← Pulse
Pulse role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that turns messy PDFs and scans into clean, structured data, with SOC 2, HIPAA and GDPR compliance.
Who you'd be calling
Heads of Engineering, AI/ML leads, Data and Operations leaders at enterprises that process lots of documents (finance, healthcare, insurance, legal)
Your opener
“Hi [Name], this is [You] from Pulse. I'll be upfront that this is a cold call. Do you have a minute? We help teams turn messy PDFs and scans into clean data, and I'm curious how your team handles that today.”
Problems you solve for them
- Staff retype data from PDFs and scans by hand, which is slow and error-prone
- Basic OCR tools break on complex tables, forms and handwriting
- AI projects stall because the input documents are messy and unreliable
Discovery questions to ask
- What kinds of documents does your team process most, and roughly how many a month?
- How does that data get from the document into your systems today?
- When extraction gets something wrong, what does it cost you to catch and fix it?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll keep it short. Do you have a spot of time later this week for 10 minutes, or should I try someone else on your team?
“We're not interested.”
→ Understood. Out of curiosity, is document data entry just not an issue for your team, or is it handled already?
“We already use something for this.”
→ That makes sense, a lot of teams do. How well does it handle messy things like scans and complex tables? That's usually where tools struggle.
“Just send me an email.”
→ Sure thing. Which type of document would be most useful to see an example for? That way I send something relevant, not a generic note.
Competitors worth knowing
Reducto, Textract (AWS), Azure Document Intelligence, Google Document AI
Interview tips for this company
- Learn the simple idea: input is a messy document, output is clean, usable data. Practice explaining it to a non-technical person.
- Expect both technical and ops buyers. Ask who owns document workflows rather than assuming. Mention compliance (SOC 2, HIPAA) as a trust point, not a pitch.
Written from public information about Pulse to help you practice. Ask an insider what their role play looked like; it's the best prep there is.