# 1. Financial Performance ## A. Key Figures * **Revenue:** **$1,610M** reported (+2.7% YoY, +1.5% QoQ) · **₹14,393 Cr** (+2.8% QoQ, +8.3% YoY) * Operating Profit: ₹1,892 Cr (+40.1% YoY) · $211M with margin at 13.1% (+100 bps YoY) * **Margins:** **PAT margin before exceptional items** at **9.2%** (+180 bps YoY); **Gross margin up 120 bps QoQ** * **Cash Flow:** **$194M** FCF in quarter; **FCF to operational PAT** at **123% YTD** * ROCE: 26.9% (improved) ## B. Revenue Growth * **Strongest Quarterly Growth in Three Years:** Revenue momentum accelerated across geographies and currencies, led by **large-deal execution in European auto** and seasonal tailwinds, though normalization is expected next quarter. * **Service Revenue Resilience:** Top-line expansion supported by **1% growth in service revenue**, underpinning stability amid shifting demand patterns. ## C. Margin Expansion * **Ninth Consecutive Quarter of Margin Expansion:** Operating margin improved by ~100 bps QoQ to 1%, driven by **operational discipline, pricing rigor, and favorable mix**, with fixed-price portfolio execution as a key enabler. * **Productivity Gains Accelerating:** Gross margin expansion fueled by **fixed-price productivity program** and **SG&A efficiencies** under Project Fortius, with **currency impact marginal**. * **Profitability Resilience Despite One-Time Hit:** BPS segment showed underlying Q-o-Q improvement post-integration, with temporary dip due to **one-time provision**; fixed-price model continues to drive structural margin uplift. ## D. Cash Flow Strength * **Exceptional Cash Conversion:** Free cash flow reached $194M, with YTD conversion at **123% of operational PAT**, reflecting strong collections and tighter working capital control. * **Working Capital Efficiency:** DSO improved by **four days QoQ**, primarily due to reduction in **unbilled receivables**, signaling better project billing discipline. ## E. Balance Sheet Position * **Capital Efficiency on the Rise:** ROCE improved to 9%, supported by disciplined capital allocation and stronger execution, indicating enhanced returns on deployed capital. --- # 2. Deal Wins & Bookings ## A. Key Figures * **Quarterly Deal Wins:** **$1,096 million** (48% YoY LTM growth) * LTM TCV: **$3.5 billion** * **Mega Deal Value:** **>$500 million** over five years * Annual New Business TCV Guidance: $3.5–4 billion projected based on past 4 quarters ## B. Quarterly Deal Value * **Record Bookings Momentum:** Highest quarterly and 12-month deal wins in five years, driven by AI-enabled services and enhanced go-to-market execution. * **Strategic European Win:** Secured a landmark telecom deal—among the largest in company history—delivering **net new revenue** and expected to contribute meaningfully to FY27 growth. * **Sector Skew & BFSI Progress:** Deal mix tilted toward telecom and hi-tech; BFSI saw strong renewals and new wins including a top Japanese bank and Singapore transformation deal, though net new wins lagged revenue mix. * **Pipeline Conversion Underway:** Strong four-quarter bookings momentum translating into revenue ramp starting H2, with visibility supported by **45% YTD net new TCV growth**. ## C. Client TCV Momentum * **TCV Trajectory Supports FY27 Goals:** LTM TCV of $350 million reinforces confidence in sustained momentum toward long-term aspirations. ## D. Strategic Deal Mix * **High-Value, Transformation-Led Wins:** Secured multi-domain strategic mandates in aerospace, healthcare, banking, and HCM SaaS, emphasizing **end-to-end engineering**, **digital transformation**, and **COE-driven AI/automation** solutions. * **Vendor Consolidation Trend Accelerating:** Capitalizing on client demand to rationalize vendor bases, exemplified by reducing **over 10 vendors to just 2** for an ASEAN telco. --- # 3. Vertical & Segment Performance ## A. Key Figures * Comms Vertical Growth: 4.7% YoY * BFSI Vertical Growth: -0.8% YoY * Manufacturing Vertical Growth: 11.7% YoY * Retail, Travel & Logistics Growth: 11.7% YoY * Hi-Tech Vertical Growth: -4.6% YoY ## B. Comms & Telecom * **Core Growth Engine:** Comms remains the largest vertical with broad-based strength, underpinned by a unique integrated portfolio across IT, network, BPS, and software. * **Differentiation via Comviva:** Comviva is growing significantly faster than the company average, driving Tier-1 client wins in BSS and analytics, particularly in Europe and the Americas. * **Geographic Momentum:** U.S. stable, Europe poised for growth on large deal win, reinforcing Comms as a key growth pillar through 2027. ## C. BFSI Trends * **Short-Term Headwinds, Strong Fundamentals:** BFSI decline driven by furloughs