Last week at the Path to Purchase Institute LIVE conference, I heard something that most retail media networks probably don’t want to hear out loud: Mars has built a structured, data-driven investment matrix that decides exactly who gets budget and who doesn’t. In today’s episode, I’m breaking down what Mars revealed, why scorecards are becoming standard across major CPGs, and the uncomfortable truth hiding underneath all this new structure.

I dig into why even networks that “score well” may not see increased spend, the operational ceiling that keeps most brands locked into 5–6 RMN relationships, and the growing divide between top-tier retail media networks and everyone else. If you’re a retailer, a media buyer, or working inside an emerging RMN, this conversation will give you real insight into how budgets are actually allocated, and why the bar keeps getting harder to clear.

This episode is sponsored by Mirakl Ads

Timeline

[00:00] Mars introduces its formal retail media investment matrix and scorecard approach.
[00:30] Mars evaluates RMNs on two dimensions: capabilities and commercial growth.
[01:29] ANA guidance urges brands to adopt structured scorecards for RMN evaluation.
[02:30] A senior retail media buyer explains why meeting capability requirements doesn’t guarantee spend.
[05:22] The four main reasons brands cap their RMN relationships begin with platform fragmentation.
[08:57] What mid-tier RMNs must do to break into the top six (drive displacement or offer superior capabilities)

Links & Resources

• Read my article How Alliances Could Solve Retail Media's Fragmentation Problem (Part 1)
• Read my article Best Buy Wants To Become An Ad Platform, Not Just Another RMN
• Read my article 3 New Developments In RTB (Real Time Bidding) For Retail Media
• Read my article Retail Media's Measurement Problem: It's Not Just the Retailers
• Read my article Managing a Multi-Retailer RMN Stack: The Operational Reality
• Read the ANA's Retail Media Internal Management Guidance
• Are you based in Atlanta or be in the ATL area on Weds Dec 3rd? Join me and a couple dozen of your new retail media industry besties for a festive happy hour! Register here
• Subscribe to Retail Media Breakfast Club's daily newsletter
• Follow Kiri on LinkedIn