§01.01
Buyers research with AI, not Google.
B2B software is the #1 use case people use ChatGPT for at work. Your buyer is asking it for a shortlist while their commute is still happening. The funnel starts before they ever land on a marketing site.
Solution · B2B SaaS
Win the buyer prompt — before the demo.
SaaS buyers don’t open Google first anymore — they ask ChatGPT for a shortlist. Three names come back. If you’re not one of them, you don’t even get the demo request. We get you on the shortlist, then keep you there.
The B2B SaaS buyer · 4 stagesPRE-SALES
§01 · Buyer prompt
“Best workflow automation tool for a 200-person ops team?”
§02 · AI shortlist
Competitor ACompetitor BCompetitor Cyou · not cited
§03 · Buyer validates
Reddit ↗G2 ↗/vs/ pages ↗Trust pilot ↗
§04 · Demo booked
Books with one of the 3 already in mind. You never enter the funnel.
The funnel starts at §02Not at the demo form
73%
of B2B buyers consult AI before talking to sales
Gartner · 2026
3
names is the typical AI shortlist length
Across categories
4% → 61%
citation share, 14 weeks, B2B SaaS client
Geology engagement
2.4×
demo-request lift after entering the AI shortlist
Median
§01 — Why SaaS GEO is its own animalThe B2B buyer journey
The B2B buyer journey
now starts in a chat window.
§01.02
AI cites Reddit and review sites first.
For SaaS categories, ChatGPT pulls heavily from Reddit threads, G2 / Capterra reviews, listicles, and Hacker News discussions. Your own marketing site is rarely the primary source — even when you’re the category leader.
§01.03
/vs and alternative pages do the heavy lifting.
When a buyer narrows from 3 to 2, the next prompt is “X vs Y” or “alternatives to X”. Whoever owns the comparison real estate — both on their own site and across the citation sources — wins the second-stage shortlist.
§02 — What gets cited (and what doesn’t)Generic AI content gets buried.
Generic AI content gets buried.
Your conviction gets cited.
AI doesn’t cite the page that re-summarized the same five points every other vendor in your category did. It cites the page with a specific, defensible take — backed by data your competitors don’t have, written for the exact persona asking. Two moves we run that most SaaS content programs skip entirely.
§02.01 · Mine your internal sources
Your sales calls already wrote the content.
Sales calls, support tickets, customer-success transcripts, founder-to-customer Slack threads — every SaaS company has a warehouse of buyer questions that no keyword tool will ever surface. Most of it sits unread.
We extract those questions and turn them into specific, long-tail content — the question-and-answer pairs LLMs decompose complex prompts into. Long-tail is the GEO play, not the SEO play: SEO rewards a few head terms, GEO rewards thousands of specific factual answers your conviction is the source for.
Sales-call themes
Support-ticket questions
CS conversation logs
Internal Slack debate
§02.02 · One plan per persona
You sell to three personas. You need three plans.
A SaaS company that sells to founders, IT directors, and ops leads is selling three products. Each persona asks different prompts, evaluates against different criteria, and surfaces in different threads. A single mega-plan optimizes for nobody in particular.
We run a separate prompt map, content plan, and GEO program per persona — and tie each back to its own pipeline. The persona with the highest pipeline contribution gets the most weekly throughput. Reporting splits by persona too.
Founder
Why-now prompts
IT Director
Stack-fit prompts
Ops Lead
Use-case prompts
§03 — The 5 SaaS prompt shapesFive prompt shapes
Five prompt shapes
run the SaaS funnel.
We map your category against every prompt shape and audit the citation source for each. Different shape, different source page — the playbook bends per type.
§03.01Category
“Best [category] tool for [ICP].”
Highest-volume, most contested. Citations come from listicles, G2, Reddit ‘what are you using’ threads. Your /home, /pricing, and your G2 profile are the source pages here.
Listicles + G2 + Reddit
§03.02Comparison
“[Your product] vs [competitor].”
Highest commercial intent. We ship and rank the comparison pages on your domain, plus the third-party comparison threads on Reddit.
/vs/ pages + Reddit + third-party reviews
§03.03Alternative
“Alternatives to [competitor with budget cut].”
Massive when a category leader raises prices or has a bad quarter. We track the competitor’s pricing pages and ship alternative content the day it moves.
/alternatives/ pages + earned editorial
§03.04Use case
“Tool for [specific job to be done].”
Long-tail, high-conversion. Programmatic /use-cases/ pages plus specific Reddit answers in the right subreddits. Where category-defining tools cement the lead.
Programmatic + Reddit
§03.05Integration
“Best [category] tool that integrates with [stack].”
Stack-of-tools queries. The buyer already runs Salesforce + Slack + dbt. Your integration pages plus your G2 integration listings answer this — when they exist.
Integration pages + marketplace listings
§04 — How we run a SaaS engagementFive moves,
Five moves,
every SaaS engagement.
- §04.01
Map your category’s real prompt set.
