← Thatch
Thatch role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A platform that helps employers offer ICHRA health benefits: set a budget, and employees pick their own plans.
Who you'd be calling
Owners, CEOs, HR leads and finance leaders at small and mid-sized employers offering or considering health insurance.
Your opener
“Hi [Name], this is [You] from Thatch. We help employers control health benefit costs by setting a fixed budget and letting employees pick their own plan. Is health insurance renewal something on your mind this year?”
Problems you solve for them
- Group health plan costs keep rising every renewal
- One-size-fits-all plans don't fit every employee
- Hard to budget healthcare costs and manage benefits admin
Discovery questions to ask
- How do you offer health insurance today, and how did your last renewal go?
- How happy are your employees with the current plan options?
- Have you heard of ICHRA, or looked at other ways to manage costs?
Objections they'll throw at you
“I'm busy.”
→ No worries. When does your renewal come up? I could call back a few weeks before it.
“Not interested.”
→ Fair enough. Is your current plan working well for both cost and employee satisfaction?
“We already use something for this.”
→ Makes sense. Who's your broker or provider today, and has your premium gone up much recently?
“Send me an email.”
→ Sure. Is it more useful to see how costs compare or how employees pick plans?
Competitors worth knowing
Take Command, Zorro, Venteur
Interview tips for this company
- Learn what ICHRA stands for (Individual Coverage Health Reimbursement Arrangement) and how it differs from a group plan, in one simple sentence.
- Know that renewal timing drives these buyers, so practice asking 'when is your renewal?'.
Written from public information about Thatch to help you practice. Ask an insider what their role play looked like; it's the best prep there is.