From Zero to M Pipeline: Inside a B2B Company's 6-Month GEO Transformation

The Problem: Invisible in the Channel That Matters Most

In early 2025, the marketing team at a mid-market project management SaaS company (500 employees, publicly traded) faced a disturbing realization: despite ranking on page 1 for their target keywords and spending K/month on PPC, they were completely invisible in AI search.

When potential buyers asked ChatGPT, Gemini, or Perplexity "What's the best project management tool for remote teams?", five competitors were mentioned by name. Their brand appeared in zero of 50 target queries across all AI platforms.

Meanwhile, their sales team kept hearing the same thing from prospects: "We asked ChatGPT and it recommended [Competitor]."

The CEO called an emergency meeting. Six months and a complete GEO overhaul later, AI search had become their highest-ROI marketing channel, generating M in annual pipeline at a fraction of the cost of paid advertising.

Here's exactly how they did it.

Month 1: The Audit That Changed Everything

Week 1-2: AI Visibility Assessment

The team used Huginn to systematically audit their AI presence across all major platforms:

The audit also revealed:

• ChatGPT contained 3 factual errors about their product (wrong pricing, discontinued feature listed as current, incorrect integration list)
• No FAQ Schema markup on any page
• Site not submitted to Bing Webmaster Tools
• robots.txt was blocking GPTBot and PerplexityBot

Week 3-4: Root Cause Analysis

The team identified why AI was ignoring them:

Content Problem: Their website was full of vague marketing copy ("industry-leading", "best-in-class", "next-generation") with zero specific, citable facts. AI couldn't extract anything useful.

Authority Problem: While they had strong backlinks from SEO efforts, they had almost no presence on the platforms AI actually trusts for brand evaluation — Reddit, G2 reviews, Quora, and industry forums.

Technical Problem: No structured data markup, Bing indexing issues, and AI crawler blocking meant search AI literally couldn't access or understand their content.

Month 2: Building the Foundation

Technical Overhaul (Week 1-2)

Content Restructuring (Week 2-4)

The team completely rewrote their product pages and key blog posts using the "AI-citation" format:

Before (typical marketing page):

"Our platform empowers teams to collaborate seamlessly with industry-leading project management capabilities designed for the modern workplace."

After (AI-optimized):

"[Product] is a project management platform used by 12,000+ companies across 45 countries. Core features include real-time task tracking, async video updates, AI-powered workload balancing, and native integrations with Slack, Jira, and Salesforce. Plans start at /user/month with a free tier for teams under 10."

Every product page was restructured with:

• Specific, verifiable facts in the first paragraph
• Comparison tables against top 5 competitors
• FAQ sections with 8-10 questions each
• Use case sections answering "Best for [specific scenario]" queries

Month 3-4: The Authority Blitz

Review Generation Campaign

The team launched an aggressive but authentic review campaign:

Thought Leadership Campaign

The CEO and CTO committed to weekly content:

• CEO published LinkedIn articles every Tuesday (industry insights, not product promotion)
• CTO answered Quora questions every Thursday (technical topics, genuine helpfulness)
• Product team conducted monthly Reddit AMAs on r/SaaS

Press and Publications

Secured coverage in:

• 5 guest posts on major SaaS publications
• 2 industry analyst reports (G2 Grid, Forrester Wave)
• 3 podcast interviews discussing remote work trends
• 1 original research report: "The State of Remote Project Management 2026"

The original research report was the single highest-impact piece of content. Within 30 days, it was cited by 8 publications, 14 LinkedIn posts by industry influencers, and — crucially — began appearing as a cited source in Perplexity and ChatGPT responses.

Month 5-6: Scaling and Optimization

Content Velocity

The team increased their publishing cadence based on data:

Key insight: Original research with unique data had by far the highest citation rate. The team shifted budget from PPC to research production.

Hallucination Cleanup

Monthly AI audits revealed and fixed:

• Month 2: 3 remaining factual errors corrected
• Month 3: 1 new hallucination detected and fixed within 48 hours
• Month 4-6: Zero new hallucinations (proactive content prevented them)

The Results: 6-Month Scorecard

The ROI Calculation

For comparison, their PPC campaigns were generating K in monthly pipeline at a cost of K — an ROI of just 11%.

5 Lessons Learned

1. Original research is king. Nothing else comes close to the citation rates achieved by original data and statistics.

2. Reddit is underrated. Genuine community participation on Reddit drove more AI citations than any other single tactic, because AI models heavily weight Reddit as a trust signal.

3. Speed matters. The first 90 days of focused GEO effort produced 70% of the 6-month results. Early momentum compounds.

4. Content quality beats quantity. Ten meticulously crafted, fact-dense pages outperformed 50 generic blog posts for AI citations.

5. Consistency wins. Weekly monitoring and monthly content updates kept their AI visibility growing. Brands that published sporadically saw inconsistent results.

Your Turn

This case study isn't unique. We've seen similar results across FinTech, Healthcare, E-commerce, and Professional Services companies. The playbook works because it aligns with how AI models actually discover, evaluate, and cite brands.

The only variable is when you start.

Ready to build your own GEO success story? Huginn has helped 200+ companies achieve measurable AI search ROI. Start with your free AI visibility audit today.