MongoDB, Inc. (MDB): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico da tecnologia do banco de dados, a MongoDB, Inc. (MDB) revolucionou como as empresas gerenciam e escalam sua infraestrutura de dados. Esta empresa inovadora criou um modelo de negócios sofisticado que transforma desafios de dados complexos em soluções perfeitas e flexíveis para empresas modernas. Ao alavancar a tecnologia NoSQL de ponta e uma abordagem abrangente baseada em nuvem, o MongoDB se posicionou como uma plataforma que muda o jogo que capacita os desenvolvedores, startups e organizações em larga escala para reimaginar suas estratégias de gerenciamento de dados com agilidade e desempenho sem precedentes.

MongoDB, Inc. (MDB) - Modelo de negócios: Parcerias -chave

Provedores de serviços em nuvem

O MongoDB tem parcerias estratégicas com os principais provedores de nuvem:

Provedor de nuvem	Detalhes da parceria	Uso do Atlas MongoDB
Amazon Web Services (AWS)	Atlas MongoDB totalmente integrado	Mais de 40% das implantações do Atlas
Plataforma do Google Cloud	Suporte nativo do Atlas MongoDB	Aproximadamente 25% das implantações do Atlas
Microsoft Azure	Integração abrangente em nuvem	Cerca de 30% das implantações do Atlas

Comunidade de desenvolvedores de código aberto

Métricas de colaboração de código aberto do MongoDB:

• Repositório do GitHub com mais de 23.500 estrelas
• Mais de 1.000 colaboradores da comunidade ativa
• Mais de 50 motoristas e integrações orientados pela comunidade

Integradores de sistemas e empresas de consultoria

Parceiro	Foco de colaboração	Implementações anuais
Deloitte	Migrações de banco de dados corporativo	150+ projetos corporativos
Accenture	Soluções de transformação digital	120+ implementações estratégicas
IBM Consulting	Arquiteturas de banco de dados complexas	Mais de 100 implantações em larga escala

Parceiros de tecnologia

O ecossistema de parceria de tecnologia da MongoDB:

• Confluente para transmissão de dados em tempo real
• Databricks para análise unificada
• Elástico para busca e observabilidade

Fornecedores de software corporativo

Fornecedor	Escopo de integração	Base de clientes conjuntos
Salesforce	Gerenciamento de dados do CRM	500 mais de clientes corporativos
SEIVA	Planejamento de recursos corporativos	350+ implementações globais
ServiceNow	Gerenciamento de serviço de TI	250+ integrações de fluxo de trabalho digital

MongoDB, Inc. (MDB) - Modelo de negócios: Atividades -chave

Desenvolvimento e inovação de software de banco de dados

A MongoDB investiu US $ 637,5 milhões em despesas de pesquisa e desenvolvimento no ano fiscal de 2023. Tamanho da equipe de desenvolvimento: 1.200 mais de engenheiros de software.

Métrica de Desenvolvimento	Valor
Investimento anual de P&D	US $ 637,5 milhões
Engenheiros de software	1,200+
Ciclos de liberação do produto	4-6 vezes por ano

Gerenciamento de plataforma de banco de dados em nuvem

A plataforma do MongoDB Atlas Cloud gerou US $ 505,5 milhões em receita no ano fiscal de 2023, representando 64% da receita total da empresa.

• Infraestrutura em nuvem gerenciada em toda a AWS, Google Cloud e Azure
• Data Centers globais: mais de 90 regiões
• Tempo de atividade média: 99,99%

Suporte ao cliente e serviços técnicos

O MongoDB mantém uma equipe de suporte global de mais de 350 profissionais de suporte técnico.

Métrica de suporte	Valor
Tamanho da equipe de suporte	Mais de 350 profissionais
Tempo médio de resposta	2,5 horas
Suportar idiomas	8 idiomas

Pesquisa e desenvolvimento contínuos de produto

O MongoDB alocou 53% da receita total à pesquisa e desenvolvimento no ano fiscal de 2023.

• Novo desenvolvimento de recursos: 15-20 principais recursos anualmente
• Contribuições de código aberto: mais de 500 colaboradores da comunidade
• Portfólio de patentes: 47 patentes de tecnologia ativa

Marketing e vendas de soluções de banco de dados

MongoDB gastou US $ 389,2 milhões em vendas e marketing no ano fiscal de 2023.

