MongoDB, Inc. (MDB): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico de la tecnología de la base de datos, MongoDB, Inc. (MDB) ha revolucionado cómo las empresas administran y escala su infraestructura de datos. Esta empresa innovadora ha creado un modelo de negocio sofisticado que transforma los desafíos de datos complejos en soluciones flexibles y flexibles para las empresas modernas. Al aprovechar la tecnología NoSQL de vanguardia y un enfoque integral basado en la nube, MongoDB se ha posicionado como una plataforma que cambia el juego que capacita a los desarrolladores, nuevas empresas y organizaciones a gran escala para reimaginar sus estrategias de gestión de datos con agilidad y rendimiento sin precedentes.

MongoDB, Inc. (MDB) - Modelo de negocio: asociaciones clave

Proveedores de servicios en la nube

MongoDB tiene asociaciones estratégicas con los principales proveedores de nubes:

Proveedor de nubes	Detalles de la asociación	Uso de Atlas de MongoDB
Servicios web de Amazon (AWS)	MongoDB Atlas totalmente integrado	Más del 40% de las implementaciones de ATLAS
Plataforma en la nube de Google	Soporte nativo de Atlas MongoDB	Aproximadamente el 25% de las implementaciones de Atlas
Microsoft Azure	Integración integral de la nube	Alrededor del 30% de los despliegues de Atlas

Comunidad de desarrolladores de código abierto

Métricas de colaboración de código abierto de MongoDB:

• Repositorio de Github con más de 23,500 estrellas
• Más de 1,000 contribuyentes de la comunidad activa
• Más de 50 controladores e integraciones impulsados ​​por la comunidad

Integradores de sistemas y empresas de consultoría

Pareja	Enfoque de colaboración	Implementaciones anuales
Deloitte	Migraciones de bases de datos empresariales	Más de 150 proyectos empresariales
Acentuar	Soluciones de transformación digital	Más de 120 implementaciones estratégicas
Consultoría de IBM	Arquitecturas de bases de datos complejas	Más de 100 implementaciones a gran escala

Socios tecnológicos

Ecosistema de asociación tecnológica de MongoDB:

• Confluente para la transmisión de datos en tiempo real
• Databricks para análisis unificados
• Elástico para la búsqueda y la observabilidad

Proveedores de software empresarial

Proveedor	Alcance de integración	Base de clientes conjuntos
Salesforce	Gestión de datos de CRM	500+ clientes empresariales
SAVIA	Planificación de recursos empresariales	350+ implementaciones globales
Servicenow	Gestión de servicios de TI	Más de 250 integraciones de flujo de trabajo digital

MongoDB, Inc. (MDB) - Modelo de negocio: actividades clave

Desarrollo e innovación de software de base de datos

MongoDB invirtió $ 637.5 millones en gastos de investigación y desarrollo en el año fiscal 2023. Tamaño del equipo de desarrollo: más de 1,200 ingenieros de software.

Métrico de desarrollo	Valor
Inversión anual de I + D	$ 637.5 millones
Ingenieros de software	1,200+
Ciclos de liberación de productos	4-6 veces al año

Gestión de la plataforma de base de datos en la nube

MongoDB Atlas Cloud Platform generó $ 505.5 millones en ingresos en el año fiscal 2023, lo que representa el 64% de los ingresos totales de la compañía.

• Infraestructura en la nube administrada en AWS, Google Cloud y Azure
• Centros de datos globales: más de 90 regiones
• Tiempo de actividad promedio: 99.99%

Atención al cliente y servicios técnicos

MongoDB mantiene un equipo de apoyo global de más de 350 profesionales de soporte técnico.

Métrico de soporte	Valor
Tamaño del equipo de soporte	350+ profesionales
Tiempo de respuesta promedio	2.5 horas
Lenguajes de apoyo	8 idiomas

Investigación y desarrollo de productos continuos

MongoDB asignó el 53% de los ingresos totales a la investigación y el desarrollo en el año fiscal 2023.

• Nuevo desarrollo de características: 15-20 características principales anualmente
• Contribuciones de código abierto: más de 500 colaboradores comunitarios
• Portafolio de patentes: 47 patentes de tecnología activa

Marketing y ventas de soluciones de base de datos

MongoDB gastó $ 389.2 millones en ventas y marketing en el año fiscal 2023.

