Monday.com: 3 Key Takeaways for Long-Term Investors

On its third-quarter fiscal year 2026 earnings call, held on Nov. 9, 2026, monday.com (NASDAQ:MNDY) announced third-quarter revenue of $378 million, up 19% year over year. The enterprise software company is shifting its focus from small accounts to large enterprise clients while pairing artificial intelligence (AI) capabilities with human workflows. This corporate transition creates near-term sales friction but deepens long-term customer relationships. Three things management said stand out.

1. Shifting Upmarket Causes Near-Term Customer Churn

Management is intentionally directing sales resources toward larger corporate clients while reducing acquisition efforts for smaller buyers. Small and medium business (SMB) customer churn increased as a direct result of this strategy and recent workforce reductions.

Second, the down market remains under pressure, and we're continuing to strategically shift our go-to-market focus toward higher-value enterprise opportunities. As a result, SMB customer additions were lower and SMB logo churn was higher.
-- Eran Zinman, co-CEO

2. Artificial Intelligence Generates $36 Million in Annual Recurring Revenue

The business is migrating clients to a hybrid pricing structure that combines standard seat subscriptions with usage-based credit packages. Annual recurring revenue (ARR), a metric measuring the annualized value of subscription contracts, reached $36 million from these AI capabilities.

AI ARR reached $36 million at the end of the quarter, led by growing use of AI credits. That growth reflects customers moving beyond experimentation and paying for AI as part of how they work.
-- Eran Zinman, co-CEO

3. Launching monday Frontier to Drive Enterprise Implementation

Large corporate accounts require hands-on technical support to integrate software into existing operational workflows. Management created monday Frontier, a specialized service organization that embeds technical specialists into client operations to deploy tailored solutions.

Frontier is staffed by four deploy engineers who partner directly with customers to identify where AI can have the greatest impact on core business processes. This includes building a solution, implementing it and continuously monitoring it over time.
-- Eran Zinman, co-CEO

Looking Ahead

Longer sales cycles and workforce cuts create operational friction, yet enterprise software adoption is deepening across large customer accounts. Proprietary software capabilities and dedicated deployment engineers provide structural momentum while management monitors pricing discipline and net dollar retention.

A transition of this scale takes time, and it brings some near-term friction into our results, but we are confident this is the right strategy.
-- Roy Mann, co-CEO

Scaling enterprise relationships and embedding artificial intelligence directly into daily operations remain central to driving long-term value.

We are executing with focus and urgency with a clear AI-first strategy and a team aligned behind it. We are confident in the path ahead of monday.
-- Eran Zinman, co-CEO

The Motley Fool has positions in and recommends Monday.com. The Motley Fool has a disclosure policy.