Responsive
About
Responsive, formerly RFPIO, makes Strategic Response Management and AI RFP software. It serves bid and proposal managers, sales and marketing teams, InfoSec and IT, executives, investor relations and small businesses that have to answer buyer questions. The platform uses a company's existing content, guided by subject-matter experts, to answer RFPs, security questionnaires and other buyer requests. Responsive says it has more than 500 employees and serves more than 300,000 users worldwide, including more than 20% of the Fortune 500. It has a US office in Frisco, Texas, and offices in Coimbatore and Bengaluru, India.
Responsive’s Story
Customers then started using it for security questionnaires and other inquiries, which led to the Strategic Response Management category.
The company acquired RFP360 in 2021 and InHub in 2022, then rebranded as Responsive in 2023.
Products
- Answers to security questionnaires for InfoSec and IT teams
- Answers to other buyer questions for sales and marketing teams
Culture
TopCloserR Perspective
What we’d expect selling here to look like
A SaaS sale to proposal, sales, presales and security leaders at mid-market and enterprise companies that answer many RFPs and security questionnaires. Deals often involve several departments, with a business case built on time saved and win rate.
What it builds, by career stage
- Breaking in
- An SDR role prospecting proposal managers and sales operations leaders.
- Building
- An account executive role running cross-functional evaluations with proposal, InfoSec and sales teams.
- Leading
- Leading enterprise or international sales teams, including Australia and APAC after the Bidhive acquisition.
Where it can take you
This experience carries over to roles at sales enablement, content management and governance, risk and compliance software companies.
Questions worth asking
Considering a sales role at Responsive? Ask these in your interview.
- Which team usually owns the budget: proposal, sales or InfoSec?
- How do the RFP360, InHub and Bidhive acquisitions show up in the deals reps work on?
- What does expansion look like after the first department signs?
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