Exato Technologies is an AI-powered customer experience integrator - not a conventional system integrator, but a company that builds and runs solutions on top of the technology it deploys. Founded in 2016 as an analytics company, it won a ₹10 crore video-analytics order from Mahindra Defence in its first year and has since grown into a partner serving more than 150 customers with over 100 engineers across 10-plus countries. The recurring pattern is visible across every stage of its evolution: ride along with a large OEM to win customers, then go deeper with more offerings, consulting, and managed services until the relationship becomes sticky and long-term. # Business segments A single engine with three reinforcing layers - a CX-and-analytics integration core, a communications-infrastructure practice that captures the hardware side of AI, and a proprietary IP platform that is just beginning to scale - all sold together under multi-year managed-service contracts. ## 1. CX and analytics integration: the core engine **Exato designs, implements and runs entire customer-experience platforms for large enterprises - contact centres, AI chatbots, workforce tools and cloud ERP - and earns most of its revenue from the software licences it activates on those platforms.** - **Licence-driven revenue model** - roughly three-quarters of revenue (76%) comes from software licences, with implementation and consulting services contributing another 18%; the company sets up customer instances, activates licences and bills for those services, which makes revenue predictable once a platform is live. - **End-to-end platform ownership** - the offering spans omni-channel contact centres (voice, chat, email, WhatsApp), conversational AI with NLP and generative-AI-powered chatbots, back-office automation using RPA, and workforce-management tools for agent forecasting and scheduling, so the customer gets one integrated stack rather than stitching together point solutions. - **Sticky because it touches compliance data** - contracts run three to five years and individual deals can exceed ₹50-100 crore, because Exato works with customer data inside regulated environments such as bank treasury departments and healthcare, making switching costly. - **Deep in Indian banking and BPOs** - it serves nine of the ten leading Indian banks, counts HDFC Bank and Axis Bank as customers, and has 30-40 BPO/ITES clients including top Indian IT-services firms; BFSI and healthcare are its strongest verticals by domain expertise, while BPO/ITES is the largest revenue contributor at 54%. - **Managed services are the next step** - the company closed a ₹172-crore managed-services deal in March 2026 where the customer outsourced its entire technology stack to Exato, which now decides what technology to deploy and owns it entirely, moving the relationship from project-based work to recurring, long-term revenue. ## 2. Unified communication and infrastructure: capturing the hardware layer **Exato layers cloud-based communication platforms, network infrastructure and AI hardware on top of its CX software, turning single-product deals into broader managed-service contracts.** - **AI infrastructure is the growth bet** - the company is building out a hardware practice to capture data-centre and complete-package deals alongside its AI software, because larger AI engagements increasingly require the infrastructure layer as well. - **Feeds the recurring-revenue model** - infrastructure work is structured as long-term managed-service contracts, which means it generates recurring revenue rather than one-off hardware sales. ## 3. Exato IQ: the proprietary platform play **Exato IQ is an in-house suite of AI-powered contact-centre tools - already live with large customers - that the company is building to shift from reselling third-party licences to earning higher-margin IP revenue.** - **Own IP, not just partner technology** - the platform includes intelligent connectors, automated diallers, real-time monitoring and compliance tools such as Prompt Base Dialer and CompliCall, with ₹6.8 crore allocated for development. - **Already deployed with flagship customers** - HDFC Bank, Axis Bank and TaskUs are using the platform, proving it can win inside demanding enterprise accounts rather than only with smaller businesses. - **Non-linear scalability** - because the platform is IP-led, revenue can grow without a proportional increase in delivery headcount, which is how the company expects to earn better margins than in its core integration business. # Group structure and partners **Exato sells globally but delivers from India, using a network of four subsidiaries and deep OEM partnerships - especially with NICE - to acquire customers in high-value markets without starting from scratch.** - **Centralised India delivery, global sales** - the company operates a hybrid model: it sells in high-value, high-profit locations such as the US, Singapore and Australia, while delivery and 24×7 support run out of Noida, Mumbai and Chennai. - **Four subsidiaries for international reach** - Exato.ai Inc. in the US, Exato.ai Pte. Ltd. in Singapore (where significant billing occurs), Exato Technologies Pty Ltd in Australia (incorporated March 2026), and Exato Infotech Pvt. Ltd. in India for telecom and cloud hosting. - **NICE is the anchor partnership** - a 20-22 year relationship and platinum-partner status across South Asia, the Middle East and APAC (the only such recognition in the region); NICE actively pushed Exato to expand into the US and Australia, giving it an established channel rather than a cold start. - **Broad partner ecosystem** - key technology partners include Mitel (now platinum), Acumatica for cloud ERP, Microsoft, Cisco, Palo Alto Networks, Tata Communications and Cognigy, with a large-AI-company partnership for LLM and go-to-market under discussion.