In this episode of The Margin, Andrew Dailey, Managing Director at MGI Research, sits down with Praful Saklani, CEO and Founder of Pramata, to unpack the untapped value hidden in enterprise contracts. Despite major investments in CLM systems, most companies still can’t answer basic questions about their agreements. Saklani explains why legacy tools fall short, how AI, especially generative AI, can revolutionize contract intelligence, and why this shift must be viewed as a business-wide transformation. From pricing and renewal optimization to risk management and revenue growth, this episode is a wake-up call for C-level leaders.

What You’ll Learn in This Episode:

• Why most CLM investments fail to deliver insight beyond basic document storage
• How fragmented contract data undermines pricing, renewals, and margin expansion
• Why contract intelligence is a CEO-, CFO-, and CRO-level monetization issue, not just a legal one
• Where generative AI delivers real value in contract analysis (and where the hype breaks down)
• How enterprises can unlock revenue, cost savings, and negotiation leverage from existing contracts

In this episode of The Margin, Andrew Dailey, Managing Director at MGI Research, speaks with Puneet Gupta, CEO and Founder of Amberflo, and a key architect behind Amazon Web Services’ early consumption billing systems. They explore what it takes to succeed with usage-based pricing, from cultural alignment and metering infrastructure to flexible billing models and real-time visibility. Gupta breaks down why usage, not price, is the true system of record, and why CIOs are uniquely positioned to lead this shift. If you’re rethinking how to monetize innovation, this conversation offers a clear roadmap.

What you'll learn in this episode:

• Why usage—not price—must become your system of record
• The metering foundations required to scale consumption models
• How prepaid, hybrid, and pay-as-you-go models really work in practice
• The cultural shifts needed to make usage-based pricing succeed
• Why CIOs are uniquely positioned to lead the move to usage and AI-ready monetization

In this episode of The Margin, MGI Research Managing Director Igor Stenmark speaks with Dan Brown, Chief Product Officer at Celonis, about the true impact of generative AI on professional services. Is it an existential threat, or a powerful accelerant? Drawing on experience at Microsoft and leading PSA vendors, Dan unpacks where GenAI delivers real value, where it falls short, and how firms can adopt a “pragmatic AI” strategy focused on impact, ease of deployment, and closed-loop feedback. They also explore the risks of AI hallucinations, pricing pressure, and why automation doesn’t replace trust.

What You’ll Learn:

• Why GenAI is both an accelerant and a risk for services firms
• Where AI actually delivers value in professional services today
• Why trust, opinion-based work, and counterfactual thinking remain stubbornly human
• How rising expectations, tooling overload, and talent shortages are shaping AI adoption
• The “Pragmatic AI” framework used inside leading services and software organizations