Default

If you asked 5 people across Sales, Marketing, and RevOps this same question, you’ll get 5 different answers: "What defines a good lead?" 🧪 Feel free to run this experiment at your company, curious to hear the results! Aligning on a shared definition of a “good” or “qualified” lead improves almost everything else across GTM. Doing this... * Clarifies who your ICP really is, making it easier to tailor content and campaigns * Defines what form and enrichment data you need * Makes routing rules more precise, which means fewer deals fall through the cracks * Leads to more accurate reporting, so teams know whether they’re actually hitting goals. For teams that want to actually make this happen (not just agree in a meeting and forget about it), Default is one tool I’ve seen handle this well. You set your ICP definitions, and build all your GTM workflows around it. the definition is applied across forms, routing, enrichment, and reporting. Nothing needs to be not re-implemented in multiple tools. Bonus: Get 2 months free on any plan for up to 10 seats ($1500+ value): https://lnkd.in/gpcgJ557

Cortex first looked at Default as a ChiliPiper replacement. They quickly realized LeanData and Rattle were part of the same problem. Not because they failed or weren't "getting the job done". But because they were built for a GTM world that no longer exists. One tool for scheduling. One for routing. One for alerts. One for enrichment. One for updating/matching records. AI duct-taped on. Isolated + Opinionated = None designed to work together in real time. Cortex didn’t rip out their stack. They added a single control layer for a modern GTM foundation. Check it out in our brand new case study, link is in the comments👇 P.S. Huge shoutout to Matt McGonegle. Looking forward to a very long partnership!

Most outbound orgs split themselves into high volume generalists or low-activity specialist This is largely a function of the infrastructure available to BDR teams at scale; the role is highly dependant on evolving datasets, yet there’s often very little exposure to system config on the frontlines In practice, this means the average team is forced to make a major tradeoff: focus on volume while throwing key data to the wayside, or dedicate time to sifting through high-value information while sacrificing speed to action While some teams are advocating for change here (investing more systems resources at the lower rungs of the revenue org), new pains are emerging as highly composable data tools require a ton of admin work, and out-of-the box solutions for signal delivery leave some to be desired I felt these pains personally as we scaled our team. I'm handling segmentation, list building, enrichment, and qualification before passing off batches of records to our reps. The sheer amount of data and duplicative work was driving me nuts and my stack was missing mappings to the CRM and creating a ton of junk (having Ryan on slack happens to be an excellent dupe-tracking automation) Stepping back from the situation for a moment, the majority of this work takes place one of two supersets; data aggregation and record orchestration. Up until this point, I had overdeveloped the aggregation piece (aka my Clay instance) and was neglecting reliable pipelines for orchestration of records across teams and tools This started to show cracks once our BDR team hit velocity and began consuming more data, faster. It quickly it became obvious that in order to provide the same attention to detail on the preparatory steps of the workflow, I needed to abstract away as much routing and record orchestration logic as possible I’m consistently returning to Default to handle high-volume workflows creating, enriching, updating, routing, and sequencing records at scale Attached is a workflow receiving payloads of ICP startups that visit our site, with qualification in place to decide whether we’re assigning a lead to a rep for manual outreach or auto-enrolling them into a sequence with AI copy I’m hosting a webinar on Tuesday Dec 16th to review this along with some other outbound flows we’re running - deanonymized traffic qualification and assignment, deep CSV list parsing, and automated task creation from gong call triggers Link in the comments to sign up 😁

Excited to unveil our updated website at Default.com. And, a story about finding your identity as a growing/changing company. We launched Default 25 months ago after building the first version of the product over the course of 18 months plus 6 months of beta testing. Our thesis was pretty simple: if you want to compete with Salesforce eventually, you can't build a point solution ⎯ you have to build the minimum viable platform architecture from Day 1. Our answer was unifying a fragmented, universally-hated workflow in the broader go-to-market engine: the inbound SDR workflow. Every one of the 50+ companies we talked to about the problem was unhappy. Some had inbound SDRs manually qualifying and reaching out to inbound leads. Others had stitched together half a dozen tools to handle forms, scheduling, routing, and more. No one was happy. Everyone wanted something better. The first version of the product was a suite of tools for automating the inbound lead workflow: a form builder, a scheduling product, round-robin routing, and a workflow canvas that had built-in enrichment and integrations with the go-to-market tools everyone we knew used. But over time, our customers asked for more... More workflow triggers. More scheduling use cases. More enrichment. More integrations. And we listened, built, and improved. As the number of use cases customers started using us for skyrocketed, it got harder for us to put ourselves in a box. We went through countless iterations of positioning and messaging ideas, but eventually went back to what mattered: our customers. The one common theme we heard? That revenue teams want to feel like they're in control. They want to stop firefighting. Instead, they want to start architecting. And they want Default to be that connected foundation for revenue. Today's website update is a small step towards our new identity, inspired by thousands of customer conversations and interactions over the course of the last two years. Big shoutout to Stan Rymkiewicz for leading the charge on this for the last several weeks and months!

