75% improvement in average weekly conversion volume
Spend increased 230%
Revenue increased 191%
Background
Intertwine Interactive is a digital marketing company based in Omaha. Intertwine offers a comprehensive list of internet marketing services that includes SEO, PPC, Comparison Shopping, Affiliate Management, Amazon Account Management and Retargeting. The Intertwine Interactive team has working experience in marketing departments of all sizes of business from start-ups to several large companies.
Marin Software’s mission is to give advertisers the power to drive higher efficiency and transparency in their paid marketing programs. Marin Software provides enterprise marketing software for advertisers and agencies to integrate, align, and amplify their digital advertising spend across the web and mobile devices. Marin Software offers a unified SaaS ad management platform for search, social, and eCommerce advertising. Marin helps digital marketers convert precise audiences, improve financial performance, and make better decisions. Headquartered in San Francisco with offices worldwide, Marin Software’s technology powers marketing campaigns around the globe.
Marin’s solution made it easier for us to make changes quickly and efficiently with a robust algorithmic approach to great effect. We can now trust Marin with the management of our campaigns, which allows us to focus on further expansion in a profitable channel on behalf of our customer.
Director of PPC at Intertwine Interactive
Challenge
Intertwine’s client has been an early adopter of internet marketing since the 1990s and continues to do so when it comes to an increasingly dynamic eCommerce environment. To stay in the lead, they enlisted the support of Intertwine Interactive to manage their paid search efforts.
The client began selling through Amazon in 2016, and started advertising on Amazon towards the end of 2017. After a series of testing, Intertwine decided to increase their investment in summer 2018 and launch a multi-tiered approach on Amazon Advertising. This included Sponsored Brands to compete for valuable top of search results page placement for key brand terms as well as both automatic and manually targeted Sponsored Products campaigns to deliver products to shoppers on a per-product basis. These Sponsored Product campaigns included a roster of product-specific keywords which, for manual targeting, required granular bid optimization per keyword.
Solution
Intertwine connected their Amazon Advertising campaigns to Marin in order to leverage its best-in-class reporting suite and patented bid algorithm to drive results for their client. The team set up automated bidding for their Sponsored Products campaigns to collectively bid programatically to hit their ACoS and volume targets.
Results
Marin bidding quickly provided the growth the team was looking for. Since activating, overall Amazon Advertising investment grew 236% compared to previous levels without Marin bidding.
The team saw a 75% increase in average weekly conversion volume and has continued to scale and build on the early successes by expanding the program. Corresponding ad attributed sales increased 191% alongside the weekly conversion volume growth.
75% improvement in average weekly conversion volume
Ad attributed sales Revenue increased 191%
Intertwine Interactive increased investment 2x in Amazon Advertising based on these results
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PPC for B2B: a Performance Marketing Survey Report for 2023
To help you stay on the leading edge of performance marketing, we surveyed over 300 B2B marketers to uncover actionable insights that will help you improve the performance of your PPC investment. Through a Marin and LinkedIn partnership, we sought out to understand what B2B marketers face right now and how they are dealing with a complicated market. Read the full report to get a better understanding of how B2B marketers are changing their approach this year.
What You'll Learn from the Report:
How budgets have changed through the years 2020 to 2023 and how budgeting complexities affect the work of advertisers this year.
What challenges are most prevalent this year and how other marketers like you are adapting.
The critical role audience targeting plays in your success, especially during a recession, and some interesting trends relating to targeting techniques.
The types of content and campaign management techniques are currently helping advertisers move buyers through the sales funnel.
What paid social or PPC channels are providing the best ROAS or conversions for B2B right now.
Amazon is a colossal marketplace where brands fight to capture the attention of millions of potential customers. To beat fierce competition, brands must go beyond the basics.
But first, lets make sure all the basics are covered. Then, read on to learn advanced tips and tactics that will help your Amazon Ads and Listings stand out.
Understanding Amazon Ad formats
There are three main Amazon ad formats - Sponsored Products, Sponsored Brands, and Sponsored Display. Let’s review each ad type’s traits and use cases.
Sponsored Products
Sponsored Product is the most widely used advertising format on Amazon. These ads drive targeted traffic to your product listings by showcasing your product on the results page for specific search terms that you select as keywords. The sponsored ads appear alongside the organic search results, making this ad type feel very native to the user’s shopping experience. Shoppers may not even notice they’re clicking on an ad.
Sponsored Brands
Sponsored Brand Ads allow you to showcase your brand and multiple products in a single ad. These are ideal for top-of-the-funnel advertising and are a great way to increase brand awareness. The downside is that these ads feel less organic to users and more like traditional ads, which may lead them to be biased against clicking on them. When running sponsored brand campaigns, it’s important to include eye-catching images or videos that will draw attention immediately.
