Luis Brito, former CRO of ALLPLAN, explains why moving from perpetual software licenses to subscriptions requires far more than a pricing change. It means rethinking sales compensation, team structures, KPIs, and how the business delivers ongoing customer value.
In this episode, Luis shares what leaders need to plan for, how to get customers and teams on board, and why sticking with the transition matters when results become harder to measure.
⏱️ Timestamps
00:00 – Why software companies are moving to subscriptions
01:21 – The business case for a subscription based business model
02:34 – Why subscription is an operating model transformation, not a pricing change
05:40 – From big bookings to recurring revenue and specialized sales teams
08:28 – Why customer value doesn't end when the deal closes
11:43 – Transformation fatigue: how to get teams to commit to change
17:02 – Three lessons for leaders moving to subscriptions
20:00 – The three traits elite sellers still need
What you'll take away:
- Why traditional sales metrics change during a subscription transition
- How sales roles shift from closing deals to driving recurring revenue and account growth
- Why shared KPIs help teams stay aligned around customer outcomes
- How leaders can communicate the value of change and maintain commitment
This conversation is for B2B sales leaders, sales enablement professionals, and go-to-market teams navigating recurring revenue, commercial transformation, and the shift toward long term customer value.
👤About Luis Brito
Luis Brito has over 20 years of experience growing enterprise technology businesses across Europe, the Americas, and Asia. Most recently, he served as Chief Revenue Officer at ALLPLAN, where he helped lead the shift toward subscription-based models and reshape the commercial operating model. Previously, he held commercial leadership roles at Nemetschek and PTC, spanning sales, customer success, business operations, and strategic partnerships.
Connect with Luis Brito on LinkedIn: https://www.linkedin.com/in/luisbrito/
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
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