How to Choose the Right KPIs for Your Amazon Campaigns: Complete Guide

  • #Scale Insights Team
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KPIs for Your Amazon Campaigns

Choosing the right KPIs for your Amazon campaign early on is the secret to really knowing if your ads are hitting their marks. Think of KPIs as the vital signs for your campaign's health, giving you real numbers that show how close you are to meeting your goals. Whether you want to boost how many people see your ads or increase the clicks and shares you get, picking the right KPIs is key to tracking success and improving as you go.

But there's more. The metrics you follow should clearly reflect customer happiness, how well you're managing your stock, and if you’re spending your money wisely. Catching problems early, like slow shipping times or having too many items in storage, lets you fix them fast and get more out of what you spend on ads.

Want to get your products noticed and keep your business growing on Amazon? Read on for insights into setting KPIs that align perfectly with your brand’s goals.

Understanding KPIs

To effectively measure and enhance the performance of your Amazon campaigns, you need to select the right key performance indicators (KPIs).

These metrics are pivotal for aligning your advertising efforts with your business goals.

Why KPIs Matter

KPIs are quantifiable measures that directly reflect on the success and efficiency of your campaigns.

By tracking relevant KPIs, you gain invaluable data that helps you optimize your marketing strategies and improve financial outcomes.

For instance, monitoring customer satisfaction and conversion rates informs you about user experience and purchasing behavior, respectively.

Key Performance Indicators for Success

When focusing on Amazon campaigns, the KPIs that typically signify success include:

  • Total Revenue: A direct reflection of sales performance.

  • Gross Profit Margin: Indicates profitability after accounting for the cost of goods sold.

  • Average Order Value (AOV): Shows the average amount spent per transaction, which can influence inventory and pricing decisions.

  • Conversion Rate (CVR): The percentage of visitors who make a purchase, helping to assess the effectiveness of listings and ads.

Optimizing Campaigns with Data-Driven Insights

Optimization of your Amazon campaigns relies on the continuous analysis of the collected data.

Data-driven insights derived from KPIs enable you to:

  • Refine your advertising approach by allocating budgets to high-performing ads.

  • Adjust pricing strategies based on customer lifetime value (CLV) and return on ad spend (RoAS).

  • Make inventory decisions to prevent stockouts or overstock situations, contributing to a smoother supply chain management.

Top 6 Amazon Ads KPIs

Selecting the right KPIs is crucial for tracking and enhancing your Amazon campaigns' performance. Here's a breakdown of specific KPIs to monitor and optimize for success.

1. Amazon Advertising Cost of Sales (ACoS)

Amazon ACoS represents the ratio of ad spend to targeted sales. A lower ACoS indicates your ads are cost-effective, while a higher ACoS suggests you may need to adjust your marketing strategy. Calculate ACoS by dividing your total ad spend by your total sales from those ads and multiplying by 100 to get a percentage.

Also read: How to Lower ACOS and Improve ROI on Amazon

2. Amazon Advertising Keywords

Selecting the right keywords is fundamental for Amazon ad campaigns as they connect customer searches to your products.

Track keyword performance to identify which terms bring in sales and optimize your bids accordingly. Effective keywords should balance relevance and competition to maximize your growth potential.

3. Amazon Return on Ad Spend (RoAS)

Amazon RoAS measures the effectiveness of your ads by comparing revenue generated to the amount spent.

To calculate ROAS, divide your ad-generated sales by your ad spend. It informs the financial value gained from your ads and helps adjust strategies for optimum growth.

4. Amazon Cost Per Acquisition (CPA)

CPA, or Cost Per Acquisition, is the cost to acquire a new customer through an ad campaign.

It's calculated by dividing the total ad spend by the number of new customers acquired. You should aim for a low CPA, indicating a cost-effective campaign that contributes positively to your overall TACoS (Total Advertising Cost of Sales).

5. Amazon Conversion Rate

Your conversion rate is a clear indicator of your campaign's success at turning clicks into customers.

To find this KPI, divide the number of sales by the number of ad clicks and convert the figure into a percentage. An effective strategy should lead to a higher conversion rate, reflecting a compelling offer and well-targeted ads.

Also read: What Is A Good Conversion Rate For Amazon PPC?

