Despite the geopolitical chaos and market collapses triggered by President Trump’s announcement of broad tariffs on international goods, some supporters still hope the strategy will produce a “golden age” of American industry. Trump himself insists, “Jobs and factories will come roaring back into our country.”
While it’s possible that very targeted tariffs could help protect some nascent sectors of domestic manufacturing, the belief in the power of blunt tariffs flies in the face of manufacturing reality. And it’s not just the idea of a speedy return to economic prowess thanks to smoke-belching factories and the sudden ability to cheaply assemble armies of iPhones that strains credulity. The sweeping tariffs ignore the complexities of today’s supply chains and the way technology advances are shifting how and where goods are made.
In fact, the high and crudely designed tariffs set out by the administration could damage a recent rebound in US manufacturing. Building factories and the supply chains they run on takes years—even decades—of steady investment. Meanwhile, tariffs have the immediate impact of boosting costs for critical supplies, many of which come from overseas—helping to raise prices and, in turn, slowing demand.
None of that is good for those planning to invest in US manufacturing.
“Tariffs, in general, as a tool for encouraging the type of manufacturing we want in the US are a terrible instrument,” says Elisabeth Reynolds, a professor of the practice at MIT.
Reynolds, who was an advisor to President Biden on manufacturing and economic development, says the Trump tariffs will raise the costs of US manufacturing without providing incentives for “strategic investments in the technologies we care about for national and economic security.”
Willy Shih, a professor at Harvard Business School, says the tariffs feel like “random acts of violence” in how they hurt manufacturing and supply chains. Because the tariffs proposed so far “are so scattershot and change so often,” he says, “it’s basically freezing up investments. Who is going to make any kind of investment commitment when things are changing so fast?”
The longer-terms effects of the tariffs are, of course, unknown. For one thing, the specifics—how large, how long, and on what countries—seem to be constantly shifting. And that’s a big part of the problem: For manufacturers and investors, uncertainty is the killer of plans for expansion, new factories, and even the R&D that feeds into new products.
It’s that uncertainty, above all else, that could derail a reindustrialization still in the early stages for much of the country.
In fact, US manufacturing in the years following the covid pandemic has been booming—or at least the groundwork for such a boom is getting built. Until the most recent few months, spending on the construction of factorieshad been soaring. New facilities to build batteries, solar cells, semiconductors, electric motors, and other new technologies are springing up all around the country—or wereuntil very recently.
“We never had more construction starts in the United States than we’ve had in the past four years,” says Milo Werner, a partner at the venture capital firm DCVC. “We’re at this amazing moment where we could actually rebuild Main Street America and bring back the industrial base.”
The move to bolster US manufacturing was fueled by a sense during the beginning of the pandemic that the country must regain the ability to make critical products and technologies. Thedecline of US manufacturing had become obvious. Federal support torebuild the industrial base came in a series of bills passed during the Biden administration, including the CHIPS and Science Act and the climate bill.
At the same time, opportunities offered by artificial intelligence and automation breakthroughs have spurred an appetite for new investments among many manufacturers. Many of those technologies are just starting to be deployed, but they promise a way for US producers to finally become more competitive with those in low-wage economies.
If the Trump tariffs slow or even reverse such progress, the impact on the country’s economic and technological future could be devastating.
There are a lot of reasons to want a stronger US industrial base. But it’s not mainly about whether we have countless well-paying jobs for those with only a high school diploma and little technical training, despite what you will hear from many politicians. Those days are mostly long gone.
Manufacturing jobs account fora little under 10% of total jobs in the US. That percentage hasn’t changed much over the last few decades—nor is it likely to grow much in coming years even if manufacturing output increases, because automation and other advanced digital tools will likely cut into the demand for human workers.
Still, manufacturing is critical to the future of the US economy in other ways. The invention of new stuff and production processes greatly benefits from an intimate connection to manufacturing capabilities and expertise. In short, your chances of successfully creating a new type of battery or AI chip are much greater if you’re familiar with the intricacies of manufacturing such products.
It’s a lesson that was often forgotten in the 2000s as companies, led by such Silicon Valley giants as Apple, focused on design and marketing, leaving the production work to China and other countries. The strategy created huge profits but severely crimped the United States’ ability to move ahead with a next generation of technology. In 2010, Intel cofounder Andy Grove famouslywarned, “Abandoning today’s ‘commodity’ manufacturing can lock you out of tomorrow’s emerging industry.”
Prompted by such concerns, in 2011 I visited manufacturers across the country, from industrial giants like GE and Dow Chemical to startups with exciting new technologies, and wrote “Can We Build Tomorrow’s Breakthroughs?” Over the next few years, the answer to the headline’s question proved to be no. GE and Dow gave up on their most innovative manufacturing ventures in batteries and solar, while nearly none of the startups survived.
The US was great at inventing new stuff, it turns out, but lousy at making it.
The hope is that this situation is changing as the country builds up its manufacturing muscles. The stakes are particularly high. The value of producing strategic goods and their supply chains domestically—biomedicine, critical minerals, advanced semiconductors—is becoming obvious to both politicians and economists.
If we want to turn today’s scientific breakthroughs in energy, chips, drugs, and key military technologies such as drones into actual products, the US will need to once again be a manufacturing powerhouse.
Limited tariffs could help. That’s especially true, says DCVC’s Werner, in some strategically important areas marked by a history of unfair trade practices. Rare-earth magnets, which are found in everything from electric motors to drones to robots, are one example. “Decades ago, China flooded the US economy with low-cost magnets,” she says. “All our domestic magnet manufacturers went out of business.”
Now, she suggests, tariffs could provide short-term protection to US companies developing advanced manufacturing techniques to make those products, helping them compete with low-cost versions made in China. “You’re not going to be able to rely on tariffs forever, but it’s an example of the important role that tariffs could play,” she says.
Even Harvard’s Shih, who considers the sweeping Trump tariffs “crazy,” says that far more limited versions could be a useful tool in some circumstance to give temporary market protection to domestic manufacturers developing critical early-stage technologies. But, he adds, such tariffs need to be “very targeted” and quickly phased out.
For the successful use of tariffs, “you really have to understand how global trade and supply chains work,” Shih says. “And trust me, there is no evidence that these guys actually understand how it works.”
What’s really at stake when we talk about the country’s reindustrialization is our future pipeline of new technologies. The portfolio of technologies emerging from universities and startups in energy production and storage, materials, computing, and biomedicine has arguably never been richer. Meanwhile, AI and advanced robotics could soon transform our ability to manufacture these technologies and products.
The danger is that backward-looking policy choices geared toward a bygone era of manufacturing could destroy that promising progress.
This is today’s edition of The Download, our weekday newsletter that provides a daily dose of what’s going on in the world of technology.
Sweeping tariffs could threaten the US manufacturing rebound
Despite the geopolitical chaos and market collapses triggered by President Trump’s announcement of broad tariffs on international goods, some supporters still hope the strategy will produce a “golden age” of American industry. In fact, the high and crudely designed tariffs set out by the administration could damage a recent rebound in US manufacturing. Building factories and the supply chains they run on takes years—even decades—of steady investment. Meanwhile, tariffs have the immediate impact of boosting costs for critical supplies, many of which come from overseas—helping to raise prices and, in turn, slowing demand.
None of that is good for those planning to invest in US manufacturing. The longer-terms effects of the tariffs are, of course, unknown. And it’s that uncertainty, above all else, that could derail a reindustrialization still in the early stages for much of the country.Read the full story.
—David Rotman
AI is pushing the limits of the physical world
Architecture often assumes a binary between built projects and theoretical ones. What physics allows in actual buildings, after all, is vastly different from what architects can imagine and design. That imagination has long been supported and enabled by design technology, but the latest advancements in artificial intelligence have prompted a surge in the theoretical. Read the full story.
I’ve combed the internet to find you today’s most fun/important/scary/fascinating stories about technology.
1 Donald Trump wants to make AI a national priority That’s in spite of his plans to axe the agency in charge of implementing the plan. (Ars Technica) + The new executive action outlines plans for AI courses and programs. (Bloomberg $) + But schools across the US are struggling with their existing curriculums. (Axios)
2 Driverless car makers won’t have to report as much crash data An overhaul of the US Department of Transport’s rules limits what companies need to declare. (Wired $) + Unsurprisingly, the new framework benefits Tesla. (The Verge) + Officials claim it will allow US automakers to compete better with China. (AP News)
3 Apple plans to wind down US iPhone production in China Instead, the handsets will be assembled in India. (FT $)+ It’s switching up its supply chains amid the tariff chaos. (Bloomberg $) + The change could come as soon as 2026. (The Guardian)
4 Meta is finally cracking down on spam The days of multiple hashtags are over. (The Verge)
5 How Elon Musk’s friends control access to his company shares Most people who hold stakes in SpaceX have no idea how much money it makes. (WSJ $)
6 How Israel used the war in Gaza to deploy new military AI To a degree that’s never been seen before. (NYT $) + Meanwhile, the US is preparing to offer Saudi Arabia a $100 billion arms package. (Reuters) + Generative AI is learning to spy for the US military. (MIT Technology Review)
7 The US is facing millions of measles cases in future decades That’s if falling vaccination rates continue. (WP $) + How measuring vaccine hesitancy could help health professionals tackle it. (MIT Technology Review)
8 Brazil’s AI welfare app is wrongly rejecting vulnerable applications Digitizing its complex systems has come at a cost. (Rest of World) + An algorithm intended to reduce poverty might disqualify people in need. (MIT Technology Review)
9 How smart glasses can help people with hearing loss Real-time subtitles for the conversations around you may not be too far away. (New Yorker $) + What’s next for smart glasses. (MIT Technology Review)
10 What it’s like to read an AI-generated book about yourself Extremely uncanny valley vibes. (Slate $)
Quote of the day
“While it is true that an AI has no feelings, my concern is that any sort of nastiness that starts to fill our interactions will not end well.”
—Screenwriter Scott Z Burns reflects on the ethics of not saying please and thank you to chatbots, the New York Times reports.
One more thing
The quest to figure out farming on Mars
Once upon a time, water flowed across the surface of Mars. Waves lapped against shorelines, strong winds gusted and howled, and driving rain fell from thick, cloudy skies. It wasn’t really so different from our own planet 4 billion years ago, except for one crucial detail—its size. Mars is about half the diameter of Earth, and that’s where things went wrong.
The Martian core cooled quickly, soon leaving the planet without a magnetic field. This, in turn, left it vulnerable to the solar wind, which swept away much of its atmosphere. Without a critical shield from the sun’s ultraviolet rays, Mars could not retain its heat. Some of the oceans evaporated, and the subsurface absorbed the rest, with only a bit of water left behind and frozen at its poles. If ever a blade of grass grew on Mars, those days are over.
But could they begin again? And what would it take to grow plants to feed future astronauts on Mars? Read the full story.
—David W. Brown
We can still have nice things
A place for comfort, fun and distraction to brighten up your day. (Got any ideas? Drop me a line or skeet ’em at me.)
+ Understanding the science behind stress can give us handy tools to cope with it. + Rockalina the turtle is enjoying the great outdoors after spending close to 50 years indoors. + If you don’t have the greenest of thumbs, don’t panic—these plants are super easy to take care of. + Why TikTok wants you to live like a dinosaur.
Weston Jon Bouchér is a California-based menswear brand and the name of its founder. He launched the company in 2019 after a decade as a full-time apparel and lifestyle model.
He initially sought a white-label supplier with like-minded quality standards. Unsuccessful, he opted instead for “cut-and-sew manufacturing.” The result is a network of global manufacturers, all producing apparel to Weston’s designs and specifications, and sold entirely from his Shopify site.
In our recent conversation, he addressed the brand’s launch, production challenges, marketing tactics, and more.
Our entire audio is embedded below. The transcript is edited for clarity and length.
Eric Bandholz: Who are you?
Weston Bouchér: I’m a menswear designer based in San Diego. My background spans music and photography, but for the past six years, I’ve worked full-time on my self-named menswear line. I also run a YouTube channel focused on self-improvement, style, and grooming, drawing on my 10 years as a full-time model.
That modeling experience exposed me to a range of designer brands and fabrics, which sparked the idea to create my own line. I wanted to offer staple silhouettes — evergreen pieces that feel stylish year after year, not just trendy. I couldn’t find a white-label supplier that fully aligned with my standards, so I opted for cut-and-sew manufacturing instead.
