# 1. Financial Performance ## A. Key Figures * **Revenue:** **$1,586M** Q2 reported (+6% CC QoQ, -3% YoY) · **INR 13,995 Cr** (+8% QoQ, +1% YoY) * EBIT Margin: 12.1% (+108 bps QoQ, 8th consecutive quarter expansion) * PAT: $135M (+28.2% YoY adj., 8.5% margin) · RoCE: 24.4% * **Free Cash Flow:** **$237M** quarterly · FCF/PAT ratio: **8%** YTD * **Dividend:** **₹15/share** recommended (targeting >85% FCF payout) ## B. Revenue Growth * **Strongest Quarterly Growth in 10 Quarters:** Robust sequential constant currency growth marks broad-based momentum across manufacturing, BFSI, retail, travel & logistics, and healthcare verticals. * **INR Depreciation Boosted Reported Growth:** Local currency tailwinds contributed significantly to the 8% sequential increase in INR terms despite modest YoY decline on a USD basis. ## C. Profitability Trends * **Sustained Margin Expansion:** EBIT margin improved for the 8th straight quarter, driven by operational efficiency, fixed-price project productivity, and early success in value-based pricing under **Project Fortius**. * **Gross Margin to Lead Future Expansion:** Productivity gains in **fixed-price programs** (55–60% of portfolio) and integration synergies from portfolio companies are now primary levers, outweighing diminishing SG&A optimization benefits. * **SG&A Rationalization Peaking:** SG&A down 150 bps over two quarters to post-transition lows, with future leverage expected via revenue scale rather than further cost cuts due to integration complexity. * **Operational Rigor Enhancing Visibility:** Improved execution discipline has strengthened confidence in margin trajectory and revenue predictability across the business. ## D. Balance Sheet * **Hedge Book Rebalanced:** Mark-to-market loss of $29M ($7M in P&L, $26M in reserves) on reduced hedge book of **$33B** (from $64B), reflecting active risk management amid currency volatility. * **Capital Allocation Discipline Maintained:** Strategy remains focused on tuck-in acquisitions with no near-term shift in M&A or capital deployment approach. ## E. Cash Flow * **Strong Collections Drive Cash Flow:** Solid working capital management delivered $237M in quarterly free cash flow despite FX headwinds partially masking DSO improvement. * **Shareholder Returns Intact:** Dividend policy reaffirmed with 85%+ of FCF targeted for return, consistent with long-term capital allocation framework. --- # 2. Deal Wins & Pipeline ## A. Key Figures * **Net New TCV:** **$816 Mn** (Qtr) (+57% LTM) · **3 consecutive quarters >$800 Mn** * **New Client Accounts:** **57** added in FY25 · **21** added in first two quarters of FY26 ## B. Deal Momentum & Client Expansion * **Strong Large-Deal Execution:** Significant increase in high-value deal wins across communications, manufacturing, BFSI, and logistics, reflecting improved client trust and competitive positioning. * **Rapid Monetization of New Accounts:** **17 of the newly added accounts** are already generating over $1 million in revenue, demonstrating fast ramp-up and scalable client integration. * **Strategic Wins in AI & Automation:** Secured multi-year partnerships with global leaders in telecom, logistics, insurance, and semiconductors to drive AI-led transformation, autonomous operations, and core platform modernization. ## C. Strategic Partnerships & Growth Levers * **Ecosystem-Driven Differentiation:** Integrated offering with Mahindra Group entities enables end-to-end support for global enterprises establishing sustainable Global Capability Centers in India. * **Expansion via Co-Innovation:** Strategic partnership with **JP Morgan Payment Systems** to co-develop next-gen payment solutions, creating a foothold in a high-potential, albeit volatile, vertical. * **M&A Readiness:** Board-endorsed programmatic M&A strategy in place, targeting selective acquisitions in key service lines, regions, and verticals—though organic growth remains priority. ## D. Sales Pipeline & Forward Outlook * **Pipeline Supports TCV Growth:** Robust and validated sales pipeline provides confidence in sustained deal momentum and progression toward **$1 billion in quarterly TCV**. * **Vendor Consolidation Momentum in Europe:** Ongoing opportunities progressing, with key decisions expected in the **next couple of quarters**, potentially unlocking incremental growth. --- # 3. Headcount & Utilization ## A. Talent Optimization * **Recognition & Excellence:** Tech Mahindra awarded **5 Gold Medals** at the Brandon Hall HCM Excellence Awards 2025 for leadership in talent management, learning, and DEIB. * **Sustainability & Values:** Received 'HYSEA Sustainable Development Award 2025' for impactful environmental and inclusion initiatives, reinforcing ESG-aligned operating culture. * **Margin Improvement Drive:** Project Fortius advancing margin goals through **talent