Birlasoft Ltd

- The company is making significant investments in its AI platforms to support its "AI First" operating model. - There is a continued focus on enhancing sales capacity, with plans to expand sales teams further over the next couple of quarters across the U.S., Europe, verticals, and service lines. - Investments are being made in leadership across service lines and partnerships. - The company is investing in capabilities related to AI orchestration layers. - Additional investments are being made in people to build the enterprise for the long term. - These investments are expected to incur some margin pressure in the near term but are aimed at driving sustainable growth.

- There is no specific mention of any current or future fundraising through debt or equity in the provided transcript. - The company is focusing on generating strong cash flows and has a solid balance sheet, indicating no immediate need for external fundraising. - Management mentioned investing in sales and capabilities using internal resources. - On cash and dividend, the CFO noted that cash on the balance sheet belongs to shareholders, and any decision on cash utilization will be communicated by the Board when taken. - No concrete plans or timelines for raising external capital were disclosed during the call.

- Management is cautiously optimistic about growth but refrains from giving specific guidance due to market volatility and uncertainty. - Key focus areas for growth include investing in sales, building pipeline, and driving order book expansion. - Sales team expected to increase by about 40% by mid-FY27 to boost pipeline and revenue. - Revenue growth expected to follow order book growth once sales pipeline strengthens. - H1 typically soft in order booking; H2 expected to be stronger. - AI-related deals involve upfront productivity commitments causing near-term revenue deflation but potential for long-term growth. - Client-specific issues mostly behind, aiding stable growth outlook. - Management aims for quarter-on-quarter revenue growth going forward, with growth benefits likely materializing in FY28. - Senior leadership and AI investments designed to improve competitive position and secure future bookings and revenue expansion.

- Management is cautiously optimistic about future growth but refrains from providing specific guidance due to market volatility and uncertainty. (Page 16) - Focus is on fixing input parameters: investing in sales, driving order book, and pipeline growth; confident margins will improve by getting these right. (Page 16) - Q4 margins benefited from one-offs (~340 basis points benefit), which are not expected to recur, so steady-state margins are anticipated to be upward of 15%. (Pages 16, 10, 8) - EBITDA margin expanded to 18.5% in Q4, but expected to normalize around 15% due to investments in growth and AI capabilities. (Page 8) - Adjusted PAT for FY26 showed a 21.5% YoY growth; normalization expected post tax provision adjustments from FY27 onwards. (Page 6) - Management expects growth to follow order book and pipeline improvement from increased sales hires (40% increase planned by end of Q2). (Pages 16, 13) - No specific timeline for growth quarters, but emphasis on returning to quarter-on-quarter revenue growth in FY27. (Pages 16, 13)

- Birlasoft is focusing on driving order book and pipeline as key priorities to achieve revenue growth. - There has been an uptick in deal wins in the second half of FY26, including marquee AI-led engagements. - The company aims to significantly improve order booking performance with 30%-40% more sales hires planned by end of Q2 FY27. - Q1 order booking is typically soft, but management expects stronger order bookings going forward compared to FY26. - Net new Total Contract Value (TCV) wins were soft in Q4 FY26, mainly due to client decision delays amid macro uncertainty, with expected conversion in Q1 FY27. - Management is confident that pipeline improvement is already visible and, with expanded sales teams, order book growth will follow.