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2026 Content Planning with Ten Speed's Nate Turner · Content, Briefly

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• 0:55
  Hey, everybody, and thanks for tuning in to another episode of Content Briefly. Today, we've got Nate Turner, CEO of the agency TenSpeed, on the podcast.
• 1:01
  I love talking with agency folks because they have a very different perspective than the in-house content marketers and the freelance content marketers because they get to work with a bunch of different clients.
• 1:10
  It's easier for them to identify patterns.
• 1:12
  So, like, certainly, you know, when I was on the agency side, you know, we'd get on a call with a customer, and they would, you know, talk through a problem that felt very specific and unique to them.
• 1:21
  And, you know, from our perspective, like, these are kind of flavors of the same issues that many other companies in similar spaces are dealing with.
• 1:28
  And so I think it's really helpful to hear him talk about, specifically in this case, twenty twenty-six planning and what's the year gonna look like if you're approaching your organic marketing with a deliberate, thoughtful effort at, you know, not just hacking algorithms, but, like, building up a brand and getting more folks on your website, getting discovered more on social and LLMs.
• 1:49
  And so this is a great conversation about that. And we talked a little bit too kind of, like, the thirty-thousand-foot view on organic marketing.
• 1:55
  Like, what does it even mean right now, and how is that different than it was a few years ago?
• 1:59
  So I found this to be sort of a helpful kind of grounding exercise as I think about twenty twenty-six content at Reforge and at Superpath. And so I hope you find this useful.
• 2:09
  We'll have links to TenSpeed and Nate's LinkedIn in the show notes, so go follow them. They publish a lot of great stuff, and we appreciate Nate coming on. Okay. A quick plug for Superpath Pro. Thirty-day free trial.
• 2:20
  There are so many things that are part of the membership, including the Slack group, the content and courses, the monthly one-on-ones, the monthly group calls.
• 2:26
  And as you may have, have heard recently, I sold the business.
• 2:30
  Alex Hillery is the new owner and CEO, and he's actually getting ready to roll out some improvements to the membership, so there's gonna be more personalized one-on-ones.
• 2:37
  But I would encourage you to go follow him on LinkedIn as well as join our newsletter to stay up to date on some of the things he's working on.
• 2:43
  Uh, he's also running a quick survey among members to understand, like, how can we better serve you? You know, are there things that we don't do that you want us to do, things we do a little bit you want more of?
• 2:52
  What pain points do you have in your day-to-day job that we could, you know, potentially provide some resources or programming around? So if you are a member, please do respond to those.
• 3:00
  It will very much help shape the way that the Superpath membership evolves over the coming months. Okay, I'll get out of the way now. Please enjoy this conversation with TenSpeed CEO, Nate Turner. Hey, everybody.
• 3:10
  Jimmy from Superpath here today with Nate Turner, co-founder and CEO of TenSpeed. TenSpeed is an organic marketing agency. We'll talk all about that. There's so much happening in that world right now.
• 3:19
  But Nate, first, welcome. Thanks for being here. Do you mind introducing yourself? Tell us a little bit about who you are. We'd love to know a little bit about your time at Sprout Social too if you wanna chat about that.
• 3:28
  And then tell us about TenSpeed. Like what-- Tell us about the business, what types of customers you work with, what type of work you do. Yeah.
• 3:34
  Well, before I do that, I just wanna be maybe the first to congratulate you, you know, on the recent sale, kinda- Oh, thank you.... changing over to Alex with Superpath and everything. That's super exciting.
• 3:44
  And, yeah, look forward to kinda see, you know, you're sticking around and everything, like, kinda where it goes. So, but yeah. Awesome. I appreciate it. Congrats. Yeah. Yeah. So I was doing some various stuff.
• 3:52
  I got into SEO, like, 2008, and, you know, worked at an agency for a while, and then really got into just the world of tech startups and, and ended up joining Sprout Social as the first marketer, and so had a fantastic opportunity and great ride there leading all the acquisition, so paid and organic side.
• 4:10
  And so I was there for almost nine years. First marketer to IPO, grew to about a hundred million, and, you know, that was from 2011 to 2019. So we had, you know, a lot of the blog content-led SEO.