Métrica de marketing	Valor
Gastos anuais de marketing	US $ 389,2 milhões
Equipe de vendas global	Mais de 800 representantes de vendas
Custo de aquisição do cliente	US $ 45.000 por cliente corporativo

MongoDB, Inc. (MDB) - Modelo de negócios: Recursos -chave

Tecnologia avançada de banco de dados NoSQL

A tecnologia principal de banco de dados do MongoDB suporta mais de 68.000 clientes em todo o mundo. A plataforma de banco de dados lida com mais de 1,5 bilhão de consultas de banco de dados por segundo. A tecnologia suporta arquitetura de banco de dados distribuída em várias plataformas em nuvem.

Métrica de tecnologia	Valor quantitativo
Velocidade da consulta do banco de dados	1,5 bilhão de perguntas/segundo
Base global de clientes	68.000 mais clientes
Suporte da plataforma em nuvem	AWS, Azure, Google Cloud

Equipe qualificada de engenharia e desenvolvimento

A MongoDB emprega mais de 3.200 funcionários totais a partir do quarto trimestre 2023. A força de trabalho de engenharia compreende aproximadamente 1.200 profissionais técnicos.

• Total de funcionários: 3.200+
• Tamanho da equipe de engenharia: 1.200 profissionais
• Locais de engenharia global: Estados Unidos, Irlanda, Romênia

Propriedade intelectual e patentes de software

O MongoDB possui 87 patentes de software registradas a partir de 2024. A carteira de propriedade intelectual avaliada em aproximadamente US $ 42,5 milhões.

Categoria de patentes	Quantidade
Total de patentes registradas	87
Valor da portfólio de patentes	US $ 42,5 milhões

Infraestrutura em nuvem e plataformas de tecnologia

A plataforma de banco de dados do MongoDB Atlas Cloud suporta 40% das empresas da Fortune 100. A infraestrutura em nuvem abrange várias regiões com mais de 95 data centers globais.

• Plataforma em nuvem: Atlas MongoDB
• Fortuna 100 Penetração de clientes: 40%
• Data Centers Global: 95+

Forte reputação da marca no mercado de banco de dados

O MongoDB ocupa o número 1 no mercado de banco de dados NoSQL com 35,8% de participação de mercado. Avaliação da marca estimada em US $ 1,2 bilhão em 2024.

Métrica da marca	Valor
Quota de mercado	35.8%
Avaliação da marca	US $ 1,2 bilhão

MongoDB, Inc. (MDB) - Modelo de Negócios: Proposições de Valor

Solução de banco de dados flexível e escalável baseada em documentos

MongoDB oferece uma solução de banco de dados baseada em documentos com Mais de 175 clientes corporativos gastando mais de US $ 100.000 anualmente A partir do quarto trimestre 2023. A plataforma suporta Até 1 milhão de operações de leitura/gravação por segundo com recursos de escala horizontal.

Métrica de escalabilidade	Especificação de desempenho
Tamanho máximo do banco de dados	Ilimitado
Tamanho máximo do documento	16 MB
Conexões simultâneas	65.536 por conexão

Gerenciamento de dados simplificado para aplicativos complexos

MongoDB fornece recursos avançados de gerenciamento de dados com complexidade reduzida para desenvolvedores.

• Design de esquema dinâmico
• Sharding automático
• Agregação em tempo real
• Transações com ácido multi-documental

Arquitetura de banco de dados distribuída de alto desempenho e distribuição

Suportes de banco de dados em nuvem de atlas mongodb US $ 381 milhões em receita recorrente anual A partir do quarto trimestre 2023, com Mais de 40.000 clientes ativos.

Métrica de desempenho	Valor
Tempo de execução de consulta	Sub-milissegundo
Replicação de dados	Mínimo de 3 nós
Distribuição global de dados	Suporte multi-região

Fácil integração com estruturas de desenvolvimento modernas

MongoDB suporta integração com Mais de 20 linguagens de programação e Múltiplas estruturas de desenvolvimento.

