2.5x faster RFPs and 81% of security questionnaires automated with Responsive AI and Trust Center

The gist

At Invicti, Strategic Response Management drives how the business responds, collaborates, and shares knowledge across every RFx, DDQ, security questionnaire, and ad hoc customer question. But it didn’t happen overnight.

By centralizing content, embedding workflows across tools like Salesforce and Slack, and extending that same knowledge externally through a Trust Center, Invicti built an AI-powered response engine that moves faster without sacrificing quality.

The rundown

Invicti’s response challenge

• Previous RFP software limitations made it hard to scale, difficult to trust, and forced the team to handle a large portion of requests by hand.
• Lack of trust in content created a “verify everything” culture, slowing responses and increasing subject matter expert (SME) burden.
• Knowledge was fragmented across systems, making it difficult to scale or reuse answers.
• Response workflows were primarily sales-focused, limiting broader business impact.
• Security and compliance requests added constant back-and-forth and delayed deals, with no scalable way to share validated information externally.

Impact and results

• 2.5x faster RFP responses and significantly reduced turnaround times
• 70%+ win rate on opportunities with completed RFx responses
• Trust Center enabled proactive sharing of security information, automating 81% of questionnaires and reducing inbound requests

Why Invicti needed Responsive

Invicti develops software to identify vulnerabilities in web applications. As an AppSec company, it is frequently asked by prospects and customers about security, compliance, and privacy policies and strategies. In submitted RFPs, RFIs, DDQs, and security questionnaires, customers need reassurance that Invicti’s product doesn’t subject their IP, confidential information, and sensitive data to any additional risk.

DeeAnn Powers, Sr. Manager Sales and Customer Enablement, and her small team faced a constant uphill battle to deliver that level of reassurance. The knowledge behind their responses was fragmented and unreliable, making automation nearly impossible as everything had to be verified manually.

Disconnected tools only added to the difficulty. DeeAnn’s team relied on one RFP software application (it was so limited they still completed about half of all questionnaires manually) and a separate system for security reviews. Because the two systems didn’t connect, each required its own governance and updates, creating duplicate work for both the team and SMEs who were repeatedly asked to answer the same questions.

Invicti wanted a single AI-powered platform to drive their response management strategy. After a quick trial and proof of concept, DeeAnn chose Responsive because its:

1. Comprehensive intake process allows Invicti to respond to any questionnaire (e.g., RFP, RFI, DDQ, security questionnaire, etc.) directly from Responsive.
2. Content Library flexibility and control give AI a single source of truth that is trusted without question by the entire organization.
3. Trust Center manages security questionnaire automation and allows customers to self-serve with AI, reducing back-and-forth requests for more details.

Trust Center becomes a self-service front door

Responsive Trust Center began as a practical solution to a simple problem: prospects and customers wanted reassurance that Invicti’s product would not add risk to their IP, confidential information, or sensitive data. The team built a public Trust Center for Invicti products that quickly delivered measurable impact across the business:

1. Trust Center reduced friction in the sales cycle by giving buyers instant access to validated security information, eliminating much of the back-and-forth that slows deals. 
2. Automation of the majority of security questionnaires increased efficiency, allowing a small team to support growing demand without adding headcount. 
3. A single source of up-to-date, approved information improved consistency and control across customers, partners, and internal teams, reducing risk while strengthening the overall buyer experience.

Invicti expanded the idea when they saw potential for Responsive Trust Center to build out a Partner Hub. Invicti has a large partner network, and the team struggled to share consistent information through email, decks, and scattered updates. By using Trust Center as the underlying hub, DeeAnn created a central place for product information, marketing assets, information security content, training videos, certifications, webinars, events, and FAQs.

The payoff is that partners know where to look, channel managers know what is being shared, and leadership has one place to see the story. DeeAnn also said the analytics make it easier for small channel teams to spot who is engaging and who needs a follow-up.

A system that keeps responses accurate, fast, and ready to scale

Invicti’s proposal workflow starts in Salesforce, moves into Responsive, and finishes back in Salesforce. Sales opens the request; the RFx team builds and answers in Responsive; SMEs collaborate in Slack; and the completed response returns to Salesforce ready for submission.

That repeatable system speeds up projects and gives DeeAnn visibility into incoming demand, helping her forecast workload, plan resources, and avoid last-minute scrambles as volume grows. It also changes how teams find information. With Smart Search, Responsive’s natural language search that surfaces the most relevant, approved content instantly, SMEs can pull answers themselves instead of waiting on the RFx team.

Behind the scenes, governance keeps everything accurate. Quality Check, which automatically flags inconsistencies, gaps, and outdated content, ensures responses are complete before they’re shared. And TRACE Score™ provides an objective measure of response quality by evaluating accuracy, completeness, and alignment to requirements.

That same discipline extends to maintaining current information in Trust Center. DeeAnn uses Responsive review cycles to flag policies before they expire, updating them proactively instead of reacting after a customer downloads outdated content.

Where AI accelerates ROI 

Responsive AI supports Invicti across the full pursuit lifecycle, from importing Word, Excel, and PDF-based requests to maintaining a current content library, generating first drafts, and strengthening responses over time. Once knowledge is centralized and governed, it becomes a reusable asset across every interaction. Instead of rewriting answers, teams build on what already exists, improving speed and consistency with each response.

With that foundation in place, Responsive Ask puts that knowledge to work in real time. Buyers can ask specific questions in the Trust Center and get precise answers instantly, while sellers use the same capability internally to respond to customer questions on the spot without pulling in the RFx team.

Key ways Invicti accelerates ROI with AI:

• Turn knowledge into a reusable system: Centralized, governed content powers every response instead of being recreated each time.
• Resolve buyer questions instantly: Trust Center and Ask eliminate back-and-forth by delivering precise answers on demand.
• Enable seller self-service: Sales teams answer one-off questions in real time, reducing ad hoc requests and freeing the RFx team to focus on high-value work.

From response function to growth engine

Invicti turned Responsive AI into a system that works across the entire pursuit lifecycle, from first draft to final answer. By grounding every response in a centralized, governed knowledge base, the team delivers consistent, high-quality answers without slowing down sales.

Trust Center extends that value beyond the internal workflow. Buyers and partners can find what they need on their own terms, while sellers use Responsive AI to answer questions in real time. Together, they reduce friction, eliminate repetitive work, and keep deals moving forward with speed and confidence.