The Margin

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 outcomes, and...

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 business to operate at a faster clock speed. He...

Episode Overview In this episode of The Margin , MGI Research Managing Director Andrew Dailey speaks with Noel Goggin, former CEO of Conga and board member at Anaplan and Auctane, to examine how artificial intelligence is fundamentally reshaping enterprise software companies. While much of the market conversation has focused on whether AI will disrupt the SaaS business model, Goggin argues that th...

In this episode of The Margin , MGI Research Managing Director Andrew Dailey speaks with John Stame, enterprise architect and former business systems leader at Atlassian, to examine the architectural realities of scaling product-led growth (PLG) businesses. While PLG promises frictionless customer acquisition and self-service monetization, many successful software companies eventually confront a n...

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 accelerating quote times in complex B2B environme...

Episode Overview In this episode of The Margin , MGI Research Managing Director Andrew Dailey speaks with Praful Saklani, CEO and Co-founder of Pramata, to examine why contracts remain one of the largest untapped sources of enterprise intelligence. Despite years of investment in contract lifecycle management (CLM), e-signature platforms, and digital repositories, many organizations still struggle...

Episode Overview In this episode of The Margin , MGI Research Managing Director Andrew Dailey speaks with Puneet Gupta, Founder and CEO of Amberflo and former engineering leader at Amazon Web Services and Oracle, to examine why usage-based monetization has become a foundational capability for modern software companies. While consumption pricing is often viewed as a billing model, Gupta argues that...

Episode Overview In this episode of The Margin , MGI Research Managing Directors Andrew Dailey and Igor Stenmark sit down with Dan Brown, Chief Product Officer at Celonis, to examine one of the most consequential questions facing professional services: Will generative AI fundamentally replace knowledge workers, or will it become another enterprise technology that augments rather than disrupts huma...

Episode Overview In this episode of The Margin , MGI Research Managing Director Igor Stenmark speaks with Youssef Yaghmour, CEO and Founder of BluLogix, to examine why modern revenue management has outgrown the capabilities of traditional ERP systems. As enterprises adopt increasingly complex pricing models, subscription services, usage-based monetization, and multi-channel sales strategies, finan...

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 expectations reshape...

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 AWS, they c...

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 defend...

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 value direct...

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 e-...

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 operatio...

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 d...