The Responsive Podcast

Responsive

The Responsive Podcast is your guide to exploring how AI and Strategic Response Management (SRM) are reshaping the way organizations compete and grow. Each episode features conversations with bid, proposal, and revenue leaders navigating today's high-stakes, high-speed world of winning business. Gain actionable insights, proven tactics, and real-world stories that will equip your to team respond smarter, faster, and with greater impact.

Episodes

  1. May 11

    AI was supposed to reduce work. So, why do we feel busier than ever?

    AI burnout and fatigue are real! In this episode of the Responsive Podcast, Jennifer and Sunder unpack one of the biggest questions facing today’s bid and proposal professionals: how can teams use AI for proposals, RFPs, and strategic responses without creating even more work?Together, they explore why so many proposal teams feel stretched thin, why AI hasn’t yet reduced workload, and why the reality for many teams is doing more work in less time. This conversation is built for anyone in proposal management, strategic response, sales enablement, or revenue operations who is trying to move from overwhelm to a more sustainable, strategic way of working.Jennifer and Sunder explore why teams should start with low-judgment, repetitive tasks, how to get to a first draft faster, and why a strong, trusted knowledge base is essential for better AI-generated responses. They also cover AI fluency, leadership education, go/no-go decisions, and how AI can support every phase of the pursuit lifecycle, from qualification and research to proposal development and post-submission learning. This video is all about using AI in bid management and proposal workflows to improve focus, strengthen response quality, and help teams spend more time on the work that actually drives wins.Video Chapters:00:00 - Understanding User-Centric AI Interaction08:52 - From Overwhelm to Empowerment12:52 - The Role of AI in Strategic Response16:09 - Preparing for an AI-Driven Future

    20 min

  2. Mar 31

    Are AI Agents Overhyped? Here’s How to Make Them Work For You

    If you’ve been hearing nonstop hype about AI agents but still aren’t sure what they actually do—or how to use them—this episode breaks it down. In this episode of Sit Down with Sunder, AJ Sunder (Responsive CIO & CPO) unpacks what AI agents really are, how they work, and how organizations can start using them to drive real business outcomes.Despite all the excitement around AI agents, most teams aren’t using them yet. Why? Confusion, risk, and unrealistic expectations. Sunder cuts through the noise and focuses on what actually works.What you’ll learn about AI agents:- What defines an AI agent (and what doesn’t)- Why “AI agent hype” is outpacing real adoption- How to get started with AI agents safely- The importance of human-in-the-loop workflows- When to use AI agents vs AI assistants- Common mistakes organizations make early on- How to measure ROI and business impactThe big takeaways from Sunder?- Most organizations should start with AI-assisted workflows, not full agents- The best early use cases are repeatable, auditable, low-risk tasks- AI agents require clean, centralized knowledge to work effectively- Fully autonomous agents can be risky, especially in high-stakes environments- The goal is more than just time savings. Aim for better outcomes and smarter decisionsOne standout idea: treat AI agents like new hires. You wouldn’t give a new employee a critical, irreversible task on day one, so you shouldn't do it with AI agents either. As AI continues to reshape how organizations respond to RFPs, manage knowledge, and collaborate across teams, understanding how to move beyond hype is critical. If you’re looking to turn AI agents into something practical—not theoretical—this conversation is a strong place to start.

    22 min

  3. Feb 26

    If AI Makes Building Software Easy, Should You Build or Buy? A CIO & CPO’s Perspective

    In this episode of Sit Down with Sunder, Responsive CIO & CPO AJ Sunder joins host Jennifer Cannizzaro to tackle the question teams are asking in 2026: If AI makes it easy to build software, should you actually build it…or buy it?AI-assisted coding can produce “meaningful applications in an afternoon.” But Sunder argues the real costs show up after the prototype: deployment, ownership, security, compliance, and long-term maintenance—the parts AI hasn’t made easier yet. What you’ll learn: 1. Why build vs. buy feels more urgent now than it did even 12 months ago 2. The “shiny object” trap: building is fun, but owning is hard. Governance and risk: why internal apps still create real exposure (PII, privacy, access control) 3. How to think about systems you don’t want to leave to chance (e.g., CRM, payroll, SRM) 4. A practical decision framework + scorecard to evaluate build, buy, or hybrid The framework (quick preview): Sunder’s criteria include: business criticality, user scope, integration complexity, lifecycle velocity, and data sensitivity—and a key reminder: ask these questions before you start building, because teams get emotionally attached fast. Want the full scorecard?⁠ Read the companion blog! About Responsive: Responsive is the AI and industry leader in Strategic Response Management (SRM), helping organizations govern knowledge and deliver trusted, winning responses at scale.

