Right; it's part of what we sell. Let's say a prospective customer comes to AWS. They say, "I like pay-as-you-go pricing. Tell me more about that." We say, "Okay, here's how much you can use at peak capacity. Here are the savings we can see in your case." Then the company says, "How do I know that I'm secure on AWS?" And this is where the heat turns up. This is where we get them. We say, "Well, let's take a look at what you're doing right now and see if we can offer a comparable level of security." So they tell us about the setup of their data centers. We say, "Oh my! It seems like we have level five security and your data center has level three security. Are you really comfortable staying where you are?" The customer figures, not only am I going to save money by going with AWS, I also just became aware that I'm not nearly as secure as I thought. Plus, we make it easy to migrate and difficult to leave. If you have a ton of data in your data center and you want to move it to AWS but you don't want to send it over the internet, we'll send an eighteen-wheeler to you filled with hard drives, plug it into your data center with a fiber optic cable, and then drive it across the country to us after loading it up with your data.
What? How do you do that?
We have a product called Snowmobile. It's a gas-guzzling truck. There are no public pictures of the inside, but it's pretty cool. It's like a modular datacenter on wheels. And customers rightly expect that if they load a truck with all their data, they want security for that truck. So there's an armed guard in it at all times. It's a pretty easy sell. If a customer looks at that option, they say, yeah, of course I want the giant truck and the guy with a gun to move my data, not some crappy system that I develop on my own.
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