There’s a growing disconnect between the content tech companies produce and what IT buyers actually consume during their research journey. With 70% of buyers conducting research before engaging sales and AI-powered discovery reshaping how information gets found, traditional product-focused content strategies are falling flat. In this episode, we break down the six highest-performing content formats. You'll discover why certain formats outperform others, how to optimize content for both human readers and AI answer engines, and which emerging trends demand immediate attention in your content mix. If you need a data-driven roadmap for creating content that IT decision-makers actually want to consume, builds genuine trust, and drives measurable pipeline impact, this podcast delivers the strategic framework and tactical insights to transform your 2026 content approach.

In this kickoff episode of The GeekMarketing Podcast, Conversational Geek CEO,  Nick Cavalancia sits down with Jayson Gehri, VP of Product Marketing at Delinea, to pull back the curtain on what really works—and what definitely doesn’t—when you’re trying to win over today’s IT buying committee. Together they break down the many personas that shape a deal (from hands-on admins and help-desk managers to resource-strapped directors, CISOs, and CIOs), explain why technical authenticity and buyer-centric storytelling beat buzz-word feature dumps every time, and share field-tested tactics—like research-driven content, curated journey maps, and self-serve interactive demos—that keep a skeptical, self-educated audience engaged long before sales ever picks up the phone. If you need a practical playbook for earning trust, cutting through content overload, and guiding tech buyers from first click to proof-of-concept, hit “Play” and start leveling up your marketing strategy.