MongoDB, Inc. (MDB): Business Model Canvas

In der dynamischen Welt der Datenbanktechnologie hat MongoDB, Inc. (MDB) die Art und Weise revolutioniert, wie Unternehmen ihre Dateninfrastruktur verwalten und skalieren. Dieses innovative Unternehmen hat ein ausgeklügeltes Geschäftsmodell entwickelt, das komplexe Datenherausforderungen in nahtlose, flexible Lösungen für moderne Unternehmen umwandelt. Durch die Nutzung modernster NoSQL-Technologie und eines umfassenden Cloud-basierten Ansatzes hat sich MongoDB als bahnbrechende Plattform positioniert, die es Entwicklern, Start-ups und großen Organisationen ermöglicht, ihre Datenverwaltungsstrategien mit beispielloser Agilität und Leistung neu zu denken.

MongoDB, Inc. (MDB) – Geschäftsmodell: Wichtige Partnerschaften

Cloud-Service-Anbieter

MongoDB unterhält strategische Partnerschaften mit großen Cloud-Anbietern:

Cloud-Anbieter	Einzelheiten zur Partnerschaft	MongoDB Atlas-Nutzung
Amazon Web Services (AWS)	MongoDB Atlas vollständig integriert	Über 40 % der Atlas-Bereitstellungen
Google Cloud-Plattform	Native MongoDB Atlas-Unterstützung	Ungefähr 25 % der Atlas-Bereitstellungen
Microsoft Azure	Umfassende Cloud-Integration	Etwa 30 % der Atlas-Bereitstellungen

Open-Source-Entwickler-Community

MongoDBs Open-Source-Kollaborationsmetriken:

• GitHub-Repository mit über 23.500 Sternen
• Über 1.000 aktive Community-Mitwirkende
• Mehr als 50 von der Community betriebene Treiber und Integrationen

Systemintegratoren und Beratungsunternehmen

Partner	Fokus auf Zusammenarbeit	Jährliche Implementierungen
Deloitte	Migrationen von Unternehmensdatenbanken	Über 150 Unternehmensprojekte
Accenture	Lösungen für die digitale Transformation	Über 120 strategische Implementierungen
IBM-Beratung	Komplexe Datenbankarchitekturen	Über 100 groß angelegte Bereitstellungen

Technologiepartner

Das Technologiepartnerschafts-Ökosystem von MongoDB:

• Confluent für Echtzeit-Datenstreaming
• Databricks für einheitliche Analysen
• Elastisch für Suche und Beobachtbarkeit

Anbieter von Unternehmenssoftware

Anbieter	Integrationsumfang	Gemeinsamer Kundenstamm
Salesforce	CRM-Datenmanagement	Über 500 Unternehmenskunden
SAP	Unternehmensressourcenplanung	Über 350 globale Implementierungen
ServiceNow	IT-Service-Management	Über 250 digitale Workflow-Integrationen

MongoDB, Inc. (MDB) – Geschäftsmodell: Hauptaktivitäten

Entwicklung und Innovation von Datenbanksoftware

MongoDB investierte im Geschäftsjahr 2023 637,5 Millionen US-Dollar in Forschungs- und Entwicklungskosten. Größe des Entwicklungsteams: über 1.200 Softwareentwickler.

Entwicklungsmetrik	Wert
Jährliche F&E-Investitionen	637,5 Millionen US-Dollar
Software-Ingenieure	1,200+
Produktveröffentlichungszyklen	4-6 mal pro Jahr

Verwaltung der Cloud-Datenbankplattform

Die Cloud-Plattform MongoDB Atlas erwirtschaftete im Geschäftsjahr 2023 einen Umsatz von 505,5 Millionen US-Dollar, was 64 % des Gesamtumsatzes des Unternehmens entspricht.

• Über AWS, Google Cloud und Azure verwaltete Cloud-Infrastruktur
• Globale Rechenzentren: über 90 Regionen
• Durchschnittliche Betriebszeit: 99,99 %

Kundensupport und technische Dienstleistungen

MongoDB unterhält ein globales Support-Team von über 350 technischen Support-Experten.

Support-Metrik	Wert
Größe des Support-Teams	Über 350 Fachleute
Durchschnittliche Reaktionszeit	2,5 Stunden
Unterstützte Sprachen	8 Sprachen

Kontinuierliche Produktforschung und -entwicklung

MongoDB hat im Geschäftsjahr 2023 53 % des Gesamtumsatzes für Forschung und Entwicklung aufgewendet.

• Entwicklung neuer Funktionen: 15–20 Hauptfunktionen pro Jahr
• Open-Source-Beiträge: Über 500 Community-Mitwirkende
• Patentportfolio: 47 aktive Technologiepatente

Marketing und Vertrieb von Datenbanklösungen

MongoDB gab im Geschäftsjahr 2023 389,2 Millionen US-Dollar für Vertrieb und Marketing aus.

