A Tech IRO’s Bold Moves to Break the Routine in Investor Comms
A couple of weeks ago at a NIRI event, an IRO said something that stuck with us: “We’re doing it all—earnings calls, investor meetings, roadshows—but it just feels like we’re going through the motions. It’s tough out there!”
That got us thinking: Do you need to do it all, and do it the same old way?
A few days later, we heard Zane Keller, Head of Investor Relations at Affirm, on the Winning IR podcast. Zane has completely flipped the traditional playbook for investor communications. He’s either reimagining the old ways or trying entirely new approaches—and the investor community is responding with excitement. Affirm’s fresh take on IR is clearly making an impact.
The episode is packed with actionable insights, but we want to spotlight four innovative strategies Zane uses to educate investors, foster trust, and deepen engagement. Each one challenges the status quo and offers a fresh take on investor communications.
1. Ditch the Script: Shareholder Letters Over Prepared Remarks
Earnings calls often follow the same formula: lengthy prepared remarks, repeated numbers, and rushed Q&A. The result? An audience that tunes out or feels like their time could be better spent.
Here’s a bold move to break the cycle: skip the prepared remarks entirely.
At Affirm, the management team replaces lengthy scripts with a carefully crafted shareholder letter and earnings presentation, shared in advance. These materials set the stage, covering critical updates—like product milestones, partnerships, and market trends—before the call even begins.
The impact? Analysts come prepared, ready to dive into what really matters: the Q&A discussion. By providing key insights upfront, Affirm shifts the focus from passive listening to an engaged, high-value dialogue.
2. Save Time (and Sanity) with Recorded Financial Model Sessions
Explaining your financial model over and over isn’t just tedious—it’s inefficient. Investors hear the same details on repeat, and new analysts are left scrambling to catch up.
Affirm took a bold approach I haven’t seen before. Instead of repeating the same explanations, Zane’s team hosted a live financial model walkthrough, breaking down every detail line by line. Then, they took it a step further: they recorded the session and made it available on their IR website as an on-demand resource.
This move isn’t just about saving time—it’s sharp, efficient, and incredibly useful for analysts who need to model the business accurately. No more repetitive conversations. No more inconsistent messaging. Just a scalable, high-value tool that keeps delivering.
In an environment where IROs are constantly balancing priorities, this is a smart way to lighten the load while adding real value for investors. It’s a fresh take on investor communications—one that challenges the routine and makes interactions more meaningful.
3. Step Out of the Boardroom: Build Trust Through Real Conversations
Investor interactions can often feel like scripted performances—formal meeting rooms, repeated pitches and predictable questions. But sometimes, the most meaningful connections happen in more casual, relaxed environments.
Affirm’s IR team takes a different approach. Twice a year, they host casual investor dinners, often co-hosted by sell-side analysts. These small, intimate gatherings create space for real, unscripted conversations and give investors a chance to meet the broader leadership team—not just the CFO and CEO.
The takeaway? Investors don’t just invest in numbers; they invest in people. Breaking out of the traditional IR setting fosters deeper trust, stronger relationships, and a lasting impression that goes beyond the usual investor touchpoints.
4. Systemize Investor Feedback—And Actually Use It
Understanding investor sentiment isn’t a one-time task—it’s an ongoing effort. To keep a steady pulse on what matters to investors, Zane’s team at Affirm conducts quarterly surveys.
But it doesn’t stop there. The feedback is synthesized into weekly updates for the leadership team, ensuring consistent awareness of investor priorities and concerns. This process keeps leadership aligned with investor needs, allowing for timely adjustments to strategies and messaging.
We’ve seen IROs benefit from similar systems. But when feedback is acted on effectively, it becomes more than just data—it’s a trust-building tool that keeps your story relevant to the people who matter most.
Final Thought
Investor communications don’t have to follow the same old playbook. Zane’s approach proves it’s not about doing more—it’s about being intentional. Small, bold shifts can break the routine and create a real impact.
It all starts with one question: How can we make this better for investors? When you challenge the status quo, you open the door to smarter, more meaningful engagement.
So, what’s one small (but mighty) change you’ll make to move the needle?
Learn more about OUTKREATE’s Investor Relations Solutions
We help Investor Relations teams to ELEVATE presentations for any occasion – be it your Investor Day, General Overview, Quarterly Earnings, Investor Conferences, ESG Updates.
Thinking of UPGRADING your Investor Materials?
Scheduling an obligation-free assessment today
How does your Presentation measure up?
Do you have a major event or a high-stakes meeting coming up? Do you need a sharp narrative and bold design?
Let's connect and we can take a closer look at your presentations. We'll share with you actionable ideas along with real examples that you can apply to improve odds of success.