UiPath scaled RFX execution to 700+ first-year projects and 1,000+ users | Tribble

How UiPath went from email threads and Slack questions to 700+ RFX automated in year one.

AI-equipped competitors are already scaling RFX capacity without adding headcount. Teams that haven't centralised institutional knowledge are competing on bodies against teams that aren't.

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.

See how it works

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.

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.

Speed

Shorten the cycle. Move more deals in parallel.

Shorter back-and-forth with buyers. Risk surfaced earlier in the process. More pursuits running in parallel — without adding headcount to absorb the load.

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.

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.

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.

Adoption is about meeting people where they already work

1,000+ users don't happen by mandate. They happen when the tool shows up in Slack, in the browser, and on the desktop — wherever the workflow already lives.

David Hernandez, Senior Director AI GTM Strategy · UiPath

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.

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.

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.

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.

The real question: how do you remove friction from the seller day?

Adoption at scale doesn't come from training sessions or mandates. It comes from a tool that makes the job easier the moment someone touches it.

David Hernandez, Senior Director AI GTM Strategy · UiPath

Why UiPath built Tribble into how their revenue teams work — not as a response tool, but as operating infrastructure.

Grounded and controlled

"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.

Seller coaching

"A credible coach in these are the next steps I need to take."

Beyond finding answers, Tribble helped sellers stay ahead of what buyers would raise next — anticipating the conversation, not just reacting to it.

Connected data

"Salesforce and Clari and Highspot and SharePoint, Outlook…"

The platform became more useful as it connected revenue, enablement, content, and communication systems — each new source making the answers sharper.

Behavior change

"It's about consistency and quality."

Tribble reinforced playbook adherence and kept sellers consistent on message — quality and consistency across a global team, supported by the system rather than coached around it.

Launch speed

"In 3 months, we were able to build something that our sellers were able to leverage."

Sellers were up and running within three months and could feel the difference in their daily work before the adoption curve had a chance to stall.

Compounding intelligence

"You're starting to get economies of scale."

Successful pursuits and customer context feed the knowledge layer so other sellers can replicate what worked.

Change management

"Once we get people adopting it, they're quite excited about what it's able to do."

Adoption required building trust gradually — once sellers used it and saw the results, enthusiasm followed.

Competitive urgency

"If you're not doing it, trust me, somebody else is."

UiPath saw AI-equipped competitors already moving faster. The risk of waiting wasn't a forecast — it was visible in the market right now.

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.

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.

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.

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?"

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.

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.