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.

What you’ll learn in this episode:

• Why subscriptions are no longer enough — and how total monetization redefines modern business models
• How pricing evolves from fixed transactions to relationship-based value creation
• Why automation and agile infrastructure are essential to scale flexible pricing and packaging
• How finance, sales, and customer success must align to support continuous monetization
• Why companies that fail to adapt risk being outpaced by AI-driven competitors and market change

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. 

What you’ll learn in this episode:

• Why spreadsheet-based revenue accounting can’t keep up with consumption models
• How finance can bridge the gap between sales, billing, and revenue recognition
• The critical role of data quality and automation in modern rev rec
• Why CFOs must lead finance technology investment to scale efficiently
• How pricing, delivery, and contract flexibility shape monetization success

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.

What You’ll Learn in this Episode:

• Why pricing is the fastest way to boost profit.
• The hidden roadblocks stopping companies from modernizing pricing.
•  How GenAI is redefining price optimization.
•  Why industry expertise beats generic software every time.
•  How Vendavo turns pricing into a growth engine.

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