we're going to start off with Mr Z Wang from Monday he's going to be talking about Partnerships between um basically just om Tas no other partnership uh and Monday and why it's so important so C would you like to come and take the floor great to be here I'm Z wayang I'm the well forget the title is a bit of a mouthful um but I lead the Partnerships team for the UK and nordics so it's only right that I'll speak to your about the power of Partnerships and why we value them so much at Monday um quick agenda I'll talk a little bit about change I think a lot of you guys if you've used Monday or thinking of use using Monday are familiar with some of the changes that are needed within the business um why that drives us to invest a lot into Partners um and also the role they play for us and for our customers I'll talk a little bit about what makes a good partnership very um very very interesting analogy I'll make there which hopefully will hit home and then also a little bit more about our partnership with Omas and generally how we work with Partners um so on the surface Monday is a software company um you know you guys see our ads probably too much on YouTube and you know a little bit more about what we do but really what we're trying to do is to Insight change within businesses and if you've used Monday before you probably notice a lot of um processes or uh changes or behavioral changes that need to happen and the fact is it's not that easy right so the IDC estimates $2 trillion will be spent this year on digital transformation it's a lot of money uh but and it's very important but 84% of those projects are going to fail so that's a lot of trillions but um there's a lot of reasons for that one of them is that you might not have the right product or the business isn't quite ready for the change or potentially the adoption isn't there so you can buy a piece of software spend months investigating into it it takes all the boxes you finally get the green light and then nobody uses it um which is really tough and then you end up in a situation like this where in the first week everyone is extremely eager to get into Monday or some other software hopefully not Monday um and then some weeks afterwards there are no users so that's the situation that we want to avoid from our customers and I think a lot of that comes from the help of our partners like Omas um who really are there to drive the adoption to make sure things are implemented properly uh bit more data for you about gyms um but Partners in general for Monday drive a lot of in Innovation and they also bring a lot of value to our customers so if you've worked with Vitas then you'll know that they do a lot of Hands-On Consulting they aren't just there in the background they work with you very closely they make sure the implementation goes well because we know without a successful implementation you'll get that uh gym scenario in February um and there's also a lot of changes and feedback that they take on for us so they build things that are bespoke right we have some businesses where they have a process really doesn't exist in any other business so that's a custom bill that needs to be made but it's right to do that otherwise usage won't be there and alongside that there's the ongoing part the customer success um people like jul and Robin who's here who work with our customers to make sure they are getting the most value out of Monday and ultimately you know onitas help us and our customers get the most out of Monday and also make monday.com work for their business um and get the time to Value quicker as well so what they also do for us is further our capabilities um you're probably sick of hearing about Automation and Integrations but don't worry we will talk about them more um but all of the core features of monday.com the products that we're building they're fantastic and they're bread and butter of what Monday does but our Dev team also have a lot of different projects so they can't get to every single thing um we have Partners who actually take that and build things which are beyond our lest imaginations U if you've seen or used the time tracking solution uh time reporting solution Sorry by omnitest and you'll know that there are things built on top of Monday which make the experience better and make Monday more usable for specific use cases so the marketplace is a great place for all of those things to live and again adds more value to the customer um connectivity with other tools as well we know that when it comes to software if you look at something that's new or if you're looking at rolling it out to a bigger user base it's a lot easier when it integrates with the tools they're already using so you can see some of the logos here like Salesforce teams which your colleagues in different departments or yourself might be using um of course a lot of the um the work that's done there is by Partners but also through make as well which is a big part of um the in integratability of Munday that's a tough word thank you um and recently in the last couple years I would say we've seen that there are some verticals where you know you can create a prepackage ped Monday solution and that lends itself to being implemented quickly so imagine an endtoend solution just for Industries like legal project management um accountancy publishing for example just to name a few so those again FasTrack that usability of monday.com and it means that customers can don't have to wait around for six months to start using it they can deploy it very very quickly and start putting it into their business so we are not the biggest team half of my team is is in this room actually three three quarters of my team is in this room and um but what we do want to do is build the biggest modern SAS Partnerships