MongoDB Sales Terms

Question 1

What is a NBM

Answer 1

a meeting with a person of power and influence at the account level to discuss solving a strategic pain that they have

Question 2

Trap Setting Questions

Answer 2

discovery question that influences require capabilities in a way that we know MongoDB can satisfy the requirement

Question 3

Sales Motion (SELECT)

Answer 3

New Application (pre-production)
No MongoDB

Initiative is tied to data as competitive advantage
IT project are in planning phase
Tech stack not yet selected

Question 4

Sales Motion (REPLACE)

Answer 4

Application in Production
No MongoDB (Alternative DB is in use)

Current State: pain

Question 5

Sales Motion (LAUNCH)

Answer 5

New Application (pre-production)
MongoDB selected

Confirmed go-live date

Question 6

Sales Motion (MIGRATE)

Answer 6

Application is in Production
MongoDB has been selected.

Example: Migration of MDB Community to EA or Atlas
or migrating a MongoDB emulation (DocumentDB, CosmosDB)

No Compelling Event.

Question 7

Qualified WLs

Answer 7

Qualified Pipeline (Stage Scope+)

Scope+ means scope or anything later (e.g. validation, pre-onboarding, etc.). This means successful completion of an NBM.

Question 8

Approved WLs

Answer 8

Closed/Won, Handover to Growth

Goal: $50K Commit, send it over immediately to Growth. If you do $0 order form, then focus on driving consumption to hit the $25K.

Question 9

VO

Answer 9

Verified Opportunity (essentially a Qualified WL)

1. Rep & SA are aligned it’s a Scope+ Opp
2. Understand the 3 Why’s
3. Agreed and scheduled a TFW