← Finite State
Finite State role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Finite State helps device makers find and manage security risks in their products and software supply chain.
Who you'd be calling
Product security leaders, CISOs, and engineering heads at device makers like medical, industrial and connected-device companies.
Your opener
“Hi Chris, this is Alex from Finite State. I know I'm calling cold, do you have a minute? We help device makers see what's inside their software and find security risks, and I wanted to ask how your team handles that today.”
Problems you solve for them
- Hidden vulnerabilities in third-party and open-source code inside devices
- New rules and customers demand proof of what's in your software
- Security teams are stretched and drowning in alerts
Discovery questions to ask
- How do you track what third-party and open-source code is in your products?
- Are customers or regulators asking you for software transparency?
- Who owns product security: a dedicated team, or engineering?
Objections they'll throw at you
“I'm busy.”
→ I understand. Can I take 30 seconds to explain why I called, or should I try you later this week?
“Not interested.”
→ Fair enough. Is product security already covered, or is it just not a priority right now?
“We already have a security tool.”
→ Good to hear. Does it cover the software inside your devices and supply chain, or mostly your IT systems?
“Send me an email.”
→ Of course. What's your biggest product security concern, so I send something that fits?
Competitors worth knowing
Cybellum, NetRise, ONEKEY
Interview tips for this company
- The job post says BDRs work with AEs on ABM and strategic accounts. Be ready to talk about researching accounts and mapping the buying group.
- Learn simple terms like SBOM and software supply chain, and explain them in plain words.
Written from public information about Finite State to help you practice. Ask an insider what their role play looked like; it's the best prep there is.