• 4:24
  You know, organic was our number one channel. It was a huge opportunity, huge growth, and just cool to kind of, like, manage it at multiple levels and kinda see how that grew.
• 4:31
  And so from there, like, moved into consulting with SaaS companies, so kind of fractional CMO growth type of role, and so worked with a number of companies.
• 4:40
  And through that was sort of where I kinda opened my eyes to the fact that everyone is not running content operations and strategy as well as I thought they were.
• 4:51
  You know, like, kinda knew what we did at Sprout and assumed it was like that everywhere.
• 4:54
  And so through that, started talking more with Kevin, my co-founder for TenSpeed, who had worked with me at Sprout and then was also VP of marketing at ReviewTrackers, which was also acquired.
• 5:06
  And just, yeah, really felt like there was a lot of opportunity.
• 5:09
  So started out heavily focused on content optimization, you know, content refreshes, a lot of that stuff early on, and then has kinda built and evolved over the years.
• 5:18
  So yeah, kinda happy to dig in any more in any of those points, but that's kinda the quick version. Yeah. Yeah.
• 5:23
  You know, one of the questions I was gonna ask you, and I will ask you, is what is organic marketing right now?
• 5:27
  And the tagline on your website, which I'm just gonna read because it sums it up so nicely, says: "TenSpeed is a US-based organic growth agency that helps B2B marketers unify SEO content, LLM visibility, and digital PR into a growth engine that delivers results."
• 5:41
  And I feel like for so long we've discussed organic mostly as SEO, and it is now more holistic than that, and I would love to hear your perspective on it.
• 5:50
  Like, one of the reasons I love talking with agency folks is, like, you get to see the whole field. Yeah. You get to work with a bunch of different customers.
• 5:56
  You get to see the patterns that not everybody gets to see if they're working in-house or on a freelance basis. And I would just love to hear, like, how has this evolved? You know, really, I guess probably over the what?
• 6:04
  Past two, two-ish years.
• 6:06
  I feel like it'sNow, it's a little more clear today than it was, but I feel like my guess is a lot of teams are still like very much trying to figure out, like what does organic marketing look like for them in 2026?
• 6:18
  Yeah. Absolutely.
• 6:19
  I mean, you know, through the teens and like even early 2020s, you had a lot of like that isolation still, you know, where you had an SEO person that just sort of did their own thing, or you had a content marketer who had a SEMrush account and a Clearscope account, and they built their plan and they just ran with it, you know?
• 6:37
  And, and so it was very like you could optimize for these things, do these, you know, you know, set of tactics essentially, and rank and perform and do well in, in organic sort of its standalone channel, and that really in the last few years has evolved a lot, where it's, you know, a confluence of many factors.
• 6:57
  So certainly like the ramping up of EEAT as a factor has really kind of taken the wind out of the sails of people and, you know, it was like you gotta be more thorough here. You have to be more intentional.
• 7:09
  It's not just, here's the keyword, optimize for it and publish it, you know?
• 7:12
  And so that direction I think has just continued to evolve where, you know, you see a lot of like social profiles are not-- they're much more human oriented versus the brand orientation like they were before.
• 7:25
  And so that I think has played a big part in it and turned into a lot of like distribution and repurposing, and podcasts certainly have become much, much bigger, you know, over the last five years.
• 7:37
  And so the prevalence of, you know, taking those or webinar. Like we did a ton of webinars, co-marketing webinars at Sprout, and it just kills me now when I think back about it.
• 7:48
  Like we did it and then we just gated the recording behind, you know, a form, and that was it. And where like now there's just so much more like chopping it up into clips and all the short form and zero click. And
• 8:00
  so it's just all evolved in so many different channels and in different ways that...
• 8:05
  And then now most recently, many aspects of search and what queries are and where behavior shifts to AI search and all those things have really, I think, just continued to fragment it to where org- growing organically is not just have a strategy and a couple tools and optimize some content in this one corner of the website.
• 8:25
  It has become much, much more of an organic marketing, you know, like we say, and an effort that requires a strong brand, good reputation, you know, citations and, and like acknowledgement from outside of your company, not just everything you can put on your own website, and really just kind of has built from there over time.
