This is what a discovery should be all about.

The point of that discovery call is working out, is this problem something they actually want to fix? You can actually help them fix, and will they pay for it to be fixed? That's the point of the call. None of it should be about you at this point. They probably shouldn't even know your name. The purpose of that meeting again is to get them to open up, talk about it much like on a cold call, but in more detail with a problem and that particular impact, and then find out if you can fix it. The biggest mistake everyone makes when they start on discos is not taking control. It's a mindset thing. This is your meeting. They're the one with the problem, not you.