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 OV 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 OV 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.

Meg Johnson
Meg Johnson
Senior Manager of Creative Strategy
OpenView

As OpenView's Senior Manager of Creative Strategy Meg leads brand development for the firm. Obsessed with software, user experience and design thinking, she works to understand and scale OpenView's brand awareness through thought leadership content programs including: OpenView's podcast 'BUILD with Blake Bartlett' along with the video series 'PLG123' and 'Weekly Walks with Casey Renner'.
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