FY26 Revenue Guidance: ₹1,000-1,100 Crore
Full-year revenue target of ₹1,000-1,100 crore, with management indicating conservative guidance and upside risk potential if market conditions remain favorable.
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FY26 EBITDA Margin: 16.5-17.5%
Normalized EBITDA margins expected in the 16.5-17.5% range for FY26, down from Q1's 18.4% due to rupee tailwinds reversal and annual salary increments in Q2.
2030 Revenue Target: $500 Million
Long-term target of $500 million revenue by 2030, requiring approximately fourfold headcount growth from current ~3,000 to ~12,000 employees, representing ~30% CAGR.
Client Partner Strategy
Replaced three underperforming hunters with six client partners focusing on existing account growth; targeting 1-2 quality new logos per quarter rather than high-volume hunting.
EBITDA Margin Steady-State Target of 18%
Management indicated that 18% EBITDA margin represents the realistic steady-state going forward, considering ongoing investments in capability building, feet on the ground in key geographies, and other growth avenues.
USD 500 Million Revenue Vision for 2030
Management reiterated its aspirational goal of achieving USD 500 million in revenue by 2030 (approximately FY31), which would represent approximately 4.5x current revenue levels. The CEO acknowledged this is an "uphill task" but expressed hope of achieving "at least USD 400 million" if the full target is not met.
80-85% Organic Growth for Vision 2030
The CEO stated that 80-85% of revenue growth toward the USD 500 million goal would come organically from existing customers, with the remaining 15-20% potentially from acquisitions. The company is open to reasonably-sized acquisitions (around INR 250-300 crore) to accelerate growth.
Revenue Mix to Remain Stable
In response to analyst questions, management indicated that the current revenue diversification across verticals (BFS 31%, Emerging Verticals 47%, Logistics 14%, Commerce 8%) would remain approximately at the same levels for the next 1-2 years.
Revenue growth target of 30%
Management is shooting for 30% growth but acknowledges 14-15% is more realistic based on current pipeline and market conditions. Historical performance has been 14-15% over past two years.
EBITDA margins to sustain 17-18% range
Margins expected to remain around current levels with potential minor compression due to AI investments and contract repricing at renewal cycles as customers seek lower prices citing AI productivity gains.
Chief Growth Officer for UK/Europe joining June 2025
New senior leadership hire to replicate US sales success in European markets, expected to strengthen pipeline conversion in the region.
Acquisition appetite limited to INR 100 Cr revenue companies
Management stated maximum acquisition size would be INR 100 Cr top line, funded through internal accruals with minimal borrowing. Actively evaluating opportunities but nothing imminent.