Adam Howatson on Why the Future Is Usage-Based
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Adam Howatson on Why the Future Is Usage-Based
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About this listen
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
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