← Cloudflare
Cloudflare role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Cloudflare runs a huge global network that makes websites and apps faster and more secure, with no extra hardware.
Who you'd be calling
IT, security, network and engineering leaders, such as CTOs, CISOs and heads of infrastructure, at companies of all sizes.
Your opener
“Hi [Name], this is [You] from Cloudflare. I know I'm interrupting your day, so can I take 30 seconds to say why I called and you tell me if it's relevant?”
Problems you solve for them
- Websites and apps are slow or go down under heavy traffic or attacks
- Attacks like DDoS and bots hit online businesses constantly
- Securing remote employees and company apps with old hardware is costly and complex
Discovery questions to ask
- How do you keep your website and apps fast and online today?
- Have you had any attacks or outages recently, and how did you handle them?
- How are you securing access for remote or hybrid employees?
Objections they'll throw at you
“I'm busy right now.”
→ No worries, I'll be brief. Is website speed or security something you're looking at this year? If so, can we set 10 minutes for later this week?
“We're not interested.”
→ Understood. Out of curiosity, what would you do if your site went down for an hour tomorrow?
“We already use another provider.”
→ That's great, you've got a baseline. What do you wish it did better, and would you be open to a quick comparison?
“Just send me an email.”
→ Happy to. So it's useful, is your bigger concern performance, security or cost?
Competitors worth knowing
Akamai, Fastly, Zscaler
Interview tips for this company
- Cloudflare sells to everyone from small sites to big enterprises, so ask early which kind of company you're calling.
- Learn the basic idea of a CDN (copies of a site stored close to users) and be able to say it in one sentence.
Written from public information about Cloudflare to help you practice. Ask an insider what their role play looked like; it's the best prep there is.