How Delve added $300,000 in ARR in just 4 weeks with Default

Challenge

As Delve's growth campaigns began generating increased demo requests, their team quickly identified a critical revenue bottleneck in their existing scheduling system. Relying on their previous vendor to capture and convert demo requests wasn't providing the sophistication needed for their sale process and attribution modling.

Taher Lokhandwala, Delve's first GTM hire and Growth Lead - who joined in December 2024, recognized a crucial insight: the timing of compliance needs varied significantly among prospects. Some startups required immediate compliance solutions, while others could comfortably wait months. This timing distinction represented a major opportunity for prioritization and revenue optimization.

However, Delve faced multiple operational challenges:

• Inefficient routing: With no intelligent routing system, high and low-intent leads received the same treatment
• Poor data integration: Lack of two-way HubSpot sync led to incomplete attribution data
• Manual processes: The team spent excessive time on manual research and follow-ups
• Fragmented tools: Their patchwork of scheduling, forms, and automation solutions couldn't support a cohesive inbound motion

The team was essentially "flying blind" - losing potential customers who requested demos but didn't book, while simultaneously lacking visibility into which marketing channels were performing best. To address these mounting challenges, Delve's leadership team knew they needed to completely transform their inbound motion. That's when they turned to Default.

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Solution

Use case #1: Automated inbound scheduling

Delve's first major win came from completely revamping their inbound funnel. With Default's comprehensive solution, they implemented:

• Intelligent routing: High-intent prospects (especially those needing compliance within two weeks) were prioritized with increased availability
• Real-time enrichment: Default automatically populated prospect data, saving hours of manual research
• Automated follow-ups: The system proactively engaged with leads who requested demos but didn't book

This streamlined approach captured over $70,000 in pipeline in just one week through the automated follow-up functionality alone. More importantly, it established a scalable growth infrastructure that positioned Delve for continued inbound optimization.

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Use case #2: Accelerated deal velocity

Delve discovered an unexpected advantage in Default's ability to automatically create dedicated Slack channels for high-potential prospects. This workflow:

• Took less than 30 minutes to build and deploy
• Created a direct communication channel with prospects
• Automatically invited relevant stakeholders
• Integrated seamlessly with Pylon and HubSpot

The result was nearly 50% faster sales cycles as Delve's team could maintain closer relationships with prospects during competitive deals. Within the first two weeks of implementation, 10 customers had already joined Slack channels before their scheduled demos, improving preparation and engagement.

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Use case #3: Automated referral program

Leveraging Default's flexibility, Delve was able to rapidly launch an entirely new pipeline motion: a structured referral program. Using Default's forms, workflows, and HubSpot integration, they built a system to:

• Capture referrals through dedicated forms
• Track partner deals with proper attribution
• Measure pipeline impact accurately

What would have normally taken days of development work was accomplished in hours, demonstrating the platform's versatility beyond its core scheduling functionality.

Results

Default helped Delve increase the efficiency of inbound thought through automating scheduling, routing, and manual follow-up workflows. The growth team leveraged powerful Default workflows to cut down over 75% of time spent on manual go-to-market tasks. This led to reactivating over $300,000 in revenue via follow-up automation and increased website conversions by 20% over previous flows. The Delve team has been particularly impressed with several aspects of the Default experience:

1. Workflow automation: The clean, intuitive workflow tools simplify the creation of new forms, routes, and reminder templates
2. Integration ecosystem: Default's tight interconnection with HubSpot, Slack, Apollo and other tools creates a cohesive tech stack
3. Customer support: The Default team provided exceptional implementation support "from A-Z"

Default has become an integral part of Delve's inbound stack for the foreseeable future. The team is already exploring additional use cases, including:

• Expanding referral tracking capabilities
• Developing new outbound strategies with enhanced attribution
• Leveraging upcoming Default analytics features to better understand channel performance
• Potentially integrating revenue data from HubSpot to track which UTM sources generate the most closed deals

As Delve continues scaling its go-to-market motion, Default remains a trusted partner in building efficient, automated, and data-driven growth processes.