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
What is The Margin?
The Margin is a podcast from MGI Research that explores the evolving world of business monetization. Hosted by MGI Managing Directors Andrew Dailey and Igor Stenmark, the show features candid conversations with founders, CEOs, product leaders, and industry experts at the forefront of pricing, billing, and revenue operations. Each episode dives deep into the strategies, technologies, and trends shaping how companies generate, capture, and grow revenue—from subscription and usage-based models to AI-driven monetization. Whether you're in finance, product, or IT, The Margin offers practical insights to help you navigate complexity and drive growth in the digital economy.