Pitching a BI solution to companies with no BI means you will usually have to "educate" them as to the needs and benefits of using BI. It seems obvious to you, but they have gotten along without it for this long.

Think of your prospects on three levels:
1 - The Client is the organizational client. As others have already stated do a bit more work to define the size, industry, revenue size and location of these corporates.
2 - The Buyer: this is the person in the company who will make the decision. With Enterprise you are selling to a group of people, identify the key driver and build a relationship with that person. Ask a lot of questions about the company's strategic goals and his/her own responsibilities internally.
3 - The End User: the buyer is usually utilizing your BI solution (or maintaining the relationship with your agency) for the benefit of their own internal client, the front office. Know who your buyer is serving.

Example:
Client - Law Firms
Buyer - Chief Knowledge Officer or Practice Administrator
End Client - Attorneys