← Flexera
Flexera role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that helps companies track and control their software licenses, IT assets, and cloud spending.
Who you'd be calling
CIOs, IT asset managers, FinOps leads, and procurement or IT finance teams at large enterprises.
Your opener
“Hi, this is Chris from Flexera. I know I'm calling out of the blue, got 30 seconds? We help IT teams find wasted software and cloud spend, and avoid surprise bills from vendor audits.”
Problems you solve for them
- Overspending on software licenses nobody uses
- Cloud bills that keep growing and are hard to explain
- Audit surprises from software vendors and security gaps in old software
Discovery questions to ask
- How do you keep track of all the software and licenses your company pays for?
- Who owns the cloud bill, and how well can you explain where the money goes?
- Have you ever been hit with a surprise software audit or true-up bill?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll be quick. Can I ask one question about how you track software spend, and then you can decide if it's worth more time?
“We're not interested.”
→ Fair enough. Just curious, is IT cost something you feel you have a good handle on, or is it still a bit of a black box?
“We already have a tool for that.”
→ Good, so you know the value of visibility. Does it cover software licenses and cloud costs together, or are those handled separately?
“Send me an email.”
→ Sure. So I make it useful, which matters more to you right now: cutting license waste, controlling cloud costs, or audit risk?
Competitors worth knowing
ServiceNow, Snow Software, Apptio, CloudHealth
Interview tips for this company
- Understand the plain idea of 'shelfware' (software paid for but not used), since it's an easy story to tell on a call.
- Know that Flexera sells to different people, IT, finance, and procurement, so practice adjusting your pitch to each.
Written from public information about Flexera to help you practice. Ask an insider what their role play looked like; it's the best prep there is.