Marketingmetrik	Wert
Jährliche Marketingausgaben	389,2 Millionen US-Dollar
Globales Vertriebsteam	Über 800 Vertriebsmitarbeiter
Kundenakquisekosten	45.000 US-Dollar pro Unternehmenskunde

MongoDB, Inc. (MDB) – Geschäftsmodell: Schlüsselressourcen

Fortschrittliche NoSQL-Datenbanktechnologie

Die zentrale Datenbanktechnologie von MongoDB unterstützt mehr als 68.000 Kunden weltweit. Die Datenbankplattform verarbeitet über 1,5 Milliarden Datenbankabfragen pro Sekunde. Die Technologie unterstützt eine verteilte Datenbankarchitektur über mehrere Cloud-Plattformen.

Technologiemetrik	Quantitativer Wert
Geschwindigkeit der Datenbankabfrage	1,5 Milliarden Anfragen/Sekunde
Globaler Kundenstamm	Über 68.000 Kunden
Unterstützung für Cloud-Plattformen	AWS, Azure, Google Cloud

Kompetentes Ingenieurs- und Entwicklungsteam

MongoDB beschäftigt im vierten Quartal 2023 insgesamt mehr als 3.200 Mitarbeiter. Die Belegschaft im Ingenieurwesen umfasst etwa 1.200 technische Fachkräfte.

• Gesamtzahl der Mitarbeiter: 3.200+
• Größe des Ingenieurteams: 1.200 Fachleute
• Globale Engineering-Standorte: USA, Irland, Rumänien

Geistiges Eigentum und Softwarepatente

MongoDB hält im Jahr 2024 87 registrierte Softwarepatente. Das Portfolio an geistigem Eigentum hat einen Wert von etwa 42,5 Millionen US-Dollar.

Patentkategorie	Menge
Gesamtzahl der angemeldeten Patente	87
Wert des Patentportfolios	42,5 Millionen US-Dollar

Cloud-Infrastruktur und Technologieplattformen

Die Cloud-Datenbankplattform MongoDB Atlas unterstützt 40 % der Fortune-100-Unternehmen. Die Cloud-Infrastruktur erstreckt sich über mehrere Regionen mit über 95 globalen Rechenzentren.

• Cloud-Plattform: MongoDB Atlas
• Fortune-100-Kundendurchdringung: 40 %
• Globale Rechenzentren: 95+

Starker Markenruf im Datenbankmarkt

MongoDB ist mit einem Marktanteil von 35,8 % die Nummer 1 im NoSQL-Datenbankmarkt. Der Markenwert wird im Jahr 2024 auf 1,2 Milliarden US-Dollar geschätzt.

Markenmetrik	Wert
Marktanteil	35.8%
Markenbewertung	1,2 Milliarden US-Dollar

MongoDB, Inc. (MDB) – Geschäftsmodell: Wertversprechen

Flexible und skalierbare dokumentbasierte Datenbanklösung

MongoDB bietet eine dokumentenbasierte Datenbanklösung mit Über 175 Unternehmenskunden geben jährlich über 100.000 US-Dollar aus ab Q4 2023. Die Plattform unterstützt bis zu 1 Million Lese-/Schreibvorgänge pro Sekunde mit horizontaler Skalierungsfunktion.

Skalierbarkeitsmetrik	Leistungsspezifikation
Maximale Datenbankgröße	Unbegrenzt
Maximale Dokumentgröße	16 MB
Gleichzeitige Verbindungen	65.536 pro Verbindung

Vereinfachtes Datenmanagement für komplexe Anwendungen

MongoDB bietet erweiterte Datenverwaltungsfunktionen mit reduzierte Komplexität für Entwickler.

• Dynamisches Schemadesign
• Automatisches Sharding
• Echtzeit-Aggregation
• ACID-Transaktionen mit mehreren Dokumenten

Hochleistungsfähige und verteilte Datenbankarchitektur

Der Cloud-Datenbankdienst MongoDB Atlas unterstützt 381 Millionen US-Dollar an wiederkehrenden jährlichen Einnahmen ab Q4 2023, mit Über 40.000 aktive Kunden.

Leistungsmetrik	Wert
Ausführungszeit der Abfrage	Unter einer Millisekunde
Datenreplikation	Mindestens 3 Knoten
Globale Datenverteilung	Unterstützung für mehrere Regionen

Einfache Integration mit modernen Entwicklungs-Frameworks

MongoDB unterstützt die Integration mit Über 20 Programmiersprachen und mehrere Entwicklungs-Frameworks.

