How performance marketing agencies can create new revenue products

Key takeaways

• Diversifying revenue protects your agency from client loss and ad platform changes, making your business more stable and valuable.
• Start by packaging your existing expertise into new service tiers, like strategy audits or training, which are easier to sell than completely new offerings.
• Building scalable, productised services or digital tools can create high-margin, passive income opportunities that don't scale directly with your team's time.
• Track the gross margin and client acquisition cost of each new revenue stream separately to know what's truly profitable.
• Specialist accountants for performance marketing agencies can help model the financial impact of new products before you invest time and money.

What is performance marketing agency revenue diversification and why does it matter?

Performance marketing agency revenue diversification means creating income from several different sources, not just from managing client ad budgets. It matters because relying solely on a percentage of ad spend ties your fate to client budgets and platform algorithms. A diversified agency is more stable, profitable, and valuable.

Think of it like an investment portfolio. You wouldn't put all your money in one stock. In the same way, putting all your agency's income in one type of client work is risky. If a big client leaves or Meta changes its rules, your revenue can drop overnight.

For performance marketing agencies, this risk is especially high. Your core service is often tied to platforms you don't control. Diversification builds a safety net. It also opens up new profit centres. Some products, like digital courses or software, can have margins over 80%, far higher than traditional client services.

In our work with agencies, we see the most successful ones start diversifying early. They don't wait for a crisis. They use their deep platform knowledge to create additional value for clients and new revenue for themselves.

How can performance marketing agencies start diversifying their revenue?

Start by looking at what you already do well and finding ways to package it differently. The easiest first step is creating tiered service packages or selling standalone pieces of your expertise, like audits or training sessions. This approach uses your existing skills and reputation to launch new income channels with less risk.

For example, if you run Google Ads for clients, you already have the skill to audit an account. You could sell a one-time "Google Ads Health Check" as a standalone product. This doesn't require a monthly commitment from the client, so it's easier to sell. It also introduces new clients to your agency.

Another simple start is retainer variation. Instead of one standard retainer for managing ad spend, create three packages. A basic package might just be reporting and light optimisation. A premium package could include full management, weekly strategy calls, and creative testing. This lets you serve different client budgets and needs.

These first steps create multiple income channels from your current work. They don't require building something completely new. You are simply reorganising and repricing your expertise. This is a low-risk way to begin your diversification journey.

What are the best new revenue products for a performance marketing agency?

The best new revenue products leverage your core analytical and platform expertise but deliver it in a scalable or productised way. Top options include strategy consulting packages, training programs, proprietary software tools, and affiliate partnerships on recommended tech stacks. These products often have higher margins than pure ad management.

Strategy consulting is a powerful first product. You move from "doing" the work to advising on it. You could offer a "Quarterly Growth Roadmap" service. Here, you analyse a client's data, market, and competitors, then give them a step-by-step plan. They execute it, or you can. This positions you as a strategic partner, not just a vendor.

Training and education are excellent passive income opportunities. You could create a video course on "Mastering TikTok Ads for E-commerce". Once made, you can sell it repeatedly with little extra work. Hosting live workshops or webinars is another way to monetise your knowledge directly.

Many agencies also build simple software tools. This could be a dashboard that pulls data from all ad platforms into one report, or a calculator for customer lifetime value. You can sell access to this tool. If you recommend certain software to clients (like analytics or CRM tools), explore their affiliate programs. You might earn a commission for every client you refer who subscribes.

How do you create passive income opportunities as an agency?

You create passive income by building assets that generate revenue without your team's direct, ongoing time. The goal is to decouple income from hours worked. For performance marketers, this often means digital products, software, or educational content based on your unique methodologies and data insights.

Digital products are the most common path. This includes online courses, templates, and e-books. For instance, you could sell a "Performance Marketing Campaign Launch Template" pack on Notion or Google Sheets. It includes your briefing forms, tracking setups, and reporting frameworks. Clients buy it once and use it forever.

Another route is building a small SaaS (Software as a Service) tool. You don't need to build the next Google. Start with a simple, useful tool. A "ROAS (Return on Ad Spend) Simulator" that lets users play with numbers could be valuable. You charge a monthly subscription for access.

Membership communities are a growing passive income opportunity. You could create a paid community where you share weekly market insights, algorithm updates, and tested ad creatives. The key is that the content is valuable enough for members to pay a recurring fee. This creates a predictable revenue stream that isn't tied to any single client project.

