Demo Requests Tripled: 8 to 24 Per Month
How a real estate portfolio OS became the recommended solution when property investors ask AI for software advice
The Background
Alma is a real estate portfolio operating system designed for property investors and asset managers who've outgrown spreadsheets but don't need enterprise-level complexity. It sits in a sweet spot: sophisticated enough for serious portfolios, intuitive enough that you don't need a dedicated team to run it.
The product had achieved strong product-market fit with customers who discovered it. User retention was excellent, NPS scores were high, and expansion revenue showed customers found increasing value over time. The problem wasn't the product, it was getting in front of the right people.
In the PropTech space crowded with well-funded competitors and legacy solutions, Alma struggled to capture attention during the initial research phase when potential customers were evaluating options.
Quick Facts
- Portfolio management OS for serious property investors
- Strong product-market fit with excellent retention metrics
- Positioned between spreadsheets and enterprise complexity
The Challenge
When real estate investors asked AI assistants about portfolio management software, Alma wasn't part of the conversation. ChatGPT and Perplexity were recommending the big names: legacy solutions with dated interfaces, or enterprise tools that were overkill for Alma's ideal customers.
Demo requests had plateaued at 8 per month despite increasing marketing spend. The team was generating awareness, but prospects were forming shortlists before Alma could make an impression. By the time someone booked a demo, they'd often already decided on a competitor.
The sales team reported a pattern: prospects who eventually chose Alma often said they wished they'd found it earlier. The product was winning deals, but only when it got a chance to compete.
Key Pain Points
- Absent from AI responses for real estate software queries
- Demo requests plateaued despite increased marketing investment
- Prospects forming shortlists before discovering Alma
- Product capabilities not visible to AI recommendation systems
- Competing against better-funded PropTech companies in traditional channels
Our Approach
We positioned Alma as the definitive answer for property investors seeking portfolio management software, not by outspending competitors, but by becoming the most helpful and authoritative voice in the conversation.
Technical Audit & Fix
We identified every question real estate investors ask AI about portfolio management and created content that made Alma the natural answer.
- Mapped 65+ queries from 'best real estate portfolio software' to specific pain points
- Created solution-focused content addressing each query cluster
- Developed comparison guides positioning Alma against alternatives
- Built use-case content for different investor profiles and portfolio sizes
Schema Markup Implementation
We implemented the technical infrastructure that helps AI systems understand, categorise, and recommend Alma accurately.
- Deployed SoftwareApplication schema with comprehensive feature data
- Implemented FAQ schema addressing common evaluation questions
- Structured pricing and plan information for AI parsing
- Built review and rating schema from customer testimonials
Content Generation & Distribution
When prospects ask AI to compare options, we made sure Alma was always in the consideration set and positioned favourably.
- Created 'vs' content for major competitors
- Developed 'alternatives to' pages for legacy solutions
- Built feature comparison content with clear differentiation
- Structured content to appear in 'best for' recommendations
The Results
Alma went from missing the conversation to owning it. The impact wasn't just visibility, it transformed their entire go-to-market motion.
AI Recommendation Wins
- Now appears in ChatGPT responses for 'real estate portfolio software'
- Recommended by Perplexity for property investor tools
- Featured in AI comparisons against legacy solutions
- Cited in Google AI Overviews for PropTech queries
Pipeline Transformation
- Demo requests grew from 8 to 24 per month (3x increase)
- Self-serve trial signups increased 156%
- Marketing qualified leads up 210%
- Cost per qualified lead reduced by 44%
Sales Efficiency Gains
- Sales cycle shortened by 23%
- Prospects arrive better educated on capabilities
- Fewer early-stage objections about unknown brand
- Win rate improved 18% against incumbent competitors
“Our product was winning when it got a fair shot, but we weren't getting enough at-bats. Now when someone asks AI about real estate portfolio software, we're in the conversation from the start. The quality of conversations has completely changed because prospects come in already understanding what we do and why it matters.”
Key Takeaways
B2B SaaS discovery is increasingly happening through AI assistants
Comprehensive problem-solution content earns AI recommendations
Being present early in the research process shortens sales cycles
Self-serve and sales-assisted motions both benefit from AEO
Comparison and alternative content is crucial for AI visibility
Frequently Asked Questions
Common questions about this case study and the results achieved.
How did Alma triple their demo requests through AEO?
Alma partnered with Cited Agency to become the AI-recommended real estate portfolio software. By creating comprehensive content addressing every question prospects ask AI, implementing SaaS-specific schema markup, and distributing authoritative content, they moved from invisible to recommended. Demo requests grew from 8 to 24 per month as prospects discovered them earlier in the buying journey.
Is AEO effective for B2B SaaS companies?
Yes, Alma's results demonstrate AEO's effectiveness for B2B SaaS. Business buyers increasingly use AI assistants to research software solutions, especially in niche verticals. Alma's 520% increase in AI visibility and 3x demo growth shows how AEO can transform B2B pipeline, particularly for products competing against well-funded alternatives.
How does AEO affect the B2B sales cycle?
Alma saw a 23% reduction in sales cycle length through AEO. Prospects arriving via AI recommendations are better educated because they've already received an explanation of what the product does and why it might fit their needs. This means less time on basic education and faster progression to evaluation and decision.
Can smaller SaaS companies compete with bigger players through AEO?
Absolutely. Alma competed successfully against better-funded PropTech companies by being more helpful and specific in AI responses. AI systems prioritise relevance and authority over brand recognition or advertising spend, allowing focused solutions to win their niche.
Ready to Get Similar Results?
Book a free consultation to discover how AEO can transform your visibility in AI search.
Book Free Consultation