SEBI’s 35% retail allocation rules mean IPO communication must focus on first-time investors: NorthStar Insights Report
MUMBAI, 7th Oct, 2026: The IPO Communications Report 2026 finds that Indian IPO narratives now have to work for first-time investors as well as fund managers. Retail investors now sit at the centre of India's IPO market. Under SEBI's allocation rules, eligible mainboard offerings must reserve at least 35 per cent of shares for retail individual investors. In US IPOs, retail investors typically receive between 5 and 10 per cent.
Retail investors also account for an estimated 40 to 50 per cent of daily equity trading volume in India and China, compared with 20 to 35 per cent in the US, the UK and South Korea.
NorthStar Insights, the senior-led global risk and communications advisory firm, published the IPO Communications Report 2026, which examines how communication strategy is shaping IPO outcomes across India, the GCC, East Asia, North America and North Africa.
The report finds that Indian issuers are responding with formats that sit alongside the offer document, including short explainers, podcasts, infographics and dedicated microsites. It also records a change in what those stories contain.
In the early 2020s, narratives for new age companies often led with scale measures such as gross merchandise value. Recent communications lead with profitability, positive cash flow, EBITDA expansion and capital efficiency. Companies are also starting earlier, with pre IPO communications often beginning 12 -18 months before the DRHP is filed.
The research also suggests that visibility before a listing has lasting effects. Companies that received three or more pieces of media coverage in the month before their IPO went on to attract, on average, 206 per cent more analyst coverage and 127 per cent more institutional investors in their first year than companies in the bottom third for pre IPO coverage.
The report comes during a crowded month for Indian listings as between 25 and 35 companies were expected to launch IPOs in September, many of them moving ahead of the 30 September expiry of a one-time extension to IPO approvals that SEBI granted because of the geopolitical situation.
Commenting on the report, Arth Malani, founder and CEO of NorthStar Insights, said: "Indian IPOs now have to win over two very different audiences at the same time. A company going public in India has to persuade a fund manager who will read every footnote and a first-time investor who may form a view from a single video, and it has to tell both of them the same story. That makes IPO communications a strategic discipline rather than a drafting exercise. Communications can earn a company a fair hearing, but it cannot substitute for the thing being heard."
The report draws on NorthStar's advisory work across five markets, with perspectives from senior advisor Mark Jackson on Hong Kong and director Seth Gagahina on creative storytelling. Market contributions come from Pranav Kumar of Alkimyx Global, Richard Mahony of KRG Advisors and Sara Gad of Moharram & Partners. The research is backed by the Chartered Institute of Public Relations (CIPR), with contributions from its president, Farzana Baduel.