Sponsored Display
The unique thing about Sponsored Display Ads is that you can use them to target shoppers regardless of where they decide to shop — on or off Amazon. Through machine-learning and multi-format creatives, you can reach your audience on Amazon and across thousands of other websites and apps.
Instead of focusing on keywords, these ads target users based on their shopping habits. Amazon claims that sellers who use these types of ads see an average of 33.9% more impressions, 3.6% more detail page views, and 2.6% more new-to-brand customers. Note those stats are for customers who run sponsored display campaigns alongside Sponsored Product and Sponsored Brand campaigns. So don’t rely just on one ad format, try all three and watch them work together!
Amazon Ads for non-retail brands
Amazon sellers are considered ‘endemic’ advertisers - meaning they run ads on Amazon to sell products on Amazon. But Amazon advertising isn’t just for retailers anymore! Non-endemic brands like banks, insurance companies, and streaming services now have the opportunity to advertise to Amazon’s massive audience. While endemic ads target customers who are actively shopping on the platform, non-endemic ads are focused on driving traffic to a website rather than an Amazon store.
This means that even if you don't sell on Amazon, you can still run display ads through Amazon's Demand-Side Platform (DSP), which we'll talk more about later.
Which ad type should I choose?
According to Junglescout, Sponsored brand campaigns see the highest average ROAS, followed by Sponsored Products, then Sponsored Display. It’s best to run all three ad types alongside one another, but if you’re just getting started, we recommend starting with Sponsored Brand campaigns if your goal is to improve brand awareness or starting with Sponsored Product campaigns if your goal is to drive sales.
The basics of optimizing Amazon Ads
Make sure that you have all of these basic optimizations covered before you move on to more advanced tactics. We’ll discuss those in the next section.
1. Strategically select keywords
Conduct thorough keyword research to identify relevant search terms that potential customers are using to find products similar to yours. Marketing automation tools like Marin can automate keyword research for you by crawling the search terms that past purchasers have used to get to you product page and suggesting terms that drive a high volume of clicks to be added as keywords. The ‘DIY’ method is to use the Amazon search bar for keyword research. Simply type your core keywords into the search bar and review the queries it autocompletes. Add all relevant query variations as target keywords. You can do the same thing with the Google search bar too.
It's also important to understand the different types of Amazon Keywords:
Frontend Keywords: Keywords that are included in the copy for the product listing, i.e. any key terms in your product title and description. Frontend keyword optimization is the reason that products on Amazon aren’t called simple names like “Almay Lip Gloss”, but rather “Almay Hydrating Lip Gloss, Soft Natural Colors, Prebiotic Complex, Hyaluronic Filling-Sphere Technology, 200 Rose Glow, 0.1 fl oz.” Including all those keywords in your product name may not look cute, but it helps Amazon’s algorithm understand which search queries to return your products for.
Backend Keywords: These are the keywords that you add to your campaign in Amazon Ads Manager. They won’t be visible to customers but will guide the algorithm on which search queries to serve your ads on.
Be sure to incorporate as many frontend keywords as possible in your product listing, and feature the most important ones first. Your list of backend keywords should be more robust and contain all target keywords you’ve gathered through your research.
2. Fine-tune your product listings
Make sure your copy is optimized for both search engines and potential customers. To showcase your product's features and benefits, write compelling product titles, detailed and informative descriptions, and provide high-quality images. A well-optimized listing not only improves your organic search ranking but also increases the likelihood of converting clicks into sales.
Make sure you’re adhering to Amazon’s product title requirements, listed here. Key takeaways are:
Titles should be up to 80 characters
Avoid using all-caps
Avoid promotional phrases like ‘half-off’ or ‘free shipping’
Use numerals, for example use 4 instead of four
Avoid listing size and color variations
Failing to follow these guidelines may lead Amazon to suppress your listing.
When it comes to descriptions, Amazon highly recommends using bullet points to highlight your product’s top 5 features. Amazon Sellers can add 5 bullet points, while Amazon Vendors are able to add up to 10. Start by listing the most important feature as your first bullet point, then move on to the second most important, and so on. Unlike titles, you should prioritize clarity over including lots of keywords when writing your bullet points. We recommend reviewing Amazon’s guide to writing good bullet points.
Amazon Audiences are ready-made targeting groups that you can serve ads to with just a few clicks. Apply audience targets in addition to your target keywords for precise targeting. You can target four types of audiences:
In-market: Users who have recently been shopping for products similar to yours.
