moving towards Cost Per New Customer vs. Trailing 12-Month Contribution Margin.
And that’s just the marketing side.
When you factor in product strategy, procurement, leadership, and overhead costs... achieving true success in e-com has never been harder.
#ecommerce#dtcretail
The evolution of e-com metrics:
🎯 First, ROAS was the holy grail (Spend vs. Revenue).
🔍 Then, we realized attribution is tricky.
⭐ POAS (Profit on Ad Spend) became the new North Star.
🛒 Then it shifted to Contribution Margin per order.
📈 Now? Everyone in retail e-com is
The most common mistake I see over and over again in both retail and brand e-commerce is not having high enough frequency and coverage on visitors and engagers. It’s a no-brainer to just get high visibility on your organic content (spend money on this, yes) to these people.