How AI Search Made Us Scale Like Crazy

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People Data Labs has run eight months of continuous self serve growth this year, driven by answer engine optimisation rather than classic SEO.

Lindsay Warren, VP Growth at People Data Labs, has spent over nine years at the workforce data provider, starting as an SDR and now running marketing and sales development. She explains how buying behaviour shifted to credits and tokens, how the buyer persona went from technical product managers to anyone building an app in Claude, and the documentation rebuild from readme to mintlify to serve both engineers and non technical builders. She also covers the AI slop hitting inbound reps, keeping teams lean, and why word of mouth and authentic outreach still close deals.

Chapters:

00:00 Cold open

00:50 Lindsay Warren returns to the show

01:23 What People Data Labs does

02:17 How AEO is driving growth

03:05 Eight months of continuous self serve growth

03:49 Credits, tokens and buyer behaviour change

04:32 AEO and lead quality compared

05:49 What customers build with the data

06:27 Buyer persona now anyone building anything

08:02 Changing the self serve offering internally

09:15 Documentation, moving to mintlify and a learning hub

11:26 How people read docs with Claude now

12:04 AI slop hitting the inbound team

13:31 Updating txt files and brand visibility with profound

14:15 Where data and app building is heading

15:41 Adapting your model instead of just saying you are AI

17:08 Advice for starting a new SaaS company

17:51 Word of mouth and keeping the team lean

19:16 Quality product and finding your brand mentioned

19:59 Clay, community and in person events

21:51 A reverse question for Aqil

22:30 When to use AI and when not to

23:44 Authenticity people can feel in outreach

24:21 The acrylic trophy that closed a deal

26:06 The US Open box and human interactions

27:24 The bar for the human element has dropped

28:40 Building 18 businesses with agents

28:54 Getting distracted by what is easy to build

30:11 The combination of automation and authentic work

30:49 Wrap up

You can follow Lindsay Warren here:

LinkedIn - https://linkedin.com/in/vip-growth

Learn more about People Data Labs:

Website - https://peopledatalabs.com

Follow the host, Aqil Jannaty here:

LinkedIn - https://www.linkedin.com/in/aqil-jannaty/