"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 · 3 expansions
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
Three expansions over 2.5+ years
UiPath consolidated their RFX toolchain into Tribble and expanded coverage as adoption grew across teams, 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.
"This is what worked in some of the pursuits that my peers engaged in that I was not familiar with — and helping them source and access that level of enterprise information that has contextual grounding in their customer and their situation. And it's a very powerful approach. The Slack question of 'hey team, has anybody seen this' — as opposed to having that expert that's able to raise their hand and say 'yeah, I know how this works.' That's generally where we're engaging Tribble."
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.
"How are you able to remove friction from the day-to-day activities of sellers? I think that's really how you're able to help sellers execute at scale and consistently. That's where Tribble really was the key factor for us."
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.
"What I've been able to do — and what sells folks on the solution and gets adoption — is meeting them where they work. The fact that we're very flexible with leveraging Tribble in Slack, having a web app, having a desktop app that allows folks to kind of meet them where they're working. I truly feel like being able to get to a place where they're only interacting in the tools they already use is what makes the difference."
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.
3×
Renewals or expansions over 2.5+ years
Three expansions or renewals since November 2023, with tool consolidation as a key expansion driver.
"What's going to drive ROI is being able to compress sales cycles. Being able to then replicate that at scale and do that with multiple customers at any given time in parallel — it'll start to compound against itself. We'll see time savings initially, but as the sales cycle progresses, all of that insight and focus on objectives will start to shrink down."
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.
"Some of the ways we're able to control it and ground it — you're not getting the generic sort of LLM response even with the context. We're able to say, 'In these scenarios, we want to make sure we're prioritising these details' — allowing us as an organisation to really control things that are important."
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.
"Being able to have a tool that has the right context, has all the knowledge from our existing opportunities in a concise manner — and then jump into a meeting, understand the objectives, and hit on them. We had a rep who couldn't find a resource and asked Tribble, 'Who's the best person in the company to help solve this problem?' It gave them my name."
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.
"One of the key things that we're focusing on is Day 2. Being able to take that same context from the sales cycle and then pass it on to our CSMs and TAMs — and allowing them to build off of that — is something that's going to be extremely powerful. Not only are we going to be able to grow accounts from a general sales cycle, we're also going to be able to retain them and grow them exponentially, because they have that same follow-through and carry-through of context that was established earlier on in the sales cycle, all the way to Day 2."
"I'd start by honing in on what KPIs we can influence. One is win rate. Another — and probably the one I'd look at more — is cycle time. Can we cut cycle time? Reduce back-and-forth with customers? More quickly identify key risks and challenges and proactively address them?"
2.5 years in
Three renewals. Three new capability tiers. One knowledge layer that learns.
UiPath didn't renew because the tool worked on day one. They expanded because the platform kept improving — getting more accurate, surfacing better answers, and extending into new use cases with every interaction. That's what compounding intelligence looks like at year 2.5.
"Being able to take all that context and knowledge of the success you've had within that cycle, being able to apply it to other customers — you have that insight, you feed it into the brain, and the other sellers are going to be able to replicate that. Economies of scale. It continues to compound on itself and provide benefit."
What buyers ask
Questions from teams evaluating Tribble for RFX and knowledge access.
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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.
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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.
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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.
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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. That consolidation was the primary driver of their third contract expansion.
See how Tribble turns scattered sales knowledge into institutional intelligence.
700+ RFX projects processed. 1,000+ users with self-service access to expert answers. Three expansions built on sustained adoption.
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