How Unify captured $7M inbound pipeline with Default

Challenge

As Unify grew, the team discovered that their workflow of sending demo requests directly to Slack wasn't sustainable. What had worked for handling a few leads per week was now creating a revenue bottleneck, with the team spending hours weekly on researching, qualifying, and reaching out to inbound leads.

With just one sales rep and a founder handling sales, the inefficient routing system was already causing problems. Unify knew they needed a solution before expanding their sales team. Though the growth team created a temporary fix using a Webflow form, Calendly scheduling, and numerous Zapier automations syncing to Salesforce, it wasn't enough.

As the growth team began managing account ownership for meeting scheduling and routing, they realized they needed a more scalable solution—especially with an upcoming fundraising announcement. This is when Default stepped in.

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Solution

Use case #1: Automating inbound scheduling & routing

Unify's first major win was automating inbound with fast scheduling, accurate routing, real-time enrichment, and proper CRM data hygiene. Default captured inbound pipeline that Unify's team generated and provided a much easier way to own any routing or scheduling logic changes without managing multiple solutions.

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Default built for Unify this workflow:

• Upon form submission, a lead is enriched, qualified, and routed to the right queue
• Default checks for existing accounts in Salesforce, then updates or creates a new one
• In just a few seconds after form submission, Default displays the right rep's calendar
• After the meeting is booked, Default creates an opportunity in Salesforce and notifies a rep on Slack
• If the meeting is not booked, Default triggers an Unify follow-up sequence

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Use case #2: Outbound scheduling CRM automation

After automating Unify's inbound funnel, the Default team built out additional workflows to support their outbound efforts. As reps started to book more outbound demos, routing, assignments, enrichment, and CRM data hygiene took too much of the sales teams' time.

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Here is how Unify automated outbound scheduling:

• Once prospects schedule a time using the Default scheduling link, Default checks for an existing account
• If an existing account is found, Default updates the record with up-to-date enrichment data and rep's name
• If there is no account found, Default creates a new one based on the prospect's email and enrichment information
• Each meeting is then reflected as a Salesforce event, and a new outbound opportunity

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Results

Thanks to Default, Unify was able to build a scalable inbound and outbound scheduling infrastructure that helped them capitalize on a massive fundraising announcement. During the weeks following the Series A announcement, Unify scheduled and routed over 500 inbound opportunities, generating over $7M in pipeline.

By implementing a proper inbound infrastructure well ahead of the announcement, Unify was able to increase their inbound conversion rates and prepare for the most successful outcomes of marketing activity without worrying about misrouted leads, poor scheduling systems, and lack of CRM data hygiene.