Ecommerce Growth Techniques

When growth on Amazon stalls after a certain scale, it is either a traffic problem or a conversion problem. If you are struggling to grow profitably on Amazon, just go back to basics, log into Brand Analytics, and look at 3 metrics to diagnose the problem 1.      Search Term Impression Share for High Volume Generic Searches : Amazon is a search led platform and in most categories upto 75% of searches are generic keywords( no wonder they are fast catching up with Google search in revenue). The biggest lever to grow is to have a high impression share( mix of organic and ads) on high volume generic keywords. If your impression share on high volume KWs don’t grow, overall growth is difficult. 2.      Branded Search Volumes for both Own Brand and Competition: This is often a function of activities done outside the platform. If branded search volumes don’t grow, the reliance on Ads driven glance views won’t come down and profitable growth will be difficult. Similarly if competition branded searches go up, you will find it extremely difficult to hold on to your market share 3.      Conversion Rates for all High Volume Keywords: Look at the conversion trends. If you are not able to maintain/improve conversions with increasing search term impressions share( provided it is increasing), you need to go back to the product pricing proposition. Maybe a competitor with a better proposition is taking market share. Maybe you have hit the ceiling of growth with the current product proposition and further growth will only come if you can introduce new propositions to appeal to a broader TG I am amazed at how much data Amazon shares so that businesses can diagnose problems correctly and take decisions. And equally amazed at how few leaders go deep, open the portals and read the reports that are available. If you are not doing it, start it today P.S. It doesn’t matter how busy I am, most Sundays I will open brand analytics, Amazon Pi and the ads platform and look at the metrics from the source itself. This is how one of the sample reports look like.

7 out of 10 of my projects start with fixing what most people ignore. This includes: - making copy easier to read - making images informational - making product name impactful Simple, but yet forgotten. In this post, using URturms example, I'll be sharing 11 underestimated changes that can increase your website sales. 1. Adding breadcrumbs. Important if you drive ad traffic to the PDP directly. They take shopper to the parent category page. Reducing bounce rate. 2. Adding a badge. Like "Bestseller", "Most Loved", "Few Left". This reassures the shopper that they're making the right decision. 3. Making images easier to swipe. Add a sneak peek of the next image along with navigation dots that show the count. Cap them at 8. 4. Making the product name impactful. Add key USPs. Show your current product name to 10 people. Do they understand what it is? 5. Add a short description below product name. Keep it in 1 line. Highlight it's most important feature here. 6. Consider adding an offer close to price. This motivates the shopper as they see some potential savings or benefit. 7. Highlight key product strengths in bullets or with icons. Avoid sentences. Keep this before the add to cart CTA. 8. Keep your add to cart CTA full width. Don't combine it with quantity or another CTA next to it. Make sure it's readable and prominent. 9. Highlighting shipping time or return policy below the CTA. This solves for common questions - when will I get it? can I return it? 10. Cross-selling complementary products. Like bottoms with tops. Earrings with necklace. Do this close to the add to cart CTA. 11. Adding 'Benefits' to your accordion. This gets a higher click through rate, while helping shoppers understand why they should buy this. Other UX/UI changes I did: - Removed quantity button - Made the information bar non-moving - Removed log-in, moving search next to cart - Changed the font for product name and CTA - Increased font size in places for better readability Found this useful? Let me know in the comments! P.S. If you want to maximize your PDP’s potential, start by understanding your visitor's behavior and the gaps. Get heat maps for your site (Microsoft Clarity is free). Observe what they like to (and don't like to) interact with.

If you sell on Amazon and are thinking about expanding into Europe, this is worth paying attention to. Europe does not shop on one single marketplace. While Amazon is the leading platform in many countries, local players still dominate or strongly compete in several important markets. Data from the DHL E-Commerce Trends Report 2025 shows clear differences by country. In Germany, France, Italy, Spain, the UK, and Austria, Amazon is the primary destination for online shopping. These are typically the most straightforward markets for Amazon sellers to enter first, especially if you already understand EU VAT, FBA, and cross-border fulfillment. Other countries work differently. In the Netherlands, Bol is a major shopping platform. In Poland, Allegro often outperforms Amazon. In the Czech Republic, Alza is the dominant player. In Turkey, Trendyol is where most e-commerce demand lives. If you only plan around Amazon in these markets, you leave a large share of demand untouched. Sweden needs special attention. Elgiganten shows up as the leading platform, but it is not a broad marketplace like Amazon. This reflects a different shopping behavior. Many Swedish consumers start with Google or price comparison sites rather than a single destination marketplace. Amazon launched late in Sweden and never became the default starting point. For Amazon sellers, this means expansion planning has to be country-specific. Marketplace choice, discovery behavior, pricing expectations, and logistics differ more than most sellers expect. Europe is a large opportunity, but it rewards preparation more than assumptions.

