How Bland scaled to 10,000 inbound leads on Default

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.