Default has grown a TON in the last year, but like with every company: growth exposes cracks.
Which is why we brought on Ryan DeForest to help us build our GTM Foundation.
The goal was simple:
Bring clarity, discipline, and operational rigor to our entire GTM motion — so we wouldn’t have to piece together pipeline, forecast, and retention from scattered systems and reports. Something also especially important after raising our latest round (more on that soon).
We needed a system that:
- Was flexible enough to handle the nuances of our business
- Could be used by our entire team
- Required minimal lift on our end
So we partnered with the team at Equals — who previously helped stand up our ARR reporting.
After providing them context on our business model, their team was able to:
- Build unified funnel reporting for pipeline creation, stage velocity, conversion rates, and AE/BDR performance
- Add visibility into renewals and expansions, including multi-year and step-up contracts
- Audit our CRM to uncover gaps and inconsistencies, so we could clean the data for accurate and reliable reporting
- Enable self-serve workflows for RevOps, without waiting on engineering
- Help us slot dashboards directly into weekly pipeline reviews and forecast meetings, creating a repeatable operating rhythm
Equals has built an amazing product, but the work they did on implementation truly felt like they were an extension of our team.
The impact is already showing up in how we manage the business — more visibility, cleaner processes, and better alignment across teams.
Excited about what we’ve built together. Big thanks to Sam Rasmussen, Chris Burgner, Eliza Foley, and Ben McRedmond for the support in standing this up!
