How much will they be able to use your products to improve their current landscape.
Who, what, and why are they using to currently fulfill the needs that you can. Also, find out why they are looking (if they are) for a replacement.
Is this person the honcho who will pay you, a researcher who is gleaning information, or an influencer who is looking to help?
Find out if the company is ready to switch solutions and that the budget is there.