← Glimpse
Glimpse role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
AI software that helps consumer goods brands manage retailer deductions, recover lost revenue, and match incoming payments automatically.
Who you'd be calling
Controllers, finance directors, AR and cash application managers, and heads of finance at mid-size CPG brands.
Your opener
“Hi Jen, this is Sam from Glimpse. We help CPG brands automatically sort and dispute retailer deductions, so finance teams get back money that would otherwise be written off. Is chasing deductions something your team spends a lot of time on?”
Problems you solve for them
- Retailers short-pay invoices with deductions that take hours to research and dispute
- Valid deductions go unchallenged, so money is lost permanently
- Matching payments to invoices by hand slows down the books and wastes finance time
Discovery questions to ask
- How do you handle deductions from retailers today, and who owns that work?
- Roughly how much of those deductions do you end up disputing versus writing off?
- How long does it take to match a payment to the right invoices?
Objections they'll throw at you
“I'm busy, it's close to month-end.”
→ Of course, that's the worst time to call. I'll be brief: is deductions a big drag on your close? If so, can we find 15 minutes next week after the close?
“We're not interested.”
→ Fair, I'm calling cold. Most finance teams aren't shopping for tools, they just hate losing money on invalid deductions. Does some of that happen on your side?
“We already have a process (or a vendor) for deductions.”
→ Good to hear you have one. What percentage of deductions still get written off because there isn't time to dispute them? That's usually where teams find upside.
“Send me an email.”
→ Happy to. Would it help most to see how it handles deductions, cash application, or both? And could we put 15 minutes on the calendar to go through it together?
Competitors worth knowing
HighRadius
Interview tips for this company
- Learn the terms: deductions, short-pay, chargebacks, trade promotions, cash application, and which retailers commonly issue them.
- From the profile you can say they launched in April 2024 and have 200+ customers. Don't add other numbers or customer names.
- Pitch the money angle first: recovered revenue gets finance leaders' attention faster than time saved.
Written from public information about Glimpse to help you practice. Ask an insider what their role play looked like; it's the best prep there is.