← OneSpan
OneSpan role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Security software that protects digital banking logins and transactions, plus electronic signature tools for agreements.
Who you'd be calling
CISOs, heads of digital banking, fraud and security leaders, and IT directors at banks and large enterprises.
Your opener
“Hi, this is Taylor from OneSpan. I know I'm catching you cold. We help banks and large companies keep customer logins secure and make signing agreements faster, and I wanted to ask how you handle that today?”
Problems you solve for them
- Fraud and account takeover attacks on customers and apps
- Customers hate slow or clunky logins and signing steps
- Paper-based or manual agreements slow down deals and onboarding
Discovery questions to ask
- How do your customers log in and approve transactions today?
- How much of your agreement or signing process is still manual or on paper?
- Is fraud or customer friction a bigger priority for your team this year?
Objections they'll throw at you
“I'm in the middle of something.”
→ Of course, I'll be brief. Is customer login security or digital signing more on your plate right now?
“We're not interested.”
→ Understood. Is that because your security and signing setup already feels solid, or just not a priority at the moment?
“We already use another vendor.”
→ That makes sense, most banks have something in place. How happy are you with it on both security and customer experience?
“Send me some information.”
→ Will do. So I send the right thing, is your bigger interest security for logins or e-signature for agreements?
Competitors worth knowing
DocuSign, Entrust, Okta
Interview tips for this company
- OneSpan has two sides, security and e-signature. Know both well enough to ask which one matters to the buyer.
- Banking buyers care about trust and compliance, so sound calm, careful and professional.
Written from public information about OneSpan to help you practice. Ask an insider what their role play looked like; it's the best prep there is.