SPT - Earnings call transcript Q4 2024

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Operator

Thank you for standing by. My name is Christina, and I will be your conference operator today. At this time, I would like to welcome everyone to the Sprout Social Q4 2024 Earnings Conference Call. [Operator Instructions] I would now like to turn the floor over to Alex Kurtz, VP, IR and Corporate Development. Alex, the floor is now yours.

Alex Kurtz

welcome Social's and earnings quarter operator, call. you, to fourth Sprout XXXX Thank

we discussing All in of Ryan released results which pursuant to forward-looking. QX can views by issued opportunity, will XXXX. of are words found the We are subsequent be upon With representing expected website. or our announced presentation, the our Barretto; and and our as views be duty XXXX can close statements. today call other me intend, only, And not concerning and such on our investor Preto. Today's as outlook, reflect Act be identified Social's expect, These plans after today, any others, believe, made our have Del updated also relied statements include, CEO, and statements, should Securities These not our anticipate, will contain Sprout to seek, update and Reform which be market release statements as harbor of objectives, are provisions including do the statements will. CFO, Joe future at these certain Private financial Litigation forward-looking historical undertake plan, statements, any than safe of performance, fact, business our among press and and date.

actual could Forward-looking materially. statements address matters uncertainties to results to cause differ risks that that are subject and

as our our actual XX, XX-K with refer recently For discussion well SEC, please for affect December year of the XX-Qs. important XX-K results, fiscal and most be XXXX, ended could risks and our as filed filed that on the annual other the to to report Form factors

turn to principles. accordance accepted discuss the are are most investors.sproutsocial.com. With will measures, will to available directly call is which non-GAAP reconciliations GAAP furnished me along not in website financial accounting prepared these with in During that, of the on measures, at our the fourth which quarter release, Ryan. be Ryan? financial the comparable measures, with earnings SEC let call, financial we generally our included to Definitions non-GAAP and over

Ryan Barretto

Alex, and quarter of results earnings fourth quarter year-over-year of XX%. for We you, revenue Thank our $XXX.X fiscal welcome million, reported growth XXXX. to representing fourth with call

improvements $XXX.X growth. to performance Sprout execution XX% build remaining to has obligations, I for represented out hard the million, want their year-over-year team allowed thank work to which quarter current marked reached close remained momentum us and the enterprise XXXX. Their for a growth, stronger foundation in growth beyond. by in Our focused QX, in cycles. ACV our future We steady consistent scrutiny, retention, with in cautious budget XXXX environment demand QX and continued sales and investments, saw gross segment. The prolonged

$XX,XXX measured XXXX. FY taking expecting Given success our customer our and these delivered In and demand in approach strong we're ARR teams results trends, to FY in in QX, clear adds securing a net agreements. XXXX, growth, cRPO track our both go-to-market of multiyear our enterprise to with indicators annual

grew segment the with represent We momentum These Further $XX,XXX functionality, particularly also year-over-year XX% share success largest inbound momentum, a market as enterprise with the and closed growth QX business. capabilities. XXX increasingly channels, of both ongoing results FY our competitive believe unique Sprout's position and history This a favorable company. our trends continues of highlight services and to upmarket opportunity marketing is business was base. ACV outbound the solidify enterprise-level in strategy. We win XXXX revenue influencer in with Fortune financial evident Sprout, a this revenue over from healthy steady in landscape larger for AI in creating new care, our across to underscoring saw overall pipeline our the we

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to Expect available more proprietary than optimal intelligence X just predictable to from marketplace. we helping We're messages elevate uniquely unlock without Processing just drive our our platform. vault surfacing and solutions and address customers. designed for XX,XXX Ultimately, in insights, able efficiency. the From with is products AI are massive leaving all per and Customers customers customer because content isn't and customers differentiates customers' the our execution, the and strategy. AI development ecosystem; the from Our key data cutting-edge our for one, outlined Sprout: solutions expand believe evolving year big, not Sprout enterprise; I woven of Sprout's for content performance success. Last everyday hear they automating we across a Sprout's of the data needs. us billion number fuels almost our and health creative win the is that and solve growth their number understanding workflows all expanding believe three, generating strategic are platform. we're vision anticipate this drive account drive customer about actionable number Sprout day for deep for them penetration. positioned we more foundation win and build drivers it partnership helping other improved networks. social future today's number quarter, This challenges, to the throughout dataset our adoption; two, X customers, and four, to

