it brings me pleasure to always introduce our next speaker there's a reason why we're number one consultany partner for Monday in the world and it's down to this man who started it all those years ago so I'm going to leave you over with Thomas I was very inspired by everything going on today so I wanted also to like sort of wrap up the bag with an example of a of a client project we did before I go into this big consolidation phase thingy uh it's rather simple but I think it speaks volumes so without going into who the company is the company was selling a product the product was standardized and the product had around four hours of post sales admin for every sales rep so every time they made a sale it was four hours of work with building with shipping in order to get everything processed they came to us as a consultancy firm they had neither chose any solution so we said you know what you have a very simple sales process your client list or potential client list is very limited let's build a simple CRM in Monday basically one point of contact is one item you process everything there volume price discount you put it all there and they were like okay that that's we can do so what we did then was understanding what what all this prst admin was and the post admin was getting paid and getting the Drop Shipping form filled out and and sent to the Drop Shipping Company right I haven't updated this image so so the people who are really knowledgeable know how old this project is based on the symbols on this PowerPoint um so we had a lead what we did was when when the salesperson marked the lead asked yes or one they had been on the phone and it said okay you want 20 units this is the price perfect 20 units price we had a web hook being sent we picked that up in integral mod which is now make and um we created a customer in QuickBooks and also generated an invoice in QuickBooks got the link the payment link because this was an American company they always pay with credit card even big invoices we took the the link and put it into an email saying oh so nice that you want to buy our product please make sure to process your payment here before anything gets shipped or produced right so they had they could take a day they could take five weeks it didn't matter nothing happened until they actually paid there was some reminders of course once they paid QuickBooks new right web hook back to Monday updating the status to paid that in turn started another make scenario where we grabbed all the data like order value quality name address and we filled out the Drop Shipping form for them and we sent them to the Drop Shipping Company so what we did we went from four hours of post sales admin to 0 seconds post sales admin so the whole point is that Monday was just the CRM of choice Monday was not in this case what saved the time was helping the client make was the time saer the automation engine the the shabam or whatever we want to call it right so what do we think the client paid for this anyone want to guess 10,000 10,000 we got another bid okay Lee has heard his story before 2 and a half k [Laughter] yeah so $25,000 what was they paid for the implementation because we charged by the hour and that's how long it took to set up the Monday board and the make scenarios and that's the value they were getting so basically they were earning back Roi on the first sale they did more or less so that's the that's really what I also want to highlight as one of the like real this is where make can do a huge difference in your organization anything that can be automated should be automated human resources are too valuable to do mundane repetitive tasks so now we moving over to the other consolidation case so consolidation what is it so consolidation is about Gathering stuff or processes in the same software so we have a few different ways of gathering software all data in one place this is usually why central it wants to consolidate because you have uh you have government perspective data aggregation and so on but if you're being honest if you consolidate marketing with Finance with a bunch of other software marketing doesn't really care about the consolidation right for marketing team it doesn't matter if we're all in the same system or not so so we all have different perspective of why do we want to consolidate so the all data in one place is very much an IT central it central governance thing right cleaning up our it stack we're talking about like latest numbers are companies with a 50 to 100 employees can have up to 40 SAS services companies with around 1,000 employees can have more than 288 SAS services in use a lot of them Shadow it as well as Sebastian mentioned earlier and this is the reality of a lot of big companies and a lot of these have overlays of course we can save money because of that overlay most of these organizations are paying a lot more licenses than they actually have employees because same employee probably needs to have access to several systems right and I want to put this into perspective with a real example so this is a client in Stockholm um we worked with them for a very long time they were they are 300 employees very successful hyper growth right it's usually when you have hyper growth that all of this starts happening because you don't have the time to sit down figure out your systems figure out your processes so they basically gave they had no Central governance they G they had outsourced it to a third party company that didn't really care about the governance part and they have given their project leaders full autonomy to select whatever tool they wanted to govern their projects with but they were engineer heavy and we're not talking software engineer who're talking mechanical engineer heavy company so one engineer was always involved in multiple projects right so they had seven different SAS service to manage their projects so imagine being an engineer at this company right you're involved in 5 12 15 projects what does your reality what's your day-to-day look like right so they were using monday.com when we were involved right they were also using assana they were using Reich we using smart sheets Trello they had Excel and some of the teams and they were also using Microsoft projects none of these these tools are bad in themsel it's it's the joint reality of all these tools together and I having to find some things in Monday some things in assana some things in smart that's what's really messing up the situation right and also they were paying for 700 licenses being 300 employees 700 licenses and we're not even counting the Microsoft Services because that's a bundle that exist anyways right so Excel and Microsoft teams is exclud from those 700 licenses as an engineer I had task in seven different systems meaning I had to build my own toask list some people on paper some people in Excel some even got their own trell boards or even a eth uh service to manage their stuff in right but none of those tasks were were connected to the original plan right so if if I had Tas in aana and I had built my own to-do list in Excel IF the project manager changed a milestone there was nothing connecting that to my TOS l so my deadlines didn't change with the project so we they had huge problems with delays with with disjointed work and all the missing updated deadlines and they could not aggregate any work Richard poppy they both talked about