Q2 2027 Tata Consultancy Services Ltd Earnings Call

October 8, 2026

Speaker #4: To ask a question, you may enter *1 on your phone. All participants are requested to use only handsets while asking a question. Please ensure that there is no background noise while addressing your questions to the management.

Operator 2: To ask a question, you may enter star one on your phone. All participants are requested to use only handsets while asking a question. Please ensure that there is no background noise while addressing your questions to the management. You may be asked to return to the question queue if you do not have a clear connection. Thank you. The conference will begin shortly. Please continue to hold.

Speaker #4: You may be asked to return to the question queue if you do not have a clear connection. Thank you. The conference will begin shortly.

Speaker #4: Please continue to hold. Ladies and gentlemen, good day and welcome to the DCA's earnings conference call. As a reminder, all participant lines will be in listen-only mode.

Operator 3: Ladies and gentlemen, good day and welcome to the TCS Earnings Conference Call. As a reminder, all participant lines will be in the listen-only mode, and there will be an opportunity for you to ask questions after the presentation concludes. Should you need assistance during this conference, please signal an operator by pressing star, then zero on your touchtone phone. Please note that this conference is being recorded. I now hand the conference over to Ms. Nehal Shah from the investor relations team at TCS. Thank you, and over to you.

Operator: Ladies and gentlemen, good day and welcome to the TCS Earnings Conference Call. As a reminder, all participant lines will be in the listen-only mode, and there will be an opportunity for you to ask questions after the presentation concludes. Should you need assistance during this conference, please signal an operator by pressing star, then zero on your touchtone phone. Please note that this conference is being recorded. I now hand the conference over to Ms. Nehal Shah from the investor relations team at TCS. Thank you, and over to you.

Speaker #4: There will be an opportunity for you to ask questions after the presentation concludes. Should you need assistance during this conference, please signal an operator by pressing * then 0 on your touch-tone phone.

Speaker #4: Please note that this conference is being recorded. I now hand the conference over to Ms. Nehal Shah from the Investor Relations team at TCS.

Speaker #4: Thank you, and over to you.

Speaker #1: Thank you, operator. Good evening and welcome, everyone. Thank you for joining us today to discuss TCS's financial results for the second quarter of FY 2027, which ended on September 30, 2026.

Nehal Shah: Thank you, operator. Good evening and welcome, everyone. Thank you for joining us today to discuss TCS's financial results for the second quarter of FY27 that ended on 30 September 2026. This call is being webcast to our website, and an archive, including the transcript, will be available on the site for the duration of this call. The financial statements, quarterly fact sheets, and press releases are also available on our website. Our leadership team is present on this call to discuss our results. We have with us today Mr. K. Krithivasan, Chief Executive Officer and Managing Director.

Speaker #1: This call will be webcast on our website, and an archive, including the transcript, will be available on the site for the duration of this call.

Speaker #1: The financial statements, quarterly fact sheet, and press releases are also available on our website. A leadership team is present on this call to discuss our results.

Speaker #1: We have with us today Mr. K. Krithivasan, Chief Executive Officer and Managing Director.

Speaker #5: Hi, everyone.

K. Krithivasan: Hi, everyone.

Speaker #1: Ms. K. Krithivasan, Executive Director, President, and Chief Operating Officer: Good evening, everyone. Mr. Samir Seksaria, Chief Financial Officer.

Nehal Shah: Ms. Aarthi Subramanian, Executive Director, President, and Chief Operating Officer. Good evening, everyone. Mr. Samir Seksaria, Chief Financial Officer.

Nehal Shah: Ms. Aarthi Subramanian, Executive Director, President, and Chief Operating Officer.

Aarthi Subramanian: Good evening, everyone.

Nehal Shah: Mr. Samir Seksaria, Chief Financial Officer.

Speaker #6: Hi, everyone.

Samir Seksaria: Hello, everyone.

Speaker #1: And Mr. Sudeep Kunnumal, Chief HR Officer.

Nehal Shah: Sudeep Kunnumal, Chief HR Officer.

Speaker #6: Hello, everyone.

Sudeep Kunnumal: Hello, everyone.

Speaker #1: Our management team will give a brief overview of the company's performance, followed by a Q&A session. As you are aware, we do not provide any specific revenue or earnings guidance, and anything said on this call that reflects our outlook for the future or could be considered a forward-looking statement must be reviewed in conjunction with the risks that the company faces.

Nehal Shah: Our management team will give a brief overview of the company's performance, followed by a Q&A session. As you are aware, we do not provide any specific revenue or earnings guidance. Anything said on this call which reflects our outlook for the future or which could be considered a forward-looking statement must be reviewed in conjunction with the risks that the company faces. We have outlined this risk in the second slide of the quarterly fact sheet available on our website and emailed out to those who have subscribed to our mailing list. With that, I would like to turn the call over to Krithi.

Speaker #1: We have organized this list in the second slide of the quarterly fact sheet, which is available on our website and emailed out to those who have subscribed to our mailing list.

Speaker #1: With that, I would like to turn the call over to Krithi.

Speaker #5: Thank you, Nehal. Good day, everyone, and thank you for joining us. I would like to begin by calling out the key takeaways from our Q2 FY2027 performance.

K. Krithivasan: Thank you, Nehal. Good day, everyone, and thank you for joining us. I would like to begin by calling out the key takeaways from our Q2 FY condition performance. First, we sustained our growth momentum this quarter despite the environment that remains selective and dynamic. Revenue for the quarter was INR 73,188 crores. In constant currency, revenue grew 0.5% sequentially and 2.8% year-on-year. International revenue grew 1.2% sequentially in constant currency. All international markets grew sequentially, led by the United Kingdom at 3.5%, followed by North America and Continental Europe at 0.4% each. Second, our growth has broadened across our core portfolio. BFSI grew 2.5% sequentially in constant currency, while Manufacturing and Technology Services each grew 3.1%. Consumer Business and Energy Resources and Utilities showed an improvement compared to the previous quarter. India revenue grew 6%, and Regional Markets grew 3.6% year-on-year. Third, our order book remained healthy.

Speaker #5: First, we sustained a growth momentum this quarter, despite the environment that remains selective and genuine. Revenue during the quarter was ₹73,188 crore. In constant currency, revenue grew 0.5% sequentially and 2.8% year-on-year.

Speaker #5: International revenue grew 1.2% sequentially in constant currency. All international markets grew sequentially, led by the United Kingdom at 3.5%, followed by North America and continental Europe at 0.4% each.

Speaker #5: Second, our growth was broader. Growth has broadened across our core portfolios. We have attributed 2.5% sequentially in constant currency, while manufacturing and technology services each grew 3.1%.

Speaker #5: Consumer business, energy resources, and utilities showed an improvement compared to the previous quarter. India revenue grew 6%, and regional markets grew 3.6% year-on-year.

Speaker #5: Third, our order book remained healthy. PCV for the quarter was at $9.6 billion. This excludes the Porsche and Best Buy deals. The quality of the wins demonstrates our continued relevance in large, complex, and strategically important transformation programs.

K. Krithivasan: TCV for the quarter was at USD 9.6 billion. This excludes the Porsche and Best Buy deals. The quality of the wins demonstrates our continued relevance in large, complex, and strategically important transformation programs. Fourth, AI continues to scale as a structural growth opportunity. Annualized AI services revenue reached USD 3.1 billion and crossed 10% of our overall revenue. Finally, we advanced our strategy through AI-led deals, ecosystem partnerships, and targeted acquisitions. Our partnership with Porsche and the proposed acquisition of MHP, which is subject to regulatory approvals, strengthen our position in AI-powered mobility and engineering. The Best Buy GCC engagement highlights our ability to help clients build and transform AI-native Global Capability Centers. We also launched TCS ADD AgentHub for drug discovery, domain-specific agentic control planes, and new physical AI capabilities, including autonomous engineering lab powered by NVIDIA in Bengaluru and an AI-first lights-out factory lab in Pune.

Speaker #5: Both AI continues to scale as a structural growth opportunity. Annualized AI revenue reached $3.1 billion and crossed 10% of our overall revenue.

Speaker #5: Finally, the advance of our strategy through AI-led deals, ecosystem partnerships, and targeted acquisitions. Our partnership with Porsche and the proposed acquisition of MHV, which is subject to regulatory approvals, have strengthened our position in AI-powered mobility and engineering.

Speaker #5: The Best Buy GCC engagement highlights our ability to help clients build and transform AI-native global capability centers. We also launched DCS ADD Agent Hub for drug discovery, domain-specific agentic control claims, and new physical AI capabilities, including an autonomous engineering lab powered by NVIDIA in Bengaluru and an AI-first light sword factory lab in Pune.

Speaker #5: The demand environment has not materially changed since last quarter, and discretionary programs without near-term value remain under scrutiny. Against this backdrop, our primary opportunity and focus are on translating the advances in AI into measurable enterprise advantage for our clients.

K. Krithivasan: The demand environment has not materially changed since last quarter, and discretionary programs without near-term value remain under scrutiny. Against this backdrop, our primary opportunity and focus are on translating the advances in AI into measurable enterprise advantage for our clients. I now invite Samir, Aarthi, and Sudeep to go over our different aspects of our performance during the quarter. I will step in later and provide more color on the demand trends we are seeing. Over to you, Samir.

Speaker #5: I'll now invite Samir, Aarthi, and Sudeep to go over different aspects of our performance during the quarter. I'll step in later and provide more color on the demand trends we are seeing.

Speaker #5: Over to you, Samir.

Speaker #6: Thank you, Krithi. Good day, everyone. Our quarterly revenues were ₹73,188 crore, a growth of 1.3% sequentially and 11.2% on a year-on-year basis.

Samir Seksaria: Thank you, Krithi. Good day, everyone. Our quarterly revenue was INR 73,188 crores, a growth of 1.3% sequentially and 11.2% on a year-on-year basis. In dollar terms, revenue was USD 764.2 million, a growth of 20 basis points sequentially and 2.4% year-on-year. In constant currency terms, our growth was 50 basis points QoQ and 2.8% YOY. Our operating margins remained stable sequentially at 24%. Consistent with our philosophy to drive long-term profitable growth, we continue to prioritize investments for growth. In Q2, we made investments in strategic partnerships, M&A-related initiatives, and hiring of niche talent. As we build future capacity and navigate demand transitions, we have invested in a higher bench and increased hiring of subcontractors to meet near-term skills and delivery requirements. This quarter, we were able to mitigate those headwinds partly by currency gains and operating leverage.

Speaker #6: In dollar terms, revenue was US$7,642 million, a growth of 20 basis points sequentially and 2.4% year-on-year. In constant currency terms, our growth was 50 basis points quarter-on-quarter and 2.8% year-on-year.

Speaker #6: Our operating margins remained stable sequentially at 24%. Consistent with our philosophy to drive long-term profitable growth, we continued to prioritize investments for growth. In Q2, we made investments in strategic partnerships, M&A-related initiatives, and hiring of next talent.

Speaker #6: As we built future capacity, as we built future capacity and navigate demand transitions, we have invested in a higher bench and increased hiring of subcontractors to meet near-term skills and delivery requirements.

