Revamp inbound with easier routing, actionable intent, and faster scheduling

Challenge

As Plain prepared to announce its Series A, the team realized their inbound funnel wasn’t built to scale. Every prospect was sent to a generic scheduling link, with no way to follow up with leads who didn’t book, no routing logic, and no attribution data tied to form submissions.

They considered patching things with a form and scheduler, but it lacked flexibility, didn’t support enrichment, and forced them to ask for too much information upfront. The customer experience suffered.

Plain needed a better way to capture and convert inbound demand. That’s when they discovered Default - a platform that qualifies, routes, and schedules meetings from a single email field.

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Solution

Use case #1: Automate inbound scheduling

Plain went from a scheduling link to a fully operational inbound growth system in a matter of hours. A contract was signed at 7 PM and by 10 PM, the Plain & Default team finished the implementation process of automating inbound scheduling, routing, enrichment, and custom Slack notifications.

Thanks to Default's workflow builder and shared Slack channel support, the implementation only took a few hours. Yet, it saved Plain hundreds of hours on follow-ups and scheduled hundreds of demos from a successful funding announcement.

Now, the new process routes demo requests into two separate queues: high-priority and low-priority. Since Plain’s GTM team is lean, showing more availability for more qualified customers significantly impacts win rates and speed-to-lead for great-fit prospects.

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Use case #2: Grow self-serve revenue from demo requests

Thanks to Default, Plain unlocked a new revenue stream they didn't know existed. The team was able to send non-sales qualified leads to sign up for a self-serve plan and pay without talking to sales.

A month after the implementation, Plain has a solid self-serve flow running, which means their sales team can spend time nurturing larger companies through white-glove onboarding.

Today, Plain leverages Default waterfall enrichment to qualify and route demos to an appropriate go-to-market staff member or a self-serve signup flow, all from one single email field on the website.

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Results

Plain's first major win was turning a new funding round announcement into a pipeline-generating event by capturing demand and converting it into demos on the team's calendar. Thanks to Default, the process from start to finish only took 3 hours, yet it facilitated for 100s of demos scheduled following the announcement.

The second win came from unlocking a new revenue stream and product-led motion that got Plain 10 new customers, which they would have missed without Default. Plain's GTM team fully integrated their tech stack and synced all essential go-to-market data into Attio through a partnership that launched in just 3 hours—and continues to operate at high velocity today.

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Challenge

As Equals was transitioning from product-led to sales-led motion, they need a way to capture and convert demo requests. The team initially try to launch this new go-to-market motion push all form submissions into Salesforce as leads, automate Slack notifications and send out Calendly booking links via Zapier workflows.

Each demo request created more chaos than pipeline. Without CRM enrichment and real-time scheduling, reps wasted time going back and forth with prospects who had already expressed interest in a demo. Since all leads where pushed to Salesforce, their CRM was a filled with objects that lacked context or any usable go-to-market intelligence.

After constantly having to fix Zapier automations, misrouted leads that didn't book a demo, and poor CRM data hygiene, Abbey Minondo, Chief of Staff at Equals decided to look for another solution. This is when Default came around.

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Solution

Use case #1: Automate inbound scheduling

After struggling to manage inbound leads with just Calendly and Zapier, Equals moved their sales-led inbound lead volume to Default. This allowed them to improve website conversions by over 50% from demo requests to qualified meetings booked and dramatically improve pipeline reporting.

Thanks to Default’s workflow builder, fast scheduler, deep CRM integrations and real-time enrichment, Equals was able to stop stitching together Zapier workflows with Salesforce, Slack and Calendly and decrease the amount of time spent on fixing broken workflows.

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Use case #2: Automate outbound scheduling

As the Equals team started scaling outbound prospecting efforts, they turned to Default to automate outbound scheduling. They created a workflow that would enrich every meeting with real-time enrichment, check for existing account or lead owner, and round-robin if there was no owner.

Thanks to Default, Equals was able to update CRM and leverage AI to summarize activity and add deep research to newly created opportunities, giving the team better context on which campaigns are working from and what’s driving pipeline that converts to revenue.

This workflow took 30 minutes to set up and potentially saved hundreds of hours of sales team's time that would have been spent on manual data entry, routing, and scheduling management.

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Results

Like many fast-growing companies migrating off of the Zapier, Calendly & Salesforce combo, unlocked a new go-to-marker efficiency Equals. Thanks to Default, the team was able to build a scheduling and routing infrastructure that helped them launch new go-to-market motions effectively.

