← Bonterra
Bonterra role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software for nonprofits to raise money, manage cases and run corporate giving programs.
Who you'd be calling
Executive directors, development directors, fundraising managers and program managers at nonprofits and foundations
Your opener
“Hi [Name], this is [Your Name] from Bonterra. I know nonprofit teams are stretched thin, so I'll keep it short: we help organizations manage fundraising and programs in one place. Do you have a quick minute to tell me how you track donors today?”
Problems you solve for them
- Fundraising data is spread across too many tools
- Small teams spend too much time on manual donor tracking
- Hard to show funders the impact of their money
- Managing clients and cases without a good system
Discovery questions to ask
- How do you track donors and donations right now?
- How do you report on impact to funders or your board?
- How much staff time goes to manual data work each week?
Objections they'll throw at you
“I'm busy right now.”
→ I completely understand, nonprofit teams wear many hats. What's a better time this week for a quick 5-minute chat?
“We're not interested.”
→ That's okay. Out of curiosity, are you happy with how you track donors and report on impact today?
“We already use something for that.”
→ Good to hear. How well does it connect fundraising with program and impact data?
“Just send me an email.”
→ Sure. Are you more focused on fundraising, case management, or reporting, so I can send the right thing?
Competitors worth knowing
Blackbaud, Salesforce Nonprofit Cloud, Neon One
Interview tips for this company
- Learn the nonprofit basics: donors, grants, funders, board reporting, and tight budgets.
- Be warm and mission-minded. Nonprofit buyers respond to people who care about their cause.
- Remember Bonterra covers three areas (fundraising, case management, corporate giving), so ask what the buyer needs before you pitch.
Written from public information about Bonterra to help you practice. Ask an insider what their role play looked like; it's the best prep there is.