For years, the debate between DTC (Direct-to-Consumer) and Amazon marketplace strategies has divided founders.

Many Shopify merchants built their empires on the promise of independence—owning customer relationships, storytelling, and profit margins. Meanwhile, Amazon’s scale and infrastructure drew millions of sellers, but often at the cost of brand control.

Today, the most successful eCommerce companies no longer choose sides. Instead, they build hybrid growth systems that combine the emotional loyalty of DTC with the immense reach of Amazon. The result? Sustainable revenue diversification, smarter customer acquisition, and stronger resilience against paid ad volatility.

The Case for Amazon in a DTC Growth Strategy

Amazon isn’t just a retail channel—it’s the world’s largest product search engine. According to Jungle Scout’s 2025 Consumer Trends Report, 63% of online shoppers start their product searches on Amazon, compared to just 15% on Google. That statistic alone reframes the opportunity: even if your brand is thriving on Shopify, you’re invisible to most purchase-ready consumers if you’re not present on Amazon.

Beyond visibility, Amazon offers:

• Trust and convenience: Fast Prime shipping and familiar checkout build confidence with first-time buyers.
• High-intent audiences: Amazon shoppers arrive to buy, not browse—conversion rates often 2–3× higher than on standalone sites.
• Data at scale: Keyword performance, category trends, and customer reviews reveal powerful insights for product development and marketing.

Instead of viewing Amazon as a competitor, DTC brands should see it as an acquisition and validation channel—a place to meet customers where they already shop, then guide them back to owned experiences.

Common Concerns—and Why They’re Outdated

Many Shopify merchants still hesitate, citing fears of brand dilution, knockoffs, or loss of pricing control. But the marketplace has evolved dramatically:

1. Brand Registry Protection
   Amazon’s Brand Registry now allows verified brands to safeguard trademarks, remove counterfeit listings, and access enhanced creative tools.
2. A+ and Premium Content
   Sellers can customize their product detail pages with storytelling modules, lifestyle imagery, and comparison charts—maintaining brand integrity just like on their own site.
3. Amazon Storefronts
   Dedicated brand pages on Amazon replicate the feel of a mini website within the marketplace, complete with logo, curated categories, and custom design.

In short: Amazon has matured. With strategic oversight, it can extend your brand’s presence without compromising its DNA.

The Operational Backbone: What It Takes to Scale

Before listing on Amazon, DTC founders should approach it like launching a new market—not just flipping a switch.

1. Inventory Synchronization

Use tools that integrate Shopify and Amazon inventory to prevent overselling and stockouts. Platforms like Sellbrite or Skubana help unify fulfillment visibility.

2. Pricing Strategy

Maintain consistent pricing across channels to avoid triggering Amazon’s price parity filters. Build buffer margins for fees (usually 15–17%) and shipping costs.

3. Fulfillment Decisions: FBA vs. FBM

• FBA (Fulfillment by Amazon): Best for speed and Prime eligibility but less control over packaging and branding.
• FBM (Fulfillment by Merchant): Ideal for brands with in-house logistics or specialized packaging needs.

Some brands use a hybrid model, reserving FBA for fast-moving SKUs while keeping niche or bulky items in-house.

4. Performance Tracking

Leverage Amazon’s Business Reports, Brand Analytics, and the Search Query Performance dashboard. Combine them with Shopify and GA4 data to understand total channel efficiency.

The Power of Advertising on Amazon

Organic visibility only goes so far. To dominate in competitive categories, brands need a robust Amazon Advertising strategy that mirrors the sophistication of their Meta and Google Ads efforts.

Understanding the Ecosystem

Amazon’s advertising stack now includes multiple campaign types:

• Sponsored Products: Keyword-based ads appearing in search results and product pages.
• Sponsored Brands: Banner placements with logo, headline, and multiple product options.
• Sponsored Display: Retargeting ads both on and off Amazon.
• Amazon DSP (Demand Side Platform): Advanced programmatic display that reaches audiences across the web and Amazon-owned properties.

Performance Advantage

Amazon ads are fueled by first-party purchase data, making them uniquely potent. Instead of relying on third-party cookies, you’re targeting real shoppers with demonstrated buying intent. This gives Amazon one of the highest ROAS potentials in the entire ad ecosystem.

When to Bring in Experts

Running campaigns effectively requires continuous bid optimization, creative testing, and category analysis. That’s why many brands partner with agencies specializing in Amazon advertising solutions (AMS) to unlock full-funnel performance. These experts manage complex account structures, automate reports, and scale profitably without eroding margins.

Using Amazon to Strengthen DTC Performance

Ironically, Amazon data doesn’t just help you sell on Amazon—it makes your Shopify store stronger, too.

1. Keyword Intelligence
   Use Amazon’s search term reports to identify trending product descriptors and integrate them into your DTC site’s SEO and PPC campaigns.
2. Product Validation
   Before investing in a new SKU, test it on Amazon. If it gains traction there, replicate the success on Shopify with better margins.
3. Customer Feedback Loops
   Amazon reviews provide unfiltered insights. Brands can translate this feedback into improved product descriptions, packaging, and upsell flows on their main site.
4. Cross-Channel Retargeting
   Drive repeat Amazon customers to your owned channels using email sequences, QR codes in packaging, and exclusive DTC offers.

Real-World Example: The Hybrid Approach in Action

A notable case study is Anker, originally an Amazon-native electronics brand that later expanded to its own DTC website. The company used Amazon for customer acquisition, leveraging data from search terms and reviews to refine product quality and messaging. Once brand trust was established, Anker transitioned customers to its own ecosystem for bundles, loyalty programs, and higher-margin repeat purchases.