Lifestyle: Audiences built based on an aggregate of shopping and viewing behaviors across Amazon, Prime Video, Twitch and more. Amazon aggregates this data and sorts users into groups like “makeup enthusiasts” or “foodies”.
Interest: Interest audiences are built based on browsing and buying behavior, similar to Lifestyle segments, but are more specific, like “interested in Asian food” or “interested in wedding makeup.”
Life events: These are groups of people that are about to experience a life event, like going on vacation or moving.
Test targeting different types of audiences to discover which are most engaged with your brand.
5. Run sales and promotions
To stand out in Amazon search results, offer promotions, discounts, and exclusive deals. Amazon's Coupons and Lightning Deals make it easy to run promotions. Not only are the coupons and deals displayed in your product listing, your product can also be listed on the Amazon Coupons page and deals page giving it visibility to users who weren’t even searching for it.
5 Advanced tips for Amazon Advertising
Once you've got the basics covered, try these advanced tips and tactics to elevate your Amazon advertising game.
Tip #1: Experiment with video ads
Customers are gravitating towards video more than ever. Using product demonstrations, customer testimonials, and lifestyle clips in your ads is a great way to convey your brand message and connect with your target audience. Video is especially important for Sponsored Brand campaigns, which enable you to showcase a video and a few featured products right on the search results page. You can find Amazon’s detailed guide to creating Sponsored Brands video ads here.
Tip #2: Run Ads for Amazon on Search and Social
If you’ve seen success selling on Amazon, consider advertising your Amazon store on other channels, like paid search and paid social. For example, many retailers include a sitelink to their Amazon Store in their paid search ads, with copy like “Buy on Amazon”. That way, the majority paid search traffic is still being driven to their website, but searchers have the option to buy on Amazon too. Having the option to order a product on Amazon may push users over the purchasing threshold since they’re familiar with the Amazon user experience and its quick purchasing process. If the product is available for Prime delivery, that’s another needle-mover.
It’s important to remember that if you do this while using Amazon’s tracking system, none of the conversions driven by your paid search campaigns will be attributed to paid search. Marin has built a cross-channel tracking solution to solve this problem. Click here to learn about Amazon Attribution.
Tip #3: Optimize for mobile
With an increasing number of shoppers browsing and purchasing on mobile devices, you want to be sure your Amazon listings and ads are optimized for mobile. Product titles have a 200 character limit on desktop, but only 70 characters will show on mobile, so be sure that all important info like brand name, product type, and key features are covered in the first 70 characters of your product title.
It’s also important to optimize the images on your product page for mobile. While you’re able to add up to nine images, only the first 7 images will be displayed on mobile, so choose those early images wisely.
Lastly, remember that mobile screens offer less space to describe your product. On mobile, only the product name, brand, and images show ‘above the fold’, meaning users don’t have to scroll to see them. Mobile users may swipe through your images and skim over the details. Therefore, it’s valuable to showcase key selling points in one or two of the images, like in the example from Revlon below:
Tip #4: Explore Amazon DSP
If your goal is to expand your reach and attract new customers, Amazon’s Demand-Side Platform (DSP) may be the answer. It enables you to programmatically buy ads and reach new and existing audiences both on and off Amazon, all the while using Amazon’s first-party data to target users in your demographic. Ads through Amazon DSP will serve on Amazon and on partner sites like Twitch, IMDb, Audible and more. Hitting users with ads on the sites where they spend their time can drive them back to your Amazon store. Amazon DSP offers unique options for ad types and targeting, and you can learn more about them in our Guide to Amazon DSP.
Tip #5: Consider a third-party bidding solution
Leverage advanced optimization techniques not available through Amazon's native advertising platform with a third party bidding tool. Whether you're looking to increase sales or drive brand awareness, bidding solutions like Marin can help you achieve your goals. Of course, Amazon offers it’s own automated bidding strategies, but many marketers struggle to hit their targets with Amazon’s solutions and turn to Marin’s tried and true algorithms. Plus, since Marin houses all your front and backend marketing data, its algorithms often have access to conversion, revenue, and targeting data that Amazon does not. Learn how Marin’s bidding drove a 155% increase in revenue for an Amazon retailer here.
How to Thrive in the Amazon Advertising World
Like all advertising platforms, the keys to success on Amazon are staying on top of the latest trends, continuously optimizing your listings, and testing different copy and placements until you find what works for you.
If you’re finding it all a bit overwhelming, you can manage and optimize your Amazon ads alongside all your other digital marketing channels in Marin’s unified grid. MarinOne even comes with a dedicated digital marketing expert who you can consult with on strategy. If you’re not sure how to get your Amazon campaigns to hit your ROAS goals, Marin can help. Schedule a demo with our team to learn more.
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