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10 SaaS marketers share what’s NOT working in content marketing anymore

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10 SaaS marketers share what's NOT working in content marketing anymore

Content has become a traditional marketing channel for many SaaS companies. According to ProfitWell, content companies are likely to see 30 percent higher growth rates and 5 percent better retention rates than those not using content marketing.

The content marketing game is constantly changing – what used to work for SaaS companies years ago doesn’t make the cut today. Having spent a good five years in the SaaS content marketing space I’m always interested in tips, hacks, and low-hanging fruit that let you take a shortcut and speed up product growth.

I’ve interviewed 10 SaaS marketers and founders who’ve been creating SaaS content on a daily basis for years and asked them to share their insights – what’s not working in SaaS content marketing anymore? Let’s dive in and see what they have to share.       

#1 Chasing big fat keywords

Everybody wants to rank for these fancy keywords with large amounts of search volume. But the truth is, large search volumes usually come with a crazy high competition and keyword difficulty. If your SaaS is in the social media space and you are just unfolding your content marketing, going after stuff like “social media management” is literally wasting your time and money.    

“Being the bootstrapped startup that we are, we aim for actions that yield results. Our focus is on high-intent content marketing strategy. We pick keywords for blog posts not according to their search volume but according to their purchase intent. This helped us drive not only traffic but also sign ups with our blog being the only marketing channel today ” says Dennis Vu, co-founder and CEO at RingBlaze

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I couldn’t agree more. The reason why our agency has been up and running for 2+ years is because we deliver not only traffic but also sign ups to SaaS clients. And the only way to do so with content marketing is to focus on high-intent keywords – think “alternatives”, “competitors” or “vs” keywords. It works every single time so that’s where I recommend starting your content marketing efforts.   

#2 Going outside of your niche

We’ve written hundreds of articles for the Expandi blog over the course of two years. Today, Google recognizes Expandi as an authority when it comes to all things LinkedIn –LinkedIn cold outreach, LinkedIn recruitment, LinkedIn automation – no matter which LinkedIn-related article we’d cover, it instantly ranks well on Google.

Recently, Expandi introduced new features, only this time they weren’t about LinkedIn but about email outreach. Once we started writing email-related articles, we realized that they were not ranking well. Unfortunately, we haven’t built the email marketing topical authority (yet) so Google didn’t consider us experts in the niche.

This doesn’t mean you can’t enter a new space and write about a new subject. Building the topical authority needed for recognizing you as a niche expert will require time and effort. If you decide to start a new category on a blog, you should keep this in mind. At the same time, if you aren’t changing your product, keep in line with the topic you’ve chosen. 

“If the article is written about CRM, but this is not your niche, it is challenging to get to the top of Google search,” says Andrew Chornyy, CEO at Plerdy where they write 30 blog articles per month. 

#3 Posting articles lacking expertise

Have you ever read one of those articles where it looks good on the surface but once you’ve read it you felt like there was absolutely nothing you’ve learned from it? Pretty much all the content marketing experts I’ve talked to agree on this – vague, watery content for the sake of content is a no-go. 

“Most companies use copywriters to write their content. This doesn’t work anymore. As they are usually not an expert in the topic they write about, they will read our copywriters’ articles to research the topic. This results in an endless loop of already fluffy content being the input for even fluffier content,” says Jeroen Corthout, co-founder and CEO at Salesflare.  

Be careful when you hire copywriters with no subject matter expertise – you might be risking your brand image. Ask about their previous writing examples covering a similar topic or niche. For example, when we chat with a wanna-be client from a niche we don’t have experience with, we let them know about it straight away. Losing a potential client is way better than losing a reputation.   

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If your topics are technical and your tech experts don’t have time to write blog articles (which is usually the case) have your writers connect with experts on a quick call to get as many ‘meaty’ details as possible. Also, make sure to get those experts to proofread the post when it’s ready. 

#4 Prioritizing article length over quality

When Brian Dean introduced us to the skyscraper technique back in the day, everyone and his dog started creating content that’s longer than those competing results ranking in Google top. However, long content doesn’t necessarily mean comprehensive. What we see these days is blogs populated with 20-min reads that are vague, watery, and, let’s be honest, don’t bring much value to the table.