If I could go back, I might simplify things. But my perfectionism and desire to fill a gap in the market — quality luxury basics at a fair price — pushed me to build something unique. I launched with just five core styles inspired by pieces in my wardrobe, each thoughtfully refined for fit, fabric, and longevity.
Bandholz: What’s your approach to design?
Bouchér: Initially, I was solving my own problem. I wanted a one-stop shop for staple pieces, but I found most brands lacked consistent fit, often chasing trends. Oversized styles are big now, but I’ve always preferred a slimmer, more timeless European look. It suits me better, so I became the fit model for my brand. I work closely with my developer, adjusting every sample down to the millimeter.
Being a slim-fit brand increases return rates since people fall between sizes. Artificial intelligence could help in the future, but for now, I constantly analyze reviews and return data to refine the fits. It’s one of the most complex aspects of running a lifestyle apparel brand, especially when working with manufacturers worldwide. Every fabric, every factory requires precise tech packs to ensure consistency. I’m obsessive about quality. Even the most minor issue drives me to tweak endlessly.
That’s why starting with something simpler, such as hats or underwear, might have made sense. But I’m in it now. I aim to simplify the customer experience: fewer options, better fabric, timeless silhouettes — polos, crewnecks, cardigans, denim, swim trunks — clothes guys can count on, without sacrificing comfort or style.
Bandholz: Tell us about your team.
Bouchér: In the first couple of years, it was mainly me. As the budget allowed, I gradually added to the team. Today, I work with 11 contractors, most of them fractional. The only near full-time staff are at our San Diego warehouse, where two to three people handle pick-and-pack and inventory management.
My goal is to stay lean and keep as much as I can under one roof, so when it’s time to scale, it’s just about adding capital and expanding distribution.
On the manufacturing side, I now work with 10 to 12 partners globally — two in Los Angeles, and others in Bangladesh, Thailand, and China. I used to work with a factory in Colombia, but that relationship ended. Manufacturing in the U.S. was always my goal, but the development costs made it nearly impossible early on. Now that I’ve grown, I’m revisiting that.
Margins are tricky with overseas production due to constantly changing tariffs and shipping costs. I started the brand in 2019 after attending the Sourcing at Magic textile show in Las Vegas, where I met manufacturers face-to-face. That experience gave me the confidence to go all in. Most factories require a minimum order of 2,000 to 4,000 units per style or color, which is tough when you’re starting. I got lucky. One manufacturer agreed to work with me on just 300 to 600 units. That deal is what made the brand possible.
Bandholz: What’s the long-term vision for the brand?
Bouchér: For me, it’s about building the lifestyle I’ve always wanted — more time with friends and family, travel, and a comfortable way of living. That’s not easy in Southern California with the high cost of living and the tax burden of running a business.
I want the brand’s legacy and mission to stay intact. I’ll never cash out and walk away — my name is on it, and I take pride in that. When customers leave positive reviews and share their love for the product, that’s the most rewarding part for me. I want to keep delivering that feeling of quality and care.
Ideally, I’ll remain self-funded. That way, I keep full control, especially when it comes to product integrity. I genuinely believe the reason we’ve grown so strongly is that I’ve paid close attention to the details. Good marketing can sell anything once, but getting someone to come back because they trust the product is where it matters.
Long-term, I hope to step back from day-to-day tasks and transition into a more visionary and creative oversight role — still involved in design, but with a greater focus on the brand’s image. Right now, my biggest motivation isn’t money — it’s quality of life. So I’m constantly thinking about who I can bring in to help me reclaim more of my time, while keeping the brand aligned with what made it special in the first place.
Bandholz: Is YouTube your primary marketing channel?
Bouchér: We’re not in physical stores. We sell directly from our Shopify-powered website. In the first year, YouTube was key. I used it to test the waters, and my male viewers were constantly asking style-related questions, which sparked the idea for the brand. I launched and got great feedback quickly, thanks to that audience. But as the brand grew, I had less time to make videos. I stopped posting regularly for over a year, and though I’ve picked it back up, it’s been a missed opportunity, primarily due to a lack of time.
After that first year, we pivoted to Meta ads. That’s now our primary driver for traffic and sales. I’m not using an agency. We’re running lean, and the numbers have been substantial, especially compared to what I hear from other brands. I’ve taken out a few loans for inventory, but we’ve managed to make it work without investors.
TikTok shifted the landscape. People want content that feels real, not overly produced. Some of our best-performing ads feature me in my bedroom, talking through different looks. The conversions have been great, and we’ve learned that simple, authentic content outperforms polished productions.
Bandholz: Have tariffs taken a toll?
Bouchér: I’ve learned not to be reactive, whether it’s personal challenges or business volatility like tariffs. I focus on what I can do each day. When the tariff situation heated up, I didn’t panic — I’ve been preparing for this. Even before it started, I told my developer we couldn’t rely too heavily on China. I had a gut feeling that this would become an issue, and I wish I had diversified even more back then.
Some of our manufacturing partners have had to add surcharges due to duties, which is tough. I value those relationships and won’t abandon them over short-term pressure — we’re all navigating this together. That said, I do have a backup plan. I’m looking at producing top-selling styles elsewhere if needed. But for now, I’m waiting, watching, and staying ready. Trade dynamics change daily. The best move is to remain flexible and strategic, not reactive.
Bandholz: Where can folks buy your clothes or reach out?
If you’re still measuring your PPC success based on click-through rate and impressions alone, you’re about to be left behind.
The role of paid media has changed – and not just because Google Ads released another round of automation.
It’s changing because people have changed. We live in a multi-device, privacy-first, AI-influenced world where attention spans are shorter, conversion paths are messier, and attribution is murkier than ever.
And yet, many advertisers still optimize like it’s 2015 – staring at dashboards full of click-through-rate, cost-per-click, and average positions like they’re the final word.
Here’s the uncomfortable truth: PPC has never been just about getting someone to click. It’s about driving real, measurable business outcomes – profitable, incremental, sustainable outcomes – even when the platforms don’t make it easy.
This article isn’t another “PPC KPI listicle” telling you to improve your CTR or lower your CPC. We’re going deeper.
The KPIs below are the ones that actually move the needle today, the ones you need in your toolbox if you want to keep your budget, secure executive buy-in, and prove paid media’s value without hiding behind vanity metrics.
1. Profit (Not Just ROAS)
Return on ad spend (ROAS) has long been the default north star in PPC reporting, but frankly, it’s overdue for a demotion.
On its own, ROAS offers a dangerously incomplete picture. It tells you how much revenue was generated for every dollar spent – but revenue isn’t profit.
A campaign might boast a stellar 600% ROAS, but if fulfillment costs, discounts, or shipping fees gobble up 70% of that revenue, what are you really left with?
On the other hand, a modest-looking 300% ROAS campaign could quietly be generating double the profit if it’s driving high-margin sales.
Today’s best-in-class PPC teams know this and build profit measurement directly into their strategy.
They’re calculating contribution margins at the product level and adjusting revenue numbers accordingly before feeding that data back into Google Ads or Microsoft Ads.
This lets algorithms optimize toward profit – not just revenue – giving teams a competitive edge over advertisers still stuck reporting on inflated ROAS figures.
When you can walk into a CMO’s office and confidently show not just “here’s what we sold,” but “here’s what we made,” you earn a different kind of respect.
2. Incrementality (The “Would You Have Gotten This Anyway?” Metric)
This is the key performance indicator (KPI) that separates marketers who report from those who understand.
Incrementality forces you to ask: Did this sale happen because of PPC, or would it have happened anyway?
In the old days, you might have taken every conversion at face value, especially if it showed up as the last click.
Today, with attribution becoming less precise and users bouncing between channels, platforms, and devices, you can’t afford to make that assumption.
Incrementality gets to the heart of what you’re actually contributing to the business. It’s about quantifying the lift your campaigns generate beyond what would have happened without paid media.
Whether through holdout tests, geo-based experiments, or platform-led lift studies, advertisers investing in incrementality measurement consistently find out that some campaigns – often brand and remarketing – are less impactful than they seem.
Sure, measuring incrementality is messy. It doesn’t fit neatly into Google’s default reporting.
However, CMOs don’t want to see PPC taking credit for revenue that would’ve closed regardless. They want to know what’s working because of paid media, not just what’s being tagged by it.
Advertisers who commit to measuring incrementality make better budgeting decisions and protect themselves from over-investing in campaigns that are just skimming the top.
3. Customer Lifetime Value (CLV Or LTV)
There’s no excuse for ignoring Lifetime Value (LTV) today.
Rising acquisition costs and shorter attribution windows have made short-term metrics like first-purchase cost-per-acquisition (CPA) less useful. The most valuable PPC programs today optimize for the long game.
Customer Lifetime Value is about understanding the total value a customer brings to the business, not just their first purchase.
For SaaS, subscription commerce, and many DTC businesses, the initial conversion is merely the opening act. If you’re optimizing toward cheap CPAs but acquiring low-value, one-and-done customers, you’re actively hurting long-term profitability.
Advanced teams are feeding LTV data directly into Google Ads through offline conversion imports, enabling smart bidding strategies to optimize for customers likely to return and spend again.
Others are building LTV models internally and using them to guide targeting, creative, and bidding strategies manually.
This shift is more than tactical – it’s strategic. Businesses optimizing for LTV don’t just get more customers; they get better customers. Customers who stay, spend more, and fuel real growth.
4. Cost Per Incremental Acquisition (CPIA)
While CPA still has its place, the real game is CPIA – Cost Per Incremental Acquisition.
CPIA zooms out and asks: What did it cost to acquire net-new, incremental customers – the ones who wouldn’t have converted without this campaign?
This is a much harder question than simply “What did we pay per conversion?”, but it’s the one that matters.
Many PPC accounts are bloated with campaigns that deliver conversions but offer little in the way of incremental lift.
Branded search, retargeting, and display remarketing can often cannibalize organic or direct traffic.
By layering incrementality testing into your cost analysis, you gain a KPI that tells you not just what you paid for a lead or sale, but what you paid for an actual new customer.
It’s where the conversation shifts from “Are we hitting target CPA?” to “Are we paying reasonable amounts for meaningful growth?”
CPIA is where the best PPC teams earn their seat at the strategy table.
5. Conversion Rate (Context Is Everything)
Conversion rate is still important, but not in the way most PPC reports treat it.
Too many teams obsess over maximizing conversion rates without stopping to ask: Conversion rate for whom? Under what circumstances?
A cold prospect clicking a YouTube ad will never convert at the same rate as someone clicking a branded search ad.
And yet, conversion rates are often presented in flat averages that tell you very little about what’s really happening.
The best PPC practitioners contextualize conversion rates:
By audience type (new vs. returning).
By funnel stage.
By device, geography, or time of day.
If your conversion rate drops because you’ve launched an upper-funnel prospecting campaign, it may actually be a sign that you’re reaching new audiences who haven’t been exposed to your brand before, which is a good thing.
Contextualizing conversion rates lets you tell the real story behind your data and prevents knee-jerk optimizations that hurt long-term growth.
6. Lead Quality (For Lead Gen Campaigns)
Lead generation marketers have been plagued for years by one mistake: optimizing for volume, not quality.
It’s easy to pat yourself on the back for delivering leads under the target Cost-Per-Lead (CPL). It’s harder to admit that half of those leads will never close – or worse, never even speak to sales.
True PPC leaders know that leads are just the starting point. What matters is how many of those leads become qualified opportunities and eventually customers.
This means integrating customer relationship management (CRM) data into your PPC strategy and measuring down-funnel impact.
Savvy advertisers have ditched CPL as the sole north star and now track:
Marketing qualified lead (MQL) to sales qualified lead (SQL) conversion rates.
Pipeline contribution.
Closed-won revenue sourced from PPC.
By feeding this data back into ad platforms, either through offline conversion imports or CRM integrations, PPC teams can train algorithms to find leads that not only fill out forms but actually generate revenue.
7. Time To Conversion
This KPI is criminally underutilized. In an age of increasingly complex buying journeys, knowing how long it takes a user to convert after clicking an ad is vital.
For many B2B or considered-purchase brands, conversions don’t happen within Google Ads’ default 7-day or 30-day attribution windows.