• 8:44
  So hopefully that wasn't too long an answer, but I think that's how we've seen it evolve and just the way that those channels are really all playing together as part of organic, and so in our definition, meaning non-paid, you know, I think is kinda how we look at organic marketing.
• 8:58
  Right. Right. Yeah. Do you feel that this is an iteration of the previous version of organic marketing, or do you feel like this is like a new era?
• 9:06
  I mean, maybe define what you mean by like previous, like organic marketing. Yeah. Yeah.
• 9:10
  I mean, I think my sense of this is I'm feeling like this kind of wave of optimism around organic marketing, that like SEO is not what it used to be, and like maybe that's the best thing that's ever happened to B2B SaaS marketing.
• 9:22
  Mm-hmm. Like it, you know, as we are loosened from the chains of that algorithm, maybe we can think a little more creatively, do more like human-centric marketing. Like- Yeah...
• 9:31
  it feels, while all these elements have been in place for a long time, it feels like now there's just such a greater emphasis on- Yeah...
• 9:39
  I'm hesitant to say like doing it the right way, but just kinda like thinking about it more holistically, thinking about it beyond just keywords and clicks. Yeah.
• 9:45
  Like organic is, at least in my perspective, taking on a, a new meaning. Yes. Yes. I absolutely, I think it has. And that's, I don't think it's fully shifted, you know.
• 9:53
  That's, it's in the middle of shifting in terms of how people perceive that. I think that organic is better now.
• 10:01
  I think that it is much, it's stronger, and to my point earlier, it's not just the, you know, companies can let SEO be an island, and then they're gonna have a brand team over here that does, you know, bylines and they work with the PR agency to try to get placements, and then you have a social team and they're pumping out content through the company's brand profile and engaging with people and, you know, it's just, it's all very, very much interrelated and can and should be heavily leveraged.
• 10:28
  You know, thought leadership, the original research you're doing, that should be weaved through a lot of different things.
• 10:34
  The repurposing of content into other channels, pushing that out and building up reputation around multiple humans in your organization again versus the company profile.
• 10:44
  I think to me that's all part of that shift and it's better, you know. It's less of a, like we can just hack our way there and just require good marketing overall. Yeah. I love that. I love that.
• 10:56
  Yeah, I feel like, you know, from the content marketer perspective on like what's happened over the past few years, I feel like we went through this period of, I think a bit of skepticism around content.
• 11:04
  Like everyone's sort of like kinda shining a light on it and saying like, you know, "Is our page views really what we want?" Or, you know, or "Is our marketing diversified?"
• 11:11
  And I feel like now we're kind of getting back to this point where it's like, okay, let's get back to work. Like, we have a much better sense of what we ought to be doing. Like, let's just get back to work.
• 11:19
  There's so much work to do now. Yeah. Do you sense it among your clients? And like, as you're chatting with clients about what next year looks like, how different is that conversation than it was a year ago?
• 11:29
  Oh, well, one thing I can say for sure is that we've, the diversity in content types that we're creating for clients has increased substantially.
• 11:37
  So, you know, like authority content, so essentially, you know, interview a person, create like a thought POV type of piece has really ramped up, doing more case studies, a lot of that type of stuff.
• 11:49
  We're doing a lot more around core pages and like really understanding the importance of the content on those pieces because they're such more like commercial intent, conversion-oriented pages, and just a lot of the different things there, I think, has been interest.
• 12:05
  We've technically offered like repurposing of content for social for several years now. I think the adoption and interest in that in clients has definitely increased in the last year.
• 12:15
  So I think that's probably the biggest thing, is we definitely are seeingThat shift, and I think that more people are seeing things.
• 12:23
  I used to say something similar, I think Emily Kramer worded it better, which was like, you know, content is the fuel for your marketing engine.
• 12:32
  If I had to summarize, I would say that's sort of the mindset that more people have been adopting is understanding that it's not, again, not just like, "Oh, go create some content" and, you know, that's cool, you got some page views or whatever, but really seeing that as like this is critical if we do it well, it supports, you know, awareness, engagement, conversion, reputation, all those aspects improve by doing it well.
