How Rogo automated inbound and 2X demo volume in weeks

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.

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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.

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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.

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