"You're not getting the generic LLM response."
UiPath wanted answers grounded in context, with the organization able to control which details mattered in each scenario.
Customer story · enterprise automation
How UiPath went from email threads and Slack questions to 700+ RFX automated in year one.
UiPath's global pre-sales teams were chasing answers across Slack, email, and shared drives to keep pace with high-volume security questionnaires and technical RFPs. Tribble replaced that friction with a governed knowledge layer: RFX drafts, conversational access to product intel, and analytics that compound with every response.
Industry
Enterprise automation software
Use case
RFX automation · knowledge access · deal intelligence
Tribble products
AI Proposal Automation · AI Sales Agent · AI Knowledge Base · analytics
Teams covered
NA Sales · EMEA SEs · Partners
Relationship
2.5+ years of adoption
UiPath builds automation software used by thousands of enterprises globally. Their sales motion is technical, global, and document-heavy — a natural fit for the knowledge and RFX problems Tribble solves.
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Scale
700+ RFX projects in year one
UiPath processed over 700 security questionnaires, compliance documents, and technical RFPs in their first twelve months without proportional pre-sales headcount increases.
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Speed
Cycle-time compression became the ROI target
The video transcripts frame the next layer of value around shortening back-and-forth, identifying risk faster, and moving multiple customer cycles in parallel.
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Knowledge
1,000+ users, self-service answers
Institutional knowledge that once lived in senior engineers' heads and Slack threads is now accessible through conversational answers, with confidence signals so teams know when to trust the answer and when to escalate.
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Platform
Growing deeper over 2.5+ years
UiPath consolidated their RFX toolchain into Tribble, and adoption deepened across teams and use cases — turning response work into a source of pattern intelligence.
Before and after
The RFX backlog was a people problem masquerading as a process problem.
Every security questionnaire and technical RFP required the same cycle: find the right person, wait for their availability, hope the answer was current, format it for delivery. At UiPath's scale, that cycle was unsustainable.
Before Tribble
Chase the expert
Sales and pre-sales teams pinged colleagues on Slack or email to find answers. "Has anyone seen this before?" was a recurring pattern, with answers buried in previous threads or in one person's head.
Draft from scratch
Each RFX response required manual research across shared drives, product docs, and prior submissions. Consistency across geos and teams was hard to guarantee.
Wait for SE availability
Technical questions stalled deals. Account executives couldn't answer product or security questions without pulling in an SE, creating bottlenecks that lengthened sales cycles.
Knowledge walks out the door
Institutional knowledge was tied to individuals. When senior SEs moved teams or left, their expertise went with them — and had to be rebuilt from scratch.
With Tribble
Automated RFX drafts
Tribble ingests each questionnaire and generates confidence-scored draft responses sourced from UiPath's approved knowledge base. Pre-sales teams review and approve rather than drafting from zero.
Conversational access at every level
More than 1,000 users ask product, competitive, security, and pricing questions in natural language and get sourced answers instantly — in Slack, on the web, or in the desktop app — reducing the need to pull an SE into routine questions.
Knowledge that compounds
Every reviewed draft, every Slack question answered, every correction made — all of it feeds back into the knowledge layer. UiPath draws from Salesforce, Clari, Highspot, SharePoint, and Outlook, so the system gets more accurate and more surgical the more the team uses it.
Context passes to Day 2
The knowledge built during the sales cycle carries forward to CSMs and TAMs at handoff — so the relationship continues with full context, not a cold start.
David Hernandez, Senior Director AI GTM Strategy · UiPath
How Tribble helped
One knowledge layer across every sales motion.
AI Proposal Automation handles the questionnaire volume. Conversational access handles seller questions. The AI Knowledge Base connects both so every interaction can improve the next one across 1,000+ users and 700+ first-year RFX projects.
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AI Proposal Automation
Ingests security questionnaires, compliance documents, and technical RFPs. Generates confidence-scored draft responses. Human review focuses on edge cases, not routine answers.
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AI Sales Agent
Conversational AI for 1,000+ users across sales, sales engineering, and partner teams — in Slack, web, and desktop. Product specs, competitive positioning, security objections, pricing context, implementation timelines, reference customers: sourced answers to any sales question, in the flow of work, without pinging an SE.
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AI Knowledge Base
The governed knowledge platform connects to Salesforce, Clari, Highspot, SharePoint, and Outlook — and learns from every RFX response and conversational query on top of that. Every interaction surfaces content gaps, flags high-risk questions, and makes the next answer more accurate. The more UiPath's teams use it, the better it gets.
David Hernandez, Senior Director AI GTM Strategy · UiPath
More from the video cuts
The full transcript set shows why UiPath treated this as GTM infrastructure, not a response tool.
"A credible coach in these are the next steps I need to take."
The value expanded from finding answers to helping sellers understand what their customers will care about next.
"Salesforce and Clari and Highspot and SharePoint, Outlook..."
The knowledge brain became more useful as it connected revenue, enablement, content, and communication systems.
"It's about consistency and quality."