Some leads need 45, 60, even 90+ days to convert. Ignoring this means underreporting performance and undervaluing campaigns.
Understanding time to conversion helps you:
Build realistic retargeting windows.
Set proper expectations with stakeholders.
Avoid shutting down high-performing campaigns too soon.
Especially with cookie windows shrinking and attribution getting tougher, knowing your actual conversion lag helps you defend your budget with confidence.
8. Contribution To Pipeline Or Revenue
At the end of the day, this is the KPI that makes or breaks your PPC program. If you can’t tie your campaigns to pipeline or revenue, you’re just spending money and hoping it works.
The best PPC leaders don’t show CTRs and CPCs to the C-Suite. They show:
How much qualified pipeline PPC is generated.
What portion of closed revenue can be attributed to paid media.
Whether through CRM integration, manual reconciliation, or marketing automation platforms, you need to bridge the gap between ad clicks and actual business outcomes.
PPC lives and dies by its ability to drive revenue. Every other metric in this article ultimately feeds into this one.
Bonus: Campaign Health Metrics (CTR, CPC, CPM, And Friends)
Before we throw CTR, CPC, and Cost-Per-Mille (CPM) into the vanity metric graveyard, let’s be clear: These metrics still matter, just not the way most people think. They are health metrics, not performance KPIs.
A strong CTR could signal relevant ad copy and healthy engagement. A reasonable CPC might indicate competitive efficiency. CPM can help diagnose shifts in inventory or competition.
However, these numbers are inputs, not outcomes. They provide valuable diagnostics that help you fine-tune campaigns, but they don’t answer the big question: Are you driving profitable, incremental, revenue-generating outcomes?
Good PPC teams know how to use these health metrics to identify friction points or optimization opportunities. Great teams know not to use them as the headline in the quarterly business review (QBR).
Making The Shift: Moving Towards Modern PPC KPIs
So, where do you start if you’re stuck in legacy metrics and looking to level up?
First, realign your strategy. Understand that PPC is no longer just about clicks or even direct conversions. It’s about business growth.
Next, start asking better questions inside your organization or with your clients:
What is the average customer’s lifetime value?
What is the profit margin by product or service?
How does a new lead flow through the sales process?
What percentage of current conversions are truly incremental?
For agencies, this can be tricky. Clients might hesitate to share deeper business data, especially if past agencies didn’t ask for it.
However, framing it as necessary for more effective optimization – not just reporting – can help bridge the gap.
Don’t expect to overhaul everything overnight. Start with one or two KPIs, like profit and lead quality, and build from there. The goal isn’t to make reporting harder – it’s to make it matter.
Why This Shift Is Non-Negotiable
The PPC landscape is changing whether we like it or not.
Between privacy regulations, AI-fueled consumer behavior shifts, and increasingly automated ad platforms, surface-level metrics are becoming less trustworthy and less relevant.
Smart marketers are adapting by elevating the KPIs they report on. The teams that master profit, incrementality, LTV, and pipeline contribution will earn bigger budgets, stronger buy-in, and ultimately, better business outcomes.
PPC isn’t just about driving traffic anymore. It’s about driving the business.
If you optimize your articles for similar terms, your rankings might suffer from keyword or content cannibalization: you’ll be ‘devouring’ your chances to rank in Google! Especially when your site is growing, your content could start competing with itself. Here, we’ll explain why keyword and content cannibalism can harm SEO, how to recognize it, and what to do about it.
Table of contents
What is keyword cannibalization?
Keyword cannibalization happens when multiple pages on your website target the same or very similar keywords. This often occurs unintentionally, especially as your site grows and more content accumulates. Pages that are too similar in focus might confuse search engines, which may struggle to decide which to rank higher. As a result, your pages compete with one another, and all of them can rank lower.
For example, if you publish two posts — one optimized for “does readability rank” and another for “readability ranking factor” — Google may see them competing for the same query. Instead of one strong result, both might hover around lower positions, weakening your site’s overall performance.
What is content cannibalization?
Content cannibalization is closely related but centers on the issue of multiple articles covering the same topic, regardless of whether they’re optimized for the same keyword. It’s a broader issue that affects thematic overlap more than exact keyword matching.
Where keyword cannibalization focuses on duplicating keywords, content cannibalization involves too many pages delivering overlapping value. This undermines user experience, spreads authority thin, and can make your content performance uneven.
Is cannibalization harmful?
Both keyword and content cannibalization can hurt SEO.
Lower rankings: Google often limits the number of results from a domain per query. When several of your pages try to rank for the same keyword, they could all underperform. This is especially true when neither page is clearly better in content depth, backlinks, or relevance.
Diluted backlinks: Instead of one strong page getting all the backlinks, multiple weaker ones split the attention. If many pages discuss a similar topic, other sites may link to each inconsistently. As a result, no one page accumulates strong authority. This fragmentation makes it harder for your content to rank competitively.
Confused crawlers: Search engines can’t always easily figure out which page they should prioritize. As a result, this could lead to inconsistent rankings. These days, Google is better at understanding topical relationships and can often see their differences. If content overlap is too high and intent is unclear, prioritization issues can still arise, especially on sites with thin or low-quality pages.
Reduced Click-Through Rate (CTR): Spreading clicks across several similar listings may lower the collective performance. If multiple similar titles from your domain show in results, users may split clicks between them. Worse, one strong CTA title might appear further down the page than a weaker or outdated one. This can impact user engagement and CTR for both pages, especially if they fall further down the SERPs.
In short, cannibalization limits your content’s potential by weakening each page’s authority and clarity.
How to identify cannibalization issues
As your site grows, you’ll have more and more content. Some of these articles are going to be about a similar topic. Even when you’ve always categorized it well, your content might compete with itself. You’re suffering from keyword or content cannibalization. Finding and fixing keyword cannibalization issues should be part of your content maintenance work to prevent all this.
Identifying keyword cannibalization
Start with a site search. Use site:yourdomain.com “keyword” in Google to surface all pages relevant to a particular term. If you see two or more of your URLs targeting the same term, they may be in conflict.
Next, use tools like Google Search Console. Look under the Performance tab. Filter by query to view keywords that bring in impressions and clicks, then see which pages receive traffic from those terms. Then, use SEO tools such as Ahrefs or Semrush to track keyword rankings and expose overlapping URLs targeting the same terms.
Look especially for pages that rank beyond the top five positions for the same term. When two of your URLs rank closely together outside the top spots, it’s often a sign that neither is performing optimally.
A simple site search with your domain and keyword will show all the pages ranking for that term
Identifying content cannibalization
Content cannibalization is subtler. You might not see overlapping keywords, but you may notice thematic overlap.
Review URL structures and tags to catch duplicates
Start by scanning your site’s URLs and content categories to catch pages covering the same topic in different formats. Look for similar slugs, repeated folder structures, or articles under the same tag or category. This quick check often reveals duplicate coverage, especially on larger sites or those with multiple writers.
Use keyword/topic mapping tools
Trace what each page is targeting. Create a list of your key pages and their target keywords or main topics. This helps you spot when multiple pages aim for the same term or cover the same subject. It doesn’t matter whether you use a tool or a spreadsheet, but keyword mapping helps explain the purpose of content. It also helps avoid overlap and ensures that all pages on your site have a place in your strategy.
Use the page filter
In Google Search Console, use the Page filter to see how each URL performs. The data gives insights into impressions, clicks, and average position. Look for pages that are getting traffic from similar queries. Multiple pages appearing for the same or closely related terms could signal content cannibalization. You can also use the Query filter to search by keyword and review which pages compete for it.
How to fix cannibalization issues
You should know your content, its performance, and where overlaps exist. Fixing keyword or content cannibalization means auditing, evaluating, and restructuring your pages. It doesn’t mean you should delete content blindly. Every page on your site should have a purpose and support your site’s overall SEO strategy. Below are practical ways to resolve both types of cannibalization.
Fixing keyword cannibalization
In many cases, solving keyword cannibalization means deleting and merging content. We will run you through some of that maintenance work as we did it at Yoast to show you how to do this. In particular, we’ll show you some thinking around a cluster of keywords related to keyword research.
Step 1: Audit your content
The first step is finding all the content on the keyword research topic. Most of that was simple: we have a keyword research tag, and most of the content was nicely tagged. This was also confronting, as we had many posts about the topic.
We searched for site:yoast.com "keyword research" and Google showed all the posts and pages on the site that mentioned the topic. We had dozens of articles devoted to keyword research or large sections mentioning it. Dozens or so mentioned it in passing and linked to other articles.
We started auditing the content for this particular group of keywords to improve our rankings around the cluster of keywords related to keyword research. So we needed to analyze which pages were ranking and which weren’t. This content maintenance turned out to be badly needed. It was surely time to find and fix possible cannibalization issues!
Step 2: Analyze the content performance
Go to Google Search Console and find the Performance section. In that section, click the filter bar. Click Query and type “keyword research” into the box like this:
Google Search Console helps you find which articles rank for certain terms
This makes Google Search Console match all queries containing keyword and research. This gives you two very important pieces of data. A list of the keywords your site has been shown in the search results for, and the clicks and click-through rate (CTR) for those keywords. A list of the pages that were receiving all that traffic, and how much traffic each of those pages received.
Start with the total number of clicks the content received for all those queries, then look at the individual pages. Something was clear: just a few posts were getting most of the traffic. But we knew we had loads of articles covering this topic. It was time to clean up. Of course, we didn’t want to throw away any posts that were getting traffic not included in this bucket of traffic, so we had to check each post individually.
We removed the Query filter and used another option: the Page filter. This allows you to filter by a group of URLs or a specific URL. On larger sites, you might be able to filter by groups of URLs. In this case, we looked at the data for each post individually, which is best if you truly want to find and fix keyword cannibalization on your website.
Step 3: Decide on the next steps
After reviewing each post in this content maintenance process, we decided whether to keep it or delete it. If we deleted a post (which we did for most of them), we decided which post we should redirect it to.
For each of those posts, we evaluated whether they had sections to merge into another article. Some posts had paragraphs or sections that could be merged into another post. When merging posts entails more work (and time) than adding one paragraph or a few sentences, we recommend working in a new draft by cloning one of the original posts with Yoast Duplicate Post plugin. This way, you can work on your merged post without making live changes to one of your original posts.
Step 4: Take action
We had a list of action items: content to add to specific articles, after which each piece of content could be deleted from the articles it came from. Using Yoast SEO Premium, it’s easy to 301 redirect a post or page when you delete it, so that process was fairly painless.
With that, we’d removed the excess articles about the topic and retained only the most important ones. We still had a list of articles that mentioned the topic and linked to one of the other. We reviewed them and ensured each was linked to one or more of the remaining articles in the appropriate section.
Another example of fixing cannibalization by merging
Another example: We once had three separate articles covering how to do an SEO audit, split into parts 1, 2, and 3. Each post focused on a different section of the audit process, but none of them ranked well or brought in meaningful traffic. On their own, the articles felt incomplete, and splitting the topic likely made it harder for users (and search engines) to find everything they needed in one place. We decided to take a step back.
After reviewing performance data and gathering insights on what users were actually searching for, we merged the three posts into a single, more useful SEO audit guide. We rewrote outdated sections, expanded key points, added a practical checklist, included tool recommendations, and tightened up the structure. Since updating and combining the content, that article now ranks for more keywords than the separate posts ever did, draws more consistent traffic, and performs better overall. It’s a good example of how merging overlapping content, when done thoughtfully, can give users more value and improve SEO at the same time.
Merging three simple posts into one big, much-improved SEO audit guide helped boost performance
Yoast Duplicate Post is a great free plugin
Ever wanted to quickly make a copy of a post in WordPress to work on some changes without the risk of ruining the published post?
Even if keywords differ slightly, topics may still overlap, and there are things you can do to improve that.
Create a cornerstone/pillar or landing page
Create a main page — a cornerstone article — that covers the broad topic in depth, then link to more specific articles that explore subtopics. This helps define a content hierarchy, improves internal linking, and signals which page should rank for the core topic to search engines. Supporting content can still rank independently, but will pass relevance and authority back to the pillar.
Consolidate underperforming content
If you have several pages covering similar ideas, but none are ranking well, combine them into one stronger, more complete resource. Prioritize the page with the most traffic or links, and bring valuable sections from the others. This helps reduce redundancy, improve content quality, and give search engines a clear page to index for that topic.