and productivity pass-throughs, but demand remains robust across transformation, AI, and cybersecurity, with stabilization expected. * **Active Deal Momentum:** Notable wins include a major Japanese bank, Singapore wealth transformation, European insurer agreement, and U.S. private bank expansions. * **Strategic Positioning:** Payments practice focused on networks—not issuers—minimizing exposure to proposed **10% credit card interest cap**; BPS shift to high-value solutions enhancing long-term margin profile. * **Growth Trajectory Building:** BFSI is a key medium- to long-term driver, with scaling underway in Americas and APJ despite current developmental phase. ## D. Manufacturing Growth * **Strong Execution, Seasonal Tailwinds:** Manufacturing delivered robust Y-o-Y and Q-o-Q growth, led by aerospace, industrial U.S., and a ramp in European automotive. * **Near-Term Normalization Expected:** One-time deliveries in European Auto boosted results but will not recur in Q4, creating a modest headwind—though no margin impact anticipated. * **E. S. Auto Stabilizing:** U.S. automotive segment has stabilized and is expected to resume growth in coming quarters. * **Positive Long-Term Outlook:** Growth supported by SAP upgrade cycles, strong software partnerships, and a healthy deal pipeline despite near-term volatility. ## E. Hi-Tech Volatility * **Mixed Performance, Cautious Outlook:** Hi-Tech declined YoY but showed Q-o-Q improvement, led by semi-con engineering services; sector expected to remain volatile amid cost pressures and restrained IT spending. --- # 4. Client & Revenue Mix ## A. Key Figures * Americas Revenue Growth: **+2.1%** YoY * Europe Revenue Growth: **+11.2%** YoY · Priority Markets (ANZ, Japan, Singapore): **+12.9%** YoY * **ROW Revenue Growth:** **-4%** YoY ## B. Large Client Growth * **Strategic Shift Confirmed:** Accelerated large client growth is a core strength, reducing exposure to mid-market and higher-risk segments. ## C. Geographic Revenue * **Divergent Regional Trends:** Solid growth in Europe and priority markets (ANZ, Japan, Singapore) offset softness in ROW, with **furloughs and productivity gains** weighing on broader region. * **Demand Signals Improving:** US shows **slight loosening of spending constraints**, while Asia focuses on scaling integrated software solutions amid consolidation trends. ## D. $20M+ Client Base * **High-Value Client Momentum:** Revenue from $20M+ clients outpaces company average, driven by **three new $50M clients** and strong retention of strategic accounts. * **Profitability & Cross-Sell Engine:** Largest clients are not only the most profitable but also key conduits for cross-selling across service lines. ## E. New Service Adoption * **Sticky Growth Engine:** Expansion fueled by adoption of **AI, data, and design capabilities** within existing large clients, enhancing revenue resilience and longevity. --- # 5. AI & Technology Levers ## A. Key Figures * **AI Infusion:** **Near 100% adoption** across Fortune 1000 clients [#] · **Top 20 clients** used as proxy metric for AI integration [#] * **Revenue Model Innovation:** **Token-based pricing** for digital labor piloted; revenue split between human and AI components [#] ## B. AI Integration * **Strategic Growth Pillar:** AI is central to scaling multi-year enterprise transformations, moving beyond pilots into core operating models with measurable efficiency gains. * **Future-Ready Positioning:** Rebranded identity emphasizes agile, AI-led execution, positioning Tech Mahindra as a transformation partner enabling clients to **scale at speed** through precision innovation. * **Differentiated BPS Edge:** BPS outperforms pure-play BPOs in competitive deals by leveraging the **TechM Orion platform**, particularly in banking back-office, using **agentic AI and LLMs** for superior automation. * **New Value Metrics:** Collaboration with Forrester yields a validated model to quantify digital labor impact; revenue from token-based pricing expected to provide transparent AI contribution tracking. ## C. Innovation Partnerships * **Gemini Enterprise Scale-Up:** Partnership with Google accelerates global deployment of **Gemini 5 multimodal models**, enhancing human-centered AI innovation. * **Next-Gen R&D Expansion:** MoU with University of Texas at Dallas launches **First Makers Lab in Dallas**, advancing research in AI, Gen-AI, quantum computing, and cybersecurity. * **Emerging Capability Monetization:** **Saffronic** unit gaining traction with global clients, producing digital animation content and generating **significant revenue**. * **High-Level Client Engagement:** CEO to leverage Davos platform