← Instructure
Instructure role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Maker of Canvas, a learning management system, plus tools for assessment, mastery and credentials for schools and companies.
Who you'd be calling
CIOs, technology directors, curriculum leaders and deans at school districts, colleges and universities, and learning leaders at companies.
Your opener
“Hi [Name], this is [You] with Instructure, the company behind Canvas. I'm reaching out because many schools are rethinking how they manage online learning. Do you have a minute?”
Problems you solve for them
- Teachers and students need one dependable place for courses and grades
- Schools struggle to show whether students are actually mastering skills
- Switching or running many learning tools gets expensive and confusing
Discovery questions to ask
- Which learning platform does your district or school use today?
- When does your current contract come up for renewal?
- How do teachers and students feel about the tools they have now?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I know schedules are packed. Could I get a short call on your calendar for next week?
“Not interested.”
→ Totally fine. Are you already happy with your learning platform, or is a change not on the table right now?
“We already use something for this.”
→ Many schools do. How well is it working for teachers and students, and when does it come up for review?
“Just send me an email.”
→ Happy to. Are you looking at K-12, higher ed or workplace training, so I send something relevant?
Competitors worth knowing
Blackboard, D2L Brightspace, Moodle, Schoology
Interview tips for this company
- Know the buyer types: K-12, universities and businesses all buy differently. Mention which one you'd target first and why.
- Public-sector buying is slow with contract cycles and budgets, so show patience and that you'd ask about renewal timing.
Written from public information about Instructure to help you practice. Ask an insider what their role play looked like; it's the best prep there is.