At MongoDB, reps who brought in the line-of-business general manager early in a project had much faster sales cycles than reps who worked only with developers and IT ops. Listen
Carlos said some reps found projects being built, identified the line-of-business owner and explained how MongoDB would help that business get to market faster and realise revenue sooner. Doing this early in the cycle made deals move quickly, whereas dealing only with developers and IT ops took much longer.
“If I do that early in my sales cycle, my sales cycle goes super fast, where if I deal with just the developers and the IT ops people, it's going to take a lot longer.”
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