Speaker #6: This quarter, we were able to mitigate these headwinds, partly by currency gains and operating leverage. Many of these investments are strategic in nature, and our focus is on long-term value creation.

Samir Seksaria: Many of these investments are strategic in nature and are focused on long-term value creation. Our disciplined approach to margin management remains unchanged. As growth improves, we expect to benefit from enhanced scale efficiency while continuing to optimize our cost structures, align capacity with demand, and maintain our disciplined execution. While we are prioritizing investments, we are focusing on five key areas. First, we continue to strengthen our portfolio through targeted capability acquisitions. Second, we are adding a stronger partnership ecosystem with frontier AI companies, hyperscalers, semiconductor ecosystem, tier 1 industrial suppliers, and enterprise software providers. Third, we are accelerating investments in our high-growth service areas. We are making investments in sales, solutioning, service transformation, new offerings, and business models across the five bets we have called out, with a specific focus on AI and data.

Speaker #6: Our disciplined approach to margin management remains unchanged. As growth improves, we expect to benefit from enhanced scale efficiency while continuing to optimize our cost structures, align capacity with demand, and maintain our disciplined execution.

Speaker #6: While we are prioritizing investments, we are focusing on five key areas. First, we continue to strengthen our portfolio through targeted capability acquisitions. Second, we are adding a stronger partnership ecosystem with frontier AI companies, hyperscalers, semiconductor ecosystem, tier one industrial suppliers, and enterprise software providers.

Speaker #6: Third, we are accelerating investments in our high-growth service areas. We are making investments in sales, solutioning, service transformation, new offerings, and business models across the five bets we have called out, with a specific focus on AI and data.

Speaker #6: Fourth, we are investing in talent and capability creation at scale, focusing on learning and development as well as hiring mesh talent. Lastly, we are creating new growth engines for the future.

Samir Seksaria: Fourth, we are investing in talent and capability creation at scale, on learning and development, as well as on hiring tech talent. Lastly, we are creating new growth engines for the future. We are expanding into adjacencies such as data center services, increasing our offerings for GCCs and mid-market segments, expanding our presence in areas such as ServiceNow, public services, and sovereign cloud. Our priority remains clear: convert investments into sustainable growth while preserving the discipline that has consistently underpinned our profitability. Our net margins for the quarter was 19%. DSOs stood at 74 days, constant sequentially in dollar terms. Our cash conversion remains strong at 102.2% of net income, and invested funds at the end of the period stood at $5.98 billion.

Speaker #6: We are expanding into adjacencies such as data center services, increasing our offerings for GCCs and the mid-market segments, and strengthening our presence in areas such as ServiceNow, public services, and sovereign cloud.

Speaker #6: Our priority remains clear: convert investments into sustainable growth while preserving the discipline that has consistently underpinned our profitability. Our net margin for the quarter was 19%.

Speaker #6: DSOs stood at 74 days, constant sequentially in dollar terms. Our cash conversion remains strong at 102.2% of net income. Invested funds at the end of the period stood at $5.98 billion.

Speaker #6: Our capital allocation policy remains unchanged, and we remain committed to returning substantial free cash flows to our shareholders, while judiciously investing to support our long-term growth aspirations.

Samir Seksaria: Our capital allocation policy remains unchanged, and we remain committed to returning substantial free cash flows to our shareholders while judiciously investing to support our long-term growth aspirations. I will now hand it over to Aarthi.

Speaker #6: I'll now hand it over to Aarthi.

Speaker #4: Thank you, Samir. Good evening, everyone. The biggest opportunity in front of us is in helping clients translate advancements in AI into business outcomes. Clients see TCS as a partner who can use AI to enable growth, speed, and efficiency.

Aarthi Subramanian: Thank you, Samir. Good evening, everyone. The biggest opportunity in front of us is in helping clients translate advancements in AI into business outcomes. Clients see TCS as a partner who can use AI to enable growth, speed, efficiency. They are keen to invest the productivity benefits from AI into enterprise transformation initiatives that will make their organization future-ready. TCS is benefiting from this shift, as evidenced by our growing AI revenues that crossed $3 billion on an annualized basis this quarter. Our priority is clear: use AI to create measurable value for our customers and to improve how we deliver work for them. This quarter, we made progress on both fronts, with growth in our AI business and wider adoption of our humans plus AI services delivery model. We are seeing three distinct demand patterns: AI-native solutions with business outcomes, AI-led transformation of enterprise systems, and autonomous GBS.

Speaker #4: They're keen to invest the productivity benefits from AI into enterprise transformation initiatives that will make their organization future-ready. TCS is benefiting from this shift.

Speaker #4: As evidenced by growing AI revenues that crossed $3 billion on an annualized basis this quarter. Our priority is clear: use AI to create measurable value for our customers and to improve how we deliver work for them.

Speaker #4: This quarter, we made progress on both fronts, with growth in our AI business and wider adoption of our Human plus AI services delivery model.

Speaker #4: We are seeing three distinct demand factors: AI-native solutions with business outcomes, AI-led transformation of enterprise systems, and autonomous GVS. Enterprises are also prioritizing investments in modernizing legacy data stacks and building AI-ready data foundations.

Aarthi Subramanian: Enterprises are also prioritizing investments in modernizing legacy data estate and building AI-ready data foundations. Across these demand patterns, strong AI governance with secure AI platform is becoming a top need for enterprises. Let me share an example of how we are building AI-native solutions with assured business outcomes. For a global industrial manufacturer, we are using an AI-native approach to solve a critical business need, compressing lead to quote time from 4.7 days to under an hour. We achieved this within a quarter, clearly demonstrating speed to value. The next step is to improve their lead to conversion metrics. This is a good example of focused problem-solving and business outcome realization with AI. Let me share how AI is changing the approach to transforming enterprise systems. AI is playing a key role in process mining, which helps us understand existing workflows.

Speaker #4: Across these demand partners, strong AI governance with secure AI platforms is becoming a top need for enterprises. Let me share an example of how we are building AI-native solutions with assured business outcomes.

Speaker #4: For a global industrial manufacturer, we're using an AI-native approach to solve a critical business need—compressing lead-to-quote time from 4.7 days to under an hour.

Speaker #4: We achieved this within a quarter, clearly demonstrating speed to value. The next step is to improve their lead-to-conversion metrics. This is a good example of focused problem solving and business outcome realization with AI.

Speaker #4: Now let me share how AI is changing the approach to transforming enterprise systems. AI is playing a key role in process mining, which helps us understand existing workflows. Redesigning processes with a human and AI approach by default is enabling upfront identification of agentic opportunities.

Aarthi Subramanian: Redesigning processes with a human and AI approach by default is enabling us to identification of agentic opportunities. The acceleration of implementations with AI is real. In a large, complex S/4HANA enterprise transformation spanning 27 sites, more than 70 legal entities, we are using AI to redesign processes and accelerate implementation. Our approach, supported by TCS agentic platform, targets 25% to 30% faster implementation. Last quarter, I spoke about autonomous GBS and how agentic AI in business process execution is scaling significantly. Business ops teams are now embarking on agentic transformation across finance, HR, procurement, and customer service. This is opening new opportunities for us to engage with business teams and create new value propositions. For a North American energy resources company, we are transforming their global HR operations to double operational efficiency and increase self-serve adoption, from less than 10% to 30%.

Speaker #4: And the acceleration of implementations with AI is real. In a large, complex S/4HANA enterprise transformation spanning 27 sites and more than 70 legal entities, we are using AI to redesign processes and accelerate implementation.

Speaker #4: Our approach, supported by the TCS Agentic platform, targets 25% to 30% faster implementation. Last quarter, I spoke about autonomous GPS and how agentic AI in business process execution is scaling significantly.

Speaker #4: Business operations teams are now embarking on agentic transformation across finance, HR, procurement, and customer service. This is opening new opportunities for us to engage with business teams and create new value propositions.

Speaker #4: For North American energy resources companies, we are transforming their global HR operations to double operational efficiency and increase self-serve adoption from less than 10% to 30%.

Speaker #4: Beyond AI, cybersecurity is another area enterprises are prioritizing globally. As enterprises continue to strengthen cyber controls, the focus on cyber resilience and recovery is rising.

Aarthi Subramanian: Beyond AI, cybersecurity is another area enterprises are prioritizing globally. While enterprises continue to strengthen cyber controls, the focus on cyber resilience and recovery is rising. Frontier models are also changing how enterprises manage vulnerability, enabling recovery prioritization and validation. For a European client, we are reimagining enterprise security through an integrated cloud operating model. Recent AI-related cybersecurity incidents are a reminder that AI needs the same rigorous engineering and operational discipline as any enterprise technology. Strong governance and clear guardrails must therefore be built into every enterprise AI deployment. As agents scale, enterprises will need more robust orchestration, access controls, security, observability, cost controls, and policy enforcement. Cost discipline matters just as much. We help clients manage AI token costs through benchmarking, model and architecture selection, token economics, and FinOps advisory. Our focus is to deliver the right level of intelligence at the right cost.

Speaker #4: Frontier models are also changing how enterprises manage vulnerability, enabling recovery prioritization and validation. For a European client, we are reimagining enterprise security through an integrated AI robot operating model.

Speaker #4: Recent AI-related cybersecurity incidents are a reminder that AI needs the same research, engineering, and operational discipline as any enterprise technology. Strong governance and clear guardrails must therefore be built into every enterprise AI deployment.

Speaker #4: As agents scale, enterprises will need more robust orchestration, access controls, security, observability, cost controls, and policy enforcement. Cost discipline matters just as much. We help clients manage AI token costs through benchmarking, model and architecture selection, token economics, and FinOps advisory.

Speaker #4: Our focus is to deliver the right level of intelligence at the right cost. This creates a significant and growing opportunity for TCS across AI governance services and platforms.

Aarthi Subramanian: This creates a significant and growing opportunity for TCS across AI governance services and platforms. We recently won an engagement with a major global insurer to build an enterprise AI agentic platform and a common agentic control tower for managing both in-house and third-party agents. Our engineering depth and working demonstrations helped create differentiation. We are also working more closely with business teams to turn their priorities into realized benefits. In one engagement where TCS was not the incumbent, our team identified pain points and built working demonstrations during a three-day customer workshop, which helped us secure the deal. 21 forward deployment engineers are now working directly with business on execution. Over the last 12 months, we have made good progress in deploying our humans plus AI service economy model across client engagements.

Speaker #4: We recently won an engagement with a major global insurer to build an enterprise AI agentic platform and a common agentic control tower for managing both in-house and third-party agents.

Speaker #4: Our engineering development and working demonstrations helped create differentials. We are also working more closely with business teams to turn their priorities into realized benefits.

Speaker #4: In one engagement, where TCS was not the incumbent, our team identified pain points and built working demonstrations during a three-day customer workshop, which helped us secure the deal.

Speaker #4: Twenty-one forward deployment engineers are now working directly with the business on executions. Over the last twelve months, we have made good progress in deploying our human-plus-AI service autonomy models across client engagements.

Speaker #4: For agentic AMS, TCS has earned top rankings from customers, underscoring the strength of our differentiated capabilities delivered at scale. Our investments in Salesforce are delivering results. By combining the strengths of Coastal Cloud, List Engage, and our own Salesforce practice, we are driving significant growth.

