Episode Overview In this episode of The Margin, Andrew Dailey, Managing Director at MGI Research, sits down with Adam Howatson, CEO of LogiSense, to analyze the structural evolution from flat-fee subscription models to sophisticated usage-based pricing. Driven by market wide subscription fatigue and macroeconomic pressure, B2B and B2C vendors are increasingly forced to align realized Read More...

Episode Overview In this episode of The Margin, Managing Director Igor Stenmark sits down with Grant Peterson, Chief Product Officer at Conga, to dissect the profound operational disruption and intense market hype surrounding Generative AI in Contract Lifecycle Management (CLM). Drawing on his extensive product engineering background, including his tenure as the driving force behind DocuSign’s Read More...

Episode Overview In this episode of The Margin, Andrew Dailey, Managing Director at MGI Research, analyzes the friction points of back-office infrastructure with Jane Koltsova, Senior Director of Finance Operations and Order-to-Cash (O2C) Transformation at Medidata Solutions. Drawing from her tenure managing revenue operations through complex scaling cycles at Salesforce and PagerDuty, Koltsova discusses the strategic Read More...

Episode Overview In this episode of The Margin, MGI Research Managing Directors Andrew Dailey and Igor Stenmark dismantle the rampant hyperbole and commercial positioning surrounding Artificial Intelligence within enterprise billing and financial systems. As technology vendors aggressively market “AI-native” billing solutions, enterprise buyers face significant uncertainty regarding true operational readiness, total cost of ownership (TCO), and Read More...

Episode Overview In this episode of The Margin, MGI Research Managing Director Andrew Dailey sits down with Jagan Reddy, Founder and CEO of RightRev, to analyze the acute structural friction placed on corporate accounting teams by the rapid rise of consumption-based monetization. While high-volume consumption mechanics power the top-line valuations of market leaders like Snowflake and Read More...

Episode Overview In this episode of The Margin, MGI Research Managing Director Andrew Dailey sits down with Eric Carrasquilla, CEO of Vendavo, to dissect the critical operational inefficiencies governing B2B price optimization and commercial execution. While global enterprises routinely invest millions in product R&D and market launch infrastructure, the actual mechanism of setting and defending price Read More...

In this episode of The Margin, MGI Research Managing Director Igor Stenmark sits down with Youssef Yaghmour, CEO and Founder of BluLogix, to explore the evolving challenges of monetization for multi-channel enterprises. They discuss the limitations of ERP systems, the role of AI in revenue prediction, and BluLogix’s six pillars of intelligent revenue management. From Read More...

Episode Overview In this episode of The Margin, MGI Research Managing Director Andrew Dailey sits down with Tien Tzuo, CEO and founder of Zuora and the originator of the “subscription economy,” to examine why subscription models alone no longer adequately describe how modern businesses create and capture value. As AI, usage-based services, and increasingly fragmented customer Read More...

In this episode of The Margin, MGI Research Managing Directors Andrew Dailey and Igor Stenmark speak with Dan Brown, Chief Product Officer at Celonis, about the true impact of generative AI on professional services. Is it an existential threat, or a powerful accelerant? Drawing on experience at Microsoft and leading PSA vendors, Dan unpacks where Read More...

In this episode of The Margin, Andrew Dailey, Managing Director at MGI Research, speaks with Puneet Gupta, CEO and Founder of Amberflo, and a key architect behind Amazon Web Services’ early consumption billing systems. They explore what it takes to succeed with usage-based pricing, from cultural alignment and metering infrastructure to flexible billing models and Read More...

In this episode of The Margin, Andrew Dailey, Managing Director at MGI Research, sits down with Praful Saklani, CEO and Founder of Pramata, to unpack the untapped value hidden in enterprise contracts. Despite major investments in CLM systems, most companies still can’t answer basic questions about their agreements. Saklani explains why legacy tools fall short, how Read More...

In this episode of The Margin, Andrew Dailey, Managing Director at MGI Research, speaks with Dr. Michael Wu, Chief AI Strategist at PROS, about what other industries can learn from decades of airline experience in dynamic pricing and revenue optimization. Dr. Wu shares insights on building trust in AI, leveraging data to drive price precision, and Read More...

In this episode of The Margin, Andrew Dailey speaks with John Stame, veteran enterprise architect and business systems leader with over 35 years of experience at Atlassian, Microsoft, and Chevron. John shares hard-won lessons from helping Atlassian scale from $100M to several billion in revenue while evolving from a pure product-led growth (PLG) model to a Read More...

In this episode of The Margin, Andrew Dailey speaks with Conga CEO Noel Goggin about how AI is reshaping enterprise software and why speed is becoming the ultimate competitive advantage. Drawing on his experience leading Conga and navigating multiple technology transitions, Noel explains why seat-based SaaS models are under pressure, how companies can rapidly test new Read More...

In this episode of The Margin, Andrew Dailey speaks with Mark Walker, CEO of Nue, about how AI is reshaping revenue infrastructure, pricing strategy, and the future of SaaS. Mark explains why traditional software moats are eroding, why distribution and data are becoming the new sources of defensibility, and how AI-native companies are forcing every Read More...

In this episode of The Margin, Andrew Dailey speaks with Todd McElhatton, Chief Financial and Operating Officer at Zuora, about how AI is reshaping software business models, finance operations, and the economics of SaaS. Todd explains why AI-driven usage models are putting pressure on traditional seat-based pricing, why “systems of record” require precision rather than probabilistic Read More...