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Apr 27, 2021 · 43m · mad

Fireside Chat: Dev Ittycheria (President & CEO, MongoDB) with Matt Turck (Partner, FirstMark)

Dev Ittycheria · 31m spoken Matt Turck · 8m spoken
0:00 / 0:00
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In this Data Driven NYC fireside chat hosted by Matt Turck, MongoDB President and CEO Dev Ittycheria shares insights on scaling MongoDB into a multi-billion-dollar enterprise platform, detailing product innovation, open-source monetization, go-to-market strategies, and executive leadership.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Matt holds 21.7% of the talking time here. How this is scored →

Matt as informed peer 3.7 Guest teaching 4.5 Guest disagreement 0.7 Matt pushing back 1.0
05100:0015:0030:000:10–6:17 · Matt as informed peer 5/10 MongoDB History and Dev Ittycheria Career Background Matt opens with well-researched financial and operational metrics about MongoDB's history and market cap growth. Dev accepts the framing and collaboratively shares his career background.6:17–9:58 · Matt as informed peer 2/10 Building Enterprise Software in the New York Tech Ecosystem Matt prompts Dev on building enterprise tech in the NYC ecosystem versus the West Coast. Dev provides detailed historical context regarding talent pool limitations and equity culture in early NYC tech.9:58–17:58 · Matt as informed peer 5/10 The Rise of MongoDB Atlas and Product Expansion Strategy Matt displays precise preparation by citing exact Atlas revenue percentage growth over consecutive fiscal years. Dev educates on cloud DB mechanics, open source paywall dynamics, and how MongoDB differs from Snowflake.17:58–29:14 · Matt as informed peer 5/10 Open Source Strategy, SSPL Licensing, and Cloud Partnerships Matt demonstrates industry context around licensing evolutions such as SSPL and cloud vendor friction. Dev offers a firm critique of cloud providers monetizing open source without contributing back, explaining the strategy behind SSPL.29:14–35:18 · Matt as informed peer 3/10 Go-to-Market Execution: Balancing Bottom-Up and Top-Down Sales Matt pushes Dev on whether MongoDB's market scale allows skipping the bottom-up developer motion to sell directly to CIOs. Dev reframes the premise, explaining that developers hold effective veto power over enterprise software adoption.35:18–40:47 · Matt as informed peer 2/10 Executive Leadership, Team Scaling, and CEO Growth Matt asks structured questions on executive talent scaling and leadership development. Dev shares candid insights on replacing six C-level executives post-IPO to keep pace with company growth.0:10–6:17 · Guest teaching 2/10 MongoDB History and Dev Ittycheria Career Background Matt opens with well-researched financial and operational metrics about MongoDB's history and market cap growth. Dev accepts the framing and collaboratively shares his career background.6:17–9:58 · Guest teaching 4/10 Building Enterprise Software in the New York Tech Ecosystem Matt prompts Dev on building enterprise tech in the NYC ecosystem versus the West Coast. Dev provides detailed historical context regarding talent pool limitations and equity culture in early NYC tech.9:58–17:58 · Guest teaching 5/10 The Rise of MongoDB Atlas and Product Expansion Strategy Matt displays precise preparation by citing exact Atlas revenue percentage growth over consecutive fiscal years. Dev educates on cloud DB mechanics, open source paywall dynamics, and how MongoDB differs from Snowflake.17:58–29:14 · Guest teaching 6/10 Open Source Strategy, SSPL Licensing, and Cloud Partnerships Matt demonstrates industry context around licensing evolutions such as SSPL and cloud vendor friction. Dev offers a firm critique of cloud providers monetizing open source without contributing back, explaining the strategy behind SSPL.29:14–35:18 · Guest teaching 5/10 Go-to-Market Execution: Balancing Bottom-Up and Top-Down Sales Matt pushes Dev on whether MongoDB's market scale allows skipping the bottom-up developer motion to sell directly to CIOs. Dev reframes the premise, explaining that developers hold effective veto power over enterprise software adoption.35:18–40:47 · Guest teaching 5/10 Executive Leadership, Team Scaling, and CEO Growth Matt asks structured questions on executive talent scaling and leadership development. Dev shares candid insights on replacing six C-level executives post-IPO to keep pace with company growth.0:10–6:17 · Guest disagreement 0/10 MongoDB History and Dev Ittycheria Career Background Matt opens with well-researched financial and operational metrics about MongoDB's history and market cap growth. Dev accepts the framing and collaboratively shares his career background.6:17–9:58 · Guest disagreement 0/10 Building Enterprise Software in the New York Tech Ecosystem Matt prompts Dev on building enterprise tech in the NYC ecosystem versus the West Coast. Dev provides detailed historical context regarding talent pool limitations and equity culture in early NYC tech.9:58–17:58 · Guest disagreement 0/10 The Rise of MongoDB Atlas and Product Expansion Strategy Matt displays precise preparation by citing exact Atlas revenue percentage growth over consecutive fiscal years. Dev educates on cloud DB mechanics, open source paywall dynamics, and how MongoDB differs from Snowflake.17:58–29:14 · Guest disagreement 2/10 Open Source Strategy, SSPL Licensing, and Cloud Partnerships Matt demonstrates industry context around licensing evolutions such as SSPL and cloud vendor friction. Dev offers a firm critique of cloud providers monetizing open source without contributing back, explaining the strategy behind SSPL.29:14–35:18 · Guest disagreement 2/10 Go-to-Market Execution: Balancing Bottom-Up and Top-Down Sales Matt pushes Dev on whether MongoDB's market scale allows skipping the bottom-up developer motion to sell directly to CIOs. Dev reframes the premise, explaining that developers hold effective veto power over enterprise software adoption.35:18–40:47 · Guest disagreement 0/10 Executive Leadership, Team Scaling, and CEO Growth Matt asks structured questions on executive talent scaling and leadership development. Dev shares candid insights on replacing six C-level executives post-IPO to keep pace with company growth.0:10–6:17 · Matt pushing back 0/10 MongoDB History and Dev Ittycheria Career Background Matt opens with well-researched financial and operational metrics about MongoDB's history and market cap growth. Dev accepts the framing and collaboratively shares his career background.6:17–9:58 · Matt pushing back 0/10 Building Enterprise Software in the New York Tech Ecosystem Matt prompts Dev on building enterprise tech in the NYC ecosystem versus the West Coast. Dev provides detailed historical context regarding talent pool limitations and equity culture in early NYC tech.9:58–17:58 · Matt pushing back 1/10 The Rise of MongoDB Atlas and Product Expansion Strategy Matt displays precise preparation by citing exact Atlas revenue percentage growth over consecutive fiscal years. Dev educates on cloud DB mechanics, open source paywall dynamics, and how MongoDB differs from Snowflake.17:58–29:14 · Matt pushing back 2/10 Open Source Strategy, SSPL Licensing, and Cloud Partnerships Matt demonstrates industry context around licensing evolutions such as SSPL and cloud vendor friction. Dev offers a firm critique of cloud providers monetizing open source without contributing back, explaining the strategy behind SSPL.29:14–35:18 · Matt pushing back 3/10 Go-to-Market Execution: Balancing Bottom-Up and Top-Down Sales Matt pushes Dev on whether MongoDB's market scale allows skipping the bottom-up developer motion to sell directly to CIOs. Dev reframes the premise, explaining that developers hold effective veto power over enterprise software adoption.35:18–40:47 · Matt pushing back 0/10 Executive Leadership, Team Scaling, and CEO Growth Matt asks structured questions on executive talent scaling and leadership development. Dev shares candid insights on replacing six C-level executives post-IPO to keep pace with company growth.