By leverage Default’s real-time enrichment, faster scheduling, and more accurate routing for inbound scheduling Equals was able to increase website conversions by 50%. Default allowed Equals team to efficiently scale the sales team headcount without scaling complexity and adjust go-to-market strategy faster without worrying about breaking lead flow.

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Challenge

When a new marketing leader joined Rootly, the team needed to quickly implement technology to scale their marketing efforts. Liza Dukhova, RevOps Manager at Rootly, took charge of managing inbound operations.

Their process relied on a complex web of tools: HubSpot forms, Chili Piper scheduling, Salesforce workflows, and numerous Zapier automations. As marketing channels expanded, managing revenue operations became increasingly difficult. More than 5% of leads were misrouted or lost when parts of this cobbled-together workflow failed.

Each demo request followed a convoluted path: it started in HubSpot, moved to Chili Piper for rep routing based on Salesforce data, and then — after a successful booking — another workflow attempted to sync data between the CRMs and create a Salesforce opportunity. This worked in theory, but reality proved messier.

The RevOps team found themselves constantly switching between Salesforce, HubSpot, and Chili Piper — troubleshooting even simple issues required checking multiple systems. With vendors pointing fingers at each other and the team spending full days on troubleshooting, they needed a new solution that could natively support both Salesforce and HubSpot.

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Solution

Use case #1: Automate inbound scheduling

Within weeks of implementing their first workflow, the Rootly team achieved higher inbound conversions and reduced lead drop-off. The team recovered most qualified leads through Default's "meeting not booked" automations when prospects didn't schedule after form submission.

By implementing Default's inbound scheduling and lead follow-up system with automatic Outreach sequence enrollment, Rootly generated 10% more inbound demos within 4 weeks—all supported by the Default team via Slack.

Now, Rootly's inbound flow looks like this:

• After a form submission, Default enriches each lead
• Default then checks for records in Salesforce and HubSpot
• If a lead is unowned, Default round-robins and shows the next person's calendar
• If a lead is owned, the Account owner's calendar is displayed
• After the meeting is booked, Default sends a custom Slack alert with context from all systems
• If the meeting is not booked, Default enrolls a lead into an Outreach sequence and alerts the sales team on Slack

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Use case #2: Route product signups

After implementing Default, Rootly expanded its lead capture methods through content forms and free trial signups to boost pipeline generation. The RevOps team now automatically routes, enriches, and assigns product signups to specific sales representatives. This streamlined workflow has boosted Rootly's product-led pipeline by 15% within two months while enabling the team to support new marketing initiatives more quickly.

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Use case #3: Selective CRM sync

Unlike their previous scheduling tool that was limited to integrating with just one CRM system, Rootly found Default's workflow builder more versatile. The team created a selective CRM sync that automatically transfers marketing attribution data to Salesforce opportunities upon meeting bookings.

With Default, Rootly cut down several hours of weekly troubleshooting time and streamlined their revenue operations processes, boosting overall efficiency for both sales and marketing teams.

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Results

After their previous Chili Piper and Zapier workflows underperformed, Default emerged as the ideal solution for Rootly. The switch delivered impressive results: a 23% improvement in inbound conversion rates, 15% more pipeline from product-led growth, and doubled efficiency in revenue operations.

With Default, Rootly restored control over their fragmented workflows and strengthened collaboration between sales, marketing, and revenue teams.

Challenge

Bland's first marketing launch generated so many inbound leads that the team struggled to keep up. After their initial viral social post, they spent days sifting through hundreds of leads to identify ideal buyers. Their initial inbound workflow relied on a multi-page Typeform that redirected to Calendly, which then sent scheduled meetings to Salesforce through several Zapier workflows.

As Bland started to scale marketing activities, they realized they couldn't rely on multiple solutions to qualify and schedule inbound leads. The lack of visibility into leads who submitted demo requests but never scheduled them was estimated to cost $500,000 in lost pipeline.

With increasing demand for AI tooling and Bland's products, the founders needed to improve their existing inbound operations. Isaiah Granet, Bland's CEO, wanted to solve this problem before their next big marketing campaign, which was expected to generate thousands of inbound demos. This led them to Default.

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Solution

Use case #1: Automated inbound scheduling and qualification

Within hours of getting started on Default, Bland's team created its first workflow that qualified prospects based on real-time enrichment, doubled inbound conversion rates, synced data back to Salesforce, and automatically followed up with leads who dropped off during the demo booking process.

