← Acumatica
Acumatica role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Cloud-based ERP software to run finance, inventory, sales and operations, with a customer-friendly licensing model.
Who you'd be calling
CFOs, controllers, COOs, and IT leaders at small and mid-sized companies like distributors, manufacturers and services firms
Your opener
“Hi, this is Chris from Acumatica. I know I'm calling unannounced, do you have 30 seconds? I speak with finance and operations leaders at growing companies who are tired of juggling disconnected systems and spreadsheets.”
Problems you solve for them
- Outgrown spreadsheets or old accounting software that don't connect departments
- Slow month-end close and no real-time view of the business
- Legacy systems are costly to maintain and hard to use remotely
Discovery questions to ask
- What system do you use today for accounting and operations?
- How long does month-end close take, and what slows it down?
- Can you see inventory, orders and cash in one place right now?
Objections they'll throw at you
“I'm busy right now.”
→ I understand. Could we do a quick 10 minutes next week? What day is calmest for you?
“We're not interested.”
→ That's fine. Is your current system working well, or just not the right time to look at changes?
“We already have an ERP.”
→ Good to know. What do you wish it did better, and is anything about cost or flexibility frustrating you at renewal?
“Just send me an email.”
→ Sure. So it's useful, what's your industry and system today? Then could we book 15 minutes to go through it?
Competitors worth knowing
NetSuite, Microsoft Dynamics 365 Business Central, Sage Intacct
Interview tips for this company
- Learn what ERP means in plain words: one system for money, inventory, orders and reporting.
- Acumatica sells through partners and talks about its licensing model, so be ready to ask about how licensing is a selling point without quoting prices.
Written from public information about Acumatica to help you practice. Ask an insider what their role play looked like; it's the best prep there is.