speaking balance: gold is Matt, purple is the guest (3 minute bins)

0:00 · Matt 59.9% · guest 40.1%0:00 · Matt 59.9% · guest 40.1%3:00 · Matt 22.1% · guest 77.9%3:00 · Matt 22.1% · guest 77.9%6:00 · Matt 11.1% · guest 88.9%6:00 · Matt 11.1% · guest 88.9%9:00 · Matt 26.8% · guest 73.2%9:00 · Matt 26.8% · guest 73.2%12:00 · Matt 10.9% · guest 89.1%12:00 · Matt 10.9% · guest 89.1%15:00 · Matt 4.5% · guest 95.5%15:00 · Matt 4.5% · guest 95.5%18:00 · Matt 19.2% · guest 80.8%18:00 · Matt 19.2% · guest 80.8%21:00 · Matt 14.9% · guest 85.1%21:00 · Matt 14.9% · guest 85.1%24:00 · Matt 20.5% · guest 79.5%24:00 · Matt 20.5% · guest 79.5%27:00 · Matt 24.7% · guest 75.3%27:00 · Matt 24.7% · guest 75.3%30:00 · Matt 15.2% · guest 84.8%30:00 · Matt 15.2% · guest 84.8%33:00 · Matt 34.3% · guest 65.7%33:00 · Matt 34.3% · guest 65.7%36:00 · Matt 8.5% · guest 91.5%36:00 · Matt 8.5% · guest 91.5%39:00 · Matt 26.2% · guest 73.8%39:00 · Matt 26.2% · guest 73.8%42:00 · Matt 37.7% · guest 62.3%42:00 · Matt 37.7% · guest 62.3%
Sharpest disagreement ▶ 19:30 Dev's critique of legacy relational database limitations

Dev forcefully criticizes legacy relational databases like Oracle, pointing out that Oracle is 44 years old and still has not solved fundamental scalability issues.

 Hardest push from Matt ▶ 31:32 Matt challenging the necessity of bottom-up sales at scale

Matt presses Dev on whether MongoDB could bypass the bottom-up developer motion and sell directly to top-level CIOs given its established enterprise brand.

 Biggest teaching moment ▶ 17:18 Dev distinguishing MongoDB's developer core from Snowflake

Dev educates Matt on product positioning by pointing out that Snowflake's S-1 filing never mentions developers, contrasting Snowflake's analyst orientation with MongoDB's focus on software developers.