Use 301 redirects
Redirects are an important tool for your cannibalization actions. After deleting content, remember to use 301 redirects to send visitors from the old URLs to the updated one. Of course, you can also send them to the most relevant page as an alternative. This keeps existing rankings, backlinks, and traffic from the original pages intact. Plus, it also helps to avoid broken links or indexing issues.
Preventive measures
Another way to avoid future keyword or content cannibalization issues is to prevent them, of course.
Audit your content regularly
Analyze the content for your most important topics regularly. Look for overlapping pages, outdated posts, or content that doesn’t fit your keyword strategy. Regular audits will help you find issues early, which can help keep your site focused and maintain search visibility.
Assign a unique target keyword to each page
Before creating new content, please ensure no existing page targets the same keyword. Giving each page a clear, unique focus prevents internal competition and helps search engines understand which page to rank for a given query.
Write with a clear content brief
Start every piece with a brief that outlines the target keyword, search intent, key points to cover, and how it supports your existing content. Such a strategy helps your articles stay focused and avoids topic overlap. In addition, it ensures that the new content you add is truly unique to your site.
Keep a keyword and topic map
Maintain a simple record of which topics and keywords are already covered on your site. This makes it easier to spot gaps, avoid duplication, and plan new content that fits your overall strategy. A keyword map also helps when updating or pruning existing pages.
Also, if you’re running an e-commerce site with many similar product pages, make sure category pages are well-optimized and that your products clearly support them through internal linking.
Common mistakes in addressing cannibalization
Cannibalization happens, and many site owners have tried to address it in one way or another. Of course, there are right and wrong ways to do this.
Deleting pages without checking their value
Don’t delete content because you think it no longer serves a goal. Before you do that, look at traffic data, backlinks, and search performance before taking drastic measures. For instance, a page may look outdated, while in reality, it still drives traffic or has solid external links. Simply deleting it could lead to unwanted ranking losses.
Relying on canonical tags without checking content
Adding a canonical tag isn’t always the right fix. If two pages are too similar, merging or redirecting them may be better. Canonicals help when content overlap is minimal and both pages still serve a purpose, not as a quick workaround for duplication without analysis.
Merging pages that target different search intent
Just because two pages cover a similar topic doesn’t mean they should be combined. If each one is aimed at a very specific audience or answers a different question, merging them could hurt relevance and rankings. Always consider the intent behind each page before deciding to consolidate.
Overlooking internal linking opportunities
Internal links help search engines understand which pages are most important. If you skip this step, you may weaken page authority and miss chances to guide crawlers — and users — to your key content. Linking related pages strategically can reduce confusion and support stronger rankings.
Final thoughts on keyword and content cannibalization
A growing website means a growing risk of content overlapping. This could be a risk to the visibility of all that content. To prevent this, perform regular content audits and carefully plan and structure your content.
Whether you’re fixing overlapping blog posts or aligning product pages under a clear hierarchy, regularly addressing cannibalization helps search engines — and users — find the most relevant, valuable pages on your site.
Edwin is an experienced strategic content specialist. Before joining Yoast, he worked for a top-tier web design magazine, where he developed a keen understanding of how to create great content.
We were losing the light, and still about 20 kilometers from the main road, whenthe car shuddered and died at the edge of a strange forest.
The grove grew as if indifferent to certain unspoken rules of botany. There was no understory, no foreground or background, only the trees themselves, which grew as a wall of bare trunks that rose 100 feet or so before concluding with a burst of thick foliage near the top. The rows of trees ran perhaps the length of a New York City block and fell away abruptly on either side into untidy fields of dirt and grass. The vista recalled the husk of a failed condo development, its first apartments marooned when the builders ran out of cash.
Standing there against the setting sun, the trees were, in their odd way, also rather stunning. I had no service out here—we had just left a remote nature preserve in southwestern Brazil—but I reached for my phone anyway, for a picture. The concern on the face of my travel partner, Clariana Vilela Borzone, a geographer and translator who grew up nearby, flicked to amusement. My camera roll was already full of eucalyptus.
The trees sprouted from every hillside, along every road, and more always seemed to be coming. Across the dirt path where we were stopped, another pasture had been cleared for planting. The sparse bushes and trees that had once shaded cattle in the fields had been toppled and piled up, as if in a Pleistocene gravesite.
Borzone’s friends and neighbors were divided on the aesthetics of these groves. Some liked the order and eternal verdancy they brought to their slice of the Cerrado, a large botanical region that arcs diagonally across Brazil’s midsection. Its native savanna landscape was largely gnarled, low-slung, and, for much of the year, rather brown. And since most of that flora had been cleared decades ago for cattle pasture, it was browner and flatter still. Now that land was becoming trees. It was becoming beautiful.
Some locals say they like the order and eternal verdancy of the eucalyptus, which often stand in stark contrast to the Cerrado’s native savanna landscape.
PABLO ALBARENGA
Others considered this beauty a mirage. “Green deserts,” they called the groves, suggesting bounty from afar but holding only dirt and silence within. These were not actually forests teeming with animals and undergrowth, they charged, but at best tinder for a future megafire in a land parched, in part, by their vigorous growth. This was in fact a common complaint across Latin America: in Chile, the planted rows of eucalyptus were called the “green soldiers.” It was easy to imagine getting lost in the timber, a funhouse mirror of trunks as far as the eye could see.
The timber companies that planted these trees push back on these criticisms as caricatures of a genus that’s demonized all over the world. They point to their sustainable forestry certifications and their handsome spending on fire suppression, and to the microphones they’ve placed that record cacophonies of birds and prove the groves are anything but barren. Whether people like the look of these trees or not, they are meeting a human need, filling an insatiable demand for paper and pulp products all over the world. Much of the material for the world’s toilet and tissue paper is grown in Brazil, and that, they argue, is a good thing: Grow fast and furious here, as responsibly as possible, to save many more trees elsewhere.
But I was in this region for a different reason: Apple. And also Microsoft and Meta and TSMC, and many smaller technology firms too. I was here becausetechexecutives many thousands of miles away were racing toward, and in some cases stumbling, on their way to meet their climate promises—too little time, and too much demand for new devices and AI data centers. Not far from here, they had struck some of the largest-ever deals for carbon credits. They were asking something new of this tree: Could Latin America’s eucalyptus be a scalable climate solution?
On a practical level, the answer seemed straightforward. Nobody disputed how swiftly or reliably eucalyptus could grow in the tropics. This knowledge was the product of decades of scientific study and tabulations of biomass for wood or paper. Each tree was roughly 47% carbon, which meant that many tons of it could be stored within every planted hectare. This could be observed taking place in real time, in the trees by the road. Come back and look at these young trees tomorrow, and you’d see it: fresh millimeters of carbon, chains of cellulose set into lignin.
At the same time, Apple and the others were also investing in an industry, and a tree, with a long and controversial history in this part of Brazil and elsewhere. They were exerting their wealth and technological oversight to try to make timber operations more sustainable, more supportive of native flora, and less water intensive. Still, that was a hard sell to some here, where hundreds of thousands of hectares of pasture are already in line for planting; more trees were a bleak prospect in a land increasingly racked by drought and fire. Critics called the entire exercise an excuse to plant even more trees for profit.
Borzone and I did not plan to stay and watch the eucalyptus grow. Garden or forest or desert, ally or antagonist—it did not matter much with the stars of the Southern Cross emerging and our gas tank empty. We gathered our things from our car and set off down the dirt road through the trees.
A big promise
My journey into the Cerrado had begun months earlier, in the fall of 2023, when the actress Octavia Spencer appeared as Mother Nature in an ad alongside Apple CEO Tim Cook. In 2020, the company had set a goal to go “net zero” by the end of the decade, at which point all of its products—laptops, CPUs, phones, earbuds—would be produced without increasing the level of carbon in the atmosphere. “Who wants to disappoint me first?” Mother Nature asked with a sly smile. It was a third of the way to 2030—a date embraced by many corporations aiming to stay in line with the UN’s goal of limiting warming to 1.5 °C over preindustrial levels—and where was the progress?
Apple CEO Tim Cook stares down Octavia Spencer as “Mother Nature” in their ad spot touting the company’s claims for carbon neutrality.
APPLE VIA YOUTUBE
Cook was glad to inform her of the good news: The new Apple Watch was leading the way. A limited supply of the devices were already carbon neutral, thanks to things like recycled materials and parts that were specially sent by ship—not flown—from one factory to another. These special watches were labeled with a green leaf on Apple’s iconically soft, white boxes.
Critics were quick to point out that declaring an individual product “carbon neutral” while the company was still polluting had the whiff of an early victory lap, achieved with some convenient accounting. But the work on the watch spoke to the company’s grand ambitions. Apple claimed that changes like procuring renewable power and using recycled materials had enabled it to cut emissions 75% since 2015. “We’re always prioritizing reductions; they’ve got to come first,” Chris Busch, Apple’s director of environmental initiatives, told me soon after the launch.
The company also acknowledged that it could not find reductions to balance all its emissions. But it was trying something new.
Since the 1990s, companies have purchased carbon credits based largely on avoiding emissions. Take some patch of forest that was destined for destruction and protect it; the stored carbon that wasn’t lost is turned into credits. But as the carbon market expanded, so did suspicion of carbon math—in some cases, because of fraud or bad science, but also because efforts to contain deforestation are often frustrated, with destruction avoided in one place simply happening someplace else. Corporations that once counted on carbon credits for “avoided” emissions can no longer trust them. (Many consumers feel they can’t either, with some even suing Apple over the ways it used past carbon projects to make its claims about the Apple Watch.)
But that demand to cancel out carbon dioxide hasn’t gone anywhere—if anything, as AI-driven emissions knock some companies off track from reaching their carbon targets (and raisequestions about the techniques used to claim emissions reductions), the need is growing. For Apple, even under the rosiest assumptions about how much it will continue to pollute, the gap is significant: In 2024, the company reported offsetting 700,000 metric tons of CO2, but the number it will need to hit in 2030 to meet its goals is 9.6 million.
So the new move is to invest in carbon “removal” rather than avoidance. The idea implies a more solid achievement: taking carbon molecules out of the atmosphere. There are many ways to attempt that, from trying to change the pH of the oceans so that they absorb more of the molecules to building machines that suck carbon straight out of the air. But these are long-term fixes. None of these technologies work at the scale and price that would help Apple and others meet their shorter-term targets. For that, trees have emerged again as the answer. This time the idea is to plant new ones instead of protecting old ones.
To expand those efforts in a way that would make a meaningful dent in emissions, Apple determined, it would also need to make carbon removal profitable. A big part of this effort would be driven by the Restore Fund, a $200 million partnership with Goldman Sachs and Conservation International, a US environmental nonprofit,to invest in “high quality” projects that promoted reforestation on degraded lands.
Profits would come from responsibly turning trees into products, Goldman’s head of sustainability explained when the fund was announced in 2021. But it was also an opportunity for Apple, and future investors, to “almost look at, touch, and feel their carbon,” he said—a concreteness that carbon credits had previously failed to offer. “The aim is to generate real, measurable carbon benefits, but to do that alongside financial returns,” Busch told me. It was intended as a flywheel of sorts: more investors, more planting, more carbon—an approach to climate action that looked to abundance rather than sacrifice.
Apple markets its watch as a carbon-neutral product, a claim based in part on the use of carbon credits.
The announcement of the carbon-neutral Apple Watch was the occasion to promote the Restore Fund’s three initial investments, which included a native forestry project as well as eucalyptus farms in Paraguay and Brazil. The Brazilian timber plans were by far the largest in scale, and were managed by BTG Pactual, Latin America’s largest investment bank.
Busch connected me with MarkWishnie, head of sustainability for Timberland Investment Group, BTG’s US-based subsidiary, which acquires and manages properties on behalf of institutional investors. After years in the eucalyptus business, Wishnie, who lives in Seattle, was used to strong feelings about the tree. It’s just that kind of plant—heralded as useful, even ornamental; demonized as a fire starter, water-intensive, a weed. “Has the idea that eucalyptus is invasive come up?” he asked pointedly. (It’s an “exotic” species in Brazil, yes, but the risk of invasiveness is low for the varieties most commonly planted for forestry.) He invited detractors to consider the alternative to the scale and efficiency of eucalyptus, which, he pointed out, relieves the pressure that humans put on beloved old-growth forests elsewhere.