Aarthi Subramanian: For agentic AMS, TCS has earned top rankings from customers, underscoring the strength of our differentiated capabilities delivered at scale. Our investments in Salesforce are delivering results. By combining the strengths of Coastal Cloud, ListEngage, and our own Salesforce practice, we are driving significant growth. Recently, leading analysts have recognized this progress, ranking TCS as the number one Salesforce services partner. Looking ahead, we continue to engage customers across their business and technology transformation agendas, leveraging our capabilities, context, and industry platform solutions to create distinctive value propositions. These are early days, so being progressive and proactive with our ideas and solutions is essential. We are doing this the way we know best with a customer-centric approach. Thank you. I will now hand it over to Sudeep.

Speaker #4: Recently, leading analysts have recognized this progress, ranking TCS as the number one Salesforce services partner. Looking ahead, we'll continue to engage customers across their business and technology transformation agendas, leveraging our capabilities, context, and industry platform solutions to create distinctive value propositions.

Speaker #4: These are early days, so being progressive and proactive with your ideas and solutions is essential. And we are doing this the way we know best—with a customer-centric approach.

Speaker #4: Thank you. I now hand it over to Sudeep.

Speaker #1: Thank you, Marky. Hello everyone. This quarter, we continue to invest in future-ready talent, onboarding top talent globally and taking our workforce to 598,056 associates.

Sudeep Kunnumal: Thank you, Aarthi. Hello, everyone. This quarter, we continue to invest in future-ready talent, onboarding top talent globally, taking our workforce to 598,056 associates. Our hiring strategy continues to balance experienced talent, early career talent, and internal mobility. As client demand evolves, we remain focused on strengthening AI and domain expertise, improving deployment readiness, and investing in continuous learning. Over the past year, we have significantly expanded our technology and AI capabilities through large-scale learning and reskilling initiatives. Our learning hours saw a 17% QoQ increase to 17.1 million hours. Learning LTM attrition in IT services reduced by 30 basis points sequentially to 13.3%. The ability to combine workforce stability with continuous at-scale learning remains a key differentiator for TCS. We remain committed to building a future-ready workforce and a workspace where associates can learn, contribute, and grow. Thank you. Now I will hand it over to Krithi.

Speaker #1: Our hiring strategy continues to balance experienced talent, early career talent, and internal mobility. As client demand evolves, we remain focused on strengthening AI and domain expertise, improving deployment readiness, and investing in continuous learning.

Speaker #1: Over the past year, we have significantly expanded our technology and AI capabilities through large-scale learning and reskill initiatives. Our learning hours show a 17% Q1-Q2 increase, reaching 17.1 million hours.

Speaker #1: Learning LTM activation: 90 services, reduced by 30 basis points, equity to 13.3%. Fifth, the ability to combine workforce stability with continuous, at-scale learning remains a key differentiator for TCS.

Speaker #1: We remain committed to building a future-ready workforce and a workplace where associates can learn, contribute, and grow. Thank you. Now I'll hand it back over to...

Speaker #2: Thank you, Sudeep. Let me now provide some additional government and industry trends before concluding our prepared remarks. DFSI was our strongest large vertical and the largest contributor to growth, with 2.5% sequential and 3.9% year-on-year growth in constant currency.

K. Krithivasan: Thank you, Sudeep. Let me now provide some additional color on industry trends before concluding our prepared remarks. BFSI was our strongest large vertical and the largest contributor to growth, with 2.5% sequential and 3.9% year-on-year growth in constant currency. Growth was broad-based across banking, capital markets, and insurance, with strong momentum in the UK, Europe, and Asia Pacific. Clients continue to invest in AI, risk and regulatory modernization, cyber resilience, data platforms, and operational efficiency. Manufacturing grew 3.1% sequentially and 4.2% year-on-year. Demand is improving around factory automation, engineering productivity, product lifecycle modernization, supply chain resilience, predictive maintenance, and industrial AI. Our investments in AI-led vehicle engineering, smart manufacturing, and physical AI are helping us participate in larger and more strategic programs. Technology and services grew 3.1% sequentially and 4.8% year-on-year. Growth was driven by enterprise software, technology products, engineering, cloud modernization, and digital transformation.

Speaker #2: Growth was broad-based across banking, capital markets, and insurance, with strong momentum in the UK, Europe, and Asia Pacific. Clients continue to invest in AI, risk and regulatory modernization, cyber resilience, data platforms, and operational efficiency.

Speaker #2: Manufacturing grew 3.1% sequentially and 4.2% year-on-year. Demand is improving around factory automation, engineering productivity, product lifecycle modernization, supply chain resilience, predictive maintenance, and industrial AI.

Speaker #2: Our investments in AI-led vehicle engineering, smart manufacturing, and physical AI are helping us participate in larger and more strategic programs. Technology and services grew 3.1% sequentially and 4.8% year-on-year.

Speaker #2: Growth was driven by enterprise software, technology products, engineering, cloud modernization, and digital transformation. At the same time, traditional application and infrastructure portfolios are seeing an increase in agentic AI adoption.

K. Krithivasan: At the same time, traditional application and infrastructure portfolios are seeing an increase in agentic AI adoption. We are leading with AI-first software engineering, autonomous operations, platform simplification, and AI-ready data foundations. Consumer business declined by 0.7% sequentially and 1% year-on-year. Retail and consumer products remain sensitive to inflation, energy cost, and selective consumer spending. Travel, transportation, and hospitality demand remain resilient, but discretionary spending is affected by cost pressure and increased outsourcing. We continue to see opportunities in operational efficiency, supply chain visibility, customer experience, pricing, cloud, data, and AI-led modernization. Life sciences and healthcare grew 0.3% sequentially, with stable demand supported by long-term priorities in compliance, clinical and research platforms, data modernization, AI-enabled drug discovery, patient engagement, journey cycle modernization, and cybersecurity. Communications and media was broadly flat, with growth in media publishing and digital platforms offset by continued pressure in the telecom vertical.

Speaker #2: We are leading with an AI-first software engineering autonomous operations platform, simplification, and AI-ready data foundations. Consumer business declined by 0.7% sequentially and 1% year-on-year.

Speaker #2: Retail and consumer products remain sensitive to inflation, energy costs, and selective consumer spending. Travel, transportation, and hospitality demand remain resilient, but discretionary spending is affected by cost pressures and increases in sourcing.

Speaker #2: We continue to see opportunities in operational efficiency, supply and usability, customer experience, pricing, cloud, data, and AI-led modernization. Licenses and healthcare grew 0.3% sequentially, with stable demand supported by long-term priorities in compliance, clinical and research platforms, data modernization, AI-enabled drug discovery, patient engagement, revenue cycle modernization, and cyber security.

Speaker #2: Communications and media was broadly flat, with growth in media publishing and digital platforms offset by continued pressure in the telecom vertical. Energy, resources, and utilities declined 0.5% sequentially, although investments in grid modernization, resilience, cybersecurity, asset optimization, and AI-enabled operations remain relevant.

K. Krithivasan: Energy, resources, and utilities declined 0.5% sequentially, although investments in grid modernization, resilience, cybersecurity, asset optimization, and AI-enabled operations remained relevant. International revenue grew sequentially. Performance improved across most industry groups and growth broadened across the core portfolio. Our TCV was at $9.6 billion. Our win rates improved and annualized AI revenue reached $3.1 billion. We believe clients are moving towards a new phase of enterprise AI adoption. Opportunity is shifting from isolated use cases to redesigned value chains, governed agentic systems, AI-ready infrastructure, and human plus AI operating models. Our infrastructure to intelligence strategy, contextual knowledge, delivery capabilities, platforms, and ecosystem partnership position us well for this transition. We will continue to execute with discipline, invest in differentiated capabilities, and help our clients achieve measurable outcomes in growth, productivity, and resilience.

Speaker #2: International revenue grew sequentially. Performance improved across most industry groups, and growth broadened across the core portfolio. Our TCU was at $9.6 billion; win rates improved, and annualized AI revenue reached $3.1 billion.

Speaker #2: We believe clients are moving toward a new phase of enterprise AI adoption. Opportunity is shifting from isolated use cases to redesigned value chains, governed agentic systems, AI-ready infrastructure, and human plus AI operating models.

Speaker #2: Our infrastructure-to-intelligence strategy, contextual knowledge delivery capabilities, platforms, and ecosystem partnership position us well for this transition. We will continue to execute with discipline, invest in differentiated capabilities, and help our clients achieve measurable outcomes in growth, productivity, and resilience.

Speaker #2: These priorities support our aspiration to become the world's leading AI-led technology services company and create sustainable value for our clients, employees, and shareholders. With this, we'll now open the line for questions.

K. Krithivasan: These priorities support our aspiration to become the world's leading AI-led technology services company and create sustainable value for our clients, employees, and shareholders. With this, we will now open the line for questions.

Speaker #3: Thank you very much. We will now begin the question-and-answer session. Participants who wish to ask a question may press star and one on their touch-tone phone.

Operator 3: Thank you very much. We will now begin the question and answer session. Participants who wish to ask a question may press star and one on their touch-tone phone. If you are using a speakerphone, please pick up your handset when asking a question. This is required to ensure optimum quality on the call. If you wish to remove yourself from the question queue, you may press star and two. Ladies and gentlemen, we will wait for a moment while the question queue assembles. We will take our first question from the line of Sudhir Guntupalli with Kotak Mahindra Asset Management. Please go ahead.

Operator: Thank you very much. We will now begin the question and answer session. Participants who wish to ask a question may press star and one on their touch-tone phone. If you are using a speakerphone, please pick up your handset when asking a question. This is required to ensure optimum quality on the call. If you wish to remove yourself from the question queue, you may press star and two. Ladies and gentlemen, we will wait for a moment while the question queue assembles. We will take our first question from the line of Sudhir Guntupalli with Kotak Mahindra Asset Management. Please go ahead.

Speaker #3: If you are using a speakerphone, please pick up your handset when asking a question. This is required to ensure optimum quality on the call.

Speaker #3: If you wish to remove yourself from the question queue, you may press *2. Ladies and gentlemen, we will wait for a moment while the question queue assembles.

Speaker #3: We will take our first question from the line of Sudheer Gunthapalli with Kotak Mahindra Asset Management. Please go ahead.

Speaker #1: Yeah, hi Krithi. Thanks for the opportunity. My first question: your core markets' growth accelerated quite nicely in this quarter. Do you think the momentum in this part, in the international business, will continue in the coming quarters as well?

Sudheer Guntupalli: Yeah. Hi, Krithi. Thanks for the opportunity. My first question, your core markets growth accelerated quite nicely in this quarter. Do you think the momentum in this part and the international business to continue in the coming quarters as well?

Speaker #2: Sudeep, definitely, we like looking at all the parameters. I don't want to comment on an immediate next quarter basis, but on a medium-term basis, looking at the TCV, looking at the pipeline, and the client conversations that we are having, we are confident the growth momentum will continue.

K. Krithivasan: Sudhir, definitely. Looking at all the parameters, I do not want to comment on immediate next quarter basis. But on a medium-term basis, looking at the TCV, looking at the pipeline, and the client conversations that we are having, we are confident that growth momentum will continue.

