MongoDB's cloud database Atlas has been transformational for the company. It has significantly expanded MongoDB's monetization strategy by allowing them to monetize more applications and more of the application lifecycle. Atlas revenue and percentage of total revenue has grown dramatically in recent years. Atlas is changing how MongoDB ships products by providing deep customer usage data that allows for faster upgrades and better alignment of roadmap and improvements to customer needs.

1. Sahir Azam - SVP Cloud Products & GTM
The Consumerization of Tech:
MongoDB’s Cloud & Multichannel Transformation

2. Setting the Stage
Data is the lifeblood of every organization
Every winning organization uses software for a competitive edge
Every piece of software needs a database
Most databases were designed before cloud, before mobile, before
the internet
MongoDB (2009): a modern database for modern developers & apps
MongoDB Atlas (2016): fully-managed, global cloud database

3. Atlas has been a transformational force for MongoDB
Atlas Revenue
($, in millions)
* Q4 FY19 and Q1 FY20 numbers Include contribution from mLab.
$0 $1 $1
$2
$3
$6
$7
$11
$27
$31
$15
Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1
FY18 FY19 FY20
1%
2%
3%
5%
8%
10%
14%
18%
32%
35%
21%
Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1
FY18 FY19 FY20
Atlas as a
% of Total Revenue

4. Atlas is changing
our business More effective targeted customer
engagements
Atlas has significantly expanded our
monetization strategy
Atlas allows us to monetize more
applications and more of the app life cycle
Allows us to ship products faster with
sharper product-market fit

5. Enterprise software’s value aligned to mission-critical
production apps
Design / prototype Develop ProductionTesting
Enterprise Advanced
Risk Mitigation
Mission critical apps
Typical application life cycle

6. Atlas helps expand our monetization strategy by expanding use
cases
Design / prototype Develop ProductionTesting
Typical application life cycle
Atlas
Monetize the entire app life cycle
Sell to all apps, not just mission critical
Capture more new applications

7. Atlas is expanding
our monetization
capabilities in a
number of ways
Atlas and Direct Sales customers
FY16 FY17 FY18 FY19
12,000
10,000
8,000
6,000
4,000
2,000
-
Direct Sales Atlas

8. Current results
Largest deal in company
history via Atlas CAE
Scaling inside sales as fast
as possible
Atlas self-service driving
sales-led upsell and
expansion
Sales Buy-In
Managed channel conflict
Self-serve as engine for sales
Bigger + Faster deals
How We Did It:
Embracing a New Culture
Early resistance
Fear of self service
“Already successful”
Cloud clueless

9. More effective targeted customer engagements
...Account usage spiked from usage for test cluster
...Rep reached out with targeted messaging and engage with customer
Rep tried multiple times to engage customer with no response…

10. How We Did It: Embracing a New Culture across all functions
Adaptive billing vs up-
front contracts
Focus on usage,
optimization--not always
linear
Balance with on-prem
and cloud biz
Agile Finance
Launching features
faster, on customer
timelines
Cloud first
development
Even engineering
Data obsession &
constant insight
Tech investment in
automation, AI
Experimentation and
constant iteration
Growth Marketing...
thinking like B2C

11. Atlas is changing how we ship product
Deep Granular Data
on Customer UsageCustomers upgrade to
new Versions Faster
Better Target Roadmap
and Improvements to
Customer Needs
Faster Release Cycles
Continuous vs. Annual
More of Development
Time on Customer Value
Features
launching first
on Atlas

12. Data Layer - Atlas
Moved the company from Database to Cloud Data Platform
Search Data Lake
Application - Realm
Client Databases - Realm
Mobile Web IoT / Embedded
Rules Serverless Functions Code Deployment
Atlas

13. Sahir Azam - SVP Cloud Products & GTM
Thank You