I assume someone involved wants to launch a subscription product, yeah. And that person probably doesn't care about hearing how subscription products are really great.
But since this is B2B, it's pretty likely that not everyone at the buyer's company is convinced on the project and looking to buy a product. They might want to in-house everything, or not want a subscription product, or just be someone up the chain who doesn't know about the topic at all yet. It's one of the weirdest things about enterprise sales - it's not just informing people that products like yours exist, or pitching your merits over competitors. Instead, it tends to mean bolstering the business case someone at the company is already making.
(Actually, that might well be why the guy at the start of the story failed. I've seen people sell their product to employees as the best option for their needs, then lose out because management decides there's no need at all.)
But since this is B2B, it's pretty likely that not everyone at the buyer's company is convinced on the project and looking to buy a product. They might want to in-house everything, or not want a subscription product, or just be someone up the chain who doesn't know about the topic at all yet. It's one of the weirdest things about enterprise sales - it's not just informing people that products like yours exist, or pitching your merits over competitors. Instead, it tends to mean bolstering the business case someone at the company is already making.
(Actually, that might well be why the guy at the start of the story failed. I've seen people sell their product to employees as the best option for their needs, then lose out because management decides there's no need at all.)