 Matt holds his own ▶ 9:56 Matt citing precise Atlas fiscal metrics

Matt demonstrates deep background knowledge by listing Atlas's exact revenue share growth from 0 percent to 23 percent, 39 percent, and 46 percent over successive fiscal years.
the scores for every segment, with the reasoning behind each
ChapterTopicMatt as informed peerGuest teachingGuest disagreementMatt pushing backWhy
MongoDB History and Dev Ittycheria Career Background 5200 Matt opens with well-researched financial and operational metrics about MongoDB's history and market cap growth. Dev accepts the framing and collaboratively shares his career background.
Building Enterprise Software in the New York Tech Ecosystem 2400 Matt prompts Dev on building enterprise tech in the NYC ecosystem versus the West Coast. Dev provides detailed historical context regarding talent pool limitations and equity culture in early NYC tech.
The Rise of MongoDB Atlas and Product Expansion Strategy 5501 Matt displays precise preparation by citing exact Atlas revenue percentage growth over consecutive fiscal years. Dev educates on cloud DB mechanics, open source paywall dynamics, and how MongoDB differs from Snowflake.
Open Source Strategy, SSPL Licensing, and Cloud Partnerships 5622 Matt demonstrates industry context around licensing evolutions such as SSPL and cloud vendor friction. Dev offers a firm critique of cloud providers monetizing open source without contributing back, explaining the strategy behind SSPL.
Go-to-Market Execution: Balancing Bottom-Up and Top-Down Sales 3523 Matt pushes Dev on whether MongoDB's market scale allows skipping the bottom-up developer motion to sell directly to CIOs. Dev reframes the premise, explaining that developers hold effective veto power over enterprise software adoption.
Executive Leadership, Team Scaling, and CEO Growth 2500 Matt asks structured questions on executive talent scaling and leadership development. Dev shares candid insights on replacing six C-level executives post-IPO to keep pace with company growth.

Statements from this episode (13)

Disclosure
Dev Ittycheria led Datadog's Series B funding round
“And actually, I led the B round at Datadog.”
Dev Ittycheria Apr 27, 2021 ▶ 4:41
Disclosure
MongoDB grew from $30M to $700M run rate under Dev Ittycheria
“The business would then was roughly about 250 people trailing about 30 plus million in revenue, and today we're approaching 4000 people and about seven hundred million dollars in run rate.”
Dev Ittycheria Apr 27, 2021 ▶ 5:05
Disclosure
Dev Ittycheria hired MongoDB's first CRO and CMO on West Coast
“In the early days when I joined actually my first CRO, my first CMO were actually on the West coast because I couldn't find enough depth and experience in New York city.”
Dev Ittycheria Apr 27, 2021 ▶ 8:47
Assertion Supported
MongoDB Atlas hit $350M run rate with 66 percent annualized growth
“So it went from zero To a three hundred fifty million dollar run rate business, you know, when we announced our last quarter's earnings. And it's growing at about a 66% annualized growth rate.”
Dev Ittycheria Apr 27, 2021 ▶ 13:10
Assertion Supported
Snowflake S-1 filing entirely omitted the word developer
“If you read Snowflake's S-One, they never mentioned the word developer. That's all about the business analysts, The data scientists, et cetera, to help them kind of get, you know, insight into the data.”
Dev Ittycheria Apr 27, 2021 ▶ 17:34
Disclosure
MongoDB spent over $700M on R&D, dedicating half to free software
“We've invested over seven hundred million in R&D since we started the company, and more than 50% of that goes with the free product.”
Dev Ittycheria Apr 27, 2021 ▶ 21:40
Assertion Supported
MongoDB had more software downloads in 2020 than its first decade combined
“Last year we had more downloads of our software than in the first 10 years of the company's history.”
Dev Ittycheria Apr 27, 2021 ▶ 23:21
Insight
Managed cloud services are the optimal open-source monetization strategy
“The best way to monetize open source is open source as a service.”
Dev Ittycheria Apr 27, 2021 ▶ 27:59
Opinion
MongoDB CEO Dev Ittycheria calls Oracle the most hated tech vendor
“Oracle is the most hated vendor in our tech industry. In the tech industry today”
Dev Ittycheria Apr 27, 2021 ▶ 32:11
Assertion Supported
MongoDB replaced six C-level executives in the three years post-IPO
“It's a, it's not a secret, but since we've gone public three and a half years ago, we've had six C-level changes, right?”
Dev Ittycheria Apr 27, 2021 ▶ 36:45
Assertion Not publicly verifiable
MongoDB achieved 99 percent of its growth organically without acquisitions
“99% of our growth has been organic, and the market's very big, so we really focused on organic growth versus, like, trying to grow through acquisition.”
Dev Ittycheria Apr 27, 2021 ▶ 41:32
Insight
Open-source companies must target massive markets to offset unmonetized usage
“The most successful open source companies go after big markets because by definition you can't monetize all your usage.”
Dev Ittycheria Apr 27, 2021 ▶ 42:08
Assertion Supported
MongoDB holds just 1 percent of the massive enterprise database market
“Going after the database market is one of the largest markets enterprise software. And so, as I said, we only have one percent share, and I think we're doing quite well.”
Dev Ittycheria Apr 27, 2021 ▶ 42:20
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