Case Study: MongoDB achieves faster outbound prospecting and pipeline growth with DiscoverOrg

MongoDB - Customer Case Study

MongoDB, a New York–based database company founded in 2007, needed to convert large numbers of open-source Community users into paying customers after a shift toward outbound prospecting under new leadership. Many production users weren’t in the CRM, so the sales team needed a reliable way to find “smoke” — signals like marketing interactions, LinkedIn skill mentions and job postings — that indicated a company was using MongoDB.

MongoDB integrated DiscoverOrg into its pipeline-generation process to triangulate decision makers, get direct dials and emails, and train reps to penetrate accounts. DiscoverOrg became a core tool alongside InsideView and ZoomInfo, delivering immediate value—within hours the team pulled direct numbers for key Q4 deals—and is now embedded in onboarding and outbound workflows, materially improving sales efficiency and conversion.

MongoDB

Jason Paquette

Director of Sales Operations