How MongoDB Scaled Their Open Source Product with a Bottom-Up and Top-Down Sales Motion

So you’ve changed your MQL (marketing qualified lead) to a PQL (product qualified lead). That’s all you need to do for product-led success, right?

Not quite.

On this new episode of the BUILD Podcast, we hear from MongoDB’s Sahir Azam. As Chief Product Officer, Sahir is responsible for product management, growth marketing/operations and go-to-market strategy across the MongoDB portfolio. During his time there he’s grown the cloud business from zero to over $150 million annually.

Listen in as Blake and Sahir discuss:

💗 How to go from individual adoption to org-wide adoption
🤔 MongoDB’s philosophy for monetizing open source software
📊 Why they still use an MQL in their product-led model
⚖️ How they scaled their open source product using both bottom-up and top-down sales motions

About season 9 of the BUILD Podcast

This season, we’re unpacking what product led growth is and asking what growing product-led businesses looks like in the end user era. Follow along as Blake interviews industry leaders at companies like HubSpot, Lucidchart and Atlassian to discover the new customer journey and what that means for SaaS.

Subscribe on Apple Podcasts, Spotify or listen on our website.

Multimedia Marketer
OpenView

Meg leads video content, social media strategy and visual design on OpenView’s marketing team. Before joining OpenView, Meg graduated with a Bachelor’s of Fine Arts degree and launched her first iOS app Plant Pal before finding her first SaaS role at Privy. At Privy, Meg lead video content production, social media marketing and overall brand development helping make Privy become one of the fastest growing companies in America.
You might also like ...
Product Led Growth
What is Product Led Growth? How to Build a Software Company in the End User Era

Blake Bartlett explains the latest to-go-market strategy, how we got here and why the end user is now the most powerful buyer.

by Blake Bartlett
Product Led Growth
Listen
Atlassian’s Secret to Creating Compounding Customer Value

Jay Simons shares the story behind Atlassian’s truly epic revenue engine and how they use pricing as a competitive advantage.

by Meg Johnson
Product Marketing
Kicking in GTM Programs: A Crucial Product Marketing Activity for Early-Stage Startups

As a new sales team starts going through training, we often hear them ask, “Where are our leads?!” And all heads typically turn toward the marketing team.

by Shirin Shahin