lots of traditional on-premise software companies let their people sell both the legacy big-ticket software as well as the lower-priced subscription offering. You can guess which option was more popular with the sales team. In big companies, this is probably the most popular way to kill a nascent subscription service that we’ve seen. And even if you had a captive sales team selling just your new offering (congrats to you!), you’ll want to keep that group small at first.