ecosystem um so you'll see a lot of pictures what that means is not just that we have a lot of events but that we want to build a lot of value with our partners like I said they build things that we don't necessarily think of right they're on the ground talking to our customers they capturing the feedback they're also often working with other technology so they can find links that Monday probably won't be able to um or certainly not as quickly so we're very proud of the fact that we're doing that um so that leads me to the question of what makes a good partnership any fans of Married at First Sight yeah yeah um so what makes a good partnership so our head of Department in the partners table way says Partnerships are like marriages um they're not always not every day is going to be great and perfect and sunshine and Roses but what is important is that we're on the journey together we're committed to doing things together to helping each other out communicating you know and and having a level of integrity and trust and honesty and I feel like we have that with all of our um partners and certainly omn is one of those um by the way I'm getting legally married in 30 days so I may add to this list in 30 days time um and we really see our partners as an extension of our team right we go through a big process of working with our partners from the beginning we are in the second biggest software Market in the world after North America but in the UK we only have eight partners that cover the entire region um that's not because we're very bad at finding them it's because we're quite selective that who we work with um so it takes a couple of months for us just to work out the fit are they the right people do they have the right capability EOS Etc and um and then we move on to agreeing on the goals what sort of kpis do we want to Target together um who are the Personnel you know who what's the team that's going to be running the monday.com practice and really is a practice we we we actually work only with Partners who have people who are dedicated to monday.com um and after that we've got the team in place we know what we want to achieve in the year then we start the process of training and it's just a start because it's on going but we spend a lot of time with certifications which is really just the beginning but also Hands-On training with our partners as well so we're um we're quite unique in some ways in that you know customers will often see a Monday person and a partner person on our calls um and we always want to be there as the vendor but we also want to allow our partners to have a lot of knowledge and access to the same tools that we have so we give them access to a lot of proprietary technology as well so that whole thing could take 6 months maybe more um but that's not enough after that there's ongoing training right there's always product releases and features I think last quarter released something like uh 100 different specific feature lines is a lot to take in and it's important for our partners to be ahead of the curve and know what's coming up to show our our customers as well um that happens once a quarter we all of my team and and their Partners will have scheduled weekly syns um but if you ask anyone from Omas it's more like a daily communication with their Channel partner manager not because we're naggie but because you know going back to a good partnership you have to constantly communicate um and also we open up the monday.com team and the resources we have there as well to our partners so they have access to the channel managers the service managers the technical team product specialist legal you name it I'm sure there's a lot of people I left off on that list so again there really are an extension of monday.com um and all of our partners have these teams in place um I'm sure it's not news to you that we have got all of these teams but the reason this is on the slide is it directly mirrors what monday.com has we also have Consulting teams who are there to find the fit to make sure that it's the right product for you and the use case Works um the account managers and customer success people who are there with you on your journey to make sure that you know we we're spreading the word about Monday if it goes well but also the so that you get the most out of the platform um and of course the developers and and the Professional Services and you'll hear a little bit more from Ken later on about that um so our Monday Journey or our journey with omnitus so far is um has been a fantastic one um I think they goes without saying that they are a brilliant partner of ours a platinum partner for six years um actually predating my tenure at Monday um which is also why by the way Thomas and his team are such Wizards because they've got four years on me um but they're complete wizard in monday.com they're one of the you know best Partners we work with I'm not just saying that because he's uh put on loads of food um but collectively we work with our partners um very closely and omnitus is no exception they work with 350 plus um customer companies across the UK and Nordic which it translates to about 25,000 users so individuals who are using monday.com with omnitus um and again the power of partnership for us is that we have the trust with the partner you know we do something about 30 to 40% of our UK business with a partner who's named and works with our customers because we know they can achieve those results they can get that success um and they also have the monday.com knowledge um so yeah there I have to say hats off to them for their ongoing services but their consultation implementation and deployment with some of these companies here um that you may recognize um has been fantastic and I hope the journey continues