Lisbon2026

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AirOps  ·  All-Hands Keynote Thursday · 09:00 · MAAT
When
April 22 – 26, 2026
Where
Lisbon, Portugal
Who
All of us · 150 strong
Hashtag
#AirOpsLX26

Olá.

Lisbon2026
Before we go anywhere new

A little bit of how we got here.

03
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We started here. Six customers that taught us a lot.

2023the founding cohort
Year 1 · the founding cohort05
Offsite #2 · El Calafate · 2024
The thesis sharpens
2024
Patagonia,
Argentina
$2.4M
ARR · end of 2024
2.0×
year-over-year growth
+18
enterprise logos
Lisbon2026

By 2024 the point of view was good. We doubled down on content. Sharpened the pitch. Things started to click.

2024+18 enterprise logos
Year 2 · enterprise wakes up07
Offsite #3 · Ciudad de México · 2025
The breakout year
2025
Ciudad de
México
$12.7M
ARR · end of 2025
5.4×
year-over-year · the breakout
+82
enterprise logos
Lisbon2026

2025: the breakout. An incredible sales team effort. Product accelerated. We caught the wave on AI search visibility (AEO).

2025
Year 3 · the breakout — 4× the prior cohort09
Year to date · still climbing
2026
Offsite #4 · Lisbon · April 2026
Lisboa, Portugal
$20.1M
ARR · today
+50
logos so far this year
$60M
target · by year-end
Lisbon2026

2026 — $60M ARR. Well on our way. With the best team in the world.

2026+46 logos in 4 months · $60M target by year-end
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Lisbon2026

Why are we all in the same room?

12
Lisbon2026
Two things, both important

To get sharp on where we’re going. To build the relationships that carry us across the finish line.

12b
Lisbon2026
Let’s start where we always start

Let’s anchor in our North Star.

13
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Where leading brands win the battle for attention with content that both humans and agents love.

14
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Our positioning now

The Growth Platform for AI Search.

Where buyers are looking right now — and where we already lead. Channel insights + action depth + services, all in one place.

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Where we see positioning evolving

The Agent-Driven Growth Platform.

As discovery shifts from search to agents proactively driving recommendations, we earn the upgraded positioning.

16
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What we’re actually playing for

A once-in-a-generation shift in how consumers find brands.

Just getting started. The winning team will sit at the center.

14
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Now · eyes on us, not them

Let’s reflect on our learnings.

14
Lisbon2026

Three bets that landed.

Bet 01 · Channel
AI search would be the channel.
We called it early: AI search would disrupt the buyer journey, and content would become the raw material of influence in this new world.
Bet 02 · Insights layer · up funnel
Build the insights layer.
AEO analytics. Citation 360. Going up-funnel into the data the buyer needs to even know what to do. Owning more of the stack.
Bet 03 · Workflow depth · down funnel
Workflow depth + an SA team nobody could match.
Going deeper into how the work actually gets done. Real workflows for real customers, owned end-to-end by the strongest solutions team in market. Hard to copy because it’s about how we work with customers.
13
Lisbon2026

The lessons we can learn from.

Lesson 01 · Lacked opinion
Our product lacked opinion.
No safe distance from the big AI models. Anything thin gets replaced by Claude or ChatGPT the day they ship the next feature. We need sharper points of view baked into the product itself.
Lesson 02 · Didn’t solidify how the market talks about us
We didn’t solidify how the market talked about us.
Buyers couldn’t place us cleanly. Profound owned “AI visibility.” We did everything — without a tight category claim of our own. Quiet and right didn’t earn the rename.
Lesson 03 · Practitioner over decision-maker
We talked to the practitioner at the expense of the decision-maker.
Builders loved us. CMOs and CFOs didn’t get the strategic story until they had to justify the spend. We need to land the why for the person signing the check.
14
Lisbon2026
As we think about this next moment for AirOps

Let’s talk about competition.

20
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Profound ↑   The narrative threat

Profound won the narrative on AI search visibility.
That’s propelling them forward.

What they did

They owned “AI visibility” as the measurement story in 2025. Loud. Specific. Buyers know who they are. That brand momentum is a real asset — and they’re using it.

What they’re doing now

Now racing to move into a space we’re a year ahead on — workflows, plays, agents that act. They’re building toward what we already ship. The risk is they get there in the buyer’s mind before we lock in the story we already own.

21
Lisbon2026
Claude / Anthropic · opportunity + risk ·

Claude is now the default way people want to work.

The opportunity

Meet customers where they already are. Give them leverage inside Claude Code, Claude Cowork, and the next surfaces. The team that makes Claude users 10× more effective on AI search wins them long-term.

The risk · build too close, get eaten

If we don’t build with enough opinion, far enough away from the model, we get replaced. Anthropic ships the next feature — and thin work disappears. We win on depth and a point of view only our product + data + customer relationship can provide.

22
Lisbon2026
A reminder · before we look around · we look forward

Every moment in business happens only once.

— Peter Thiel · Zero to One
This next era will not look like the past. So we don’t copy the past. We look forward and decide what we believe is important to nail.
22b
Lisbon2026

How we win this.