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the product in key releases Let's start quarter. with

growth the seen adoption our Assist over increase AI of have year-over-year we our capabilities. usage AI, last the in a accelerating For XXX% in of strong highlighting content, year and features AI AI-generated

listening by released includes Assist quickly AI our queries. insights social Assist. their critical understand from charts our also AI Chart to posts, metrics. features This posts, AI marks customers can and the with conversations, enhancement Analyze XXth that of summarizing summary now also help our key recommending capabilities We enhancing just generating automated an Assist like

deeper, For listening, with high-impact expanding platforms. social real-time insights intelligence we're from

XXXX, on XXXX. gives of for a full valuable comments, our direct partnership consumer impressions, growth Our sentiment. connection announced access in Reddit and and innovation February This we of unfiltered in source richer brands significant Sprout's with to builds and unlocking potential including see launch Reddit engagements, expanded opportunities conversations, to

insights. distributed organizations strengthening brands complexity For scale. We're enterprise and governance to scalability, intelligence, exceptional compliance managing at latest By agents and manage security, improving analysis and while Large automation for built high-volume tools surfaces speed, consistency at precision, we're sentiment innovations service Enhanced networks confidence. real-time faster control. oversight, enable deliver across care, customer advanced to with our helping help and are social teams move brands scale. with need engagement

permissions, while and is and automatically allows reducing data our to at admin tools regulatory administrative while information, priority, sensitive security. And Our trust. beta compliance messaging Managing brands new is also which access our personal establish masking strengthening as role-based and reducing controls enterprises identifiable top other brand redact to new sensitive burden, help risk. create of why a remains with aiming assisting alignment protection organizations management customer complex data protecting approved release content simplify distribute scale, across critical, information

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and media team's with a corporate Our with global their second success took Sprout, XXX scale a needed with to customer. marketing The over had adoption this still company early implemented solution security for marketing grew, just team. started company with major centralized pharmaceutical platform, Sprout's users X inefficiencies posting could risks. it drive workflows low natively, When managed streamlined previous platform, XXX story of requiring and a and all social intuitive and their Due fast experience, highlights with clear long this struggled choice that controls, creating a Fortune social access the to made new in they policy they adoption leaders secure notice. expansion adoption. be users posts a quickly that management through

effectively. to organization, fully also to performance, only our efficiency, reinforcing across and into helping deployed social enterprises brand's insights not Now the platform deeper rely as their but role is compliance with their aiding on scale provide Sprout

and to across single faced third efficiency. approach, unnecessary slowed they experiences Sprout With inadequate a for and their Fortune Our multiple major times, with needed have into a that reviews agent data integration, story scalable highlights switching created to This both interaction complexity and transformation silos at and the systems operational they social, Managing service cloud email, insights leveraging By inaccuracies, fewer challenges customer reporting, standardization, deliver support and reduced improving retailer productivity their a resolution more customer inefficient led errors, to and agility driving scale. previous workflows, our teams platform, eliminating from tool. phone, and manual and XXX their consolidated more satisfaction. connected a seamless customer now faster and down.

full journeys education in Sprout's driver empower is and in professional effort growth on success onboarding, the to from to we drive customer in an user second our we're maximize adoption one. maximize investment services, Our to sharper to designed value. are with all users across launching adoption insights targeted In accelerate unlock customer potential To behavioral and customer and community a ROI, long-term also XX,XXX-plus focus day health, expansion that and deepening XXXX, our new platform.

