← Fastly
Fastly role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Fastly gives businesses an edge cloud that makes websites and apps faster and safer by running closer to users.
Who you'd be calling
Engineering leaders, VPs of infrastructure, CTOs and security heads at digital businesses like media, e-commerce and software companies.
Your opener
“Hi [Name], this is [You] from Fastly. I know I'm calling out of the blue, so do you have 30 seconds for me to say why, and then you decide if we keep talking?”
Problems you solve for them
- Slow pages and laggy apps cost customers and sales
- Traffic spikes and attacks can knock sites offline
- Engineers want more control over how content is delivered and cached
Discovery questions to ask
- How do you deliver your site or app to users today?
- What happens to performance during your busiest traffic moments?
- How do you protect your apps from bots and attacks?
Objections they'll throw at you
“I'm busy right now.”
→ Completely get it. I'll be fast: is website speed important to your business? If yes, when's a better time for a 10-minute chat?
“We're not interested.”
→ Fair. Before I go, how much would a slow or down site hurt you during a busy day?
“We already have a CDN.”
→ Makes sense, most teams do. How happy are you with the speed and control you get from it today?
“Just send me an email.”
→ Sure. So I send the right thing, are you more focused on speed, security or developer control?
Competitors worth knowing
Akamai, Cloudflare, Amazon CloudFront
Interview tips for this company
- Fastly's customers are often technical, so brush up on terms like CDN, latency and caching and explain each in plain words.
- The company profile is thin, so read Fastly's website before the interview and note two or three things they say they do.
Written from public information about Fastly to help you practice. Ask an insider what their role play looked like; it's the best prep there is.