The Efficiency Hacks That Drove monday.com to $14B
EP 126 of The Logan Bartlett Show: Untold stories from tech's inner circle
Eran Zinman entered a crowded category, out-executed everyone, and scaled monday.com into a $14B public company. In my latest conversation with him, he details their unique metric tracking system (dubbed Big Brain) that allows them to do the same amount of work with ½ the people, along with their relentless focus on cash over other metrics, and the little tactics that brought significant ROI (like sending everyone—including investors—a daily SMS with yesterday’s metrics).
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✉️ Episode Memo
→ monday.com’s internal system run by 100 people
With just $1.4 million in seed funding, the team knew they needed to take control of their own destiny. So, they built their own platform to track everything—every campaign click, website visit, user journey, and conversion. This system, called "Big Brain," is now run by a team of over 100 people and has delivered the best ROI they’ve ever had. Without Big Brain, Eran thinks they’d need twice as many people to run the business.
→ Why you shouldn’t forget about cash
You can collect all the data, but the right KPIs are crucial—and today, almost nobody seems to focus on cash. While many discuss financial value and costs, few pay attention to the actual cash moving in and out of the company’s bank account. As Eran jokes, "You can't go to the supermarket and pay with LTV." Monday.com prioritizes tracking actual spending, cash inflows, and payment timing, which has ultimately made it an incredibly efficient cash machine.
→ Why Eran chose a crowded market
As a founder, the instinct is often to look for untapped problems or brilliant, original ideas. However, there's value in tackling industries packed with players with strong customer demand. Eran’s approach was to disrupt crowded spaces like work management, CRM, and DevOps by building tools that give users freedom and capabilities they didn’t have before. Instead of prescribing a "perfect structure" for customers, they focused on providing the best tools and flexible building blocks to help people solve their own problems.
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