Speaker #1: Sure, sir. Both DFSI and high-tech verticals are reflecting a typical September-quarter kind of seasonal strength this time. Given these two verticals are also the ones which are early adopters of technology, is it fair to sort of assume or conclude that the AI deflation impact, at least in these two verticals, is now more than offset by the incrementality of AI opportunity?

Sudheer Guntupalli: Sure, sir. Both BFSI and high tech verticals are reflecting a typical September quarter kind of seasonal strength this time. Given these two verticals also are the ones which are early adopters of technology, is it fair to sort of assume or conclude that AI deflation impact, at least in these two verticals, is now more than offset by incrementality of AI opportunity?

Speaker #2: I don't want to say it is complete, because there are, but again, Sudeep, on one hand there is a deflation because of the productivity benefit.

K. Krithivasan: I do not want to say it is complete. But again, Sudhir, on one hand, there is a deflation because of the productivity benefit. But also these industries use AI for modernization, and it also creates vendor consolidation opportunities. Also, for instance, if you take BFSI is where our AI revenues percentage also grew very fast. So there are a number of things that are happening in these industries. I do not want to conclude by saying that the deflation part is complete, but I think there are a number of opportunities in these industries we are working on, which gives us the confidence that the growth can continue.

Speaker #2: But also, these industries use AI for modernization, and it creates vendor consolidation opportunities. Also, for instance, if you take DFSI—DFSI is where our AI revenue percentage also grew very fast.

Speaker #2: There are a number of things happening in these industries. I don't want to conclude by saying that the deflation part is complete, but I think there are a number of opportunities in these industries that we are working on, which gives us the confidence that growth can continue.

Speaker #1: Okay, sir. One last question to Samir. In the subcon increase this quarter, Samir, should we see this as a proxy for visa cost, given that we would not have applied for a lot of visas, considering the sharp jump in visa fees last year?

Sudheer Guntupalli: Okay, sir. One last question to Samir. On the subcon increase this quarter, Samir, should we see this as a proxy for visa costs given that you would not have applied for a lot of visas, given the sharp jump in visa fee last year?

Speaker #2: Yes. The overall increase in subcontracting has been seen across India as well as overseas. It is mostly to meet near-term demand; supply still has mismatches.

Samir Seksaria: Yes. See, in the overall increase in subcon, it has been across in India as well as overseas. It is more to meet some demand or supply skill mismatches. Some part of it could be linked to that also, but not completely.

Speaker #2: Some part of it could be linked to that also, but not completely.

Speaker #1: Thank you, sir. All the very best.

Sudheer Guntupalli: Thanks. All the very best.

Speaker #3: Thank you. Our next question comes from the line of Ravi Menon with Taxis Capital. Please go ahead.

Operator 3: Thank you. Our next question comes from the line of Ravi Menon with Axis Capital. Please go ahead.

Operator: Thank you. Our next question comes from the line of Ravi Menon with Axis Capital. Please go ahead.

Speaker #4: Hi, thanks for the opportunity. First of all, congratulations on a pretty good performance across multiple verticals this quarter. But we've seen the India revenue decline by about 10%, you know, and also seen a slight decline in the $100 million client as well this quarter, and $50 million clients as well.

Ravi Menon: Thanks for the opportunity. First of all, congrats on a pretty good performance across multiple verticals this quarter. We have seen the India revenue decline by about 10%, and also seen a slight decline in the 100 million clients as well this quarter, and 50 million clients as well. Are both these client metrics declined and India revenue correlated? What caused this revenue decline in India?

Speaker #4: Are these client metrics required, and is India revenue correlated? What caused the revenue decline in India?

Speaker #2: See, like you asked, we have always been calling out the regional market. When we say regional market, it's a bunch of quite a few volatile segments.

K. Krithivasan: See, Ravi, like you asked, we always been calling out the regional market. While we say regional market, it's a bunch of quite a few volatile segments. In India, we had a project which caused this revenue decrease. Otherwise, there are no structural issues, and these are all projects that will continue to get into the. We are hoping to deliver this project in subsequent quarters once the projects are reinstated. We do not see any major concerns there. On the client metric, we had, I think, 2. Essentially, it is only one specific drop. The second is coming because of the currency exchange thing. Our portfolio is in the bottom line because of the exchange currency movement dropped below INR 100 million, so there is no structural issue.

Speaker #2: And in India we had a project which caused this revenue decrease. Otherwise like no structural issue and these are all projects that will continue to get into the hoping to deliver these projects in subsequent quarters like once the once the projects are reinstated.

Speaker #2: And we don't see any major concern there. And on the client metric, we had, I think, two—essentially, it is only one specific drop. The second is coming because of the currency exchange thing.

Speaker #2: The features are in a borderline because of the exchange currency movement, dropping below the $100 million. So there is no structural issue.

Speaker #4: Great, thanks so much for that. Can we think about this disclosure about AI revenues as similar to what we've seen for digital, and when we saw that digital portfolio reached a certain level, you know, and that was growing much faster than the overall portfolio?

Ravi Menon: Great. Thank you so much for that. Kiran, can we think about this closer about AI revenues as similar to what we have seen for digital? When we saw that digital portfolio reach a certain level, and that was growing much faster in your overall portfolio. You saw that inflection point for growth. With AI revenues now hitting 10%, can we say that from here, growth has toughed out? If you look at on a last 2, 3 years basis compared to looking at the next 2, 3 years. Could you say that you are more optimistic that growth will be faster in the next 2, 3 years compared to the last 2, 3 years?

Speaker #4: You saw that inflection point for growth. With AI revenues now hitting 10%, can we say that from here, growth is tapped out if you look at it on a last two or three years basis? Compared to looking at the next two or three years, would you say that you’re more optimistic that growth will be faster in the next two or three years compared to the last two or three years?

Speaker #5: So Ravi this is Aarti here. So I think like you said I think we did you know quite well on AI revenues this quarter.

Aarthi Subramanian: Ravi, this is Aarthi here. I think, like you said, I think we did quite well on AI revenues this quarter. But when we look at our revenues, we look at traditional revenues, new services revenues, and AI revenues. Our new services revenues did well as well. What Sudi alluded to AI-led tech modernization, enterprise core transformation, whether it is on the ERP side or on the industrial side in manufacturing and pharma sectors. GBS, cybersecurity, all of them did well. Obviously, I think the AI growth rates came out rather nicely. On the traditional services also. Vendor consolidation and AI-powered software engineering, IT ops. How we innovate in execution is helping us differentiate and grow market share in traditional services also.

Speaker #5: But when we look at our revenues we look at traditional revenues new services revenues and AI revenues so our new services revenues did well as well whether you look what Sudeep alluded to AI led tech modernization enterprise core transformation whether it's on the ERP side or you know on the industrial side in manufacturing and pharma sectors DPS cyber security all of them did well and obviously I think the AI growth rates came out rather nicely and on the traditional services also you know vendor consolidation and AI powered software engineering IT ops right how we innovate in execution is helping us differentiate and grow market share in traditional services also you know in a space where AI is definitely creating efficiency and productivity but there are tailwinds on the back of vendor consolidation in those traditional areas as well.

Aarthi Subramanian: In a space where AI is definitely creating efficiency and productivity, there are tailwinds on the back of vendor consolidation in those traditional areas as well.

Speaker #4: Thank you so much for the next question. One last question to Samir. You know, get back to the, towards 26%, which is the aspirational margin.

Ravi Menon: Thank you so much for the detailed explanation. One last question to Samir. To get back towards 26%, which is the aspirational margin, do you think that we will be able to bring down subcontracting costs over time, or what are the key levers that could take you towards 26%?

Speaker #4: Do you think that we'll be able to bring down subcontracting costs over time, or what are the key levers that could take you towards 26%?

Speaker #2: So overall, our long-term aspiration remains unchanged—to continue to reach 26 to 28. While in the near term, as we have been talking about, we will continue to prioritize investments for growth.

Samir Seksaria: Overall, our long-term aspiration remains unchanged to continue to 26% to 28%. While in the near term, as we have been talking about, we will continue to prioritize investments for growth. Looking ahead, your question in terms of what are the levers available, subcon, given the rate at which it has increased, definitely is one of the levers. Also, if you look at some of the investments will start to deliver results. That could be another part of it. We have been focused on our margin discipline as always, and the traditional levers, whether it is productivity utilization, will also continue. Some of our non-employee expenses also have been increasing. At various points of time, we have used these levers and towards getting to 26%, as we do it these would definitely play a role.

Speaker #2: Right. And looking ahead so your question in terms of what are our levers available subcon given the rate at which has increased definitely is one of the levers also if you look at some of the investments will start to deliver results that could be another part of it and as we and we have been focused on our margin discipline as always and the traditional levers whether it is productivity utilization will also continue and some of our non employee expenses also have been increasing.

Speaker #2: So, at various points in time we have used these levers, and towards getting to 26 as we do it, these would definitely play a role.

Speaker #4: Thank you so much. Best of luck.

Ravi Menon: Thank you so much. Best of luck.

Speaker #3: Thank you. Our next question comes from the line of Aruchi Makhija with ICICI Securities. Please go ahead.

Operator 3: Thank you. Our next question comes from the line of Ruchi Mukhija with ICICI Securities. Please go ahead.

Operator: Thank you. Our next question comes from the line of Ruchi Mukhija with ICICI Securities. Please go ahead.

Speaker #6: Thank you for the opportunity. I think staff asked the AI question once again. So, this quarter we saw AI revenue grow by 19%, while the traditional or non-AI revenue declined.

Ruchi Burde Mukhija: Thank you for the opportunity. I will take a stab at the AI question once again. This quarter we saw AI revenue grow by 19%, while the traditional or non-AI revenue declined. Should we interpret this as AI increasingly substituting the traditional services, or we are seeing incremental client spending? What needs to happen for AI to become the overall revenue growth driver?

Ruchi Mukhija: Thank you for the opportunity. I will take a stab at the AI question once again. This quarter we saw AI revenue grow by 19%, while the traditional or non-AI revenue declined. Should we interpret this as AI increasingly substituting the traditional services, or we are seeing incremental client spending? What needs to happen for AI to become the overall revenue growth driver?

Speaker #6: Should we interpret this as AI increasingly substituting the traditional services, or are we seeing incremental client spending? And what needs to happen for AI to become the overall revenue growth driver?

Aarthi Subramanian: See, definitely we see AI as a net new driver of new opportunities. I think, Ruchi, the way we see it, more and more AI is becoming pervasive in an organization and playing a role in every transformation a company embarks on. Whether it is any enterprise transformation or business operations transformation or agentic transformation, which are new ways that we can solve problems for business. I think AI is playing a role across the board.

Speaker #5: You know, definitely, we see AI as a net new driver of new opportunities. But I think, Aruchi, the way we see it, more and more, AI is becoming pervasive in an organization and playing a role in every transformation a company embarks on.

Speaker #5: So whether it's any enterprise transformation or business operations transformation or a agentic transformation which are you know new ways that we can solve problems for business I think AI is playing a role across the board.

Speaker #6: Okay, secondly, it's on margin. This quarter, we saw gross margin decline of just 40 basis points.

