Buyers shortlist with ChatGPT, Perplexity and AI Overviews before you know they exist. If you're not cited, you're not considered.
Generative engines are now the top of the funnel. They synthesise answers from a handful of cited sources, then hand the buyer a shortlist. If your category page, comparison content and POV aren't structured to be cited, you've been quietly removed from consideration.
Organic traffic flat or declining despite content investment
Branded search down; you're not in 'best X for Y' answers
Sales hears 'we looked at you' from deals you never sourced
No process for tracking AI citation share
Of B2B searches now resolve without a click (Similarweb)
Buyers start vendor research in an AI assistant (Gartner 2025)
Restructure key pages to be parseable, citable, and answer-shaped.
Stand up monthly AI-citation share-of-voice measurement against named competitors.
Original data and named POVs — the only content LLMs reliably cite.
You appear in the AI shortlist, by name, in the categories that matter — before a human ever scrolls.
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