MongoDB

“So the customers, when the customers actually came inbound to sales, we were relegated to price only discussions without the ability to multi-thread into other stakeholders. Or line the business initiative. So it ultimately led for us from a sales perspective …”

“We have sort of two vectors where we were effectively under monetizing our total value to customers. One was this concentration of product market fit for our proprietary technology at the top of the market. The other was, if you kind of plotted out the app lif…”

“We had our earnings call last night, you know, our cloud business is growing over. You know, year over year, it's now 47% of our total company revenue.”

“First and foremost, you know, we wanted to describe sort of how our company and our technology MongoDB really started with open source that sort of like a seeding mechanism for driving or adoption in the market. And building the foundation of the early phases …”

“Where our revenue really came from was only in the top segment of the market. And the reason I bring this up is MongoDB is adoption and product market fit for our free technology. Serves the entire market, every segment, every vertical, you know, almost every …”

“A consumption based cloud business is as different from a subscription software business, which is kind of our transition. As 10 years ago, perpetual software was to subscription. You know, it's that fundamental of a difference in terms of the economics and cu…”

“The leverage that we had to pull or things like support. Which is where many open source companies start tooling a commercial license or additional features that we wanted to offer. But then you're almost selling insurance rather than a product that could atta…”

“The less we try to sell contracts or annualized customers for growth and ACV, and instead focus on feature adoption and education, the more we see increased retention.”

“The inside sales org has applied enterprise level deal qualification to an inside sales motion, which has led our inside sales team to be highly productive landing multiple six and seven figure deals for our enterprise team.”

“Took us about a hundred to get to a hundred million took our company about 10 years, you know, and granted, there was a lot of adoption that needed to happen there, you know, a lot of early development of our technology. So it's not a perfect apples to apples …”

“And we had effectively zero self-service business. We didn't have a product that developers could come onto in a B to C like model, swipe a credit card and start consuming and a pay as you go model.”

“But you don't get from 20 to a hundred on PLG because, you know, to get from 20 to a hundred, you're probably doing bigger deals, and you're doing bigger deals at bigger companies, and so PLG makes for a great meeting, and you know, I think in a hundred, if yo…”

“So at MongoDB, the sales team Oracle people did really poorly for the most part.”

“MongoDB, which is another one, you know, they just had their best quarter in six years. They're just rocking it. Right? They're rocking it. Some of their strongest revenue growth they've seen since IPO.”