How MongoDB Transformed From Sales-Led to Product-Led Leading to 20x Increase in Market Cap with Sahir Azam

Traction

24-06-2022 • 56 mins


On this episode of the Traction podcast, host Lloyed Lobo of Boast.AI welcomes Sahir Azam, Chief Product Officer at MongoDB.

Sahir shares how MongoDB transformed from a traditional software company—sales driven, longer cycles, etc.—into more of a consumer-style self-service model.

Overseeing the growth of MongoDB’s Atlas, Sahir shares his learnings (the good, the bad, and the ugly) about building and bringing to market one of the fastest-growing cloud products of any scale (70% YoY, $400M ARR, 26K+ customers).

In this session, Sahir discusses:

7:44 - MongoDB sales-led model prior to going product-led

10:31 - What main KPIs were focused on

16:01 - Recommendations and best practices for building teams

20:07 - Tactics to make sure that cross-functional dialogue is happening regularly

26:57 - The ideal squad structure for a cross-functional team

32:46 - The product development framework at MongoDB

37:34 - Best practices for developing a go-to-market strategy for a product-led company

41:36 - Product marketing roles vs product manager roles

52:29 - What kickstarted growth for the MongoDB Atlas customer base

55:31 - Top pieces of advice that were learned the hard way

57:54 - Recommended books and resources

Learn more at https://tractionconf.io

Connect with Sahir Azam: https://www.linkedin.com/in/sahirazam/

Learn more about MongoDB at https://www.mongodb.com/

This episode is brought to you by:

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