Ioana Sima, marketing manager at TextMagic said,

“Long-form written content as 90% of companies do it. The web is incredibly saturated with long-form articles that are written for the sake of being written. SaaS companies should not rely purely on long-form.

I would recommend experimenting with different formats and transforming articles that perform well into long-form content, while also including video summaries, templates, or rich media that can be distributed on other channels and quickly digested. Oh, and ALWAYS check SERPs to see the formats of top-performing pages.”

It can be hard to pack your article with value when SurferSEO asks you to write a 5K words piece. Remember that longer doesn’t always mean better. After all, this is what content marketing is about – writing for people, and bringing value while also catering to search engines. 

#5 Publishing articles under a wrong name

Ranktracker is publishing 50 blog articles per month, translated into 12 languages. Felix Rose-Collins, the CMO, shares that articles they’ve published under the name of unknown authors tend to have poor performance on Google.

“We noticed that they don’t appear for our target keywords, we have now stopped posting for unknown authors. Once we’ve started using well-known names (like CEO), we see them rank within two minutes after publishing in the top 3 results. Even for extremely competitive keywords,” says Felix. 

RankTracker clicks and impressions over time

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In fact, this might be one of the reasons why you don’t see the results from the guest posts published on your blog. Next time, when you accept a guest post, make sure to look up the author on Google. If there are no online publications, chances are it probably won’t do your blog any good.

On the other note, when you pitch a guest post to an editor, include your previous publications on major platforms. For example, that’s how I got to write this post for Search Engine Watch – I shared my previous articles I wrote for Entrepreneur, HubSpot, Zapier, Foundr, and many more.  

#6 Focusing on new content rather past articles

About five years ago I wasn’t thinking much about updating old content. We were on a hamster wheel of creating more content, faster for Chanty, a company where I headed a content team. Then I ran into this article by HubSpot and realized I was missing out big time. So we went back to the older posts to update and optimize them. I can’t share numbers as it was a long time ago but the results were huge. Since then we do this for our clients – if the article isn’t performing well, it gets an update. 

“You’ll find that most of your sign ups come from a handful of articles. Updating our lead-generating content is an ongoing work that never stops. After all, the supply of keywords relevant to your business isn’t endless. While you are producing new content, older articles are going down. If you neglect updating older content you’d be stuck with a traffic plateau and a business that doesn’t grow,” says Andrey Makhovskyi, founder and CEO at Effy.ai

SaaS content marketing - One of Effy.ai updated article performance over time

One of Effy.ai updated article performance over time

#7 Contributing via Help a reporter out (HARO)

This might bring a lot of resentment but we had to discontinue HARO for our clients in 2022. If you are not familiar, HARO is a service that connects journalists/ authors with experts in the field. 

Authors would request a quote from experts and experts would share their advice. Authors then would decide which quote to include in their article and credit experts by putting a link to the expert’s website (similar to what I’m doing in this article). This used to be a win-win case – authors would get meaty insights for their publications while experts would get attribution and links to their websites.

It worked great until it turned into a red ocean zone and space got overcrowded. What used to be a great link building technique became a waste of time and effort.

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“About two years ago we used to get 25 backlinks out of 65 pitches for our clients. With time it went into a downward spiral. Today, nobody links to you just because you shared your advice. They also want a link back in return. We realized it no longer delivers the value it used to to our clients. We had to give up this service and focus on backlink building techniques that do work today, ” says Iryna Kutnyak, director of operations at Quoleady

#8 Distributing content across communities

Emilia Korczynska is a head of content at UserPilot and the hardest working marketer I’ve ever met. Getting published a whopping 60 articles per month, she’s tried distributing blog content on Quora, Reddit and social media. She says you have to be very cautious about how you spend time distributing blog posts.  

“Resharing content in social media groups that are mostly dead or Slack channels requires a lot of effort, and with the miniscule organic reach and a high chance of getting banned by the admins just don’t justify it. Similarly with Quora/Reddit and other Q&A sites,” says Emilia.