Most Shopify brands are scaling ads on broken data, and they don’t even know it. Here’s how it usually plays out: A customer taps your Instagram ad, browses, then leaves. Later, they Google your brand, click a search ad, and purchase on desktop. Meta reports zero conversions. Google takes the credit. And you think your Instagram campaign isn’t working. So, you pause spending on what was actually one of your best-performing channels. This isn’t a one-off mistake... it happens constantly. Between ad blockers, iOS restrictions, and customers hopping across devices and browsers, 20–30% of conversions never make it back into the platforms. And when platforms don’t see the whole picture, their algorithms optimize blindly. → Budgets get allocated to the wrong audiences → Campaigns that should scale get cut too early → ROAS crumbles when you increase spend TrackBee fixes this blind spot. It captures every missed conversion server-side. Stitches together sessions across devices and browsers. Feeds the complete picture back into Meta, TikTok, Google, and your email platform. That means algorithms train on your real buyers, not a half-baked version of them. Scaling stops feeling like a gamble when your platforms finally know who’s actually buying.

𝗬𝗼𝘂𝗿 𝗗𝟮𝗖 𝗕𝗿𝗮𝗻𝗱 𝗦𝗲𝗹𝗹𝘀 𝗣𝗿𝗼𝗱𝘂𝗰𝘁𝘀. 𝗔𝗺𝗮𝘇𝗼𝗻 𝗦𝗲𝗹𝗹𝘀 𝟳 𝗗𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁 𝗧𝗵𝗶𝗻𝗴𝘀. 𝗛𝗲𝗿𝗲'𝘀 𝗪𝗵𝗮𝘁 𝗬𝗼𝘂 𝗖𝗮𝗻 𝗦𝘁𝗲𝗮𝗹. Amazon's trailing twelve-month revenue hit ₹57.6 lakh crore ($691 billion). Product sales? Only 42%. The other 58% is a revenue diversification playbook every D2C founder should copy. 𝗛𝗼𝘄 𝗔𝗺𝗮𝘇𝗼𝗻 𝗠𝗮𝗸𝗲𝘀 𝗠𝗼𝗻𝗲𝘆 Online Store: 42% (₹24.2L cr) Third-Party Services: 23% (₹13.3L cr) AWS: 16% (₹9.2L cr) Advertising: 7.5% (₹4.3L cr) Subscription: 7% (₹4L cr) Physical Stores: 4% (₹2.3L cr) 𝗪𝗵𝗮𝘁 𝗬𝗼𝘂𝗿 𝗗𝟮𝗖 𝗕𝗿𝗮𝗻𝗱 𝗖𝗮𝗻 𝗟𝗲𝗮𝗿𝗻 𝐀𝐝𝐝 𝐚 𝐏𝐥𝐚𝐭𝐟𝐨𝐫𝐦 𝐏𝐥𝐚𝐲: 23% of Amazon's revenue comes from others selling on their platform – zero inventory risk. Could you let complementary brands sell through your site? Commission-based revenue scales infinitely. 𝐋𝐚𝐮𝐧𝐜𝐡 𝐚 𝐒𝐮𝐛𝐬𝐜𝐫𝐢𝐩𝐭𝐢𝐨𝐧: Prime generates ₹4L cr and makes members spend 2-3x more. Weekly boxes, exclusive access, VIP perks – recurring revenue beats one-time sales every time. 𝐌𝐨𝐧𝐞𝐭𝐢𝐳𝐞 𝐘𝐨𝐮𝐫 𝐓𝐫𝐚𝐟𝐟𝐢𝐜: Amazon makes ₹4.3L cr from advertising. You have traffic and audience attention. Start with affiliate links, then sponsored placements, brand partnerships. Traffic is an asset – stop giving it away free. 𝐁𝐮𝐢𝐥𝐝 𝐇𝐢𝐠𝐡-𝐌𝐚𝐫𝐠𝐢𝐧 𝐎𝐟𝐟𝐞𝐫𝐢𝐧𝐠𝐬: AWS is 16% of revenue but 50%+ of profits. What's your high-margin play? Online courses, coaching, tools, SaaS products related to your niche. 𝐄𝐧𝐚𝐛𝐥𝐞, 𝐃𝐨𝐧'𝐭 𝐉𝐮𝐬𝐭 𝐒𝐞𝐥𝐥: Amazon's biggest wins came from building infrastructure others need – fulfillment, cloud, payments. What does your industry struggle with that you could solve and monetize? The lesson? Revenue diversification isn't a nice-to-have. It's how you survive when CAC spikes, margins compress, and competition intensifies. Stop selling one thing. Start building seven revenue streams. Picture: Respective Owner #amazon #D2C #revenue #growth #strategy

