Why MongoDB’s Partner Team is Focused like a Laser, Not a Flashlight

Alan Chhabra
March 15, 2023
#Culture

Four years ago, I wrote an article about how our Partner and Sales teams work together to ensure success. Since then, our Partner organization has grown five times in size and become even more of a competitive differentiator for MongoDB. As we continue to build lasting relationships with our partners and become even more strategic in how we leverage our partnerships, I’m reflecting on how far the Partner organization has come and where we’re headed.

The Partner organization is the x-factor for MongoDB

It starts with the customers, but more specifically, developers. Developers are creating some of the most innovative and modern applications with MongoDB, but our developer data platform is only one component of their tech stack. That’s why it’s essential to have an ecosystem of companies who help developers write or modernize their software faster. For MongoDB, this could be system integrators, cloud providers, ISVs who embed MongoDB into their products, technology partners who want to integrate with us, or resellers who enable us to sell MongoDB in new markets and regions. Most companies have a strategy for each and a team that manages these relationships, but there are a few things that make MongoDB’s Partner organization different.

First, the people we hire. We look for individuals who have a sales-first mentality, are willing and able to generate pipeline, and can position the value of MongoDB. It’s extremely important for our Partner team to show ROI to our Sales teams, and I’d argue that if your Partner organization can’t do that, you might not need them. As part of the Partner team at MongoDB, you have the opportunity to master your sales skills and be rewarded for your success in finding new partnerships. One of our core MongoDB values is “Own What You Do” and it’s embodied every day on the Partner team. We demand excellence from ourselves. We take accountability for our actions and our success. We are empowered to make things happen.

The second thing that sets MongoDB apart is that we manage partnerships like a laser, not a flashlight. We do not measure success by the number of partners we have. We prefer to deeply invest resources in a handful of alliances while we create an ecosystem funnel to drive the next wave of investments. We look for partnerships with organizations that our customers have told us they’d like us to work better with. Though we have over 1,000 partners, we put most of our horsepower into the top 50 based on this feedback.

The MongoDB ecosystem funnel represented by a tiered pyramid.

Lastly, the opportunity at MongoDB is enormous. If you are looking to work with a product that people love, and you believe there is an opportunity to be well-compensated for selling and building full solutions around a product, you’ll find that at MongoDB.

Driving focus via the Partner Specialist teams

Photo of the MongoDB Partner Specialist team

At the beginning of this year, we created dedicated specialist teams for Cloud, System Integrator, ISV, VAR, and Tech partners. Customers have told us time and time again that they wanted us to become more intimate with their use cases and the associated ecosystem, and we listened. For example, we now have specialized teams for each cloud partner who know their products inside out and focus on strengthening the relationship by sourcing new opportunities for our sales force. This isn’t something you find in most Partner organizations, as it’s more common for teams to be generalists opposed to specialists.

We began experimenting with specialization in 2021, and a highlight of this specialization is our partnership with Amazon Web Services (AWS). In the past, MongoDB and AWS were viewed as competitors rather than partners. In 2021, both sides realized that it’s better to work together and decided to dedicate individuals to build a partnership that has since resulted in an incredible number of co-sell wins. AWS has leaned into MongoDB and continues to position MongoDB Atlas as a preferred database for customers. This puts MongoDB as one of the top three data partners that AWS has globally, and AWS is now MongoDB’s largest partnership in the world.

Scaling without diluting impact

MongoDB’s Partner organization has quintupled in size since 2019. We have partners in almost every major location around the world and teams who provide regional coverage. With the ROI we’ve seen from specialization, we’ve invested in more specialists and therefore can provide more dedicated resources to each partner.

MongoDB’s Partner organization is known as a place with a winning culture where people consistently deliver results. We’ve had many internal transfers from employees who joined MongoDB in Sales, Sales Development, or Marketing and decided to transition into a role on the Partner team. Similarly, our team is focused on providing opportunities for growth. The number of individuals who joined the Partner team as individual contributors and have since been promoted into Director and VP roles is extraordinary. For example, our VP of System Integrator Partner Specialists, Global Lead of Accenture Partner Specialists, RVP of Capgemini Partner Specialists, RVP of Cloud Programs, Global Lead of AWS Partner Specialists, and RVP of Azure Partner Specialists all began their careers as individual contributors here at MongoDB.

As we grow our Partner organization, diversity of background, thought, and experiences will continue to be a key differentiator for us. We value different perspectives and view diversity as a way to better serve our customers. Diversity drives a culture of innovation and investing in inclusion helps us serve customers in all markets, giving us a competitive advantage.

