Program

Keynote – Sharing the most relevant data about new coworking and flex users – Who are they? What do they look for?

Mehdi Dziri, CEO Ubiq

Introduced by Pauline Roussel (Coworkies)

#Trends

Ballroom

Keynote – Operated or Manages Offices, on top of the flexible workspace offerings, are deeply changing the office market dynamics in Paris. It could soon become the number one product in the French capital.

Lenaic Bezin, co-founder Yooco

Introduced by Pauline Roussel (Coworkies)

#Trends

Ballroom

Keynote –

Anna Znamerovska is the founder and CEO of Kooperativ in Kyiv.

#Trends

Panel –

Clément Alteresco (Morning), Rebecca Nachanakian (WeWork), Dan Zakai (Mindspace), Paulo Dias (IWG, tbc)

Moderated by Jean-Yves Huwart (Coworking Europe)

#Trends

Ballroom

Take a break and network with other participants.

#Expansion

Panel –

Flight-to-quality is currently one of the strongest drivers of performance in the flex workspace market. A modern Class A building, ESG-compliant, in a prime CBD location and within a few minutes’ walk of major public transport is close to the ideal recipe for attracting occupiers. But the supply of these buildings is limited. In several markets, the best new developments are already pre-let before completion, while construction costs have constrained new supply and prime rents continue to rise.

Competing for the best buildings means accepting higher rents and passing more of that cost on to customers, while landlords of prime assets often have little reason to offer attractive partnership terms. At the same time, many Class B and older buildings remain difficult to lease, lack amenities and need a new story to become competitive again.

Could this imbalance create a major new expansion opportunity for flex and managed workspace operators? Can a strong flex offer turn an underperforming Class B building into a desirable destination again? How much stronger is the operator’s negotiating position when the landlord is facing persistent vacancy? Can lower rents and better deal terms compensate for weaker location, lower footfall or a less prestigious address?

And does the product itself need to change? Rather than replicating an expensive Class A coworking concept, should operators focus more heavily on hospitality, service, community, branding and targeted amenities? How important is access to transport when evaluating secondary locations, and how far outside the traditional CBD can operators realistically go?

Finally, how much of an older or tired asset can genuinely be transformed through interior redesign, fit-out, common-area improvements and operational quality? What should operators look for when selecting Class B buildings so that, once repositioned, the customer experience can still feel modern, high-quality and competitive with much more expensive prime stock? Those questions and more will be addressed by coworking operators who embraced the strategy succesfully and by experts in the field.

Martim Botton (LACS), Phoebe Reilly (Colliers), Georgia Sandom (OSiT)

Moderator:

• Zoe Ellis-Moore (Spaces to Places)

#Operations

Panel –

From the first point of contact to the signed deal, how can flex workspace and coworking operators shorten the sales cycle? How do you secure a space tour with a new prospect and identify the right triggers to address their specific needs? How much of the initial conversation can be handled by a chatbot or AI assistant, and at what point should a human salesperson take over? What still works best when it comes to physical prospecting and local outreach? How well do local brokers understand your products and services? Is broker-generated business increasing across the locations you operate?Which sales channels convert best — and which convert fastest? Google Ads and paid search have traditionally played an important role, but are they still delivering satisfactory results as competition and acquisition costs increase? How important is AI search becoming as a source of leads? And what can operators do to make sure their locations and products are surfaced and recommended by AI-powered search tools?

Could AI also help further down the sales funnel? For example, how can tools such as OpenAI or Claude be used to quickly generate customised floorplans, workspace configurations or visual proposals that help prospects understand an offer and make decisions faster? How effective are coworking marketplaces and workspace aggregators as lead-generation channels? For which products do they work best: hot desks, meeting rooms, private offices, managed offices or larger corporate requirements? How can operators work more effectively with flex workspace brokers and build stronger, longer-term relationships with them? Could local flex operators also collaborate more with one another — referring prospects when their own portfolio does not fit a customer’s requirements, with the expectation of reciprocity when relevant? How should sales strategies differ according to the product being sold? The sales process for a day pass, a five-person office, a 100-desk managed office and a meeting room cannot be the same. What are the most effective rules for negotiation, packaging and upselling? How far should flexibility go before it starts damaging margins or creating operational complexity? How can operators strengthen domestic demand and become less dependent on international companies or globally mobile customers? Could referral and affiliate programmes — such as the programme developed by Cloudworks or Mindspace — become a more significant acquisition channel?

And looking ahead, what role could new paid digital channels play? Do you expect advertising within ChatGPT or other AI platforms to become a meaningful source of leads for flex workspace operators?

Ultimately, what converts best today: broker-generated leads, Google and online advertising, local offline campaigns such as public transport, billboards or flyers, cold calling and direct sales, PR and media coverage, social media advertising, referral programmes — or a combination of all of them?

These questions, and many more, will be put to the panelists as we explore what an effective flex workspace sales strategy looks like in 2026.

Marta Gracia Vilar (Cloudworks), Martin Holy (Scott Weber), Nir Kelner (Brain Embassy), Xavi Bassons (Monday)

Facilitated by

#operations

Room 2

#Business

Keynote + Panel

In London, the managed office segment grew faster in 2025 than the traditional flex workspace offering. In Paris, bureaux opérés — managed offices — now represent a significant share of take-up, particularly for teams of more than 25 or 30 people. In Amsterdam and Zurich, the product is gaining ground as well.

Is managed office confirming its status as the missing link in the wider flex and serviced office value chain? To what extent are managed offices part of the coworking, flex and serviced office industry? Service-contract based, with no traditional lease and shorter terms, what else distinguishes managed office from a standard furnished workspace? Should flex workspace providers expand their product portfolios into managed offices, or is the opportunity better suited to dedicated managed office players?