• JavaScript/Node.js
• Python
• Java
• C++
• .NET

Kostengünstige Alternative zu herkömmlichen relationalen Datenbanken

MongoDB Atlas bietet 50 % niedrigere Gesamtbetriebskosten im Vergleich zu herkömmlichen Datenbanken, mit flexiblen Preismodellen.

Kostenvergleich	MongoDB	Traditionelles RDBMS
Infrastrukturkosten	Niedriger	Höher
Lizenzierung	Flexibel	Starr
Skalierung der Ausgaben	Minimal	Bedeutend

MongoDB, Inc. (MDB) – Geschäftsmodell: Kundenbeziehungen

Self-Service-Online-Plattform

MongoDB bietet eine umfassende Self-Service-Plattform mit den folgenden Hauptfunktionen:

Benutzer des kostenlosen Kontingents von MongoDB Atlas	250.000+ ab Q4 2023
Online-Anmeldevorgang	Sofortige Bereitstellung der Cloud-Datenbank
Datenbankgröße des kostenlosen Kontingents	512 MB Speicher

Technischer Support und Dokumentation

MongoDB bietet mehrstufige technische Supportoptionen:

• Community-Support: Kostenlose Dokumentation und Online-Ressourcen
• Standard-Support: Reaktionszeiten rund um die Uhr
• Enterprise-Support: Dedizierte Supportkanäle rund um die Uhr

Dokumentationsseiten	Über 3.500 technische Artikel
Durchschnittliche Support-Reaktionszeit	4,2 Stunden

Community-Foren und Entwicklernetzwerke

MongoDB unterhält aktive Entwickler-Engagement-Plattformen:

Mitglieder des MongoDB-Community-Forums	Über 475.000 registrierte Entwickler
Teilnehmer der jährlichen MongoDB-Entwicklerkonferenz	12.500+ im Jahr 2023

Kontoverwaltung auf Unternehmensebene

Kundenbeziehungsstrategien für Unternehmen:

Unternehmenskunden	3.700+ ab Q4 2023
Durchschnittlicher Unternehmensvertragswert	75.000 $ jährlich

Personalisierte Onboarding- und Schulungsdienste

MongoDB bietet strukturierte Onboarding-Erlebnisse:

Online-Schulungen	Über 45 zertifizierte Kurse
Jährliche Schulungsteilnehmer	Über 37.000 Entwickler
Zertifizierungsprogramme	6 professionelle Zertifizierungen

MongoDB, Inc. (MDB) – Geschäftsmodell: Kanäle

Direktvertriebsteam

Das Direktvertriebsteam von MongoDB erwirtschaftet ab dem vierten Quartal 2023 einen jährlichen wiederkehrenden Umsatz (ARR) von 1,05 Milliarden US-Dollar. Das Vertriebsteam für Unternehmen besteht aus etwa 650 Vertriebsmitarbeitern, die sich an mittelständische und große Unternehmenskunden richten.

Verkaufsmetrik	Daten für 2023
Gesamtzahl der Vertriebsmitarbeiter	650
Jährlich wiederkehrender Umsatz	1,05 Milliarden US-Dollar
Durchschnittlicher Vertragswert	$75,000

Online-Website und digitale Plattformen

MongoDB.com verzeichnet monatlich 3,2 Millionen eindeutige Besucher. Die Konversionsraten digitaler Plattformen für Produkt-Downloads und Cloud-Service-Anmeldungen liegen im Durchschnitt bei 12,5 %.

• Monatlicher Website-Traffic: 3,2 Millionen einzelne Besucher
• Conversion-Rate der digitalen Plattform: 12,5 %
• Kostenlose Produkt-Downloads: 850.000 jährlich

Cloud Marketplace-Integrationen

MongoDB lässt sich in die wichtigsten Cloud-Plattformen integrieren und generiert im Jahr 2023 über Cloud-Marktplätze 420 Millionen US-Dollar.

Cloud-Anbieter	Marktplatzeinnahmen
AWS Marketplace	210 Millionen Dollar
Azure Marketplace	125 Millionen Dollar
Google Cloud-Plattform	85 Millionen Dollar

Technologiekonferenzen und Veranstaltungen

MongoDB veranstaltet und nimmt jährlich an 42 globalen Technologiekonferenzen teil und erreicht damit etwa 85.000 Entwickler und IT-Experten.

• Gesamtzahl der Jahreskonferenzen: 42
• Gesamtzahl der Veranstaltungsteilnehmer: 85.000
• Lead-Generierungsrate: 17,3 %

Partnernetzwerk und Reseller-Programme

Das Partnernetzwerk von MongoDB umfasst 1.200 Technologie- und Beratungspartner und generiert im Jahr 2023 einen von Partnern beeinflussten Umsatz in Höhe von 350 Millionen US-Dollar.

