B2B buyers are using AI to shortlist vendors before ever contacting sales. When a procurement manager asks Copilot “best enterprise project management tool” or ChatGPT “CRM comparison for mid-market companies,” your product needs to appear. B2B GEO targets the engines these buyers use most: ChatGPT and Microsoft Copilot. For more on this, see our guide to Free GEO Audit Tools for AI Visibility.
Why B2B GEO is Different
B2B buying cycles are longer, involve multiple stakeholders, and rely heavily on trust signals. AI engines reflect this by weighting different sources: Our GEO for Personal Brands: Get AI to Recommend You guide covers this in detail.
| Signal | B2B Weight | B2C Weight |
|---|---|---|
| Analyst reports (Gartner, Forrester) | 🔴 Critical | 🟢 Low |
| G2/Capterra reviews | 🔴 Critical | 🟡 Medium |
| Case studies with metrics | 🔴 Critical | 🟡 Medium |
| Reddit discussions | 🟡 Medium | 🔴 Critical |
| Pricing transparency | 🟡 Medium | 🔴 Critical |
| Technical documentation | 🔴 Critical | 🟢 Low |
Microsoft Copilot: The B2B Engine
Microsoft Copilot is integrated into the enterprise workflow through Microsoft 365. B2B buyers using Copilot for research are already in a business context. Copilot heavily cites: As we discuss in GEO for SaaS: How to Get Your Product Recommended by AI, this is a critical factor.
- Gartner and Forrester reports
- G2 and software review platforms
- Forbes and business publications
- PCMag and tech review sites
- Official vendor documentation
Optimization for Copilot:
- Get listed in analyst reports (even as a “notable mention”)
- Maintain comprehensive G2 profile with recent reviews
- Publish case studies with specific business metrics
- Ensure technical documentation is publicly accessible
B2B Content Strategy for AI
Buyer Journey Content
Map content to how B2B buyers prompt AI at each stage: If you want to go deeper, GEO for Local Businesses: Getting AI to Recommend You breaks this down step by step.
Awareness stage:
- “What is [category]?”
- “Do I need [solution type]?”
- Content: educational guides, industry overviews
Consideration stage:
- “Best [category] for [company size/industry]”
- “[Product A] vs [Product B]”
- Content: comparison pages, buying guides, analyst summaries
Decision stage:
- “[Product] pricing”
- “[Product] implementation time”
- “[Product] security certifications”
- Content: detailed product pages, pricing pages, security/compliance pages
Case Studies That AI Cites
B2B case studies need specific elements to be AI-citable: (We explore this further in GEO vs SEO: What’s the Difference and Do You Need Both?.)
Structure:
Title: How [Company] Achieved [Specific Result] with [Your Product]
→ Result summary in first sentence (with numbers)
→ Challenge description (what problem they had)
→ Solution description (what you implemented)
→ Results with specific metrics
→ Timeline
→ FAQ about the implementationInclude hard numbers:
- Revenue impact: “Increased pipeline by 34%”
- Efficiency gains: “Reduced onboarding from 6 weeks to 4 days”
- Cost savings: “Saved $180K annually in manual processing”
- Scale: “Deployed across 2,400 employees in 12 countries”
Technical Documentation
Enterprise buyers need AI to confirm technical capabilities. Ensure these are publicly accessible:
- API documentation
- Integration guides
- Security certifications and compliance info
- System requirements
- Architecture overviews
- SLA details
AI engines cite technical docs when users ask “does [product] integrate with [system]?” or “is [product] SOC 2 compliant?”
Enterprise GEO Checklist
Review Platforms
- Complete G2 profile with all product details
- Capterra listing with accurate categorization
- TrustRadius profile (often cited by Copilot)
- Collect 10+ reviews in the last 90 days
Analyst Relations
- Submit for Gartner Market Guide inclusion
- Respond to Forrester New Wave evaluations
- Get listed in relevant IDC reports
- Maintain analyst briefing schedule
Content Assets
- Comparison pages for top 5 competitors
- 3+ case studies with specific metrics
- ROI calculator or business case template
- Technical architecture documentation
- Security and compliance page
Technical Setup
- robots.txt allowing all AI crawlers
- SoftwareApplication schema on product pages
- FAQPage schema on key pages
- Server-side rendered content
- ai-identity.json with enterprise-relevant facts
Common B2B GEO Mistakes
- Gating all content — Requiring email for whitepapers makes them invisible to AI. Gate sparingly
- Vague case studies — “A Fortune 500 company improved efficiency” tells AI nothing. Use real names and numbers when possible
- No pricing information — B2B companies often hide pricing. AI engines cite products with transparent pricing more frequently
- Ignoring Copilot — Most B2B GEO focuses on ChatGPT and Google. Copilot is where enterprise buyers research
- Sales-heavy product pages — “Schedule a demo” as the only content gives AI nothing to cite. Include detailed product descriptions
FAQ
Should B2B companies make pricing public for GEO?
At minimum, provide pricing tiers or “starting at” information. AI engines frequently include pricing in recommendations. “Contact us for pricing” gets you excluded from price-sensitive queries.
How important are analyst reports for B2B GEO?
Very important for Copilot and ChatGPT. Even a mention in a Gartner Market Guide significantly increases AI citation probability. Pursue analyst relations actively.
Can GEO replace B2B sales outreach?
No. GEO ensures you’re in the consideration set when buyers research options. Sales still handles the relationship and closing. GEO + sales is the combination — not GEO instead of sales.