The Real Reason So Many Agencies Fail
The Amazon market is ruthlessly competitive. Brands invest millions in PPC, content, and SEO, yet many are frustrated because their Amazon agency fails to deliver sustainable results. Why do so many agencies fall short? And how can you, as a seller, ensure your performance doesn't stagnate?
This article covers the most common mistakes, reveals what to look for when selecting an agency, and explains how to position your brand for strategic success.
1. No Understanding of the Big Picture
The number one reason agencies fail to deliver is simple: they lack business-level thinking.
Most account managers are, at best, PPC specialists who know how to build and optimize campaigns. But they rarely understand how Amazon functions as a complete business model.
An agency must be able to answer the fundamental questions:
- How does PPC connect to margin, cash flow, and pricing?
- Which products are profitable, and why?
- Which KPIs are truly critical for long-term growth?
Without this big-picture understanding, agencies optimize by the textbook: deploying standard campaigns, following rigid guidelines, and losing sight of what actually matters: profit and scaling.
2. Wrong Focus on Irrelevant KPIs
Many agencies measure success by the wrong metrics. Instead of evaluating total performance, they fixate on individual numbers like PPC ACoS, impression shares, or CTRs. These aren't useless, but they're not a measure of overall account success.
The KPIs that actually drive results:
- Revenue trajectory
- Profit and margin
- Total ACoS (TACoS)
- BSR (Best Seller Rank) vs. key competitors
- Organic and sponsored rankings
A strong Amazon manager doesn't analyze these in isolation. They build a comprehensive picture and derive targeted, strategic actions from it.
3. Missing Processes and Lack of Specialization
Another common problem is unclear internal structures. Without defined workflows, clear responsibilities, and consistent quality standards, performance becomes a matter of luck.
It gets especially dangerous when agencies accept any client without first evaluating whether a product or business model has realistic potential for success. The result: they take on mandates that were never going to scale profitably, undermining their own track record.
Top agencies are fundamentally different:
They have clear qualification criteria, optimized processes, and an internal framework applied consistently across every client to deliver reliable results.
4. No Testing and No Strategic Thinking
Many agencies optimize campaigns blindly. They test too little, draw no clear conclusions from data, and stay stuck in their comfort zone. Yet testing is precisely what separates long-term winners from the rest.
At PCOStudio, we analyze data from dozens of accounts daily, extract insights across industries, and identify patterns that others miss. This allows us to form grounded hypotheses and test measures before scaling them.
Strategic thinking beats any tool. Automated systems can handle baseline optimizations, but the truly significant performance leaps come only from experience, market understanding, and data-driven decision-making.
5. How to Identify a Great Agency
Many brands make the same mistakes when choosing an agency:
They're swayed by marketing speak, flashy presentations, or empty promises. An agency's quality isn't found in polished words. It's found in hard facts.
Ask these questions before signing:
- Can the agency show real case studies with verifiable numbers?
- Do you know who you'll actually be working with long-term?
- Are there clear processes and reporting structures?
- Does the agency deeply understand your business model, or is it selling you a one-size-fits-all solution?
And the most important red flag: poor performance without a clear explanation.
If an agency has been managing your account for months and neither revenue nor profit is growing, they must at least be able to explain why. If they can't, it's either a competence issue or a transparency issue. Both are dealbreakers.
6. What Makes the Difference in Practice
What separates successful agencies from mediocre ones comes down to three factors:
- Data-driven decisions instead of gut feeling.
- Strategic prioritization of the right KPIs.
- Experience across a wide range of brands, products, and markets.
The combination of deep expertise, clear processes, and strategic testing is the only path to sustainable Amazon performance.
Conclusion: Performance Isn't a Coincidence
Most agencies don't fail because Amazon is too complex. They fail because they focus on the wrong things. They optimize details without understanding the bigger picture. Real results require more than standard campaigns: data, strategy, testing, and experience.
As a brand, the choice is yours. You either settle for average, or you work with partners who truly understand and execute on your growth goals.
Questions about your Amazon strategy?
We manage brands with over €300 million+ in sales on Amazon. Let's talk.
