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Question

Looking at Enterprise AE (Growth) in Canada. What's the avg sales cycles (duration)? And curious to hear what are the top objections right now from technical buyers - i.e., is it Mongo related (product, pricing, support, etc.) or more macro-economic ?

Current Employee · Accepted Answer

I can't answer the sales cycle piece as I'm in a different role.

The objections from technical buyers 
- Many can be SQL evangelists ie they would not be willing to even think outside of that for use cases around transactions for eg (which are historically RDBMS focused) 
- Prefer a cloud-native solution from AWS/MSFT primarily because cloud providers would give them bucket loads of free credits to use it

Former Employee · Answer

Sales cycle duration is completely out of the rep control given the new consumption model. Some times Mongo has been selected as the technology of choice but they wont build on Mongo for 12-18 months. The reps don't get paid until the consumption happens. Objections- macro (slow down in sales for customers) as well competition (MSFT giving free product).

Current Employee · Answer

Another top objection is if the organization prefers cloud native solutions. This usually means they prefer to use AWS (DynamoDB/DocumentDB) and/or Azure (CosmosDB) before using MongoDB, even if they have a cloud subscription agreement with MongoDB.

Current Employee · Answer

Let's talk in steps. Getting the customer to agree to use MongoDB typically takes 3-9 months. Getting now this team to consume MongoDB might take longer. Depending what customer situation there is it might be that the entire revenue is directly recognised for the AE (when moving MongoDB community, CosmosDB or DocumentDB). It also might be a longer project like replacing a relational database. This longer motions often have a higher NARR but might be more complex.

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Anonymous Q&A

Looking at Enterprise AE (Growth) in Canada. What's the avg sales cycles (duration)? And curious to hear what are the top objections right now from technical buyers - i.e., is it Mongo related (product, pricing, support, etc.) or more macro-economic ?