← Guardz
Guardz role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A cybersecurity platform that lets IT service providers protect, monitor and insure their small business clients in one place.
Who you'd be calling
Owners, founders and heads of services at MSPs (outsourced IT companies) serving small and mid-size businesses.
Your opener
“Hi, it's Sam from Guardz. I know I'm calling out of the blue. Do you have 30 seconds to hear why I called, and then you can tell me if it's worth a chat?”
Problems you solve for them
- Juggling many separate security tools for each client
- Clients want security but can't afford a big security team
- Hard to prove security value and win more security revenue
- Cyber insurance and compliance questions keep coming up
Discovery questions to ask
- What do you use today to secure your clients' email, devices and cloud apps?
- How many separate tools does your team log into to manage that?
- How do you handle clients who ask about cyber insurance or compliance?
Objections they'll throw at you
“I'm really busy right now.”
→ Totally get it. I'll be quick: we help MSPs cover more security with fewer tools. Can I send two lines and grab 15 minutes later this week?
“We're not interested.”
→ Fair enough. Most MSPs I talk to say that before we compare notes. Out of curiosity, is security already a big part of what you sell to clients?
“We already have a security stack.”
→ Good, that means you take it seriously. Many MSPs still stitch several tools together. Would it be worth a short look to see whether one platform could simplify that?
“Just send me an email.”
→ Happy to. So it's actually useful, what's the one security headache your clients bring up most? Then I'll send something that fits.
Competitors worth knowing
Huntress, Blackpoint Cyber
Interview tips for this company
- Learn what an MSP is and why it makes money from recurring client fees. Your buyer is the IT provider, not the end business.
- Know the 'Secure & Insure' idea: security plus cyber insurance in one platform. Be ready to explain it in one simple sentence.
Written from public information about Guardz to help you practice. Ask an insider what their role play looked like; it's the best prep there is.