← Lighthouse
Lighthouse role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that shows hotels what competitors charge and how demand looks, so they can price rooms better.
Who you'd be calling
Revenue managers, general managers, directors of sales and owners at independent hotels, hotel groups and chains.
Your opener
“Hi Jordan, this is Alex from Lighthouse. We help hotels see what competitors are charging and where demand is heading, do you have a quick minute to see if that's useful for you?”
Problems you solve for them
- Hotels guess at room prices and leave money on the table
- Teams can't easily see competitor rates and market demand in one place
- Data sits in many spreadsheets and reports, which wastes hours every week
Discovery questions to ask
- How do you decide on your room rates today, and how often do you change them?
- How do you keep track of what nearby hotels are charging?
- How much time does your team spend pulling reports each week?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll be brief. Can I send a calendar invite for 10 minutes later this week when you're less slammed?
“We're not interested.”
→ Fair enough. Just so I understand, are you happy with how you set prices today, or is it more about timing?
“We already use a revenue tool.”
→ Good to hear you're already data-driven. What do you wish that tool did better, or would you be open to a quick side-by-side look?
“Just send me an email.”
→ Sure thing. To make it relevant, are you more focused on competitor rates, demand forecasting, or saving reporting time?
Competitors worth knowing
OTA Insight, Duetto, IDeaS, STR
Interview tips for this company
- Learn basic hotel terms: occupancy, ADR (average daily rate) and RevPAR (revenue per available room). Using them correctly makes you sound credible.
- Be ready to explain why the pitch fits a hotel of any size, since buyers range from small independents to large chains. Prepare a few questions for each.
Written from public information about Lighthouse to help you practice. Ask an insider what their role play looked like; it's the best prep there is.