They figured it out (mostly)About the series
This series started with a question: What does it really take to run an agency at scale?
Not the first year when every client feels like a lifeline or the advice for freelancers looking to hire their first contractor. We wanted to know exactly how agencies manage dozens of client sites and multiple teams, and what kinds of infrastructure decisions had real consequences.
Built Mighty, 40Q, Fixel, and Pronto Marketing shared honest stories about scaling their agencies: What worked, what didn’t, and what they’d do differently. They talked about AI tools that actually help (and which ones are just noise), the mistakes that taught them the most, and why turning down work sometimes creates better opportunities.
These stories aren’t case studies. They’re candid conversations with founders still actively figuring it out.
All four agencies featured here are part of the Kinsta Agency Partner Program, which recognizes agencies at a growth stage where hosting becomes critical infrastructure. The program provides co-marketing opportunities, lead referrals, and lifetime affiliate commissions to agencies managing complex deployments and demanding client SLAs.
Meet the four WordPress agencies that opened up about the messy, unglamorous work of building something that lasts.
Quick stats:
- 15+ years in business
- Engineering-first approach
- Enterprise clients across industries
- Custom Laravel/Roots WordPress architecture
40Q
Enterprise WordPress engineering from Buenos Aires to global clients
What they’re known for: 40Q doesn’t build websites; they engineer WordPress solutions. Originally a white-label dev shop for design agencies, they pivoted to serving enterprise clients directly. Think custom DAMs, LMS platforms, and complex integrations that turn WordPress into something it wasn’t designed to be (but should be).
Their unique approach: Development pods where senior engineers level up mid-level devs on every project. Instead of chasing every client, they choose projects that need genuine engineering expertise rather than just another WordPress install.
What they shared: How offshoring actually works when you do it right. Why culture eats process for breakfast. The difference between WordPress developers and WordPress engineers (and why it matters for enterprise clients).
We’re not actually solving creative problems, but we’re solving technical and very strategic problems for our clients.
Eddie Wise – VP, Strategic Growth, at 40Q
Quick stats:
- Founded 2009 (16 years)
- 18-person distributed team
- WooCommerce exclusive focus
- Former merchants turned agency
Built Mighty
WooCommerce specialists who understand e-commerce because they lived it
What they’re known for: Built Mighty came from the merchant trenches. Founder Jonny Martin was selling products online before he realized he liked building stores more than running them. They soon dropped everything that wasn’t WooCommerce and became laser-focused on e-commerce that actually converts.
Their unique approach: Hire fast, face-to-face everything (even when remote), time tracking to the minute because it’s the only way to judge actual work quality, and a firm “no” to clients who think AI will replace shopping.
What they shared: Why shopping is a sport (and why AI won’t change the nature of shopping), how they scaled from Seattle office culture to distributed async work without losing accountability and the real difference between a $5K site and a $20K site.
We’re often competing against an internal developer, their local WordPress shop … We lose most business to no decision. It’s them deciding that it’s not the right choice for them to do this right now.”
Jonny Martin – CEO at Built Mighty
Quick stats:
- Founded 2010 (15 years)
- 10-person team + trusted specialists
- 33 clients on ongoing support
- Cybersecurity B2B tech focus
Fixel
The design agency built for cybersecurity startups
What they’re known for: Fixel helps Seed and Series A cybersecurity companies launch with credibility in a market where trust is the product. They’re a reputation-driven agency that has built a referral snowball after creating a repeatable playbook across 50+ cybersecurity engagements.
Their unique approach: A senior team where clients work directly with the people doing the work. No layers of project managers or account reps. Each site is custom-built around flexible block systems and page templates that marketing teams can use to move fast and scale with them. Long-term specialist partners handle content strategy, SEO, and marketing measurement.
What they shared: Most early-stage cybersecurity startups don’t actually want to be “set free” after launch. They want a long-term creative partner they can trust to help them show up with clarity and credibility. That’s what keeps clients coming back, and it’s what Fixel has been building toward for 15 years.
Clients stay with us for years. Not because they’re locked in, but because they trust us to make them look good.
Vin Thomas – Founder & Creative Director at Fixel
Quick stats:
- Founded 17 years ago
- 1,000+ clients managed
- Distributed team (Thailand/Philippines)
- 90% North America clients, 50% IT companies
Pronto Marketing
A thousands clients and a distributed team that proves offshore can be done right
What they’re known for: Pronto Marketing started when Microsoft vet Derek Brown traded corporate life in the US for entrepreneurship in Thailand. So what began as remote, scrappy IT-focused work grew into 1,000 clients across North America, managed by a distributed team in Thailand and the Philippines who serve US business hours from the other side of the world.
Their unique approach: A core daytime team augmented by a dedicated night shift to provide seamless, real-time support during US business hours. New hires are trained on test projects, then spend two weeks working with mock clients to learn the system. Performance reviews measure company values, not just output. Culture helps scale better than any tool.
What they shared: The difference between cost-saving offshoring and talent-expanding offshoring. Why they spent a year chasing a $500K project (and why that sales cycle length matters). The one hiring mistake every agency makes with offshore talent.
No matter what system you have in place, if you have the wrong people, that system’s going to break.
Tim Kelsey – Managing Director at Pronto Marketing
AI, without the hype
The mistakes that shaped success
How they found their niche
Surprising predictions for the year ahead
Built for agencies
like yours
- Co-marketing
- Lead referrals
- Lifetime affiliate commissions
