There’s no denying the rapid growth in the eCommerce space. With the proliferation of eCommerce specific agencies, a deeper understanding of shopper behavior, and an explosion of new opportunities, an eCommerce strategy is top-of-mind for many marketers today. And at such a transformative time, we’re excited to welcome Scott Kelliher to the eBay team as our new Head of Brand Advertising & Partnerships. Prior to eBay, Scott held Sales & Marketing leadership positions with several digital media companies, including Time Inc., Yahoo, and AOL.
We sat down with Scott to get his take on the state of eCommerce, what gets him excited about his new gig, and how working for eBay is turning him into a sneakerhead.
Scott, we’re so happy you joined the team. Can you let us know a little bit more about how you landed at eBay?
Most recently, I worked with premium content at Time Inc., helping transform their globally recognized brands for the digital and programmatic space. When I had a chance to sit back and reflect on what I wanted to do next, I realized what was missing and what I wanted to go back to was data – and truly unique data at that.
This is what really moved me to join eBay – the enormous logged-in user base and the massive amounts of shopper data eBay sits on. eBay knows what customers are buying, how they like to buy, and what triggers them to buy.
How do you see eBay adding value to brands?
Once a brand understands what data signals allow them to really understand how their customers buy, they can truly be effective. And because our users are consistently logged-in, these signals are always firing. We can provide our partners with a quantifiable understanding of how people shop. And knowing how to leverage that data to inform campaign strategy is a massive game changer.
Innovation means different things to different people. What does it mean to eBay Advertising?
For me, the word innovation in media is one of those terms that leads to a lot of products and tools that don’t necessarily move an advertisers’ needle. People may invest in the new and better widget or mouse trap but that often comes at a great cost. eBay’s ability to get a true understanding of the heart and soul of people and how they work is what is truly innovative. It’s also really cool for a data geek like me.
What would you say differentiates eBay from other eCommerce marketplaces?
eBay is a true marketplace – we don’t own any inventory and never compete with our sellers. We also have a massive range of products on the platform – everything from cars to home decor. And we know how users shop for these items. We know how long users are researching and how many items and brands they’re considering. We know if they’re impulse shopping or making a considered purchase. All of these data points are key for advertisers looking to understand the purchase journey of their individual customers, and the consumers that are most likely to purchase their products for the first time.
Knowing the behavioral patterns that lead to this first purchase is what gets me all fired up. There’s a huge range of products on eBay, from Teslas to Yeezy sneakers to Cartier diamonds. The purchase cycle for a car is extremely different than the purchase cycle of a pair of sneakers. Think about the last time you bought a car. You might have had a few makes and models in mind, but you probably spent time doing your homework on safety, the newest in infotainment systems, and whether or not you wanted to go electric. You probably wouldn’t spend as much time researching shoes as you would a car. Although some might beg to differ with me. Being able to understand that difference and how shoppers evolve throughout their journey on eBay is extremely valuable.
What are your top priorities for the back half of 2019?
Our main priority is to spend more time with our brand and agency partners. I think people really underestimate the wealth of shopper data we have, our scale, and what it means for their brands. We have unique assets that no one else can offer. We need to understand our clients’ needs and better communicate and customize the solutions that will drive their success. eBay is open for business and we are excited to build solutions that help our partners meet their goals.
eBay continues to be a pioneer, innovating and personalizing the shopper experience. What do you think has contributed to eBay’s success?
Devin Wenig said it best. He said, “eBay empowers people and creates economic opportunity. We play a positive role in people’s lives.” That is why eBay continues to be one of the most powerful brands in the world. It’s an open, diverse, and unbiased marketplace; we don’t tip the scales in any way. And on top of that, you can find anything on eBay and usually for less money than other marketplaces. No matter what side you are on, buyer, seller or brand, we bring value to everyone.
Now for the fun stuff. Tell us about your latest eBay shopping experience.
I bought these sneakers the other day and love them. But more than anything, I loved my shopping experience. The sneakers are brand new, and I got them for less than they’re available at the manufacturer’s website, and with free shipping and returns.
A big thanks to Scott for his time and perspective on our business. It really is an exciting time to be in eCommerce and at eBay!
eBay’s massive audience of highly-engaged shoppers is the perfect combination of scale and precision for advertisers. Scott and his team are ready to listen and learn about your business needs. To connect with Scott and the eBay Advertising team click here.