A significantly underfollowed software company engaged SMA to attract sell-side coverage and increase buy-side visibility. Our focused targeting strategy, coupled with a well-attended Investor Day, helped to quadruple the company’s analyst coverage and double institutional ownership.
Client Challenge
Low profile on Wall Street
Cutting-edge products, skyrocketing revenue and a visionary management team were not enough to help a newly public developer of CRM software attract Wall Street attention.
A year after its IPO, the company lagged peers in both the number of covering analysts and the percentage of institutional ownership as a percentage of available float. The company sought SMA’s help in gaining parity.
The Sharon Merrill Advantage
Aggressive outreach to investors
SMA launched an integrated investor relations campaign designed to attract long-oriented investors and broaden the company’s sell-side coverage. We set a 12-month goal of setting up at least 75 meetings in key U.S. money centers, increasing sell-side coverage from four to seven, and securing the attendance of 75 investors and analysts at the company’s inaugural Investor Day in Boston.
Results
Increased sell-side coverage and institutional ownership
SMA’s campaign resulted in more than 150 one-on-one meetings across key U.S. money centers over the ensuing year, with institutional ownership climbing from 57 firms to 122. Sell-side coverage increased from four to 18, and 121 investors attended the company’s Investor Day, which garnered rave reviews.