Using eucalyptus for carbon removal also offered a new opportunity. Wishnie was overseeing a planned $1 billion initiative that was set to transform BTG’s timber portfolio; it aimed at a 50-50 split between timber and native restoration on old pastureland, with an emphasis on connecting habitats along rivers and streams. As a “high quality” project, it was meant to do better than business as usual. The conservation areas would exceed the legal requirements for native preservation in Brazil, which range from 20% to 35% in the Cerrado. In a part of Brazil that historically gets little conservation attention, it would potentially represent the largest effort yet to actually bring back the native landscape.
When BTG approached Conservation International with the 50% figure, the organization thought it was “too good to be true,” Miguel Calmon, the senior director of the nonprofit’s Brazilian programs, told me. With the restoration work paid for by the green financing and the sale of carbon credits, scale and longevity could be achieved. “Some folks may do this, but they never do this as part of the business,” he said. “It comes from not a corporate responsibility. It’s about, really, the business that you can optimize.”
So far, BTG has raised $630 million for the initiative and earmarked 270,000 hectares, an area more than double the city of Los Angeles. The first farm in the plan, located on a 24,000-hectare cattle ranch, was called Project Alpha. The location, Wishnie said, was confidential.
“We talk about restoration as if it’s a thing that happens,” Mark Wishnie says, promoting BTG’s plans to intermingle new farms alongside native preserves.
COURTESY OF BTG
But a property of that size sticks out, even in a land of large farms. It didn’t take very much digging into municipal land records in the Brazilian state of Mato Grosso do Sul, where many of the company’s Cerrado holdings are located, to turn up a recently sold farm that matched the size. It was called Fazenda Engano, or “Deception Farm”—hence the rebrand. The land was registered to an LLC with links to holding companies for other BTG eucalyptus plantations located in a neighboring region that locals had taken to calling the Cellulose Valley for its fast-expanding tree farms and pulp factories.
The area was largely seen as a land of opportunity, even as some locals had raised the alarm over concerns that the land couldn’t handle the trees. They had allies in prominent ecologists who have long questioned the wisdom of tree-planting in the Cerrado—and increasingly spar with other conservationists who see great potential in turning pasture into forest. The fight has only gotten more heated as more investors hunt for new climate solutions.
Still, where Apple goes, others often follow. And when it comes to sustainability, other companies look to it as a leader. I wasn’t sure if I could visit Project Alpha and see whether Apple and its partners had really found a better way to plant, but I started making plans to go to the Cerrado anyway, to see the forests behind those little green leaves on the box.
Complex calculations
In 2015, a study by Thomas Crowther, an ecologist then at ETH Zürich, attempted a census of global tree cover, finding more than 3 trillion trees in all. A useful number, surprisingly hard to divine, like counting insects or bacteria.
A follow-up study a few years later proved more controversial: Earth’s surface held space for at least 1 trillion more trees. That represented a chance to store 200 metric gigatons, or about 25%, of atmospheric carbon once they matured. (The paper was later corrected in multiple ways, including an acknowledgment that the carbon storage potential could be about one-third less.)
The study became a media sensation, soon followed by a fleet of tree-planting initiatives with “trillion” in the name—most prominently through a World Economic Forum effort launched by Salesforce CEO Marc Benioff at Davos, which President Donald Trump pledged to support during his first term.
But for as long as tree planting has been heralded as a good deed—from Johnny Appleseed to programs that promise a tree for every shoe or laptop purchased—the act has also been chased closely by a follow-up question: How many of those trees survive? Consider Trump’s most notable planting, which placed an oak on the White House grounds in 2018. It died just over a year later.
During President Donald Trump’s first term, he and French president Emmanuel Macron planted an oak on the South Lawn of the White House.
CHIP SOMODEVILLA/GETTY IMAGES
To critics, including Bill Gates, the efforts were symbolic of short-term thinking at the expense of deeper efforts to cut or remove carbon. (Gates’s spat with Benioff descended to name-calling in the New York Times. “Are we the science people or are we the idiots?” he asked.) The lifespan of a tree, after all, is brief—a pit stop—compared with the thousand-year carbon cycle, so its progeny must carry the torch to meaningfully cancel out emissions. Most don’t last that long.
“The number of trees planted has become a kind of currency, but it’s meaningless,” Pedro Brancalion, a professor of tropical forestry at the University of São Paulo, told me. He had nothing against the trees, which the world could, in general, use a lot more of. But to him, a lot of efforts were riding more on “good vibes” than on careful strategy.
Soon after arriving in São Paulo last summer, I drove some 150 miles into the hills outside the city to see the outdoor lab Brancalion has filled with experiments on how to plant trees better: trees given too many nutrients or too little; saplings monitored with wires and tubes like ICU admits, or skirted with tarps that snatch away rainwater. At the center of one of Brancalion’s plots stands a tower topped with a whirling station, the size of a hobby drone, monitoring carbon going in and out of the air (and, therefore, the nearby vegetation)—a molecular tango known as flux.
Brancalion works part-time for a carbon-focused restoration company, Re:Green, which had recently sold 3 million carbon credits to Microsoft and was raising a mix of native trees in parts of the Amazon and the Atlantic Forest. While most of the trees in his lab were native ones too, like jacaranda and brazilwood, he also studies eucalyptus. The lab in fact sat on a former eucalyptus farm; in the heart of his fields, a grove of 80-year-old trees dripped bark like molting reptiles.
To Pedro Brancalion, a lot of tree-planting efforts are riding more on “good vibes” than on careful strategy. He experiments with new ways to grow eucalyptus interspersed with native species.
PABLO ALBARENGA
Eucalyptus planting swelled dramatically under Brazil’s military dictatorship in the 1960s. The goal was self-sufficiency—a nation’s worth of timber and charcoal, quickly—and the expansion was fraught. Many opinions of the tree were forged in a spate of dubious land seizures followed by clearing of the existing vegetation—disputes that, in some places, linger to this day. Still, that campaign is also said to have done just as Wishnie described, easing the demand that would have been put on regions like the Amazon as Rio and São Paulo were built.
The new trees also laid the foundation for Brazil to become a global hub for engineered forestry; it’s currently home to about a third of the world’s farmed eucalyptus. Today’s saplings are the products of decades of tinkering with clonal breeding, growing quick and straight, resistant to pestilence and drought, with exacting growth curves that chart biomass over time: Seven years to maturity is standard for pulp. Trees planted today grow more than three times as fast as their ancestors.
If the goal is a trillion trees, or many millions of tons of carbon, no business is better suited to keeping count than timber. It might sound strange to claim carbon credits fortrees that you plan to chop down and turn into toilet paper or chairs. Whatever carbon is stored in those ephemeral products is, of course, a blip compared with the millennia that CO2 hangs in the atmosphere.
But these carbon projects take a longer view. While individual trees may go, more trees are planted. The forest constantly regrows and recaptures carbon from the air. Credits are issued annually over decades, so long as the long-term average of the carbon stored in the grove continues to increase. What’s more, because the timber is constantly being tracked, the carbon is easy to measure, solving a key problem with carbon credits.
Most mature native ecosystems, whether tropical forests or grasslands, will eventually store more carbon than a tree farm. But that could take decades. Eucalyptus can be planted immediately, with great speed, and the first carbon credits are issued in just a few years. “It fits a corporate model very well, and it fits the verification model very well,” said Robin Chazdon, a forest researcher at Australia’s University of the Sunshine Coast.
Today’s eucalyptus saplings—like those shown here in Brancalion’s lab—are the products of decades of tinkering with clonal breeding, growing quick and straight.
PABLO ALBARENGA
Reliability and stability have also made eucalyptus, as well as pine, quietly dominant in global planting efforts. A 2019 analysis published in Nature found that 45% of carbon removal projects the researchers studied worldwide involved single-species tree farms.In Brazil, the figure was 82%.The authors called this a “scandal,” accusing environmental organizations and financiers of misleading the public and pursuing speed and convenience at the expense of native restoration.
In 2023, the nonprofit Verra, the largest bearer of carbon credit standards, said it would forbid projects using “non-native monocultures”—that is, plants like eucalyptus or pine that don’t naturally grow in the places where they’re being farmed. The idea was to assuage concerns that carbon credits were going to plantations that would have been built anyway given the demand for wood, meaning they wouldn’t actually remove any extra carbon from the atmosphere.
The uproar was immediate—from timber companies, but also from carbon developers and NGOs. How would it be possible to scale anything—conservation, carbon removal—without them?
Verra reversed course several months later. It would allow non-native monocultures so long as they grew in land that was deemed “degraded,” or previously cleared of vegetation—land like cattle pasture.Andit took steps to avoid counting plantings in close proximity to other areas of fast tree growth, the idea being that they wanted to avoid rewarding purely industrial projects that would’ve been planted anyway.
Despite the potential benefits of intermixing them, foresters generally prefer to keep eucalyptus and native species separate.
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Brancalion happened to agree with the criticisms of exotic monocultures. But all the same, he believed eucalyptus had been unfairly demonized. It was a marvelous genus, actually, with nearly 800 species with unique adaptations. Natives could be planted as monocultures too, or on stolen land, or tended with little care. He had been testing ways to turn eucalyptus from perceived foes into friends of native forest restoration.
His idea was to use rows of eucalyptus, which rocket above native species, as a kind of stabilizer. While these natives can be valuable—either as lumber or for biodiversity—they may grow slowly, or twist in ways that make their wood unprofitable, or suddenly and inexplicably die. It’s never like that with eucalyptus, which are wonderfully predictable growers. Eventually, their harvested wood would help pay for the hard work of growing the others.
In practice, foresters have generally preferred to keep things separate. Eucalyptus here; restoration there. It was far more efficient. The approach was emblematic, Brancalion thought, of letting the economics of the industry guide what was planted, how, and where, even with green finance involved. Though he admitted he was speaking as something of a competitor given his own carbon work, he was perplexed by Apple’s choices. The world’s richest company was doing eucalyptus? And with a bank better known locally as a major investor in industries, like beef and soy, that contributed to deforestation than any efforts for native restoration.
It also worried him to see the planting happening west of here, in the Cerrado, where land is cheaper and also, for much of the year, drier. “It’s like a bomb,” Brancalion told me. “You can come interview me in five, six years. You don’t have to be super smart to realize what will happen after planting too many eucalyptus in a dry region.” He wished me luck on my journey westward.
The sacrifice zone
Savanna implies openness, but the European settlers passing through the Cerrado called it the opposite; the name literally means “closed.” Grasses and shrubs grow to chest height, scaled as if to maximize human inconvenience. A machete is advised.
As I headed with Borzone toward a small nature preserve called Parque do Pombo, she told me that young Brazilians are often raised with a sense of dislike, if not fear, of this land. When Borzone texted her mother, a local biologist, to say where we were going, she replied: “I hear that place is full of ticks.” (Her intel, it turned out, was correct.)
At one point, even prominent ecologists, fearing total destruction of the Amazon, advocated moving industry to the Cerrado, invoking a myth about casting a cow into piranha-infested waters so that the other cows could ford downstream.
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What can be easy to miss is the fantastic variety of these plants, the result of natural selection cranked into overdrive. Species, many of which blew in from the Amazon, survived by growing deep roots through the acidic soil and thicker bark to resist regular brush fires. Many of the trees developed the ability to shrivel upon themselves and drop their leaves during the long, dry winter. Some call it a forest that has grown upside down, because much of the growth occurs in the roots. The Cerrado is home to 12,000 flowering plant species, 4,000 of which are found only there. In terms of biodiversity, it is second in the world only to its more famous neighbor, the Amazon.
Pequi is an edible fruit-bearing tree common in the Cerrado—one of the many unique species native to the area.
ADOBE STOCK
Each stop on our drive seemed to yield a new treasure for Borzone to show me: Guavira, a tree that bears fruit in grape-like bunches that appear only two weeks in a year; it can be made into a jam that is exceptionally good on toast. Pequi, more divisive, like fermented mango mixed with cheese. Others bear names Borzone can only faintly recall in the Indigenous Guaraní language and is thus unable to google. Certain uses are more memorable: Give this one here, a tiny frond that looks like a miniature Christmas fir, to make someone get pregnant.