    27 min

  4. Feb 2

    Can We Predict AI Trends for 2026? Responsive's Hottest AI Takes & Biggest Bets

    Can we predict AI trends for 2026 without looking ridiculous? 😅 In this first episode of the new "Sit Down with Sunder" Responsive video series, AJ Sunder (Responsive Co-Founder and CIO) joins Jennifer Cannizzaro (VP of Product Marketing) for a candid conversation on what’s next for AI in 2026 — and what it means for bid and proposal teams doing high-stakes work every day.Sunder reminds us all that “the fastest way to look foolish is to predict the future" before getting ultra-specific and into the details of his big three AI predictions for 2026 AI agents start working together: agent-to-agent orchestration across tools and workflows.AI is judged by performance under pressure: less “cool demo,” more reliability, repeatability, and real-world accuracy.Governance becomes the deciding factor at scale: AI safety moves from “nice to have” to required for adoption.Sunder also provided three rapid-fire “big bets” for leaders entering 2026: Make sure everyone has access to a baseline AI assistant.Deploy agents around core business workflows to see immediate ROI.Invest in enterprise data and a data governance strategy.Also: the most relatable AI agent example you’ll hear today involves Friday night dinner plans and why humans still want the final call. Video Chapters:00:00 - Intro + why predicting AI can make you look foolish04:17 - Prediction 1 — Agent-to-agent ecosystems06:30 - Prediction 2 — AI engineering maturity + RAG12:40 - Prediction 3 — AI Trust and AI safety19:20 - Rapid-fire — the three big bets for 2026

    21 min

  5. 11/05/2025

    How CAPTRUST Scaled RFPs: 15 Teams, 70 SMEs, and AI with a Human Touch

    In this episode of The Responsive Podcast, Joe Kopyt (Responsive) interviews Megan Cutter (CAPTRUST), who shares her journey into the world of RFP management and knowledge management. Megan discusses the evolution of her team, both before and after the introduction of AI, and the importance of technology and collaboration with subject matter experts, particularly in terms of how a single central member can play a crucial role. Megan highlights the role of AI in enhancing CAPTRUST’s RFP processes while still retaining the crucial element of human touch during the writing and review process. This episode also highlights the importance of communication between teams, the importance of building trust in AI and automation, and the evolving future of proposal management.

    34 min

  6. 10/02/2025

    Transforming Financial Services: The Power of Storytelling and AI

    Join Jennifer Cannizzaro (Responsive) and Matt Schiffman (Co-Founder of Totumai and former Senior Managing Director - Global CMO of Legg Mason) as they delve into the evolving landscape of financial services. Discover how storytelling and AI are reshaping proposal teams, enhancing client experiences, and driving innovation. Jennifer and Matt discuss the challenges and opportunities that come with integrating AI while maintaining compliance and authenticity. This episode of the Responsive Podcast offers fresh and unique perspectives for anyone looking to elevate their approach in the industry. ⁠DOWNLOAD Responsive's 2025 Financial Services RFP & Proposal Trends Report⁠⁠⁠⁠⁠https://www.responsive.io/blog/introducing-trace-score⁠

    33 min

  7. 08/06/2025

    Open Up Resources cut proposal work by 40% and sales requests by 94% - Here's how!

    Responsive Academy’s Helene Johnson spoke with Lynda English, Senior Director of Research and Proposals at Open Up Resources, to explore how her team overhauled their RFP process with the help of Responsive AI, sparking the “Summer of Responsive.” From eliminating content chaos to building a self-service model for sales, Lynda shares how her team felt more confident than ever using Responsive to scale smartly and sustainably.The results speak volumes: 40% of proposal work offloaded through automation, RFP turnaround time cut from two weeks to two days, and sales team requests dropped from 54 to just 3 in a single year. Lynda reveals how her team used intake surveys to cancel meetings, tagged their most trusted answers with a “golden response,” and turned content cleanup into a company-wide initiative. Looking to refresh your process? This is one blueprint you’ll want to steal.

