← Ellucian
Ellucian role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that runs the daily operations of colleges and universities: student records, admissions, finance, and HR.
Who you'd be calling
CIOs, IT directors, registrars and student-services leaders at colleges and universities.
Your opener
“Hi [Name], this is [You] from Ellucian. We work with colleges and universities on the systems behind student records and enrollment. Do you have a quick minute to tell me how your campus handles that today?”
Problems you solve for them
- Old systems that are hard to update and keep running
- Student data spread across many disconnected tools
- Pressure to improve enrollment, retention and the student experience
Discovery questions to ask
- What system does your campus use today for student records and registration?
- How easy is it for staff to get a full picture of a student in one place?
- What's on your technology plan for the next couple of years?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, budgets and semesters keep you moving. When is a better time this week for a quick two-minute call?
“We're not interested.”
→ No problem. Is that because your systems are working well, or because a change isn't on the radar right now?
“We already have a system in place.”
→ That makes sense, most schools do. How well does it connect with your other campus tools, and is anything frustrating for staff or students?
“Send me an email.”
→ Sure thing. To keep it relevant, who else on campus would care about this, and what would you most want it to cover?
Competitors worth knowing
Workday, Oracle, Anthology, Jenzabar
Interview tips for this company
- Learn higher-ed words like registrar, enrollment, retention and SIS (student information system).
- Know that public-sector sales cycles are long and involve many people, so the SDR's goal is a first conversation, not a sale.
Written from public information about Ellucian to help you practice. Ask an insider what their role play looked like; it's the best prep there is.