Key Takeaways
ROAS = Revenue from advertising ÷ Advertising costs — the core metric for campaign efficiency.
A "good" ROAS depends on the margin: With low margins you often need 5+, for digital products 2–3 is enough.
ROAS is not ROI: Product costs and fixed costs are missing — a ROAS of 5 can still be unprofitable.
The strongest levers: precise targeting, creative testing, and above all, better landing pages.
Introduction: Why ROAS is so important for online marketers
Anyone investing money in online marketing advertising wants to know: Is it worth it? This is precisely where ROAS comes into play. "Return on Ad Spend" is one of the most important metrics in performance marketing because it shows how much revenue you generate in relation to your advertising costs.
A high ROAS means your campaigns are running efficiently. A low ROAS indicates that there is room for optimisation.
In this post, you will find out:
What ROAS means and how it is calculated
Which values are considered "good"
How ROAS and ROI are connected
Which measures you can take to increase your ROAS
What does ROAS mean?
ROAS stands for Return on Ad Spend and measures the efficiency of your advertising spend. The formula is:
ROAS = Revenue from advertising / advertising costs
Example: You spend 1,000 euros on Google Ads and generate 5,000 euros in revenue. Your ROAS is 5 (5,000 / 1,000). This means: Every euro invested brings you 5 euros in revenue back.
Which ROAS values are good?
There is no general ideal value, as it depends heavily on the industry, margin and business model.
Low margins (e.g. in e-commerce): Here, a ROAS of 5 or more is often necessary to be directly profitable.
High margins (e.g. digital products): Even a ROAS of 2 or 3 may be sufficient.
Brand building campaigns: Sometimes a low ROAS is deliberately accepted to gain reach.
Example: A fashion shop with an average 60% margin needs a higher ROAS than an online course provider with a 90% margin.
Difference between ROAS and ROI
ROAS is often confused with ROI (Return on Investment), but there are differences:
ROAS only looks at the relationship between advertising costs and revenue.
ROI also takes all other costs into account, such as product costs, fixed costs or staff.
Example: If your ROAS is 5, you have made 5,000 euros in revenue with 1,000 euros of advertising. If, however, your product costs are 4,000 euros, the actual profit remains very low.
Strategies to improve ROAS
1. Define target groups precisely
The better your target audience, the less waste. Use target group segments, lookalike audiences or remarketing. Meta and others now offer AI-powered tools to handle targeting: "Broad targeting" learns where your advertising is most effective.
2. Optimise campaign structure
A clear structure in Google Ads, Meta Ads or other platforms ensures better management. Subdivide campaigns by target groups, keywords or products to evaluate performance more accurately.
3. Test ad copy and creatives
Ads must attract attention and be convincing. Conduct regular A/B tests with different headlines, images and calls-to-action. Example: Even a different image motif can double the click-through rate and significantly increase the ROAS.
4. Improve landing pages
Often it is not the ad that is the problem, but the page it leads to. The landing page must be consistent with the brand image of your advertising and website. Pay attention to:
clear messages
fast loading times
mobile-optimised design
convincing calls-to-action
5. Adjust bidding strategies
Platforms like Google Ads or Meta Ads offer automated bidding strategies. Test different models (e.g. maximize conversion value). If a campaign is running better, observe whether the performance changes with more budget. Ads often become less effective the more budget is spent.
6. Focus on Customer Lifetime Value (CLV)
ROAS looks at short-term revenue. Even more important is how much a customer brings in over the entire length of the relationship. Campaigns with an initially low ROAS can pay off in the long run if they acquire loyal customers. Example: A subscription model can also be profitable with an ROAS of 1.5 if the customer stays for months or years.
Conclusion: ROAS is an important, but not the only success factor
The ROAS shows you how efficiently your advertising spend is converted into revenue. However, it must not be viewed in isolation. Always consider margins, fixed costs and long-term customer loyalty as well.
By targeting your audiences precisely, testing campaigns regularly and optimising landing pages, you can increase your ROAS step by step.
💡 CTA for you: Start with an analysis of your existing campaigns, calculate the ROAS per channel and derive concrete optimisations from it.
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For years, Jonas has been optimising shops for conversion — with data-driven A/B testing for over 103 e-commerce brands like LuckyHemp and Alb-Filter. At SCAEL, he is responsible for strategy and testing.
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