Amazon Is Still #1 ~ But This Chart Shows Who’s Really Shaping the Future of eCommerce Starting point: Amazon remains the undisputed global leader in eCommerce by GMV. But the real story isn’t who’s number one. It’s who is quietly redefining how commerce actually works. The 2025 global GMV rankings reveal a fundamental shift in power and philosophy. While Amazon leads at roughly $845B, the majority of the top platforms are 🇨🇳Chinese and they are not winning by copying Western marketplace models. They are winning by changing consumer behavior itself. Pinduoduo, Douyin, Taobao Marketplace, Tmall and JD.COM are built around demand creation, not demand capture. Commerce is embedded into entertainment, social interaction, incentives. Shopping is no longer an intentional activity. It’s a byproduct of attention. Douyin (ByteDance) is the clearest example. It didn’t build a better storefront or optimize search. It collapsed content, influence and checkout into a single motion. Discovery is algorithmic. Trust is creator-led. Conversion happens instantly, often without price comparison or brand loyalty. TikTok Shop’s near 60% annual growth shows that this model is no longer confined to China. The playbook is being exported globally, while consumers are adapting faster than most businesses are prepared for. Meanwhile, Western platforms face structural limits. Walmart is growing, but its model is still logistics-first. eBay remains relevant, but constrained by legacy behaviors. Marketplaces built purely on search intent are reaching maturity. This chart is not a scoreboard. It’s a warning. The next generation of eCommerce leaders will be the companies that: - Control attention, not just traffic - Shorten the distance from discovery to purchase - Blend entertainment, trust and community into one surface - Use data and incentives to engineer demand Amazon’s scale still matters. But scale alone is no longer the moat. The future of eCommerce will be defined less by warehouses and more by behavioral design. The key question going forward isn’t „How do we compete with Amazon?” It’s: „How do we compete when shopping doesn’t start with search anymore“? This shift changes everything. Channel strategy, creative, attribution and even pricing must adapt to an environment where impulse, storytelling, algorithms drive revenue. Those still optimizing only for keywords, ads and storefront conversion rates risk fighting yesterday’s war. The winners will build systems that turn content into commerce at scale, align with creators instead of just influencers and design experiences that feel native to how consumers already spend their time. The gap between platforms that understand this and those that don’t will widen rapidly over the next five years. This transition is already underway and the compounding effects will be impossible to ignore Globally. Now. Graphic compiled by Visual Capitalist/AMZ Prep®

Charging your customers more ≠ increased revenue. Start following these simple steps instead: Founders tend to obsess over client acquisition. They insist on: 🚫 Treating every client the same.  🚫 Chasing revenue without watching margin.  🚫 Ignoring existing customers and blowing the budget on acquisition. And they are not able to grow an actually profitable business. I've made a full 14-minute breakdown of this topic here:  https://lnkd.in/gfn7WSCM It will teach you how to grow revenue without charging customers more. Here's a breakdown of the steps I cover: 1️⃣ Focus on Your Best Customers ↳ Identify who stays longest and buys the most, then build around them. Why it matters: Become the only option in your category  Apply it: List your top 10 clients and shift your focus to them.  Common mistake: Treating every client as equal. 2️⃣ Fix Your Product Economics ↳ Work out your margin per client and cut whatever is killing it. Why it matters: Thin margins mean revenue costs more to produce.  Apply it: Calculate your margin per client after acquisition costs.  Common mistake: Chasing revenue without watching margin. 3️⃣ Grow Existing Accounts ↳ Add a second service to your best clients before you look for new ones. Why it matters: Turn one client into a long-term high-value account at no cost. Apply it: Map the next purchase and present a specific offer within 30 days.  Common mistake: Delivering the work, filing the invoice, and moving on. 4️⃣ Re-engage Past Clients ↳ Go back to the clients who already trust you and make them a new offer. Why it matters: Reactivating past clients costs almost nothing.  Apply it: Send each a short personalised message to one-time clients.   Common mistake: Spending the entire marketing budget on new acquisition. 5️⃣ Build a Referral Engine ↳ Get your content and your clients bringing new business to you. Why it matters: Referrals + inbound = a cost-effective acquisition channel. Apply it: Post your frameworks, case studies and knowledge on LinkedIn.  Common mistake: Spending on ads before building a content habit. 6️⃣ Hire for Operations ↳ Get out of the day-to-day so you can focus on growth. Why it matters: Running operations takes away from activities that move revenue. Apply it: Hire an ops manager or EA and protect your time.  Common mistake: Waiting until you can afford a senior hire. Stop working harder than you need and wasting budget. Play smart folks. Engage your current clients. Again, you can watch the full breakdown here: https://lnkd.in/gfn7WSCM This is a new channel, so your support is always appreciated ! What's your current acquisition strategy?  Leave a comment below with your thoughts. ---- 📌 If you want a high-res PDF of this framework: 1. Follow Chris Donnelly 2. Like the post. 3. Repost to your network. 4. Subscribe to: https://lnkd.in/eUTCQTWb

