Enterprise sales requires paying salespeople for their network of potential customers and time to reach them. The sales cycle is long and risky for companies th

Enterprise sales requires paying salespeople for their network of potential customers and time to reach them. The sales cycle is long and risky for companies that can't absorb the cost of the sales salary and time to get revenue. Unless you have a ridiculously good relationship with a handful of organizations or a perfect system for fitting into existing infrastructures, it's a big mistake to care about selling something to those organizations. AWS is popular because it's free for companies with a high potential for getting big (like YC companies) and they can absorb the costs of the sales cycle.