What Google knows about Groupon

As speculation mounts about an imminent buyout of daily-deals company Groupon by Google for a rumored price tag of $6 billion, one salient fact is being ignored: The two companies are already in bed with each other.

And this must weigh on the minds of Groupon’s board members, who are reportedly meeting today to decide whether to take Google’s offer.

How did Groupon get so big? The prevailing theory is that the social features of its deep-discount offers for local merchants — a certain size group had to sign up in order for the deal to be “on” — turbocharged its growth. I’ve long been a skeptic of this argument, which is pleasing to social-media mavens but has untested logic.

You can’t go anywhere online these days without spotting a Groupon ad. The company is clearly spending a lot of money with Google. And as Sency founder Evan Britton recently pointed out, Groupon’s ads are distinctly effective on Google’s AdSense platform, because they are targeted to a specific city, feature a compelling offer to cost-conscious Internet users, and have easily tracked return on investment, allowing Groupon to constantly tweak its ads for the best results.

The result: Runaway growth, with the two-year-old company estimated to have $500 million in revenues.

The problem is that growth is dependent on Google, which is famously opaque about the workings of its ad systems. As much as Groupon may know about what works when placing ads with Google, Google always knows more. And Google could change the rules at any time.

That information advantage may be what lets Google confidently bid $6 billion for Groupon. Google knows exactly what it’s getting and how profitable the company is. Right now, Groupon is arbitraging Google’s AdSense system, aggregating demand from customers and supply from local merchants, and raking in the difference. Google’s just getting its usual cut. Wouldn’t it be nice to own the whole shebang?

One thing to keep in mind, though, is that Groupon’s success has been the human touch — hand-selecting deals, cajoling merchants to offer discounts, and crafting witty, catchy offers. Recent moves to offer self-service deals and expand into Asia won’t change that appealingly soulful core of Groupon’s business. Perhaps Google’s geeky hackerocracy should simply aspire to own Groupon, not run it.

  • robbieabed

    Really great article. Out of of all the articles I've read around the web regarding the acquisition – this one makes the most sense. Any time you go out to acquire a company you have to do some due diligence and get into their books and records before figuring out if it's a good deal. Getting that information isn't always easy and straightforward, but Google has that information firsthand from adsense and can determine revenue & how much they are spending on marketing to determine the real profit of Groupon. Genius.

  • http://twitter.com/jhaggard John Haggard

    Excellent analysis. Basically, they have cornered the market on inside information. Raises interesting potential legal issues.

  • daytradin

    Good analysis. I dont think Groupon's audience is all that valuable though. They wont be loyal and they are first and foremost Google's audience as thats where most of them came from anyway. So why would google pay 6 billion for their own audience? All they need is a platform and an infastructure and then they can surely drive more eyeballs at a lower CPA then anyone. So why doesnt google -

    1- Save the 6 billion
    2- Buy the number 3 or player in the space for 40 million
    3- Drive million of users to their new daily deal site.

    BTW – Google buying the number 3 or 4 player in the space would take all the hot air out of Groupon's valuation anyway.

  • http://twitter.com/jlate James Laitinen

    “two-year-old company estimated to have $500 million in revenues.” Wow, what amazing growth from selling discounts from businesses almost doesn't seem tangible. It is amazing the potential an online strategy when executed properly produces revenue. Some very smart people behind the scenes at Groupon.

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