Adam Howatson on Why the Future Is Usage-Based

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 pricingHow to balance finance’s need for predictability with product and sales innovationThe role of mediation engines in scaling usage models successfullyWhen Salesforce Revenue Cloud is not enough for complex billing needsWhy real-time usage data is becoming the fuel for smarter monetization