Every startup wants more inbound.. Until the “asdf@qwerty.com” email address roll in and mess it all up. At that point your workflows start dying a slow death (Kind of like AI comments ruining your perfect post, but worse?) Even a few spammy inbounds can break your reps’ trust in inbound quality, wreak havoc on CRM data, and can tank email deliverability if you automate outbound sequences. Nico F. from Default recently wrote about how they solved this at Default, using Default. It was so simple, I had to share. 🛑 Just build a basic workflow in Default, and stop the fake form fills from stopping you. Here’s what it does: 1. Email validation: Default automatically verifies every inbound email address in real time, flagging disposable or suspicious domains before they’re captured (powered by their integration with Abstract) 2. IP geolocation: The workflow checks each visitor’s IP address, detecting where they’re located so you can filter out leads from regions you don’t sell to (no more very cold leads from Antartica…couldn’t resist the dad joke) 3. Advanced routing: Clean, validated leads move directly into your GTM workflows; everything else gets flagged or filtered out. You’ll end up with: No more fake meetings blocking calendars, zero spam leads added to sequences to hurt your deliverability, and no off-target geographies. Simple workflows like this really save the day and building them in Default is so much faster. --- 🎁 Good news: Default is an MKT1 partner, so MKT1 fans get 2 months free on any plan for up to 10 seats ($1500+ value) to start filtering out spam, fix routing, and build workflows. Get started here > https://lnkd.in/eqFuaHJk Bonus: If you are an MKT1 paid subscriber you can access Default's MKT1 Perk Stack offer: 5 seats free + 1 year of free intent data with a new annual plan. Unlock the deal at https://lnkd.in/e2fw4Cxd

Tom Orbach is one of the best growth leaders I follow. Today, I shamelessly stole one of his ideas and launched my own version. Back in April, Wiz created a fake toy store for the cybersecurity space. It went completely viral: - 46,733 visitors in the first 24 hours - 3,500+ people actually tried to buy the fake toys - 10+ Fortune 500 deals influenced - # 1 on Reddit’s homepage (~500K views, 2.1K upvotes) So I decided to copy the idea but with a Default twist. Introducing Default Wholesale (if Costco Wholesale sold GTM software). Here’s why we dressed as Costco for Halloween: 1. We’re a multi-product platform (you can buy everything at Costco) 2. We consolidate point solutions in bulk (you buy in bulk at Costco) We even built a custom “store” where every SKU is a RevOps pain point: - Missed Leads 24-Pack - No-Shows Family Pack - Duct-Tape Integrations Pallet To amplify the campaign, we sent ~100 physical packages to customers and partners - complete with branded stickers, swag, and an “invoice” letter. Excited to share the full breakdown and results next week. Check out the custom store. Link in the comments.

Was up till 2AM last night nerding out in Default shipping inbound workflows for SuperDial and got this by the time I woke up. Creativity from Stan Rymkiewicz, Nico F. & team is always unmatched. Default is genuinely a must have in any inbound / marketing stack! Cal / Chilipiper / Hubspot Calendars just don’t compare

Have you ever tried to explain a marketing automation tool to a non-marketer? I have. It never goes well. You end up saying, “It’s like an email tool + workflow builder + analytics, synced with your CRM” The response: 🤨 The problem: Traditional marketing automation platforms (MAPs) are now Frankensteined systems we’ve learned to tolerate. MAPs were built for a lead-driven world: inbound form → score → nurture → hand off to sales... Not for the multi-signal, cross-channel GTM motions we run today. So what happens now? Last week, I was checking out some of the latest updates to Default with Stan Rymkiewicz and thought: “This replaces marketing automation.” And I started thinking about what we need instead of traditional MAPs: → A single brain that connects tools (not a dozen duplicated workflows) → Dynamic logic that decides who/what/when based on live signals → Real-time data from CRM, product, and enrichment → Actions triggered across any channel, not just email → A flexible layer that can sit on top of MAPs now, and replace them over time Things I’m still thinking about: 🧹 Will the modern “marketing automation platform” be called a Marketing Orchestration Platform (a MOP?) instead? 🍰 Will this period of tool bloat—where we have a traditional MAP, plus orchestration and enrichment tools layered on top—finally end soon? In the meantime, check out Default. I've been working them as a #partner for a while, and the product does a lot of what’s on this wish list plus they're building super fast.