Default

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.

The clock is ticking on 2025. Here are 5 quick “workflow” wins to increase pipeline and revenue before the end of the year: I pulled these “housekeeping” ideas from a chat with Stan Rymkiewicz at Default, based on what he’s seeing with customers like Delve, OpenPhone, Runway, and Profound. Any team can try these quick wins, they just get a whole lot easier with Default in the mix. 1. Set up a referral flow that runs itself:  Stop passing referrals around over email. A simple form + workflow handles attribution automatically and notifies the right rep. 2. Don’t give up on no-shows: When someone requests a demo but never books (or skips the meeting), set up automated follow-ups. A few well-timed nudges can bring them back. 3. Change up routing so inbound leads close faster: Send smaller deals through self-serve or to a rep who can close them quickly. Route free/trial signups to product specialists. Big accounts should go straight to your most experienced AEs. Even small routing changes in Q4 can have a big impact if you’ve got team buy-in. 4. Identify anonymous companies on your site: If you’re not doing this yet (aka the hottest tactic of 2025), why not? Alert reps when target accounts are browsing your site so they can follow up while intent is high. 5. Automate event & webinar follow-up: Don’t do another event until you do this, build workflows that route attendees instantly to the right owner and enroll them in tailored sequences so events actually turn into pipeline. What other “housekeeping” workflows have you seen make a big impact fast? #defaultpartner

On Friday, a competitor 10–20× bigger tried to call us out for visiting their site. It came off more like hazing than real marketing. Picking a fight in B2B works, but only if these 3 conditions are met: 1. Bullying never works Picking fights works only when the smaller player challenges the giant. Salesforce vs. Oracle, RB2B vs. 6Sense. But when the giant mocks the smaller competitor, it just looks more like bullying. And nobody roots for the bully. 2. Make it about the customer The best “snarky” or challenger campaigns work when they show what customers face with the old way and how you help solve it. The focus has to stay on the customer - on the issues they are dealing with - not on saying “haha, tHoSe gUyS sUcK”. 3. Don’t copy others' fights You can’t just mimic someone else’s marketing war. It has to tie directly to your company’s story and your customer’s pain. Salesforce could protest Oracle because SaaS was a real revolution. But copycats who staged fake “protests” without substance just looked unserious. Picking a fight can be powerful. But only if it’s: - A smaller challenger vs. a bigger player, - About the customer’s pain, - And unique to your story. Otherwise, it’s just hazing.  And it doesn't make you look good.

Two years ago, I would’ve needed to invest ~$100K in an ABM platform + a handful of workflow automation tools to assess and execute across key buying motions happening at my target accounts. That’s not the case today. The ability to assess data and build workflows no longer requires a six-figure line item or even five different tools. If you’re in B2B SaaS looking to close pipeline gaps today (let’s be honest, who isn’t), here are three account-based campaigns I’d build evergreen workflows around: Campaign #1: Closed-lost re-engagement → Closed-lost account expressed interest in solution that now maps to an upcoming product release. ⤷ Surround account with social ads with video of the assigned rep demoing solution. ⤷ For each view account, alert AE with slack with proposed touch points for follow up. why: This play recycles sunk acquisition cost by helping you re-engage familiar accounts instead of starting from scratch. Campaign #2: No-show revival → Engaged account no-shows scheduled meeting.   ⤷ Send personalized direct mail/gift referencing past engagement. ⤷ Add them to an email sequence inviting them to monthly peer-led roundtable events. why: This play aims to be a scalable way to warm up cold pipeline that your outbound team attempted to secure with marketing resources. Campaign #3 Activate whitespace → Lookalike accounts visit high-intent web pages.   ⤷ Enrich with relevant buying personas in CRM.  ⤷ Round robin to Enterprise SDRs/BDRs for tiered outreach. why: This play enables faster speed-to-lead and improves sales velocity by surfacing high-fit and high-intent accounts your team may not have discovered yet, without buying another stale list. Being the first to act on signals like these is exactly how you stay a step ahead of the competition. And the funny thing is, it no longer requires the time or budget it used to. Today, I can do any number of these in minutes thanks to partnering with Default. If you’re curious to see how, just let me know. I really do geek out over this. 😅

I have never been so excited about what's coming at Default (and that's saying something). We've gone from zero to millions in revenue in less than 2 years and are now making a massive, 100X bet on the future of AI and apps for revenue teams. We're growing our engineering team and are hiring a Senior Software Engineer to lead the charge on several of the new AI apps we're releasing later this year. If you're based in NYC (or are willing to relocate) and are excited at the prospect of shipping several *truly* 0→1 AI products while working with a lean, mean team at our new Flatiron HQ, you should apply below. 👇

GTM teams: tired of slow inbound follow-up? We’re going live with a tactical workshop to show how fast-moving teams use Attio & Default to: - Enrich inbound leads in real time - Auto-route to the right rep - Book meetings before the lead goes cold No pitch. No fluff. Just a real walkthrough of how to fix the mess between your form and your CRM. Live only – save your seat here: https://lnkd.in/dtsXp-xD (And yes, it works without your team lifting a finger.)

Honored to be one of the first Attio x Default users! Default unified our lead collection channels and drastically shortened speed-to-lead, and all that information is now seamlessly passed to Attio. Dream come true!

Your GTM workflows just leveled up. If you’re using Attio to power your CRM, you can now automate the entire flow from lead to meeting, without writing a single line of code. The new Default x Attio integration lets you: - Auto-schedule meetings from forms, ads, and outbound flows - Match and enrich leads in real time inside Attio - Route deals to the right rep based on territory, deal size, or team - Auto-create People, Companies, and Deals when no match exists Everything updates live in Attio - clean, enriched, and ready for action. No copy-paste. No delays. Just pipeline, faster. See how it works: https://lnkd.in/dg_jxhjq