Ruchi Burde Mukhija: Okay. Secondly, it is on margin. This quarter, we saw gross margin decline.

Ruchi Mukhija: Okay. Secondly, it is on margin. This quarter, we saw gross margin decline.

Speaker #4: I'm sorry to interrupt Aruchi but your line is not very clear. We've cut you to please repeat that question.

Operator 3: Sorry to interrupt, Rukmini, but your line is not very clear. We request you to please repeat that question.

Operator: Sorry to interrupt, Rukmini, but your line is not very clear. We request you to please repeat that question.

Speaker #6: Yes. Is it better?

Ruchi Burde Mukhija: Yeah. Is it better?

Ruchi Mukhija: Yeah. Is it better?

Speaker #2: Yes.

Operator 3: Yes.

Operator: Yes.

Speaker #4: Yes.

Speaker #6: Yes. So this quarter we saw a gross margin decline sequentially, despite the fact that this quarter we don't have any wage hike impact. So, Sameer, could you quantify how much of this is structural—meaning we are making active investments for AI—and how much of this is temporary? And the second part to this: given the ongoing investments, we also have GCC coming in and MHP consolidation playing out in H2.

Ruchi Burde Mukhija: Yeah. This quarter we saw a gross margin decline sequentially, despite this quarter we do not have any wage hike impact. First, Samir, could you quantify how much of this we see structural, meaning we are making active investments for AI and how much of this is temporary? Second part to this, given the ongoing investment, we also have Best Buy GCC coming in, MHP consolidation playing out in H2. In that context, how we think about the margin commitment we had made around exiting FY27 of 25% plus or minus a bit margin range?

Aarthi Subramanian: Yeah.

Ruchi Mukhija: This quarter we saw a gross margin decline sequentially, despite this quarter we do not have any wage hike impact. First, Samir, could you quantify how much of this we see structural, meaning we are making active investments for AI and how much of this is temporary? Second part to this, given the ongoing investment, we also have Best Buy GCC coming in, MHP consolidation playing out in H2. In that context, how we think about the margin commitment we had made around exiting FY27 of 25% plus or minus a bit margin range?

Speaker #6: So, in that context, how should we think about the margin commitment we had made around exiting FY27 with 25% plus a bit margin range?

Speaker #2: Sure. So first, under gross margin impact, as you can see, there's the increase, which is in subcontractors or third party expenses, directly reflected in the gross margin.

Samir Seksaria: Sure. First on the gross margin part, as you can see, there is the increase which is in subcontractors or third-party expenses directly reflects on the gross margin. The other investments which I talk about are more SG&A-linked investments. Like I mentioned earlier, we are prioritizing investments for growth. Like you mentioned, looking ahead in the second half, we anticipate a few headwinds. The acquisition-related dilution, particularly in MHP, is likely to impact by about 50 basis points, depending on the timing of closure and when the integration starts. The normal furlough seasonal and our continued ecosystems will be our headwinds. Like to Ravi's question, I mentioned some of the Q2 headwinds will start to taper off or start giving outcomes. At the same time, we will try to balance. While it is an uphill task, we will continue to endeavor to inch up on our margins.

Speaker #2: The other investments which I talk about are more LGNL-linked investments, right? And like I mentioned earlier, we are prioritizing investments for growth. And like you mentioned, looking ahead in the second half, we anticipate a few headwinds. The acquisition-related dilution, particularly in MHP, is likely to impact by about 50 basis points, depending on the timing of closure and when the integration starts.

Speaker #2: The normal furlough seasonality and our continued ecosystems would be our headwinds and like to Ravi's question I mentioned some of the Q2 headwinds will start to taper off or start giving outcomes and at the same time we'll try to balance while it's an uphill task we'll continue to endeavor to inch up on our margins.

Speaker #6: Thank you.

Ruchi Burde Mukhija: Thank you.

Ruchi Mukhija: Thank you.

Speaker #3: Thank you. Our next question comes from the line of Nithin Padmanabhan with Investech. Please go ahead.

Operator 3: Thank you. Our next question comes from the line of Nitin Padmanabhan with Investec. Please go ahead.

Operator: Thank you. Our next question comes from the line of Nitin Padmanabhan with Investec. Please go ahead.

Speaker #7: Yeah. Hi. Good evening. Thanks for the opportunity. Wanted your thoughts on the regional markets more specifically in the context of the BSNL deal. Do you think that should sort of lend to some sort of support as we get into the second half?

Nitin Padmanabhan: Yeah. Hi, good evening. Thanks for the opportunity. Wondered your thoughts on the regional markets, more specifically in the context of the BSNL deal. Do you think that should sort of lend to some sort of support as we get into the H2? The second bit is in the context of we entering Q3, any thoughts you have from a furlough perspective in conversations with clients? Third, I think from a margin perspective, I think we already had this thought process that obviously Q1 we had the comp increases, then as we go through the year, by the end of the year, at least from an exit perspective, we should be closer to 25. In terms of what is changed in that thought process from an investment perspective, when do you think investments really peak out?

Speaker #7: The second bit is in the context of we entering Q3 any thoughts you have from a furlough perspective in conversations with clients and third I think from a margin perspective I think we originally had this thought process that obviously Q1 we had the comp increases and then as we go through the year by the end of the year at least from an exit perspective we should be closer to 25.

Speaker #7: Now from in terms of what is changed in that thought process from an investment perspective and how are you when do you think investments really peak out would be great to have your thoughts on both these things as well.

Nitin Padmanabhan: Would be great to have your thoughts on both these things as well. Thank you.

Speaker #7: Thank you.

Speaker #2: Nithin I'll answer the questions on BSNL and Q3. Sameer can take up the question on margin. BSNL like you said it can provide a cushion for next couple of quarters.

K. Krithivasan: Nitin, I will answer the questions on BSNL in Q3. Samir can take up the question on margin. BSNL, like you said, it can provide a cushion for a couple of quarters. But the fact is, regional markets will be volatile, so it is made up. We do not do that much of IT-based work in the regional markets. Also some of the programs we do here, the deliveries tend to be lumpy. So you will always see some volatility in regional markets. That is the reason we call the regional market separately out. On Q3, so far from what we are seeing, the furlough will be very similar to the previous years. We do not see any major change.

Speaker #2: But the fact is regional markets will be volatile so it's made of we don't do that much of annuity based work in the regional markets.

Speaker #2: And also, some of the programs we do here, the delivery tends to be lumpy. So you will always see some volatility in regional markets.

Speaker #2: That's the reason we call the regional markets separately out. And on Q3 so far from what we are seeing the furlough will be very similar to the previous years.

Speaker #2: We don't see any major changes.

Samir Seksaria: Thanks, Nitin. Nitin, on the margins, for the past two quarters, we have been talking about prioritizing the investments and focusing on growth, at the same time maintaining the margin discipline. Yes, right now also we are saying we want to inch up, but the primary near-term focus has been on prioritizing the investments. That is why we have called out what investments we are making. No specific immediate timeline. I have called out what are the next phase of investments in the coming few quarters. Will it peak out? I would expect some of them to start delivering results and growth being an important margin lever should help out per se.

Speaker #4: So Nithin on the margins for the past two quarters we have been prioritizing we have been talking about prioritizing the investments and focusing on growth at the same time maintaining the margin discipline.

Speaker #4: And yes right now also we are saying we'd want to inch up but the primary near term focus has been on prioritizing the investments and that's where we have called out pot investments which we have making.

Speaker #4: No specific immediate timeline I have called out what are the next phase of investments in the coming few quarters. We'll let peak out. I would expect some of them to start delivering results and growth being important margin lever.

Speaker #4: Should help out per se.

Speaker #7: Perfect. That's very helpful. Thank you so much, and all the best.

Nitin Padmanabhan: Perfect. That is very helpful. Thank you so much, and all the best.

Speaker #3: Thank you. The next question is from the line of Vibhor Singhal with Nuwama Equities. Please go ahead.

Operator 3: Thank you. The next question is from the line of Vibhor Singhal with Nuvama Equities. Please go ahead.

Operator: Thank you. The next question is from the line of Vibhor Singhal with Nuvama Equities. Please go ahead.

Speaker #5: Yeah, hi. Thanks for taking my question. Two questions from my side. First question on RT. If you can answer, if you can take either of you.

Vibhor Singhal: Yeah. Hi. Thanks for taking my question. Two questions from my side. First question, Krithi or Aarthi, if you can answer, if you can take either of them. I think, Akrity, in the last conference call we had mentioned, and many other companies had also mentioned, that with the advent of these LLM platforms, clients are now increasingly coming to us and asking us to build an application layer underneath which the LLMs kind of sit. That provides these clients a flexibility to sit within the LLM, help them optimize it with the cost, et cetera.

Speaker #5: So, I think in the last conference call, we had mentioned—and many other companies had also mentioned—that with the advent of these LLM platforms, clients are now increasingly coming to us and asking us to build an application layer.

Speaker #5: Underneath which the LLMs kind of sit, so that provides these clients the flexibility to sit within the LLMs, helping them optimize the total cost, etc.

Speaker #5: Have you seen that continue in this quarter as well? Any new things that you might have picked up? Are the clients also kind of moving away from the mainstream LLMs to some sort of small language models, where our expertise becomes a very deciding factor?

Vibhor Singhal: Have you seen that trend continue in this quarter as well? Any new things that you might have picked up? Are the clients also moving away from the mainstream elements to some sort of small language models where our expertise becomes a very deciding factor? Any color on that would be really helpful.

Speaker #5: Any color on that would be very helpful.

Speaker #2: Okay. Vibhor like what you said definitely is playing on. We last time also we laid out the our infrastructure to intelligence. Where of infrastructure layer and there is a model and data layer on top of that is a agent layer.

K. Krithivasan: Okay. Vibhor, what you said definitely is playing out. The last time also we laid out our infrastructure intelligence, where we created an infrastructure layer, and there is a model and data layer. On top of that is an agent layer. On the agent layer, we are building the agent control planes. On the model and data layer, we are building applicable model harness so that customers can use either a SLM or LLM or open source, open weight model based on the need and criticality and what is the application. So those discussions continue, particularly this quarter. We've seen strong success in the agent control plane. I'll request Aarthi to provide more color on this one.

Speaker #2: And on the agent layer we are building the agent control planes and on the model and data layer we are building applicable model harness so that customers can use.

Speaker #2: Either a SLM or LLM or open source open weight model based on the need and criticality and what is the application. So that discussions continue particularly this quarter we've seen strong success in the agent control plane I'll request RT to provide more color on this.

Speaker #6: Thank you, Krithiv. So, Vibhor, absolutely yes. I think as enterprises are, you know, focused on safe, secure, and responsible deployment of agentic AI, they need a strong foundation to scale.

Aarthi Subramanian: Thank you, Srithi. So Vibhor, absolutely, yes. I think as the enterprises are focused on safe, secure, and responsible deployment of agentic AI, they need a strong foundation to scale. So building the AI platform and more so this year, agentic control plane is becoming the key layer, not just in terms of governance, but in terms of cost management, really looking at agent performance and the full end-to-end agent lifecycle. Like Srithi said, this quarter, we saw some very good wins where we are building agentic control planes for our customers.

