How Equals streamlined inbound & outbound scheduling with Default

Challenge

As Equals was transitioning from product-led to sales-led motion, they need a way to capture and convert demo requests. The team initially try to launch this new go-to-market motion push all form submissions into Salesforce as leads, automate Slack notifications and send out Calendly booking links via Zapier workflows.

Each demo request created more chaos than pipeline. Without CRM enrichment and real-time scheduling, reps wasted time going back and forth with prospects who had already expressed interest in a demo. Since all leads where pushed to Salesforce, their CRM was a filled with objects that lacked context or any usable go-to-market intelligence.

After constantly having to fix Zapier automations, misrouted leads that didn't book a demo, and poor CRM data hygiene, Abbey Minondo, Chief of Staff at Equals decided to look for another solution. This is when Default came around.

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Solution

Use case #1: Automate inbound scheduling

After struggling to manage inbound leads with just Calendly and Zapier, Equals moved their sales-led inbound lead volume to Default. This allowed them to improve website conversions by over 50% from demo requests to qualified meetings booked and dramatically improve pipeline reporting.

Thanks to Default’s workflow builder, fast scheduler, deep CRM integrations and real-time enrichment, Equals was able to stop stitching together Zapier workflows with Salesforce, Slack and Calendly and decrease the amount of time spent on fixing broken workflows.

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Use case #2: Automate outbound scheduling

As the Equals team started scaling outbound prospecting efforts, they turned to Default to automate outbound scheduling. They created a workflow that would enrich every meeting with real-time enrichment, check for existing account or lead owner, and round-robin if there was no owner.

Thanks to Default, Equals was able to update CRM and leverage AI to summarize activity and add deep research to newly created opportunities, giving the team better context on which campaigns are working from and what’s driving pipeline that converts to revenue.

This workflow took 30 minutes to set up and potentially saved hundreds of hours of sales team's time that would have been spent on manual data entry, routing, and scheduling management.

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Results

Like many fast-growing companies migrating off of the Zapier, Calendly & Salesforce combo, unlocked a new go-to-marker efficiency Equals. Thanks to Default, the team was able to build a scheduling and routing infrastructure that helped them launch new go-to-market motions effectively.

By leverage Default’s real-time enrichment, faster scheduling, and more accurate routing for inbound scheduling Equals was able to increase website conversions by 50%. Default allowed Equals team to efficiently scale the sales team headcount without scaling complexity and adjust go-to-market strategy faster without worrying about breaking lead flow.

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