the workload widget that didn't exist when you have data in seven systems there's no workload widget to be had right because powerbi is awesome but it cannot do that that work what we did we had workshops with them for a very long time to understand the product a problem none of the project leaders wanted to change their way of working right they still wanted to work the same way but we were able to get to a point where we understood that the way of working and software is is not the same thing so if I wanted to work a certain way and I worked in a SAA I can still work with that methodology in another software so a lot of management consultancy as well and not only implementation we took three months of scoping in order to get this right and we had to do a six month proof of concept period where we where we did one major project in one of the softwares and at that point I know don't know how how much it tells people what we were using the the app framework to deploy project templates because the project templates was so wide and big so we had to deploy them as apps and not as templates to have the relationship between the board still built in but what we were able to do was we reduced the spend by 57% and their total productivity increased by 40% and a lot of this 40% was just about engineers actually being able to do their job instead of managing their job right so those 40% equate to 60 hours every week that we were able to get increased productivity from each single engineer and this might sound like a really crazy Edge case this is not like if you do what we do this is something you see a lot it's a problem that a lot of hyper growth quickly growing companies have have um and consolidation I mean I'm speaking about consolidation from a Monday perspective but they would have gotten these effects no matter which software they had chosen to certain degrees more or less of course but a lot of these time saving they would have gotten no matter what software and I want to stress this as well so it's not Monday as the magic sauce here it's the fact that we we need to have Central governance we need to have certain um toll gate in place and not allow total Anarchy within our organization and I know a lot of you guys are sitting here with different tools I know one person here who had three teams joining for the Monday implementation and one was like no we want to stay in Microsoft Project very well leadership was exhausted there and said listen it's not happening Microsoft team is dead everybody's working in Monday like it or not but you have to do it and sometimes that's what we needed and sometimes what what we need is what Richard discussed the empowerment of the actual end user both exist at the same time I want to show you like really what it means when we do everything connected in one software because Monday is a bit unique in that regards that it it's not just project management that we can consolidate we can consolidate a lot of different processes so we can start with sales and marketing we can have our marketing calendar we can plan the creative work within the marketing team that becomes campaign management social media and web publishing calendar we're even automating that ourselves so we have a board where we basically say who's the target audience what is forfa leadership we can send that over to chat GDP to get a draft blog post and then we can schedule that to be published more or less automatically on LinkedIn and other services all all within Monday we can then after doing active marketing we get our mqls we get those leads into Monday into Monday CRM where we manage our opportunities companies and contents already now we can start also tracking things back because we can tag all those leads with with the source and and directly contribute and accredit the different campaigns and the different materials right we're getting like bonus value just from the sales and marketing Motion in one software let's not talk about client delivery I'm calling client delivery because sometimes it's project management in our cases an implementation organization but any kind of client delivery because we have the CRM in Monday we can have Early Access so let's say that uh an opportunity reaches 80 90% maturity we're getting close to signing that can already create a template Pro project for implementation which they can start planning resources around so once we actually get the signature we can start working earlier we don't need to wait another three to five weeks when the resources open up because they're already Shadow planned or or variation planed we can do the whole client intake we can do client onboarding we can do the projects and go all the way to invoicing from Monday Monday can be integrated to most common invoicing software zero QuickBooks whatever most of them actually has native Integrations and if they don't we do it with make most invoicing Integrations are done in less than a day thanks to make we get really cool dashboards as we talked about charts widgets and so on because we have the data in the system it's still not powerbi but it's good enough for day-to-day and that's that's the key right good enough real time data for critical decision making dayto day not for making big decisions after month of data compiling Richard actually said last time when he when he did this speech he said when I he used to get the questions from his boss about the situation he always asked you want like the real numbers or this because if you want the real numbers you can wait two [Music] weeks and this is really true right but in a system like Monday we do have realtime data all the dashboards update as soon as the status changes it's reflected in the dashboard we can bring this further if we want to right because we're talking about Monday as a holistic system right now we can start bringing legal for case management we can start having HR processes yearly planning task management there's some really work nice business as usual workflows for HR not only for um for on and off boarding of personnel which is also a very good use case of course and we can also do Finance with work collaboration a lot of companies does end of month uh closures thanks to Monday checklist and this is this is a this is a different piece this is what we mean when we say work operating system we're not talking about a niche software but let us let me put my money where my mouth is right this is the full it stat lack of omnitus because Monday make we have Adobe Creative Cloud it's really hard to edit videos and and movies without the right stuff right we have mailer light we have WordPress because that's what our web pages run on we use calend for booking meetings we have G Suite we have slack because of Monday we use Fort KNX for invoicing we use Monday for everything else and we use make for connecting everything this is our it stack this is not impossible we're I mean yes we're not as big as Lear we're not as big as fly dogs but we're still in this size where we're supposed to have up to 40 SF Services we have one two three four five 6 7 8 n and this is really what what we can be help helping you guys with as well not only implementing Monday or building scenarios in make we are qualified management Consultants feel free to use us for that and with that I think this is my last slide and it's been a lovely having everyone here so thank you [Applause] guys