By automating inbound scheduling with Default, Bland's team capitalized on all inbound marketing activities and improved individual rep performance through more accurate routing and qualification.

Thanks to Default, Bland efficiently qualified, routed, and scheduled over 2,000 leads following a viral product announcement on social media — a process that would have been almost impossible without Default.

Now Bland’s workflow looks like this:

• After a form submission, Default enriches the lead with latest company size and revenue metrics
• If a lead matches size and revenue criteria, it’s put thought appropriate a queue
• Within 1/10 of a second after submission, Default shows the scheduler and updates required Salesforce contact and account record
• If a lead doesn’t size and revenue criteria, it’s routed to a self-serve signup and send a slack notification prompting the team to review leads details

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Use case #2: GTM tech stack consolidation

Using Default, Bland built a robust scheduling and routing infrastructure that supported their growth from seed to Series B in just over a year. By bundling forms, demo scheduling, enrichment, AI qualification, and marketing attribution, Bland scaled more efficiently.

Default streamlined Bland's go-to-market operations by consolidating their fragmented tech stack and creating a single source of truth for inbound operations.

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Results

By investing in proper inbound infrastructure, Bland successfully replicated and capitalized on early signs of product-market fit. Thanks to Default, Bland's team increased inbound lead volume 5x in the last 6 months and grew qualified inbound demos nearly 10x.

Default's platform helped Bland save valuable time during their hyper-growth phase, boost inbound conversion rates, and eliminate hundreds of hours of unnecessary revenue operations tasks.

Challenge

As Runway started to gain more demand from CFOs and finance leaders, the initial inbound funnel consisted of the HubSpot form and a few repeatedly breaking Zapier workflows. When Brandon Penn, the Head of Marketing, joined, he knew he needed to increase the efficiency of GTM operations as inbound was driving over 70% of pipeline.

Reps wasted time chasing leads, updating HubSpot, and requiring constant workflow troubleshooting. As Runway started scaling marketing efforts and planned to triple its sales team size, they needed a solution that would help them regain operational control and allow qualified leads to schedule a meeting with a queue of AEs.

The marketing team explored relying on HubSpot's built-in scheduling and workflow functionality but was blocked by a lack of customization and complex routing logic based on contact ownership or enrichment. Runway found themselves in a situation where they needed to hire HubSpot experts just to help manage inbound operations. This is where Default step in.

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Solution

Use case #1: Automated inbound scheduling

Within 24 hours of adopting Default, Runway created their first workflow and retired HubSpot scheduling—thanks to Default's implementation team and ongoing Slack support.

Default’s scheduling and routing allowed the Runway team to build complex routing logic, improve scheduler speed, and book more inbound meetings from demo requests. All within days of getting started on Default.

Now, Runway’s workflow looks like this:

• After a demo submission, Default enriches with Clearbit and ChatGPT to gather additional financial information about the lead’s company
• Default then qualified and looked for existing contact in HubSpot
• If the contact was owned by a rep, their calendar would pop in 1/10 of a second
• If the contact was new, the workflow would round-robin the lead and show the next person’s calendar
• After the meeting was scheduled, Default would notify the rep on Slack, create a HubSpot meeting, and create a task for a rep to review AI sales research
• If the meeting was not booked, Default would trigger an automated Outreach follow-up sequence to convert a lead into pipeline

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Use case #2: Event & webinar pipeline automation

After successfully tripling inbound lead volume with Default, Runway built another workflow that would 10x pipeline generation from events and webinars. As Runway’s marketing team scaled event effort, they needed a way to route, distribute, assign, and convert leads into demos on reps’ calendars.

Runway leveraged Default to automate lead follow-up after a new contact was added to HubSpot from an event or webinar to then enroll into custom event-specific sequences and create engagements to improve ROI tracking of each offline marketing activity.

Here is what Runway has built:

• After a contact was added from an event, Default would see if there has been any recent activity
• If the contact hasn’t been engaged, Default would route to a rep, enroll into a sequence
• If the contact had a recent engagement, Default would alter the contact owner with a customer Slack, including the necessary context for a personalized follow-up

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Results

By implementing Default, Runway was able to efficiently scale their go-to-market motion, triple the size of their sales team, and triple the number of inbound leads. Default allowed Runway to be 10x more effective in managing inbound operations and spinning up new marketing channels.

Default’s white glove onboarding experience and “one Slack away” customer success policy help Runway’s marketing focus on driving a measurable impact on inbound pipeline growth.