Speaker #6: So building the AI platform and more so this year agentic control plane is becoming the key layer you know not just in terms of governance but in terms of cost management really looking at agent performance and the full end to end agent life cycle like Krithiv said this quarter we saw some very you know good wins where we are building agentic control planes for our customers.

Speaker #5: And RT, if I can just delve a bit more on that—are there any specific pockets, or let's say, verticals? Maybe banking or high tech, some other verticals where we are seeing more of this at this point in time? And are there some other key segments maybe lagging behind a bit and needing to catch up?

Vibhor Singhal: Aarthi, if I can just delve a bit more on that. Are there any specific pockets or let's say verticals, maybe banking or high tech, some other verticals where we are seeing more of this at this point of time and some other key segments may be lagging behind a bit and need to catch up?

Speaker #6: Sure. I think that's a great question Vibhor. What we are seeing is first of all when we look at the 3.1 billion annualized revenues right this AI revenue is going across the board.

Aarthi Subramanian: Sure. I think that's a great question, Vibhor. What we are seeing is, first of all, when we look at the $3.1 billion annualized revenue, this AI revenue is growing across every vertical. I think that's very positive. There are three verticals which are leading in terms of growth rate, and the top three verticals are BFSI, manufacturing, and life sciences and healthcare. In these three verticals, we are seeing the whole agentic control plane, AI governance. See, these are all evolving things, right? So where the technology is rapidly developing, then you see customers who are leading at least trying to create the playbook for enterprises to follow. So I think those verticals are leading. But I would say that consumer technology, energy, resources, utilities are also following pretty closely in terms of very active adoption of these trends.

Speaker #6: I think that's very positive. Now, there are three verticals leading in terms of growth rate, and the top three verticals are BSSI, manufacturing, and licenses this year.

Speaker #6: And in these three verticals we are seeing the whole agentic control plane AI governance see these are all evolving things right. So where technology is rapidly developing then you know you see the customers who are seeking actually pay through clients and create the playbook for enterprises to follow.

Speaker #6: So I think those verticals are leading. But I would say that consumers you know technology energy resources utilities are also following pretty closely in terms of very you know active adoption of these trends.

Speaker #5: For instance thanks a lot for that. Just one last question for Sameer on the margins part. Sameer just on the margins part the margins trajectory that we are seeing at this point of time is majorly because of the higher subcontract contracting expenses and the investments that we are doing.

Vibhor Singhal: Thanks a lot for that. Just a large question for Sunil on the margins part. Sunil, just on the margins part, the margin trajectory that we are seeing at this point of time is majorly because of the higher subcontracting expenses and the investments that we are doing. There is no pricing pressure that we are seeing across any of the pockets. Is that the right assumption?

Speaker #5: There is no pricing pressure that we are seeing across any of the pockets—is that the right assumption?

Speaker #2: Broadly, yes, and I'll give you some color. See, there would be some front-loading of productivity benefits that could happen, but at the same time, we are seeing better pricing on the AI revenues which we are generating.

Samir Seksaria: Broadly, yes, and I'll give you some color.

Vibhor Singhal: Yeah.

Samir Seksaria: There will be some frontloading of productivity benefits that could happen. But at the same time, we are seeing better pricing on the AI revenues which we are generating. If you take the revenue per employee, you will see there's a slight reduction, not a significant one. So at an overall portfolio level, the pricing is broadly stable.

Speaker #2: And if you take the revenue per employee you would see there's a slight reduction not a significant one. So at a overall portfolio level the pricing is broadly stable.

Speaker #5: Broadly stable. And just to wrap it up, given that we are at 24% at this point in time, you mentioned around a 56-point headwind from the MHPD. At some point in time, the BSNL project would also come in.

Vibhor Singhal: Got it, Sunil. Just to wrap it up. Given that we are at 24% at this point of time, you mentioned around 50 basis point headwind from the MHP. There would be at some point in time, the BSNL project would also come in. Do we have a target in mind that we are looking in terms of, I know probably it was asked before in terms of exit rates for this year. Will we be able to get closer to 25% or that looks difficult from the vantage point that we are at this point of time?

Speaker #5: I mean do we have a target in mind that we are looking in terms of I know probably it was asked before in terms of exit rate for this year will we be able to get closer to 25% or that looks difficult from the vantage point that we are at this point of time.

Speaker #2: As I mentioned, we had looked towards inching up from where we are, and prior investments.

Samir Seksaria: As I mentioned, we look towards inching up from where we are.

Vibhor Singhal: Got it.

Samir Seksaria: Prioritized investments.

Speaker #5: Sure, sure, sure. Great. Thank you so much for taking my questions, and wish you all the best.

Vibhor Singhal: Sure. Great. Thank you so much for taking my questions, and wish you all the best.

Speaker #1: Thank you. Our next question comes from the line of Sandeep Shah with Equaris Securities. Please go ahead.

Operator 3: Thank you. Our next question comes from the line of Sandip Shah with Equirus Securities. Please go ahead.

Operator: Thank you. Our next question comes from the line of Sandip Shah with Equirus Securities. Please go ahead.

Speaker #5: Yeah thanks. Thanks for the opportunity. The first question is one of your large peers who gave the guidance for the next year this time they clearly notify that the growth in consulting and managed services would be almost similar and this could be because of clients now spending beyond AI infra into AI led services.

Sandip Shah: Yeah, thanks for the opportunity. The first question is, one of your large peers who gave the guidance for the next year. This time they clearly notify that the growth in consulting and managed services would be almost similar. This could be because of clients now spending beyond AI infra into AI-led services. Is your client conversation actually implying that? Once the macro-led issues subside, this could be a trigger which one can expect in the next calendar year?

Speaker #5: So, is your client conversation actually implying that once the macro-led issues subside, this could be a trigger which one can expect in the next calendar year?

Speaker #2: So, Sandeep, when RT spoke, she also outlined a few types of projects that we are doing in AI, right? That will gain AT solutions with business outcomes, ALA transformation of enterprise systems, autonomous GPS and AI coming up in technology modernization, modernizing data estate. All these are actually, at this time, we see increasing in volume and increasing in recurrent frequency.

K. Krithivasan: Sandip, when Aarthi spoke also she outlined few types of projects that we are doing in AI, right? That is AI-native solutions with business outcome, AI-led transformation of enterprise systems, autonomous GBS, and AI coming up in technology modernization, modernizing data estate. All these are actually at this time we see increasing in volume, increasing recurrence or frequency. So definitely clients are moving while they are continuing to invest and explore, I would say, opportunity on model optimizing the token cost. There is a greater interest in leveraging AI for a business outcome on technology modernization, and we believe that will continue.

Speaker #2: So definitely clients are moving while they are continuing to invest and explore I would say opportunity on optimizing the token cost but there's a greater interest in leveraging AI for a business outcome on technology modernization and we believe that will continue.

Speaker #5: Okay, okay. And just next question for the CFO, Samir sir. On an organic basis, is it fair to assume that the guidance is still intact for reaching 25% by Q4 if I exclude the 50 bps kind of adverse impact from MHP consolidation?

Sandip Shah: Okay. Just next question for the CFO, Samir, sir. Sir, on an organic basis, is it fair to assume that the guidance is still intact for reaching 25% by Q4 if I exclude the 50 bps kind of a gross impact from MHP consolidation?

Speaker #2: See, there would be lessons, and then mine. There's no point looking at only organic on the margin part, right? There would be macro factors impacting seasonality.

Samir Seksaria: See, there would be pluses and minuses. No point looking at only organic on the margin part, right? There would be macro factors impacting seasonality. I would say on an overall basis, we will balance our investment priorities and our disciplined execution, and we will work towards working higher from here. But right now, the near-term priority is on investment continue.

Speaker #2: So, I would say, on an overall basis, we will balance our investment priorities and our disciplined execution. We will work towards moving higher from here, but right now, the near-term priorities on investment continue.

Speaker #5: Okay. And Sameer just a related question if I look at absolute employee cost there has been an absolute decline of 0.6% Q1Q despite increasing base in employee this quarter as well as last quarter.

Sandip Shah: Okay. Samir, just a related question. If I look at absolute employee costs, there has been absolute decline of 0.6% QoQ despite increasing base in employee this quarter as well as last quarter. Is it the lower variable pay or incremental offshoring are the factors, and you believe incremental offshoring in an AI world could continue as a going-forward method of delivery?

Speaker #5: So is it the lower variable pay or incremental offshoring? Are the factors and you believe incremental offshoring in an AI world could continue as a going forward method of delivery?

Speaker #2: I think Sandeep as you rightly called out the employee expenses will reflect a combined effect of workforce mix location mix skill composition hiring patterns etc.

Samir Seksaria: Right, Sandip, as you rightly thought. The employee expenses will reflect a combined effect of a post-mix, location mix, skill composition, hiring patterns, et cetera. Having said that, given our performance against internal targets, we have had a lower outlay of performance-related bonus this time.

Speaker #2: Having said that given our performance against internal targets we have had a lower outlay of performance linked bonus this time.

Speaker #5: Okay, thank you. All the best.

Sandip Shah: Thank you. All the best.

Speaker #1: Thank you. The next question is from the line of Gaurav Ratheria with Morgan Stanley. Please go ahead.

Operator 3: Thank you. The next question is from the line of Gaurav Rateria with Morgan Stanley. Please go ahead.

Operator: Thank you. The next question is from the line of Gaurav Rateria with Morgan Stanley. Please go ahead.

Speaker #5: Hi, thank you for taking my question. I have a couple of questions. My first question is on your AI revenues. Is that accretive to the gross margins at the company level? And if not, what will change over time?

Gaurav Rateria: Hi. Thank you for taking my question. I have a couple of questions. My first question is on your AI revenues. Is that accretive to the gross margins at the company level? If not, what will change over time? Is it more on the revenue productive side or the cost side that will drive margin accretion from the new business? The second question is on the comment, Samir, that you made on the capacity creation on the bench side on investment that you are making. Is it to reflect the improving demand or broad-based demand in the coming quarters, or is it again the issue of supply-demand mismatch that is leading to the bench creation that you spoke about? The last question is on your data center business. At what point in time we can see some capacity getting operational and start contributing to the revenues? Thank you.

Speaker #5: Is it more on the revenue productive side or the cost side that will drive margin accretion from the new business? The second question is on the comment Sameer that you made on the capacity creation of the bench side on the investment that you are making.

Speaker #5: Is it to reflect the improving demand or the broadening of demand in the coming quarters? Or is it again the issue of supply-demand mismatch that is leading to the bench creation that you spoke about?

Speaker #5: And the last question is on your data center business. At what point in time can we see some capacity getting operational and start contributing to the revenues?

Speaker #5: Thank you.

Speaker #2: Sure. I'll take all three of them, Gaurav. On the first one, the $3.1 billion AI revenues which we have are coming in at a much higher margin than our company average.

Samir Seksaria: Sure. I will take all three of them, Gaurav. On the first one, the $3.1 billion AI revenues which we have are coming in at a much higher margin than our company average. On the data center business, as we have consistently called out, we will plan our expansion on all the capacity creation on the data centers while the initial things lay plans and layout have been placed once the contract comes in. It will take about 18 to 24 months before the revenue starts kicking in. On the capacity creation, Gaurav, if you can repeat it again. Sorry.