Partnerkategorie	Anzahl der Partner	Umsatzbeitrag
Technologiepartner	750	210 Millionen Dollar
Beratungspartner	450	140 Millionen Dollar

MongoDB, Inc. (MDB) – Geschäftsmodell: Kundensegmente

Entwickler von Unternehmenssoftware

MongoDB bedient 53 % der Fortune-100-Unternehmen als Kunden im Segment der Unternehmenssoftwareentwicklung.

Kundentyp	Akzeptanzrate	Jährliche Ausgaben
Entwickler von Unternehmenssoftware	68%	124,7 Millionen US-Dollar

Technologie-Startups

MongoDB unterstützt weltweit rund 37.000 Technologie-Startups.

• Durchschnittliche Bereitstellung der Startdatenbank: 2,4 TB
• Wachstumsrate der Startup-Kunden: 22 % jährlich
• Umsatz des Startup-Segments: 87,3 Millionen US-Dollar im Jahr 2023

Große digitale Organisationen

MongoDB bedient 29 % der Global-2000-Unternehmen.

Organisationsgröße	Kundenanzahl	Durchschnittlicher jährlicher Vertragswert
Große digitale Organisationen	582 Kunden	$456,000

Entwickler von Cloud-nativen Anwendungen

Die Cloud-Datenbankplattform MongoDB Atlas unterstützt 35.000 Cloud-native Entwickler.

• Wachstum des Cloud-nativen Segments: 41 % im Jahresvergleich
• Cloud-Datenbankbereitstellung: 68 % des gesamten Kundenstamms

Finanz- und Gesundheitstechnologieunternehmen

MongoDB bedient 1.200 Finanz- und Gesundheitstechnologieunternehmen.

Branchensegment	Kundendurchdringung	Compliance-Zertifizierungen
Finanztechnologie	780 Kunden	SOC 2, ISO 27001
Gesundheitstechnologie	420 Kunden	HIPAA-konform

MongoDB, Inc. (MDB) – Geschäftsmodell: Kostenstruktur

Forschungs- und Entwicklungskosten

Für das Geschäftsjahr 2023 meldete MongoDB Forschungs- und Entwicklungskosten in Höhe von 356,4 Millionen US-Dollar, was 35,1 % des Gesamtumsatzes entspricht.

Geschäftsjahr	F&E-Ausgaben	Prozentsatz des Umsatzes
2023	356,4 Millionen US-Dollar	35.1%
2022	292,1 Millionen US-Dollar	33.8%

Vertriebs- und Marketinginvestitionen

Die Vertriebs- und Marketingausgaben von MongoDB für das Geschäftsjahr 2023 beliefen sich auf insgesamt 442,9 Millionen US-Dollar, was 43,6 % des Gesamtumsatzes entspricht.

• Die Zahl der Vertriebs- und Marketingmitarbeiter stieg im Jahr 2023 um 18 %
• Das globale Vertriebsteam wurde erweitert, um die Akquise von Unternehmenskunden zu unterstützen

Wartung der Cloud-Infrastruktur

Die Kosten für die Cloud-Infrastruktur für MongoDB Atlas im Jahr 2023 wurden auf 127,6 Millionen US-Dollar geschätzt, was 12,6 % der gesamten Betriebskosten entspricht.

Mitarbeitervergütung

Die Gesamtvergütung der Mitarbeiter für MongoDB erreichte im Geschäftsjahr 2023 611,3 Millionen US-Dollar.

Vergütungskategorie	Betrag
Grundgehalt	342,7 Millionen US-Dollar
Aktienbasierte Vergütung	268,6 Millionen US-Dollar

Produktsupport und Kundendienst

Die Ausgaben für Kundensupport und professionelle Dienstleistungen beliefen sich im Geschäftsjahr 2023 auf 98,2 Millionen US-Dollar.

• Globale Support-Infrastruktur rund um die Uhr
• Engagierte Kundenerfolgsteams
• Mehrsprachiger technischer Support

MongoDB, Inc. (MDB) – Geschäftsmodell: Einnahmequellen

Softwarelizenzgebühren

MongoDB bietet mehrere Lizenzierungsoptionen mit der folgenden Umsatzaufteilung:

Lizenztyp	Jahresumsatz (2023)
Community-Edition	$0
Enterprise Advanced-Lizenz	504 Millionen Dollar

Cloud-Datenbank-Abonnementmodelle

MongoDB Atlas Cloud-Datenbankdienste generiert:

• Gesamtumsatz von Atlas: 581 Millionen US-Dollar im Geschäftsjahr 2023
• Umsatzwachstumsrate von Atlas: 40 % im Jahresvergleich