Borzone had grown up in the heart of the savanna, and the land had changed significantly since she was a kid going to the river every weekend with her family. Since the 1970s, about half of the savanna has been cleared, mostly for ranching and, where the soil is good, soybeans. At that time, even prominent ecologists, fearing total destruction of the Amazon, advocated moving industry here, invoking what Brazilians call the boi de piranha—a myth about casting a cow into infested waters so that the other cows could ford downstream.
Toby Pennington, a Cerrado ecologist at the University of Exeter, told me it remains a sacrificial zone, at times faring worse when environmentally minded politicians are in power. In 2023, when deforestation fell by half in the Amazon, it rose by 43% in the Cerrado. Some ecologists warn that this ecosystem could be entirely gone in the next decade.
Perhaps unsurprisingly, there’s a certain prickliness among grassland researchers, who are, like their chosen flora, used to being trampled. In 2019, 46 of them authored a response in Science to Crowther’s trillion-trees study, arguing not about tree counting but about the land he proposed for reforestation. Much of it, they argued, including places like the Cerrado, was not appropriate for so many trees. It was too much biomass for the land to handle.(If their point was not already clear, the scientists later labeled the phenomenon “biome awareness disparity,” or BAD.)
“It’s a controversial ecosystem,” said Natashi Pilon, a grassland ecologist at the University of Campinas near São Paulo. “With Cerrado, you have to forget everything that you learn about ecology, because it’s all based in forest ecology. In the Cerrado, everything works the opposite way. Burning? It’s good. Shade? It’s not good.” The Cerrado contains a vast range of landscapes, from grassy fields to wooded forests, but the majority of it, she explained, is poorly suited to certain rules of carbon finance that would incentivize people to protect or restore it. While the underground forest stores plenty of carbon, it builds up its stock slowly and can be difficult to measure.
The result is a slightly uncomfortable position for ecologists studying and trying to protect a vanishing landscape. Pilon and her former academic advisor, Giselda Durigan, a Cerrado ecologist at the Environmental Research Institute of the State of São Paulo and one of the scientists behind BAD, have gotten accustomed to pushing back on people who arrived preaching “improvement” through trees—first from nonprofits, mostly of the trillion-trees variety, but now from the timber industry. “They are using the carbon discourse as one more argument to say that business is great,” Durigan told me. “They are happy to be seen as the good guys.”
Durigan saw tragedy in the way that Cerrado had been transformed into cattle pasture in just a generation, but there was also opportunity in restoring it once the cattle left. Bringing the Cerrado back would be hard work—usually requiring fire and hacking away at invasive grasses. But even simply leaving it alone could allow the ecosystem to begin to repair itself and offer something like the old savanna habitat. Abandoned eucalyptus farms, by contrast, were nightmares to return to native vegetation; the strange Cerrado plants refused to take root in the highly modified soil.
In recent years, Durigan had visited hundreds of eucalyptus farms in the area, shadowing her students who had been hired by timber companies to help establish promised corridors of native vegetation in accordance with federal rules. “They’re planting entire watersheds,” she said. “The rivers are dying.”
Durigan saw plants in isolated patches growing taller than they normally would, largely thanks to the suppression of regular brush fires. They were throwing shade on the herbs and grasses and drawing more water. The result was an environment gradually choking on itself, at risk of collapse during drought and retaining only a fraction of the Cerrado’s original diversity. If this was what people meant by bringing back the Cerrado, she believed it was only hastening its ultimate disappearance.
In a recent survey of the watershed around the Parque do Pombo,which is hemmed in on each side by eucalyptus, two other researchers reported finding “devastation” and turned to Plato’s description of Attica’s forests, cleared to build the city of Athens: “What remains now compared to what existed is like the skeleton of a sick man … All the rich and soft soil has dissolved, leaving the country of skin and bones.”
A highway runs through the Cellulose Valley, connecting commercial eucalyptus farms and pulp factories.
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After a long day of touring the land—and spinning out on the clay—we foundthat our fuel was low. The Parque do Pombo groundskeeper looked over at his rusting fuel tank and apologized. It had been spoiled by the last rain. At least, he said, it was all downhill to the highway.
The road of opportunity
We only made it about halfway down the eucalyptus-lined road. After the car huffed and left us stranded, Borzone and I started walking toward the highway, anticipating a long night. We remembered locals’ talk of jaguars recently pushed into the area by development.
But after only 30 minutes or so, a set of lights came into view across the plain. Then another, and another.Then the outline of a tractor, a small tanker truck, and, somewhat curiously, a tour bus. The gear and the vehicles bore the logo of Suzano, the world’s largest pulp and paper company.
After talking to a worker, we boarded the empty tour bus and were taken to a cluster of spotlit tents, where women prepared eucalyptus seedlings, stacking crates of them on white fold-out tables. A night shift like this one was unusual. But they were working around the clock—aiming to plant a million trees per day across Suzano’s farms, in preparation for opening the world’s largest pulp factory just down the highway. It would open in a few weeks with a capacity of 2.55 million metric tons of pulp per year.
Eucalyptus has become the region’s new lifeblood. “I’m going to plant some eucalyptus / I’ll get rich and you’ll fall in love with me,” sings a local country duo.
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The tour bus was standing by to take the workers down the highway at 1 a.m., arriving in the nearest city, Três Lagoas, by 3 a.m. to pick up the next shift. “You don’t do this work without a few birds at home to feed,” a driver remarked as he watched his colleagues filling holes in the field by the light of their headlamps. After getting permission from his boss, he drove us an hour each way to town to the nearest gas station.
This highway through the Cellulose Valley has become known as a road of opportunity, with eucalyptus as the region’s new lifeblood after the cattle industry shrank its footprint.Not far from the new Suzano factory, a popular roadside attraction is an oversize sculpture of a black bull at the gates of a well-known ranch. The ranch was recently planted, and the bull is now guarded by a phalanx of eucalyptus.
On TikTok, workers post selfies and views from tractors in the nearby groves, backed by a song from the local country music duo Jads e Jadson. “I’m going to plant some eucalyptus / I’ll get rich and you’ll fall in love with me,” sings a down-on-his-luck man at risk of losing his fiancée. Later, when he cuts down the trees and becomes a wealthy man with better options, he cuts off his betrothed, too.
The race to plant more eucalyptus here is backed heavily by the state government, which last year waived environmental requirements for new farms on pasture and hopes to quickly double its area in just a few years. The trees were an important component of Brazil’s plan to meet its global climate commitments, and the timber industry was keen to cash in.Companies like Suzano have already proposed that tens of thousands of their hectares become eligible for carbon credits.
What’s top of mind for everyone, though, is worsening fires. Even when we visited in midwinter, the weather was hot and dry. The wider region was in a deep drought, perhaps the worst in 700 years, and in a few weeks, one of the worst fire seasons ever would begin. Suzano would be forced to make a rare pause in its planting when soil temperatures reached 154 °F.
Posted along the highway are constant reminders of the coming danger: signs, emblazoned with the logos of a dozen timber companies, that read “FOGO ZERO,” or “ZERO FIRE.”
The race to plant more eucalyptus is backed heavily by the state government, which hopes to quickly double its area in just a few years.
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In other places struck by megafires, like Portugal and Chile, eucalyptus has been blamed for worsening the flames. (The Chilean government has recently excluded pine and eucalyptus farms from its climate plans.) But here in Brazil, where climate change is already supersizing the blazes, the industry offers sophisticated systems to detect and suppress fires, argued Calmon of Conservation International. “You really need to protect it because that’s your asset,” he said. (BTG also noted that in parts of the Cerrado where human activity has increased, fires have decreased.)
Eucalyptus is often portrayed as impossibly thirsty compared with other trees, but Calmon pointed out it is not uniquely so. In some parts of the Cerrado, it has been found to consume four times as much water as native vegetation; in others, the two landscapes have been roughly in line. It depends on many factors—what type of soil it’s planted in, what Cerrado vegetation coexists with it, how intensely the eucalyptus is farmed. Timber companies, which have no interest in seeing their own plantations run dry, invest heavily in managing water. Another hope, Wishnie told me, is that by vastly increasing the forest canopy, the new eucalyptus will actually gather moisture and help produce rain.
Marine Dubos-Raoul has tracked waves of planting in the Cerrado for years and has spoken to residents who worry about how the trees strain local water supplies.
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That’s a common narrative and one that’s been taught in schools here in Três Lagoas for decades, Borzone explained when we met up the day after our rescue with Marine Dubos-Raoul, a local geographer and university professor, and two of her students. Dubos-Raoul laughed uneasily. If this idea about rain was in fact true, they hadn’t seen it here. They crouched around the table at the cafe, speaking in a hush; their opinions weren’t particularly popular in this lumber town.
Dubos-Raoul had long tracked the impacts of the waves of planting on longtime rural residents, who complained that industry had taken their water or sprayed their gardens with pesticides.
The evidence tying the trees to water problems in the region, Dubos-Raoul admitted, is more anecdotal than data driven. But she heard it in conversation after conversation. “People would have tears in their eyes,” she said. “It was very clear to them that it was connected to the arrival of the eucalyptus.” (Since our meeting, a study, carried out in response to demands from local residents, has blamed the planting for 350 depleted springs in the area, sparking a rare state inquiry into the issue.) In any case, Dubos-Raoul thought, it didn’t make much sense to keep adding matches to the tinderbox.
Shortly after talking with Dubos-Raoul, we ventured to the town of Ribas do Rio Pardo to meet Charlin Castro at his family’s river resort. Suzano’s new pulp factory stood on the horizon, surrounded by one of the densest areas of planting in the region.
The Suzano pulp factory—the world’s largest—has pulled the once-sleepy town of Ribas do Rio Pardo into the bustling hub of Brazil’s eucalyptus industry.
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Charlin Castro, his father Camilo, and other locals talk about how the area around the family’s river resort has changed since eucalyptus came to town.
The public area for bathing on the far side of the shrinking river was closed after the Suzano pulp factory was installed.
Charlin and Camilo admit they aren’t exactly sure what is causing low water levels—maybe it’s silt, maybe it’s the trees.
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With thousands of workers arriving, mostly temporarily, to build the factory and plant the fields, the sleepy farming village had turned into a boomtown, and developed something of a lawless reputation—prostitution, homelessness, collisions between logging trucks and drunk drivers—and Castro was chronicling much of it for a hyperlocal Instagram news outlet, while also running for city council.
But overall, he was thankful to Suzano. The factory was transforming the town into a “a real place,” as he put it, even if change was at times painful.
His father, Camilo, gestured with a sinewy arm over to the water, where he recalled boat races involving canoes with crews of a dozen. That was 30 years ago.It was impossible to imagine now as I watched a family cool off in this bend in the river, the water just knee deep. But it’s hard to say what exactly is causing the low water levels. Perhaps it’s silt from the ranches, Charlin suggested. Ora change in the climate. Or, maybe, it could be the trees.
Upstream, Ana Cláudia (who goes by “Tica”) and Antonio Gilberto Lima were more certain what was to blame.The couple, who are in their mid-60s, live in a simple brick house surrounded by fruit trees. They moved there a decade ago, seeking a calm retirement—one of a hundred or so families taking part in land reforms that returned land to smallholders. But recently, life has been harder. To preserve their well, they had let their vegetable garden go to seed. Streams were dry, and the old pools in the pastures where they used to fish were gone, replaced by trees; tapirs were rummaging through their garden, pushed, they believed, by lack of habitat.
Ana Cláudia and Antonio Gilberto Lima have seen their land struggle since eucalyptus plantations took over the region.
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Plants have been attacked by hungry insects at their home.
Pollinators like these stingless bees, faced with a lack of variety of native plant species, must fly greater distances to collect pollen they need.
They were surrounded by eucalyptus, planted in waves with the arrival of each new factory.No one was listening, they told me, as the cattle herd bellowed outside the door. “The trees are sad,” Gilberto said, looking out over his few dozen pale-humped animals grazing around scattered Cerrado species left in the paddock. Tica told me she knew that paper and pulp had to come from somewhere, and that many people locally were benefiting.But the downsides were getting overlooked, she thought. They had signed a petition to the government, organized by Dubos-Raoul, seeking to rein in the industry. Perhaps, she hoped, it could reach American investors, too.