Not a keyword tool dump. We pull the 80–200 actual prompts your buyer types into ChatGPT, Perplexity, Gemini, Copilot, and Google AI Overviews — segmented by funnel stage and ICP.
- §04.02
Own the comparison real estate.
Your /vs/, /alternatives/, and /integrations/ pages, written and ranked. Plus the matching Reddit and review-site threads where the comparison actually gets settled. Most SaaS sites have stub /vs/ pages and no third-party presence — both shipped.
- §04.03
Run Reddit GEO inside your category.
B2B SaaS buyers live on Reddit. We identify the 8–15 subreddits your buyer actually uses, build account history, and earn citations in the threads AI cites — without sounding like a vendor in a community.
- §04.04
Fix the source pages AI lifts from.
Pricing page (the most-cited SaaS URL), homepage entity signals, schema, integration pages, llms.txt. Most of our SaaS clients have a strong product and a citation-unfriendly site — the technical layer is what unlocks the rest.
- §04.05
Tie it back to demos and pipeline.
Weekly dashboard: citation share by prompt, branded-search lift, demo requests with AI-source self-report, and pipeline. We measure to the demo form, not to the rankings page.
§05 — The /vs/ page is your most leveraged URLOne page,
One page,
most of the SaaS pipeline.
The buyer narrows to two names. They search “X vs Y”. The page they land on shapes the next 30 minutes of the evaluation — and AI cites that same page when they ask Perplexity to summarize it.
Most SaaS /vs/ pages are written by marketing in 90 minutes and read like marketing wrote them in 90 minutes. We rebuild them as honest comparison documents — fair on the competitor’s strengths, sharp on yours, structured the way AI parsers expect. The honest framing is what wins both the human and the bot.
Honest comparison tableStructured pros/consSource-page schemaReddit cross-link
/your-product/vs/competitorCited · 4/5
You
Competitor
Free tier
Yes · 5 users
No
Setup time
8 minutes
~half a day
Best for
PLG teams 50–500
Enterprise rollouts
Salesforce sync
Native
Native
Pricing transparency
On site
Talk to sales
Schema: ComparisonTable · Reddit thread: r/[category] · 14 cites
§06 — Receipts, in detailFrom 4% to 61%
From 4% to 61%
citation share in 14 weeks.
B2B SaaS · workflow automation
A mid-market workflow automation platform with strong product reviews, a healthy paid funnel, and almost no organic AI presence. Three larger competitors held 80% of the AI shortlist for their category prompts. Demo requests had plateaued.
We mapped the 110 buyer prompts that mattered, rebuilt the /vs/ and /alternatives/ pages, ran Reddit GEO across 9 ops and engineering subreddits, and shipped the schema + llms.txt the site was missing. By week 14 the platform held 61% citation share on its top buyer prompts and AI-attributed demos were the largest new channel.
Read the full case study →Citation share · 14 weeks4% → 61%
Citation share · 5 platforms
§07 — Common questionsWhat SaaS CMOs
What SaaS CMOs
actually ask.
We’re early-stage. Is GEO worth it before we have a brand?
Yes — and arguably more so. The cheapest time to be the default recommendation is before everyone realizes there’s a category to compete in. If your seed data shows AI is already answering shortlist queries in your category, every week you wait is one your competitors are getting cited and you aren’t. We’ll tell you up-front if your category isn’t there yet.
How long until our pricing page starts converting differently?
Two patterns we see consistently. First: branded-search lift in weeks 4–8 (people Googling your name after AI mentioned you). Second: demo-form fills with “heard about you on ChatGPT” in weeks 8–14. The pricing-page conversion change is downstream of those — it’s usually visible by month four, materially shifted by month six.
Do we need a Reddit presence to do SaaS GEO well?
For most B2B SaaS categories, yes. ChatGPT and Perplexity cite Reddit threads disproportionately for software shortlist queries. We can do the heavy lifting on your behalf without sounding like a vendor in the community — that’s the whole point of our Reddit GEO service.
Is this PLG-friendly or does it require enterprise sales?
PLG, sales-led, and hybrid all work. The prompt categories shift (PLG leans more on use-case and integration prompts; sales-led leans more on category and comparison) but the engagement structure is the same. We tune the prompt set to your motion on the kickoff call.
What about Capterra, G2, TrustRadius — do you manage those?
We don’t run review-acquisition campaigns directly (those are usually best-handled by your CS team), but we do optimize your G2 / Capterra category pages, target the right comparison categories, and ensure the citations from those sites flow back into the AI citation graph. Adjacent and connected.
Does this replace our existing SEO program or stack on top?
Most clients consolidate — the source-page, schema, and authority work overlaps almost completely with traditional SEO. If you’ve got an in-house SEO team that’s working, we plug in alongside without duplication. We’ll be honest about which one makes sense after the first call.
Get started
See where your product stands in the AI shortlist.
Run a Live Audit. We pull your product against competitors on the top 30 SaaS buyer prompts in your category — across ChatGPT, Perplexity, Gemini, Copilot, and Google AI Overviews — and send the full report to your inbox.