SPT Q1 Earnings Call: Enterprise Pipeline and AI-Driven Product Enhancements Take Focus

Social media management software company Sprout (NASDAQ:SPT) reported Q1 CY2025 results topping the market’s revenue expectations, with sales up 12.9% year on year to $109.3 million. Guidance for next quarter’s revenue was better than expected at $110.8 million at the midpoint, 0.7% above analysts’ estimates. Its non-GAAP profit of $0.22 per share was 48.4% above analysts’ consensus estimates.

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StockStory’s Take

Sprout Social’s first quarter results reflected increased enterprise adoption and focused product development as key drivers. CEO Ryan Barretto emphasized the company’s momentum with large-scale brands, citing new strategic wins in industries such as medical devices, food and beverage, and hospitality. Management attributed growth to robust execution in its go-to-market team, with particular strength in expanding relationships with high-value customers. Notably, Sprout Social’s updated influencer marketing platform and integrations with Salesforce and LinkedIn were highlighted as meaningful product advances. The leadership team also discussed continued resilience in customer retention, crediting improvements in onboarding, support, and a newly implemented customer success platform aimed at proactively identifying renewal risks and expansion opportunities.

Looking ahead, Sprout Social’s management outlined a measured but optimistic outlook, centered on continued enterprise expansion, multi-product adoption, and deeper integration with global partners. Barretto explained, "We’re expanding our sales capacity this year and will continue to throughout the first half, which we believe will drive further momentum in our pipeline generation and enterprise coverage." The company expects elongated sales cycles and stable demand trends to persist through the year, but sees opportunities in cross-selling influencer marketing and customer care modules to both existing and new customers. CFO Joe Del Preto noted, “We remain committed to growing operating leverage on a year-over-year basis, and will continue to evaluate our ability to drive greater profitability as the year progresses,” underscoring a focus on operational discipline as the company invests in its enterprise go-to-market strategy.

Key Insights from Management’s Remarks

Management credited the quarter’s performance to targeted enterprise wins, expansion of AI-powered solutions, and enhancements in customer care and partnerships, despite a stable but cautious demand environment.

• Enterprise customer growth: Sprout Social secured several strategic deals with Fortune 500 companies across diverse sectors, leveraging its ability to consolidate social media management for large organizations. The expansion of $50,000+ annual recurring revenue (ARR) customers was driven by tailored solutions addressing complex enterprise needs.
• Influencer marketing platform rebrand: The company relaunched its influencer marketing product, incorporating AI-powered natural language discovery and advanced creator vetting features. This update was positioned to help brands quickly identify and engage creators, reflecting the company’s response to the shift in consumer discovery trends toward social platforms.
• AI and automation enhancements: Recent releases included AI Assist for content generation, customer care features like Agentforce integration with Salesforce, and accessibility tools such as AI-driven alt text for images. These tools were designed to streamline workflows and improve inclusivity for both customers and end-users.
• Go-to-market and sales investments: Management increased sales capacity and implemented a new customer success platform, aiming to proactively manage renewals and expansion opportunities. The sales organization’s focus on multi-product selling was supported by new compensation plans and account intent signals.
• Partnership and ecosystem expansion: The company made progress in global partnerships, particularly with Salesforce and AWS, and began building a network of international resellers to boost its presence in Europe and Asia-Pacific. These efforts were seen as long-term accelerators for pipeline growth and market access.

Drivers of Future Performance

Sprout Social’s outlook is shaped by enterprise sales momentum, multi-product expansion, and ongoing investment in strategic partnerships, all while navigating a cautious macro environment.

• Enterprise pipeline expansion: Management anticipates that growing enterprise pipeline coverage, combined with increased sales capacity, will sustain revenue growth. The company is targeting higher-value customers and larger deals, with the expectation that enterprise adoption will drive average contract value upward.
• Product cross-sell and adoption: The company’s push for multi-product adoption, particularly influencer marketing and customer care modules, is expected to increase both customer retention and wallet share. Leadership sees significant room to deepen penetration within the existing customer base and to upsell new customers at the point of sale.
• Macro stability and operational discipline: While Sprout Social does not expect the demand environment to improve in the near term, management is focused on maintaining operational flexibility and margin improvement through disciplined hiring and expense management. The company is also monitoring risks related to tariffs and federal spending cuts that could affect customer budgets.

Catalysts in Upcoming Quarters

In the coming quarters, our analysts will focus on (1) continued growth in enterprise pipeline and conversion rates, (2) adoption rates of new AI-powered influencer and customer care products, and (3) the expansion of global partnerships, especially through new reseller channels in Europe and Asia-Pacific. Execution on multi-product cross-sell and sustained operational discipline will also be important markers.

Sprout Social currently trades at a forward price-to-sales ratio of 2.7×. Should you double down or take your chips? The answer lies in our full research report (it’s free).

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