to deepen cross-industry dialogue on technology’s role in economic and societal transformation. --- # 6. Execution & Operating Model ## A. Key Figures * **Margin Contribution:** **20–30 bps** from volume · **Primary driver** from Project Fortius ## B. Fixed-Price Discipline * **Disciplined Deal Execution:** Large contract wins, including in European telecom, pursued with strict pricing and profitability safeguards to protect margins despite execution risks. * **Foundational Strengthening:** Sustained focus over **21 months** on building scalable platforms, enhancing go-to-market, and fortifying the operating model underpins current resilience and growth. ## C. Talent Redeployment * **Efficient Resourcing:** Sequential headcount reduction achieved via strategic non-replacement and redeployment from fixed-price projects, not broad cost-cutting. * **Operational Leverage:** Improved software infrastructure enables better bench visibility and internal talent mobility, supporting growth without incremental hiring. --- # 7. Risks & Client Dynamics ## A. Deal Lumpiness * **Lumpy Deal Environment:** Quarterly revenue fluctuations expected due to deal timing, though confidence remains high in **pipeline strength** and **win rates**. * **Sector-Specific Cycles:** Vendor consolidation trend ongoing, with **BFSI** facing longer sales and ramp-up cycles, elevating importance of client acquisition. * **Q4 Seasonality Nuance:** Historical Q-o-Q decline of 1–5% in Q4 not guaranteed; recent declines attributed to **client- and project-specific factors**, not seasonality. * **Q1 Remains Seasonal Peak:** Primary revenue seasonality observed in **Q1**, with impact moderating over time but still expected to persist. ## B. Furlough Impact * **BFSI Productivity Drag:** Segment faced elevated furloughs and lower productivity, with outsized impact due to **smaller revenue base**; performance weakness isolated to near-term execution. * **BFSI Outlook Intact:** Long-term growth ambitions unchanged, supported by **positive momentum in new client wins** and deal pipeline development. ## C. AI Metric Challenges * **No Credible AI Revenue Metric:** Company highlights industry-wide difficulty in defining AI revenue—narrow definitions yield **minimal figures**, broad ones lack specificity by encompassing **nearly all digital work**. * **Transparency Constraints:** No accepted auditable standard exists for measuring AI-driven labor impact, limiting disclosure precision. ## D. Labour Code Uncertainty * **Wage Policy on Hold:** Leadership, including **CHRO Richard Lobo**, actively assessing new labour code implications on compensation; **no FY '26 wage hike decided**. * **Guidance Delayed:** Timing and structure of potential wage changes remain **undetermined**, pending regulatory clarity. --- # 8. Guidance & Outlook ## A. Key Figures * Peer Outperformance: **+1.7 pp** above peer average in organic constant currency growth (FY'27 target achieved) ## B. FY27 Growth View * **Cautious Optimism:** High single-digit revenue growth anticipated for FY27, though trajectory expected to be **non-linear** due to staggered ramp-up of large deals. * **No Formal Targets:** Management refrains from setting specific FY27 financial guidance, citing early stage and historical volatility in final quarters. * **Growth Ambition Intact:** Firm remains committed to outpacing peer-average growth in FY'27, with **Telecom as a core growth vertical** and exploration underway in other high-potential sectors. * **Strategic Horizon Extension:** Post-FY27, company plans to launch a new **3-year FY'30 strategic vision**, though no details on acceleration or shifts disclosed. ## C. Revenue Visibility * **Back-Loaded Ramp:** Revenue contribution from new deals in FY26 is expected to be **below 6%** at company level, with meaningful uplift anticipated toward FY27. ## D. Strategic Confidence * **Execution Momentum:** Leadership cites **stronger execution** and organizational alignment as key drivers, with performance tracking toward FY27 goals. * **Confidence Anchors:** Sustained outperformance underpinned by **high-quality leadership**, **focused large-account growth**, and an **expanding large deal book** enhancing visibility. * **Market Share Focus:** Despite flat sector spending, company expects gains via **differentiated offerings** and **entrenched client relationships**. * **Positive Tech Spend Trend:** Broader improvement in tech spending across peers reinforces confidence in outlook. * **BPS Business Strength:** **Mohit Joshi expresses strong confidence** in BPS segment, crediting **Biren’s leadership** for strategic and solution advancements.