Are you saying they get implementation included in their license fees?

When you start looking at it from a feature comparison perspective, it's somewhat of a weak offering. What we've done over the past years, and have now changed slightly, is offer one hour of implementation support for every $1,000 of ARR spent on licenses. This means we're essentially taking our commission and reinvesting it by buying the service from ourselves. This strategy drives adoption and sets a solid foundation for growth. It has been crucial for our portfolio's success. Other partners dislike this approach because they feel unable to replicate it. They often mention it during partner gatherings, saying our sales tactic makes things difficult for them. However, they could adopt the same strategy. There's a reason why we have more than double the size of the second-largest partner portfolio, and this is a significant factor. It becomes a no-brainer.

I thought they were moving more upmarket and relying more on sales rather than Google. Why do you think this Google issue affected them?

Enterprises are inherently slow-moving and do not make impulse software purchases. The move upmarket is sound, but it's not a solution for the present. These sales processes take time. My sales process with IKEA lasted 18 months. We were ready to sign on a Friday, but Covid restrictions hit on Wednesday, leading to a company mandate to pause all purchases. After 18 months, only three days before closing, we were completely shut down and haven't been able to resume since. Enterprises are more challenging. Additionally, Monday has a very bloated sales force right now.

It's interesting to see this decline in pipeline generation. How do you know it's related to Google and not due to market issues or the Monday product?

I can't be certain, however, considering how much ARR is generated from the webpage alone, it connects the dots. I don't sense any lack of interest in the market. In fact, the interest has increased. We find it easier to sell the product when we speak to the right people. We feel confident about expanding with Monday over the next five to 10 years. We're not worried about people stopping their purchases of Monday. On the contrary, more people are likely to buy.