The future of MongoDB's Partner organization

I’m very excited about our coming year. We continue to look for the next partnership to break records with. Whether it's Alibaba, IBM, Databricks, Carahsoft, Microsoft, or Google, working with partners to find new workloads is key to MongoB’s success. MongoDB plans to continue to invest directly in partners via MongoDB ventures as part of this strategy.

We also take great pride in promoting folks into leadership positions and we expect even more of that in the year ahead. Our leaders and I live by one of John McMahon’s mottos:

"Too many companies think culture is ping-pong, foosball, and beer taps. Helping people win is a culture. Teaching them how to win on their own is a culture. If people aren’t learning, earning, growing, and being promoted, they’re not staying around for the pool table.”

This is why we hope you are interested in joining us. We have great products, specialized partnerships, and most importantly, a winning team of fantastic leaders.

Want to be part of a team that takes ownership and makes their work matter? View our open roles today.

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Pagos Digitales - Foco en America Latina

Impulsado por las nuevas tecnologías y las tendencias globales, el mercado de pagos digitales está floreciendo en todo el mundo. Con una valoración de más de $ 68 mil millones en 2021 y expectativas de crecimiento de doble dígitos durante la próxima década, los mercados emergentes están liderando el camino en términos de expansión relativa. Un panorama que una vez fue dominado por grandes bancos y compañías de tarjetas de crédito ahora está siendo atacado por disruptores interesados en capturar una cuota de mercado. Según un estudio de McKinsey , hay cuatro factores principales en el núcleo de esta transformación: Adopción de pagos cashless inducidos por la pandemia E-commerce Impulso del gobierno a los pagos digitales Fintech Cabe destacar como la pandemia ha sido una gran catalizadora en el aumento de la inclusión financiera al fomentar medios de pago alternativos y nuevas formas de pedir préstamos y ahorrar. Estos nuevos servicios digitales son, de hecho, más fáciles de acceder y consumir. En América Latina y el Caribe (LAC), la Covid provocó un aumento dramático en los pagos sin efectivo, el 40% de los adultos realizó una compra en línea, el 14% de los cuales lo hizo por primera vez en su vida. El e-commerce ha visto un crecimiento estelar, con una penetración que probablemente superará el 70% de la población en 2022, los actores nacionales y globales, incluidos Mercado Libre y Falabella, están impulsando la innovación de pagos digitales para proporcionar una experiencia de cliente cada vez más fluida en sus plataformas. Los bancos centrales están promoviendo nuevas infraestructuras para pagos en tiempo real, con el objetivo de proporcionar una tecnología más económica y rápida para la transferencia de dinero tanto para ciudadanos como para empresas. PIX es probablemente el mayor caso de éxito. Una plataforma de pagos instantáneos desarrollada por el Banco Central do Brasil (Banco Central de Brasil), comenzó a operar en noviembre de 2020 y, en 18 meses, más del 75% de los brasileños adultos lo había utilizado al menos una vez. La red procesa alrededor de $250 mil millones en pagos anualizados, aproximadamente el 20 % del gasto total de los clientes. Los usuarios (incluidos los trabajadores autónomos) pueden enviar y recibir pagos en tiempo real a través de una interfaz sencilla, 24 horas al día, 7 días a la semana y de forma gratuita. Las empresas tienen que pagar una pequeña tasa. En Estados Unidos, la Federal Reserve ha anunciado que lanzará FedNow a mediados de 2023, una red de pagos con características similares a PIX. Estas iniciativas tienen como objetivo resolver problemas como los acuerdos lentos y la baja interoperabilidad entre las partes. Los bancos establecidos aún poseen la mayor parte del mercado de pagos digitales, sin embargo, las fintech han estado amenazando este dominio, aprovechando su agilidad para actuar rápidamente y satisfacer las necesidades de los clientes de formas más innovadoras y creativas. Sin el lastre de los sistemas legacy, o los modelos comerciales atados a las viejas redes de pago, las fintechs no han dudado en probar y adoptar nuevas tecnologías y sistemas de pago. Su estrategia enfocada a móvil y digital les está ayudando a capturar y retener al segmento más joven del mercado, que exige experiencias integradas en tiempo real con las que pueden interactuar tan sólo pulsando un botón. Un ejemplo es Paggo, una fintech guatemalteca que ayuda a las empresas a agilizar los pagos permitiéndoles compartir un simple código QR que los