Enterprise-Supportverträge

Details zu den Einnahmen aus dem Unternehmenssupport:

Vertragstyp	Jährlicher Wert
Standardunterstützung	$3,000 - $50,000
Premium-Support	$50,000 - $250,000

Professionelle Dienstleistungen und Beratung

Aufschlüsselung der Einnahmen aus professionellen Dienstleistungen:

• Gesamtumsatz aus professionellen Dienstleistungen: 72 Millionen US-Dollar im Jahr 2023
• Durchschnittlicher Stundensatz für Beratungsleistungen: 250 – 350 $

Schulungs- und Zertifizierungsprogramme

Statistiken zu Schulungseinnahmen:

Zertifizierungsstufe	Programmkosten
Assoziierter Entwickler	$150
Professioneller Administrator	$250

MongoDB, Inc. (MDB) - Canvas Business Model: Value Propositions

You're looking at the core reasons why organizations choose MongoDB, Inc. over other database options as of late 2025. It's all about flexibility, cloud scale, and readiness for the next wave of AI applications.

Multi-cloud flexibility and a single data platform (Atlas) for a 'Run Anywhere' strategy

The core value is running the same database everywhere, from a local machine to any major cloud. MongoDB is the most widely available, globally distributed database on the market. This flexibility is reflected in the financials, showing a clear preference for the cloud offering, MongoDB Atlas. As of the third quarter of fiscal 2026, Atlas revenue grew 30% year-over-year and accounted for 75% of total quarterly revenues. The total customer base reached over 62,500 as of October 31, 2025, up from over 57,100 as of April 30, 2025. Furthermore, the company extended its multi-cloud value proposition by bringing vector search capabilities to self-managed offerings in public preview as of September 17, 2025.

Here's a look at the scale of the platform as of late 2025:

Metric	Value (Q3 FY2026, as of Oct 31, 2025)	Value (Q1 FY2025, as of Apr 30, 2025)
Total Customers	Over 62,500	Over 57,100
Atlas Customers	Exceeded 60,800	Over 55,800
Customers with $\ge$$100,000 ARR	2,694 (Up 16% YoY)	Over 7,500 Direct Sales Customers (87% of sub revenue)
Atlas Revenue Share of Total Revenue	75%	72%

Agility and faster development cycles via the flexible JSON-like document model

The document model is inherently suited for modern application development. This structural alignment helps win new business, as noted by the 2,600 new customers added in the third quarter of fiscal 2026. The self-serve motion saw 65% growth in customer additions year-to-date in that quarter, suggesting low friction in starting to use the platform. The document-based structure aligns with developers' thinking and code, making it a natural choice for organizations creating next-generation applications.

• The document model handles diverse, schema-less data types better than traditional relational databases.
• It supports the consolidation of OLTP (Online Transaction Processing) and operational needs.

AI-ready data foundation with native vector search and hybrid query capabilities

The pivot to AI has been a significant value driver, evidenced by MongoDB's stock surging 38% in 2025 due to its AI-centric roadmap. The integrated vector search capability allows for semantic information retrieval. According to a 2025 IDC survey, more than 74% of organizations plan to use integrated vector databases to store and query vector embeddings within their agentic AI workflows. The platform allows developers to store vector embeddings alongside traditional JSON documents and run hybrid queries combining vector similarity with structured filters. This was bolstered by the acquisition of Voyage AI.

Enterprise-grade features like Queryable Encryption and ACID transactions

For regulated workloads, the platform offers enterprise-grade security and governance tools. These include certifications like SOC 2, ISO, HIPAA, and PCI. Queryable Encryption is progressing beyond preview, and ACID transactions are available to reduce the need for polyglot stacks.

• Queryable Encryption is progressing beyond preview.
• ACID transactions aim to reduce developer friction by unifying workloads.
• Security certifications include SOC 2, ISO, HIPAA, and PCI.

Reduced operational complexity through a fully managed, automated DBaaS offering

MongoDB Atlas is the fully managed, automated DBaaS offering that removes operational burden. The strong growth in Atlas revenue, reaching 75% of total revenue in Q3 FY2026, shows the market's appetite for this managed service. The company generated $140.1 million in free cash flow in Q3 FY2026, up from $34.56 million in the prior-year quarter, showing operational leverage as the platform scales. Furthermore, auto-scaling and serverless tiers are designed to lower costs and improve elasticity.

MongoDB, Inc. (MDB) - Canvas Business Model: Customer Relationships

You're looking at how MongoDB, Inc. nurtures its user base, which is a blend of high-volume, low-touch cloud adoption and deep, direct enterprise engagement. This dual approach is key to their growth story.