Métrico de marketing	Valor
Gasto de marketing anual	$ 389.2 millones
Equipo de ventas global	Más de 800 representantes de ventas
Costo de adquisición de clientes	$ 45,000 por cliente empresarial

MongoDB, Inc. (MDB) - Modelo de negocio: recursos clave

Tecnología avanzada de la base de datos NoSQL

La tecnología de base de datos Core de MongoDB admite más de 68,000 clientes a nivel mundial. La plataforma de base de datos maneja más de 1.500 millones de consultas de base de datos por segundo. La tecnología admite la arquitectura de bases de datos distribuidas en múltiples plataformas en la nube.

Métrica de tecnología	Valor cuantitativo
Velocidad de consulta de la base de datos	1.500 millones de consultas/segundo
Base de clientes globales	Más de 68,000 clientes
Soporte de plataforma en la nube	AWS, Azure, Google Cloud

Equipo de Ingeniería y Desarrollo Calificado

MongoDB emplea a más de 3,200 empleados en total a partir del cuarto trimestre de 2023. La fuerza laboral de ingeniería comprende aproximadamente 1,200 profesionales técnicos.

• Total de empleados: más de 3,200
• Tamaño del equipo de ingeniería: 1.200 profesionales
• Lugares de ingeniería global: Estados Unidos, Irlanda, Rumania

Propiedad intelectual y patentes de software

MongoDB posee 87 patentes de software registradas a partir de 2024. Portafolio de propiedad intelectual valorada en aproximadamente $ 42.5 millones.

Categoría de patente	Cantidad
Total de patentes registradas	87
Valor de cartera de patentes	$ 42.5 millones

Plataformas de infraestructura y tecnología en la nube

MongoDB Atlas Cloud Database Platform admite el 40% de las empresas Fortune 100. La infraestructura en la nube abarca múltiples regiones con más de 95 centros de datos globales.

• Plataforma en la nube: MongoDB Atlas
• Fortune 100 Penetración del cliente: 40%
• Centros de datos globales: 95+

Fuerte reputación de marca en el mercado de bases de datos

MongoDB ocupa el puesto número 1 en el mercado de la base de datos NoSQL con una participación de mercado del 35.8%. La valoración de la marca se estima en $ 1.2 mil millones en 2024.

Métrico de marca	Valor
Cuota de mercado	35.8%
Valoración de la marca	$ 1.2 mil millones

MongoDB, Inc. (MDB) - Modelo de negocio: propuestas de valor

Solución de base de datos basada en documentos flexible y escalable

MongoDB ofrece una solución de base de datos basada en documentos con Más de 175 clientes empresariales que gastan más de $ 100,000 anuales A partir del cuarto trimestre de 2023. La plataforma admite hasta 1 millón de operaciones de lectura/escritura por segundo con capacidades de escala horizontal.

Medición de escalabilidad	Especificación de rendimiento
Tamaño máximo de la base de datos	Ilimitado
Tamaño máximo del documento	16 MB
Conexiones concurrentes	65,536 por conexión

Gestión de datos simplificada para aplicaciones complejas

MongoDB proporciona funciones avanzadas de gestión de datos con Reducción de la complejidad para los desarrolladores.

• Diseño de esquema dinámico
• Fragmento automático
• Agregación en tiempo real
• Transacciones ácidas multi-documentos

Arquitectura de base de datos de alto rendimiento y de alto rendimiento

MongoDB Atlas Cloud Database Service admite $ 381 millones en ingresos recurrentes anuales A partir del cuarto trimestre de 2023, con 40,000+ clientes activos.

Métrico de rendimiento	Valor
Tiempo de ejecución de la consulta	Subcontratación
Replicación de datos	Mínimo de 3 nodos
Distribución de datos global	Soporte múltiple

Fácil integración con marcos de desarrollo modernos

MongoDB admite la integración con 20+ lenguajes de programación y marcos de desarrollo múltiples.

• JavaScript/Node.js
• Pitón
• Java
• C ++
• .NETO

Alternativa rentable a las bases de datos relacionales tradicionales

MongoDB Atlas proporciona 50% menor costo total de propiedad en comparación con las bases de datos tradicionales, con modelos de precios flexibles.