Ads on first social Moving our the roll partners Assistant out integrated accounts, seamlessly our leadership AI Sprout it data to strengthens By we'll accounts also easier to into and smarter, solution to to our boost drive and at own reach only Agentforce, digital engagement scale. We're capabilities, efficient with Cloud effectively. marketing driving new excited underscores excited directly not campaign continue Salesforce. Cloud, connect deep to Sprout and now brands outcomes. but through Meta content largest to We're endorsements that integrates with into Service for strong the and with businesses to faster view third our new advanced partnerships with strategic stronger media Partnership This enabling bring this with our customer and budgets. engagement partnership more AI reach leveraging amplify reinforcing that for resolution. expansion allows streamlining creator-driven only Agentforce announce ad for brands to both driver, API, commitment Sprout Marketing authentic with customer in influencer from social some case latest integration complete content is our This Influencer more Service making expand of Social Salesforce's helps to improving businesses efficiency, invest our global audiences and their better integration promotion the workflows.

strengthening and selling more targeted a customers. the customers teams supported and both new approach to structured clear Our to premium fourth that is through a identification with driver of our case mapping. guides approach a value field journey, executing value deepening disciplined, We're drive expansion modules, use full customer by highlight with generation also platform we're sales greater incentives playbook-driven Sprout. through expansion XXXX, across seeking pipeline existing In engagement account to and

contributors value, to strategy. This executive Asia, aligned, to focused, international coverage committed emerging refining lifetime our efforts growth sales our individual and customer across and the believe and maximize We executing on markets. is from LATAM, to our we're vision. on Europe, position focus these will us Lastly, go-to-market key team, to of expansion, markets impact increase accelerate leadership,

Joe business are brand the for driven automation. help increasing shifting in role is the deeper organizations These our about it what's and to shift. that, through forward financials. along way. And navigate I'll run over our this with excited progress turn look to Joe? I'm to Sprout opportunity, AI-driven need investment, by expanding to to and evolve, well-positioned and behavior, ahead dynamics Social's the sharing consumer continues

Joseph Del Preto

and I'll guidance. Thanks, our run Ryan. financial now through results

quarter reaching results for in first fourth non-GAAP history. operating Our quarterly operating were time margin XX% the over by highlighted

wins, a the outlined growth sequential were quality larger of dollars, and few by earlier cRPO Solid the in that enterprise Ryan.

multiyear continue year increase the the to contract our renamed Marketing, rates acquisition. recently the that annual the I the growth our to Tagger, focus. company's note in duration also would of of teams strongest as and exited highest sales enterprise also history, Influencer had We with mix since one

We operating X.Xx a the grew We drive cash progresses, up field on flow flow will the year year non-GAAP the on broadening in number year to motions. We more $XX,XXX contributing as key of allowing ability a year basis. free see generated for year-over-year strong ARR as fiscal XX% our a focused grew year-over-year opportunity of Revenue fourth during $XX.X remain revenue product evaluate continue $XXX.X during remain our leverage XXXX, The number over $XX,XXX, up against from more basis to growing increased greater cash from fiscal million, XX% funding a $XX,XXX summary than our $XX.X up year free contributing from was ACV quarter but XX% non-GAAP ago. committed and to profitability in in year year-over-year. in comparison. of year-over-year on $XXX.X QX representing to million this teams The and million up XXXX, almost we quarter. fiscal X% growth market XX% ago. a initiatives. On and million $X.X the was a growth. Subscription quarter cross-selling ARR customers million, a customers was than

Ryan enterprise drive growth to totaled module and remains rates, million, care. RPO up year-over-year. focused marketing strengthening mix $XXX.X earlier, exiting As influencer ACV attach a QX XX% our up higher and and shifting $XXX.X as on from strategy discussed to premium customer million such

from outlook. demonstrates that operating operating record equates million of margin ahead RPO next $XXX.X totaled to of or $XX.X revenue our year-over-year. of This $X.X over our non-GAAP here of income We which a progress margin. XX% the XX profile. million, and quarterly on our year expect a and months, was cRPO We're Non-GAAP to recognize end a operating total for of continued XX%, growth rate pleased growth margin million, implying the focus a is as ago high well up XX.X%, our

implemented prove organization. in efficiency we the our noted restructuring effectiveness and of QX, R&D to our during As last we a call,

$X In results. of XXX% non-GAAP excluded or rate, net million we in compared from was XQ to recorded dollar-based a our XXXX, was retention a As restructuring that result, our overall approximately XXX%, NDR, expense XXXX.

excluding dollar-based to compared XXXX, was retention SMB XXX% in in XXX% Our XXXX. rate, customers, net

Before us moving macroenvironment to take on the Based current data traditional we XXXX expect reflects we a to cycles, enterprise on look and the view guidance, a in gathered few business. that more how at additional the fiscal comments. measured on sales

not mentioned experienced fiscal customer that demand what we focus XXXX. XXXX a change fiscal a we Please note also on in environment the during QX, with to success. do implemented Ryan from we As expect primary earlier, restructuring in

severance record will We expense approximately XQ expect a to our results. non-GAAP excluded million from $X.X be that of

last organization. reallocate to into intend For quarter, we back resources the our customer-facing

Now on to guidance.