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

Alternativa econômica aos bancos de dados relacionais tradicionais

O MongoDB Atlas fornece 50% menor custo total de propriedade em comparação aos bancos de dados tradicionais, com modelos de preços flexíveis.

Comparação de custos	MongoDB	RDBMS tradicional
Custos de infraestrutura	Mais baixo	Mais alto
Licenciamento	Flexível	Rígido
Despesas de escala	Mínimo	Significativo

MongoDB, Inc. (MDB) - Modelo de Negócios: Relacionamentos do Cliente

Plataforma online de autoatendimento

O MongoDB oferece uma plataforma abrangente de autoatendimento com os seguintes recursos principais:

Usuários de camadas gratuitas do Atlas MongoDB	250.000+ a partir do quarto trimestre 2023
Processo de inscrição on-line	Implantação instantânea de banco de dados em nuvem
Tamanho do banco de dados de camada gratuito	512 MB de armazenamento

Suporte técnico e documentação

O MongoDB fornece opções de suporte técnico de várias camadas:

• Suporte da comunidade: documentação gratuita e recursos online
• Suporte padrão: tempos de resposta 24x5
• Suporte corporativo: canais de suporte dedicados 24x7

Páginas de documentação	3.500+ artigos técnicos
Tempo médio de resposta de suporte	4,2 horas

Fóruns da comunidade e redes de desenvolvedores

MongoDB mantém plataformas de engajamento de desenvolvedores ativos:

Membros dos fóruns da comunidade de MongoDB	475.000 mais de desenvolvedores registrados
Participantes anuais da conferência de desenvolvedores do MongoDB	12.500+ em 2023

Gerenciamento de contas no nível da empresa

Estratégias de relacionamento com o cliente corporativo:

Clientes corporativos	3.700+ a partir do quarto trimestre 2023
Valor médio do contrato corporativo	US $ 75.000 anualmente

Serviços personalizados de integração e treinamento

O MongoDB oferece experiências estruturadas de integração:

Cursos de treinamento on -line	45+ cursos certificados
Participantes anuais do treinamento	37.000 mais de desenvolvedores
Programas de certificação	6 certificações profissionais

MongoDB, Inc. (MDB) - Modelo de Negócios: Canais

Equipe de vendas diretas

A equipe de vendas direta do MongoDB gera US $ 1,05 bilhão em receita recorrente anual (ARR) a partir do quarto trimestre 2023. A força de vendas corporativa consiste em aproximadamente 650 representantes de vendas direcionados ao mercado intermediário e aos grandes clientes corporativos.

Métrica de vendas	2023 dados
Total de representantes de vendas	650
Receita recorrente anual	US $ 1,05 bilhão
Valor médio do contrato	$75,000

Site online e plataformas digitais

MongoDB.com recebe 3,2 milhões de visitantes únicos mensais. As taxas de conversão da plataforma digital têm em média 12,5% para downloads de produtos e inscrições em nuvem.

• Site tráfego mensal: 3,2 milhões de visitantes únicos
• Taxa de conversão da plataforma digital: 12,5%
• Downloads gratuitos de produtos: 850.000 anualmente

Integrações do mercado em nuvem

O MongoDB se integra às principais plataformas em nuvem, gerando US $ 420 milhões através de canais de mercado em nuvem em 2023.

Provedor de nuvem	Receita do mercado
AWS Marketplace	US $ 210 milhões
Azure Marketplace	US $ 125 milhões
Plataforma do Google Cloud	US $ 85 milhões

Conferências e eventos de tecnologia

O MongoDB hospeda e participa anualmente de 42 conferências de tecnologia global, atingindo aproximadamente 85.000 desenvolvedores e profissionais de TI.

• Conferências anuais totais: 42
• Total de participantes do evento: 85.000
• Taxa de geração de leads: 17,3%

Programas de rede de parceiros e revendedores

A rede parceira do MongoDB inclui 1.200 parceiros de tecnologia e consultoria, gerando US $ 350 milhões em receita influenciada por parceiros para 2023.

Categoria de parceiro	Número de parceiros	Contribuição da receita
Parceiros de tecnologia	750	US $ 210 milhões
Parceiros de consultoria	450	US $ 140 milhões

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

Desenvolvedores de software corporativo

O MongoDB atende a 53% das empresas da Fortune 100 como clientes no segmento de desenvolvimento de software corporativo.