𝗛𝗶𝗴𝗵 𝗰𝗹𝗶𝗰𝗸𝘀, 𝗹𝗼𝘄 𝘀𝗮𝗹𝗲𝘀 — 𝘀𝗼𝘂𝗻𝗱 𝗳𝗮𝗺𝗶𝗹𝗶𝗮𝗿?  𝗬𝗼𝘂𝗿 𝗣𝗣𝗖 𝗶𝘀𝗻’𝘁 𝗯𝗿𝗼𝗸𝗲𝗻, 𝗶𝘁’𝘀 𝗷𝘂𝘀𝘁 𝘂𝗻𝗼𝗽𝘁𝗶𝗺𝗶𝘇𝗲𝗱. Running profitable Amazon PPC campaigns isn’t about chasing traffic — it’s about mastering the timing of every decision. Knowing 𝘄𝗵𝗲𝗻 𝘁𝗼 𝗼𝗽𝘁𝗶𝗺𝗶𝘇𝗲, 𝘄𝗵𝗲𝗻 𝘁𝗼 𝘀𝗰𝗮𝗹𝗲, 𝗮𝗻𝗱 𝘄𝗵𝗲𝗻 𝘁𝗼 𝗰𝘂𝘁 𝘀𝗽𝗲𝗻𝗱 can mean the difference between steady growth and wasted budget. Too often, advertisers push for scale too soon — raising bids, adding keywords, and expanding campaigns before the data supports it. But PPC success isn’t built on speed; it’s built on strategy, patience, and precision. 𝗟𝗲𝘁’𝘀 𝘁𝗮𝗸𝗲 𝗮𝗻 𝗲𝘅𝗮𝗺𝗽𝗹𝗲:  A home decor seller saw a 40% rise in clicks but no growth in conversions. Instead of scaling, we optimized — removing non-performing keywords (CTR < 0.5%, CVR < 2%) and adjusting bids. Within two weeks, ACoS dropped from 42% to 25%. Once conversion rates stabilized above 5% and ROI exceeded 2.5x, we scaled strategically, raising budgets on winning keywords. But when CPCs later surged beyond profit margins, we cut spend to protect returns. 🎯 𝗧𝗵𝗲 𝗹𝗲𝘀𝘀𝗼𝗻?  • 𝗢𝗽𝘁𝗶𝗺𝗶𝘇𝗲 when conversions are inconsistent but potential exists.  • 𝗦𝗰𝗮𝗹𝗲 when metrics align — stable CTR, strong CVR, and positive ROI.  • 𝗖𝘂𝘁 spend when ACoS spikes or returns flatten. 𝗗𝗮𝘁𝗮 𝗶𝘀𝗻’𝘁 𝗷𝘂𝘀𝘁 𝗻𝘂𝗺𝗯𝗲𝗿𝘀 — 𝗶𝘁’𝘀 𝘆𝗼𝘂𝗿 𝗰𝗮𝗺𝗽𝗮𝗶𝗴𝗻’𝘀 𝗰𝗼𝗺𝗽𝗮𝘀𝘀. 𝗠𝗮𝘀𝘁𝗲𝗿𝗶𝗻𝗴 𝘁𝗵𝗲𝘀𝗲 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗽𝗼𝗶𝗻𝘁𝘀 𝗶𝘀 𝗵𝗼𝘄 𝘆𝗼𝘂 𝘁𝘂𝗿𝗻 𝗔𝗺𝗮𝘇𝗼𝗻 𝗣𝗣𝗖 𝗳𝗿𝗼𝗺 𝗮𝗻 𝗲𝘅𝗽𝗲𝗻𝘀𝗲 𝗶𝗻𝘁𝗼 𝗮 𝗽𝗿𝗼𝗳𝗶𝘁 𝗲𝗻𝗴𝗶𝗻𝗲. #AmazonPPC #DigitalMarketing #EcommerceGrowth #Adcelerate360 #PerformanceMarketing #MarketingStrategy #PPCOptimization 