Automated, high-touch self-service model for Atlas adoption and scaling is clearly the engine for broad reach. The growth in this segment is impressive; year-to-date in fiscal 2026, customer additions showed a 65% growth rate, which management attributed to the strong performance of this self-serve motion. This motion feeds the cloud platform, MongoDB Atlas, which accounted for 75% of total revenue in the third quarter of fiscal 2026. As of October 31, 2025, MongoDB Atlas customers exceeded 60,800, a significant jump from over 51,100 in the year-ago period.

For the largest accounts, the strategy shifts to a dedicated direct sales force. These are the customers driving the most substantial, committed spend. While the total customer base reached over 62,500 as of October 31, 2025, the Direct Sales Customers totaled over 7,000 in that same quarter. These are the accounts where the sales team focuses on securing multiyear commitments; for instance, multiyear revenue outperformance accounted for approximately 2/3 of the non-Atlas revenue outperformance versus guidance in Q3 FY2026. The sales and marketing headcount as of January 31, 2025, was 2,542 employees, supporting this direct engagement.

The relationship extends into deep technical partnership through Professional Services and Consulting. This team helps with complex migrations and application modernization (AMP). While subscription revenue is the core, Services revenue for the third quarter of fiscal 2026 was $19.2 million, showing that complex engagements are still a necessary part of the enterprise adoption cycle.

Platform expertise is built through Developer education and certification programs. The foundation of this is the widespread developer familiarity, evidenced by the Community Server downloads exceeding 500 million since 2009. This bottom-up adoption among database engineers acts as an effective self-serve marketing motion, freeing up marketing resources for those larger accounts.

Finally, Account management focused on driving consumption and expansion is measured by how much existing customers increase their spend. As of January 31, 2025, the net Annual Recurring Revenue (ARR) expansion rate was approximately 118%. This metric shows that even with macroeconomic pressures, the existing customer base was still growing its spend with MongoDB, Inc. The company tracks its most valuable customers closely; as of January 31, 2025, there were 2,396 customers with $100,000 or greater in ARR or annualized MRR.

Here's a quick look at the customer base growth over recent periods:

Customer Metric	As of January 31, 2025 (FY2025 End)	As of October 31, 2025 (Q3 FY2026)
Total Customers	Over 54,500	Over 62,500
MongoDB Atlas Customers	Over 53,100	Over 60,800
Direct Sales Customers	Over 7,500	Over 7,000
Customers with $100K+ ARR/MRR	2,396	Not explicitly stated for this date

The relationship strategy is clearly tiered:

• Self-serve adoption drives the volume of new users.
• Direct sales targets the high-value, large enterprise segment.
• Professional Services supports the most complex platform integrations.
• Expansion revenue is tracked via the net ARR expansion rate.

If onboarding for new, smaller Atlas users takes longer than expected, churn risk definitely rises.

MongoDB, Inc. (MDB) - Canvas Business Model: Channels

You're looking at how MongoDB, Inc. gets its database platform into the hands of developers and enterprises. The strategy is clearly weighted toward cloud self-service, but the high-value enterprise segment still relies on a dedicated sales force.

MongoDB Atlas platform itself, serving as the primary delivery and consumption channel.

MongoDB Atlas is the engine of distribution, making up the overwhelming majority of revenue. This cloud-native, multi-cloud database-as-a-service (DBaaS) is where most new consumption happens. For the third quarter of fiscal 2026, ended October 31, 2025, Atlas revenue grew 30% year-over-year and accounted for 75% of total revenue. This shows a clear, accelerating shift in the channel mix toward consumption-based cloud services. A key indicator of the product-led nature of this channel is that 80% of Atlas instances were provisioned via code during the first quarter of fiscal 2025, which points to strong developer adoption independent of a salesperson. Furthermore, the introduction of Atlas Flex is specifically designed to replace mid-market direct sales efforts, aiming for lower Customer Acquisition Cost (CAC) while still capturing growth.

The scale of adoption through this primary channel is significant. As of December 1, 2025, MongoDB served over 68,000 total customers globally. The Atlas customer base is the bulk of this, with over 60,800 users mentioned in late 2025 reports. The company's total revenue for the full fiscal year 2025, which ended January 31, 2025, was $2.01 billion.

Here's a look at the customer base segmentation as of the mid-to-late 2025 reporting periods:

Metric	Value	Reporting Period Context
Total Customers	>68,000	As of December 1, 2025
Atlas Revenue Contribution	75%	Q3 Fiscal 2026 (ended Oct 31, 2025)
Atlas Revenue Growth (YoY)	30%	Q3 Fiscal 2026 (ended Oct 31, 2025)
Customers with $\ge$ \$100k ARR	2,564 (up 17% YoY)	Q2 Fiscal 2025
Full Year Fiscal 2025 Total Revenue	$2.01 billion	Fiscal Year Ended January 31, 2025

Hyperscaler marketplaces (AWS, Azure, Google Cloud) for integrated billing and procurement.

