Fix your funnel guide: 35 fixes that doubled our MQL to Opp rate

Runway is a next-generation FP&A platform that enables businesses to model, plan, and collaborate seamlessly across their teams. Brandon Penn, Head of Marketing, leveraged his experience from Flexport, Shopify, and Twilio to grow Runway’s revenue. He upgraded HubSpot scheduling and forms with Default, increasing conversions and automating inbound lead qualification.

Before Default: Zapier & ChatGPT

Stitched & Manual: Runway’s inbound flow relied on Zapier and stitched together a multi-stage workflow with Typeform, custom code, Clearbit enrichment, and data parsing using ChatGPT.

Time-consuming: Without a cohesive system, scaling and managing leads was difficult. The Runway team spent a lot of time sending manual follow-ups to demo requests.

Hyper-growth With Default

Inbound Lead Qualification: Default instantly enriches leads the moment they fill out the demo form, enabling qualified prospects to schedule meetings directly. This process eliminates the need for Runway's sales team to manually follow up via email.

Increased Conversions: Real-time enrichment, qualification, and scheduling not only saved the Runway team hours on manual processes but also had a real impact on increasing inbound conversions.

Revenue Operations Support: With Default, Runway has a dedicated marketing operations success team that is just one Slack message away.

Conclusion

Runway streamlined its operations by consolidating multiple tools—scheduling, enrichment, qualification, and CRM updates—into one integrated platform using Default.

Book a demo to see how Default helps early-stage companies like Runway focus less on marketing operations so they can focus on growing faster.