Source: SPEEDA Edge research

Background

Questions

1. What is Default and what inspired you to start the company?
2. I had a question about the pre-Default and post-Default experience and automation. You've hinted at this stack of Typeform, Zapier, Customer.io, and Clearbit. You also mentioned another stack: HubSpot Forms, Chili Piper, LeanData, and Salesforce. Can you map out that evolution for me?
3. What does your early product-market fit look like? How did you find your first customers? Who is your core customer, who buys and uses Default inside the org and how do they use Default?
4. Chili Piper (2016) was the first big player in the lead qualification/routing space. How do you position Default with respect to Chili Piper?
5. Can you elaborate on the time delay synchronization issue you mentioned?
6. You mentioned lead routing as a wedge into building the next sales and marketing cloud. I'm curious about how you think about sequencing on a product R&D level. Do you start with this moment of ingestion? Do you have a sense of how you sequence the rest of your journey?
7. How do you position vs general purpose tools like Calendly and Zapier that are used across the org already?
8. What tools do your customers use together with Default and what does a modern go-to-market stack look like?
9. A huge amount of bundling is taking place in the rev ops / go-to-market stack. Call recording (Gong) is becoming part of every tool. Same with contact data (Apollo.io), predictive analytics (Clari) and more. Is the trend towards all-in-one and if so, how do you think about which platforms have the best potential to transition from point solutions to all-in-one?
10. Sales productivity and minimizing sales headcount is a major trend. Is that a tailwind for Default? How do your customers think about driving productivity of individual reps and driving more revenue per rep so as not to have to scale headcount linearly?
11. Enrichment is an area where AI should be driving much higher data quality and specificity at scale. Clay is a company that comes up a lot in the context of the modern sales stack. Is improving data enrichment a tailwind for Default? How do you think about it?
12. Default uses AI for use cases like composing follow-up and thank-you emails for prospects. To what extent do you think about AI as a foundational tech for what you’re building and how important is it to your vision?
13. What do you think about what you’re seeing with the evolution of AI in the sales stack overall?
14. With data on lead qualification, routing, and attribution across many B2B companies, you have a unique view into what's working in go-to-market. What does this kind of data position you to build for customers in the future?
15. If everything goes right for Default over the next 5 years, what will it become and how is the world changed?
16. Default positions itself as an all-in-one. What do you see as the boundaries of where that all-in-one extends and what the breakpoints are?