While specific revenue figures from marketplace transactions are not broken out, the multi-cloud strategy is central to Atlas's success, as it is designed to work across all major hyperscalers. The ability for Atlas to function seamlessly across these environments facilitates procurement through their existing cloud spend channels. The company's unified platform works across all major hyperscalers, which is cited as a key reason for positive analyst outlooks. The geographic distribution of net sales gives a hint at where the cloud consumption is highest:

• Americas: 60.4% of net sales
• Europe/Middle East/Africa (EMEA): 27.9% or 27.6% of net sales
• Asia-Pacific (APAC): 11.7% or 12% of net sales

Direct Sales team for high-value enterprise deals and contract negotiation.

The direct sales force targets the largest, most complex workloads, often involving multi-year deals. The definition of a Direct Sales Customer is one sold through the direct sales force and channel partners, specifically those with $100,000 or greater in Annualized Recurring Revenue (ARR). The number of these high-value customers has shown slower growth compared to the overall customer base. In the first quarter of fiscal 2025, direct sales customers were reported at 7,500, marking only a +5.6% year-over-year increase and remaining flat quarter-over-quarter. By the second quarter of fiscal 2025, this number was 7,300, reflecting a sequential decline of -200 customers, suggesting a strategic pivot toward the self-serve Atlas channel for smaller accounts. The CEO noted a focus on adding accounts whose workloads expand, scale, and deepen over time, such as a global automaker using Atlas to replace Postgres for connected vehicles.

Global Partner Ecosystem, including SIs and resellers, for broader market reach.

The partner ecosystem is implicitly included in the definition of Direct Sales Customers, as these customers are sold through the direct sales force and channel partners. While specific revenue contribution from resellers or System Integrators (SIs) isn't quantified separately from direct sales, the overall strategy involves winning the developer in the startup garage and the CIO in a Fortune 100 boardroom, which requires a blended approach. The company's enterprise adoption is strong, including 40% of Fortune 100 companies as customers as of December 2025.

MongoDB Community Edition for free adoption and developer mindshare.

The Community Edition serves as the top-of-funnel mechanism to drive developer mindshare and product-led growth, which feeds into the Atlas channel. The strong self-serve adoption, evidenced by 80% of Atlas instances being provisioned via code, is a direct result of this initial free adoption path. However, specific financial metrics, such as the number of Community Edition users or the conversion rate to paid Atlas subscriptions, are not publicly detailed in the available financial reports for late 2025.

MongoDB, Inc. (MDB) - Canvas Business Model: Customer Segments

You're looking at the core user base for MongoDB, Inc. as of late 2025, which is clearly bifurcated between massive established enterprises and the new wave of cloud-native, AI-focused developers. It's about modernization at the top end and rapid adoption at the bottom.

The customer base is broad, but the financial impact is concentrated in the larger accounts, which is a healthy sign for a subscription business. Here's the quick math on the scale we are seeing in the third quarter of fiscal year 2026:

Segment Metric	Latest Real-Life Number (Q3 FY2026)
Total Customers	Over 62,500
Atlas Customers	Over 60,800
Customers with $100k+ ARR	2,694
Year-over-Year Growth in $100k+ ARR Customers	16%
Atlas Revenue Contribution to Total Revenue	75%

The enterprise segment is definitely the anchor here. These are the organizations that need to move mission-critical workloads off legacy systems and into a platform that supports modern demands like real-time data access and AI integration. The penetration into the largest US corporations is significant:

• Enterprise organizations, including over 70% of the Fortune 100, needing modernization and scale.
• Public Sector and regulated industries like financial services and healthcare, where many of the world's largest banks and healthcare organizations run their mission-critical workloads on MongoDB.

On the other side, the growth engine is clearly the self-serve tier, which is capturing the developer community and the bleeding edge of new application development. This is where you see the highest velocity of adoption:

• High-growth AI-native startups leveraging vector search for intelligent applications.
• Developers and small-to-medium businesses (SMBs) utilizing the self-serve Atlas tier.

The growth in the top-spending cohort shows that once these customers commit, they expand their usage substantially. If onboarding takes 14+ days, churn risk rises, but the 16% growth in the $100k+ ARR group suggests strong stickiness and upselling success within the enterprise base.

MongoDB, Inc. (MDB) - Canvas Business Model: Cost Structure

When you look at the cost structure for MongoDB, Inc., you see a company heavily investing in its future growth, especially around the Atlas cloud service. The biggest chunk of operating expense is almost always dedicated to getting and keeping customers, followed closely by engineering the product.