Tipo de cliente	Taxa de adoção	Gastos anuais
Desenvolvedores de software corporativo	68%	US $ 124,7 milhões

Startups de tecnologia

O MongoDB suporta aproximadamente 37.000 startups de tecnologia em todo o mundo.

• Implantação média de banco de dados de inicialização: 2,4 TB
• Taxa de crescimento do cliente inicial: 22% anualmente
• Receita do segmento de inicialização: US $ 87,3 milhões em 2023

Organizações digitais em larga escala

O MongoDB atende a 29% das empresas globais de 2000.

Tamanho da organização	Contagem de clientes	Valor médio anual do contrato
Grandes organizações digitais	582 clientes	$456,000

Desenvolvedores de aplicativos nativos da nuvem

A plataforma de banco de dados do MongoDB Atlas Cloud suporta 35.000 desenvolvedores nativos da nuvem.

• Crescimento do segmento nativo da nuvem: 41% ano a ano
• Implantação de banco de dados em nuvem: 68% da base total de clientes

Empresas de tecnologia financeira e de saúde

O MongoDB atende 1.200 empresas de tecnologia financeira e de saúde.

Segmento da indústria	Penetração do cliente	Certificações de conformidade
Tecnologia financeira	780 clientes	SOC 2, ISO 27001
Tecnologia de saúde	420 clientes	Compatível com HIPAA

MongoDB, Inc. (MDB) - Modelo de negócios: estrutura de custos

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2023, o MongoDB relatou despesas de pesquisa e desenvolvimento de US $ 356,4 milhões, representando 35,1% da receita total.

Ano fiscal	Despesas de P&D	Porcentagem de receita
2023	US $ 356,4 milhões	35.1%
2022	US $ 292,1 milhões	33.8%

Investimentos de vendas e marketing

As despesas de vendas e marketing do MongoDB para o ano fiscal de 2023 totalizaram US $ 442,9 milhões, representando 43,6% da receita total.

• O número de funcionários de vendas e marketing aumentou 18% em 2023
• A equipe de vendas global expandida para apoiar a aquisição de clientes corporativos

Manutenção da infraestrutura em nuvem

Os custos de infraestrutura em nuvem para o MongoDB Atlas em 2023 foram estimados em US $ 127,6 milhões, representando 12,6% do total de despesas operacionais.

Compensação dos funcionários

A compensação total dos funcionários pelo MongoDB no ano fiscal de 2023 atingiu US $ 611,3 milhões.

Categoria de compensação	Quantia
Salário base	US $ 342,7 milhões
Remuneração baseada em ações	US $ 268,6 milhões

Suporte ao produto e atendimento ao cliente

O suporte ao cliente e as despesas de serviços profissionais para o ano fiscal de 2023 foram de US $ 98,2 milhões.

• Infraestrutura de suporte global 24/7
• Equipes de sucesso do cliente dedicados
• Suporte técnico multilíngue

MongoDB, Inc. (MDB) - Modelo de negócios: fluxos de receita

Taxas de licenciamento de software

O MongoDB oferece várias opções de licenciamento com a seguinte quebra de receita:

Tipo de licença	Receita anual (2023)
Edição da comunidade	$0
Licença avançada corporativa	US $ 504 milhões

Modelos de assinatura de banco de dados em nuvem

Serviços de banco de dados em nuvem do MongoDB em nuvem gerados:

• Receita Total do Atlas: US $ 581 milhões no ano fiscal de 2023
• Taxa de crescimento da receita do ATLAS: 40% ano a ano

Contratos de suporte corporativo

Detalhes da receita de suporte corporativo:

Tipo de contrato	Valor anual
Suporte padrão	$3,000 - $50,000
Suporte premium	$50,000 - $250,000

Serviços profissionais e consultoria

Repartição da receita de serviços profissionais:

• Receita total de serviços profissionais: US $ 72 milhões em 2023
• Serviços de consultoria Taxa horária média: US $ 250 - $ 350

Programas de treinamento e certificação

Estatísticas de receita de treinamento:

Nível de certificação	Custo do programa
Desenvolvedor associado	$150
Administrador profissional	$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.