Warmly is an industry challenger in the sales intelligence industry, as it’s the first autonomous, signal-based revenue orchestration platform purpose-built for SMB revenue teams.
The platform leverages AI to identify and engage person-level intent in real-time, a capability most competitors don’t offer.
In this case study, I’ll walk you through how we manage to consistently get demos for Warmly from AI search.
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Content is one of the highest ROI channels for Warmly
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With 6-figure deals on the line and a target audience that turns to AI search for answers, Warmly and our team at House of Growth knew that we needed to figure out AI search quickly.
We were already Warmly’s SEO agency, and we had just built them a content engine that gets them 10+ leads a month with BOFU and MOFU article content.
However, as the search landscape shifts and more decision makers turn to generative AI in their software buying process (89%, as per the latest statistics), we knew that we couldn’t sit idly and expect AI search tools like ChatGPT to recommend us.
In early 2025, there were no case studies of AI search optimization that we could simply steal to implement for Warmly.
The whole deal with optimizing for AI search was in early stages, and no one really knew what they were doing.
We had to start from scratch, which reminds me of the older days of SEO, where it was a matter of experimenting, trial and error, combined with reverse-engineering of the algorithm until you start finding patterns.
The first thing we learned was how you search on generative AI platforms is fundamentally different from how you search on Google.
They provide the AI search engines with a lot of context about themselves, about their brand, industry, and what they’re trying to achieve.
And in return, they’re looking for summarized information that is backed up by credible sources, instead of reading a 3,000-word article.
