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
Multimedia Marketer
OpenView

Meg leads creative strategy on OpenView's marketing team. As head producer of the BUILD podcast and all other OV multimedia programs, she works with individuals at the firm to harness their passion into content that helps them build a genuine connection to their audience and grow their personal brand authentically and sustainably. Prior to OV, Meg led brand development and creative strategy at Privy helping them become one of the fastest growing companies in America according to Inc Magazine in 2019. Privy was then valued at $2.2 billion before getting acquired by Attentive in 2021.
You might also like ...
Podcast
GitLab's Hila Qu on What B2B Companies Can Learn About Growth from B2C
Every business wants growth, but how growth is defined and achieved can be very different depending on the kind of...
by Meg Johnson
Product-Led Growth
Good Growth Leaders are Unicorns: Here’s How To Find Them
The growth role is a confusing one to hire for. Early growth leaders should wear many different hats: experimenting with...
by Sam Richard
Product-Led Growth
What VCs Really Look for in a PLG Company
When it’s done right, product-led growth delivers powerful and predictable sales and marketing efficiency. Blake Bartlett describes PLG as a...
by Alexa Horwitz