Speaker #2: On the data center business as we have consistently called out we will we will plan our expansion on all the capacity creation on the data centers while the initial things lay plans and layout are in place once the contract comes in and it will take about 18 to 24 months before the revenues start kicking in.

Speaker #2: On the capacity creation Gaurav if you can repeat it again sorry.

Speaker #5: Yeah the question is on your comment that you made that created more bench capacity this quarter. So was it to reflect the improving in broad basing of demand that you're seeing in coming quarters or was it led by more supply demand mismatch that you talked about?

Gaurav Rateria: Yeah. The question is on your comment that you made that created more bench capacity this quarter. Was it to reflect the improving and broad-basing of demand that you are seeing in coming quarters, or was it led by more supply-demand mismatch that you talked about?

Speaker #2: I think if you look at some of the newest skills which we are hiring, first we need to get them, and then the deployment happens with the land.

Samir Seksaria: I think if you look at some of the newer skills which we are hiring, first we need to get them and then the deployment happens with a lag. So that is the capacity creation. So it is the higher one which you talked about on the demand base.

Speaker #2: So that's where the capacity creation is. So it's supplier one, which you talked about, on the demand.

Speaker #5: Thank you. Thank you. All the best.

Gaurav Rateria: Thank you. Thank you. All the best.

Speaker #2: Thank you.

Samir Seksaria: Thank you.

Speaker #1: Thank you. The next question is from the line of Deepesh Mehta with MK Global. Please go ahead.

Operator 3: Thank you. The next question is from the line of Dipesh Mehta with Emkay Global. Please go ahead.

Operator: Thank you. The next question is from the line of Dipesh Mehta with Emkay Global. Please go ahead.

Speaker #5: Yeah, thanks for the opportunity. Two questions. Just want to get a sense about North America. North America growth is lagging company average, and why is the business almost half of the company average?

Dipesh Mehta: Thanks for the opportunity. Two questions. Just want to get a sense about North America. North America growth is dragging company average and YOY is almost half of company average. Can you provide some sense how we are expecting North America growth to play out considering overall industry exposure? Second question is about two verticals particularly. One is ERU, energy, resource, and utility, and the consumer. bps softer this quarter, but how you expect it to play out entering into next year? Thank you.

Speaker #5: Can you provide some sense of how you are expecting North America growth to play out, considering overall industry exposure? Second question is about two verticals in particular.

Speaker #5: One is ERU and resource and utility and the consumer. Bit softer this quarter but how you expect it to play out into X2. Thank you.

Speaker #2: Deepesh, what is the first vertical? I understood.

K. Krithivasan: Dipesh, what is the first vertical? I understood.

Speaker #5: Energy resource.

Dipesh Mehta: Energy resource.

K. Krithivasan: Energy resource.

Speaker #2: And consumer.

Samir Seksaria: Consumer.

K. Krithivasan: Consumer. Yes. Dipesh, North America, overall our discussions with the customers and the TCV, they are all looking good, and we expect North America revenue to recover and become healthy soon. Consumer business, definitely we are expecting next quarter to be a better quarter because again for them seasonally, Q3 is the important quarter for the consumer business. Here you also, I think none of the comments I tell you should be taken for the immediate quarter. You look at that in the medium term, okay? Where we see structurally here you also, we are looking at the client with TCV. We believe it will also recover. As I said, overall, across multiple industry segments, looking at the TCV, looking at the client conversations, we are positive that medium-term growth should return.

Aarthi Subramanian: Consumer.

Speaker #5: Yeah, Deepesh. North America, we expect to see overall, in our discussions with the customers and the TCB, we are all looking good, and we expect North America revenue to recover and become healthy soon.

Samir Seksaria: Yes.

K. Krithivasan: Dipesh, North America, overall our discussions with the customers and the TCV, they are all looking good, and we expect North America revenue to recover and become healthy soon. Consumer business, definitely we are expecting next quarter to be a better quarter because again for them seasonally, Q3 is the important quarter for the consumer business. Here you also, I think none of the comments I tell you should be taken for the immediate quarter. You look at that in the medium term, okay? Where we see structurally here you also, we are looking at the client with TCV. We believe it will also recover. As I said, overall, across multiple industry segments, looking at the TCV, looking at the client conversations, we are positive that medium-term growth should return.

Speaker #5: And then consumer business definitely we are expecting next quarter to be a better quarter because it's now all again for them seasonally Q3 is an important quarter for the consumer business.

Speaker #5: And here also, none of the comments I tell you should be taken for the immediate quarter. You should look at them in the medium term.

Speaker #5: Okay. Where we see structurally here you also we are looking at looking at the client TCV. We believe it will also recover. Like I said overall across all across multiple industry segments looking at the TCV looking at the client conversations we are positive.

Speaker #5: That medium-term growth should return. Understood. And last question about the margin – I think we covered it to some extent, but if, let's say, one looks at it from a gross margin to conversion perspective, and some of the AI businesses have better margin than the company average, there could be. By when, let's say, do you expect our normal margin range to return, considering the mix change as well as some of the growth uptick which you are envisaging currently?

Dipesh Mehta: Understood. Last question on the margin. I think we covered it to some extent. If one looks at it from gross margin to conversion perspective and some of the AI businesses better margins than company average, by when, let's say, you expect our normal margin range to return considering the mix change as well as some of the growth uptick which you are envisaging currently?

Speaker #2: So one on the gross margin as we said some contractors some of the M&A initiatives reflecting on it. I will sorry repeat the same thing.

Samir Seksaria: So one, on the gross margin, as we said, the contractors, some of the M&A initiatives are reflecting on it. I will, sorry, repeat the same thing, that right now we are prioritizing further growth. We do expect the growth, like we talked about on the capacity creation, should reflect into the revenue or will reflect into the revenue in the coming quarters, where else we will have incremental headwinds. And we are looking towards edging up from here.

Speaker #2: Right now, we are prioritizing for growth. We do expect the growth, like we talked about on the capacity creation, should reflect into the revenue or will reflect into the revenue in the coming quarters, whereas we'll have incremental headwinds.

Speaker #2: And we are looking towards inching up from here.

Speaker #5: Thank you.

Dipesh Mehta: Thank you.

Speaker #1: Thank you. Our next question is from the line of Rishi Junjunwala with IIFL Institutional Equities. Please go ahead.

Operator 3: Thank you. Our next question is from the line of Rishi Jhunjhunwala with IIFL Institutional Equities. Please go ahead.

Operator: Thank you. Our next question is from the line of Rishi Jhunjhunwala with IIFL Institutional Equities. Please go ahead.

Speaker #5: Yes. Thanks for the opportunity. I have two questions. First one is so you have you've recently announced deals like you know taking over GCC of Best Buy and you know this MHP deal as well.

Rishi Jhunjhunwala: Yes, thanks for the opportunity. I have two questions. First one is, sir, you have recently announced deals like taking over GCC of Best Buy and this MHP deal as well. It seems like customers are willing to transfer their IT operations or workload to you. In an environment where AI is bringing significant productivity, what is the thought process behind some of these customer deals that you have been able to win? And are they expecting significant amount of that productivity to be driven through you? And as a result, are these deals, while strategic in nature, may also be dilutive on the margin side to begin with?

Speaker #5: It seems like you know customers are willing to you know transfer their you know IT operations or or workload to to you. In an environment where AI is bringing significant productivity what is the thought process behind some of these customer deals that you've been able to win and are they expecting significant amount of that productivity to be you know driven through you and as a result are these deals while strategic in nature may also be diluted on the margin signs to begin with?

Speaker #2: So Rishi let's talk about the MHP deal. It's probably similar to other places also. This has got nothing to do with productivity. This is about how they transform themselves as an organization.

K. Krithivasan: Rishi, let's talk about the MHP deal. It's probably similar to other cases also. This has got nothing to do with productivity. This is about how they transform themselves as an organization. They are bringing a steep capability in automotive sector. What we are doing with them is working with them and establishing an AI center of excellence for mobility. That would transform the product engineering, maintenance engineering, develop design, and supply chain. All of them leveraging AI. In the process, helping Porsche to become an AI first organization. You have to look at this not from a productivity angle, but how do we transform the organization to become AI first? That would be a very similar playbook we will be using in the other Best Buy deal also. Wherever we are doing this, the organizations are coming to us to accelerate their own AI transformation.

Speaker #2: And they bring in steep or capability in automotive sector. And what we are doing with them is working with them and establishing a AI center of excellence for mobility.

Speaker #2: That would transform the product engineering maintenance engineering develop design and supply chain all of them leveraging AI. And in the process helping Porsche to become a AI first organization.

Speaker #2: So, you have to look at this not from a productivity angle, but from how we transform the organization to become AI-first. That would be a very similar playbook we'll be using in the other Best Buy deal also.

Speaker #2: Wherever we are doing this, the organizations are coming to us to accelerate their own AI transformation, and we leverage the domain capability and industry knowledge they bring in with the customer context and with the AI capability to help in the transformation.

K. Krithivasan: We come, you leverage the domain capability and industry knowledge they bring in with your customer context and with the AI capability to help in the transformation.

Speaker #5: Understood, sir. The second question is, and maybe some parts of this have been asked earlier as well: There are three cost line items that, if I aggregate—fee to external consultants, cost of equipment and licenses, and project expenses and software for service delivery—

Rishi Jhunjhunwala: Understood, sir. The second question is, and maybe some parts of this has been asked earlier as well. There are three cost line items that if I aggregate, which is fee to external consultants, cost of equipment and licenses, and project expenses and software for service delivery. These three put together seem to be in the nature of the cost that you incur on providing delivery. For the past two, three quarters, these costs have been growing at almost 40% on a YOY terms versus your revenues growing at 11%, 12% in INR terms. Just wanted to understand how do we look at this significant increase in these costs? Are these upfront investments being done and as a result will actually sweat out a lot better in the next four to eight quarters? Or this is how the nature of deals or the nature of delivery is now happening?

Speaker #5: These three put together seem to be you know in the nature of you know the cost that you incur on on providing delivery. For the past two three quarters these costs have been growing at almost 40% on a year on year terms versus your revenues growing at 11 12% in rupee terms.

Speaker #5: So just wanted to understand you know how do we look at this significant increase in these costs. Are these upfront investments being done and as a result you know will actually sweat out a lot better in in the in the next you know four to eight quarters or this is how the nature of deals or the nature of deliveries now happening.

Speaker #5: If you can give some color on that.

Rishi Jhunjhunwala: If you can give some color on that.

Speaker #2: So, Rishi, as you found out, the fees to external contractors—the external contractors, like the contractor on the project expenses—is where the partnership cost is primarily sitting.

Samir Seksaria: Rishi, as you called out, the fees to external contractor on the project expenses is where the partnership cost is primarily sitting. Cost of equipment, the third party pass-through expenses have broadly been remaining flattish for the last two, three quarters. In terms of how do we see it, what you said, it is a combination of both. It is investing into the capacity for the growth that will come later than that. If you look at my comments in the previous quarters also, we have been calling that out. We expect some of that to continue. On the partnerships, we are accelerating on the three strategies we mentioned.

