November 12, 2025

Navigating Co-opetition: From Rivals to Allies

46 minutes

Figuring out co-opetition, especially with the hyperscalers, is one of the biggest challenges in partnering today. That’s why the number one top listened to Channel Journeys episode over the past 12 months is this one I had with Alan Chhabra. At the time of the interview, he was Executive Vice President of Worldwide Partners and International Sales at MongoDB. And he had figured out how to turn potential rivals into powerful allies.

Our conversation delves deeply into the challenges and successes MongoDB has faced in navigating partnerships with hyperscalers like Microsoft, AWS, and Google – all while simultaneously competing with them.

Alan sheds light on the nuanced strategy of “co-opetition” – where competition meets cooperation – and how MongoDB has managed to leverage partnerships for growth. This episode is essential listening for business executives and partnership leaders looking to understand the intricate balance of competition and collaboration in today’s technology-driven market landscape.

KEY TAKEAWAYS

Here are five important lessons I learned from my discussion with Alan Chhabra about managing partnerships and navigating the competitive landscape:

Customer-Centric Focus in Strategy Decisions: Listening to customer demands is crucial. When faced with the decision to lean into or pull away from hyperscaler partnerships, MongoDB chose to strengthen those partnerships based on customer preferences. Customers wanted the flexibility to use MongoDB on platforms like Azure, prompting MongoDB to prioritize integration and collaboration over direct competition.

Value of Strategic Product Integration: Alan highlighted that the first step toward a successful partnership with hyperscalers was making MongoDB products highly integrated and seamless to use. Their strategy focused on creating robust product experiences, such as integrating with Azure’s AI stack and Power BI, making their offerings irresistible to customers looking for functionality beyond native hyperscaler products.

Effective Utilization of Marketplaces: Alan pointed out the importance of leveraging cloud marketplaces, where strategic partnerships can flourish. The compelling benefits for customers and sales teams alike lie in how marketplace transactions allow for retiring commitments and enhancing the purchasing process’s simplicity. This approach also served to add value for the hyperscalers involved, providing them with broader revenue streams through product attachment.

Creating Mutual Financial Incentives for Success: A crucial element in MongoDB’s partnership strategy involved ensuring mutual financial benefit. Alan discussed how demonstrating a marketplace sale’s potential to attach additional Microsoft services added immense value, ensuring not only MongoDB’s growth but also incentivizing Microsoft’s sales teams to collaborate.

Evolving Toward Partnership Over Competition: Throughout our conversation, Alan illustrated the evolution from a predominantly competitive relationship to a partner-driven one. By proving the value of cooperation through measurable successes and mutual benefits, MongoDB has positioned itself as a preferred partner within the hyperscaler ecosystem, successfully balancing competition with collaboration.

LINKS & RESOURCES

Connect with Alan on LinkedIn

Listen to a Channel Pro Panel on the Impact of Hyperscalers on the Partner Ecosystem

The post Navigating Co-opetition: From Rivals to Allies first appeared on Channel Journeys.

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