• 12:57
  Yeah, yeah. That's awesome. Yeah. Yeah. Shout out to Emily Kramer at MKT1. So I'm in a new marketing role now, and- Yep...
• 13:04
  I had this feeling of like, I kinda have to like brush up a bit, like not just on content, but on like marketing more generally. So I paid the hundred bucks for her pro tier, and it's awesome. Yeah. Really, really good.
• 13:14
  Yeah. One of the thing I would ask you about was leadership buy-in.
• 13:17
  You know, I feel like content marketers, one of the-- like going back six or so years of Superpath Slack archives, like one of the things you will find coming up all the time is like advocating for resources, managing up, reporting and attribution.
• 13:32
  Like basically like how do I like make the case for the work that I'm doing? Interestingly, one thing, one trend I've noticed related specifically to AEO and LLM visibility is that it's going the other way.
• 13:43
  Like the leadership is saying like, "Hey, what are we doing about this?" Mm-hmm. You know? And I feel like the content marketers are, haven't quite caught up yet. Are you finding that with your clients?
• 13:50
  And like, are you finding like a strong appetite for like, you know, kind of like putting together-- Actually, I was gonna say AEO strategy, but also a secondary question would be like, what are you calling it?
• 14:00
  You know, I feel like there's a few terms floating around. Yes.
• 14:02
  So yes, we are definitely seeing and hearing a lot of top-down, you know, and, and I'm sure the process is CEO or board says, "What are you doing about this?"
• 14:13
  And then you ask marketing leader, and then the marketing leader asks the team, and then the team, you know, kinda goes down, up and down that chain.
• 14:19
  I think that's the reality, and that's what's been just wild in the last six months, is, you know, even just this time last year, no one was really talking about this because the LLMs didn't function that way.
• 14:32
  There was still a lot of like, my information's only up through 2021 and whatever, and then you started to have like the plugin, you know, could, can search Google and all that, and then it's really only been, you know, in this Q2, Q3 of this year is where it really took off with them, the LLMs starting to do more of those searches and then starting to understand what's pulling in the citations.
• 14:57
  AIO, like the AIO queries in Google have shifted a lot from zero clicks to now including links and citations there.
• 15:04
  And so that's just thrown everybody into that piece of like, I think it's just that fe- that FOMO, you know? Like are we not showing up and our competitors are, and no one's felt good.
• 15:15
  There's a million LLM visibility tools now, but, you know, the consensus still is like, I don't know this is really telling me the full picture or, you know, it's the way they work or, you know, engineer the prompt or whatever is still kinda questionable.
• 15:30
  And so there's a lot there that's just natural uncertainty and therefore raises a lot of question, a lot of scrutiny. And- Yeah...
• 15:37
  and so that's where we've really tried to lean into like whether talking about on our podcast or anything else like that we're creating, trying to just lean into like this is, this is what we know works really well so far, you know, and that's just continuing to evolve.
• 15:53
  And there's three things, I mean, the EEAT is really, really important.
• 15:57
  The structure of the data and like its ability to be easily received both in like how you summarize content, so like the actual copy as well as on the technical side, how it's structured.
• 16:08
  And generally the third thing, like page speed and like the intent around that, you know, kind of all that stuff being kinda, I guess, kind of a loose third category there. But, but it's no simple one hack, you know?
• 16:21
  It's not the, oh, you need LLMS.txt or any of that stuff.
• 16:24
  And so yeah, so I guess that kind of shifted the answer into more the technical part, but from the leadership point, there's definitely a lot of questions around that. Yeah, yeah.
• 16:34
  You know, we meaning Reforge, so I'm heading up content there now, and we recently hired an AI content marketer, so we have someone on the team full-time- Yep... thinking about AEO.
• 16:43
  And as we put together that job description, it was just so interesting thinking about the skill set for that individual- Yeah... and how different it was than the content marketing that I came up in.
• 16:54
  You know, like there's a YouTube component, there's a Reddit component. Yep. There's, there's like an automation and workflow component, like we were hoping to find someone who had experience in a tool like AirOps. Yep.