How should you price and package new revenue streams?

Price new revenue streams based on the value they deliver, not just the time they take. For productised services, use fixed-fee packages. For digital products, research competitor pricing and consider subscription models for ongoing access. Always calculate your gross margin (revenue minus direct costs) to ensure profitability.

For a new consulting package, don't just charge by the hour. Bundle your expertise into a clear outcome. Price a "Funnel Audit" at £2,500, which includes a detailed report and a one-hour walkthrough. The client knows exactly what they get and the value is clear.

For digital products, look at what similar products cost. A comprehensive video course might sell for £297 to £997. A template pack might be £47. For software tools, a monthly subscription (SaaS model) is standard. You might charge £29/month for basic access and £99/month for a premium tier with more features.

Critically, you must track the economics of each new stream. If you sell a course for £500, but it costs £200 in platform fees and your time to create it, your gross margin is 60%. Compare this to your service margin. This data tells you where to focus. Specialist accountants for performance marketing agencies can help set up this tracking from the start.

What financial metrics should you track for new income channels?

Track the gross margin, customer acquisition cost, and lifetime value for each new income channel separately. This tells you which products are truly profitable and worth scaling. You also need to monitor cash flow, as new products often require upfront investment before they generate income.

Gross margin is your starting point. For a service product, calculate all direct costs: the time of the team member delivering it, any freelance help, and software used specifically for that service. What's left is your gross profit. Aim for at least 60-70% gross margin on new products to make them worthwhile.

Customer acquisition cost (CAC) is crucial. How much do you spend on sales and marketing to land one customer for this new product? If your new audit service sells for £1,000 and you spend £300 on ads and sales time to get one client, your CAC is £300. Your gross profit needs to be much higher than this.

Finally, track lifetime value (LTV). Does the customer buy once, or do they come back? A client who buys a one-off audit might later sign up for management, increasing their LTV. Understanding these metrics prevents you from pouring money into a product that seems popular but isn't profitable. To see how your agency stacks up financially and identify where new revenue products could fit best, take the Agency Profit Score — a free 5-minute assessment that reveals your financial health across profit visibility, cash flow, and more.

What are the common pitfalls in agency revenue diversification?

The most common pitfalls are spreading resources too thin, underpricing new offerings, and neglecting the core service that pays the bills. Agencies also often fail to validate demand before building a complex new product. Another mistake is not having the right financial systems to track the performance of each new stream.

Launching too many things at once is a classic error. You might try to build a course, a software tool, and a consulting arm simultaneously. Your team gets distracted, and nothing gets done well. Start with one new product. Get it selling and profitable. Then consider the next one.

Underpricing is another trap. Because you're used to pricing based on ad spend percentages, you might undervalue your intellectual property. A strategy day of your time is worth thousands, not hundreds. Research what the market will bear. As highlighted in a Forbes Agency Council article, value-based pricing is key for diversified offerings.

Never let diversification hurt your flagship service. Your core client work funds your experiments. If service quality drops because you're focused on a new course, you risk losing your main income. Dedicate specific people or time blocks to new ventures, keeping your core team focused on client delivery.

How does revenue diversification affect your agency's valuation?

Revenue diversification significantly increases your agency's valuation by making it less risky and more predictable. Buyers and investors pay more for businesses with multiple income channels, especially those with recurring revenue and high-margin products. It shows strategic thinking and reduces dependency on any single client or service.

Agency valuations are often based on a multiple of your sustainable profit. A diversified agency with stable, recurring income from products and retainers will command a higher multiple than an agency with volatile, project-based revenue. It's seen as a safer, better-run business.

Specifically, having passive income opportunities or productised services boosts valuation. These income streams are considered "high quality" because they can scale without linearly adding more people. They demonstrate that your agency owns valuable intellectual property, not just people's time.

If you ever plan to sell your agency or seek investment, starting diversification early is one of the smartest things you can do. It can take years to build a meaningful product revenue stream. Starting now, even in a small way, builds the foundation for a much more valuable company in the future.

Getting performance marketing agency revenue diversification right is a major competitive advantage. It builds resilience, unlocks new profit, and makes your business far more valuable. The journey starts with packaging what you know into a new offer. If you'd like to understand your agency's current financial position before exploring new products, complete the Agency Profit Score and get a personalised report on your agency's financial health across Profit Visibility, Revenue & Pipeline, Cash Flow, Operations, and AI Readiness.