← Verkada
Verkada role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Cloud-based security cameras, door access control, and sensors managed from one web dashboard.
Who you'd be calling
IT directors, facilities and security managers, school district administrators, and operations leaders at schools, hospitals, warehouses, retailers, and offices.
Your opener
“Hi [Name], this is [Your Name] from Verkada. I'm calling because we help organizations manage their cameras and door access from one simple online dashboard. Is security something you're responsible for there?”
Problems you solve for them
- Old camera systems need clunky on-site recording boxes that are hard to maintain
- Separate cameras, door locks, and alarms don't talk to each other
- Finding video after an incident takes too long and too many people
Discovery questions to ask
- What do you use today for cameras and door access, and how old is it?
- If something happens on site, how long does it take you to find the right video?
- Who manages the system day to day, and how much of their time does it take?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll keep it short. When would be a better 10 minutes this week?
“We're not interested.”
→ Understood. Just so I know, is that because your current setup is working well or because security isn't a focus right now?
“We already have a camera system.”
→ That makes sense, most people do. How easy is it to pull up video from any location when you need to?
“Send me an email.”
→ Sure thing. Which would be most useful to see: cameras, access control, or how it all works together?
Competitors worth knowing
Genetec, Rhombus, Cisco Meraki
Interview tips for this company
- Know the basic idea of cloud versus on-site recorders. It's the main story, and you should be able to explain it in plain words.
- Try different angles for different buyers: schools care about safety, IT cares about easy management, and operations cares about cost.
Written from public information about Verkada to help you practice. Ask an insider what their role play looked like; it's the best prep there is.