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GLOSSARY · Measurement & Methodology

Retargeting

Serving ads again to users who already know or previously used the app

In one line

Serving ads to people who already know or previously installed your app, so they come back, is retargeting (also called re-engagement). Both the audience and the goal differ from new-user acquisition.

Why it always looks efficient

Open the report and retargeting CPA beats acquisition comfortably. "Put more budget here" follows naturally.

The catch is that the audience already knows you: people with the app installed but unopened, people with items in a cart. Many of them would have come back within days regardless.

When that return lands in the ad report as a conversion, performance the ad did not create gets recorded as the ad's. It is the same structure as cannibalization.

So judge it on incrementality

CPA is weak evidence in retargeting. What you need is how many would not have returned without the ad — incrementality.

Checking it is straightforward: randomly exclude part of the audience and compare return rates between the groups. If the excluded group came back at a similar rate, the campaign created less than it claims.

Do not mix it with acquisition

The two address different user states and different goals. Combined in one campaign, overall CPA looks flattering, and scaling on that number does not raise actual new users.

Split the campaigns and manage exclusion rules explicitly.

Go deeper

Designing exclusion rules and managing incremental effect is covered in the retargeting and re-engagement guide; measuring true lift with a holdout is covered in incrementality measurement.

Frequently asked questions

Retargeting CPA looks far better than acquisition — should I scale it?
The number alone cannot answer that. Retargeting audiences already know you, so a large share would have returned without the ad. Scaling before checking incrementality means paying more for users who were coming anyway.
How do you measure retargeting's real effect?
Randomly exclude part of the audience as a holdout and compare return rates. If the unexposed group came back at a similar rate, much of the credited conversion was not created by the ad.
Can retargeting and acquisition share a campaign?
Mixing them creates the illusion of strong overall efficiency. The audiences are in different states with different goals, so separate campaigns with explicit exclusion rules make decisions clearer.
What goes wrong when retargeting and acquisition are blended?
You get an average that describes neither. A $30 acquisition CPA blended with a $6 retargeting CPA reads as $18, a number that cannot tell you whether to scale acquisition or cut retargeting. The real lift only becomes visible once 5–10% of the audience is held out.
Related:Why Retargeting Looks Better Than It IsIncrementality: Validate Ad Lift With Holdouts and DiD