Having worked at a large enterprise I agree that there are many good reasons not to target 'us'. However far too many companies are rocking up to sales meetings with large enterprises and have no idea about their actual needs and the scale and problems of selling to large enterprises.
Having also sold to large enterprises, you have to be willing to sometimes spend 3-6 month developing a really obscure feature that will only be used by that one customer to get the sale.
Having also sold to large enterprises, you have to be willing to sometimes spend 3-6 month developing a really obscure feature that will only be used by that one customer to get the sale.