← Fortinet
Fortinet role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Sells firewalls and security tools that protect company networks, plus related security services.
Who you'd be calling
IT Security Managers, Network Engineers, CISOs and IT Directors at mid-size and large companies, plus managed service providers.
Your opener
“Hi [Name], this is [You] from Fortinet. I know I'm calling out of the blue. Do you have 30 seconds? I'm calling security and network leaders about how they protect their networks without adding more complexity.”
Problems you solve for them
- Cyberattacks keep rising and teams fear a breach
- Many separate security tools are hard and costly to manage
- Network security can slow down the network or be hard to scale
Discovery questions to ask
- What are you using today to protect your network and your remote users?
- How many different security tools does your team manage?
- When does your current firewall come up for renewal or replacement?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll be quick. Is there a 15-minute slot later this week that works better?
“We're not interested.”
→ Understood. Is that because your security setup feels solid, or because nothing is up for review right now?
“We already use Palo Alto or Cisco.”
→ Those are well-known names. When your contract is up, would you be open to a side-by-side comparison on price and performance?
“Just send me an email.”
→ Of course. To keep it relevant, are you more focused on firewalls, remote access, or consolidating tools?
Competitors worth knowing
Palo Alto Networks, Cisco, Check Point, Zscaler
Interview tips for this company
- Learn a few plain terms: firewall, network security, zero trust and SD-WAN. You don't need to be technical, but you must not freeze on them.
- Security buyers are skeptical and get lots of calls, so practice staying calm and curious when they push back.
Written from public information about Fortinet to help you practice. Ask an insider what their role play looked like; it's the best prep there is.