← InterSystems
InterSystems role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Data platform and interoperability software that helps large healthcare and finance organizations connect, store and use data.
Who you'd be calling
CIOs, CTOs, data and integration leaders, and IT directors at hospitals, health plans and financial institutions
Your opener
“Hi [Name], this is [You] from InterSystems. I know I'm calling out of the blue. We help large healthcare and finance organizations connect their systems and make their data usable. Do you have a quick moment to tell me how you handle that today?”
Problems you solve for them
- Data is stuck in separate systems that do not talk to each other
- Applications slow down as data volume grows
- Healthcare and finance organizations need data to move securely and reliably
Discovery questions to ask
- How do your clinical or business systems share data today?
- What is the biggest headache with integration or data speed right now?
- Who decides on data platform or integration projects?
Objections they'll throw at you
“I'm busy.”
→ Of course, I'll be quick. Is connecting data across systems something on your plate this year? When would be a better time for 10 minutes?
“We're not interested.”
→ Understood. Is that because your data setup is working well, or because projects are set for this year?
“We already have a vendor for that.”
→ That makes sense, big organizations usually do. What's working well with it, and what would you change if you could?
“Send me an email.”
→ Sure. What should I focus on, integration, data platform or something else? And could I follow up after you've read it?
Competitors worth knowing
Rhapsody, Oracle
Interview tips for this company
- This is an enterprise sale with long cycles and many stakeholders. Practice asking who else is involved in the decision.
- Learn basic words like 'interoperability' (systems sharing data) and say them in plain terms so you sound credible without sounding technical.
Written from public information about InterSystems to help you practice. Ask an insider what their role play looked like; it's the best prep there is.