← AppDirect
AppDirect role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A platform that lets companies sell and manage subscriptions to software and services through online marketplaces and partner channels.
Who you'd be calling
VPs and Directors of Digital Products, Partnerships, or Channel at telcos, distributors, and tech providers that resell software.
Your opener
“Hi Sam, this is Alex from AppDirect. I know I'm calling out of the blue. Do you have 30 seconds to hear why I called, and then you can tell me if it's worth continuing?”
Problems you solve for them
- Selling cloud products through partners is slow and relies on manual work
- Billing for subscriptions across many channels is messy
- Launching a marketplace in-house takes a long time and costs a lot
Discovery questions to ask
- How do you sell software or services to customers and partners today?
- What happens when you want to add a new product or sales channel? How long does it take?
- How do you handle billing and renewals for subscription products right now?
Objections they'll throw at you
“I'm busy right now.”
→ Totally fair, I'll be quick. Would it help if I sent two lines on what we do and tried you again Thursday morning?
“We're not interested.”
→ No problem. Can I ask what you use today to sell subscriptions through partners, so I know if I'm even in the right area?
“We already have a system for this.”
→ Good, then you've already thought about it. What's the one thing you wish it did better, like launching new channels faster?
“Just send me an email.”
→ Happy to. So I send you something useful, is your bigger priority marketplace sales, billing, or partner channels?
Competitors worth knowing
CloudBlue, Zuora
Interview tips for this company
- Learn the words 'subscription commerce', 'marketplace', and 'channel partners' and be able to explain them simply.
- Remember the buyer is an enterprise, so show you can be polite and persistent with senior people and handle a gatekeeper.
Written from public information about AppDirect to help you practice. Ask an insider what their role play looked like; it's the best prep there is.