• 17:03
  Building like pretty sophisticated workflows. And it was actually, I had a moment there where I was like, "Wow, I need to uplevel myself to better understand the skills required to do this type of work." Mm-hmm.
• 17:16
  And I would imagine that's probably true for many people in content. Like not every company's going hardcore on AEO. Reforge definitely is.
• 17:23
  And I'm curious, you know, for you and the team at Ten Speed, how have the skills needed to deliver the work evolved?
• 17:29
  Like do you all find yourself like adopting a lot of new tools, putting together new processes, kinda training the team on kinda all the various tactics that are sort of emerging as required for this type of work?
• 17:42
  Yeah, absolutely. There's certainly been a lot of upskilling in the last year, I'd say.
• 17:47
  So even, so our team does use AirOps, so that's been obviously some learning and training around that, but there was a lot of use around AI and certain components over time.
• 17:58
  Tooling has changed, and then obviously that is additional skills and training and, yeah, it definitely is. You know, it is definitely shifting a lot, and there are many
• 18:09
  things that still can and should be done, like human does the research, human, you know, builds the outline and, and like the, the goal of the piece, and a human writes it, and a human edits it.
• 18:21
  Like it's not that it's all, you know, been optimized away, but I think we've found that there's a lot of-The example I like to use is like, it's not even just like the actual content creation aspect of it, like there are a lot of just manual tasks that have been done for a while of just like, you know, like project management tools in, in Zapier.
• 18:41
  Like there's always been like a little bit of like you could do with like some automation, but now with AI, like there's just so much that can be done in just your actual like content operations as well that I think has been a big focus for us too.
• 18:55
  Yeah.
• 18:56
  Yeah, 'cause the, the goal is like spend le- as little time as possible on just the admin and workflow and process type of things, so as much time as possible can go into strategy, thinking through, you know, what's best for the client and, you know, how to do that.
• 19:11
  So that's kinda how we've approached it. Yeah, that's such a great framing on it.
• 19:14
  It's like AI enables this opportunity to be more efficient, and it also enables this opportunity to focus really tightly on the value that you provide the customer- Yeah...
• 19:23
  because you don't have to get so bogged down in some of the admin work. And personally, I find writing to be one of the less interesting use cases for AI.
• 19:31
  I mean, I do it all the time, but it's just like there are so many more interesting things happening. So like, just as a small example, we had one of our product managers interview like 30 customers recently.
• 19:40
  They used Grain, had transcripts from all those. I built a Claude project.
• 19:44
  I dumped all of them in there, and so we're gonna do some product marketing around this, and it's just like treasure trove of information that I can easily pull from. Yeah.
• 19:52
  Yeah, like the next step, Grain has an MCP, so like that would be the next step. It's just like hook that up so I don't even have to bother building the project.
• 19:58
  Like those types of things enable-- It just enables me on the marketing side to very, very quickly un- like find patterns, understand what these customers are dealing with, struggling with, happy about, et cetera.
• 20:10
  And that fuels the marketing, which helps us reach the right people with the best message, et cetera. And like that to me is just,
• 20:17
  you know, building the project is just this little shift in the way that I think and work that- Yeah... I think makes me a better marketer. Yeah. No, absolutely. Yeah.
• 20:25
  I think that's a great like use case example in framing. And we've done-- We moved to ClickUp, you know, to kind of stay on that project management example,
• 20:34
  and they have like their feature that's called Brain, but it's like ties into multiple models, plus sits, you know, on top of your information specific, like all of our like, oh, interesting call recordings and documentation and agendas and all that stuff.
• 20:50
  And so there's also just like a lot that you can just, y- you know, understand
• 20:55
  what's happened in the last three calls with this client or, you know, like what are the patterns across, you know, all clients and that kind of stuff that can really work so. Yeah. Yeah.
• 21:04
  One thing maybe you were gonna ask about this kind of tying back to the AEO thing.
• 21:09
  The one thing that's been interesting though is like there's this just super, like for forever there's been this idea that like, oh, SEO takes nine to 12 months, you know, and that's like for whatever reason that just stuck and is a sort of legacy thinking in most cases, and yet it's still like cited by people all the time.