For of quarter the XXXX, revenue $XXX.X $XXX.X range expect million to first we fiscal in the million. of

We operating million. in income of to expect non-GAAP the $X.X range million $X.X

and expect $X.XX assumes net million non-GAAP income per of shares XX.X approximately stock average common basic between outstanding. $X.XX. We share This of weighted

XXXX, full the to $XXX.X we of million year million. $XXX.X range in For the expect revenue

For expect we the income to in of million operating full $XX.X range XXXX, non-GAAP year $XX.X million. a

between million stock in $X.XX net approximately net fiscal common expect across We the weighted distribution income note of assuming share $X.XX, outstanding. A X non-GAAP per quarters and average XXXX. shares share per small basic income non-GAAP $XX.X about

net due slight QX to a second have from seasonality to decrease QX. operating We and then QX expense grow from through quarter our QX income expect trends, to QX per share non-GAAP in to our

us. With Ryan, create your that, to X to fiscal and intend demonstrated Operator? We continuing the any opportunities expand as we've to grow for on operating flow the to Looking look Alex, annual of with basis ahead, to our last capacity are more we we innovate questions. happy company and the leverage believe I to deliver cash forward sales has free the year, our an for on over and and customers outlook take years.

Operator

from first of [Operator Genuity. the Instructions] Hynes line question comes Canaccord David Your from

David Hynes

the for color. thanks Ryan,

about identification pipeline get liked. like have pipeline So said done? in initiatives last you looks and growth still help Account a with that think, that little entered going that curious, then playbook. 'XX. are year, going. you refining international go-to-market me retrospect, that would it what's underway, less than And have to in entering outlined I'm that I work you progress? 'XX would what been right? think mapping, look, you Just Has Is

Ryan Barretto

going within year, the mentioned in way good was as that that Yes, DJ, opportunity on creation. frame best a the year in parts there. just on thanks in Wolff it our We've pipe in in of have where key of growth, we with I and remarks of our to of pipeline key on of got see enter Mike year and ideal then enterprise great a a and grown. this and both outbound, on call. profile. focus accountability has a lot some and through QX the bunch had prepared That specifically really the group. metrics initiatives that pipeline tremendous inbound the and for saw a team are lot we customer we our focus growth the business amount

that place are So in there's of success a good end bunch and today, we year. as those we're things the seeing

David Hynes

Yes, you. maybe follow-up a helpful. for Joe,

Just we're about guiding the curious think in levels I how thinking margin on right? that guidance the QX. we're 'XX, for delivered year you've below full

a You would restructuring. we'd margin in That to up expansion. set little ] be [ doesn't small I with get the did more seem have in numbers. the less a bit 'XX, little maybe thought growth

the through thinking should margins for talk as it play out 'XX. around Just

Joseph Del Preto

question. Yes, the DJ, thanks for

guide coming the wanted growth invest think of similar year. the in to if we've to we we earlier give first throughout ourselves the we the were to when I the year, done opportunities past, in flexibility year to in see what

in so, similar And the then historically. you overperforming to see we're incremental will the business. DJ, leverage extent And approach very taken that revenue, we've on

proven we've standpoint, we leverage lot higher. years from end think where the that over the last we handful usually year are of start I that where a a

over about good ability our to feel so, year overperform the on that. And

Operator

next of from Your from comes line question Raimo Lenschow Barclays. the

Raimo Lenschow

out and What things little down comes a is growth getting you're further Because [ maybe everyone trying about obviously on putting still assumptions excited are marry better on the bit. that? to that you guidance there? stay in getting economy the are I'm the How there. ] do

