← Pendo
Pendo 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 how people use a product and guides them in the app to boost adoption.
Who you'd be calling
VPs and Directors of Product, Heads of Product Operations, and Customer Success leaders at software companies.
Your opener
“Hi [Name], this is [You] from Pendo. I know I'm calling out of the blue, have 30 seconds? I talk with product leaders who aren't sure which features customers really use, and I wanted to see if that's something you're working on.”
Problems you solve for them
- Product teams don't know which features customers actually use
- New users get lost and don't adopt the product
- Hard to prove which product work drives revenue and retention
Discovery questions to ask
- How do you currently find out which features your customers use and which they ignore?
- How do new users learn to use your product today?
- How do you connect product usage to renewals or revenue?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll be quick. Would a short 15-minute call later this week work better for you?
“We're not interested.”
→ Fair enough. Just curious: do you feel you have good visibility into how customers use your product today?
“We already use another analytics or onboarding tool.”
→ That's helpful to know. What do you like about it, and where does it fall short for your team?
“Just send me an email.”
→ Sure. What's the biggest product challenge on your plate right now, so I tailor it?
Competitors worth knowing
WalkMe, Appcues, Userpilot
Interview tips for this company
- Understand 'product adoption' in plain words: getting people to actually use and keep using the product.
- Pendo sells to product people, so practice talking about features, users and onboarding rather than technical details.
Written from public information about Pendo to help you practice. Ask an insider what their role play looked like; it's the best prep there is.