Trustpilot reported full year 2025 results on March 17. Revenue hit $261 million. EBITDA nearly doubled. The stock surged more than 20% the same day.
The growth engine behind all of it: AI search.
Trustpilot is the world's largest open review platform - over 300 million reviews, around 90 million monthly visitors, covering businesses across every industry from restaurants to enterprise software.
Click-throughs from AI search tools to Trustpilot grew roughly fifteen-fold year-on-year. According to Promptwatch, which tracks domain citations across ChatGPT responses, Trustpilot is now the fifth most cited domain globally on ChatGPT - when someone asks ChatGPT about a product or service, the answer frequently references Trustpilot reviews as a source.
Trustpilot's sales teams have started leading enterprise conversations with Answer Engine Optimization. Their AEO webinars attracted ten times more attendees than anything the company had run before. The CEO told investors that large businesses care deeply about how they appear in AI search, and that this was one of the key drivers of enterprise growth in 2025.
This is a company approaching a billion-dollar market cap, telling Wall Street that AI search visibility is now a primary revenue driver.
A Review Site Most B2B SaaS Companies Skip
If you work in B2B SaaS, you've probably filed Trustpilot under "consumer." Restaurants, airlines, e-commerce. And for years, that was a reasonable assessment.
Meanwhile, some B2B software companies figured out something different.
Pipedrive has accumulated thousands of Trustpilot reviews with a 4.3 star rating. They respond to nine out of ten negative reviews, according to Trustpilot's own reporting. This is a CRM company, selling to sales teams, running a serious review operation on a platform their competitors haven't bothered with.
TeamViewer went further. Over 120,000 Trustpilot reviews. Their Senior Customer Experience Manager Alvaro Padilla wrote for us about how TeamViewer manages awards across 8+ review platforms, and his take on Trustpilot is worth reading: "It touches the human side, builds credibility, and even more so when you show up and reply to ratings. The sheer scale of reviews gives it weight that other platforms don't have."
Both of these are B2B software companies. Both treat Trustpilot like a strategic channel. Most of their peers don't even have a claimed profile.
AI Is Learning to Research the Way a Good Buyer Does
Think about how a careful software buyer evaluates a product. They don't stop at the vendor's website - that's self-reported, and they know it. They don't rely on a Reddit thread - that's anonymous, and nobody is responsible for whether it's accurate or current. They look for third-party sources: structured reviews on platforms that verify reviewer identity, moderate for fakes, and put their own reputation behind the data quality.
AI systems are following the same logic. Trustpilot's CEO made the point on the earnings call: private customer experience data - internal NPS scores, CSAT surveys - is invisible to large language models. That data sits inside a company's dashboard and does nothing for how AI recommends software to the next buyer. Public reviews on third-party platforms are readable, structured, and timestamped. They come with an organization behind them that says "we moderate this" - and can point to the numbers to prove it.
We've written about this dynamic before: AI systems look for consensus across independent third-party sources, and software badges and reviews on those platforms carry a different trust signal than anonymous forum posts or a vendor's own marketing. A G2 review requires LinkedIn verification. A Capterra review goes through moderation. A Trustpilot review sits on a platform that removed nearly eight million fakes last year, nine out of ten caught by automated detection, with a dedicated trust event in May 2025 to walk investors through their methods. These aren't perfect systems - but they're systems with someone accountable. Reddit and a vendor's homepage have no equivalent.
Trustpilot sees this and is positioning for it. Users wrote 62 million reviews in 2025 - more than in the first twelve years of the platform combined. The growth is partly circular: businesses invest more in Trustpilot reviews because those reviews influence how they appear in AI search, which generates more reviews, which makes the platform more useful to AI systems.
"But Can You Trust the Reviews?"
Not everyone is convinced. Ben Goodey, founder of content and SEO consultancy Spicy Margarita, raised the objection on LinkedIn the same day the results came out: "Anyone who has been around the block a few times will have fairly low trust in Trustpilot and any online review site." He pointed to fake review problems, response bias (people leave reviews when delighted or outraged, skewing to extremes), and what he called "modern day extortion" claims - the idea that negative reviews pressure businesses into paid subscriptions.
His conclusion: Trustpilot being the fifth most cited source on ChatGPT shows "what's wrong with AI. It's only as good as its sources. And a lot of those sources kinda...suck."
He's raising a real concern — reviews are messy, response bias is real, and the moderation problem is enormous and ongoing.
But Ben's argument is about what AI should do, not what it actually does. He may be right that AI should be more skeptical of review data. What AI actually does is cite Trustpilot as a source more than almost any other domain on the internet. And the question for a B2B SaaS company is practical: is your product represented in the dataset that AI systems are already using to make recommendations, or have you ceded that ground entirely?
Why Trustpilot Is Worth a Closer Look for B2B SaaS
If you already manage your reviews on G2 or Capterra, Trustpilot offers something different.
Lower friction for reviewers. G2's review process takes 15+ minutes with LinkedIn verification, screenshots, and structured ratings. Trustpilot lets anyone leave a review in a couple of minutes. For B2B SaaS with self-serve signups and individual decision-makers, that difference in friction translates directly into review volume.
Free profile management. Claiming your profile and responding to reviews costs nothing on Trustpilot. On G2, responding to reviews requires a plan starting at $2,999/year.
Diversification timing. G2 acquired Capterra, GetApp, and Software Advice - consolidating the three largest B2B review platforms under one roof. If your entire review presence sits on platforms that now share an owner, adding an independent platform to the mix is worth considering.
Our full Trustpilot guide covers the details - recognition programs, what's free vs. paid, and when Trustpilot makes sense for B2B SaaS.
Check Whether You Already Have a Profile
If you don't have a claimed Trustpilot profile, start by checking whether one already exists. Trustpilot is an open platform - a page for your product may have been created by reviewers without your knowledge. If it has, you already have reviews you haven't responded to.
If you do have a profile, treat it like a channel. Pipedrive's approach - responding to the vast majority of negative reviews - is worth studying. TeamViewer's approach - building a coordinated presence across 8+ review platforms - shows what this looks like at enterprise scale. Our review strategy guide covers how response capabilities compare across all major platforms.
AI search visibility is driving real revenue - for the platforms that host the reviews, and for the companies that show up in them.
Manage your presence where AI looks
Blastra is a SaaS listings management platform. We handle your presence across Trustpilot, G2, Capterra, and dozens of other directories — so you show up when AI recommends software in your category.