I couldn’t agree more – we stopped all of our Quora activities a long time ago because the results just weren’t worth it. What we realized is that people often come to Quora from Google search after typing your target keyword – the one you are optimizing an article for. It makes much more sense to get that blog article rank in the Google top (higher than the Quora result) rather than trying to compete with hundreds of Quora answers bugging your friends/colleagues to upvote and comment.

When it comes to sharing in social media groups – self promotion is usually against the group rules anyway. Unless you are an admin or have been constantly adding value to the group, your blatant distribution attempt will be quickly eliminated. At the same time, there are groups that allow this sort of promotion. I call them “distribution cemeteries”. Nobody reads the avalanche of irrelevant content that’s being posted there. 

#9 Prioritizing link building over content quality

Whenever I speak with a potential client on Zoom, I emphasize that content quality comes first. You can’t have a piece of content that’s thin and invaluable and expect it to rank well by building backlinks to it. It’s like putting a fresh coat of paint on a car with no wheels and hoping it will ride. 

I’ve interviewed Mohamed Sehwail, CEO at FullSession and here’s his input on this,

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“We haven’t been building backlinks to our blog content for a while, yet we were able to maintain steady growth of traffic and sign ups. Article updates do its magic, boosting our positions and bringing our pages to the Google top.” 

SaaS - FullSession traffic growth over time

FullSession traffic growth over time

Building backlinks will only help rank content better once your content is polished – it’s valuable, well-structured, to the point, answers the search intent, etc. When that’s in place and you are still not ranking well, it’s time to add backlinks.

#10 Overdosing with gated content

“Give us your email and get access to an ebook, whitepaper, guide, checklist, etc.” The classic inbound approach introduced by HubSpot back in the days might not work for everyone as of now. The amount of content online these days is insane. Why would they give you their email if they can get the same contact (if not better) openly elsewhere?

Instead of closing off certain content, we’ve found it’s more beneficial to create ‘additional resources’ as a complement allowing readers the option to download and creating a win-win scenario,” says  Elizabeth Pokorny, head of content at Weglot

When you are putting together three already published articles on a topic and calling it a guide, it doesn’t sound right. If it works for you – great. However, gated content does its best when it’s unique, something you can’t find easily online.

It might help to review your gated content policy and experiment with the assets you share with your readers. Opening more of your content might bring extra organic traffic and result in more sign ups at the end of the day. On the other hand, if your content pieces are of great value and your website is the only place to get them, I’d recommend keeping them gated. 

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Bottom line

I’ve interviewed dozens of content marketers and only top insights made it to this article. One thing that’s clear as day – great content is here to stay. It’s not about the amount of backlinks or length. Helpful, actionable, experience-based content written by an expert in the field is what you should be after when planning content pieces for your website. 

When you develop your content marketing strategy, focus on high-intent keywords that will bring a highly-targeted flow of people who are ready to sign up. When you have a pool of articles that generate leads for you, make sure to cherish this content and update it regularly to give it a well-deserved Google boost.

Topical authority is a thing and gradually building authority around the topic that’s most relevant to your business will help you rank your future articles faster and easier. 

When sharing content online, avoid the spray-and-pray approach (don’t bury your content on the spooky ‘distribution cemeteries’), always check the results of your activities and double down only on those channels that are worth the effort.

Hopefully, this article and advice from the content marketing experts who’ve learned their lesson through trial and error will help you save time and focus on things that work.


Olga Mykhoparkina is a founder at Quoleady, a SaaS content marketing agency on a mission to help great software products get quality leads through top-notch evergreen content.

Subscribe to the Search Engine Watch newsletter for insights on SEO, the search landscape, search marketing, digital marketing, leadership, podcasts, and more.

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Big Update To Google’s Ranking Drop Documentation

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Google updates documentation for diagnosing ranking drops

Google updated their guidance with five changes on how to debug ranking drops. The new version contains over 400 more words that address small and large ranking drops. There’s room to quibble about some of the changes but overall the revised version is a step up from what it replaced.

Change# 1: Downplays Fixing Traffic Drops

The opening sentence was changed so that it offers less hope for bouncing back from an algorithmic traffic drop. Google also joined two sentences into one sentence in the revised version of the documentation.

