# 1. Financial Performance ## A. Key Figures * **Operating Revenue:** **₹257 Cr** (11th consecutive quarter of sequential growth) · **₹1,000 Cr annual run rate** achieved * EBITDA Margin: 21.8% reported · 22.5% adjusted (ex. retention bonuses) * PBT: ₹61.7 Cr (+5.9% YoY) * **PAT Margin:** **~16%** (down sequentially due to tax item) ## B. Revenue Growth * **Sustained Momentum:** Extended streak of **11 consecutive quarters of sequential revenue growth**, reflecting resilient demand and effective client expansion. * **Growth Context:** Year-on-year increase moderated to **2%** on an apples-to-apples basis, primarily due to prior-year consolidation of Decision Point. ## C. EBITDA Margin * **Margin Resilience:** Adjusted EBITDA margin held at **5%** despite significant opex pressure, underscoring disciplined cost management and operational efficiency. * **Opex Drivers:** Sharp rise in operating expenses driven by **seasonal marketing events** (US, LATAM, London), **H1B application costs**, and talent acquisition-related spending. * **Platform Neutrality:** Databricks engagements show **margin profiles comparable to AWS, GCP, and Snowflake**, with profitability determined by solution complexity, not platform choice. ## D. PAT & Tax Rate * **PAT Volatility Explained:** Decline in PAT margin attributed to absence of **one-time deferred tax gain** in Q1; underlying earnings trend remains stable. * **Tax Normalization:** Going forward, group effective tax rate expected to stabilize in the **25%–26% range**, supporting more predictable earnings. ## E. Cash Flow Position * **Improved Cash Flow Dynamics:** Intercompany loans reduced meaningfully; European subsidiaries now **self-funding and generating strong cash flows**, lowering forex risk. * **Balance Sheet Strength:** Company maintains **very healthy cash balances** and a robust liquidity position despite elevated near-term spending. --- # 2. Segment & Vertical Performance ## A. Key Figures * **Financial Services Growth:** **94% YoY** (+30% QoQ) * **Consumer Goods Growth:** **28% YoY** expected * **Technology Vertical Growth:** **7%–8%** current visibility, targeting low-double-digit by year-end * **Decision Point Revenue:** **$3.1 Mn** stand-alone · **$4 Mn** total with synergies ## B. Financial Services * **Explosive Growth Trajectory:** Financial services delivered near-doubling in revenue, driven by strong execution in recently acquired client accounts and rapid scaling of key relationships. * **Strategic Geographic Expansion:** Latin America identified as a high-potential market, with targeted opportunities in banking and financial services underpinned by external strategic insights. * **Key Account Momentum:** Two major accounts scaling rapidly—one approaching **$5M–$6M** run-rate, another exceeding **$1M**—highlighting client deepening and expansion potential. ## C. Consumer Goods * **Successful Integration, Strong Growth:** Decision Point integration complete, enabling unified consumer practice with clear year-on-year growth momentum and first like-for-like comparison now available. * **Holistic Client Engagement:** Clients increasingly adopting end-to-end solutions spanning annual planning to pricing and pack architecture, leveraging combined LatentView-Decision Point capabilities. * **Regional Diversification:** Growth supported by strong traction in Europe and Latin America, offsetting softness in other regions. ## D. Technology Vertical * **Soft Performance Amid Market Headwinds:** Hi-tech segment has underperformed for three consecutive quarters, with top accounts growing slower than company and industry averages. * **Segment-Wide Pressures:** All three sub-segments—consumer tech, B2B tech, and communications & devices—facing client tentativeness, demand consolidation, and pricing pressure. * **Recovery Target in Place:** Management maintains ambition to achieve low-double-digit growth by year-end despite current 7–8% visibility. ## E. CPG & Diagnostics * **Unified Practice Driving Synergies:** Decision Point now fully embedded; reporting discontinued in favor of integrated consumer practice focused on cross-selling and scale. * **CPG Strength Fuels Growth:** CPG vertical contributed significantly this quarter, bolstered by nearshoring and dedicated initiatives. * **Diagnostics