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Why affiliate marketing has attracted $4 billion in recent investment


February 14, 2016, 9:12 AM





The acquisitions of three major affiliate marketing companies reflects the channel’s role in driving online sales.


Lead Photo

As the new chief strategy officer for Ebay Enterprise Marketing Solutions, it’s my job to recognize the leading edge of industry trends and map the way forward. As a company, we are intent on further legitimizing affiliate as the ideal payment model in online marketing, but first we must dispel some myths and highlight differences between the shadowy underworld of affiliate marketing and the major emerging players in the space.


If you’ve been in the industry for any length of time then you are probably aware that some segments, especially those running CPA [cost per acquisition] models, have been marked with a less than stellar reputation from those outside the immediate echo chamber. Many consumers and marketing professionals like to label them as a bunch of cookie-stuffing, malware-foisting, disclosure-avoiding, get-rich-quick, rule-bending crooks, while those running CPS [cost per sale] models are rumored to be focused on promo code and loyalty affiliates. (Cost per sale means the advertiser pays the affiliate fee if the consumer makes a purchase; cost per acquisition means the advertiser pays if the prospect takes other steps, such as signs up for more information or applies for a credit card.) While these assessments are not entirely unfounded, the industry as a whole has grown up and worked hard towards earning the respect of the larger marketing world. The morally questionable side of affiliate marketing is now a largely isolated minority, and the major players in CPS are beginning to take steps to improve affiliate mix and ROAS [return on ad spend] for more savvy merchants who expect more from the channel.


This has resulted in the larger marketing world waking up and realizing, OMG, there’s real, legitimate money to be made here. The proof is in the purchase; all you have to do is take a look at the recent merger and acquisition activity that’s occurred.


Commission Junction (and all its subsidiaries) were acquired by digital marketing firm Conversant (formerly known as ValueClick) which was then acquired by data marketer Alliance Data for $2.3 billion. Ebates was then acquired by Japanese ecommerce firm, Rakuten, for $1 billion. And, most recently, eBay Enterprise Marketing Solutions acquired our own AffiliateTraction, which combined, were acquired by investment firms Banneker Partners and Permira Funds for $985 million.


In all, that’s over $4 billion invested in a space that many have traditionally labeled the black sheep of the online marketing world and thats only the transactions where the amounts where publicized. That kind of money doesn’t get thrown around by large companies without some serious forethought and ample confidence of return on investment 


More broadly, Forrester has predicted affiliate marketing spend will hit $4.5 billion in 2016. In addition, predictive analytics e-commerce firm Custora says affiliate marketing will affect 14% of all e-commerce purchases in the United States. Couple that with Forrester’s prediction that 2016 US ecommerce sales will hit $279 billion and you’ve got affiliate marketing affecting $39 billion in sales.


I think we can all agree at this juncture that affiliate marketing is serious business, and with serious business there comes a need to provide big brands with the strategic advisement they are used to receiving from their consultants in the “regular” marketing world.


Don’t just take my word for it. In a recent PerformanceIn article, Affiliate Window US Country Manager Alexandra Forsch said, “There is a strong demand for informed and consultative account management, which is often overlooked. Brands still need reassurances that the affiliate channel can deliver the right types of sales for them.”


As I step into my new role as chief strategy officer of eBay Enterprise Marketing Solutions, I’ll be doing my part to help position the affiliate marketing space in a light indicative of the spending and investment dollars that have rallied behind the industry. 


Remember, 14% or $39 billion of ecommerce will be affected by affiliate marketing. Compare that to the 17% of ecommerce affected by email and 19% of ecommerce affected by organic search. Affiliate marketing is no longer just a curious sideshow. It’s now an integral, front-and-center component of every brand’s marketing mix.


Yes, affiliate marketing is on the move, and there’s no stopping it from proudly taking its rightful seat at the table. Stay tuned because it’s going to get interesting.




Why affiliate marketing has attracted $4 billion in recent investment

Investors poured $6.6 billion into Chinese internet companies in the first half of 2015


The frenzied investing in China’s tech sector might be a bubble, but that bubble keeps getting bigger. From $1.3 billion in the first half of 2013, investments in Chinese internet companies rose more than five times in this year’s first half, to $6.6 billion, according to a new report by PricewaterhouseCoopers (pdf, p.27).



PricewaterhouseCoopers defines the Internet sector as e-commerce, online education, social media, internet marketing, internet services, internet finance, and online entertainment. Of those categories, e-commerce startups received the most funding, raising a total of $3.4 billion in first half of the year.


Increasingly, early-stage deals constitute more of the total value of China’s internet funding rounds. During the first and second quarters of 2015, early-stage funding rounds made up 78% and 74% of total funding, respectively, for internet companies. This indicates that investors still have plenty of appetite for risky bets on unproven companies.


