How MongoDB Used PLG To Generate 500M ARR

When you reach that prime of triumph, it’s so easy to count the wins, but what we don’t realize is that it takes years of reinvention to get there.  Justin Dignelli and Peter Zawistowicz are the masterminds behind helping MongoDB drive from sales-led to product-led growth. To give you an overview, MongoDB is an open source database platform that is designed to unleash the power of software and data for developers and the applications they build. In this episode, we got a chance to chat with these two moguls as they look back on their years of helping MongoDB in fortifying its systems, building special product teams and achieving continued success. Show Notes [1:46] The genesis of Atlas: Why did MongoDB start incorporating Atlas? [2:49] What is the main focus of MongoDB? [6:11] What does their initial team look like? [13:03] The benefits of incentives and how it drives people’s behavior? [19:57] How did they come up with their initial wins? [27:20] What are some milestones that contributed to their success? [31:46] What are some of the biggest changes that their sales team has to make to reach their company goals? [33:46] Collaborations and being thoughtful when it comes to making broader changes  [39:33] 5 useful steps in transitioning from Sales-Led to Product-Led About Justin Dignelli Justin is the former Senior Director at MongoDB. He helped in expanding and drove the company towards a cloud-first go-to-market. He also contributed to MongoDB’s transformation into a more product-led growth model plus enterprise sales. About Peter Zawistowicz  The former Growth Marketing Manager at MongoDB. He pioneers in driving demand and growth at product-focused, enterprise software companies (with a specialty in SaaS/cloud). Moreover, Peter has experience with developer-focused programs, product-led development (PLG), digital acquisition, field marketing, and the like.  Links: MongoDB Pace App Profiles: Peter’s LinkedIn Justin’s LinkedIn