Customer story · enterprise automation

How UiPath turned scattered GTM knowledge into a daily sales agent for 1,000+ users.

UiPath's global sales teams needed more than a faster way to answer RFPs. They needed every seller, sales engineer, and partner team to reach governed product, competitive, security, pricing, and deal context in the flow of work.

Tribble became the knowledge layer behind that motion: a source-backed AI Sales Agent for daily questions, an automation layer for high-volume RFX work, and an analytics loop that improves with every response and every seller interaction.

Industry Enterprise automation software
Use case Conversational sales knowledge · deal intelligence · RFX automation
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 knowledge-intensive, with sellers needing fast answers across product, competitive, security, pricing, partner, and customer-context questions.

  • Scale

    1,000+ users, self-service answers

    Sales, sales engineering, and partner teams could ask natural-language questions in Slack, web, and desktop surfaces and get sourced answers without waiting for an expert to respond.

  • Speed

    Shorten the cycle. Move more deals in parallel.

    Routine product, security, pricing, implementation, and reference questions no longer had to wait in an SE queue. Sellers moved with the context they needed while experts focused on high-complexity moments.

  • Knowledge

    700+ RFX projects in year one

    UiPath also processed over 700 security questionnaires, compliance documents, and technical RFPs in their first twelve months without proportional pre-sales headcount increases.

  • Platform

    Growing deeper over 2.5+ years

    Adoption deepened across conversational knowledge access, RFX automation, analytics, and Day 2 handoff, turning every seller interaction into a source of pattern intelligence.

Before and after

The bottleneck was institutional knowledge, not just documents.

Every seller question created the same pattern: find the right person, wait for their availability, hope the answer was current, and reconstruct the context for the next deal. RFX work made the pain visible, but the broader problem was sales knowledge trapped across people, systems, and threads.

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 still 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

Answers in the flow of work

More than 1,000 users ask product, competitive, security, pricing, implementation, and customer-reference questions in natural language and get sourced answers in Slack, on the web, or in the desktop app.

Automated RFX drafts

Tribble ingests questionnaires and generates confidence-scored draft responses from UiPath's approved knowledge base. Pre-sales teams review and approve rather than drafting from zero.

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.

In their words

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

How Tribble helped

One knowledge layer across every sales motion.

The AI Sales Agent handles seller questions in the flow of work. AI Proposal Automation handles questionnaire volume. 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 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 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 Knowledge Base

    The governed knowledge platform connects Salesforce, Clari, Highspot, SharePoint, Outlook, approved response content, and sales enablement material. Every seller question and reviewed RFX answer surfaces content gaps, flags low-confidence areas, and makes the next answer sharper.

In their words

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

More from UiPath's team

Why UiPath built Tribble into how their revenue teams work, not just how they respond to documents.

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.

In their words

The Slack question that shouldn't have to be asked

The "has anyone seen this before?" moment — when expert knowledge lives in people rather than systems — is exactly what Tribble eliminates.

Eric Bouchard, SVP Financial Services & Insurance · UiPath

Measured impact

2.5+ years of compounding sales intelligence.

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.

In their words

The ROI case: compress the whole sales cycle

Faster knowledge access doesn't just save hours on a questionnaire. UiPath framed the bigger target as cutting back-and-forth, surfacing risks earlier, and moving more pursuits in parallel.

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.

  • 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.

  • 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?"

  • 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.

  • 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.

In their words

Not a generic LLM. A controlled intelligence layer.

Enterprise buyers need AI that operates within guardrails. UiPath built those guardrails in — and it's what made the platform trustworthy enough to put in front of 1,000 sellers.

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.

In their words

The system that knows your org — not just your docs

When a rep asked Tribble who in the company could solve a specific customer problem, it answered with a name. That's not search. That's organizational memory.

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.

In their words

The context that closes deals keeps accounts

What UiPath built during the sales cycle doesn't stop at contract signature — it passes to CSMs and TAMs as the foundation for retention and expansion.

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.

In their words

How a serious buyer frames the ROI case

UiPath didn't evaluate Tribble on vibes. They came in with specific KPIs — win rate and cycle time — and measured against them from the start.

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.

In their words

The value doesn't plateau. It compounds.

Every win gets fed back into the knowledge layer. Every seller who uses it makes the next seller better. That's the compounding intelligence case — and it's what 2.5+ years of sustained adoption is built on.

David Hernandez, Senior Director AI GTM Strategy · UiPath

How we got here

From first answers to 1,000+ users — four phases over 2.5 years.

  1. 1
    Launch (Year 1, Q1)

    Knowledge ingestion from existing content. First governed answers and questionnaire drafts generated. Core pre-sales team onboarded.

  2. 2
    Prove the knowledge layer (Year 1)

    700+ RFX projects processed from approved knowledge, proving the platform could handle high-volume buyer questions without proportional pre-sales headcount growth.

  3. 3
    Expand into daily selling (Year 2)

    Conversational access extended to 1,000+ sellers, SEs, and partner teams. The AI Sales Agent became the front door to institutional knowledge.

  4. 4
    Consolidate and compound (Year 3)

    RFX workflows, analytics, partner motions, and deeper Salesforce/Clari/Highspot integrations converged around one governed knowledge layer for GTM.

What buyers ask

Questions from teams evaluating Tribble for sales knowledge access and RFX scale.

How does Tribble help sellers get answers without waiting on an SE?

Tribble gives sellers conversational access to governed knowledge in the workflows they already use. UiPath's users can ask product, competitive, security, pricing, implementation, and customer-reference questions in natural language and get sourced answers with confidence signals, so SEs can focus on higher-complexity customer moments.

What happens to institutional knowledge when senior people leave or move teams?

Tribble captures knowledge as it is created: every conversational query, reviewed answer, RFX response, and correction. 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 did UiPath 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.

Where does RFX automation fit in this story?

RFX was one of the clearest, measurable outcomes of the same knowledge layer. UiPath processed 700+ RFX projects in year one and grew RFX processing capacity 66×, but the broader value came from the same governed knowledge powering daily seller questions, response drafting, analytics, and account handoff.

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 daily seller intelligence.

1,000+ users with self-service access to expert answers. 700+ RFX projects processed. 2.5+ years of deepening adoption across sales, pre-sales, and partner teams.