The green halo
A few weeks before my trip, BTG had decided it was ready to show off Project Alpha. The visit was set for my last day in Brazil; the farm formerly known as Fazenda Engano was further upriver in Camapuã, a town that borders Ribas do Rio Pardo. It was a long, circuitous drive north to get out there, but it wouldn’t be that way much longer; a new highway was being paved that would directly connect the two towns, part of an initiative between the timber industry and government to expand the cellulose hub northward. A local official told me he expected tens of thousands of hectares of eucalyptus in the next few years.
For now, though, it was still the frontier. The intention was to plant “well outside the forest sector,” Wishnie told me—not directly in the shadow of a mill, but close enough for the operation to be practical, with access to labor and logistics. That distance was important evidence that the trees would store more carbon than what’s accounted for in a business-as-usual scenario. The other guarantee was the restoration. It wasn’t good business to buy land and not plant every acre you could with timber. It was made possible only with green investments from Apple and others.
That morning, Wishnie had emailed me a press release announcing that Microsoft had joined Apple in seeking help from BTG to help meet its carbon demands. The technology giant had made the largest-ever purchase of carbon credits, representing 8 million tons of CO2, from Project Alpha, following smaller commitments from TSMC and Murata, two of Apple’s suppliers.
I was set to meet Carlos Guerreiro, head of Latin American operations for BTG’s timber subsidiary, at a gas station in town, where we would set off together for the 24,000-hectare property. A forester in Brazil for much of his life, he had flown in from his home near São Paulo early that morning; he planned to check out the progress of the planting at Project Alpha and then swing down to the bank’s properties across the Cellulose Valley, where BTG was finalizing a $376 million deal to sell land to Suzano.
BTG plans to mix preserves of native restoration and eucalyptus farms and eventually reach a 50-50 mix on their properties.
COURTESY OF BTG
Guerreiro defended BTG’s existing holdings as sustainable engines of development in the region. But all the same, Project Alpha felt likea new beginning for the company, he told me. About a quarter of this property had been left untouched when the pasture was first cleared in the 1980s, but the plan now was to restore an additional 13% of the property to native Cerrado plants, bringing the total to 37%. (BTG says it will protect more land on future farms to arrive at its 50-50 target.) Individual patches of existing native vegetation would be merged with others around the property, creating a 400-meter corridor that largely followed the streams and rivers—beyond the 60 meters required by law.
The restoration work was happening with the help of researchers from a Brazilian university, though they were still testing the best methods. We stood over trenches that had been planted with native seeds just weeks before, shoots only starting to poke out of the dirt. Letting the land regenerate on its own was often preferable, Guerreiro told me, but the best approach would depend on the specifics of each location. In other places, assistance with planting or tending or clearing back the invasive grasses could be better.
The approach of largely letting things be was already yielding results, he noted: In parts of the property that hadn’t been grazed in years, they could already see the hardscrabble Cerrado clawing back with a vengeance. They’d been marveling at the fauna, caught on camera traps: tapirs, anteaters, all kinds of birds. They had even spotted a jaguar. The project would ensure that this growth would continue for decades. The land wouldn’t be sold to another rancher and go back to looking like other parts of the property, which were regularly cleared of native habitat. The hope, he said, was that over time the regenerating ecosystems would store more carbon, and generate more credits, than the eucalyptus. (The company intends to submit its carbon plans to Verra later this year.)
We stopped for lunch at the dividing line between the preserve and the eucalyptus, eating ham sandwiches in the shade of the oldest trees on the property, already two stories tall and still, by Guerreiro’s estimate, putting on a centimeter per day.He was planting at a rate of 40,000 seedlings per day in neat trenches filled with white lime to make the sandy Cerrado soil more inviting. In seven years or so, half of the trees will be thinned and pulped. The rest will keep growing. They’ll stand for seven years longer and grow thick and firm enough for plywood. The process will then start anew. Guerreiro described a model where clusters of farms mixed with preserves like this one will be planted around mills throughout the Cerrado. But nothing firm had been decided.
“Under no circumstances should planting eucalyptus ever be considered a viable project to receive carbon credits in the Cerrado,” says Lucy Rowland, an expert on the region at the University of Exeter.
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This experiment, Wishnie told me later, could have a big payoff. The important thing, he reminded me, was that stretches of the Cerrado would be protected at a scale no one had achieved before—something that wouldn’t happen without eucalyptus. He strongly disagreed with the scientists who said eucalyptus didn’t fit here. The government had analyzed the watershed, he explained, and he was confident the land could support the trees. At the end of the day, the choice was between doing something and doing nothing. “We talk about restoration as if it’s a thing that happens,” he said.
When I asked Pilon to take a look at satellite imagery and photos of the property, she was unimpressed. It looked to her like yet another misguided attempt at planting trees in an area that had once naturally been a dense savanna. (Her assessment is supported by a land survey from the 1980s that classified this land as a typical Cerrado ecosystem—some trees, but mostly shrubbery. BTG responded that the survey was incorrect and the satellite images clearly showed a closed-canopy forest.)
As Lucy Rowland, an expert on the region at the University of Exeter and another BAD signatory, put it: “Under no circumstances should planting eucalyptus ever be considered a viable project to receive carbon credits in the Cerrado.”
Over months of reporting, the way that both sides spoke in absolutes about how to save this vanishing ecosystem had become familiar. Chazdon, the Australia-based forest researcher, told me she too felt that the tenor of the argument over how and where to grow has become more vehement as demand for tree-based carbon removal has intensified. “Nobody’s a villain,” she said. “There are disconnects on both sides.”
Chazdon had been excited to hear about BTG’s project. It was, she thought, the type of thing that was sorely needed in conservation—mixing profitable enterprises with an approach to restoration that considers the wider landscape.“I can understand why the Cerrado ecologists are up in arms,”she said. “They get the feeling that nobody cares about their ecosystems.” But demands for ecological purity could indeed get in the way of doing much of anything—especially in places like the Cerrado, where laws and financing favor destruction over restoration.
Still, thinking about the scale of the carbon removal problem, she considered it sensible to wonder about the future that was being hatched. While there is, in fact, a limit to how much additional land the world needs for pulp and plywood products in the near future, there is virtually no limit to how much land it could devote to sequestering carbon. Which means we need to ask hard questions about the best way to use it.
More eucalyptus may support claims about greener paper products, but some argue that it’s not so simple for laptops and smart watches and ChatGPT queries.
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It was true, Chazdon said, that planting eucalyptus in the Cerrado was an act of destruction—it’d make that land nearly impossible to recover. The areas preserved in between them would also likely struggle to fully renew itself, without fire or clearing. She would feel more comfortable with such large-scale projects if the bar for restoration were much higher—say, 75% or more. But that almost certainly wouldn’t satisfy her grassland colleagues who don’t want any eucalyptus at all.And it might not fit the profit model—the flywheel that Apple and others are seeking in order to scale up carbon removal fast.
Barbara Haya, who studies carbon offsets at the University of California, Berkeley, encouraged me to think about all of it differently. The improvements to planting eucalyptus here, at this farm, could be a perfectly good thing for this industry, she said. Perhaps they merit some claim about greener toilet paper or plywood. Haya would leave that debate to the ecologists.
But we weren’t talking about toilet paper or plywood.We were talking about laptops and smart watches and ChatGPT. And the path to connecting those things to these trees was more convoluted. The carbon had to be disentangled first from the wood’s other profitable uses and then from the wider changes that were happening in this region and its industries. There seemed to be many plausible scenarios for where this land was heading. Was eucalyptus the only feasible route for carbon to find its way here?
Haya is among the experts who argue that the idea of precisely canceling out corporate emissions to reach carbon neutrality is a broken one. That’s not to say protecting nature can’t help fight climate change. Conserving existing forests and grasslands, for example, could often yield greater carbon and biodiversity benefits in the long run than planting new forests. But the carbon math used to justify those efforts was often fuzzier. This makes every claim of carbon neutrality fragile and drives companies toward projects that are easier to prove, she thinks, but perhaps have less impact.
One idea is that companies should instead shift to a “contribution” model that tracks how much money they put toward climate mitigation, without worrying about the exact amount of carbon removed. “Let’s say the goal is to save the Cerrado,” Haya said. “Could they put that same amount of money and really make a difference?” Such an approach, she pointed out, could help finance the preservation of those last intact Cerrado remnants. Or it could fund restoration, even if the restored vegetation takes years to grow or sometimes needs to burn.
The approach raises its own questions—about how to measure the impact of those investments and what kinds of incentives would motivate corporations to act. But it’s a vision that has gained more popularity as scrutiny of carbon credits grows and the options available to companies narrow. With the current state of the world, “what private companies do matters more than ever,” Haya told me. “We need them not to waste money.”
In the meantime, it’s up to the consumer reading the label to decide what sort of path we’re on.
“There’s nothing wrong with the trees,” geographer and translator Clariana Vilela Borzone says. “I have to remind myself of that.”
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Before we left the farm, Borzone and I had one more task: to plant a tree. The sun was getting low over Project Alpha when I was handed an iron contraption that cradled a eucalyptus seedling, pulled from a tractor piled with plants.
“There’s nothing wrong with the trees,” Borzone had said earlier, squinting up at the row of 18-month-old eucalyptus, their fluttering leaves flashing in the hot wind as if in an ill-practiced burlesque show. “I have to remind myself of that.” But still it felt strange putting one in the ground. We were asking so much of it, after all. And we were poised to ask more.
I squeezed the handle, pulling the iron hinge taut and forcing the plant deep into the soil. It poked out at a slight angle that I was sure someone else would need to fix later, or else this eucalyptus tree would grow askew. I was slow and clumsy in my work, and by the time I finished, the tractor was far ahead of us, impossibly small on the horizon. The worker grabbed the tool from my hand and headed toward it, pushing seedlings down as he went, hurried but precise, one tree after another.
Gregory Barber is a journalist based in San Francisco.
The past few years have been an almost nonstop parade of good news for climate tech in the US. Headlines about billion-dollar grants from the government, massive private funding rounds, and labs churning out advance after advance have been routine. Now, though, things are starting to shift.
About $8 billion worth of US climate tech projects have been canceled or downsized so far in 2025. (You can see a map of those projects in my latest story here.)
There are still projects moving forward, but these cancellations definitely aren’t a good sign. And now we have tariffs to think about, adding additional layers of expense and, worse, uncertainty. (Businesses, especially those whose plans require gobs of money, really don’t like uncertainty.) Honestly, I’m still getting used to an environment that isn’t such a positive one for climate technology. How worried should we be? Let’s get into the context.
Sometimes, one piece of news can really drive home a much larger trend. For example, I’ve read a bazillion studies about extreme weather and global warming, but every time a hurricane comes close to my mom’s home in Florida, the threat of climate-fueled extreme weather becomes much more real for me. A recent announcement about climate tech hit me in much the same fashion.
In February, Aspen Aerogels announced it was abandoning plans for a Georgia factory that would have made materials that can suppress battery fires. The news struck me, because just a few months before, in October, I had written about the Department of Energy’s $670 million loan commitment for the project. It was a really fun story, both because I found the tech fascinating and because MIT Technology Review got the exclusive access to cover it first.
And now, suddenly, that plan is just dead. Aspen said it will shift some of its production to a factory in Rhode Island and send some overseas. (I reached out to the company with questions for my story last week, but they didn’t get back to me.)
One example doesn’t always mean there’s a trend; I got food poisoning at a sushi restaurant once, but I haven’t cut out sashimi permanently. The bad news, though, is that Aspen’s cancellation is just one of many. Over a dozen major projects in climate technology have gotten killed so far this year, as the nonprofit E2 tallied up in a new report last week. That’s far from typical.
I got some additional context from Jay Turner, who runs Big Green Machine, a database that also tracks investments in the climate-tech supply chain. That project includes some data that E2 doesn’t account for: news about when projects are delayed or take steps forward. On Monday, the Big Green Machine team released a new update, one that Turner called “concerning.”
Since Donald Trump took office on January 20, about $10.5 billion worth of investment in climate tech projects has progressed in some way. That basically means 26 projects were announced, secured new funding, increased in scale, or started construction or production.
Meanwhile, $12.2 billion across 14 projects has slowed down in some way. This covers projects that were canceled, were delayed significantly, or lost funding, as well as companies that went bankrupt. So by total investment, there’s been more bad news in climate tech than good news, according to Turner’s tracking.
