In this episode of The Margin, MGI Research Managing Director Igor Stenmark speaks 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 GenAI delivers real value, where it falls short, and how firms can adopt a “pragmatic AI” strategy focused on impact, ease of deployment, and closed-loop feedback. They also explore the risks of AI hallucinations, pricing pressure, and why automation doesn’t replace trust.
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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 managing channel complexity to minimizing revenue leakage, Youssef shares practical insights for companies modernizing their monetization strategy in today’s fast-paced digital economy.
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In this episode of The Margin, Andrew Dailey, Managing Director of MGI Research, sits down with Zuora CEO and founder Tien Tzuo, the originator of the “subscription economy,” to explore his latest vision: Total Monetization. They discuss how modern business models are shifting from static pricing to dynamic, relationship-based monetization strategies. Tien shares insights on usage-based billing, scaling complexity, future-proofing your tech stack, and why monetization must be holistic and customer-centric. If you're navigating the transition to flexible, consumption-driven models, this conversation is a must-listen.
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In this episode of The Margin Podcast, Andrew Dailey of MGI Research speaks with Jagan Reddy, Founder and CEO of RightRev, about the mounting pressure on finance teams as businesses adopt consumption-based models. Drawing on decades of experience in revenue automation, Reddy explores the collapse of spreadsheet-based rev rec, the hidden risks of poor data quality, and why modern CFOs must champion quote-to-revenue transformation. From pricing strategy to contract flexibility and AI-powered scalability, this episode offers a roadmap for finance leaders looking to future-proof their monetization stack.
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In this episode of The Margin, Andrew Dailey speaks with Eric Carrasquilla, CEO of Vendavo, about the evolving discipline of pricing and its impact on business profitability. Eric shares how generative AI is transforming price optimization, why domain expertise matters more than ever, and what’s driving success for enterprise B2B companies in volatile markets. From the challenges of data governance to shortening time-to-value and enabling smarter selling, Eric outlines how Vendavo is helping companies unlock margin growth, and why pricing is no longer just a back-office function but a strategic growth lever.
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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.
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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.
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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?
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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.
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