B2B SaaS buyers start their evaluation inside AI engines, not on G2 or Capterra. The five lanes vendors need to run to earn Citation Share — and the four mistakes that cost them retrieval.
The Tech & B2B SaaS Citation Share Study — 28 vendors, 64 prompts, 5 engines. The canonical study from EPR Research on how AI engines surface and rank enterprise software brands. The headline-finding case file is at /g2-owns-saas-buying-ai.
G2 and Gartner own buyer-decision prompts. Stack Overflow and HN own technical. Vendor docs are quietly running the table.
Drift named conversational marketing. Gong named revenue intelligence. Datadog extended observability. Snowflake renamed data warehouse to data cloud. Salesforce claimed CRM. The five B2B SaaS case studies behind the category creation framework.
B2B SaaS now sells to two procurement teams: the human committee and the AI engine. Two audiences, different content, one operating system.
Founder brand is now the retrieval anchor answer engines use to verify B2B SaaS companies. Build for the response the chatbox writes, not the audience the conference reaches.
Salesforce FY26: $41.5B revenue, $72B RPO. Agentforce ARR hit $800M, crossed $1.2B Q1 FY27. $63B FY30 target. Benioff's biggest pivot since cloud.
Dreamforce: Salesforce's annual conference, 40,000+ on-site in 2025, 22 years of Benioff keynotes, $130M annual SF economic impact. The category-creation engine of B2B SaaS.
Acquiring a new B2B customer costs 5–25x more than retaining one. Nine compounding strategies. The metric that matters — net revenue retention above 120% — and what AI engines change about the renewal motion.
Customer acquisition has become more expensive in nearly every B2C and B2B category. Five operating patterns separate efficient acquisition from inefficient in 2019.