← Cleo
Cleo role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that connects a company's systems with its suppliers, customers, and partners by automating EDI and API data exchange.
Who you'd be calling
IT Directors, Supply Chain and Logistics leaders, and Integration Managers at manufacturers, retailers, and distributors.
Your opener
“Hi Jordan, this is Alex from Cleo. We help companies exchange orders and invoices with partners without all the manual cleanup. Is partner onboarding something your team deals with?”
Problems you solve for them
- Onboarding new trading partners takes weeks or months
- Orders and invoices get stuck because of file errors and manual fixes
- Old EDI systems are hard to maintain and hard to see into
Discovery questions to ask
- How do you exchange orders and invoices with your suppliers and customers today?
- How long does it take to onboard a new trading partner?
- What happens when a file fails or an order gets stuck?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll be brief. Can I take one minute to ask a quick question, or is there a better time later this week?
“We're not interested.”
→ I hear you. Out of curiosity, is partner integration just running smoothly, or is it something that isn't a priority right now?
“We already use something for EDI.”
→ That makes sense, most teams do. How well is it handling new partners and the occasional failed file?
“Just send me an email.”
→ Sure. So it's relevant, are you more focused on EDI, APIs, or onboarding speed right now?
Competitors worth knowing
OpenText, IBM Sterling, SPS Commerce
Interview tips for this company
- Learn what EDI means in plain English: standard electronic documents like purchase orders and invoices.
- Prepare a simple story about a late shipment caused by a data problem, since supply chain people relate to it.
Written from public information about Cleo to help you practice. Ask an insider what their role play looked like; it's the best prep there is.