This is a great post by Todd Jaquez-Fissori of Siemens VC on the realities and a few traps that small companies get into as they seek to sell to the large enterprise.  If you have never taken a new product to the enterprise market from a small/unknown company, this post does a great job of providing a bit of insight into how much "fun" the process can be.  Bottom line – know your customer’s problem.  The technology/features of your product are important but you better be laser focused on a pressing problem and do everything possible to avoid committee buying.