← Zscaler
Zscaler role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Cloud security that connects users to apps safely using zero trust, replacing old network firewalls and VPNs.
Who you'd be calling
CISO, VP/Director of IT or Network Security, Security Architect at mid-size and large enterprises
Your opener
“Hi [Name], this is [You] from Zscaler. I know I'm calling out of the blue, do you have a minute? We help companies replace VPNs and firewalls with a safer, simpler way to connect people to apps, and I wanted to ask how you secure remote access today.”
Problems you solve for them
- VPNs and firewalls are slow, costly and let attackers move around inside the network
- Remote workers and cloud apps are hard to protect with old tools
- Too many separate security products to manage
Discovery questions to ask
- How do employees connect to your apps when they're remote?
- Are you still running VPNs or hardware firewalls at your offices?
- What worries you most about security as more apps move to the cloud?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll be brief. Could we set 15 minutes later this week, and which day works best?
“We're not interested.”
→ Fair enough. Many security leaders say that until they hear about VPN risks. Can I ask how happy you are with your remote access today?
“We already use something for this.”
→ Makes sense, you need protection in place. Are you using one tool for everything, or several pieces stitched together?
“Just send me an email.”
→ Sure thing. Which would be most useful: how to replace VPNs, or how to cut the number of security tools?
Competitors worth knowing
Palo Alto Networks, Netskope, Cloudflare, Cisco
Interview tips for this company
- Understand 'zero trust' in simple terms: never trust anyone automatically, always verify before giving access.
- Read the Zscaler homepage and note a few words they use often, then use them naturally in the role play.
Written from public information about Zscaler to help you practice. Ask an insider what their role play looked like; it's the best prep there is.