From 3% to 38%: How a B2B SaaS Brand Won AI Search in 10 Months
A Series A AI Sales Platform · AEO/GEO Case Study
Services
AEO / GEO
Sector
B2B SaaS
Results
+1,167% citation share, +8,300% LLM visits, +3,400% trial signups
The Brief
They came to us with a sharp, specific problem: buyers were researching AI sales tools through AI engines, and our client had near-zero presence in those answers. With a limited demand-gen budget and no realistic path to outranking incumbents on traditional SEO, AEO/GEO — Answer Engine Optimization and Generative Engine Optimization — was the only channel that could move the needle.
The Challenge
An AI-powered sales call assistant built for B2B revenue teams — joining live sales calls, auto-summarizing conversations, surfacing deal risk, and pushing structured notes directly into Salesforce and HubSpot. Priced at $98–$199 per rep per month and built for SMB and mid-market SaaS teams, the product was genuinely differentiated. The problem wasn't the product. It was invisibility.
The brand faced:
1. The market was dominated by five established incumbents: Gong, Fireflies, Otter, Chorus, and Avoma
2. Each competitor had a 3–7 year head start in SEO, brand recognition, and category authority
3. The competitive gap wasn’t just about visibility — it was about entrenched market positioning
4. Sales leaders and RevOps managers were no longer relying on Google for vendor discovery
The Approach
Entity Foundation
Before touching a single piece of content, we fixed the knowledge layer. Wikidata, G2, Capterra, Crunchbase, and Crunchbase profiles were all realigned to position the client correctly as a Conversation Intelligence Platform — not a transcription tool. We secured a Wikipedia entry through citation-worthy press placements in TechCrunch, VentureBeat, and SaaStr.
Citable Content
We rebuilt the content library with one objective: make it quotable. Over 40 blog posts were reformatted with TL;DRs, definition-first paragraphs, and clear attribution lines — the exact structures LLMs extract from. We built a 24-page comparison hub covering head-to-head pages against every major competitor, and launched a 60-page AI Sales Glossary that became the highest-citation asset on the entire site. The centrepiece was an annual "State of AI in B2B Sales" research report, which earned citations in 140+ third-party articles and appeared in 9 distinct AI-generated answers.
Off-Site Signal Building
We seeded authentic conversations across Reddit communities — r/sales, r/SaaSSales, r/RevOps, r/sdr — where real buyers ask real questions and LLMs pull from threads. Eight YouTube partnerships with sales-focused creators generated transcripts that were indexed heavily by AI Overviews and Perplexity. We refreshed G2, Capterra, TrustRadius, and SoftwareReviews profiles, adding 180+ verified reviews in six months. Twelve newsletter features and six podcast placements in high-trust sales publications rounded out the off-site authority build.
Citation Monitoring
Every step was measured. We tracked 140 priority queries weekly across ChatGPT, Perplexity, Claude, and Google AI Overviews — spanning five query categories: best-in-class, competitor alternatives, use-case, persona, and how-to. For each query, we tracked citation rate, mention sentiment, position within the answer, and competitive share of voice. Weekly visibility reports, monthly executive reviews, and quarterly roadmap sessions kept the strategy sharp and accountable throughout.
The Results
In 10 months, the client went from 3% blended citation share to 38% — and from near-zero AI presence to the #3 most-cited brand across all AI sales tool queries, and #1 for SMB and mid-market teams.
38% Citation Share
Blended Across 140 Queries (From 3%)
4,200+ Monthly Visits
From AI Engines (ChatGPT, Perplexity, Google AI)
280+ Signups / Month
AI-Attributed Trial Conversions
#3 Most-Cited Brand
Validated Product–Market Fit
Services
Services
AEO / GEO
Sector
Sector
B2B SaaS
Results
Results
+1,167% citation share, +8,300% LLM visits, +3,400% trial signups
The Brief
They came to us with a sharp, specific problem: buyers were researching AI sales tools through AI engines, and our client had near-zero presence in those answers. With a limited demand-gen budget and no realistic path to outranking incumbents on traditional SEO, AEO/GEO — Answer Engine Optimization and Generative Engine Optimization — was the only channel that could move the needle.
The Challenge
An AI-powered sales call assistant built for B2B revenue teams — joining live sales calls, auto-summarizing conversations, surfacing deal risk, and pushing structured notes directly into Salesforce and HubSpot. Priced at $98–$199 per rep per month and built for SMB and mid-market SaaS teams, the product was genuinely differentiated. The problem wasn't the product. It was invisibility.
The brand faced:
1. The market was dominated by five established incumbents: Gong, Fireflies, Otter, Chorus, and Avoma
2. Each competitor had a 3–7 year head start in SEO, brand recognition, and category authority
3. The competitive gap wasn’t just about visibility — it was about entrenched market positioning
4. Sales leaders and RevOps managers were no longer relying on Google for vendor discovery
The Approach
Entity Foundation
Before touching a single piece of content, we fixed the knowledge layer. Wikidata, G2, Capterra, Crunchbase, and Crunchbase profiles were all realigned to position the client correctly as a Conversation Intelligence Platform — not a transcription tool. We secured a Wikipedia entry through citation-worthy press placements in TechCrunch, VentureBeat, and SaaStr.
Citable Content
We rebuilt the content library with one objective: make it quotable. Over 40 blog posts were reformatted with TL;DRs, definition-first paragraphs, and clear attribution lines — the exact structures LLMs extract from. We built a 24-page comparison hub covering head-to-head pages against every major competitor, and launched a 60-page AI Sales Glossary that became the highest-citation asset on the entire site. The centrepiece was an annual "State of AI in B2B Sales" research report, which earned citations in 140+ third-party articles and appeared in 9 distinct AI-generated answers.
Lead Generation for Bulk Orders
We seeded authentic conversations across Reddit communities — r/sales, r/SaaSSales, r/RevOps, r/sdr — where real buyers ask real questions and LLMs pull from threads. Eight YouTube partnerships with sales-focused creators generated transcripts that were indexed heavily by AI Overviews and Perplexity. We refreshed G2, Capterra, TrustRadius, and SoftwareReviews profiles, adding 180+ verified reviews in six months. Twelve newsletter features and six podcast placements in high-trust sales publications rounded out the off-site authority build.
Continuous Category Testing
Every step was measured. We tracked 140 priority queries weekly across ChatGPT, Perplexity, Claude, and Google AI Overviews — spanning five query categories: best-in-class, competitor alternatives, use-case, persona, and how-to. For each query, we tracked citation rate, mention sentiment, position within the answer, and competitive share of voice. Weekly visibility reports, monthly executive reviews, and quarterly roadmap sessions kept the strategy sharp and accountable throughout.
The Results
In 10 months, the client went from 3% blended citation share to 38% — and from near-zero AI presence to the #3 most-cited brand across all AI sales tool queries, and #1 for SMB and mid-market teams.
4,200+ Monthly Visits
From AI Engines (ChatGPT, Perplexity, Google AI)
38% Citation Share
Blended Across 140 Queries (From 3%)
280+ Signups / Month
AI-Attributed Trial Conversions
#3 Most-Cited Brand
Across AI Sales Tool Queries (Top 1 for SMB)