Joseph Del Preto

measured in bit this a one overall my We're is, doesn't the taking we're on Raimo, the question, on guidance, to in any [Technical we've is so called done so two, the for our you it approach out that coming we Number prepared or environment more into your little thanks XXXX called look XXXX I in guidance. point, Difficulty] at guidance Yes, remarks. get when XXXX, from past. demand assuming better out, the unchanged

if thing of data look our demand other now, in got XXXX, we've at year sales you to and environment. The is ability a full execute this

think So more I will say we visibility environment. And our a our coming about the execution say up feel way thing you and lot year, really encouraged we're we this ended into confident the second then we the half we're of I'll last logo in saw QX is, wins, if with about big momentum and market. the cRPO this the in momentum the into demand seeing

in feel good guidance about XXXX. And set way the so, we

Raimo Lenschow

as we time And new it's should aware this of? that of go-to-market, then, et to Obviously, any the where the changes Ryan, starting be year, the cetera? that happens year we're

Ryan Barretto

the Yes. Thanks question. for

fine-tuning. I think, the margin, have to any some change some to the on fiscal new and adjustments going you're in the going year,

on operations. course that pipeline, the are these us common off turned making think to all done faster just on we've the revenue focusing pretty and than then are in the before, races. focusing team's in ever things through I We've year, for the sure that year

So here. out call I'd nothing that else

Operator

line from Stifel. the next of Your Parker question from Lane comes

J. Lane

forward, you retention Ryan, that's that how mapping impact going we approach around of here a orientation see motion? dollar-based start to the out customer out platform going about net you and Can into pretty rates what forward. going goes you more ideal called as the path for to selling talk that specifically towards more push an a just selling

Ryan Barretto

we we question. Yes. a right lot for starts have of It off Thanks with with. really see making of the customers opportunity sure profile the that that the

revenue and knowing team of the in lot we've that that the seen operations as phenomenal some the ideal customer the from from profile So customers of products has out with accounts delivered as question about expands that been cross-section our coming before, logos and we success about and The and that there, we've innovation QX really I a we've a just of enterprise the mentioned perspective, talked just the job of product need. land doing think these a discussed. us

combination the the making ideal that go-to-market profile organization And opportunities. making products we're got So that's that clear is customer playbook. those what's gone this is, sure it support that just the enablement knowing really really your customers, then into you've and and of on and those sure

J. Lane

ask content. cases Clearly, the And a explosion that recently. around use of ton wanted Ryan, in AI-generated I to you about

You've models, sure frequently here, How ability to you media. seen about long-term think extracting XXXX? benefit application lot Sprout's that pretty new model make to those business And here a value that? video creation updates in and to social do the from what's of explosion content for directly you're enough from

Ryan Barretto

We're excited. incredibly Yes.

all see getting are of insights releases value campaign that As customers on the in even just work data had that customers in a if from investing. processing about smarter a and AI we content think about product, places in remarks, XX,XXX customers. customers, management, of we're speed intelligence now the nearly and that to creation, the you all XX get they're have I Assist up help messages productivity we they're prepared I you our think that the can our tremendous And opportunities. mentioned with these today to showing unstructured way in and we're a X of the within we've things and are just think front our terms that in just you that billion that providing customers, scale do day, there's And the so opportunity much

from as this to us hear more So well. expect would on I

Operator

comes Blair Arjun from next line Your Bhatia of William & question from the Company.

Arjun Bhatia

Ryan, interesting. to start off with you, selling the approach is platform

and think can certain you customer a certain a the care think candidate influencer, going of you do about it finding go-to-market about profile and talked Like, Is for Like, that you size, about adopt about the base do those? those? you industry, just what every have is that change sense for vertical? a might attract you certain a earlier? a you when how So that how about think go those right portion products

Ryan Barretto

good where see If target a I when for think a Arjun. these the they journey. do perspective, I upmarket, needing with we social and about their this more that so Appreciate you're to do customers think these care. happens think about lot going is Yes. in volume are the of on there's of these has today much More customer Thanks, things. But from to sophistication a question. social. within products, trend every and it

many For the one channel. number organizations, becoming it's

terms when thinking and manage and through of companies so, of lot front more volume, you how paid have an here opportunity of organic opportunity, more and about are in early we're now impact need perspective, them. you innings And a that. From in to influencer influencer their the but

early, and opportunity us. upside front we of of we that and pretty we're have in believe a So lot