Speaker #2: Cost of equipment—the third-party pass-through expenses—have broadly been remaining flattish for the last two to three quarters. Now, in terms of how we see it, what you said, it's a combination of both.

Speaker #2: It is investing into the capacity for the growth that will come with a lag, and if you look at my commentary in the previous quarters also, we have been calling that out.

Speaker #2: So, we expect some of that to continue. On the partnerships, we are accelerating on the 360-degree relations.

Speaker #5: So, safe to assume these will be—some of these will be levers for your margin target that you've been talking about over the next two to four quarters.

Rishi Jhunjhunwala: Safe to assume some of these will be levers for your margin target that you have been talking about over the next two to four quarters?

Speaker #2: So safe to assume that we will continue the investment. Safe to assume that we will be looking at the traditional levers and some of it like the subcontractor costs definitely is an opportunity to optimize safe to assume on the driving better productivity driving better utilization would be on our radar.

Samir Seksaria: Safe to assume that we will continue the investment. Safe to assume that we will be looking at the traditional levers and some of it, like the subcontractor cost, definitely is an opportunity to optimize. Safe to assume on the driving better productivity, driving better utilization would be on our radar.

Speaker #5: Got it, sir. Thank you so much.

Rishi Jhunjhunwala: Got it, sir. Thank you so much.

Speaker #2: Thank you Rishi.

Samir Seksaria: Thank you, Rishi.

Speaker #1: Thank you. The next question is from the line of Kumar Rakesh with BNP Paribas. Please go ahead.

Operator 3: Thank you. The next question is from the line of Kumar Rakesh with BNP Paribas. Please go ahead.

Operator: Thank you. The next question is from the line of Kumar Rakesh with BNP Paribas. Please go ahead.

Speaker #4: Hi, good evening, and thank you for taking my question. My first question is around the employee additions over the last couple of quarters. Have we been running ahead of revenue growth sequentially? And Samir also spoke about subcontracting increasing in this quarter to match skill requirements.

Kumar Rakesh: Hi, good evening, and thank you for taking my question. My first question was around the employee addition for the last couple of quarters have been running ahead of the revenue growth sequentially. Samir also spoke about that subcontracting has increased in this quarter to match the skill requirements. Is this fair to say that this is a reflection of your confidence in growth going into the near term, December quarter or near term, or this is just the timing thing which we are looking at?

Speaker #4: Is this fair to say that this is a reflection of your confidence in growth going into the near term December quarter or near term or or this is just the timing thing which we are looking at?

Speaker #2: So what's the deal here? So we are seeing definitely the demand up and for especially for next gen skills. So all our hiring are to fulfill and capture those demands.

Sudeep Kunnumal: Sudeep here. We are seeing definitely the demand up and especially for next gen skills. All our hiring are to fulfill and capture those demands.

Speaker #4: Got it, thank you. And my second question was around margins. So, Samir, you spoke about the 26% plus—26 to 28% margin band. That seems like more of a north star now.

Kumar Rakesh: Got it. Thank you. My second question was around margin. Samir, you spoke about the 26% plus, 26% to 28% margin band. That seems like more of a North Star now. It may not be realistic given all the investment requirement in the business and the current environment. Would a band which gives a sense or the floor of the margin where it can potentially fall to, given all the investments which the business would need.

Speaker #4: May not be realistic given all the investment requirements in the business and the current environment. So, a band—which gives a sense for the floor of the margin, where it can potentially fall to given all the investments the business would need—would be helpful.

Speaker #2: If you have always called 26 28 as our north star our guiding region and we would not want to shift away from that. That is what rallies us to go towards it and we'll want to keep it at 26 28.

Samir Seksaria: We have always called 26%, 28% as our North Star, our guiding region, and we would not want to shift away from that. That is what rallies us to go towards it, and we are going to keep it at 26%, 28%. That is the long-term aspiration we will work towards.

Speaker #2: And that's the long-term aspiration we'll work towards.

Speaker #5: Sure. But from a medium-term perspective, the path to that would be: we see more investments happening; some more softening in terms of margin can be a reality, or should we expect this to be a floor now?

Kumar Rakesh: Sure. From a medium-term perspective, the path to that, would we see more of investments happening, some more softening in terms of margin can be a reality, or we should expect this to be a floor now?

Speaker #2: Yes, we said we are making those investments, and we are prioritizing them.

Samir Seksaria: As we said, we are making those investments and we are prioritizing them.

Speaker #4: Got it. Thank you so much.

Kumar Rakesh: Got it. Thank you so much.

Speaker #1: Thank you. The next question is from the line of Ashwin Mehta with Ambit Capital. Please go ahead.

Operator 3: Thank you. The next question is from the line of Ashwin Mehta with Ambit Capital. Please go ahead.

Operator: Thank you. The next question is from the line of Ashwin Mehta with Ambit Capital. Please go ahead.

Speaker #5: Yes. Thanks for the opportunity. Two questions. So we'd hoped for Tokyo to be better when we talked in 1Q. So what were the areas of negative surprises this quarter which kept the growth closer to the 1Q level?

Ashwin Mehta: Yeah. Thanks for the opportunity. Two questions. We had hoped for Q2 to be better when we talked in Q1. What were the areas of negative surprises this quarter which kept the growth closer to the Q1 level? My second question-

Speaker #5: And the second question was, in terms of the nature of deferrals in India deals. So, were these deals involving hardware purchasing, given the bump up in terms of prices there?

Samir Seksaria: Sorry, can you repeat the second question?

Ashwin Mehta: The second question was in terms of the nature of deferrals in India deals. Were these deals involving hardware purchases, given the bump up in terms of prices there? Was that the reason for the deferral? Do we see that revenue materializing in Q3, or it could get pushed out for later? The last one was in terms of fresher hiring this quarter, what did we have?

Speaker #5: Was that the reason for the deferral? And we see that revenue materializing in 3Q which could get pushed out further for later. And the last one was in terms of fresher hiring this quarter.

Speaker #5: What did we have?

Samir Seksaria: Okay. Ashwin, I will answer the first two questions, and Sudeep would answer the fresher hiring. Okay. On Q2, same as Q1. As we explained, Q2 has been good almost across all parameters, excepting the regional markets. We explained across all the region. We said if you compare Q2 and Q1 on international growth, Q1 was almost flattish on international growth. From there, Q2 is almost 1.2%. Only offset by what we called about the headwind we had in the regional market. What we talked about in India, it is not related to any third party or hardware passthrough. We expect it will come back because these are all government deferral, but we are very confident it will be back in the medium term. We do not want to put a particular date, but this is a revenue that most likely should come back. Sudeep. Yeah.

Speaker #2: Ashwin has answered the first two questions, and Sudeep will answer the fresher hiring. On Q2, same as Q1—as we explained—Q2 has been good almost across all parameters.

Speaker #2: Excepting the regional markets. We explained like across all the reason we said if you look compare Q2 and Q1 on international growth Q1 was almost flattish on international growth.

Speaker #2: From there Q2 is almost like 1.2%. Only offset by the what we called about the it had been we had in the regional market.

Speaker #2: And the what we talked about in India it's not related to any third party or hardware pass through. And we expect it will come back because these are all there was a deferral but we were very confident it will be back.

Speaker #2: In the medium term—like, we don't want to put a particular date—but it gives the revenue that most likely should come back. And Sudeep.

Speaker #3: Yeah, and Ashwin, we onboarded 10,000 from the university this year globally. And as we speak, we are in the final stages of our campus hiring for students who graduate in the coming financial year.

Sudeep Kunnumal: Yeah. Ashwin, we onboarded 10,000 grads from the university this year globally. As we speak, we are in the final stages of our campus hiring for the students who graduate in the coming financial year.

Sudeep Kunnumal: Ashwin, we onboarded 10,000 grads from the university this year globally. As we speak, we are in the final stages of our campus hiring for the students who graduate in the coming financial year.

Speaker #5: So Sudeep just one follow up. Given that we added 14,000 freshers last quarter we've added 10,000 in this quarter. And our net addition is just 13 odd thousand.

Ashwin Mehta: Sudeep, just one follow-up. Given that we added 14,000 freshers last quarter, we have added 10,000 in this quarter, and our net addition is just 13,000 odd people over the last two quarters. Would it be fair to assume that the hiring momentum could actually continue in the second half for us to have the bench to service demand?

Speaker #5: People over the last two quarters. Would it be fair to assume that the hiring momentum could actually continue in the second half, for us to have the bench to service demand?

Speaker #2: So I think I said we are hiring to demand, and definitely we think there is good demand in these new technologies. So we will continue to hire to staff those positions.

Sudeep Kunnumal: Ashwin, as I said, we are hiring to demand and definitely we are seeing good demand in these new technologies, so we will continue to hire to staff those positions.

Samir Seksaria: Ashwin, as I said, we are hiring to demand and definitely we are seeing good demand in these new technologies, so we will continue to hire to staff those positions.

Ashwin Mehta: Thanks, Samir. All the best.

Speaker #5: Thanks and all the best.

Speaker #2: Thank you.

Speaker #1: Thank you. Ladies and gentlemen we will take that as our last question for today. I now hand the conference over to the management for closing comments.

Operator 3: Thank you. Ladies and gentlemen, we will take that as our last question for today. I now hand the conference over to management for closing comments. Over to you.

Operator: Thank you. Ladies and gentlemen, we will take that as our last question for today. I now hand the conference over to management for closing comments. Over to you.

Speaker #1: Over to you.

Speaker #2: Thank you, operator. In Q2, our revenue moved 0.5% due to OCM costs and currency in international markets going strongly at 1.2%. We delivered an operating margin of 24% and a net margin of 19%.

Samir Seksaria: Thank you, operator. in Q2, our revenue grew 0.5% year-over-year in constant currency with international markets growing strongly at 1.2%. We delivered an operating margin of 24% and net margin of 19%. Annualized AI services revenue crossed $3.1 billion. We had a TCV of $9.6 billion in Q2. We remain confident that TCS is positioned well to convert the opportunities in our pipeline into growth as client spending improve and enterprise AI adoption scales. This concludes our call today. Thank you all for joining. Thank you.

Speaker #2: Annualized AI services revenue crossed $3.1 billion. We had a TCV of $9.6 billion in Q2. We remain confident that TCS is positioned well to convert the opportunities in our pipeline into growth as client spending improves and enterprise AI adoption scales.

Speaker #2: This concludes our call today. Thank you all for joining. Thank you. Thank you.

K. Krithivasan: Thank you.

Ashwin Mehta: Thank you.

Aarthi Subramanian: Thank you.

Samir Seksaria: Thank you.

Sudeep Kunnumal: Thank you.

Speaker #1: Thank you members of the management. On behalf of TCS that concludes this conference call. Thank you all for joining us. You may now disconnect your lines.

Operator 3: Thank you, members of the management. On behalf of TCS, that concludes this conference call. Thank you all for joining us. You may now disconnect your lines.

Operator: Thank you, members of the management. On behalf of TCS, that concludes this conference call. Thank you all for joining us. You may now disconnect your lines.

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Q2 2027 Tata Consultancy Services Ltd Earnings Call

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