UiPath saw Tribble as a way to reinforce playbooks and keep sellers aligned around stronger go-to-market execution.
"In 3 months, we were able to build something that our sellers were able to leverage."
The implementation story matters because adoption followed quickly enough for sellers to feel the change in daily work.
"You're starting to get economies of scale."
Successful pursuits and customer context feed the knowledge layer so other sellers can replicate what worked.
Eric Bouchard, SVP Financial Services & Insurance · UiPath
Measured impact
2.5+ years of compounding returns.
Each year of adoption produced a new category of value — from RFX automation, to knowledge democratization, to platform consolidation and deal velocity.
700+
RFX projects processed in year one
Baseline: manual research, drafting, and review were becoming unsustainable as deal velocity increased. Source: UiPath + Tribble customer brief.
66×
Growth in RFX processing capacity
UiPath scaled response capacity without proportional increases in pre-sales headcount. Source: UiPath + Tribble customer brief.
1,000+
Active users engaging with Tribble conversationally
Spanning sales, sales engineering, and partner organizations. Consistent engagement patterns show the platform became embedded in core workflows. Source: UiPath + Tribble customer brief.
2.5+
Years of sustained platform adoption
From RFX automation to conversational access to full platform consolidation — each phase deepened adoption across sales, pre-sales, and partner teams.
David Hernandez, Senior Director AI GTM Strategy · UiPath
Beyond RFX
The knowledge layer that keeps expanding.
The RFX motion opened the door. What followed was a broader shift in how UiPath's go-to-market teams access and act on institutional knowledge.
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SE bottlenecks, dissolved
Account executives who previously had to queue for SE availability can now get sourced answers to product and technical questions in the flow of work. SE time is reserved for high-complexity customer moments, not routine look-ups.
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1,000+ reps, one knowledge base
Across NA, EMEA, and Partner channels, every rep surfaces the same quality of answer from the same governed source. No more version drift between geos, no more "what did the last team tell them?"
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Intelligence that patterns over time
Analytics surface which questions are asked most frequently, where confidence is lowest, and which answers require the most human modification. That feedback loop turns every interaction into a source of improvement.
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Platform consolidation
Year three brought full tool consolidation — Tribble replaced the incumbent RFX toolchain rather than sitting alongside it. This simplified the stack, reduced vendor overhead, and concentrated institutional knowledge in one governed layer.
Eric Bouchard, SVP Financial Services & Insurance · UiPath
Depth of intelligence
Controlled answers are the floor. Organisational memory is the ceiling.
Grounded responses prevent the wrong answer from going out. But the deeper advantage is a system that knows your deals, your people, and your history — and routes knowledge accordingly.
David Hernandez, Senior Director AI GTM Strategy · UiPath
From pre-sales to post-sale
The intelligence built in the sales cycle doesn't stop at contract signature.
The context gathered across every RFX, every competitive question, every deal conversation — it passes to the CSM and TAM team at close. Day 2 retention becomes a continuation of the sales motion, not a fresh start from zero.
David Hernandez, Senior Director AI GTM Strategy · UiPath
2.5 years in
Three capability tiers. One knowledge layer that keeps getting better.
The platform kept improving with every interaction — getting more accurate, surfacing better answers, and extending into new use cases. That's what compounding intelligence looks like over 2.5+ years of adoption.
Eric Bouchard, SVP Financial Services & Insurance · UiPath
When win rate improves and cycle time compresses — and every lesson from every deal feeds back into the system — the returns start to compound.
David Hernandez, Senior Director AI GTM Strategy · UiPath
What buyers ask
Questions from teams evaluating Tribble for RFX and knowledge access.
How does Tribble let a team scale RFX without proportional headcount increases?
Tribble AI Proposal Automation supports the drafting layer. When a questionnaire arrives, the platform ingests it, matches questions against the approved knowledge base, and generates confidence-scored responses. The pre-sales team reviews and approves instead of drafting from zero. UiPath processed 700+ RFX projects in year one without proportional pre-sales headcount increases.
What happens to institutional knowledge when senior people leave or move teams?
Tribble captures knowledge as it is created: every RFX response, conversational query, and reviewed answer. That knowledge stays in the system. When a senior SE moves teams, their domain expertise remains accessible to other sellers, and the governed knowledge layer keeps learning from future interactions.
How do you get 1,000+ people actually using a new tool?
UiPath's adoption approach: meet users where they already work. Tribble runs in Slack, in a web app, and as a desktop app so reps do not have to change their workflow to use it. The tool shows up inside the existing motion and earns daily use by delivering sourced, reliable answers.
What does "tool consolidation" mean in practice?
By year three, UiPath replaced their incumbent RFX platform with Tribble rather than running them in parallel. One knowledge layer means one source of truth, one governance model, and one set of analytics — rather than answers fragmented across multiple tools.
See how Tribble turns scattered sales knowledge into institutional intelligence.
700+ RFX projects processed. 1,000+ users with self-service access to expert answers. 2.5+ years of deepening adoption across sales, pre-sales, and partner teams.
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