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Strategic Communications Advisory For Visionary Founders
Go to ChatGPT and search for your product category as if you were a prospect. Ask questions like "What are the top [your category] solutions for [specific use case]?" This reveals whether you're even appearing in AI-generated responses. Since 50% of ChatGPT queries end without further clicks, if you're not in that initial response, you're invisible to half your potential buyers.
Use this four-step approach—Research (audit where you appear in AI responses now), Integrate (unify messaging across marketing, sales, PR, and customer success), Scale (double down on what's working, particularly podcasts and thought leadership), and Evaluate (measure by lead quality and sales feedback, not just volume). This framework helps marketers systematically address the shift from traditional SEO to answer engine optimization.
Validate your website using schema.org markup to ensure AI can properly parse your information. With the rise of "micro queries"—where AI agents ask highly specific questions about products—your technical documentation, pricing, and feature descriptions need to be structured for machine interpretation, not just human readers.
When prospects contact you, always ask "How did you find us?" If they say ChatGPT or another AI tool, they're 10 times more likely to convert because they've completed 99% of their research before engaging. This means marketing's role shifts from lead generation to facilitating self-education through ungated, comprehensive content.
The traditional gated content model is dead in an AI-first world. Buyers want instant access to information without friction. Reserve gating only for your product demo, where you can ask qualifying questions and personalize the experience. Everything else—whitepapers, case studies, guides—should be freely accessible so AI can index and reference it.
The separation between marketing and PR no longer makes sense when AI aggregates information from all sources. If your marketing team speaks one language, your PR team another, and your sales team a third, prospects face a translation burden that will send them to competitors. Audit your entire customer journey from RFP to onboarding using an AI assistant to identify messaging inconsistencies.
In this episode of The Marketing Front Lines, we speak with Ted Skinner, Vice President of Marketing at Fullintel. As AI transforms how buyers research and evaluate solutions, B2B marketers face an urgent imperative: adapt to answer engine optimization or risk invisibility. With 89% of procurement departments now starting their vendor search with AI, and the average search query expanding from 2-3 words to 23 words, the game has fundamentally changed. Skinner shares the tactical framework his team uses to navigate this revolution, explaining how marketers can position their brands to be discovered when AI agents—not humans—are doing the searching.
Topics Discussed:
CEO and Co-Founder of OpenSponsorship
Ishveen Jolly, CEO and Co-Founder of OpenSponsorship: Over $5 Million Raised to Build the Future of Sports Influencer Marketing
Senior Vice President of Marketin of FrontNow
AI Will Cut Marketing Teams to 2 People – Here’s the Playbook
CEO and Co-Founder of Botify
Adrien Menard, CEO and Co-Founder of Botify: $82 Million Raised to Build the Future of SEO
CEO and Founder of Tetra Insights
Michael Bamberger, CEO and Founder of Tetra Insights: $7 Million Raised to Power the Future of Qualitative Research
CEO of Eloqua
Creating the Marketing Automation Category with Mark Organ
Co-Founder and CTO of Air
Tyler Strand, Co-Founder and CTO at Air: $38 Million raised to Build the Creative Operations Category
CEO and Founder of Qortex
Zack Rosenberg, CEO & Founder of Qortex: $11 Million Raised to Build the Future of Video Analytics
Founder and CEO of Viable
Daniel Erickson, CEO of Viable: $9 Million Raised to Build the Future of Customer Feedback Analysis
Head of Product Marketing of Kustomer
Product Marketing Masterclass w/ Nupur Bhade Vilas, Head of Product Marketing at Kustomer
Founder of Givz
Andrew Forman, CEO of Givz: $3 Million Raised to Make Donating, Not Discounts, eCommerce Brands Ultimate Growth Lever
CEO and Co-Founder of Tackle.io
John Jahnke, CEO and Co-Founder of Tackle.io: $148 Million Raised to Build the Future of Cloud Go-to-Market
CEO & Co-Founder of Chameleon
Pulkit Agrawal, CEO & Co-Founder of Chameleon: $15 Million Raised to Build the Product Adoption Category
CEO and Founder of Aditude
Jared Siegal, CEO and Founder of Aditude: $15 Million Raised to Build the Future of Publisher Monetization
CMO of ZoomInfo
Creating the Go to Market Category with ZoomInfo’s Bryan Law
Co-Founder & CEO of Vev
Tine Karlsen, CEO and Co-Founder of Vev: $7 Million Raised to Power the Future of No-Code Visual Design
Founder of MadMen AI
Vinay Jain, Founder of MadMen AI: $4.5 Million Raised to Build the Future of AI-Powered Marketing Platforms
Co Founder and CEO of GTM Partners
