+15.5%

Increase Search in Revenue per Visitor

+20.35%

Increase in Search CTR

Industry:

Electronics Marketplace

Business Unit:

E-Commerce

Use Case:

Marketplace Search & Product Discovery

Channel:

Website

Key Objectives:

Improve Search Relevance, Reduce Engineering Overhead

Products:

Consumer Electronics

Home & Living

Furniture

How Kogan Unlocked $10.1 M Incremental Revenue with Marqo

Company Overview

Kogan is one of Australia’s most recognized online retailers, trusted by millions of shoppers across the country. Founded in 2006 and headquartered in Melbourne, the company operates a multi-brand e-commerce platform spanning consumer electronics, home & living, furniture, and everyday essentials. Kogan serves customers across Australia and New Zealand.

Why Kogan Evaluated Marqo

As online retail competition intensified from global giants and emerging players, Kogan saw search as a key differentiator, using relevance and product discovery to win shoppers in a crowded marketplace. With increasingly complex shopper intent across its multi-brand catalog, the team needed a platform that could better interpret context, understand marketplace-specific language, and adapt relevance dynamically in real time.

The objective was to move beyond incremental tuning and establish a scalable, performance-driven foundation for search and product discovery.

Challenges

Kogan manages one of Australia's largest e-commerce catalogs, with over 16 million products spanning first-party inventory and third-party marketplace listings. This massive scale created fundamental search challenges: inconsistent product data quality, keyword-stuffed listings that buried relevant results, slow adaptation to real shopper behavior, and indexing delays from constant price and stock updates. Manual tuning couldn't keep pace. Kogan needed an intelligent search platform that continuously learned and scaled with its complexity.

Solution

Marqo's pixel was installed across Kogan's websites to continuously capture shopper interaction signals, including search queries, clicks, add-to-cart events, purchases, and broader browsing behavior. This rich data enabled Marqo to understand precisely how customers searched, explored, and evaluated products across Kogan's first-party inventory and third-party marketplace listings.

Marqo's platform ingested this data to train a catalog-specific LLM tailored to Kogan's unique product attributes and multi-brand structure. Marqo's proprietary relevance engine transformed these signals into intent-aware search results that adapted dynamically to Kogan's catalog, terminology, and business context with no generic models or manual tuning required.

Kogan deployed Marqo for search through a controlled production A/B test with 50% of traffic.

Kogan reported stronger handling of descriptive, high-intent queries, with results better aligned to how customers searched across a broad catalog.
Kogan saw improved ability to influence rankings using business logic and proprietary signals, without heavy engineering effort.
Kogan observed search relevance improving over time as Marqo learned from anonymized onsite interaction and conversion signals.
Kogan reported consistent search speed and stability despite frequent price, inventory, and catalog updates across multiple brands.

Results

Kogan evaluated Marqo using a controlled production A/B test on-site, with 50% of traffic assigned to Marqo and 50% to the existing search setup. During the test period, Kogan observed the following improvements:

Search performance

+15.5%

Increase Search in Revenue per Visitor

+20.35%

Increase in Search CTR

Kogan reported significant improvements in search relevance and discovery quality. Marqo's real-time learning from shopper behavior delivered results that better matched customer intent across their entire first-party and marketplace catalog.

Moving Forward

With search now validated as a meaningful revenue driver, the Kogan team is evaluating opportunities to extend Marqo beyond search and into the broader discovery experience.

Marqo is now a key part of Kogan’s discovery stack, enabling search and ranking that adapts to shopper intent and onsite behavior.

Results reflect Kogan’s experience during the measured period and may vary based on implementation, seasonality, traffic composition, and other business factors. Reported outcomes are Kogan’s measurements and do not constitute a guarantee of future performance. Metrics were collected using Kogan’s onsite tracking and Marqo’s analytics framework. Marqo processes only anonymized behavioral signals and does not collect personally identifiable information.

Marqo™ is a trademark of Marqo Inc. Kogan® is a registered trademark of Kogan.com Ltd. All other trademarks belong to their respective owners.

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