Stagnant:** Diagnostic services show flat quarterly revenue trends at **$5M–$16M**, lagging behind high-growth offerings like RGM and predictive analytics. * **Broad-Based Traction:** Industrial, consumer goods, financial services, and B2B tech sectors showing strong momentum, with follow-on opportunities anticipated. --- # 3. Deal Wins & Pipeline ## A. Key Figures * Databricks Revenue: **$19M+** expected this year (+80% YoY) · **$11M** prior year * Generative AI Revenue: **$5.5M** recorded YTD · **$7M** in pipeline * **New Client Project Size:** Initial deals in **$500K range** ## B. Databricks Partnership Momentum * **Strategic Growth Driver:** Databricks collaboration delivered **$4M in new wins** this quarter, supported by robust certifications and co-funded POCs. * **Scalable Competency Build:** Over **350 employees certified** and **7 Partner Champion certifications** achieved, accelerating delivery capacity and market credibility. * **Long-Term Revenue Target:** Management targets **$50M in Databricks-related revenue within three years**, underpinned by SAP on Databricks development. ## C. Generative & Agentic AI Traction * **Strong Domain Growth:** Generative AI revenue shows sustained momentum with **$5M already booked** and **$7M pipeline**, reflecting expanding client adoption. * **Client Engagement Expansion:** **14 planned workshops** (4 completed, 10 upcoming) signal deepening client education and opportunity sourcing in AI. * **Transformational Use Cases:** Recent wins in industrial manufacturing involve **Databricks-powered programs** with **multimillion-dollar, multiyear potential**. ## D. Client Expansion & Focus Accounts * **New Flagship Client Added:** Acquisition of a **$500M+ revenue client** opens avenue for significant cross-sell and long-term scaling. * **Collaborative Go-to-Market:** Early-stage co-selling initiative with a major client aims to unlock **$8M–$10M in incremental revenue** by year-end. * **Targeted Account Strategy:** Focus account program now spans **27 key clients** with **140 dedicated project teams**, driving structured deal acceleration. --- # 4. Capability & Talent Expansion ## A. Key Figures * **Nearshore Team Size:** **20+** currently · intent to scale to **100** in 12 months * **Recruitment Costs:** **$150K–$180K** incurred due to new hiring and external consulting * **Cybersecurity Win:** **Nearly $1M** contract secured, launching new analytics practice ## B. AI Center of Excellence * **Strategic AI Framework:** AI CoE established under **House of AI** structure to unify data engineering, ML, generative AI, and agentic systems for client solutions. * **High-End Talent & Focus:** Staffed with **8 PhD-level experts** driving **3 external value propositions**, backed by continued investment in Databricks and technical differentiation. * **Growth Enabler:** AI CoE, along with sell-with capabilities and domain expertise, is central to sustaining **industry-beating growth** and delivering efficient tech solutions. ## C. Nearshore Scaling * **Proactive Visa Mitigation:** Nearshore strategy advanced to counter potential restrictions, with client discussions ongoing for managed services or staff-up models. * **Scaling Intent:** Current team of **20+** to grow to **100 within 12 months**, positioning nearshore as a durable growth lever. * **Limited H1B Impact:** No major disruption observed; recent visa approvals enable deployment of **15–20 additional personnel** this year. ## D. Talent Acquisition * **Front-End Expansion:** Hiring client partners and go-to-market talent to boost sales capacity, with impact expected in **2H of the year**. * **Local Hiring Strength:** U.S. local talent pipeline actively strengthened to reduce visa dependency and support scalable growth. * **M&A Pursuit:** Actively evaluating targets in **data engineering and AI**, prioritizing strategic fit over speed amid cautious valuation outlook. ## E. Cybersecurity Practice * **New Practice Launch:** Cybersecurity analytics practice initiated following **nearly $1M win**, with replication potential across sectors. --- # 5. Product & Technology Initiatives ## A. Strategic AI & Technology Initiatives * **House of AI Driving Innovation:** Three core AI initiatives—synthetic data generation, churn analytics via agentic framework, and CRM