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Cultivating sell-side analysts and institutional investors

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.
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Two businesswomen working together on a digital tablet and laptop in an office

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.


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.