Work management platform monday.com (NASDAQ: MNDY) beat Wall Street’s revenue expectations in Q3 2026, with sales up 19.2% year on year to $377.5 million. On the other hand, next quarter’s revenue guidance of $381 million was less impressive, coming in 1.2% below analysts’ estimates. Its non-GAAP profit of $2.14 per share was 55.6% above analysts’ consensus estimates.

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StockStory’s take

monday.com’s third quarter was marked by revenue growth and improved profitability, but the market responded negatively to signs of slowing momentum and cautious customer behavior. Management pointed to the company’s ongoing transformation towards an AI-first platform and a deliberate shift upmarket, both of which have introduced near-term friction and elongated sales cycles. The recent workforce reduction and increased investment in enterprise-focused services also contributed to operational disruptions. Co-CEO Eran Zinman acknowledged, “It is a broad company-wide change and transformation that we are going through as a company… it is not a change that will happen in a quarter.”

Looking ahead, monday.com’s guidance reflects continued headwinds from cautious customer spending, especially among smaller businesses, and extended sales cycles in the enterprise segment. Management is prioritizing the rollout of new AI-powered products and services, such as Harmony and the monday Frontier implementation team, which are intended to deepen enterprise engagement and drive adoption of hybrid pricing models. CFO Eliran Glazer cautioned that the company expects these transition-related pressures to persist, stating, “We are probably a few quarters from getting back to something that implies more stability.”

Key insights from management’s remarks

Management attributed the quarter’s performance to three major factors: the company’s shift upmarket, AI integration across its product suite, and the operational impacts of restructuring.

• Enterprise focus accelerated: The company continued to pivot towards larger enterprise customers, with its biggest deployment reaching over 87,000 seats. This move came with deliberate deprioritization of small business (SMB) segments, contributing to higher SMB churn and lower additions.
• AI integration gains traction: AI annual recurring revenue (ARR) reached $36 million, with strong adoption among customers spending over $50,000 annually. Over 30% of these accounts are now paying for AI credits, reflecting a shift from experimentation to embedded usage in workflows.
• Hybrid pricing model adoption: monday.com has begun transitioning customers toward a hybrid model, combining seat-based and usage-based AI pricing. Management noted that larger customers are more receptive to this model, although it is contributing to longer buying cycles and more complex sales processes.
• Operational disruption from restructuring: The 20% workforce reduction in July created near-term disruption, particularly in sales productivity and customer support. Management expects productivity gains over time but acknowledged lingering effects in the current quarter.
• Launch of AI services team: The introduction of monday Frontier, a forward-deployed engineering and professional services group, aims to help customers implement AI more effectively. Management sees this as a strategic investment to drive deeper platform adoption and customer expansion.

Drivers of future performance

monday.com’s outlook centers on the pace of AI adoption, execution of its upmarket strategy, and the ability to navigate ongoing headwinds from SMB weakness and elongated enterprise sales cycles.

• AI adoption and monetization: Management expects AI to be a primary driver of future growth, particularly as more enterprise clients adopt AI-powered features and hybrid pricing. The company is investing in new products like Harmony and expanding the monday Frontier team to support customer implementation, although adoption is expected to be gradual.
• Upmarket expansion efforts: The focus on acquiring and expanding large enterprise customers is expected to offset ongoing declines in SMB segments. However, management warns that longer sales cycles, increased buying scrutiny, and the need for more direct support will continue to dampen near-term growth rates.
• Cost discipline and reinvestment: Savings from the recent workforce reduction are being reinvested into AI development, sales capacity, and customer success. Management anticipates margin normalization in upcoming quarters as one-off restructuring effects subside and spending returns to a steady pace.

Catalysts in upcoming quarters

Over the coming quarters, our analysts will be watching (1) the pace at which large enterprise customers expand usage of AI features and adopt hybrid pricing models, (2) progress in stabilizing net revenue retention and reversing SMB churn, and (3) the effectiveness of the monday Frontier team in accelerating customer implementation and upsell. The trajectory of AI ARR and further developments in product integration will also shape the company’s path to renewed growth.

monday.com currently trades at $80.50, down from $87.93 just before the earnings. Is there an opportunity in the stock? Find out in our full research report (it’s free).

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