The digital marketing agency for B2B SaaS founders.
~55%+ of B2B software buyers now start research inside an AI assistant. If you're not in the answer, you're not on the shortlist.
Three places SaaS founders stop paying us for.
AEO is the new shortlist
Buyers ask Perplexity / ChatGPT for "best [tool] for [use case]" before they hit Google. If you're not cited, you're not on the shortlist.
Programmatic SEO compounds
"Tool X vs Tool Y" pages, integrations pages, alternatives pages — high-intent, cite-able by AI engines, and they compound for years.
LinkedIn outperforms Search at top
For B2B above $1k ACV, LinkedIn-led demand creation often outperforms Google Search ROI when paired with retargeting + lifecycle.
B2B SaaS
Migrated content for AI quotability. Cited inside ChatGPT + Perplexity for 14 of 20 priority queries.
B2B Wholesale
Account restructure + LinkedIn pairing + server-side conversion API.
Pro Services
Founder-led + ABM + thought-leadership pipeline.
Digital marketing for B2B SaaS, defined for the AI-research buyer journey.
B2B SaaS marketing is the discipline of generating, qualifying, and converting subscription-software demand across multi-month consideration cycles where the buying committee includes 5–8 stakeholders (champion + economic buyer + technical buyer + procurement + legal + end-users). The 2026 channel mix anchors on AI SEO + AEO (~55% of B2B buyers research inside ChatGPT and Perplexity before opening Google — being cited inside AI engines is now category-defining), programmatic + comparison content ("X vs Y" + "alternatives to X" + integration pages — the highest-cited B2B SaaS format inside AI Overviews), LinkedIn paid + ABM (highest-CAC-but-highest-LTV channel for ACVs above $1,000; retarget-only below), HubSpot or Salesforce + Marketing Cloud for lead-scoring + nurture + MQL→SQL handoff, founder-led organic LinkedIn (20–40% of inbound for $5–25M ARR brands run consistently 6+ months), and server-side analytics + MTA hybrid attribution because long sales cycles + offline influence break last-click models.
Annual Contract Value. Below $1k retarget-only on LinkedIn; $1–10k LinkedIn + Google Search; $10k+ ABM + LinkedIn full-funnel.
Marketing Qualified Lead. Behavioural + firmographic threshold for handoff to sales. Most SaaS over-produces low-quality MQLs.
Sales Qualified Lead. Sales-accepted + advancing through pipeline. Conversion MQL→SQL benchmark 25–40% for healthy programmes.
Net Revenue Retention. Subscription expansion + retention metric. Top-quartile SaaS runs 120%+; below 100% means churn outpaces expansion.
Months to recover acquisition cost from gross margin. Healthy SaaS 12–18 months; top-quartile 6–12.
Product-Led Growth. Trial → activation → conversion → expansion lifecycle driven by product behaviour, not sales pipeline.
Answer Engine Optimisation. Visibility inside ChatGPT, Perplexity, Gemini, Claude. The new search baseline for B2B SaaS research.
Account-Based Marketing. Named-account targeting via LinkedIn + content + lifecycle. Most efficient at $50k+ ACV.
The metrics B2B SaaS measures quarterly.
What works at $1M, $5M, $25M, $100M ARR.
Six SaaS pitfalls we see most often.
Common SaaS questions.
Do you build comparison content for B2B SaaS?+
Yes — "X vs Y" pages, integrations pages, "alternatives to X" pages, and category-leader comparison hubs. These are the highest-intent organic surface for B2B SaaS in 2026: buyers self-educate inside ChatGPT and Perplexity before booking demos, and comparison content is the single most-cited format inside AI Overviews. We structure each page with TL;DR, structured Q&A, citable feature/pricing tables, and Schema markup so Google + answer engines both surface it.
Do you implement HubSpot, Salesforce, or both?+
Both — and we are honest about which fits. HubSpot for $5–25M ARR or single-product motions where speed-to-value matters. Salesforce for $25M+ ARR, complex multi-product, multi-record-type, or regulated industries. Below $5M ARR we often recommend Customer.io or HubSpot Starter rather than full Sales Hub. Our certified specialists have shipped on HubSpot, Salesforce, Marketo, Pardot, and Customer.io — the recommendation is based on your stage, your data architecture, and your team capacity, not our partnership tier.
How long until SaaS content gets cited inside ChatGPT or Perplexity?+
Schema + llms.txt: 2–6 weeks for indexing across the four major answer engines (ChatGPT, Perplexity, Gemini, Claude). Content rebuilds: 4–8 weeks before first citations appear for cited-brand candidates (brands with existing Wikipedia, Wikidata, or strong third-party mention graph). New brands typically see compounding citation density 3–6 months after the first AEO sprint. We track via AthenaHQ + Profound + monthly manual audits and report month-over-month.
Are LinkedIn Ads really worth it for SaaS?+
For B2B SaaS above $1,000 annual contract value (ACV), yes — almost always. LinkedIn delivers the highest-CAC-but-highest-LTV traffic of any paid-social channel, and the data layer pairs cleanly with Sales Navigator + HubSpot/Salesforce attribution. Below $1k ACV the math rarely works, so we run retarget-only on LinkedIn and lead with TikTok/Meta for top-of-funnel. We architect content + retargeting funnels so LinkedIn never carries the full acquisition cost alone.
Will you handle product-led growth (PLG) instrumentation?+
Lifecycle automation across the PLG funnel — trial signup → activation → conversion → expansion → retention — yes, on every retainer that includes Marketing Automation or Email & SMS. Pure product-event instrumentation (Segment, Amplitude, Mixpanel, reverse-ETL via Hightouch/Census) pairs with our Analytics & Attribution specialist track. PLG attribution that ties product events back to acquisition channels is the single highest-leverage data project for SaaS — most clients see 2–3× clarity on channel CAC inside 60 days.
What is your minimum SaaS client size?+
Most retainer clients run $1M–$100M ARR. Below $1M ARR, the Multi-Channel ($5,999/mo) tier is overkill — we typically recommend a Fractional CMO 1 day/wk ($3,499/mo) plus the SEO + AEO retainer ($1,999/mo + $1,799/mo) for sub-$1M brands focused on demand foundation. Above $100M ARR engagements move to Pod Plus ($24,999/mo) or Enterprise (custom) tiers with multi-region delivery, MMM, and quarterly board prep.
Get a SaaS AEO + LinkedIn audit.
Submit your domain. We'll benchmark your AEO presence (ChatGPT, Perplexity, Gemini) for category prompts, plus LinkedIn ad efficiency and lifecycle health. Top 5 fixes inside 7 days.