Win the evaluation journeys that become sales-accepted opportunities
Technical buyers shortlist by asking precise questions: which API supports this requirement, how it compares with the one they already know, whether it fits their stack and their compliance rules. If your documentation, comparisons and pricing cannot answer those questions where buyers look, you are absent from the evaluation before sales ever hears about it. We take a defined use case and buyer, close the gaps, and count the opportunities your sales team accepts.
The buyer, the budget and the job
Your buyers
Engineers, technical leads, architects and product managers evaluating a tool or API for a specific use case, and the budget holders who approve it.
Who funds winning them
The founder, growth lead or head of product marketing, usually from acquisition and content budgets.
The mandate
Win relevant evaluation journeys for a defined use case and buyer, measured by sign-ups, trials or demo requests your sales team accepts as real opportunities.
What we do not count as success
Mentions, citations, traffic or form fills on their own. They are diagnostics. The programme is judged on the opportunitys your team accepts.
What usually makes this urgent
A trigger is not a budget. But these are the moments when the cost of being absent from your buyers' questions becomes something a commercial owner can put a number on.
A launch or a new integration
Something worth evaluating now exists, and buyers asking about it are not finding it.
A competitor is winning comparisons
Buyers who ask for alternatives get a list that does not include you, or describes you wrongly.
Positioning has drifted
Search results and AI answers describe what you sold two years ago, not what you sell now.
Documentation that cannot be found
The answer to a buyer's requirement exists in your docs, but is not discoverable or quotable.
A new market or buyer
You are moving upmarket, into a new vertical or a new region, and the existing content speaks to the old buyer.
What a brief looks like
We start from a commercial objective in your words, not from "please audit our website". Behind the short version sits a written record: who approves the spend, which buyer, product and territory, what a sale is worth, the constraints, the access we need, and what counts as an accepted opportunity. Facts, your statements and our hypotheses are kept apart, so nobody mistakes a guess for a finding.
The questions that decide who gets the enquiry
Each journey pairs a buyer situation with the next step a page should offer. The questions are illustrative; on a real mandate they come from your sales calls, enquiry logs and search data first, and from generated prompts only to fill gaps, labelled as such.
| Situation | Illustrative question | Stage | Next step the page should offer |
|---|---|---|---|
| Building a shortlist | Which search APIs return cited sources suitable for an AI agent? | Shortlist | A capability page that answers the requirement directly, then a key or a trial |
| Comparing alternatives | How does [your product] compare with [known competitor] for [use case]? | Comparison | An honest comparison with its limitations stated, then a call with an engineer |
| Checking fit with their stack | How do I use [your product] with [framework or platform]? | Implementation check | An integration guide that works, then sign-up |
| Budgeting | What does [category] API pricing look like at [volume] requests a month? | Budget | Clear pricing, with a volume or enterprise enquiry |
| Clearing risk | Does [your product] offer data residency in the EU, and is it certified? | Risk review | A security and compliance page with facts you can stand behind, then a sales contact |
Research traffic versus evaluation-ready demand
More visits are worth nothing if they come from people who could never buy from you. The first job is to tell the two apart, because pages built for the wrong side produce exactly the enquiries your team rejects.
- Conceptual questions about the category with no requirement attached
- Tutorials that use your product as an incidental example
- Students and hobby projects when you sell to teams
- Free-tier sign-ups with no use case or volume
- Competitors and job seekers reading your docs
- A named requirement: a feature, a limit, a format or a framework
- A comparison with a named alternative
- Volume, latency or scale expectations
- Security, compliance or data-residency questions
- A team or company email, with a technical contact and a budget owner
What a qualified opportunity carries
An anonymised version of the template we agree with clients before any work ships. Your version will differ; the point is that it exists, and that both sides judge results against it.
| Field | Why it matters |
|---|---|
| Use case | Tells you whether the product actually solves the problem, before anyone books a call. |
| Requirement met or not | The single strongest predictor of an accepted opportunity in technical evaluations. |
| Company and team | Separates a team evaluating for production from an individual experiment. |
| Expected volume or scale | Determines the plan, the price and whether sales should be involved at all. |
| Timeline and current provider | Live replacement, new build or curiosity: each needs a different response. |
| Technical contact and budget owner | Who evaluates and who approves are often different people. |
| How they found you (self-declared) | A reported source, read alongside analytics rather than in place of them. |
What we ship
The backlog is ranked against the mandate and priced against the execution allowance. Nothing is published or commissioned without your approval.
- 01
Capability and requirement pages
One page per real requirement buyers ask about, answered directly, with the evidence and the limitations.
- 02
Honest comparisons
Against the alternatives buyers actually name, with our commercial interest disclosed and the cases where the other product fits better.
