerships and the value each one provides, and share what every startup has to offer to large tech companies in order to create wins for both sides.  See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

How can we practice Impact-Driven Leadership?   In the first part of this topic, Eran Zinman and Lior Krengel discussed the ideas that stand at the core of our work processes at monday.com. They talked about how important it is to focus on execution in order to succeed in our tasks, and about how perfection is only attainable through iteration. Some of the questions we received following the previous episode were about concerns we all experience regarding this topic: What if we feel we simply ‘can’t’ do something? How can we still move fast in this case? This week Lior and Eran talk about how to practice impact-driven leadership in our day-to-day, discuss our role as leaders, and share techniques for overcoming the fear of moving fast and the “I can’t” approach.      See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

You know when you start working on a project that seems pretty small, only to end up working on it for days – sometimes even months – more than expected? Those of you who have listened to our podcast before know that we are an impact-driven company. In practice, this means we believe in achieving perfection through iteration – investing our time in learning by executing quickly, analyzing the results, and executing again. Rather than by months on months of research. In this week’s episode, Lior Krengel and Eran Zinman talk about impact-driven leadership and how it can help us move faster.  They discuss the reasons for analysis paralysis, how we can overcome it, and why going against our intuition can actually help us in these cases. “Companies are moving so fast today and everything is so dynamic, and I think the ones that fail are the ones who stop innovating and making changes, and eventually slow down and die. The ability to move quickly is relevant whether you’re a small team or a big company, in order to stay in the game and be successful.” (Eran Zinman)  See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

Our 3rd recap revolves around being customer-centric – which sounds like a nice catchphrase, right? However it’s a huge task for any company, specifically ones that are scaling rapidly. To make this challenge more actionable we want to give you a deeper look into how we achieve this in our day-to-day practice using two examples from our previous episodes.  See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

There’s plenty of information about fundraising processes – finding investors, building an investment deck, what an optimal term sheet looks like, and so on. But signing a term sheet with investors is only the beginning of a very long relationship. How does the day after the investment look? What are the best practices for communicating with your investors? How do you develop trust between the parties, and how do you maintain it? This week we’re joined by Ken Fox, Managing Partner @ Stripes Group – the investor that led our Round C. We talk openly about the interests of investors and founders, discussing ways to align on goals, the importance of transparency in relationships, and one exceptional dog. https://www.startupforstartup.com/the-day-after-investment-building-beneficial-relationships-with-investors/https://www.facebook.com/groups/startupforstartup/  See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

Customers are the driving force for monday.com’s growth. Early adopters can become potential promoters within their workplaces. We call these amazing folks our champions of monday.com. How can monday.com create opportunities for those champions who want to attract teams in their organization to our platform? How can we identify them in time?  This week, Lauren Spera, Enterprise Account Manager at monday.com, takes us through the journey of doing enterprise sales using the flywheel approach. Replacing the traditional funnel approach, it centers around satisfied customers that increase referrals and sales within enterprises. We talk about how to find champions within clients’ teams and when is the right moment to give the flywheel a nudge to increase its momentum? Also, what is the right time to let go and let it work on its own? https://www.startupforstartup.com/enterprise-sales-turning-customers-to-promoters/https://www.linkedin.com/groups/9094462/See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

Customer Success is the one team in the company that receives feedback from every shape and size of customers; whether they’re coming from a trial or paying and large or small accounts., paying, large or small accounts. We receive roughly 30,000 tickets a month covering many different needs and we answer each ticket as if it were our only user – with empathy and empowerment. But we realized that this wasn’t enough. We could use this information to enhance the platform, reduce our ticket load and empower our users even more. Essentially, we want to share with the rest of our teams what users say about the features we release and pain points they might have and to show trends or correlations between what our R&D and Product do and what users are saying as a result. So how can we turn 30K tickets a month into insights that everyone in the company can work with? This week’s guest is Effie Arman, Head of Customer Success Israel here at monday.com. Effie walked us through what we call ”Voice of Customer” and shared with us how this challenge of turning support tickets into actionable insights is being addressed. https://www.startupforstartup.com/turning-30k-support-tickets-a-month-into-actionable-insights/https://www.facebook.com/groups/startupforstartup/  See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

In August 2018, our Sales team became a Consulting Group. Beyond the formalities, we wished to understand what this transition means and implies in reality. And so Mitchell Blickman, Senior Workflow Consultant at monday.com, joined us this week to discuss why “consulting” better reflects the way we perceive ourselves and the value we bring to our customers. We also talked about the new practices and KPIs that were adopted to better align with this new approach and learned about the challenges that the team has encountered on the transition and the way the overcame them. https://www.startupforstartup.com/from-sales-to-consulting/https://www.facebook.com/groups/startupforstartup/  See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.