OperatingLatest
Hire the operator, not the agency
You are not buying a company, you are buying the working hours of two or three specific people, and almost no selection process is designed to evaluate them.
Sep 18, 2026 5 min readRead the post
The DemandBox blog
Arguments, not announcements
The guides are the neutral reference. This is where we take a position. Short posts on what is actually working in AI search and demand generation, what is theatre, and what we would do on Monday morning.
Written by Avishai Sam Bitton, Founder, DemandBox.
Subscribe via RSSThe monthly deck is getting longer because the results are not
Report volume is a lagging indicator of results. When there is pipeline to show, the deck gets shorter.
Sep 15, 2026 4 min
Your pipeline model is fine. Your conversion rates are fiction
Nobody misses a pipeline number because the spreadsheet multiplied incorrectly. They miss because a single optimistic conversion rate was entered eleven months earlier and never revisited.
Sep 11, 2026 5 min
Attribution is a management tool, not a measurement one
Attribution models allocate credit according to rules you chose. That makes them a budgeting convention, and treating them as evidence is where the damage starts.
Sep 8, 2026 5 min
Reddit is the most underpriced channel in B2B, for now
Reddit is where your buyers say what they actually think, which makes it both the cheapest research asset in B2B and a channel that punishes standard marketing instantly.
Sep 4, 2026 5 min
In 2026, the creative is the targeting
Audience controls have been quietly deprecated in favour of the algorithm, which means the ad itself is now the primary targeting instrument you control.
Sep 1, 2026 5 min
Cutting the budget is usually the highest performing change
In almost every paid account I have inherited, the fastest performance gain came from removing spend rather than optimising it.
Aug 28, 2026 5 min
Your positioning problem is now a data problem
An assistant will describe you using the consensus of everything written about you, so vague positioning is no longer a brand risk, it is a retrieval failure.
Aug 25, 2026 5 min
Most AEO advice is recycled SEO with a new label
Answer engines reward being verifiable and being agreed with, which is a different job from ranking, and almost none of the published advice reflects that.
Aug 21, 2026 6 min
Your traffic is falling and your pipeline is fine. That is the story
Sessions were always a proxy for being found. The proxy broke, the underlying thing did not, and most teams are panicking about the wrong number.
Aug 18, 2026 5 min
The MQL is a peace treaty, not a metric
The MQL exists to settle an internal dispute about effort. It was never designed to predict revenue, and it does not.
Aug 14, 2026 5 min
Most agencies sell activity, and buyers keep paying for it
The default agency contract pays for motion, not movement, and every incentive downstream of that contract follows the money.
Aug 12, 2026 5 min
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