The documentation previously said that most traffic drops can be reversed and that identifying the reasons for a drop aren’t straightforward. The part about most of them can be reversed was completely removed.

Here is the original two sentences:

“A drop in organic Search traffic can happen for several reasons, and most of them can be reversed. It may not be straightforward to understand what exactly happened to your site”

Now there’s no hope offered for “most of them can be reversed” and more emphasis on understanding what happened is not straightforward.

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This is the new guidance

“A drop in organic Search traffic can happen for several reasons, and it may not be straightforward to understand what exactly happened to your site.”

Change #2 Security Or Spam Issues

Google updated the traffic graph illustrations so that they precisely align with the causes for each kind of traffic decline.

The previous version of the graph was labeled:

“Site-level technical issue (Manual Action, strong algorithmic changes)”

The problem with the previous label is that manual actions and strong algorithmic changes are not technical issues and the new version fixes that issue.

The updated version now reads:

“Large drop from an algorithmic update, site-wide security or spam issue”

Change #3 Technical Issues

There’s one more change to a graph label, also to make it more accurate.

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This is how the previous graph was labeled:

“Page-level technical issue (algorithmic changes, market disruption)”

The updated graph is now labeled:

“Technical issue across your site, changing interests”

Now the graph and label are more specific as a sitewide change and “changing interests” is more general and covers a wider range of changes than market disruption. Changing interests includes market disruption (where a new product makes a previous one obsolete or less desirable) but it also includes products that go out of style or loses their trendiness.

Graph titled

Change #4 Google Adds New Guidance For Algorithmic Changes

The biggest change by far is their brand new section for algorithmic changes which replaces two smaller sections, one about policy violations and manual actions and a second one about algorithm changes.

The old version of this one section had 108 words. The updated version contains 443 words.

A section that’s particularly helpful is where the guidance splits algorithmic update damage into two categories.

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Two New Categories:

  • Small drop in position? For example, dropping from position 2 to 4.
  • Large drop in position? For example, dropping from position 4 to 29.

The two new categories are perfect and align with what I’ve seen in the search results for sites that have lost rankings. The reasons for dropping up and down within the top ten are different from the reasons why a site drops completely out of the top ten.

I don’t agree with the guidance for large drops. They recommend reviewing your site for large drops, which is good advice for some sites that have lost rankings. But in other cases there’s nothing wrong with the site and this is where less experienced SEOs tend to be unable to fix the problems because there’s nothing wrong with the site. Recommendations for improving EEAT, adding author bios or filing link disavows do not solve what’s going on because there’s nothing wrong with the site. The problem is something else in some of the cases.

Here is the new guidance for debugging search position drops:

Algorithmic update
Google is always improving how it assesses content and updating its search ranking and serving algorithms accordingly; core updates and other smaller updates may change how some pages perform in Google Search results. We post about notable improvements to our systems on our list of ranking updates page; check it to see if there’s anything that’s applicable to your site.

If you suspect a drop in traffic is due to an algorithmic update, it’s important to understand that there might not be anything fundamentally wrong with your content. To determine whether you need to make a change, review your top pages in Search Console and assess how they were ranking:

Small drop in position? For example, dropping from position 2 to 4.
Large drop in position? For example, dropping from position 4 to 29.

Keep in mind that positions aren’t static or fixed in place. Google’s search results are dynamic in nature because the open web itself is constantly changing with new and updated content. This constant change can cause both gains and drops in organic Search traffic.

Small drop in position
A small drop in position is when there’s a small shift in position in the top results (for example, dropping from position 2 to 4 for a search query). In Search Console, you might see a noticeable drop in traffic without a big change in impressions.

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Small fluctuations in position can happen at any time (including moving back up in position, without you needing to do anything). In fact, we recommend avoiding making radical changes if your page is already performing well.

Large drop in position
A large drop in position is when you see a notable drop out of the top results for a wide range of terms (for example, dropping from the top 10 results to position 29).

In cases like this, self-assess your whole website overall (not just individual pages) to make sure it’s helpful, reliable and people-first. If you’ve made changes to your site, it may take time to see an effect: some changes can take effect in a few days, while others could take several months. For example, it may take months before our systems determine that a site is now producing helpful content in the long term. In general, you’ll likely want to wait a few weeks to analyze your site in Search Console again to see if your efforts had a beneficial effect on ranking position.