6. Amazon Click-Through Rate (CTR)

CTR gauges how often people click your ads after seeing them. Calculate your CTR by dividing the number of clicks by the number of impressions and multiply by 100.

A high CTR means your ads are relevant to viewers, which is crucial in a successful marketing strategy. Keep track of CTR to ensure your campaign continues to attract potential buyers.

Why Amazon Ads KPIs Are Important

Key Performance Indicators (KPIs) are vital metrics that give you insights into the effectiveness of your Amazon Advertising campaigns.

Sales and conversion rates are direct reflections of your campaign's impact on revenue, while impressions and click-through rates (CTR) evaluate your product's reach and how compelling your ads are to potential customers.

Monitoring and optimizing these KPIs helps ensure your advertising efforts contribute meaningfully to your business objectives.

Automatic KPI Display on Amazon

Amazon provides automatic reporting features that display essential KPIs for your campaigns.

This includes ACoS (Advertising Cost of Sale), which measures the efficiency of your advertising spend relative to the generated sales, as well as RoAS (Return on Ad Spend), giving you a clear picture of your financial returns.

Amazon’s system calculates these metrics to assist you in making data-driven decisions swiftly and efficiently.

Also read: ACoS Vs RoAS: Which Should You Look Out For?

Amazon Advertising and Its Impact on Sales

Amazon Advertising can significantly influence your sales by increasing product visibility and discoverability.

Effective use of Amazon Ads can lead to higher impressions, expanding your reach to a larger audience.

Additionally, strategic advertising can improve your conversion rate, turning browsers into buyers, and a better click-through rate signifies more prospective customers are engaging with your ads.

Such engagement is an opportunity for you to enhance visibility and sales on the platform.

The Value of New to Brand Metrics

New to Brand metrics are pivotal in measuring how well your ads drive brand awareness and attract new customers. These include:

  • New-to-Brand Purchases: The number of first-time buyers purchasing your branded products due to an ad.

  • Percentage of Orders New-to-Brand: The proportion of total orders that are from new customers.


For Amazon PPC, selecting the right KPIs is crucial for ensuring your ads are effective and generate sales. KPIs act as indicators, revealing the performance of your campaigns. They indicate which ads captivate your audience and which are converting into sales.

Scale Insights is a tool that helps you easily keep an eye on your Amazon ad results. It looks at how your ads are doing and tells you how to make them better. With this tool, you can use the right KPIs to make smart choices that help your ads do better and earn you more money. Want to see how it can boost your Amazon ads? Check out Scale Insights now.

Frequently Asked Questions

Is ACOS the supreme KPI?

While ACOS, which shows the ratio of ad spend to targeted sales, is a critical metric, it's not the sole indicator of success. A low ACOS may signal effective ad campaigns, but it doesn't account for profit margins or customer acquisition costs.

To understand profitability, evaluate ACOS in conjunction with other financial metrics like net profit margin and CLV.

How can I improve my Amazon performance?

To improve your Amazon performance, optimize your product listings with high-quality images and detailed descriptions that include relevant keywords. Utilize Amazon's advertising tools, such as PPC campaigns, to increase visibility and drive traffic to your listings.

Regularly check customer feedback and strive to maintain high seller ratings through excellent customer service. Stay competitive with your pricing, manage your inventory effectively, and use promotional deals to encourage purchases.

Why are KPIs important?

KPIs, or Key Performance Indicators, are critical because they offer measurable values that reflect the success of your business activities. They help you understand whether your Amazon campaigns or other business strategies are working and provide clear targets for your team. By monitoring the right KPIs, you can identify areas for improvement, make informed decisions, and strategize effectively to achieve your goals.

How do you set a target for a KPI?

To set a target for a KPI, first, define your primary business objectives. Then, determine which KPIs are most relevant to achieving those objectives. Once you have chosen the KPIs, analyze past performance data, industry benchmarks, and realistic expectations to set achievable, specific, and time-bound targets. These targets should challenge your team but remain attainable with dedicated efforts.

How do you know if a KPI is good or bad?

You can determine if a KPI is good or bad by comparing it to predefined targets or industry standards. A good KPI meets or exceeds the set goals and indicates that your business strategies are effective. A bad KPI falls short of targets, signaling that there may be issues requiring attention. It's important to regularly review and adjust your KPIs to ensure they remain aligned with your business goals and market conditions.