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