In this episode of The Margin, Andrew Dailey of MGI Research speaks with Adam Howatson, CEO of LogiSense, about the rising shift from subscription to usage-based pricing models. As the architect behind the “usage economy,” Howatson shares what businesses gain when they move away from flat-fee pricing—highlighting customer retention, monetization flexibility, and cross-sell potential. They also explore the importance of mediation engines, the limits of Salesforce Revenue Cloud, and how real-time data powers product and pricing decisions. If you're rethinking how to price and scale in a consumption-driven world, this is a must-listen.

What You’ll Learn in this Episode:

• The benefits and pitfalls of adopting usage-based pricing
• How to balance finance’s need for predictability with product and sales innovation
• The role of mediation engines in scaling usage models successfully
• When Salesforce Revenue Cloud is not enough for complex billing needs
• Why real-time usage data is becoming the fuel for smarter monetization

In this episode of The Margin, Igor Stenmark speaks with Grant Peterson, Chief Product Officer at Conga, about how generative AI is reshaping Contract Lifecycle Management (CLM). Grant shares his perspective on where GenAI adds real value, where it falls short, and how companies can responsibly integrate AI into their workflows. Drawing on his experience at Conga and as a former product leader at DocuSign, Grant explores the promise and pitfalls of AI in contract management, the evolving role of machine learning, and what buyers need to know to stay ahead in this fast-changing space.

What You’ll learn in This Episode:

• Where generative AI is already changing CLM, and where it isn’t ready yet
• How AI and machine learning complement each other in contract workflows
• What risks and costs to weigh before bringing AI into sensitive legal processes
• How to evaluate vendor claims about AI capabilities
• Why the next 12–24 months will be pivotal for AI-driven CLM innovation

In this episode of The Margin, MGI Research Managing Directors Andrew Dailey and Igor Stenmark explore one of the hottest, and most misunderstood, topics in enterprise tech: AI in billing. They break down real-world use cases for generative AI and machine learning, assess what’s table stakes versus experimental, and explain how AI is already impacting customer service, fraud detection, and quote-to-cash timelines. They also offer a framework for evaluating vendor claims, discuss risks around data privacy and governance, and tackle the big question: Should you wait or act now?

What You’ll Learn in this Episode:

• The difference between table stakes, differentiated, and experimental AI use cases in billing
• Practical applications of generative AI and machine learning in quote-to-cash processes
• How AI can shorten billing system implementations and reduce disputes
• Key questions to ask vendors about data handling, privacy, and costs
• Why waiting on AI adoption may carry more risk than reward

In this episode of The Margin, Andrew Dailey of MGI Research sits down with Jane Koltsova, Sr. Director of Finance Operations and Order to Cash Transformation at Medidata Solutions. Drawing on her experience at Salesforce and PagerDuty, Jane unpacks the critical, but often overlooked, role finance plays in scaling SaaS businesses. From revenue recognition and system upgrades to cross-functional collaboration and attracting finance talent, she shares hard-won insights on transforming order-to-cash into a strategic growth engine. If you think accounting is just about compliance, this conversation will change your perspective.

What You’ll Learn in this Episode:

• How finance can drive growth by transforming order-to-cash processes
• Lessons from Salesforce and PagerDuty on scaling through acquisitions and new revenue models
• Ways to break down silos and build stronger partnerships between finance, sales, product, and IT
• How to spot the right time to upgrade systems and move beyond spreadsheets
• Strategies for attracting, developing, and retaining top finance talent