As usual, Jassey noted that, "We have a pretty wide customer base ranging from start-ups to enterprises." But when asked about the differences between large and small customers, he responded:
Large customers aren't starting from ground zero. They have a pretty significant infrastructure. They have legacy software they have to figure out how they're going to migrate. What we're seeing is they pick a couple of projects to run as pilots. What they find is the value proposition is attractive from the standpoint of not having to run that muck yourself, from a scale perspective and from a time to market perspective. We can provision servers in minutes vs. weeks. For them to even to get a server takes eight to 12 weeks. This way they can run the test, see what they can peel off and they start to build a year or two plan to peel off parts of their infrastructure.
But for startups:
It's so hard to get funding from VCs that [these services are] a huge benefit to start-ups. They don't have to spend that CapEx on a data center or co-location or servers. It's a huge advantage to turn CapEx into a variable expense. They also don't have to deal with a legacy infrastructure. They're building their services directly on our infrastructure.
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