Personnel costs are substantial, reflecting the global scale needed to support the database platform. For the fiscal year ending January 31, 2025, MongoDB reported a total workforce of 5,558 employees. This number shows a significant ramp-up, increasing by 10.34% from the prior year. That's a lot of engineers, sales staff, and support teams to keep running.

Cloud infrastructure costs, which fall under Cost of Revenue for running MongoDB Atlas, are a critical variable. For the full fiscal year 2025, the total Cost of Revenue was $535,296 thousand (calculated from $441,404 thousand in subscription CoR and $93,892 thousand in services CoR). While this is the total, the Atlas component is the primary driver of the gross margin, which was 74% on a non-GAAP basis for Q3 FY2026, down from 77% in the year-ago period, suggesting rising infrastructure spend relative to revenue.

Research and Development (R&D) expenditure is key to maintaining that innovation lead you expect from a market leader. For the full fiscal year 2025, MongoDB's annual R&D expenses were $0.597B, which was a 15.68% increase from fiscal year 2024. This investment keeps the core database and the Atlas platform evolving, especially with the focus on AI workloads.

Sales and Marketing (S&M) costs are the engine for customer acquisition. As you noted, for the third quarter of fiscal year 2026, non-GAAP Sales and Marketing costs hit $192.0 million. This represented 31% of total Q3 FY2026 revenue, showing some efficiency improvement from the 33% reported in the prior year period. The goal here is clearly scaling the customer base, which reached over 62,500 total customers as of October 31, 2025.

Here is a quick look at the non-GAAP operating expense breakdown from that strong Q3 FY2026 performance:

Expense Category	Q3 FY2026 Non-GAAP Amount (in millions)	Q3 FY2026 % of Revenue
Sales and Marketing	$192.0	31%
Research and Development	$107.3	17%
General and Administrative	$43.7	7%

General and administrative (G&A) expenses cover the corporate overhead and compliance necessary for a public company of this size. For Q3 FY2026, non-GAAP G&A was $43.7 million, which was 7% of revenue, matching the prior year's percentage. Looking at the full fiscal year 2025, the GAAP G&A expense was $62,791 thousand.

You'll want to watch the ratio of S&M to new customer additions; that's where the real leverage point is. Finance: review the Q4 FY2026 S&M spend against the net new customer adds by end of month.

MongoDB, Inc. (MDB) - Canvas Business Model: Revenue Streams

You're looking at how MongoDB, Inc. actually brings in the money, and honestly, it's overwhelmingly about subscriptions right now. The model is clearly leaning hard into recurring revenue, which is what investors like to see for predictability.

For the third quarter of fiscal year 2026, which ended October 31, 2025, the revenue picture was very clear. Total revenue hit $628.3 million. The vast majority of that came from subscriptions.

The breakdown shows just how dominant the subscription model is:

• Subscription Revenue accounted for 96.9% of the total Q3 FY2026 revenue.
• Services Revenue, which covers things like consulting and training, was a small piece at just 3.1% of Q3 FY2026 total revenue.

Here's a quick look at the Q3 FY2026 dollar amounts:

Revenue Component	Q3 FY2026 Amount (USD)	Percentage of Total Revenue
Total Revenue	$628.3 million	100%
Subscription Revenue	$609.1 million	96.9%
Services Revenue	$19.2 million	3.1%

Within that subscription bucket, the cloud offering is the star. MongoDB Atlas, their fully managed Database-as-a-Service (DBaaS), is the primary growth engine. For Q3 FY2026, Atlas revenue was $471.2 million, which means it alone accounted for 75% of the total revenue for the quarter. That's a massive concentration, showing the market's preference for consumption-based cloud database services.

The remaining subscription revenue covers the traditional software licensing model. This stream is primarily Enterprise Advanced subscription licenses, which you sell for customers who need to run MongoDB self-managed, often on-premise or in their own private cloud environments. While the specific dollar split between Atlas and on-premise subscriptions isn't explicitly detailed in the latest release, the overall subscription revenue was $609.1 million in Q3 FY2026.

To give you the full picture across the fiscal year, the total annual revenue for the preceding fiscal year, FY2025, was $2.01 billion. That was a 19% increase year-over-year from FY2024. The current momentum from Q3 FY2026, with Atlas growing 30% year-over-year, suggests this trend of cloud dominance is only accelerating.

You can see the key revenue drivers clearly:

• MongoDB Atlas: Consumption-based cloud DBaaS, 75% of Q3 FY2026 revenue.
• Subscription Licenses: Covers both Atlas and self-managed/on-premise Enterprise Advanced.
• Services: Consulting and training, a small 3.1% slice of Q3 FY2026 revenue.

Finance: draft 13-week cash view by Friday.