While traditional software vendors chase upfront commitments, MongoDB has pioneered a different path. Under Stuart Francis's leadership, their zero-dollar offer (freemium) strategy has transformed how MongoDB Atlas is discovered, adopted, and scaled to enterprise clients. By leveraging consumption-based signals and AWS collaboration, MongoDB has achieved triple-digit marketplace growth while processing thousands of transactions quarterly. This innovative go-to-market approach is reimagining how technology companies align their teams, leverage partnerships, and create value through innovative consumption-based models.

 Stuart Francis is the Senior Director, WW Cloud GTM Programs at MongoDB, leading global partnerships with AWS, Microsoft, and Google to drive strategic growth and revenue acceleration. With deep expertise in cloud ecosystems and go-to-market strategies, he plays a pivotal role in scaling MongoDB’s cloud partnerships.
A recognized leader in the industry, Stuart is known for building high-impact business strategies, optimizing partner collaboration, and mapping technology to customer needs. His experience in enterprise sales, partner-led growth, and cloud marketplace acceleration makes him a trusted advisor and speaker in the cloud and partnerships space.

• How MongoDB's strategic freemium marketplace offering on AWS drives faster adoption and measurable revenue growth.
• Proven techniques to convert free users into paying customers through optimized usage-based pricing models.
• Best practices to align your go-to-market with AWS co-sell motions for maximum success.
• Data-driven methods to track, measure, and boost customer adoption at every stage of the journey.
• Actionable frameworks that any ISV can use to build a high-performing Marketplace growth engine.

Richard Jean-Felix is a seasoned professional with a strong background in Cloud Marketplaces, Finance, and Global Partnerships. With extensive experience in Marketplace architecture, Co-Sell innovation, and Alliance partnering, Richard has consistently demonstrated a commitment to excellence and innovation. His career is marked by recently joining WorkSpan as the Cloud Marketplace Architect, reflecting a dedication to driving success and fostering growth within organizations. Richard's strategic vision and leadership have been instrumental in establishing marketplace GTM in over 9 different countries.