It’s tempting to look for the silver lining here. The projects still moving forward are certainly positive, and we’ll hopefully continue to see some companies making progress even as we head into even more uncertain times. But the signs don’t look good.
One question that I have going forward is how a seemingly inevitable US slowdown on climate technology will ripple around the rest of the world. Several experts I’ve spoken with seem to agree that this will be a great thing for China, which has aggressively and consistently worked to establish itself as a global superpower in industries like EVs and batteries.
In other words, the energy transition is rolling on. Will the US get left behind?
This article is from The Spark, MIT Technology Review’s weekly climate newsletter. To receive it in your inbox every Wednesday,sign up here.
This is today’s edition of The Download, our weekday newsletter that provides a daily dose of what’s going on in the world of technology.
Inside the controversial tree farms powering Apple’s carbon neutral goal
“We were losing the light, and still about 20 kilometers from the main road, when the car shuddered and died at the edge of a strange forest.
The grove grew as if indifferent to certain unspoken rules of botany. There was no understory, no foreground or background, only the trees themselves, which grew as a wall of bare trunks that rose 100 feet or so before concluding with a burst of thick foliage near the top. The rows of trees ran perhaps the length of a New York City block and fell away abruptly on either side into untidy fields of dirt and grass. The vista recalled the husk of a failed condo development, its first apartments marooned when the builders ran out of cash.”
This is the opening to our latest Big Story, which we are excited to share today. It’s all about how Apple (and its peers) are planting vast forests of eucalyptus trees in Brazil to try to offset their climate emissions, striking some of the largest-ever deals for carbon credits in the process.
The big question is: Can Latin America’s eucalyptus be a scalable climate solution? Read the full story.
—Gregory Barber
This article is part of the Big Story series: MIT Technology Review’s most important, ambitious reporting that takes a deep look at the technologies that are coming next and what they will mean for us and the world we live in. Check out the rest of them here.
The vibes are shifting for US climate tech
The past few years have been an almost nonstop parade of good news for climate tech in the US. Headlines about billion-dollar grants from the government, massive private funding rounds, and labs churning out advance after advance have been routine. Now, though, things are starting to shift.
About $8 billion worth of US climate tech projects have been canceled or downsized so far in 2025. There are still projects moving forward, but these cancellations definitely aren’t a good sign. So, how worried should we be? Read the full story.
—Casey Crownhart
This article is from The Spark, MIT Technology Review’s weekly climate newsletter. To receive it in your inbox every Wednesday, sign up here.
The must-reads
I’ve combed the internet to find you today’s most fun/important/scary/fascinating stories about technology.
1 Elon Musk had a shouting match with the US Treasury Secretary Scott Bessent did not take DOGE meddling with the IRS lying down. (Axios) + Musk announced he’d spend less time on government work shortly afterwards. (WP $) + What has the agency achieved in its first 100 days? Chaos. (Reuters)
2 Trump’s tariffs are disrupting production of vital medical devices Of everything from MRI scanners to glucose monitors. (FT $) + The tariffs aren’t good news for protective medical gear makers either. (NYT $)
3 Nvidia has released a new platform for building AI agents And unlike its rivals, it relies on open-source models to make them. (WSJ $) + Nvidia has a very specific vision for how they’ll work. (The Register) + Why handing over total control to AI agents would be a huge mistake. (MIT Technology Review)
4 Even Mark Zuckerberg thinks social media isn’t what it was The question is, what comes next? (New Yorker $) + Meta’s Oversight Board ruled that videos disparaging trans women aren’t hate speech. (WP $) + How to fix the internet. (MIT Technology Review)
5 How AI can help programmers preserve aging computer code Governments across the world are using AI tools to modernize their systems. (Bloomberg $) + The race to save our online lives from a digital dark age. (MIT Technology Review)
6 LinkedIn is rolling out its verification system Adobe is among its first adoptees. (The Verge)
7 Google’s AI Overviews is making stuff up again This time, it’s confidently claiming that made-up idioms are real. (Wired $) + Why Google’s AI Overviews gets things wrong. (MIT Technology Review)
8 Reselling apps are flourishing in the US Savvy shoppers are dodging tariffs by shopping second-hand. (WP $) + The end of ultra-cheap shopping is nigh. (Rest of World)
9 How to create a new color Olo is a bit like teal—but it doesn’t technically exist. (The Atlantic $)
10 This Starbucks store is entirely 3D-printed The coffee will still taste the same, though. (Fast Company $) + Meet the designers printing houses out of salt and clay. (MIT Technology Review)
Quote of the day
“It went from a Cinderella story to Nightmare on Elm Street.”
—Dan Ives, a Wedbush Securities analyst, tells the Financial Times why Elon Musk’s allegiance to Donald Trump has backfired for his businesses.
One more thing
How a tiny Pacific Island became the global capital of cybercrimeTokelau, a string of three isolated atolls strung out across the Pacific, is so remote that it was the last place on Earth to be connected to the telephone—only in 1997. Just three years later, the islands received a fax with an unlikely business proposal that would change everything.
It was from an early internet entrepreneur from Amsterdam, named Joost Zuurbier. He wanted to manage Tokelau’s country-code top-level domain, or ccTLD—the short string of characters that is tacked onto the end of a URL—in exchange for money.
In the succeeding years, tiny Tokelau became an unlikely internet giant—but not in the way it may have hoped. Until recently, its .tk domain had more users than any other country’s: a staggering 25 million—but the vast majority were spammers, phishers, and cybercriminals.
Now the territory is desperately trying to clean up .tk. Its international standing, and even its sovereignty, may depend on it. Read the full story.
—Jacob Judah
We can still have nice things
A place for comfort, fun and distraction to brighten up your day. (Got any ideas? Drop me a line or skeet ’em at me.)
Organizations are deepening their cloud investments at an unprecedented pace, recognizing its fundamental role in driving business agility and innovation. Synergy Research Group reports that companies spent $84 billion worldwide on cloud infrastructure services in the third quarter of 2024, a 23% rise over the third quarter of 2023 and the fourth consecutive quarter in which the year-on-year growth rate has increased.
Allowing users to access IT systems from anywhere in the world, cloud services also ensure solutions remain highly configurable and automated.
At the same time, hosted services like generative AI and tailored industry solutions can help companies quickly launch applications and grow the business. To get the most out of these services, companies are turning to cloud optimization—the process of selecting and allocating cloud resources to reduce costs while maximizing performance.
But despite all the interest in the cloud, many workloads remain stranded on-premises, and many more are not optimized for efficiency and growth, greatly limiting the forward momentum. Companies are missing out on a virtuous cycle of mutually reinforcing results that comes from even more efficient use of the cloud.
Organizations can enhance security, make critical workloads more resilient, protect the customer experience, boost revenues, and generate cost savings. These benefits can fuel growth and avert expenses, generating capital that can be invested in innovation.
“Cloud optimization involves making sure that your cloud spending is efficient so you’re not spending wastefully,” says André Dufour, Director and General Manager for AWS Cloud Optimization at Amazon Web Services. “But you can’t think of it only as cost savings at the expense of other things. Dollars freed up through optimization can be redirected to fund net new innovations, like generative AI.”
This content was produced by Insights, the custom content arm of MIT Technology Review. It was not written by MIT Technology Review’s editorial staff.
This content was researched, designed, and written entirely by human writers, editors, analysts, and illustrators. This includes the writing of surveys and collection of data for surveys. AI tools that may have been used were limited to secondary production processes that passed thorough human review.
Every week we publish a rundown of new products from companies offering services to ecommerce merchants. This installment includes releases from Spur (testing), ShipBob (order fulfillment), Lili (financial tools), RedTrack (media buying), BlueSnap (payments), Captiv8 (influencers), Bringg (delivery), InPost (parcel lockers), and Ordergroove (subscriptions).
Got an ecommerce product release? Email releases@practicalecommerce.com.
New Tools for Merchants
Spur raises $4.5 million to build AI testing for online retailers.Spur, which provides ecommerce retailers and travel booking platforms with AI-powered testing that emulates consumer shopping behavior, has secured $4.5 million from investors including First Round, Pear VC, Neo, Conviction, Liquid2Ventures, and Predictive Venture Partners. Spur will use the funds to build its AI quality assurance platform and hire roles in applied AI, business operations, and go-to-market tools.
Spur
Shipping platform ShipBob partners with Temu.ShipBob, a supply chain and fulfillment platform for small and medium-sized businesses, has announced a partnership and integration with global marketplace Temu. ShipBob merchants can expand their customer base by accessing Temu’s vast resource of shoppers, while ShipBob fulfills orders from a U.S. warehouse. ShipBob merchants can connect their account to Temu in just a few clicks, and then sync products, inventory, orders, and tracking information.
Lili partners with ecommerce platforms for financial tools.Lili, a financial platform for small business owners, has launched a suite of monetary tools. Through Connect, Lili’s embedded finance integration, ecommerce platforms can offer tailored banking, accounting, and tax solutions to simplify and manage their businesses’ finances. Through Connect’s ecommerce partners, including Convesio, North Commerce, and Hostinger, merchants can open a business checking account directly.
RedTrack launches AI agents for ecommerce media buyers.RedTrack, an AI-driven automation and analytics platform for ecommerce media buyers, has launched its AI-powered agents to simplify reporting, insights, and campaign optimization. The multi-agent system transforms how media buyers interact with data, providing automated reports and actionable insights from a single screen. RedTrack’s AI-driven automation consolidates, analyzes, and presents insights. Media buyers can ask the right question, and the platform will generate in-depth analysis and deliver actionable insights instantly, per RedTrack.
RedTrack
Payment platform BlueSnap partners with ecommerce platform Shopware.BlueSnap, a payment orchestration platform for B2B and B2C companies, is now a payment partner for the open-source ecommerce platform Shopware. Shopware customers in the U.S. and Canada can access a suite of payment features through BlueSnap, including credit card processing, payment links, secure storage, and mobile wallets Google Pay and Apple Pay.
Influencer platform Captiv8 launches Storefronts.Captiv8, an influencer marketing platform for enterprise brands, has launched Storefronts, empowering any brand, regardless of vertical, to launch a curated, creator-powered storefront with no technical integrations required. According to Captiv8, brands can (i) go live in minutes with full merchant attribution tracking. (ii) blend brand and influencer presence in a community-first shopping experience, and (iii) enable purchases directly from social feeds.
Bringg launches Dynamic Delivery Slots.Bringg, a last-mile solutions provider, has announced its newest platform extension, Dynamic Delivery Slots, enabling merchants to offer delivery windows during ecommerce checkout. According to Bringg, the new extension instantly and continuously evaluates both internal and external variables, including real-time capacity, order requirements, driver compliance, service area, and blackouts.
Bringg
Thunes expands global network with Business Payments.Thunes, a worldwide payment network, has launched cross-border Business Payments. Members of Thunes’ direct global network — enterprises, merchants, neo-banks, traditional banks mobile wallets — can experience faster business payments in over 30 currencies (including USD, EUR, and CNY) and across more than 50 countries.
ShipSaving updates shipping software.ShipSaving, a shipping software provider for ecommerce businesses, has upgraded its platform, introducing a refreshed user interface and features that simplify day-to-day shipping tasks, such as order management, shipping labels, and shipment status monitoring. Merchants can customize packing slips and tracking emails, provide real-time shipping and delivery updates, and automate shipping methods based on SKU, weight, item quantity, total value, and destination.
InPost acquires U.K. parcel firm Yodel.InPost, a Poland-based parcel locker company, has acquired U.K.-based parcel delivery firm Yodel. The merger will make InPost the third-largest independent logistics player in the U.K., building on the partnership established in 2024, when Yodel began providing last-mile services through InPost’s locker-to-door service. The acquisition will enable InPost to accelerate its growth in Britain with an increase to 300 million parcels annually and 700 ecommerce stores.
Ordergroove launches Frontier for AI-powered subscription management.Ordergroove, a subscription and membership software provider for enterprise brands and retailers, has announced Frontier, a suite of AI-powered tools to grow recurring revenue. “AI Assistant” is a GPT-powered conversational layer that helps brands get answers instantly across the Help Center, Developer Docs, and Academy. “Disengaged Subscriptions Concierge” utilizes intelligent recommendations to manage lapsed subscribers effectively. “Recovery Optimizer” identifies the optimal mix of timing and retry logic to recover failed subscription payments.