Where is the boundary between a coworking private office and a managed office? Are communal areas and shared perks, such as meeting rooms, always part of the package, or should managed office products instead offer these amenities on a fully private basis, including dedicated meeting rooms? How large a share of local office markets could the combination of coworking and managed office ultimately capture?

What is still missing across the rest of Europe to unlock the full potential of managed office? How do profit margins compare with more traditional flex products? What is the underlying business model, and what are the implications for landlords?

Newmark/Knotel, one of the global leaders in the managed office sector, will introduce the topic. Its French brand Deskeo already operates dozens of locations dedicated to individual companies, while also exploring adjacent concepts built around more open, hospitality-driven environments in premium Paris locations.

Newmark will provide a deep dive into this fast-evolving market in Europe and an overview of how the model is developing across different countries. The keynote will be followed by a panel discussion with operators that have significantly expanded their managed office offering in their respective markets, including questions around the articulation between the historical coworking/flex model and this newer class of product aimed at scale-ups and larger organisations.

Eat something & network!

#Expansion

Keynote + Panel

Landlord Motivations: All building classes, but also why a landlord would choose a management agreement for a Class A asset that they could “easily rent” through a traditional lease.

Tackling Objections: The speakers will discuss how to overcome objections from both landlords and the operators themselves—including the debate over whether hybrid leases or “asset light” models are preferable.

Performance and Evidence: The panel will examine whether these agreements have actually delivered on their initial promises.

Strategy for Expansion: The CBRE representatives will specifically handle the topic of expansion within this framework

With Jesse Derkx (CBRE Flex), Eli Lew (Industrious), Pedro Del Rio (Aticco)

Facilitated by Adrien Raffin (CBRE France)

#Trends

Room 1

Panel –

As coworking, flex and managed office providers address an increasingly diverse range of customer profiles, what should their communication focus on? Should communication channels differ depending on the size and type of customer being targeted — freelancers, SMEs, scale-ups, corporate teams or larger managed office occupiers? As competition increases, how should flex operators adapt their branding and positioning to remain distinctive and avoid looking interchangeable? Is promotional communication on pricing effective? Shall it be limited only to some products, such as event or meeting rooms? In markets where awareness and understanding of coworking, serviced offices and managed workspace remain limited, where should operators invest first: market education, brand building or direct lead generation? How should operators allocate their marketing efforts across events, social media, newsletters, PR, SEO, podcasts, media partnerships, sponsorships, marketplaces and paid advertising — and which channels are delivering the strongest returns today? Many operators still lead their communication with attractive images of interiors, meeting rooms and communal areas. Should marketing focus more on people, companies, community, business outcomes and what actually happens inside the space? What converts better: communicating the quality of the physical workspace or showcasing the people, companies and experiences associated with the location?
How important is local visibility and involvement — local events, partnerships, business communities and neighbourhood initiatives — compared with broader brand-level marketing?
For multi-location operators, how should communication be divided between the central brand and individual locations? Is centralised marketing sufficient, or is strong local activation essential?
How much autonomy should individual locations have to create their own content, partnerships and campaigns while still remaining consistent with the overall brand? And finally, how closely should flex operators collaborate with landlords on marketing? Can the positioning of the building, the flex operator and the wider destination be combined into a stronger commercial proposition?

#business

Room 2

#Business

Panel –

For a long time, hot desking and day passes were seen as nice-to-have products rather than meaningful revenue drivers. But at a time of greater uncertainty in workplace demand, hyper-flexibility and workspace granularity are gaining traction again. In some markets, hot-desking revenues have reportedly grown from around 3-4% of coworking operators’ turnover before COVID to 13-15% today. Fractional offices — where the same private office is used by different companies on different days of the week — are also attracting increasing interest.

How can coworking and flex workspace operators turn this growing demand for short-term and highly flexible access into a significant and predictable revenue stream? How much inventory should they keep available for small, frequent and less predictable usage? What are the benefits of generating more flow through a space rather than relying exclusively on long-term occupancy?

How can granular products strengthen the overall flex workspace portfolio, including for larger, more established tenants that need to manage peaks and troughs in their workspace requirements? Can hot desking become an effective capacity buffer for companies with constantly fluctuating headcounts and, as a result, become part of a broader multi-product workspace proposition?

How should operators use pricing to spread demand across days and times, smooth occupancy and maximise the utilisation of their inventory? Can dynamic pricing, subscriptions, bundles or minimum commitments make highly flexible products more predictable and profitable?

What does greater customer turnover mean for operations and hospitality? How do you maintain service quality when more people use the space, but each of them comes less frequently? How can operators make onboarding seamless even for a one-day user, while still creating familiarity, loyalty and a sense of belonging?

And ultimately, how can the same workspace successfully serve both highly transient users and long-term members — without one experience undermining the other?

Stéphane Bensimon (Wojo, tbc), Amir Segal (Mindspace), Eyal Lasker (Flexspace AI)

Supported by Flexspace AI

Room 3

Keynotes + Panel

When is Flex considered as the right option for corporations? Where does the demand start (level of awareness of the different product options, up to managed offices?)? What are the most demanded services in 2026-27? To what extent can one bring more domestic corporations to the flex offering (not only international MNC opening a new market)? How is hybrid working need and maturity changing the rise for those options? In terms of size, when is flex not anymore the right fit, or can the offering still address more capacity needs? To what extent amenities provided by a flex operator become a critical factor for the other traditional tenants/floors in the building to choose for a location, hence how to sell the synergies? How to open up more sectors (other than Tech, consulting, media, etc.) to flex offerings?
Everything has to be fact based (no theory or projection). How are operators properly addressing this demand or what is missing, in some markets?