With experience at both eBay and Temu, Jennifer Deal warns that sellers must treat each marketplace as a unique ecosystem. A successful strategy on one platform won't work on another due to different business models, customer bases, and tools. Success requires a tailored approach for each specific marketplace, as the landscape is highly fragmented.
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Hitting a ceiling on a winner-take-all platform like Amazon, where ad spend yields diminishing returns, often signals a product problem. The top competitor isn't just out-marketing you; they likely have a fundamentally better product that converts more effectively, giving them superior unit economics.
Even with a successful playbook from a company like Zoom, a marketing leader must adapt significantly when moving to a new context. Selling a physical product globally introduces complexities like homologation, customs, inventory, and channel sales that require eating 'humble pie' and learning the new business from the ground up.
Pinterest copied Facebook's onboarding, and Meta considered copying a Google app strategy. Both were misguided because they failed to account for their different products, customer bases, and market timing. Growth strategies are not one-size-fits-all and require a customized approach.
Despite having 500 million monthly active users, Facebook Marketplace has a surprisingly barren landscape for third-party developer apps, unlike mature ecosystems like eBay or Shopify. This presents a massive opportunity for tools that help sellers with pricing, arbitrage, and automation.
Tushy finds little sales cannibalization between its DTC site and Amazon because they serve different customer archetypes. Instead of forcing an 'Amazon shopper' to a .com site, brands should meet them where they are, focusing on mental and physical availability across all relevant channels.
Large retailers are moving toward having effectively the same massive product catalogs via marketplaces. As selection becomes commoditized and ceases to be a differentiator, retailers will be forced to compete on the next level: deeply personalized service and unique customer experiences.
A smart growth strategy is to ignore fleeting micro-trends and instead focus on proven bestsellers. By creating variations and expanding on successful designs, brands can develop entirely new product categories based on existing customer love.
To balance platform and partner needs, think of your product as a mall. The mall provides a managed, curated discovery experience. But once a customer enters a specific "store" (a merchant's page), the merchant controls the environment completely, preventing cross-promotion of competitors.
When building a marketplace to help developers, instead of targeting all tools at once, launch by focusing on a single, specific platform (e.g., "V0 bounties" or "Cursor help"). This hyper-niche approach allows you to build liquidity and validate the model before expanding to a wider market.
SellRaise begins as a utility, helping sellers easily list items across multiple marketplaces like eBay and Poshmark. By aggregating a critical mass of sellers (the supply side), it can eventually attract buyers directly. This strategy allows it to leverage existing platforms to solve the chicken-and-egg problem before ultimately aiming to replace them as an AI-native marketplace.
