Navigating the Shift from Seat-Based to Consumption-Based Pricing with Ilana Matro, Senior Manager of Sales Operations at MongoDB

In this insightful episode of the OpsStars podcast, Ilana Matro, Senior Manager of Sales Operations at MongoDB, joins host Don Otvos to delve into MongoDB's transformative journey from a license-based model to a consumption-based go-to-market strategy. Ilana shares her unique perspective on the challenges and opportunities this shift presents, drawing from her diverse background in media, political consulting, and IT operations.

Ilana discusses the intricacies of developing a new forecasting model for consumption-based pricing, highlighting how it differs from traditional methods and the impact on various roles within the organization. She explains how this shift has necessitated changes in sales processes, customer success strategies, and even the profiles of sales representatives MongoDB seeks to hire.

Throughout the conversation, Ilana offers valuable insights on:

• The challenges of forecasting in a consumption-based model
• Changes in roles and responsibilities across the organization
• The importance of aligning the tech stack with the new business model
• Strategies for effective change management during this transformation
  
  

This episode provides a comprehensive look at the operational complexities involved in shifting to a consumption-based pricing model and offers valuable lessons for companies considering or undergoing similar transformations.

Episode resources

• Ilana Matro on LinkedIn
• MongoDB on LinkedIn
• MongoDB Website
• Join the OpsStars Community
  
  

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Previous guests include: Evan Liang of LeanData, Ross Nibur of Toast, Chelsea Katich of McGraw Hill, Chris Van't Hof of CB Insights, Jeff Ignacio of Forethought, Sean Lane of Drift, Kerry Cunningham of 6sense, Seth Wylie of Gainsight, Karen Mangia of Salesforce, Jon Miller of Demandbase, Pat Oldenburg of Motive, Raheel Alam of Showpad, TJ Macke of Sapper Consulting, David Dulany of Tenbound, Mary Shea of Outreach, Asia Corbett of Bread Financial, Crissy Vetere-Saunders of CS2 Marketing

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