Comparación de costos	Mongodb	RDBM tradicional
Costos de infraestructura	Más bajo	Más alto
Licencia	Flexible	Rígido
Gastos de escala	Mínimo	Significativo

MongoDB, Inc. (MDB) - Modelo de negocios: relaciones con los clientes

Plataforma en línea de autoservicio

MongoDB ofrece una plataforma integral de autoservicio con las siguientes características clave:

MongoDB Atlas usuarios de nivel gratuito	250,000+ a partir del cuarto trimestre 2023
Proceso de registro en línea	Implementación de la base de datos de la nube instantánea
Tamaño de base de datos de nivel gratuito	Almacenamiento de 512 MB

Soporte técnico y documentación

MongoDB proporciona opciones de soporte técnico de niveles múltiples:

• Apoyo a la comunidad: documentación gratuita y recursos en línea
• Soporte estándar: tiempos de respuesta 24x5
• Soporte empresarial: canales de soporte dedicados 24x7

Páginas de documentación	Más de 3,500 artículos técnicos
Tiempo de respuesta de soporte promedio	4.2 horas

Foros comunitarios y redes de desarrolladores

MongoDB mantiene plataformas de compromiso de desarrollador activas:

Miembros de los foros comunitarios de MongoDB	Más de 475,000 desarrolladores registrados
Asistentes anuales de la Conferencia de Desarrolladores de MongoDB	12,500+ en 2023

Administración de cuentas de nivel empresarial

Estrategias empresariales de relación con el cliente:

Clientes empresariales	3,700+ a partir del cuarto trimestre 2023
Valor de contrato empresarial promedio	$ 75,000 anualmente

Servicios de incorporación y capacitación personalizados

MongoDB ofrece experiencias de incorporación estructuradas:

Cursos de capacitación en línea	Más de 45 cursos certificados
Participantes de capacitación anual	Más de 37,000 desarrolladores
Programas de certificación	6 certificaciones profesionales

MongoDB, Inc. (MDB) - Modelo de negocio: canales

Equipo de ventas directas

El equipo de ventas directas de MongoDB genera $ 1.05 mil millones en ingresos recurrentes anuales (ARR) a partir del cuarto trimestre de 2023. La Fuerza de Ventas Enterprise consta de aproximadamente 650 representantes de ventas dirigidos a clientes empresariales y grandes clientes empresariales.

Métrico de ventas	2023 datos
Representantes de ventas totales	650
Ingresos recurrentes anuales	$ 1.05 mil millones
Valor de contrato promedio	$75,000

Sitio web en línea y plataformas digitales

MongoDB.com recibe 3,2 millones de visitantes únicos mensuales. Las tasas de conversión de plataforma digital promedian 12.5% ​​para descargas de productos y registros de servicios en la nube.

• Sitio web Mensaje mensual: 3.2 millones de visitantes únicos
• Tasa de conversión de plataforma digital: 12.5%
• Descargas de productos gratuitas: 850,000 anuales

Integraciones del mercado de la nube

MongoDB se integra con las principales plataformas en la nube, generando $ 420 millones a través de los canales del mercado de la nube en 2023.

Proveedor de nubes	Ingresos del mercado
AWS Marketplace	$ 210 millones
Mercado Azure	$ 125 millones
Plataforma en la nube de Google	$ 85 millones

Conferencias y eventos tecnológicos

MongoDB anfitriona y participa en 42 conferencias de tecnología global anualmente, llegando a aproximadamente 85,000 desarrolladores y profesionales de TI.

• Conferencias anuales totales: 42
• Asistentes de eventos totales: 85,000
• Tasa de generación de leads: 17.3%

Red de socios y programas de revendedor

La red de socios de MongoDB incluye 1,200 socios de tecnología y consultoría, generando $ 350 millones en ingresos influenciados por socios para 2023.

Categoría de socio	Número de socios	Contribución de ingresos
Socios tecnológicos	750	$ 210 millones
Socios consultores	450	$ 140 millones

MongoDB, Inc. (MDB) - Modelo de negocio: segmentos de clientes

Desarrolladores de software empresarial

MongoDB atiende al 53% de las empresas Fortune 100 como clientes en el segmento de desarrollo de software empresarial.

