Challenge
As Rogo gained traction in financial services, demo requests for their AI-driven analysis tool started piling up. Thanks to successful podcast appearances, the volume soon became too much for their two-person sales team.
Inbound leads flowed into Salesforce via web-to-lead forms. A Zapier flow then pinged the team on Slack. Every night at 8 PM, the team manually reviewed new leads and pushed qualified ones into Apollo to try and book demos. Manual follow-ups, lead qualification, and scheduling were taking up valuable time, and deals were slipping through the cracks.
Henry Bartis, Rogo’s Ops Team Lead, knew the process couldn’t scale. Without SDRs or a dedicated inbound team, they needed a better way to turn interest into pipeline. That’s when a referral led them to Default.
“Every night at 8pm, I manually reviewed and qualified leads. We were missing good ones, and response rates were low.”
Solution
Use case #1: Automate inbound scheduling
Rogo’s first big win came from automating inbound scheduling, qualification, enrichment, and routing. Letting qualified prospects book demos directly on the website eliminated manual follow-ups and nearly doubled inbound demo volume.
With Default’s workflow builder, the ops team regained control of their most important pipeline source and confidently scaled toward hundreds of demo requests per month. The timing was ideal, as the company prepared for its Series B announcement.
“We started with immediate qualification and booking using the embedded scheduler. Capturing leads instantly was super powerful and helped prevent them from slipping through the cracks.”
Use case #2: Intelligent lead routing
The second win came from unifying lead routing across the sales team. With Default’s customizable workflow engine, Rogo’s ops team can now build powerful routing and enrichment workflows that create more go-to-market leverage across the company.
Results
By automating inbound scheduling and routing, Rogo built strong go-to-market foundations and scaled from 0 to 4 reps with ease. The ops team fully removed themselves from manual routing, qualification, and scheduling. As a result, meeting volume, pipeline quality, and sales performance all improved.
Now, with an automated inbound engine in place, Rogo plans to continue growing the sales team while using Default’s customizable workflows to scale their go-to-market motion.
“We improved the number of qualified meetings booked and continue to build complex lead routing workflows with multiple CRM dependencies.”
Run revenue as an engineered system
Revamp inbound with easier routing, actionable intent, and faster scheduling.
