Engagement blueprint · B2B SaaS · Series B · North America
From invisible in ChatGPT to a measurable AI pipeline channel
A 90-day GEO + LinkedIn ABM + attribution pilot for a Series B SaaS company competing against well-known incumbents.
01Starting point
The situation we see most often.
- Category prompts in AI engines name three incumbents; the client appears in fewer than one in ten answers.
- Paid search drives demo requests, but sales marks most as poor fit.
- GA4 lumps AI referrals into “Referral”; the CRM has no reliable lead source.
02Strategy
What we do, and why.
Measure
Build a 150-prompt set across category, comparison, alternatives and job-to-be-done prompts; sample ChatGPT, Google AI Overviews, AI Mode, Gemini and Perplexity weekly.
Fix access & entity
Unblock search crawlers at the CDN, server-render docs and pricing, ship Organization, Product and FAQ structured data, align entity facts across profiles.
Engineer citations
Publish honest comparison and alternatives pages, a pricing explainer and one original data asset; pursue inclusion on the review sites engines cite most.
Acquire
Rebuild Google Search into intent tiers bidding to SQL; launch LinkedIn ABM to 400 tier-1 accounts with buying-committee creative.
Attribute
AI referral channel group in GA4, lead-source capture on every form, SQL and opportunity offline conversions to Google and LinkedIn.
03Timeline
Week by week.
Week 1–2
Baseline, audits, scorecard sign-off
Week 3–4
Technical GEO, tracking, Google restructure
Week 5–8
Comparison content, LinkedIn launch, first CRO test
Week 9–12
Citation outreach, bid strategy to SQL, pilot review
04Scorecard
How success is measured.
| KPI | Definition | Source | Cadence |
|---|---|---|---|
| AI share of voice | Share of sampled answers that mention the brand, by engine and prompt cluster | Prompt tracker | Weekly |
| Citation rate | Share of answers that link to a client URL | Prompt tracker | Weekly |
| LLM-sourced SQLs | SQLs whose first or last touch is an AI referral | GA4 + CRM | Monthly |
| Demo requests | Qualified demo requests from paid + organic + AI | CRM | Weekly |
| Cost per SQL | Paid media spend / paid-sourced SQLs | Ads + CRM | Monthly |
| Pipeline sourced | Opportunity value by source | CRM | Monthly |
What it takes from your team
- A marketing owner with 2–3 hours per week
- Admin access to ads, GA4, GTM and CRM
- Sales feedback on lead quality in week 2 and week 6
- Legal review of comparison claims
This is an engagement blueprint: it shows how we structure and measure this type of program. It is not a report of a specific client’s results. Named case studies with verified figures are published only with client approval.
Next step
See where AI recommends your competitors instead of you.
Run the instant AI-readiness check in 30 seconds. Our strategists follow up with a prompt-level audit across ChatGPT, Google AI, Gemini and Perplexity within 48 hours.