Arjun Bhatia

the in one that And a I only once year. then if metric. down trended I net know I you know can But it's disclose XXXX. typically bit touch a on retention that's

I you that think going to that to time net the forward, look inflect to you and we a was maybe higher? do How and and the is kind to of should it more maybe health you retention something might existing up, drive base, about some start ramp is that's go-to-market of Or story? expected. more take motion expansions, the cross-sell, when more as upsell, 'XX for But think in XXXX? expect recover customer

Joseph Del Preto

was Yes, Yes, And we a on base. talked XXXX. that year. throughout of expansion part our Arjun, environment saw about within where this the that really of was that on in business. on we real the customer pressure that one. definitely Joe. the result we demand It pressure is I'll And saw take existing this the definitely area NDR put the

your point strong of the retention But looking we the forward, question, on able the really that are much on in Sprout gross annual some XXXX, On in for flipside, to probably you with to the that if higher quality were to these improvements of offset side. They're multiyear look ACVs. customers we're on example, They're at pressure bringing contracts. higher in customers. coming at

overall quality we customers higher believe in And the going forward. will of NDR our drive so, this shift

upon metric so very upmarket. about optimistic And with improve to the move ability that our

Operator

Needham. Your from next Berg the line Scott from of comes question

Scott Berg

little a in I pretty on bit the don't got I it de a or the those QX there thinking them behind if especially QX, minimis QX number last something maybe why of -- a with maybe implies coming quarter of pipelines the you in I basis. look R.B., bookings constructive, deals booking isn't you your saw -- with at know out increase environment higher? you guidance the while that we to momentum unique the about, quarter-over-quarter understand whole you're sound couple I think large [indiscernible] a a is what at it's year, the here. maybe just trying commentary the The have. QX? some of looked touch sales But QX, Is I about very how guidance, know, if

Joseph Del Preto

can. Yes, Scott, and if R.B. here, to in wants he add anything, I'll jump

this covered taking and guidance, fact Scott. And bit we momentum with little the measured QX, year. think I 'XX. we to this way we year. better little any that in XXXX little more more half in get QX, just guidance a earlier, give but want saw the the factoring bit to doesn't includes bit this versus approach a were we out just we're measured in guidance 'XX want we our the the I encouraged When to with this with of really at environment looked a be We're very second the be demand

the the it. I think read quarter. that's else really to at into nothing of There's heart probably

Scott Berg

year. that truly call, able enterprise about should thinking we to you're expecting quarters? seen given as how about we business? of how back, little seasonality And the then talked maybe typical change about much was the moved seasonality we we last the upmarket, be 'XX, couple think business more little If Don't more all different the bit sales market is bit as do you're the see you But that it be this you pronounced? see to think weighted, know cycles. And a end in that start the case? not the a I had in in the go have you of of back-end something QX Or

Joseph Del Preto

would very will that but more 'XX, that's our Yes, trends any Scott, than in we're I you what the and guidance we've 'XX seasonality don't 'XX. into assume back-end I baked think weighted, in different be saw similar definitely versus 'XX

Operator

from the question line comes Porter Morgan Elizabeth of Your Stanley. from next

Elizabeth Elliott

a on little bit to wanted I the influencer marketing ask rebrand.

in exactly it on Just changing the unlock of the terms finer what demand is and side? could could put point do you if rebrand a you in think what

Ryan Barretto

rebrand take Yes. that to that just got leveraging thing were we've Thanks, Social, perspective, main brand lot I Elizabeth. is a From a sure make the Sprout here think equity in away of we wanted brand and equity. to we

solution it Sprout is really our to this influencer marketing also We customers clear Social. by to that make wanted

the of updates seeing lead a the it's I'll was But really number cover lot come and big opportunity back little is And in a of this part as about product the this success remarks, really that's a category. it. on for sharing But talked here into releasing a be this about We a bit across more we're a product prepared in QX. that Sprout that lot and the QX, we excited environment. verticals. we're going innings, of but a So to about great we're early

