← Heron Data
Heron Data role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that uses data and AI to analyze small businesses and speed up underwriting and document processing for lenders.
Who you'd be calling
Heads of credit, underwriting, risk or operations at lenders, fintechs and financial institutions that fund small businesses.
Your opener
“Hi [Name], this is [Your Name] from Heron. I'm calling because we help lenders review small business deals faster and flag the risky ones early. Can I ask how your team handles that review today?”
Problems you solve for them
- Underwriters waste time reading bank statements and documents by hand
- Slow decisions mean good deals go to faster lenders
- Bad deals slip through when checks are rushed or inconsistent
Discovery questions to ask
- How long does it take from a deal arriving to an underwriting decision?
- How much of that time is spent reading documents by hand?
- What kinds of deals most often slip through or get stuck in review?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll be brief. I just want to learn if underwriting speed is a priority. Could we book 15 minutes next week?
“Not interested.”
→ Fair. Is that because your process already runs smoothly, or because new tools are hard to get past compliance?
“We already use something for this.”
→ Makes sense. How well does it handle messy documents and tell you which deals to skip?
“Send me an email.”
→ Sure. To keep it useful, what matters more to you: faster decisions or fewer bad deals?
Competitors worth knowing
Ocrolus
Interview tips for this company
- Learn the basics of small business lending, like what underwriting is and why bank statements matter.
- Stick to the claims in Heron's own description and never make up numbers about accuracy or time saved.
Written from public information about Heron Data to help you practice. Ask an insider what their role play looked like; it's the best prep there is.