From AI discovery to revenue: the AEO playbook for marketing teams

Buyers are forming opinions in ChatGPT, Claude, and Gemini, validating on G2 and Reddit, and arriving at your website with their shortlist already set. By the time they arrive, their decision is nearly made. Marketing teams had little part in shaping it.

Most marketing teams have started optimizing for AI discovery. Fewer have figured out how to connect that visibility to pipeline. This guide, developed with HubSpot, is about closing that gap. It combines original research, practitioner insights, and a framework for turning AI discovery into measurable revenue.

What you'll learn

• How the best marketing teams are connecting AI citations to pipeline — before the buyer ever clicks
• Where most AEO strategies stall: visibility without attribution
• The measurement system that closes the gap between discovery and revenue

Contributors

• Aja Frost, Senior Director of Global Growth & Paid at HubSpot
• Guy Yalif, Chief Evangelist, Webflow