• 21:30
  And now the thing that I think is interesting is like there's this perception that for everyone, like organic traffic is down, it's all shifted to AI search, and we don't know what's going on with it, and all we really know is like referral traffic that we get from the LLMs.
• 21:46
  And the interesting thing is like, to your point on like just being an agency and having views across that, we-- that's not been the case across all of our clients.
• 21:55
  And y- in one case, one of our bigger clients, we have like the organic search is up about 10% this year, and then the, you know, referral traffic from LLMs is like insane.
• 22:10
  You know, it's like thousands of percent up from- Right... from a smaller number.
• 22:13
  But we can also see, you know, the revenue from that, like the revenue per visit, if you wanna look at it that way is actually almost on par with organic search.
• 22:21
  And so overall it's like that, and that's kinda what we assumed, you know, months ago and just haven't really been able to see the data until more recently.
• 22:29
  But there are a lot of cases where it's a net add, you know, overall, like there's a lot that is happening in LLMs and just queries overall that are just things you wouldn't have even put into Google before, and therefore it's just a net add to the overall mix.
• 22:45
  While there's still a ton of opportunity, you know, and still growth and we look at terms all the time and, you know, there's volumes are growing and, you know, all this stuff.
• 22:54
  So like I think there's a little bit of like I'm worried that's gonna be the new SEO takes nine to 12 months is like- Mm...
• 23:01
  like still kinda latching onto this idea that like SEO's dead and all of it's moved over and why invest?
• 23:07
  You know, it's like, I think there's plenty of proof at this point that we should probably, you know, distill that a bit more, that yes, certain companies have lost a lot of organic traffic, and it's probably traffic they never should have had in the first place.
• 23:19
  But if you've been focusing on the right things with your core audience and certainly more middle and bottom of funnel and, you know, like different things there, then I think it's telling a very different story that the net aggregate is up.
• 23:32
  That's so interesting.
• 23:33
  That's such a helpful point to bring up that like you're totally right, like this narrative has emerged mostly through like, you know, like, like LinkedIn posting, I think, where, you know, I'm thinking of the HubSpot chart that went viral, I don't know, over the summer probably, which showed this like massive drop in traffic.
• 23:50
  But like to your point, like you think about that, it's like how much of that traffic was of any value to them at all? It wasn't.
• 23:56
  I mean, that's what we looked at, you know, looking at Ahrefs and stuff, and it was like ridiculous. Like, you know, what should my business mailing address be or, you know, whatever, and you're just like- Right...
• 24:06
  because, you know, that's like going back to what you talked about, like old school content marketing.
• 24:10
  It was you first talk about things directly tied to your product, then talk about what, you know, in fact impacts your core audience, and then talk about these secondary cases, and then talk about the tertiary.
• 24:20
  And HubSpot has been doing it for so long, they just got into like orders of magnitude, like topic-wise that they were so-- It was like, "Oh, it has to do with business? We should write about it." You know, and it- Yeah.
• 24:32
  It's always like, yeah, I mean, there was just a ton of ridiculous top of funnel stuff that didn't have anything to do with their product. So funny.
• 24:38
  And so yeah, it was a little bit of aUnnecessary scare and, you know, made for good LinkedIn content, I guess. For sure.
• 24:45
  And it, I think it's just a good reminder, like, okay, it's helpful to like understand-- I think it's helpful to a degree to like, you know, hang out on LinkedIn a bit and see what people are talking about, but you kinda like check that against what your data is actually telling you.
• 24:58
  Yeah. And like what you're learning from your own sales team or your own product sign-up data and things like that. Yes, absolutely.
• 25:03
  We did a podcast a few weeks ago on content strategy, and the gist of it was basically like, you know, quarters are weeks, and weeks are days, and days are hours now.
• 25:12
  You know, like, how do you-- The way that I would've come up with a content strategy, like I'm thinking about my Animalz days, like the way that we would've worked on that in twenty-twenty, like it just doesn't work anymore.
• 25:21
  Mm-hmm.
