Adobe® Digital Index

The ROI from Marketing to Existing Online Customers

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Adobe Digital Index report

Existing customers carry retailers through thick and thin.

Online retailers spend nearly 80% of their digital marketing budgets acquiring shoppers (new visitors), but does this focus make sense? To find out, Adobe Digital Index analyzed 33 billion visitors to 180 online retail website in Europe and the United States from April 2011 to June 2012. Our data indicates retailers should shift spend to returning and repeat purchasers, two existing customer segments that drive a disproportionately high share of revenue, exhibit higher conversion rates, and really step up in the Christmas holiday season and tough economic times. Migrating just 1% of shoppers to returning purchasers could generate as much as $39 million in additional revenue per retailer.

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Download The ROI from Marketing to Existing Online Customers to learn:

  • Why returning and repeat purchasers are much more valuable than shoppers
  • How each segment performs against critical eCommerce metrics
  • The two levers retailers can pull to increase revenue from these visitor segments