In this episode of The Margin, MGI Research Managing Director Andrew Dailey speaks with Mark Walker, CEO of Nue, to examine how artificial intelligence is reshaping enterprise monetization infrastructure and why the accelerating pace of product, pricing, and business model innovation is forcing organizations to rethink their quote-to-cash technology stack. As enterprises evaluate how to balance continued investment in existing SaaS platforms with growing pressure to fund AI initiatives, the conversation explores why flexibility has become a strategic requirement rather than a product feature.

Drawing on Nue’s experience supporting both AI-native companies and established enterprise software vendors, Walker explains how AI is driving unprecedented experimentation in pricing models, product packaging, and commercial operations. The discussion examines why organizations must support multiple monetization approaches simultaneously, how agentic AI can reduce the operational burden created by constant product evolution, and why future-ready revenue systems must be designed for business models that do not yet exist. The conversation also explores the changing competitive landscape for enterprise software, the evolving role of implementation partners, and why customer agility may become the defining competitive advantage in the AI era.

Key Analytical Takeaways

• AI Is Accelerating Commercial Change: Why the rapid pace of AI innovation is forcing companies to rethink how quickly they can introduce new products, pricing models, and go-to-market strategies, placing new demands on quote-to-cash infrastructure.
• The Rise of Multi-Modal Monetization: How organizations are moving beyond traditional subscription pricing toward combinations of seat-based, usage-based, outcome-based, and hybrid commercial models, requiring significantly greater flexibility across the revenue stack.
• Agentic AI as a Revenue Enabler: Why the greatest near-term opportunity for AI may be helping sales organizations adapt to constant changes in products, pricing, and commercial policies without requiring continuous retraining.
• Enterprise Software’s New Competitive Moats: How AI is changing the basis of competitive differentiation, shifting emphasis away from application functionality alone toward data, flexibility, domain expertise, and customer enablement.
• Building for Revenue Models That Don’t Yet Exist: Why next-generation monetization platforms must prioritize architectural adaptability, allowing organizations to support future pricing strategies and business models that cannot yet be fully anticipated.

Featured Experts

Andrew Dailey | Managing Director, MGI Research

Andrew Dailey is a co-founder and managing partner of MGI Research. Andrew brings his 25+ years of diversified technology and financial services experience working in the enterprise software market and Fortune 500 firms to his clients.

Mark Walker | CEO, Nue

Mark Walker is the CEO of Nue, a provider of agile quote-to-cash and revenue management solutions designed for modern subscription, consumption-based, and hybrid business models. His expertise spans enterprise software, monetization strategy, CPQ, billing, revenue architecture, and the application of AI to next-generation commercial operations.