Similarly, emerging Shopify brands like Oura, Native, and Beardbrand use Amazon strategically—not to replace their DTC model, but to amplify it. They leverage Amazon for discovery while maintaining premium experiences on their own storefronts.

Building Long-Term Marketplace Equity

The real opportunity isn’t just selling on Amazon—it’s building a durable presence that compounds over time. Brands that invest in creative optimization, consistent ad spend, and review management can create a self-reinforcing cycle of visibility and trust.

Keys to Sustainable Success:

• Protect your ASINs: Consistent listing updates, review responses, and accurate data prevent ranking erosion.
• Automate feedback requests: Higher review volumes directly influence organic visibility.
• Invest in creative refreshes: Update visuals seasonally to align with customer expectations.
• Bundle for differentiation: Use multipacks or exclusive sets unavailable elsewhere to boost perceived value.

With the right infrastructure, your Amazon channel becomes not just a sales stream—but a brand amplifier feeding every part of your marketing engine.

The Road Ahead: Owning Both Channels

As acquisition costs rise and privacy changes limit targeting precision, relying solely on DTC is risky. Amazon’s ecosystem offers scale, while DTC offers control. The future of growth lies at their intersection.

By blending both, you build an omnichannel flywheel:

• Amazon fuels acquisition and trust.
• Shopify nurtures loyalty and community.
• Data flows both ways—strengthening every touchpoint.

When done right, your Amazon presence becomes the gateway to your DTC brand, not a competitor to it.

Final Thoughts

The DTC vs. Amazon debate is over. The brands thriving in 2025 are the ones that master both worlds—balancing performance marketing, operations, and customer experience across channels.

Amazon is no longer a risk to brand identity; it’s a strategic growth engine. With a clear strategy, creative optimization, and expert guidance through specialized Amazon advertising solutions (AMS), brands can unlock their full potential in the marketplace era.

The future of eCommerce isn’t about owning one channel.

It’s about mastering the ecosystem—and letting each platform do what it does best.

Frequently Asked Questions

Why must a Direct-to-Consumer (DTC) brand also sell on Amazon?

You need to be on Amazon because it is the world’s largest product search engine. About 63% of online shoppers start their product search there, not on Google. Even if your brand is strong on Shopify, it is invisible to most ready-to-buy customers if you do not have a presence on Amazon.

How has Amazon changed to help protect a DTC brand’s image?

Amazon has greatly matured its brand protection tools. The Brand Registry helps verified brands guard their trademarks and remove fake listings. You can also use A+ and Premium Content features to customize product pages with your own images and storytelling.

What is the biggest difference between FBA and FBM for my fulfillment strategy?

FBA (Fulfillment by Amazon) is best if you want the fast shipping that qualifies your products for Prime eligibility. FBM (Fulfillment by Merchant) is the better choice if you already have great in-house logistics or if your products require specialized, branded packaging. Many successful brands use a hybrid model, sending their best-selling items to FBA while handling special items themselves.

I worry about losing pricing control; how can I manage fees and consistency?

You should maintain the same pricing across both your own store and Amazon to avoid problems with Amazon’s price filters. It is smart to build buffer margins into your Amazon price to cover the fees, which are usually about 15% to 17% of the total cost. This helps keep your financial strategy solid and consistent.

What is Amazon’s advertising advantage compared to social media ads?

Amazon’s ads are very powerful because they use actual first-party purchase data from shoppers. Unlike ads on social platforms that rely on third-party cookies, Amazon targets customers with demonstrated buying intent. This focus on high-intent buyers typically gives Amazon one of the highest returns on ad spend (ROAS) in the entire digital advertising ecosystem.

How can the data I get from Amazon improve my main Shopify store?

The data you find on Amazon can make your DTC store much stronger. You can use Amazon’s search term reports to identify popular product keywords and then integrate those terms into your Shopify store’s SEO. You can also test new product ideas on Amazon first; if they gain success there, you can launch them on Shopify with full confidence and better margins.

What are the main advertising types available to brands on the Amazon platform?

Amazon’s full advertising system includes several useful campaign types. You can run Sponsored Products, which are basic keyword-based ads that show up in search results. There are also Sponsored Brands, which are banner placements with a logo and multiple products. For advanced targeting, you can explore Sponsored Display and Amazon DSP ads for both on- and off-Amazon retargeting.

Is using Amazon really an “acquisition channel,” and what does that mean?

Yes, Amazon is an important customer acquisition channel, which means it helps you find new buyers. These customers are ready to purchase and are using the platform to discover new products. After they find and trust your brand on Amazon, you can use things like special offers or QR codes in the packaging to successfully guide them back to your owned DTC website for repeat purchases and better loyalty.

Should my brand hire an expert agency for Amazon, and when is the right time?

It is smart to consider an expert agency once you are ready to scale and need to manage complex advertising campaigns. Expertise is valuable because running these campaigns needs constant bidding adjustments and in-depth category analysis. An agency can help automate reports, optimize bids, and manage complex account setups so you can scale profitably without hurting your profit margins.

What are the practical steps to build a durable, long-term presence on the Amazon marketplace?

To create long-term success, you must protect your product listings (called ASINs) through consistent updates and quick responses to customer reviews. You should set up automated systems to ask customers for feedback, as higher review volumes improve your visibility. Also, update your product images often and consider bundling products into unique sets that are not available anywhere else.