You aren't managing your advertising correctly if you’re not tracking organic rankings. Amazon operates like a flywheel: One action perpetuates another, driving momentum faster and faster. The more sales you generate, the more reviews you gather. More reviews lead to even more sales, building a strong cycle of growth. 👉 This cycle also works for organic ranking. 👈 Sales velocity and conversion rates are two of the most significant factors influencing your organic rankings on Amazon. When a customer searches for a keyword, clicks on your ad and makes a purchase, it sends a powerful signal to Amazon’s algorithm. This action boosts your organic ranking for that specific keyword, creating a ripple effect that can lead to more visibility and sales. However, this creates a catch-22, especially if you’re just starting out on Amazon. Without organic rankings, how do you get sales? And without sales, how do you boost your organic rankings? 👉 That's the importance of strategic advertising. 👈 By driving sales through ads, you can build up your organic positioning, which in turn drives more organic sales. But you're missing out on the full picture if you’re not actively tracking your organic rankings. You won’t know if your ad strategy is truly effective. Sometimes, it’s worth breaking even—or even losing money—on a specific keyword if it pushes you to a higher organic ranking and unlocks more organic sales. Bottom line: Your advertising and organic rankings are deeply intertwined. Sellers, if you're struggling with figuring out the Amazon flywheel, shoot me a DM 📩

My fourth trip to China left me with a renewed sense of awe and insight. Each visit brings new learnings, but this time, the changes in how Chinese sellers are approaching Amazon really stood out. Here are the key takeaways: 1️⃣ From Product Sellers to Brand Builders Chinese sellers are evolving. I now see a clear divide between “product sellers” and “brand sellers”. The old-school approach of managing based on ACOS and TACOS is giving way to a new generation of sellers who prioritize growth and ROAS (Return on Ad Spend). These brand-focused sellers are building lasting businesses, not just chasing volume. 2️⃣ AI is Leveling the Playing Field Many of the challenges Chinese sellers have historically faced are now being solved through AI tools. Sellers are using AI to refine listings, enhance images, and craft product pages that truly resonate with customers. The result? A better customer experience and more polished brand presence. 3️⃣ Temu is Still a Thing, But... Temu may be popular, but the smart Chinese brands are recognizing that cheap products don’t build profitable businesses in the long run. Many sellers are realizing that the real value lies in building quality brands, not simply flooding the market with low-cost goods. It’s a big shift, and those who are making it are now focused on premium products. I met one brand that made a dramatic shift—from low-margin electronics to selling heavy, premium outdoor furniture. Talk about a 180-degree pivot! 4️⃣ Brand Building Meets Performance Marketing It’s no longer just about ACOS—brands are finally recognizing the importance of balancing brand-building with performance marketing. The best sellers understand that long-term growth comes from a combination of brand recognition and smart, data-driven performance tactics. 5️⃣ AMC is Still Underutilized—But Not for Long I’m excited to see that AMC (Amazon Marketing Cloud) is still flying under the radar for many sellers, both in China and the U.S. But that’s about to change. With recent updates, AMC for Sponsored Ads is poised to explode in 2025. Sellers who tap into this tool will have a major advantage in expanding their reach and fine-tuning their advertising strategies. Expect to see more wins from Chinese brands leveraging AMC. 6️⃣ The Next Wave of Generative AI I got a sneak peek at what I would call the next wave of tech: generative AI and chat-based systems built from the ground up. Early tests are encouraging, with brands able to scale ad spend while maintaining solid ROAS. As these systems improve, we’ll see Chinese brands using Generative AI to gain an edge in both marketing and operations. The future is smart, and it’s here. A huge thank you to Lin (Susan) Zhai, Diana Lai, and the entire team for your incredible hospitality during this trip. Thanks also to my fellow travelers Jason Cohen, Jem McIlveen, Andrew Roth, and Yong Sohn for making this trip even more memorable.