Sprout Social (SPT) investor relations material

Company vision and market opportunity

• Social media is becoming the primary channel for brand-consumer interaction, with over 50% of consumers checking social before purchases and users spending an average of 2.5 hours daily on social platforms.

• The business has grown from $50M to over $400M in revenue, but adoption among the 200M businesses on social remains low, indicating a massive untapped market.

• Market maturity is still early, with only about 200,000 businesses using platforms like theirs, leaving significant room for growth.

• Leadership believes the next five years will see a shift as social-first professionals become marketing leaders and consumer behavior continues to move toward social channels.

Business model evolution and sales strategy

• The company has shifted from month-to-month contracts to annual and is working toward more multi-year enterprise deals, with renewals and expansions expected to drive stronger metrics in the second half of the year.

• Enterprise sales require more value-based selling and engagement with senior decision-makers, with expansion often occurring across divisions or business units after initial landings.

• New customer acquisition remains the primary growth driver, but expansion and cross-sell opportunities are expected to increase as the company matures.

• Sales hiring and investments are data-driven, focusing on efficiency and ramping capacity only when metrics support it.

Product innovation and competitive differentiation

• The platform integrates with over three dozen networks, processing a billion messages daily, and offers a unified code base for all 30,000 customers, enabling rapid updates and seamless user experience.

• Recent acquisitions, such as NewsWhip, add real-time media monitoring and predictive analytics, enhancing crisis management and positive brand promotion capabilities.

• The influencer marketing product (Tagger) is the fastest-growing segment, enabling brands to identify and engage micro-influencers with advanced search, analytics, and brand safety features.

• The company’s competitive moat is built on exclusive data access, long-term relationships with networks, and deep data warehousing, making it difficult for new AI entrants to replicate their offering.