clientes pueden escanear para transferir dinero. El panorama de los pagos no solo se ve afectado por fuerzas externas, los cambios que provienen de la industria también están remodelando la experiencia del cliente y habilitando nuevos servicios. La norma ISO 20022 es un estándar flexible para el intercambio de datos que está siendo adoptado por la mayoría de las instituciones de la industria financiera para estandarizar la forma en que se comunican entre sí, optimizando así la interoperabilidad. Gracias a la adopción de ISO 20022, es más sencillo para los bancos leer y procesar mensajes, lo que se traduce en procesos internos más fluidos y una automatización más sencilla. Para los usuarios finales, esto significa pagos más rápidos y potencialmente más baratos, así como aplicaciones financieras más ricas e integradas. 3DS2 está siendo adoptado por el ecosistema de pagos con tarjeta de crédito y débito. Se trata, esencialmente, de una solución de autenticación de pagos que sirve para transacciones de compras en línea. De manera similar a ISO 20022, el usuario final ni siquiera conocerá la tecnología subyacente, sino que sólo percibirá un pago más fluido y sin fricciones. 3DS2 evita que el usuario sea redirigido a su aplicación bancaria para confirmar la compra de un artículo en línea, ahora todo sucede en el sitio web o la aplicación del vendedor. Todo esto se hace al mismo tiempo que se mejora la detección y prevención de fraude; esta nueva solución dificulta el uso de la tarjeta de crédito o débito sin autorización. El beneficio de la adopción de 3DS2 es doble: por un lado, el usuario tiene mayor confianza, por otro, los comerciantes están más contentos debido a una menor tasa de abandono de clientes; de hecho, el miedo al fraude en el proceso de pago suele ser una de las principales razones para abandonar una compra en línea. Esta solución es especialmente ventajosa para la región de LAC, donde, a pesar de la amplia adopción del comercio electrónico, las personas aún se muestran reacias a realizar transacciones online. Uno de los factores que contribuyen a esta incongruencia es el miedo al fraude. Cybersource informó que en 2019, una quinta parte de las transacciones de comercio electrónico se marcaron como potencialmente fraudulentas y el 20 % se bloquearon, es decir, más de 6 veces el promedio mundial. Es evidente que la adopción de 3DS2 por parte de las plataformas fomentará la confianza de los compradores online. Vale la pena mencionar también el papel que juegan la blockchain y las criptomonedas. Redes como Ethereum o Lightning son una alternativa descentralizada a las redes de pago más tradicionales. En los últimos años, más y más personas han comenzado a utilizar esta tecnología debido a sus características únicas: tarifas bajas, tiempo de procesamiento rápido y alcance global. América Latina ha visto una explosión en la adopción debido a varios factores, siendo muy prominentes las remesas y los pagos en stablecoins. Los proveedores de servicios de remesas tradicionales son, de hecho, más lentos y más caros que las redes de blockchain. Especialmente en Argentina, un número cada vez mayor de trabajadores autónomos exigen que se les pague en USDC o USDT, dos stablecoins vinculadas al valor del dólar, para así poder protegerse de la inflación. Está claro que el panorama de los pagos está evolucionando rápidamente, por un lado, los clientes esperan productos y servicios que se integren a la perfección con todos los aspectos de sus vidas digitales. Cada vez que una aplicación se percibe como lenta, mal diseñada o simplemente le faltan algunas funciones, el usuario puede cambiar fácilmente a la alternativa de un competidor. Por otro lado, la cantidad de actores que compiten por su participación en el mercado de pagos digitales está en auge, lo que reduce los márgenes de los productos tradicionales. La única forma de navegar con éxito en este entorno complejo es invertir en innovación y en la creación de nuevos modelos de negocio. No existe un planteamiento único para enfrentarse a tales desafíos, pero no hay duda de que toda empresa con éxito necesita aprovechar el poder de los datos y la tecnología para proporcionar a sus clientes la experiencia personalizada y en tiempo real que exigen. En MongoDB creemos que una base sólida para lograrlo está representada por una developer data platform altamente flexible y escalable, que permite a las empresas innovar más rápido y monetizar mejor sus datos de pago. ¡Visite la web de Servicios Financieros de MongoDB para obtener más información!

March 15, 2023
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Retrieval Augmented Generation for Claim Processing: Combining MongoDB Atlas Vector Search and Large Language Models

