Case study: Camilla Bartosiewicz of Altus Group talks targeting
‘When I joined Altus Group, the first thing I did was set up my tech platform,’ says Camilla Bartosiewicz, vice president of IR at the real estate software provider. ’I felt like I was flying blind without it.
‘If information is the new currency of business, then these tech platforms give us access to information that would otherwise be very challenging – if not impossible – to gather for free through the traditional ‘relationship’ channels and/or multiple sources.’
Clearly a strong advocate of tech for investor relations where it offers real benefit, Bartosiewicz says: ‘If I had to choose between an additional IR hire and my tech tools, I would 100 percent choose the technology.’
She describes IHS Markit’s IR solution, BD Corporate, as her ‘go-to’ investor targeting tool. Citing its ‘user-friendly interface, reliable data, good customer service (particularly as I expanded our engagement to also include a surveillance program) and the combined access to FactSet’ as the deciding factors in choosing IHS Markit, Bartosiewicz explains that she first began using the tool in a bid to enhance non-deal roadshows and also make more informed decisions on how management’s time is used.
‘Historically, IROs were more dependent on the sell side, whereas today targeting tools have enabled me to be more proactive in engaging with my targets and to even set up my own roadshows,’ she explains. ‘This is especially compelling in the context of Mifid II and the buy side’s waning dependence on the sell side for corporate access.’
Bartosiewicz describes targeting technology as already shifting from a ‘nice to have’ to something that is increasingly ‘mission-critical’ for IROs and says that as the technology evolves and becomes more predictive, ‘it will be a game changer’.
When asked what benefits IHS Markit’s IR solution offers, Bartosiewicz says it is simply improved efficiency and ‘a substantially improved return-on-investment on our marketing time.’ So not especially lofty stuff but hugely valuable to every IR team.
'Whereas historically it was more about maximizing the quantity of investor meetings, today we’ve seen the benefits of focusing on the quality,’ she continues. ‘It’s about meeting with the right investors – the ones that will be more aligned with our strategy, and that are fundamentally more likely to invest. I put a lot of effort into attracting and cultivating relationships with the ‘right’ shareholders that will come along as partners for Altus Group’s growth journey.’
The company is owned by what Bartosiewicz describes as a ‘premier shareholder base’: more than 90 percent institutionally held by predominately long-term-focused, growth-oriented and geographically diverse investors: ‘Our shareholders know our firm well, providing for very productive conversations and more common themes among expectations.’ She adds that these traits don’t just sound good – they have helped the company withstand market volatility.
Bartosiewicz is clearly a serious champion of tecnology for targeting, but says she still finds ‘a lot of value’ in the sell side.
‘Despite the rising popularity of non-brokered roadshows, the sell side will always play an important role and should be leveraged by issuers,’ she says.
This is an extract of an article that was published in the Winter 2021 issue of IR Magazine. Click here to read the full article.