How LILT accelerated $12M in deals by cutting questionnaire turnaround from weeks to days

Over six months, LILT used Wolfia to process nearly 100 security questionnaires totaling more than 6,000 questions. Wolfia's AI auto-answered an average of 74% of questions, cutting turnaround time for most assessments from 2 to 3 weeks down to 2 to 3 days. Subject-matter expert (SME) time per questionnaire fell from 1 to 5 hours to 30 minutes or less, about a 90% reduction. Directly Responsible Individual (DRI) involvement dropped from 2 to 16 hours to 0.5 to 2 hours, approximately an 80% reduction.

These efficiency gains enabled LILT to support $12M in deals without questionnaire-related delays and to scale monthly capacity without adding headcount.

Enterprise customers, often Fortune 500 firms, regularly send LILT security questionnaires and RFPs with hundreds of detailed questions on product, security controls, and compliance. Each assessment previously consumed 1 to 5 SME hours (plus 2 to 16 DRI hours), slowing sales cycles and pulling experts away from higher-impact work.

The volume of questionnaires was becoming unsustainable. Security experts were spending entire days answering repetitive questions instead of improving LILT's security posture. Sales teams were frustrated by delays, and deals were at risk of stalling due to slow security review turnaround times.

LILT deployed Wolfia to transform their security questionnaire process. The system:

• Ingests questionnaires across all formats: Excel, Word, PDF, and native OneTrust assessments
• Understands context: References LILT's approved policies, controls, and evidence to generate accurate responses
• Auto-answers with confidence: Provides responses where evidence is clear; routes uncertain items to SMEs for targeted review
• Learns continuously: Improves automation rates by learning from expert edits and feedback
• Integrates seamlessly: Works directly with OneTrust, where LILT observed greater than 95% automation on ~200-question assessments, typically completing in under 24 hours

The results varied by complexity:

• Simple assessments now complete in under an hour
• Complex enterprise RFPs reduced from 2 to 3 weeks down to 2 to 3 days

Wolfia has now processed 6,000+ questions and helped accelerate $12M in deals for LILT over the last 6 months.

Wolfia is an AI-native tool that parses and normalizes Excel, Word, PDFs, and OneTrust assessments without requiring manual copy-paste of questions and answers. The system generates responses consistent with LILT's approved product documentation, security controls, policies, and evidence, while flagging low-confidence items for SME review to avoid guessing.

When a subject matter expert answers a question, Wolfia incorporates the edits to automatically raise future automation rates. This continuous learning approach means the system becomes more effective over time, reducing the need for expert involvement even further.

To further reduce the burden on their team, LILT launched a Trust Center powered by Wolfia. This self-service portal provides customers with up-to-date security documentation, significantly reducing inbound questions and lowering both the volume and complexity of questionnaires reaching SMEs.

The Trust Center has become a valuable sales enablement tool, allowing prospects to quickly access security information without waiting for formal questionnaire responses. This proactive approach has helped LILT close deals faster and demonstrate their commitment to transparency and security.

The transformation at LILT demonstrates the tangible value of AI-powered security questionnaire automation:

• Sales acceleration: $12M in deals processed without questionnaire delays
• Resource optimization: 90% reduction in SME time investment
• Scalability: Handling growing questionnaire volume without adding headcount
• Quality improvement: Consistent, accurate responses with greater than 95% automation on OneTrust
• Strategic focus: Security experts now focus on improving security posture rather than repetitive questions

With Wolfia, LILT is on track to handle growing questionnaire volumes annually without increasing headcount. As the AI continues to learn from expert feedback, LILT expects automation rates to increase beyond the current 74% average, with certain workflows like OneTrust already achieving greater than 90-95% automation.

The success at LILT showcases how modern AI can transform traditionally manual, time-intensive processes into efficient, scalable operations that actually improve with use. For companies facing similar challenges with security questionnaires and vendor assessments, LILT's experience demonstrates that dramatic efficiency gains are achievable within months.