- 03
Discoverable documentation
Docs, reference pages and integration guides that search engines and AI retrieval can reach and quote, rather than locked behind client-side rendering.
- 04
Consistent entity data
The same description, capabilities and pricing on your site, package registries, code repositories, marketplaces and directories.
- 05
Sign-up and demo flows that qualify
Fields that match the qualification template, routed so sales sees the opportunities worth their time.
- 06
Technical foundations
Crawl access for search and AI retrieval agents, indexing, internal links and structured data that matches the visible page.
What we measure, and how we label it
Sales-accepted opportunities
Marked accepted or rejected by your team, with reasons. This is the number the programme is judged on.
Sign-ups, trials and demo requests
By use case and source page, separated from sign-ups that never could have become customers.
Evaluation-page engagement
Visits to capability, comparison, pricing and security pages from relevant visitors.
Discovery observations
Repeated, dated checks of a fixed question set across search and AI answers. A diagnostic, not the outcome.
Revenue and retention
Where you can share it. It tests the economics we agreed at the start.
Every number is labelled as observed (directly recorded), reported (what you or the buyer told us) or estimated (what a suitable comparison supports). Missing observations are missing data, not zero. See the methodology for how the discovery checks are run.
When this works, and when it will not
- A paying customer is worth enough that a few extra accepted opportunities a month cover the programme
- You can name the use case and the buyer you want more of
- Docs, pricing and comparison pages can be changed without a quarter-long release process
- Sales will mark opportunities accepted or rejected
- Someone can review technical claims before they are published
- Any sign-up counts as success
- Nobody can state which requirements the product does and does not meet
- Technical claims cannot be reviewed by an engineer before publication
- The goal is to appear in AI answers regardless of who reads them
Across every segment we prioritise a valuable offer, an identifiable buyer, spare capacity, commercial feedback. A business with budget but no workable route to an outcome is not one we should take on.
What we have built in this space
Names are withheld. Page counts come from each site's sitemap; lead volumes are not published, and none of these pages claims a measured uplift.
An evidence and grounding API for AI agents
A technical product made legible to the buyers and agents that evaluate it.
See the project →Developer tools · GlobalA news API and MCP server for AI agents
A crowded category, entered with specific capabilities and specific buyers.
See the project →Snapshot study · Software · GlobalAn enterprise website governance platform
The category leader, and still contested.
Read the study →Starting, and what it costs
Most mandates start with the free demand snapshot: one buyer journey, a small set of questions, repeated observations and the next commercial question. It is capped on purpose; it qualifies the demand, not the investment.
The Demand Diagnostic (£750–£1,500) establishes the baseline, the access we need, the economics and a go/no-go recommendation. A Demand Programme typically runs £4,000–£8,000 a month: a fixed fee agreed in advance plus an execution allowance spent only on approved work, with unused allowance credited, returned or rolled forward. Prices are ex VAT. See pricing for the economics test we run before anyone commits.
Industry playbooks for this segment: Technology. Run an agency serving these businesses? See named-client pilots.
Technical B2B and APIs: questions
We already have an AI visibility tool. Why would we need you?
A tracker tells you where you are missing. Someone still has to decide which gaps matter commercially, write and ship the pages, fix the docs, align the data across registries and directories, and check whether any of it produced opportunities. That execution and measurement is what we sell. If your team already does it well, keep the tool and skip us.
Will you write comparison pages that attack competitors?
No. Comparisons that misrepresent a competitor are a liability with buyers who check, and technical buyers check. We write comparisons that say where the alternative is the better fit, disclose our client's interest, and keep every claim reviewable by your engineers.
Do you run outbound for us too?
Only as explicitly agreed scope. The programme is built around discovery, evaluation and conversion. If outbound is part of the mandate, it is written into the scope with its own rules, rather than being an accidental promise to run your sales operation.
How do you separate our programme from everything else we are doing?
Often you cannot separate them cleanly, and we will not pretend to. We label numbers as observed, reported or estimated, keep a dated log of what we shipped, and where volume allows, compare changed pages with unchanged ones. Branded searches, existing customers and other campaigns are reported separately rather than claimed.
What does it cost?
The demand snapshot is free and capped. The Demand Diagnostic is £750–£1,500. A Demand Programme typically runs £4,000–£8,000 a month ex VAT: a fixed fee agreed in advance plus an execution allowance spent only on work you approve. We agree up front how many extra accepted opportunities a month would make it worth paying for.
Also: Industrial suppliers, rentals and distributors · All segments
Have a pipeline problem worth funding?
Tell us the objective, the buyer and the budget. We start with a capped snapshot or a scoped diagnostic, never a long retainer.