integration with LLMs—are under active development, with early testing underway using **HubSpot and Gemini**. * **Agentic Architecture as Growth Catalyst:** New value propositions are being built on agentic systems to enhance competitiveness, targeting commercialization in the second half and strong momentum into next fiscal. * **Focus on High-Impact Use Cases:** Management advises clients to prioritize **top 3–4 business problems** with clear KPIs when starting AI adoption, ensuring focused and measurable outcomes. ## B. Wiz.ai & Market Expansion * **Wiz.ai Enables Natural Language Analytics:** The company is developing Wiz.ai to automate dashboard and decision board creation, embedding domain-specific knowledge and semantic understanding for industry-tailored client interactions. * **Regional Engagement Signals Demand:** A recent event in **Latin America and Mexico** highlighted growing market interest in agentic and generative AI, reinforcing regional expansion potential. ## C. Cloud Optimization & Hybrid AI Framework * **AI-Driven Cloud Efficiency Tool Live:** A generative and agentic AI framework has been deployed to optimize multi-cloud environments (e.g., **Azure, AWS, Databricks**), analyzing **2–3 years of historical data** to improve provisioning and reduce costs. * **Hybrid Architecture Ensures Control:** The tool uses a combination of rule-based logic and generative AI within an agentic framework, featuring **human-in-the-loop oversight** for safe and governed deployment. ## D. SAP on Databricks Initiative * **New SAP-Databricks Competency Launched:** A dedicated SAP-focused capability is being developed to leverage the Databricks-SAP integration, targeting opportunities in **data migration, analytics, and joint use cases**. --- # 6. Client & Demand Risks ## A. Key Figures * **Visa Costs:** **$220,000** increase QoQ (Q2 vs Q1) * **AI Infrastructure Investment:** **$500 Bn** capital directed toward data centers, LLMs, and energy ## B. Coke Volume Decline * **Mixed Client Trends:** Despite a strong overall pipeline, engagement with Coke has slowed due to volume declines, though revenue is still expected to surpass prior-year levels. ## C. AI-Driven Cost Pressures * **Elevated Client Expectations:** Tech sector clients, highly adept in AI, are demanding greater efficiency and cost optimization from service providers using generative and agentic technologies. * **Structural Cost Scrutiny:** Massive AI infrastructure spending is driving prolonged cost-cutting in non-core functions, increasing pressure on outsourcing and IT services budgets. ## D. Visa Dependency * **Seasonal Cost Volatility:** Visa expenses rose sharply in Q2 due to timing of spend, reflecting typical Q1 trough and Q2 ramp in international deployment costs. --- # 7. Guidance & Outlook ## A. Key Figures * **Revenue Growth Guidance:** **19%–20%** (revised up from 18%–19%) * **EBITDA Margin Guidance:** **22%–23%** (revised down from 23%–24%) * **OpEx Run Rate:** **INR 30–33 Cr/quarter** expected going forward * **Three-Year Revenue Target:** **$200–220 Mn** (unchanged) ## B. Revenue Forecast * **Upside Potential:** Management aims to exceed the 19%–20% revenue growth guidance by reinvesting excess cash flow into strategic growth initiatives. * **Near-Term Caution:** Growth momentum is tempered by the ongoing account renewal period, particularly with tech clients in Q3. ## C. Margin Guidance * **Investment-Led Margin Compression:** Lower EBITDA guidance reflects deliberate reinvestment in high-growth vectors, including the Databricks channel and financial services practice. ## D. H2 Growth Expectations * **Confident H2 Outlook:** Management expects a fairly strong second half, driven by financial services momentum and expansion into Latin America. * **Near-Term OpEx Relief:** Operational expenses are expected to decline next quarter as marketing spend tapers and visa costs stabilize. ## E. Long-Term Targets * **Strategic Focus on 3-Year Horizon:** Leadership is prioritizing clarity on the next three years, with AI and generative AI adoption being key variables—though uncertainty remains on net new work creation. * **External Tailwinds Watch:** Visa and tariff certainty could accelerate progress toward the $200–220 Mn three-year target; FY ’28 outlook remains unadjusted.