In this episode, Ryan sits down with Daisy, Rocket SaaS's new Head of SEO and AI Search, to tackle one of the biggest shifts happening in marketing right now. Organic traffic from Google is declining. 95% of B2B buyers are now using LLMs as part of their buying journey. And most SaaS brands are not appearing in any of it. This episode covers what AI search actually is, how it differs from traditional SEO, and the specific things you can do to start showing up where your buyers are looking. Whether you have heard it called GEO, AEO or AI search, the principles are the same and Daisy breaks them down clearly.

Takeaways:

• 95% of B2B buyers are now using LLMs as part of their buying journey, and if you are not appearing in those results you are potentially not making the shortlist
• AI search operates higher up the funnel than Google: people use LLMs to solve problems, not just find products
• Clear, specific messaging matters more than ever. Buzzword-heavy websites will not get cited because LLMs do not use those terms
• Over 80% of LLM citations come from third-party websites, not your own domain
• YouTube is one of the most highly cited sources in AI search and is significantly underused by most SaaS brands
• Podcast transcripts, press mentions and thought leadership published across multiple channels all feed into LLM citation
• Original proprietary data and research is favoured by LLMs because it gives them information outside their training data
• The brands that win at AI search are creating genuine problem-solving thought leadership consistently, not those chasing shortcuts

Episode 100. We're marking the milestone by doing something a little different. Ryan takes a step back to reflect on what building a weekly B2B SaaS marketing podcast from scratch actually looks like — the numbers, the lessons, the content strategy behind it, and why it's become one of the best business decisions Rocket SaaS has made.

Ryan breaks down the top episodes by downloads and what the data tells you about what SaaS founders actually care about, the biggest marketing lessons distilled from 100 episodes of conversations, what's changed in the SaaS marketing landscape since episode one, and why a consistent content engine — built around a sub-brand — is one of the highest ROI moves any SaaS business can make.

Whether you've been here since episode one or you're just discovering the pod, this is a good one.

Takeaways:

• A sub-branded podcast removes the sales intent barrier that kills engagement on company-branded content — give your content its own identity
• The pod became the seed of everything: newsletters, blogs, LinkedIn posts, webinars, breakfast events, and a pipeline that keeps growing
• Your top performing content will cluster around 2–3 themes — find the pattern and double down instead of chasing variety
• 95% of your audience isn't ready to buy yet. If your marketing only speaks to the bottom of the funnel, you're invisible to most of your market
• Help-first CTAs consistently outperform transactional ones — switching to a free strategy call tripled Rocket SaaS conversions
• Consistency beats perfection. 100 weekly episodes, never missed. The compounding effect on brand awareness and pipeline is real
• The content calendar is already in your sales calls — most SaaS founders just haven't gone looking for it yet

In this episode, Ryan sits down with Jamie to share exactly how Rocket SaaS grew from $5M to $7M ARR in the space of three months. Three things drove it: a pricing restructure, a serious focus on reducing churn, and an 18-month process that culminated in landing a million dollar deal. This is not a theory episode. Ryan and Jamie walk through the specific decisions they made, why they made them, and what other SaaS companies and agencies can take from each one. Honest, specific and genuinely useful for any founder or marketer trying to scale a recurring revenue business.

Takeaways:

• If your close rate is above 30%, you are probably underpricing. At 48%, Rocket SaaS raised prices and revenue jumped without close rate dropping
• Deleting your lowest pricing tier can force customers into more profitable packages and drive you upmarket almost overnight
• A weekly traffic light dashboard tracking client happiness scores lets senior leaders act on churn risk before it becomes a cancellation
• Proactive, structured client communication reduces churn more reliably than reactive responses to problems
• Recording every customer call and feeding it into AI reveals patterns in what your clients actually want, which becomes marketing gold
• Strategic hiring from brands you admire elevates your business in every sales conversation, even before the hire joins
• Partnerships work best when you give away a lot upfront with no guarantee of return. Vague referral agreements almost never work
• Clients who move companies often take their preferred suppliers with them. Relationships and results compound over time