Better idea of how to stroke egos. Like allowing AWS to take on the infrastructure frees the client up to do their "innovative work". More empathy about compliance issues, internal politics,etc. Pre written whitepapers the client can use to calm their internal IT security people, etc.

Basically just putting in the work to understand how to sell to that crowd.

I haven't been the formal decision maker they've pitched to, but I have seen that Amazon does have an enterprise sales staff that will help you out with figuring out how to use AWS, send your feedback to the development managers, route technical questions to the right people, fly out to your office to give presentations, and generally be there to solve any problems that come up.

If Google has any enterprise sales people for their cloud tech, I've never seen or heard of them.