← Elastic
Elastic role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Elastic, maker of Elasticsearch, sells search, observability and security tools to find and act on large amounts of data.
Who you'd be calling
IT Directors, Heads of Engineering, Security (SOC) managers, and Search/Platform leads at mid-size to large companies
Your opener
“Hi Morgan, this is Alex from Elastic. We help teams search through huge amounts of data fast, whether that's for security, system monitoring or customer-facing search. Can I ask how your team handles that today?”
Problems you solve for them
- Employees and customers cannot find information quickly in huge piles of data
- Security teams struggle to spot threats fast across many systems
- Teams juggle separate tools for search, logs and security
Discovery questions to ask
- How does your team currently search through logs or company data when something goes wrong?
- How many separate tools do your security and IT teams use for this?
- Is search on your website or app something you're looking to improve?
Objections they'll throw at you
“I'm busy right now.”
→ No problem. When is a better 10 minutes this week?
“We're not interested.”
→ That's fine. Just so I know, is finding data quickly not a priority for your team, or is it already working well?
“We already use Splunk or Datadog.”
→ Good tools. Some teams look at Elastic to lower costs or combine tools. Is cost or tool sprawl a topic for you?
“Send me an email.”
→ Sure. Is your focus more on search, security or monitoring so I send the right thing?
Competitors worth knowing
Splunk, Datadog, Algolia, OpenSearch
Interview tips for this company
- Elastic does three things (search, observability, security), so find out which team the job covers and focus your pitch there.
- The profile is thin, so read Elastic's website before the interview and learn one real use case.
Written from public information about Elastic to help you practice. Ask an insider what their role play looked like; it's the best prep there is.