Behind the Category: Creating the Account-Based Marketing (ABM) Category with Sangram Vajre
CEO and Founder of Swantide
Taylor Lint, CEO and Founder of Swantide: $7 Million Raised to Revolutionize How Companies Design and Build Their GTM Infrastructure
CEO and Co-Founder of Staircase AI
Ori Entis, CEO and Co-Founder of Staircase AI: $5 Million Raised to Power the Future of Customer Revenue Growth
CEO and Co-Founder of Orbit
Patrick Woods, CEO and Co-Founder of Orbit: Over $22 Million Raised to Power the Future of Communities
Founder & CEO of Datajoin
Sam Fonoimoana, Founder & CEO of Datajoin: $3.5 Million Raised to Help Brands Leverage Customer Behavioral Insights
CEO & Co-Founder of Pylon
Marty Kausas, CEO & Co-Founder of Pylon: $20 Million Raised to Build the First B2B Support Platform
Alex Reynolds, CEO & Co-Founder of Vendelux: $20 Million Raised to Build the Future of Event Intelligence
CEO and Co-Founder of Gated
Andy Mowat, CEO and Co-Founder of Gated: Over $3 Million Raised to Build Noise Cancelling Headphones for Email
Senior Vice President of Thought Leadership & Brand Awareness of Acquia
From Politics to PR: Building Unassailable Market Position
CEO & Co-Founder of Landbase
Daniel Saks, CEO & Co-Founder of Landbase: $12.5 Million Raised to Power the Future of GTM Automation
CEO & Co-Founder of Ren Systems
Canay Deniz, CEO & Co-Founder of Ren Systems: $8.8 Million Raised to Build the Future of Relationship Intelligence for Dealmakers
VP of Marketing of Steno
Dan Malgran, VP of Marketing at Steno: Elevating Legal Tech with Revenue-Driven Marketing Strategies
CEO & Founder of Rownd
Robert Thelen, CEO & Founder of Rownd: $3.3 Million Raised to Build the Future of App Onboarding
CEO and Co-Founder of Dreamdata
Lars Grønnegaard Hansen, CEO & Co-Founder of Dreamdata: $12 Million Raised to Build the Future of B2B Revenue Attribution
CEO of Admiral
Dan Rua, CEO of Admiral: $28 Million Raised to Build the Future of Visitor Relationship Management
CEO of Knak
Pierce Ujjainwalla, CEO of Knak: $25 Million Raised to Empower Enterprise Marketers with Codeless Email and Landing Page Creation
CEO of Goody
Katy Carrigan, CEO of Goody: $32 Million Raised to Build the Future of Corporate Gifting
CEO of CloseFactor
Leena Joshi, CEO of CloseFactor: $15+ Million Raised to Automate Repetitive Sales Processes
Marketing Director of Cleary
Stephen Karaolis, Marketing Director at Cleary: Mastering Speed to Market – The Key to Dynamic Content Strategy
CEO and Founder of Balto
Marc Bernstein, CEO and Founder of Balto: $52 Million Raised to Power the Future of Contact Centers
Senior Vice President of Marketing of Everflow
How Everflow Hit $28M ARR With 60% Referral Growth (and Did it While Staying 100% Bootstrapped)
Founder & CEO of Level AI
Ashish Nagar, CEO of Level AI: $35 Million Raised to Power Contact Centers of the Future
CEO of DemandJump
Thomas Millay, CEO at DemandJump: Over $25 Million Raised to Power the Future of Content Strategy
CEO and Founder of Omneky
Hikari Senju, CEO and Founder of Omneky: $10 Million Raised to Empower Brands With AI-Powered Ads To Maximize Performance
CEO & Co-Founder of Whatagraph
How Whatagraph generates 500+ marketing qualified leads monthly through competitor pain point SEO | Justas Malinauskas ($10+ Million Raised)
Co-Founder of LOVO AI
Tom Lee, Co-Founder of LOVO AI: $7 Million Raised to Build the Future of AI Voiceovers
Founder & CEO of Prezent
Rajat Mishra, Founder & CEO at Prezent: Over $24 Million Raised to Build the Presentation Productivity Platform Category
CEO & Founder of Minoa
Max Elster, CEO & Founder of Minoa: $2.7 Million Raised to Build the Go-to-Market Value Intelligence Platform
Co-Founder & CEO of OneScreen
Sam Mallikarjunan, Co-Founder & CEO of OneScreen: $10 Million Raised to Power the Future of Offline Advertising
Co-Founder & CEO of Scalestack
How Scalestack landed MongoDB as their first enterprise customer through cold email | Elio Narciso ($3.1 Million Raised)
VP of Sapient AI
Omed Habib, VP of Marketing at Sapient AI: A Technical Founder’s Guide to B2B SaaS Marketing
CEO of Knapsack
Chris Strahl, CEO of Knapsack: $7 Million Raised to Build the Future of Design Systems
CEO and Co-Founder of Sendoso
Creating the Sending Management Category with Sendoso’s Kris Rudeegraap
Co-Founder and CEO of Tingono
Parry Bedi, CEO of Tingono: $7 Million Raised to Help Companies Boost Net Revenue Retention
CEO & Co-Founder of Agree.com
Marty Ringlein, CEO & Co-Founder of Agree.com: $3M Raised to Transform Contract-Based Revenue Management
Co-Founder & CTO of Persana AI
Rush Shahani, Co-Founder & CTO of Persana AI: $2.3 Million Raised to Power the Future of GTM
Co-Founder and CEO of &Open
Jonathan Legge, Co-Founder and CEO at &Open: Over $35 Million Raised to Create the Future of Corporate Gifting
CEO and Founder of Channel99
Chris Golec, CEO and Founder of Channel99: $5 Million Raised to Power the Future of B2B Marketing
CEO of Nomono
Jonas Rinde, CEO of Nomono: $15 million Raised to Power the Future of Podcasting
Head of Marketing of Heyflow
Mastering Organic Growth: Insights from Heyflow’s Head of Marketing