We all know the usual suspects — ROAS, impressions, clicks — but what if the real indicators of retail media success are hiding in plain sight? In this episode, I ask four leading brand-side retail media experts a simple but revealing question: What’s the metric you’re obsessed with that everyone else seems to ignore?
You’ll hear why one leader swapped vanity metrics for incrementality and household penetration. Another reveals an underrated email metric that shows exactly what’s resonating with customers. We’ll also explore how branded search volume can be a crystal ball for future growth, and why new-to-brand might just be your most important indicator of scalable success.
If you’re ready to move beyond the same old KPIs and start measuring what really matters, this episode will broaden your perspective about retail media performance.
This episode is sponsored by Connected Commerce at Acosta Group
Timeline
[0:00] – Why the most important retail media metrics might not be the ones you’re tracking
[1:00] – The power of “Revenue Per Recipient” in email campaigns
[2:00] – Turning influencers into brand ambassadors through “Posts Per Influencer”
[2:39] – Why branded search volume is a powerful leading indicator of brand strength
[4:25] – Why “New-to-Brand” reveals true growth, not just recycled buyers
[5:30] – Measuring incrementality, household penetration, and long-term brand salience
Links & Resources