[joshuaellinger]

If possible, find out who is going to be there and what their top three pain points are. Focus on showing the person(s) in the room that you are relevant to the problems they personally face -- IT has totally different concerns from Marketing.

Your goal in the first meeting is to get the second meeting. Thus, it doesn't do you a lot of good to have them think they understand what you offer (especially if they get it wrong). You want them to need to talk to you before they make any decisions. This all points to focusing on the problem and convincing them that you _can_ solve rather than explaining how you solve it.