A global customer is very different than a regional installation. Sounds simple, yet some integrators believe that scaling an existing application or business model is all that is required in selling global accounts. Some folks even discount the importance of the IT organization to the process of deploying security policy at all.
The global customer is not for everyone. At this level of end user, you must understand business goals and their IT infrastructure to succeed. Doing this effectively through partnerships can produce huge revenues. Electronic Data Systems (EDS) provides integrators with a blueprint for selling globally through understanding the vision of their own internal security organization.