My other experience in selling into the larger enterprises would have had to come in once Entrust bought our company. Entrust is considered an SME because they have below 500 people. We sold to large banks, the U.S. government, the Canadian government, etc. They have a way of dealing with the barriers to entry into those places. You have certain focal points in those organizations, such as the CIO, the chief compliance officer, the chief security officer, etc. As soon as you start talking to them, they'll get the director of IT involved. The people who would actually take your solution and use it get involved in the cycle.
In the Canadian government, you have to go through the whole process first. What's interesting is that there are now companies that have been formed to teach you how to get over all these little shenanigans and twisted ways to actually win a contract with the Canadian government. If somebody wants to buy something, he targets the RFP for the particular company he wants to buy it from. Once that happens, it's not a fair process anymore. We have competed in situations like that where we're the last ball that's thrown in, and then we win the technology battle, but not the actual political battle.