Tipo de cliente	Tasa de adopción	Gasto anual
Desarrolladores de software empresarial	68%	$ 124.7 millones

Startups tecnológicas

MongoDB admite aproximadamente 37,000 nuevas empresas de tecnología a nivel mundial.

• Implementación de la base de datos de inicio promedio: 2.4 TB
• Tasa de crecimiento del cliente de inicio: 22% anual
• Ingresos del segmento de inicio: $ 87.3 millones en 2023

Organizaciones digitales a gran escala

MongoDB sirve al 29% de las empresas mundiales de 2000.

Tamaño de la organización	Conteo de clientes	Valor anual promedio del contrato
Grandes organizaciones digitales	582 clientes	$456,000

Desarrolladores de aplicaciones nativas de nube

MongoDB Atlas Cloud Database Platform admite 35,000 desarrolladores nativos de la nube.

• Crecimiento del segmento nativo de nube: 41% año tras año
• Implementación de la base de datos en la nube: 68% de la base total de clientes

Empresas de tecnología financiera y de atención médica

MongoDB atiende a 1.200 empresas de tecnología financiera y de salud.

Segmento de la industria	Penetración del cliente	Certificaciones de cumplimiento
Tecnología financiera	780 clientes	Soc 2, ISO 27001
Tecnología de la salud	420 clientes	Cumplidor de HIPAA

MongoDB, Inc. (MDB) - Modelo de negocio: Estructura de costos

Gastos de investigación y desarrollo

Para el año fiscal 2023, MongoDB reportó gastos de investigación y desarrollo de $ 356.4 millones, lo que representa el 35.1% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2023	$ 356.4 millones	35.1%
2022	$ 292.1 millones	33.8%

Inversiones de ventas y marketing

Los gastos de ventas y marketing de MongoDB para el año fiscal 2023 totalizaron $ 442.9 millones, lo que representa el 43.6% de los ingresos totales.

• El personal de ventas y marketing aumentó en un 18% en 2023
• El equipo de ventas global se expandió para admitir la adquisición de clientes empresariales

Mantenimiento de la infraestructura en la nube

Los costos de infraestructura de la nube para el Atlas MongoDB en 2023 se estimaron en $ 127.6 millones, lo que representa el 12.6% de los gastos operativos totales.

Compensación de empleados

La compensación total de los empleados por MongoDB en el año fiscal 2023 alcanzó los $ 611.3 millones.

Categoría de compensación	Cantidad
Salario base	$ 342.7 millones
Compensación basada en acciones	$ 268.6 millones

Soporte de productos y servicio al cliente

Los gastos de atención al cliente y servicios profesionales para el año fiscal 2023 fueron de $ 98.2 millones.

• Infraestructura de soporte global 24/7
• Equipos dedicados de éxito del cliente
• Soporte técnico multilingüe

MongoDB, Inc. (MDB) - Modelo de negocios: flujos de ingresos

Tasas de licencia de software

MongoDB ofrece múltiples opciones de licencia con el siguiente desglose de ingresos:

Tipo de licencia	Ingresos anuales (2023)
Edición comunitaria	$0
Licencia avanzada empresarial	$ 504 millones

Modelos de suscripción de base de datos en la nube

MongoDB Atlas Services de la base de datos en la nube generados:

• Ingresos totales de Atlas: $ 581 millones en el año fiscal 2023
• Tasa de crecimiento de ingresos de ATLAS: 40% año tras año

Contratos de soporte empresarial

Detalles de ingresos de soporte empresarial:

Tipo de contrato	Valor anual
Soporte estándar	$3,000 - $50,000
Soporte premium	$50,000 - $250,000

Servicios profesionales y consultoría

Desglose de ingresos de servicios profesionales:

• Ingresos totales de servicios profesionales: $ 72 millones en 2023
• Servicios de consultoría Tasa promedio por hora: $ 250 - $ 350

Programas de capacitación y certificación

Estadísticas de ingresos de capacitación:

Nivel de certificación	Costo del programa
Desarrollador asociado	$150
Administrador profesional	$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.