And as someone who's talking to those hundreds of CMOs every quarter, what is your honest read on how fast this shift is happening? And why is AEO a fundamentally different challenge than just doing SEO better?

I think it is moving quickly because it is genuinely useful.

Forrester surveyed a bunch of B2B marketers last year, 95% of them said, "I'm going to use LLMs as part of my buyer journey." And then a company you know very well, G2, surveyed folks, and 51% said, "I'm gonna use LLMs more than I use Google." And then that other stat, 69% said, "I chose someone different." Again, why? Well, we as CMOs have been using word of mouth as the fastest, most trustworthy source of how to tackle a new problem, think about a new space, come up with a vendor shortlist, and while the LLMs don't equal the trust you and I have, for example, they are faster, and they're available all the time.

And how much attention do we give it? You know, it's early days, and most of us are not showing up as often as I think any of us would like.

We ran our maturity assessment on a couple thousand sites, US, cross-industry, cross-sizes, okay.

The average mention rate, "I'm a company, I wanna be known for X, therefore, I wanna be in these answers," 16%.

That's not a lot.

For a CMO who wants to move now, what are the two or three things that have the highest technical leverage when optimizing their website for AEO?

Talk amongst yourselves.

What are your thoughts, Guy? What both you and Nancy said resonate very strongly.

Nancy, I couldn't agree more that it is an organizational-wide commitment.

They are an extension of your sales team, and I think programs have many ways they can go wrong, but one of them is to not think about it that way.

Would you not enable your own sales team in depth to really understand what it is they need to say and talk about? Never.

Would you do that with partners? Yeah, it happens all the time.

You define clearly, hey, I want my AEs to know to this level.

Like, what are your thoughts on attribution? Is everything dead? Should we give up our jobs? What's going on?

Maybe you could clarify, though, how much is the same versus what is different? What is new about trying to rank for these LLMs or get cited in these LLMs that maybe we weren't doing to try and rank inside of

Great question.

I'll share in a space that we're all learning very quickly in, a well-researched, based on data across the millions of sites Webflow has, trying things on Webflow.com, talking to other experts.

All of that is still a guess, right? We're all learning.

So it's an educated, thoughtful guess.

The answer to the question is SEO and AEO, they are heavily overlapped Venn diagrams.

Your SEO team and agency is your AEO team and agency.

I'm curious, in those organizations, how are you seeing them navigate some of this like bottoms up experimentation, this trial and error freeform thing with the more institutionalized thing that helps them implement standard operating procedures, brand guidelines, you know, manage risk, things like that.

It's crazy the impact that So our program that was always fully tied to revenue, an affiliate program, is now having top of funnel and middle of funnel impact and even further in the AI world, which is crazy.

And I think it resonates so strongly.

And across the millions of sites we host, we see similar patterns where the LLMs ultimately are looking for consensus and affiliates create more opportunities for you to create plain text, hopefully positive mentions in many different places.

It's like each one of those is another repetition of teaching someone something that the LLMs then get to see over and over again.

And it's interesting because you can have an impact tomorrow.

Literally tomorrow, not metaphorically tomorrow, because they're running searches all the time, which is like this huge upside to having impact.

It's also early innings in a new medium where I think there are huge bargains to be had right now.

But Guy, do you have any insights?