Following up on our previous blog, AI, Vectors, and the Future of Claims Processing: Why Insurance Needs to Understand The Power of Vector Databases , we’ll pick up the conversation right where we left it. We discussed extensively how Atlas Vector Search can benefit the claim process in insurance and briefly covered Retrieval Augmented Generation (RAG) and Large Language Models (LLMs). MongoDB.local NYC Join us in person on May 2, 2024 for our keynote address, announcements, and technical sessions to help you build and deploy mission-critical applications at scale. Use Code Web50 for 50% off your ticket! Learn More One of the biggest challenges for claim adjusters is pulling and aggregating information from disparate systems and diverse data formats. PDFs of policy guidelines might be stored in a content-sharing platform, customer information locked in a legacy CRM, and claim-related pictures and voice reports in yet another tool. All of this data is not just fragmented across siloed sources and hard to find but also in formats that have been historically nearly impossible to index with traditional methods. Over the years, insurance companies have accumulated terabytes of unstructured data in their data stores but have failed to capitalize on the possibility of accessing and leveraging it to uncover business insights, deliver better customer experiences, and streamline operations. Some of our customers even admit they’re not fully aware of all the data in their archives. There’s a tremendous opportunity to leverage this unstructured data to benefit the insurer and its customers. Our image search post covered part of the solution to these challenges, opening the door to working more easily with unstructured data. RAG takes it a step further, integrating Atlas Vector Search and LLMs, thus allowing insurers to go beyond the limitations of baseline foundational models, making them context-aware by feeding them proprietary data. Figure 1 shows how the interaction works in practice: through a chat prompt, we can ask questions to the system, and the LLM returns answers to the user and shows what references it used to retrieve the information contained in the response. Great! We’ve got a nice UI, but how can we build an RAG application? Let’s open the hood and see what’s in it! Figure 1: UI of the claim adjuster RAG-powered chatbot Architecture and flow Before we start building our application, we need to ensure that our data is easily accessible and in one secure place. Operational Data Layers (ODLs) are the recommended pattern for wrangling data to create single views. This post walks the reader through the process of modernizing insurance data models with Relational Migrator, helping insurers migrate off legacy systems to create ODLs. Once the data is organized in our MongoDB collections and ready to be consumed, we can start architecting our solution. Building upon the schema developed in the image search post , we augment our documents by adding a few fields that will allow adjusters to ask more complex questions about the data and solve harder business challenges, such as resolving a claim in a fraction of the time with increased accuracy. Figure 2 shows the resulting document with two highlighted fields, “claimDescription” and its vector representation, “claimDescriptionEmbedding” . We can now create a Vector Search index on this array, a key step to facilitate retrieving the information fed to the LLM. Figure 2: document schema of the claim collection, the highlighted fields are used to retrieve the data that will be passed as context to the LLM Having prepared our data, building the RAG interaction is straightforward; refer to this GitHub repository for the implementation details. Here, we’ll just discuss the high-level architecture and the data flow, as shown in Figure 3 below: The user enters the prompt, a question in natural language. The prompt is vectorized and sent to Atlas Vector Search; similar documents are retrieved. The prompt and the retrieved documents are passed to the LLM as context. The LLM produces an answer to the user (in natural language), considering the context and the prompt. Figure 3: RAG architecture and interaction flow It is important to note how the semantics of the question are preserved throughout the different steps. The reference to “adverse weather” related accidents in the prompt is captured and passed to Atlas Vector Search, which surfaces claim documents whose claim description relates to similar concepts (e.g., rain) without needing to mention them explicitly. Finally, the LLM consumes the relevant documents to produce a context-aware question referencing rain, hail, and fire, as we’d expect based on the user's initial question. So what? To sum it all up, what’s the benefit of combining Atlas Vector Search and LLMs in a Claim Processing RAG application? Speed and accuracy: Having the data centrally organized and ready to be consumed by LLMs, adjusters can find all the necessary information in a fraction of the time. Flexibility: LLMs can answer a wide spectrum of questions, meaning applications require less upfront system design. There is no need to build custom APIs for each piece of information you’re trying to retrieve; just ask the LLM to do it for you. Natural interaction: Applications can be interrogated in plain English without programming skills or system training. Data accessibility: Insurers can finally leverage and explore unstructured data that was previously hard to access. Not just claim processing The same data model and architecture can serve additional personas and use cases within the organization: Customer Service: Operators can quickly pull customer data and answer complex questions without navigating different systems. For example, “Summarize this customer's past interactions,” “What coverages does this customer have?” or “What coverages can I recommend to this customer?” Customer self-service: Simplify your members’ experience by enabling them to ask questions themselves. For example, “My apartment is flooded. Am I covered?” or “How long do windshield repairs take on average?” Underwriting: Underwriters can quickly aggregate and summarize information, providing quotes in a fraction of the time. For example, “Summarize this customer claim history.” “I Am renewing a customer policy. What are the customer's current coverages? Pull everything related to the policy entity/customer. I need to get baseline info. Find relevant underwriting guidelines.” If you would like to discover more about Converged AI and Application Data Stores with MongoDB, take a look at the following resources: RAG for claim processing GitHub repository From Relational Databases to AI: An Insurance Data Modernization Journey Modernize your insurance data models with MongoDB and Relational Migrator

April 18, 2024