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Remember the human across the table.

The buyer is overwhelmed.

01
Tool fragmentation
A new AI tool every week. Five dashboards already. Nobody can tell what they actually do differently.
02
Low trust
Promised the moon by everyone last year. Most of it didn’t deliver. Default reaction: skeptical, defensive.
03
Everything promising everything
Every vendor pitches "AI agents that drive growth." The buyer can’t separate noise from signal — so they freeze.
Our job: to be who they bet on for the next five years. Amongst all the noise.
23a-b
Lisbon2026
The answer

Time to lock in. Across four dimensions.

23b
★
Four dimensions · one team · we run hard at all of them
01
Positioning
Own
02
Services
Wow
03
Platform
Ship
04
Proof
Earn
here they are →
23c
Lisbon2026
The four dimensions · what we’re going to nail

The four dimensions we run hard at.

01
Positioning
Own the outcome narrative.
Outcomes. Outcomes. Outcomes. “The Growth Platform for AI Search.” What we’re known for.
02
Services
Unmatched customer experience.
Working with us is the easiest part of the buyer’s job. Extreme competence + personality + consistency.
03
Platform
Incredible end-to-end product experience.
The only platform that takes you all the way to measurable outcomes — with massively reduced friction.
04
Proof
Build the proof-point flywheel.
Earn the 3–5× claim head-to-head, account-by-account. Make every cycle deposit a sharper proof point than the last.
23c
★
Pillar 01 of 04 1 of 4
01
Positioning.
own.

Own the outcome narrative. The Growth Platform for AI Search.

here we go · deep dive starts→
Lisbon2026
Pillar 01 of 04 · Positioning · the most important slide
The Growth Platform for AI Search.
The end-to-end platform where leading brands turn AI search into a growth channel that compounds outcomes.
What this is NOT · the noise
“AI agents that help you win.”
Profound, Peak, every other vendor pitching agent-flavored vague. Generic. Hand-wavey. Forgettable.
What this IS · us
A growth channel. End-to-end. Outcome-led. Compounding.
A specific platform for a specific channel that delivers a specific outcome — better with every cycle.
29
Lisbon2026
Pillar 01 of 04 · Positioning · the shift
In service of growth · across everything we build and sell
outputs.
outcomes.
Across the product we build. Across the solutions we sell. Outcomes are the goal — in service of growth.
29b
Lisbon2026
Pillar 01 of 04 · Positioning · the proof system
From the shift to the system

Outcomes only count if we measure them.

If outcomes are the bet, the proof system is what makes the bet real. Three layers, every customer, every cycle.

01Measure
Every output, tracked.
Every play, every page, every email, every brief flows into AirOps events tracking. Full record of what we shipped — for every customer, every cycle.
02Attribute
One incrementality number per account.
Every customer gets one number we promised to move. That’s the north star of the account. CSM owns it. Sales sells against it. Engineering builds for it.
03Compound
The proof becomes the hero.
As AirOps Next + playbooks get sharper, the numbers get bigger. The data we generate becomes the hero message we take to market — every deck, every demo, every QBR.
Sales · this is the story we sell. Engineering · this is the system we build.
30
★
Pillar 02 of 04 2 of 4
02
Services.
wow.

Unmatched customer experience. Working with us is the easiest part of the buyer’s job.

here we go · deep dive starts→
Lisbon2026
Pillar 02 of 04 · Team
The team that wins

Build the best sales + services team in the world.

Extreme competence
Show up tight with deep knowledge of the domain — and the data to back every claim.
Personality
Show up like the smartest person in the room — and the most fun to work with.
Consistency
Same standard every call. Every cycle. Every customer.
Move up market. Raise the bar. Expand the offsite + services menu. Nobody can show up on a call like AirOps can. That’s the bar.
26
Lisbon2026
Pillar 02 of 04 · Services · the system that earns it
From the bet to the system

Best in the world means customers stay and grow.

If unmatched experience is the bet, net dollar retention is the proof. Three levers, every account, every quarter.

01Tool
An unfair tooling advantage.
Strategy + services tooling that lets a small forward-deployed pod do what only an army used to. Tooling no agency or competitor has.
02Up-level
The team gets sharper, every quarter.
Continuous training. Every member levels up. The bar moves up with every new hire — and the existing team moves up with it.
03Expand
More services. More leverage.
Grow the menu. Build on Offsite — our proven services business. New offerings, packaged and priced to match how the customer grows.
Sales · this is what makes “unmatched” real. CX + Services · this is the system we run.
34b
★
Pillar 03 of 04 3 of 4
03
Platform.
ship.

An incredible end-to-end experience. The platform that takes you all the way to outcomes.

here we go · deep dive starts→
May 13 · 2026·AirOps Next · the launch·end-to-end · outcomes that compound·May 13 · 2026·AirOps Next · the launch·end-to-end · outcomes that compound·May 13 · 2026·AirOps Next · the launch·end-to-end · outcomes that compound·May 13 · 2026·AirOps Next · the launch·
Pillar 03 of 04 · Platform · the launch
Date
May 13 · 2026
Where
Everywhere AirOps shows up
For
Customers, prospects, the room
Status
● Locked · ship it
The platform launch

AirOps Next.

