Ibotta (IBTA) investor relations material

Executive insights

• Focus on delivering measurable incremental sales impact for CPG advertisers, moving beyond traditional sponsorship and reach models to performance-based marketing.

• Strategic partnerships with major retailers like Walmart, Instacart, DoorDash, Uber, and Giant Eagle have expanded reach from millions to potentially hundreds of millions of consumers.

• The company has shifted its sales organization from geographic to industry verticals, hiring experts to better understand client needs and drive redemption growth.

• Introduction of the CPID (Cost Per Incremental Dollar) metric and LiveLift solution enables clients to set incremental sales targets and receive intra-campaign reporting for real-time optimization.

• Pricing strategy evolved from flat-fee bands to a continuous percentage of product price, unlocking more opportunities for lower-priced SKUs and simplifying client understanding.

Market opportunity and challenges

• The U.S. CPG marketing TAM is estimated at $200 billion, but shifting CPG ad spend to performance marketing is a gradual, methodical process.

• Multi-threading sales approach targets multiple stakeholders within CPG organizations, increasing the likelihood of adoption and deeper integration.

• The main bottleneck to growth is increasing advertiser participation, addressed by engaging brand, finance, growth, and measurement teams directly.

• Direct-to-consumer app usage is declining, but the broader network's expansion reduces reliance on the legacy app for revenue.

• CPG ad budgets are under scrutiny, but the pay-for-performance model and proof of incremental value position the company well for future growth.

Product innovation and competitive positioning

• LiveLift, still in pilot phase, allows brands to set and track incremental sales goals during campaigns, with an 80% re-up rate indicating strong client interest.

• Competitive wins, such as displacing rivals at Giant Eagle, are attributed to the platform's ability to deliver more value and a wider range of offers.

• The company is building a retail network to meet consumers across channels, aiming to be a ubiquitous value provider regardless of platform.

• Sponsorships, such as with the Denver Nuggets, continue as part of a diversified marketing approach.

• The company is preparing for the rise of agentic commerce by ensuring its offers and product metadata are accessible to automated shopping agents.