Keep in mind that there’s no guarantee that changes you make to your website will result in noticeable impact in search results. If there’s more deserving content, it will continue to rank well with our systems.”

Change #5 Trivial Changes

The rest of the changes are relatively trivial but nonetheless makes the documentation more precise.

For example, one of the headings was changed from this:

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You recently moved your site

To this new heading:

Site moves and migrations

Google’s Updated Ranking Drops Documentation

Google’s updated documentation is a well thought out but I think that the recommendations for large algorithmic drops are helpful for some cases and not helpful for other cases. I have 25 years of SEO experience and have experienced every single Google algorithm update. There are certain updates where the problem is not solved by trying to fix things and Google’s guidance used to be that sometimes there’s nothing to fix. The documentation is better but in my opinion it can be improved even further.

Read the new documentation here:

Debugging drops in Google Search traffic

Review the previous documentation:

Internet Archive Wayback Machine: Debugging drops in Google Search traffic

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Google March 2024 Core Update Officially Completed A Week Ago

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Graphic depicting the Google logo with colorful segments on a blue circuit board background, accompanied by the text "Google March 2024 Core Update.

Google has officially completed its March 2024 Core Update, ending over a month of ranking volatility across the web.

However, Google didn’t confirm the rollout’s conclusion on its data anomaly page until April 26—a whole week after the update was completed on April 19.

Many in the SEO community had been speculating for days about whether the turbulent update had wrapped up.

The delayed transparency exemplifies Google’s communication issues with publishers and the need for clarity during core updates

Google March 2024 Core Update Timeline & Status

First announced on March 5, the core algorithm update is complete as of April 19. It took 45 days to complete.

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Unlike more routine core refreshes, Google warned this one was more complex.

Google’s documentation reads:

“As this is a complex update, the rollout may take up to a month. It’s likely there will be more fluctuations in rankings than with a regular core update, as different systems get fully updated and reinforce each other.”

The aftershocks were tangible, with some websites reporting losses of over 60% of their organic search traffic, according to data from industry observers.

The ripple effects also led to the deindexing of hundreds of sites that were allegedly violating Google’s guidelines.

Addressing Manipulation Attempts

In its official guidance, Google highlighted the criteria it looks for when targeting link spam and manipulation attempts:

  • Creating “low-value content” purely to garner manipulative links and inflate rankings.
  • Links intended to boost sites’ rankings artificially, including manipulative outgoing links.
  • The “repurposing” of expired domains with radically different content to game search visibility.

The updated guidelines warn:

“Any links that are intended to manipulate rankings in Google Search results may be considered link spam. This includes any behavior that manipulates links to your site or outgoing links from your site.”

John Mueller, a Search Advocate at Google, responded to the turbulence by advising publishers not to make rash changes while the core update was ongoing.

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However, he suggested sites could proactively fix issues like unnatural paid links.

Mueller stated on Reddit:

“If you have noticed things that are worth improving on your site, I’d go ahead and get things done. The idea is not to make changes just for search engines, right? Your users will be happy if you can make things better even if search engines haven’t updated their view of your site yet.”

Emphasizing Quality Over Links

The core update made notable changes to how Google ranks websites.

Most significantly, Google reduced the importance of links in determining a website’s ranking.

In contrast to the description of links as “an important factor in determining relevancy,” Google’s updated spam policies stripped away the “important” designation, simply calling links “a factor.”

This change aligns with Google’s Gary Illyes’ statements that links aren’t among the top three most influential ranking signals.

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Instead, Google is giving more weight to quality, credibility, and substantive content.

Consequently, long-running campaigns favoring low-quality link acquisition and keyword optimizations have been demoted.

With the update complete, SEOs and publishers are left to audit their strategies and websites to ensure alignment with Google’s new perspective on ranking.

Core Update Feedback

Google has opened a ranking feedback form related to this core update.

You can use this form until May 31 to provide feedback to Google’s Search team about any issues noticed after the core update.