End-to-end. Outcome-led. The platform that takes you all the way.
Approved · the team
★
airops.com / next·May 13 · the launch·end-to-end·outcome-led·airops.com / next·May 13 · the launch·end-to-end·outcome-led·airops.com / next·May 13 · the launch·end-to-end·outcome-led·
Lisbon2026
Pillar 03 of 04 · Platform · 2 of 6 · the agent
Meet our agent

Quill.

Quill takes the customer end-to-end through the platform — from problem identification to a play that runs and reports.

01
What number are you trying to move?
02
Builds the play — strategy, schedule, connectors, approvers, impact tracking
03
Runs the play — with our team in the loop
04
Reports the win — the next play starts sharper
Quill
Quill · from the AirOps Next conference brand
33
Lisbon2026
Pillar 03 of 04 · Platform · 3 of 6 · the unit of solution
Plays

The unit of solution.

Plays are how we wrap the components of the platform — data, agents, services, brand context — into one thing that owns a number.

Owns a number
Runs on a cadence
Improves every cycle
Reports the win
FPO
Quill → Play screenshot
Quill builds a play · Carta · AI search visibility for Cap Table Management
34
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Pillar 03 of 04 · Platform · 4 of 6 · in action
Plays · in action

Run with the team. Track every outcome.

Plays run on a cadence. The team stays in the loop — Slack pings, inbox approvals. Every cycle deposits an outcome that compounds into the next play.

FPO
Inbox · team approvals
Inbox · team approvals + AirOps Candidate README
FPO
Outcome metrics · charts
Outcome metrics · citation rate, traffic, visibility, conversions — tracked inside AirOps
35
Lisbon2026
Pillar 03 of 04 · Platform · 5 of 6 · the flywheel
How it gets better the more you use it

Three layers of context that compound.

Every cycle deposits into all three. Each layer feeds the next. By the time the competition realizes what we’ve built — it’s too late.

Feeds Pillar 04 · the proof points we take back to the market.
AIROPS Platform ↻ COMPOUNDS 01 Brand context tone, voice, do-nots 02 Workspace context what works for them 03 AirOps context across all customers
35
Lisbon2026
Pillar 03 of 04 · Platform · 6 of 6 · the payoff
The case for every customer who bets on us

A year in —
category won.

The buyer who bet on us is the one telling the story to their CEO. They get the credit. They get the promotion. They keep winning — because the platform gets sharper every week they run on it.

+5×
AI search visibility · year over year
Pillar 04 · why it compounds
→
37
★
Pillar 04 of 04 4 of 4
04
Proof.
earn.

Build the proof-point flywheel. Earn the 3–5× claim — and make it compound.

here we go · the payoff→
Lisbon2026
Pillar 04 of 04 · Proof + Flywheel · 1 of 2 · the path that’s wide open

The data flywheel is the path that’s wide open.

01The window
Nobody’s built it yet.
02The lead
We’re closest of anyone.
03The wedge
90 days ahead — uncatchable.
This is how we run away with it.
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Pillar 04 of 04 · Proof + Flywheel · 2 of 2 · the north star
The north star · 90 days from now

Where we’ll be light years ahead.

Impact
$ moved per $ spent
ChatGPT
Claude
Profound
Agencies
3–5×
AirOps
SEO
Google rank & visibility
ChatGPT
Claude
Profound
Agencies
3×
AirOps
AEO
AI search citation rate
ChatGPT
Claude
Profound
Agencies
4×
AirOps
Brand fit
human preference + adherence
ChatGPT
Claude
Profound
Agencies
3×
AirOps
The proof points the whole company is built around earning. North Star · 90 days — with focus.
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Before we wrap

My ask of all of you.

35a
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My ask of all of you

Show up every day like we intend to win this thing.

1 of 4
35
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Ask 01 of 03 · the human across the table

Care deeply about getting your customer promoted.

Through real outcomes. Numbers we move. Stories they tell their CEO. Their win is our win.

2 of 4
35a
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Ask 02 of 03 · the standard

Push for excellence at every touch point.

Every email. Every call. Every screen. Every line of code. Every Slack reply. Fine ships. Great renews.

3 of 4
35b
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Ask 03 of 03 · the only competition that matters

Compete against the version of us six months from now — and beat them.

Nobody outside this room can move the bar on us. We do that to ourselves.

4 of 4
35c
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One last thing

The privilege of a lifetime.

Building AirOps with every one of you is the privilege of a lifetime. I mean that. I don’t say it enough.

36
Lisbon 2026 Keynote · Fim · Now go enjoy Lisbon

Vamos.

Let’s go
— time to get to work.
37 / 37 · Obrigado
Bonus · distinctive · references Thursday MAAT rule yes, we are serious

NO
LAPTOPS.

Close the Slack. Close the laptop. Close the loop you’ve been running in your head since January.

v0.9 · presenter view · year-by-year build · Plays loop · more black open the style guide →