Re: Aren't we there already?
I'd disagree with both of those statements, actually. It's true that there are a lot of firms that have freemium or ramped pricing, but many do not. And it's not just Oracle and VMware -- there are a number of startup payments providers (I mentioned Zuora in the piece, but also Aria Systems) and database vendors that need to be working with developers, but don't do anything to enable them.
Also, if you are a startup, you're nuts to have the attitude, "man, I won't charge Wells Fargo much, because they'll be a great reference customer!" You want Wells Fargo as a customer because they'll get massive value (because they're so big), *and* because they can pay a lot. You don't want to kill of a large amount of your potential revenue by giving stuff away to the biggest players.