Elizabeth Elliott

follow-up, ask I the And the couple a growth of then for bit QX a just wanted as XX% has slowed the little Great. to ACV, in last quarters. on

how changes hit the Or have growth? we as ACV starting to the stabilization we upside, we benefiting? Are that about rate to So what's forward go-to-market the trend? downside start should think on a

Ryan Barretto

growth enterprise, We're XX%. Yes. lot ACV up business Clearly, that here. great with the of the we've seen pleased a execution in with being

opportunities and to opportunities customers, expect with more of especially in grow have with to multiproduct continue land our to bigger front We our us.

to continue will that's one part it our an story. of think be those growth I So pieces of important

Operator

Patrick the of Schultz comes question from [ next ]. Your line

Unknown Analyst

that you on ecosystem. 'XX. know just as I the area partner Maybe called a out focus for first

deeper. a Could more know partner called Salesforce and Marketplace other last AWS color or side? Just I performed type little expectations? you're was dig to on that that what the And you And integration on with the go-to-market out is provide quarter. how want technical the relative side focus some this to seeing relationship into of traction partners?

Ryan Barretto

Yes, Yes. ]. the really [ as here were Patrick our Thanks, story a QX. strong Salesforce of partnership we continued part be in to

just released really perspective Service Now we integration that the about work Agentforce a excited into doing are Cloud with Salesforce. from and we're actually the

we've on will You with as talk it the heard be a success us greater about well of partnership Under that had there side, as go-to-market the combination Fortune Armour. and a technical XXX bit then that little retailer, And a see. we

we or and there's Just things back provide workflows tools us any so great or that like many tech data a great partner. think organizations and enable today, really stack, into if you automation of or where such the marketing exist we fit with helpdesk be CRM the in a the about those to

both I things So think see you'll sides. expect to on

Unknown Analyst

you follow-up, quick one know several I past just maybe competitive wins called quarter. too. And the over out

for to is guys why it on favorable your maybe think don't you competitors products hear recent you Sprout. have seeing becoming curious more that in rates Just there certain just are how offer? environment Is what competitive trended quarters. and the I'm win curious

Ryan Barretto

Thank think things Yes, I our success. contributed you. few that Yes. there's really a have to

have continue from a momentum great to We really competitive perspective.

our large or where you tremendous great we've AI, just up adding a starts the of it if been They're is within showing adoption. the is today, products. think number lot in looking of product that with things look or are that to across users the across a really of work organizations. stories to I influencer ensuring the filter value. On of and amount examples care and way we great be way for that that great speed all a And the one that shared the compliance we speed doing it. at that things products deliver looking we weigh value, to are These going really They're platform. for these heavily there's of

market. that all differentiation contributing we I So just to think those the are really have the in

Operator

Markets. line from comes Ader the Capital Your Jackson Instructions] next question from KeyBanc of [Operator

Jackson Ader

that? The on are the, like, Or the larger marketing these of deals social first that Are some sort landed purchase? your is or the making, financial a just larger RFP'ing social lands. you that customer the decisions to company that and example, are looking of is media brands for stack larger with, larger services is is or part there marketing

Ryan Barretto

the question, social Yes. the Thanks These are realm Jackson. within media for management. specifically of

it whether media lens underneath primarily or marketing lens. these Now a social the an management. they influencer vectors might are management, a care media But different be in social customer have or just wins lens

Jackson Ader

Okay.

last benefit. Studio, Okay. year? just question. came into we $XX expected And when million be to The up a was being think then from end XXXX, did that the down I wind What housekeeping a Social like in

Joseph Del Preto

a Joe. not is while. number talked in we've That's this about Jackson, Yes, a

number this disclosing a at point. So publicly we're that's not

Operator

to Thank the questions, no with you. Ryan, over I'll floor And back further turn you.

Ryan Barretto

and opportunities front huge who customers to their have just the want you work. thoughtful incredibly in I thank you Christina. business. look a inspire to time to a Thanks, want for us for tonight and thank joining the to And us and of to the everybody us huge us the and our say very And spending with Great. in say team to contributions best questions. for their hard more I our and of you of work future. Thanks, to course, excited put about have all trust in forward do a our We're night. great

Operator

conclude conference And this does today's call. Thank you.

Have You may great disconnect. a now day.

Sprout Social (SPT) 25 Feb 252024 Q4 Earnings call transcript