Amazon hasn’t always been the e-commerce juggernaut we know today. In its early days, few could have anticipated how it would grow, pivot, and dominate the digital marketplace landscape. Fast forward 20-something years, and Amazon now holds a firm grip on the e-commerce ecosystem. It has done so not by stifling small businesses, as some critics claim, but by enabling a new era of opportunity for them. Just ask today’s guest on The Longer Game, Ryan Burgess, Head of Growth at Intentwise, a platform for ad optimization and analytics. Ryan’s journey from scrappy eBay seller to an Amazon expert exemplifies the success stories that have emerged from this ancillary Amazon economy.

💼 Segmented Spending for Strategic Success

In the Amazon ecosystem, control over advertising spend is paramount. For brands and agencies alike, it’s not enough to set a budget and hit “go.” Successful players on Amazon know that meticulous segmentation is the key to maximizing returns. By honing in on specific customer segments, brands can deploy their ad dollars with surgical precision, reaching the audiences most likely to convert. Ryan emphasizes this as one of his core strategies. “The more control you have over where each dollar goes, the better results you can drive. It's about using data to make every penny count.”

📊 More Data, More Power: Amazon’s Seller Support Evolution

Amazon's approach to its third-party sellers has evolved dramatically over the years. The company’s early focus was largely transactional, but today’s Amazon is leaning into seller success by providing a staggering array of new tools, support systems, and—perhaps most importantly—data. Sellers now have insights into consumer behavior that allow them to make smarter decisions faster. This evolution is one of Amazon’s not-so-secret weapons in solidifying its status as the go-to platform for entrepreneurs looking to scale.

“Amazon has changed the game by investing in its sellers,” says Ryan. “They didn’t just hand us a platform to sell on; they’ve built a toolkit that lets us thrive.”

😵 Data Overload: Where to Start in the Amazon Data Deluge

While data is undeniably valuable, Amazon’s recent transparency has left many brands scratching their heads, wondering where to begin. With so many metrics, reports, and data streams available, it’s easy to feel overwhelmed. For newer brands and even seasoned sellers, knowing which data points to prioritize can feel like a guessing game. This is where platforms like Intentwise shine, helping businesses sift through the noise to pinpoint actionable insights that align with customer intent.

Ryan’s advice? Start small. “You don’t have to use every piece of data at once. Begin with the essentials, like performance data on key products, and build from there. Small insights can lead to big wins.”

🌐 Amazon Marketing Cloud (AMC): The Data Unity Tool

Amazon Marketing Cloud (AMC) is bringing a sense of cohesion to the Amazon advertising world. AMC provides brands with a unified view of the customer journey, connecting the dots across various touchpoints from initial discovery to the final purchase. This data centralization enables brands to better measure campaign effectiveness and understand their customers’ decision-making processes.

According to Ryan, “AMC is a game-changer for brands looking to create a cohesive strategy across channels. It provides clarity on how customers interact with ads, which helps us see what’s working and what isn’t.” With AMC, brands can make more informed, data-backed decisions and optimize their marketing strategies accordingly.

🚀 Amazon’s Upstream Swim in Retail Advertising

Why is Amazon making all this data available now? The answer lies in Amazon’s ongoing ambition to swim upstream in the retail market. With its advertising division growing year over year, Amazon is showing that it’s serious about competing with traditional retail giants in the ad space. By giving brands more access to data, Amazon isn’t just selling ad placements—it’s building a partnership ecosystem that drives better results for everyone involved.

The ad business is booming, and it’s no surprise that data accessibility is a huge part of that growth. “Amazon’s data-first approach is setting the standard for other e-commerce platforms,” Ryan explains. “They’re not just pushing products; they’re pushing knowledge.”

🧠 The Intent Challenge: Decoding Buyer Signals

While Amazon’s data is invaluable, deciphering it isn’t always straightforward. In the world of e-commerce, buyer intent signals don’t always follow a linear path. A customer’s journey from seeing an ad to making a purchase can involve multiple steps, pauses, and seemingly random detours. As a result, connecting data to actionable insights is an art form—and Ryan and his team at Intentwise are masters of it.

“Analyzing Amazon data is like solving a puzzle,” says Ryan. “It’s about understanding the pieces in the right context. You’ve got to look beyond the numbers to see the story they’re telling.”

📣 Ready to Dive Deeper? Join Us for the Full Conversation!

If you’re as intrigued by the nuances of the Amazon economy as we are, don’t miss our in-depth conversation with Ryan Burgess on The Longer Game. Together, we explore the ups, downs, and data-driven transformations of ecommerce in a way only industry insiders can. Follow our page for more insights, and watch the full episode to see how the future of retail is being shaped, one Amazon ad at a time.