optimization, automation, and pricing**, with execution intensity increasing toward target achievement. * **Leadership Depth:** Built a **world-class leadership bench** over the past 18 months by combining deep technical expertise with strategic talent additions. * **Future-Ready Workforce:** Leadership development scaled via **Zenith program with INSEAD**, Mahindra University partnerships, and enterprise-wide AI training under the Chief Learning Officer. ## B. Workforce Strategy * **Structural Efficiency:** Sales and support headcount in decline due to **ongoing optimization and consolidation**, with further savings expected from integration and centralization. * **Operational Integration:** Portfolio integration driving productivity via **centralized back-end operations and shared services**, powered by Agentic automation platforms. * **Strategic Transformation Pillars:** Organization-wide shift focused on **focus, operational rigor, and future readiness**, supported by cultural transformation led by CHRO Richard. * **Brand & Leadership Alignment:** Enhanced brand visibility initiative led by CMO Peeyush; service line and regional leaders, including Sumit, Sahil, and Harsh, are effectively integrated. --- # 4. Vertical & Geography Mix ## A. Key Figures * Communications Vertical: -2.2% YoY · Retail, Transport & Logistics: +7.2% YoY * Manufacturing Vertical: +5.2% YoY · BFSI Vertical: +6.2% YoY * Regional Revenue: Europe +5.5% YoY · Americas -2.7% YoY · ROW -0.5% YoY ## B. Communications Performance * **Resilient Telecom Core:** Communications declined slightly but showed regional divergence, with growth in Asia-Pacific, India-MEA, and U.S., while Europe faced temporary setbacks. * **Strategic Momentum in Telco:** Comviva delivered strong performance, on track for a second record year, supported by AI-driven engagements like the LTM launch with a key European client. * **Leadership Reinforcement:** Telecom expertise strengthened in Europe with high-profile hire **Amol Phadke (ex-CTO, Telenor)**, signaling commitment to strategic positioning amid vendor consolidation trends. * **Cross-Sector Expansion:** Notable traction in healthcare, retail, and financial services, with **over 50 new clients added**, including **16–17 scaled to >$1M revenue**. ## C. Manufacturing Growth * **Broad-Based Industrial Uptick:** Manufacturing grew modestly, driven by aerospace and digital transformation demand (smart manufacturing, digital twins), with early stabilization in passenger vehicles. * **Aerospace-Led Growth:** Strong client acquisition momentum in aerospace powered the segment, while Pininfarina provided positive contribution in automotive despite commercial vehicle headwinds. * **Selective Exposure Strategy:** Growth in manufacturing, retail, BFSI, travel, and logistics reflects successful diversification and broad-based demand resilience. ## D. Regional Revenue Split * **Europe Outperforms:** Europe delivered solid growth, contrasting with Americas and ROW declines amid macro pressures, highlighting regional portfolio rebalancing. * **Controlled U.S. Exposure:** U.S. accounts for **~45% of total revenue**, helping contain risks from visa-related or client concentration issues. * **Strategic Account Focus:** Company is prioritizing **60–65 key accounts (>₹2 Cr annualized revenue)**, which are targeted for above-average growth through focused investments. * **Mahindra Group Leverage:** Expanding use of group relationships to drive GCC engagements and deepen client integration. --- # 5. Service Line Performance ## A. AI & Data Growth * **Strategic Leadership in AI:** Recognized as a **leader in the Gartner Emerging Market Quadrant for Gen AI Consulting**, ranked **number one globally on future potential**, affirming Tech Mahindra’s position at the forefront of AI innovation. * **Sovereign AI Initiative:** Partnering to develop a **1 trillion-parameter indigenous large language model**, one of the largest globally, reinforcing national and strategic alignment with India’s AI ambitions. * **Differentiated Innovation Capability:** Among the few system integrators globally with **in-house research and LLM development expertise**, enabling frontier-level AI offerings and client differentiation. * **Focused Revenue Strategy:** Prioritizing high-growth segments and clients, with strategic acquisitions accelerating dominance in **Telco and manufacturing**, supported by strong momentum in **Data & AI, Cloud, and Engineering**. * **Realistic AI Productivity Outlook:** Customer expectations have normalized—**above traditional automation but below hyped 80% gains**—indicating maturing market adoption and sustainable demand. ## B. Orion Platform Progress * **National Recognition:** Designated a **key player in the India AI mission** by the Government of India, validating its role in advancing