• 25:22
  Like while I think there probably is and should be this kinda like longer term view where you're thinking about like six to twelve months, like kinda what is our vision and what's our charter, I guess, for like that period of time.
• 25:34
  But like the tactics within that are, I mean, changing con- like really, like almost constantly. Yeah. And so I guess the question for you is like how do you communicate that with your clients?
• 25:43
  Like how-- You know what I mean?
• 25:44
  How do you kinda like commit yourselves and your team to a vision for the long term, while also still balancing, like something might come up tomorrow that we didn't really anticipate and like, "Hey, it's low-hanging fruit.
• 25:56
  Let's go get it." Yeah. A couple things.
• 25:58
  One, you know, very early on was a differentiator for us, not that we were the only ones doing it, but we were intent from the beginning that we built roadmaps quarterly because of that, like,
• 26:09
  your product's changing, your data, your business, and what's working is changing, and competitors are changing and all that.
• 26:15
  So we didn't wanna like ever build anything for six to twelve months, which allowed us to just then be, you know, more fresh in looking at everything on a quarterly basis.
• 26:24
  I'd say now we're still doing that, but certainly finding more places where there's the need to swap stuff out or be a little more flexible on the timing of some of that.
• 26:35
  And then second, we've tried to build as much operationally to be independent of the roadmap.
• 26:42
  So there's a ton of like just on-site stuff, which is now capturing a lot of things that are need to happen from, on like a formatting standpoint for GEO and whatnot. And so that allows us to just kind of tackle that.
• 26:55
  Like, oh, this needs this, we should do it. It doesn't have to be planned on the roadmap. And then, like I said, the roadmaps are quarterly, but I think maybe getting a bit more, more frequent. Yeah. Yeah.
• 27:06
  It's really interesting. Nate, what else-- what am I not asking you? Like how else has the agency evolved to meet the needs of customers as those needs are changing? Yeah.
• 27:15
  So since we mostly work with B2B companies, like that's definitely been an area that we understand well and just kinda supporting the companies in the way that they're-- We don't need to talk about all this, but like internal team structures have changed a lot, like hiring patterns and what roles people have.
• 27:34
  That's all, I think, evolved quite a bit too.
• 27:35
  And so where we're seeing that and what we've been doing is really just shifting to be an emphasis on strategy and then understanding that the execution side, like agencies are really no longer a huge extra bandwidth, you know, for a team.
• 27:53
  They are, but like because of all the efficiencies with AI and all these things, like what that means is shifting.
• 28:00
  And so certainly around like our pricing and all that has really shifted to meet that, the way that we're structuring the flexibility and types of content into our agreements so that it's not so rigid and we're able to adapt with companies and all that.
• 28:14
  So I think that's like the, you know, some of the biggest things is really viewing that as like strategy and then, you know, the other side is not just, you know, execution or, you know, we're just your outsource, but like really understanding the efficiencies and how to adapt to that in both what needs to be created for a company and also what needs to be done to show up in both search and LLMs and then, you know, kinda build the awareness on other channels as well.
• 28:40
  Yeah. I love it. Yeah. It's cool. Yeah, I mean, marketing is changing, it's evolving. From my perspective, it's for the better. Yeah.
• 28:46
  You know, and I feel like there's so many companies out there, like, and certainly I'm experiencing this at Reforge too, is like working in-house. You only get the view that you get, you know?
• 28:54
  And so like we have agency partners, like obviously, like so many SaaS companies have good agency partners and- Yeah. This is your call to action. Go check out Ten Speed.
• 29:02
  If you need someone to support your organic growth and get a good perspective on strategy. Ten Speed is T-E-N, I should mention so. Yeah. We'll obviously have a link to that in the show notes.
• 29:11
  We'll put a link to your LinkedIn. Is that the best place to send folks to connect with you? Yeah, that'd be great. Yep. Cool. Awesome. Well, Nate, thank you. Seriously appreciate it.
• 29:18
  I hope folks find this helpful as they're getting into twenty-twenty-six planning or at least Q1- Yeah. -twenty-twenty-six planning, if they're able to think that far ahead. Yeah, exactly. Yeah. Thanks, Jimmy.
• 29:27
  Absolutely. Take care. [outro music]