    29 min

  8. 07/16/2025

    How Microsoft Found Success and Increased Proposal Library Usage by 60% with AI

    Want to know how Microsoft's proposal team skyrocketed library usage by 60% using AI? Alexis Hourselt, Director of Microsoft's Proposal Center of Excellence, shares with Responsive exactly how her team has embraced AI-driven Strategic Response Management (SRM) to improve proposal quality, speed, and accessibility across a global organization with over 21,000 users. Learn about Microsoft's innovate "Copilot Challenge," the powerful AI tools they've adopted, and how automation is shaping their future. Discover more about Responsive at ⁠https://www.responsive.io/ This interview was recorded in April 2025. In July 2025, Alexis took on a new role at Microsoft as Compliance and Operations Leader.

    26 min

  9. 07/08/2025

    Can AI really help you win more, faster? Yes, says real data from 700+ companies

    Responsive's own Jennifer Cannizzaro is joined by APMP's Julia Duke (COO) to explore the findings of the 2025 State of Strategic Response Management (SRM) Survey, highlighting the evolving landscape of proposal teams, buyer behavior, and the integration of AI in Strategic Response Management. Join the two as they discuss the importance of knowledge management, the perception gap between executives and proposal teams, and the necessity for organizations to adapt to technological advancements while maintaining a focus on human resources. Now more than ever, teams need strategic investments in both staffing and technology, as well as the critical role of training and collaboration in leveraging AI effectively.

    1h 3m

  10. 06/05/2025

    AI, RFPs, and a Startup Spark: Responsive Co-Founders Share All

    What do you get when three tech leaders with a shared frustration sit down at a Starbucks and decide to build something better? The co-founders of Responsive (formerly RFPIO) reveal how a common pain point in responding to RFPs sparked the creation of a platform that now powers all types of information exchange at over 2000 organization around the world, including 20+ of the Fortune 100. From that pivotal coffee shop conversation to becoming the category leader in Strategic Response Management (SRM), this is the inside story of how Responsive transformed the way companies approach bids, proposals, and high-stakes information exchange. In this video, the three co-founders cover: How AI has been core to Responsive’s product strategy from day oneThe early product decisions that helped win over customers like Microsoft and SmarshWhy culture and core values remain foundational to our growthHow Responsive became a full SRM platform for the modern enterpriseWhether you lead a proposal team, manage security questionnaires, or just want to see how tech, customer insight, and AI can fuel a company’s growth, this is the story for you.

    29 min

  11. 05/09/2025

    AI in Bid and Proposal Management: Darrell Woodward on Automating Success

    Join Responsive for a discussion with bidding and proposal expert Darrell Woodward (Director, Prosfora Solutions) as he shares his transition from in-house roles to thriving as a freelancer in the world of proposal management. Hosted by Jennifer Cannizzaro (VP Product Marketing, Responsive), the pair dives into how technology and AI are reshaping the bidding landscape, making processes smarter and more efficient. Darrell discusses the crucial role of knowledge management, the power of building authentic relationships, and why team wellbeing should never be overlooked in high-pressure environments. Darrell challenges the traditional reliance on win rates, proposing more meaningful success metrics for modern bid professionals. Learn more: about Responsive at responsive.io/

    25 min
  • 11 Episodes

About

The Responsive Podcast is your guide to exploring how AI and Strategic Response Management (SRM) are reshaping the way organizations compete and grow. Each episode features conversations with bid, proposal, and revenue leaders navigating today's high-stakes, high-speed world of winning business. Gain actionable insights, proven tactics, and real-world stories that will equip your to team respond smarter, faster, and with greater impact.

Information

  • Creator
    Responsive
  • Years Active
    2025 - 2026
  • Episodes
    11
  • Rating
    Clean
  • Copyright
    © Responsive
  • Show Website
    The Responsive Podcast