technological self-reliance and ethical AI. * **Enterprise-Grade Agentic AI Platform:** **TechM Orion**, built on **Nvidia accelerated computing**, enables intelligent, autonomous execution of complex workflows with full lifecycle **control and transparency**. * **Scalable AI Ecosystem:** **Orion Marketplace** launched with **300+ enterprise-grade agents** capable of solving complex IT and business challenges—including **KYC automation**—through adaptive, collaborative, and secure agent networks. * **Assurance-Centric AI Deployment:** Platform features **embedded guardrails** and a **non-black-box architecture**, delivering trustworthy, auditable, and measurable AI productivity gains. * **Upcoming Commercial Model:** A new **AI-plus-services delivery framework** to be launched soon, completing the strategic foundation for scalable, monetizable AI growth. --- # 6. Client & Demand Risks ## A. Key Figures * **H-1B Visa Workforce:** **<1%** of global workforce · **<30%** US visa dependence * **Strategic Account Growth:** **17** new must-have accounts over $1M revenue * **High-Value Client Segment:** **>$1B** contribution from clients with ₹2Cr+ (~$240K) annual revenue ## B. Discretionary Spend Risk * **Vendor Differentiation Accelerating:** AI tooling, organizational capabilities, and market recognition now key competitive levers, with analysts formally rating vendors on AI maturity. * **Deal Mix Driving TCV Dynamics:** Revenue acceleration remains feasible through higher volume of small, fast-converting deals, even if aggregate TCV holds steady, contingent on improvement in discretionary spending. * **Portfolio Reshaping Underway:** Strategic expansion in the 0–$1M bucket complements active tail trimming, reflecting disciplined focus on scalable, high-potential relationships. ## C. H-1B Dependency Risk * **Minimal Exposure, Proactive Mitigation:** H-1B reliance is low; company executing three-pronged strategy—protecting core US talent (**25% of workforce**), enhancing local benefits, and scaling nearshore hubs in Canada, Mexico, and Brazil. * **Near-Term Impact Deemed Manageable:** Despite uncertainty around prevailing wages and H-1B availability, no impact expected this year, with further dependency reduction targeted in FY25. ## D. Client Concentration * **Strategic Shift to Large Accounts:** $20M+ client cohort showing steadily improving growth, now the primary engine of scale, marking a pivot from prior dependence on smaller clients. * **Resilient Portfolio Despite Volatility:** Short-term fluctuations in mid-tier buckets (6–20M) attributed to isolated project ramps/downs (e.g., semiconductor client), with no structural or relational weaknesses identified. * **Confidence in Core Advantages:** Leadership cites above-average tenure, vertical expertise, Mahindra Group synergies, and agility as durable differentiators supporting client retention and expansion. --- # 7. Guidance & Outlook ## A. H2 Revenue Outlook * **H2 Growth Resumption Expected:** Communications portfolio to stabilize, with recent deal wins supporting steadier growth momentum in the second half. * **Improved H2 Performance Forecast:** Strategic actions and operational efficiencies implemented over the past six quarters are expected to drive better performance versus H1. ## B. Margin Trajectory * **Margin Goals Intact, Near-Term Flexibility Limited:** 15% margin target remains, but near-term expansion is constrained by planned investments in solutions, talent, and capabilities. * **Expansion Drivers Identified:** Future margin progress to come from operating efficiencies, integration benefits, and balanced cost optimization—not just SG&A levers. * **Execution Confidence Maintained:** Despite growth underperformance vs. original three-year plan, company remains committed to quarterly margin expansion and long-term targets. * **Key Levers Over Next 6 Quarters:** Margin trajectory hinges on **improved onsite-offshore mix**, reduced subcontracting, **fixed-rate engagement progress**, and **discretionary spending recovery**. ## C. Growth Expectations * **Transformation Midpoint Reached:** First half focused on foundational resilience; second half expected to deliver decisive gains as momentum builds. * **FY27 Growth to Outpace FY26:** Management clarifies expectations for **higher growth in FY27**—not flat—countering market misinterpretations. * **Current Macro Weighs on Near-Term Growth:** Slower-than-expected macro environment limits prospects for significant growth or abnormal profits in the near term. * **Long-Term AI Tailwinds Seen:** Industry demand for modernization, simplification, and unified data stacks to sustain transformation services cycle. * **Transformation Momentum Building:** Three strategic focus areas forming a self-reinforcing cycle expected to **accelerate over next 6 quarters**.