While the feedback provided won’t be used to make changes for specific queries or websites, Google says it may help inform general improvements to its search ranking systems for future updates.

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Google also updated its help documentation on “Debugging drops in Google Search traffic” to help people understand ranking changes after a core update.


Featured Image: Rohit-Tripathi/Shutterstock

FAQ

After the update, what steps should websites take to align with Google’s new ranking criteria?

After Google’s March 2024 Core Update, websites should:

  • Improve the quality, trustworthiness, and depth of their website content.
  • Stop heavily focusing on getting as many links as possible and prioritize relevant, high-quality links instead.
  • Fix any shady or spam-like SEO tactics on their sites.
  • Carefully review their SEO strategies to ensure they follow Google’s new guidelines.

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Google Declares It The “Gemini Era” As Revenue Grows 15%

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A person holding a smartphone displaying the Google Gemini Era logo, with a blurred background of stock market charts.

Alphabet Inc., Google’s parent company, announced its first quarter 2024 financial results today.

While Google reported double-digit growth in key revenue areas, the focus was on its AI developments, dubbed the “Gemini era” by CEO Sundar Pichai.

The Numbers: 15% Revenue Growth, Operating Margins Expand

Alphabet reported Q1 revenues of $80.5 billion, a 15% increase year-over-year, exceeding Wall Street’s projections.

Net income was $23.7 billion, with diluted earnings per share of $1.89. Operating margins expanded to 32%, up from 25% in the prior year.

Ruth Porat, Alphabet’s President and CFO, stated:

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“Our strong financial results reflect revenue strength across the company and ongoing efforts to durably reengineer our cost base.”

Google’s core advertising units, such as Search and YouTube, drove growth. Google advertising revenues hit $61.7 billion for the quarter.

The Cloud division also maintained momentum, with revenues of $9.6 billion, up 28% year-over-year.

Pichai highlighted that YouTube and Cloud are expected to exit 2024 at a combined $100 billion annual revenue run rate.

Generative AI Integration in Search

Google experimented with AI-powered features in Search Labs before recently introducing AI overviews into the main search results page.

Regarding the gradual rollout, Pichai states:

“We are being measured in how we do this, focusing on areas where gen AI can improve the Search experience, while also prioritizing traffic to websites and merchants.”

Pichai reports that Google’s generative AI features have answered over a billion queries already:

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“We’ve already served billions of queries with our generative AI features. It’s enabling people to access new information, to ask questions in new ways, and to ask more complex questions.”

Google reports increased Search usage and user satisfaction among those interacting with the new AI overview results.

The company also highlighted its “Circle to Search” feature on Android, which allows users to circle objects on their screen or in videos to get instant AI-powered answers via Google Lens.

Reorganizing For The “Gemini Era”

As part of the AI roadmap, Alphabet is consolidating all teams building AI models under the Google DeepMind umbrella.

Pichai revealed that, through hardware and software improvements, the company has reduced machine costs associated with its generative AI search results by 80% over the past year.

He states:

“Our data centers are some of the most high-performing, secure, reliable and efficient in the world. We’ve developed new AI models and algorithms that are more than one hundred times more efficient than they were 18 months ago.

How Will Google Make Money With AI?

Alphabet sees opportunities to monetize AI through its advertising products, Cloud offerings, and subscription services.

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Google is integrating Gemini into ad products like Performance Max. The company’s Cloud division is bringing “the best of Google AI” to enterprise customers worldwide.

Google One, the company’s subscription service, surpassed 100 million paid subscribers in Q1 and introduced a new premium plan featuring advanced generative AI capabilities powered by Gemini models.

Future Outlook

Pichai outlined six key advantages positioning Alphabet to lead the “next wave of AI innovation”:

  1. Research leadership in AI breakthroughs like the multimodal Gemini model
  2. Robust AI infrastructure and custom TPU chips
  3. Integrating generative AI into Search to enhance the user experience
  4. A global product footprint reaching billions
  5. Streamlined teams and improved execution velocity
  6. Multiple revenue streams to monetize AI through advertising and cloud

With upcoming events like Google I/O and Google Marketing Live, the company is expected to share further updates on its AI initiatives and product roadmap.


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