← Airship
Airship role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that lets brands send push notifications, texts, emails and in-app messages to customers on mobile and web.
Who you'd be calling
VPs/Directors of Marketing, Digital, CRM, Mobile Product and Customer Engagement at large consumer brands (retail, media, travel, finance)
Your opener
“Hi, this is [Name] with Airship. I know I'm catching you out of the blue, do you have a quick minute? We help brands reach customers with the right message across app, text and email, and I wanted to see how your team handles that today.”
Problems you solve for them
- Messages across app, email, SMS and web feel disjointed to customers
- Hard to personalize messages at scale and prove they drive revenue
- Customers ignore generic push notifications and stop opening the app
Discovery questions to ask
- Which channels do you use to reach customers today: app push, SMS, email?
- How do you decide who gets which message, and when?
- How do you measure whether those messages actually drive purchases or repeat visits?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll be brief. Can I grab two minutes next week instead? What day works better?
“We're not interested.”
→ Understood. Many marketing leaders say that before they see how much customer engagement they might be leaving on the table. Can I ask how you're reaching app users today?
“We already use something for messaging.”
→ That makes sense, most brands have a tool already. Does it handle app, SMS, email and wallet messages in one place, or do you stitch tools together? Worth a short side-by-side look?
“Just send me an email.”
→ Sure thing. So it's relevant, which channel matters most to your team right now? And could we set 15 minutes to go over it after you've read it?
Competitors worth knowing
Braze, Iterable, MoEngage, OneSignal
Interview tips for this company
- Use the Alaska Airlines, BBC and Home Depot examples from their profile, and have a short story of how a push notification can bring someone back to an app.
- Know the difference between push, SMS and email in plain terms, and when a brand would use each.
Written from public information about Airship to help you practice. Ask an insider what their role play looked like; it's the best prep there is.