China has seen its fair share of monster deals this year for companies with unproven business models. Ele.me, a food-delivery startup, raised a reported $630 million last August, after raising over $350 million in January. Didi Kuaidi, China’s competitor to Uber, continues to raise billions of dollars at a time—president Jean Liu has said that burning cash is necessary to ensure the company’s long-term survival.


Despite the impressive investments and big bets, anecdotal evidence indicates a cooling off period is imminent. Rival delivery and group buying companies Meituan and Dianping merged in October in order to curb vicious price wars, and a steady stream of on-demand service startups (car washes on demand, massages on demand) have shut their doors in recent months.




Investors poured $6.6 billion into Chinese internet companies in the first half of 2015

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Why This Billion Dollar Fund Manager Is Betting Big on Facebook Inc

As Facebook (NASDAQ: FB  ) stock sets new all-time highs, pushing its valuation to the $250 billion milestone, it is pretty clear investors — individual and institutional alike — see a lot of good things ahead for the social media company. Even with a consensus stock price target of $96 per share, it is not hard to find investors who expect Facebook to easily surpass that price level.


This outperformance has caught the attention of Wall Street, including big hitters like Geode Capital Management. With over $200 billion in assets under management, its list of holdings runs into the hundreds, and one of the top bets is Facebook. As of this writing, Geode owns nearly $1.5 billion worth of Facebook stock, including approximately $700 million added during the first three months of 2015.


What’s not to like?
Video ads on Facebook are not entirely new: The company began testing the waters a couple of years ago, but the potential was obvious. In fact, for the lucky few that were included in the video ad testing phase, Facebook was reportedly asking for a cool $1 million a day for the privilege. Now, video spots have gone mainstream, and early indications are that video is everything Facebook, and investors, had hoped it would be.


According to one of Facebook’s primary marketing partners, the social network has taken an ever-increasing piece of its over two million advertisers’ budgets, and at least part of that trend is thanks to video spots. Video is already the fastest-growing advertising segment at the company. Considering it only unwrapped video spots across its massive 1.44 billion monthly average user (MAU) base a few months ago, that kind of early success should have digital ad king Google (NASDAQ: GOOG  ) (NASDAQ: GOOGL  ) on the alert.


With YouTube, Google remains the video leader, but the early success at Facebook cannot be ignored. It may actually be one reason the search leader is concentrating on better monetizing the site. News of a pending paid subscription service, the growing number of “skippable” ads, and a lot more time spent discussing YouTube on quarterly earnings calls may simply be a coincidence, or they may be signals that Google is focused on that opportunity, at least in part, due to Facebook’s success.


The next great thing(s)
Institutional investors like Geode can certainly hang their hat on video spots, growing MAUs, and strong mobile adoption. But what should really get Facebook fans excited is what lies on the horizon.


The $2 billion Facebook spent for Oculus and its Rift virtual reality (VR) headset last year was a head-scratcher for some. Hardware? What was Facebook CEO Mark Zuckerberg thinking? It turns out, Zuckerberg was thinking about the $3 billion market VR is expected to become in just five years, thanks to a worldwide community of 1.2 billion gamers. Facebook has plans for Oculus that go well beyond gaming, but that alone should make the industry-leading Rift well worth the price tag.


Now, toss in the recent deal with new VR pal Microsoft to sync Rift with its popular Xbox console, and Oculus really begins to look like another growth driver. Scheduled for release in early 2016, Facebook shareholders will not have to wait long to begin seeing a return on the Rift investment.


Even more exciting for Geode and other Facebook investors was the recent news that the ad testing phase at Instagram has come to an end, and it is time to start monetizing what nearly every industry pundit agrees is a potential goldmine. Naturally, revenue estimates vary, but many suggest Instagram could generate nearly $6 billion annually by 2020 with some forecasts going much higher.


It is easy to see why there are so many Instagram bulls around. Its photo-sharing foundation is a natural conduit for thoughtful, targeted ads, which Facebook does extremely well. And with video spots in full-swing, Instagram and its 300 million plus MAUs are an ideal market for Facebook’s marketing partners — the app should help rein in even more brand name advertisers, an opportunity COO Sheryl Sandberg alluded to last quarter.


And that’s not all
In April of this year, WhatsApp announced it had surpassed the 800 million MAU benchmark, inching ever closer to the magical one billion. One billion MAUs is “magical” because Zuckerberg has said Facebook will not consider monetizing the service until there are one billion users. It appears that time is close at hand, which presents another tantalizing revenue opportunity.


Not be outdone, Facebook recently announced that its as-yet-unmonetized Messenger service also has over 700 million MAUs, up from 600 million just a few months ago. It is no wonder folks like Geode are adding to their already large stakes in Facebook: as impressive as its performance has been, the company is just scratching the surface.



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Why This Billion Dollar Fund Manager Is Betting Big on Facebook Inc