← Alarm.com
Alarm.com role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Cloud video surveillance and security systems (OpenEye, owned by Alarm.com) that businesses and security dealers use to watch and protect sites.
Who you'd be calling
Security dealers and integrators, plus facility, IT and loss-prevention managers at schools, hospitals, banks and retail chains.
Your opener
“Hi Sam, this is Alex from OpenEye. I know I'm calling out of the blue. Do you have 30 seconds to tell you why I called, and then you can decide if it's worth a conversation?”
Problems you solve for them
- Old on-site camera systems are hard to manage and keep updated
- Theft and safety incidents are hard to investigate without easy video search
- Managing cameras across many locations is slow and costly
Discovery questions to ask
- How are you handling video security across your locations today?
- When something goes wrong, like a theft, how long does it take to find the right footage?
- Who looks after the cameras and software, your team or an outside integrator?
Objections they'll throw at you
“I'm busy right now.”
→ Totally get it, I'll be quick. Would it be better if I called back tomorrow morning or later this week?
“Not interested.”
→ Fair enough, I'm calling cold. Out of curiosity, is video security just not a priority this year, or is it handled well already?
“We already use a camera system.”
→ Good, then you know what matters in one. Is there anything about it you'd change, like remote access or finding footage faster?
“Just send me an email.”
→ Happy to. So I send you something useful, what's the main thing you want from your video system? And could we pick a time to review it together?
Competitors worth knowing
Verkada, Genetec, Avigilon, Milestone Systems
Interview tips for this company
- Know that OpenEye is part of Alarm.com and sells through dealers and integrators, so you may be calling partners, not end users.
- Learn the basics of cloud vs on-site video systems, and practice explaining them in one simple sentence.
Written from public information about Alarm.com to help you practice. Ask an insider what their role play looked like; it's the best prep there is.