Sailthru Announces Record-Setting Growth As Retail and Media Brands Embrace Retention as the Critical Driver of Profitability

68.5 billion personalized emails sent in 2015; further growth
anticipated as customers adopt advanced solutions from Sailthru

NEW YORK–(BUSINESS WIRE)–Sailthru,
the leading Customer Retention Cloudsm for the world’s top
retail and media companies, announced today it achieved record
performance across multiple corporate metrics, reporting increases in
revenue (299 percent) and employees (105 percent) from 2012 – 2015. In
2015 alone, personalized email send volume topped 68.5 billion messages,
representing 94 percent growth over 2014 and making Sailthru the largest
sender of personalized email in the world. This rise follows Sailthru’s
increase of market share among the largest retailers and media companies
by 80 percent and 70 percent, respectively, since 2014.

Sailthru’s predictive data has demonstrated that up to 95 percent of
future revenue will come from as little as five percent of a brand’s
existing customer base. When combined with data from leading analyst and
consulting firms, including Forrester Research, Gartner and Bain &
Company, the latter of which reports that a five percent reduction in
churn can increase profits by five to 95 percent, they validate the
opportunity for further investment in retention-focused strategies and
technologies.

“When companies focus their efforts on retention, they create
significant opportunities to outperform their peers,” said Neil Lustig,
CEO of Sailthru. “Modern marketers understand that human connections
matter now more than ever before. At Sailthru, by connecting with
customers as individuals, a marketer can deliver a better and more
relevant experience that also optimizes every revenue opportunity.
Moreover, many of our marketeers now use our predictive analytics
capabilities to power profitable customer acquisition strategies based
on retention data. By comparison, legacy technologies are prehistoric,
inexact, and unresponsive to the changing consumer landscape. Sailthru’s
continued growth, stemming from our relentless focus on customer
success, parallels the increasing focus on retention and customer
lifetime value among leading retail and media companies.”

Key Corporate and Technology Highlights:

Growth: 2015 was Sailthru’s inaugural year on Deloitte’s
Technology Fast 500 list for North America. Sailthru’s #88 ranking was
the highest ranking received by a marketing technology platform
specializing in personalization, automation and cross-channel experience
management. 2015 revenue continued to increase from new customer
acquisition and retention, with Sailthru posting a net dollar retention
rate of more than 100 percent in the last two quarters of 2015 as
existing customers expanded use of Sailthru’s product and services.
Additionally, Sailthru experienced 71 percent growth in multi-year
commitments in 2015, signaling deepening trust among buyers.

Market Penetration: Retail and media companies comprise more than
95 percent of Sailthru’s customer base. Since 2014 Sailthru
significantly grew its market share among the largest companies in both
industries. Internet Retailer releases an annual index of the 1,000
largest online retailers and Sailthru’s penetration rose 80 percent
within that cohort. Similarly, comScore provides marketing data and
analytics on the world’s largest publishers, and Sailthru’s penetration
of the top 2,000 global publishers increased by 70 percent.

Volume and Stability: Sailthru made significant achievements in
both volume and stability in 2015.

  • The customer retention platform now manages 1,622,196,701 unique
    worldwide consumer profiles.
  • Total email send volume grew 94 percent YOY from 35.3 billion in 2014
    to 68.5 billion in 2015. Sailthru is now the largest personalized
    email sender in the world.
  • Sailthru supported customers by helping them achieve their marketing
    goals with the execution of 2,095,037 distinct marketing campaigns
    through its platform in 2015, representing a 74 percent increase YOY
    from 2014.
  • During the retail holiday season — from mid-November to the end of
    December — Sailthru delivered 11.3 billion personalized email
    messages with 100 percent API and UI uptime.

Technology: According to a recent study by Retail
TouchPoints
, 55 percent of marketers cite customer data volume as an
extreme or significant barrier to improving customer experiences and
messages across channels; however, 82 percent of US and EMEA senior
marketers plan to increase spending this year on multichannel campaigns
as reported by LEWIS.
In 2015, Sailthru continued to deliver innovative solutions to the
market in response to ongoing challenges and the growing importance of
channel integration including new product enhancements that:

  • enable cross-channel personalization of email, onsite, and mobile
    experiences in real-time, resulting in higher revenue per customer
  • predict 365 day revenue per customer, enabling better revenue
    forecasting and optimization
  • expand its retention analytics capabilities which empowers marketers
    to take the long-term view and combat short-term decisions
  • improve platform ease-of-use for rapid adoption of its full
    capabilities

Partners: Sailthru launched its partner program, Compass, in June
of 2015, which now comprises over 50 companies across commerce,
payments, CMS, CRM, advertising, and fulfillment, and includes Facebook,
WordPress, and Magento. Customers can activate dozens of pre-built
integrations, including Demandware and hybris, to easily leverage
Sailthru’s powerful customer retention solution with these core web
platforms.

Key Customer Quotes:

“We’re extremely focused on customer retention at JustFab. It is much
more cost effective to retain a customer than it is to acquire new ones.
We want to make sure that everything we put in front of them is relevant
with the goal of retaining them. So it goes hand in hand with the tactic
of personalization, the goal of retaining our members for as long as we
can, and generating and growing their customer lifetime value. Sailthru
definitely helps us with our retention efforts and Sailthru has really
been the first company that has been a true partner to us.” Monica
Deretich, Director of CRM, JustFab

“In today’s day in age where you have a ton of data available to you,
you have to know how to use that to personalize an experience for the
consumer. If you’re not doing that, you’re losing. Consumers are
expecting to be delivered online content when and where they want it. I
don’t think that each technology that’s available can deliver on that
one-to-one personalization. We looked at a number of solutions and
although they promised personalization it was really segmentation. And
that’s what Sailthru can do: really dig in on a one-to-one basis and
allow us to individualize in that way.” Keith Ferry, SVP of Digital, The
Blaze

“Sailthru is not just a technology company, it’s a competitive
differentiator. While the larger marketing clouds move quickly, we
needed to move faster. Sailthru allowed us to level jump to where we
needed to be, and what they have coming to market will allow us to once
again make another jump. Not only are they ahead, but with the products
being fully integrated—legacy vendors just can’t compete.” Taylor
Reynolds, Director of Ecommerce, The Clymb

About Sailthru

The Sailthru Customer Retention CloudSM helps modern
marketers at leading retail and media companies build deeper,
longer-lasting relationships with their customers. Sailthru personalizes
individual customer experiences across digital communication channels –
in email, on a brand’s website and in their mobile applications.
Sailthru-powered 1:1 relationships with consumers help drive higher
revenue, improve customer lifetime value and reduce churn for more the
world’s most innovative publishers, including The Economist, Business
Insider, and The Huffington Post, and the world’s fastest growing
retailers, including RentTheRunway, JustFab, and Alex and Ani. Founded
in 2008, Sailthru is headquartered in NYC, and backed by an exceptional
group of investors, including Benchmark, RRE Ventures, DFJ Gotham, Scale
Venture Partners, and AOL Ventures.

For more information, please visit www.sailthru.com.

Contacts

For Sailthru
Kate Gundry, 617-797-5174
press@sailthru.com