Mastek Limited (MASTEK) Q4 2026 Earnings Call Transcript

Ladies and gentlemen, good day and welcome to Mastec Ltd Q4 F526 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 the conference call, please signal an operator by pressing star and zero on your patch tone form. Please note that this conference is being recorded. I now hand the conference over to Ms. Asha Gupta from E&Y Invest Relations. Thank you, and over to you, Ms. Gupta.

Thank you, Renju. Good morning to all of you, and welcome to Q4-FY26 Earnings Call of Mastec Limited. The results and presentations have already been mailed to you, and you can also view it on our website, www.mastec.com. To take us through the results today, and to answer your questions, we have the top management of Mastec, represented by Umang Nahata, the CEO of the company, and Deepak Kedia, Chief Financial Officer. Umang will start the call with a business update for the quarter, which will be then followed by Deepak, who will take us through the financials, and post that, we will open the floor for Q&A session. As usual, I would like to remind you that anything mentioned in this call that reflects any outlook for the future or which can be considered as a forward-looking statement must be viewed in conjunction with the risks and uncertainties that we face. These risks and uncertainties are included but not limited to what we have mentioned in the prospector's file with SEBI and subsequent annual report that you can find on our website. Having said that, I will now hand over the call to Umang Nahata. Over to you, Umang.

Thank you, Asha. Very good morning, everyone, and thanks for joining the quarterly update for Master's Limited. Our Q4 results has been a stable quarter, and despite the various macro and geopolitical headwinds, we've been able to deliver a 3.6% quarter-on-quarter revenue growth and continue to maintain a stable EBITDA performance at 16.1%. Our order backlog in INR terms has also grown by 7.2%, and the consecutive number in USD terms is 1.6%. So overall, a stable quarter despite of the various events. Having said that, the consistent order book performance as well as the demand positive movement that we see gives us a very positive outlook as we go forward into FY27. As we step into sectorial performances, healthcare and life sciences, which is one of our most important sectors, continues to see a very positive demand outlook. Although the current performance of this quarter has seen quarter on quarter day, which is primarily a timing gap between current projects getting executed and new projects getting started. And we feel positive that the growth will come back in the sector soon. As far as public sector is concerned, which is the backbone of MassTech's growth, it continues to be stable. We have renewed a few more contracts of ours for a good long-term visibility, and we continue to deliver really well. The star of the quarter was financial services, and we're starting to see some really good improvement in our financial services sector. Based on the order book that we closed earlier in the quarter with two large financial services institutions in North America, as well as other financial services clients in U.S., sorry, the financial services institutions in U.K., and other financial services customers in North America and AMIA, our financial services sector is starting to deliver well as the revenue and resources ramp up. Retail and manufacturing continues to be a stable performance, although there is, you know, timing dip of around 2% in that particular vertical. As far as our focus and execution on AI is concerned, as we have been mentioning, we have quite a distinguished approach to AI, and we're starting to see some positive results based on the approach and strategy that we've been pursuing for the last few quarters. Our net new AI focused customer projects or program that we've added in the quarter with more than 27 programs that we've added. And these includes both AI for tech and AI for business related programs, including some significant AI roadmap and AI for business programs that we've added in this current quarter. Our AI-focused execution as well as our operational excellence has also ensured that despite of the severe pricing competitiveness in the market, we're able to maintain a stable profit margin, and we continue to maintain that. Reflecting on the years that has gone by, FY26 has been a year which has been various fundamental research for MassTech. As far as our focus is concerned, we re-established our focus and investment in our UK-Europe business, backed by the phenomenal team as well as strong market presence that we have in the geography. Our UK and Europe business grew around 11% in pound terms and 21.8% in INR terms. Within the UK business, our healthcare business continues to be our dominant growth factor, which grew around 24%. The healthcare growth largely focused on NHS as a key customer, and we continue to deliver some of the most significant programs for the UK government, and also delivering a lot of innovative expansion using data and AI capabilities. As we go forward into North America, this was a year of resetting. We've now reset the complete team at North America. We've also reset our focus and priorities that we take into the geography. Healthcare and life sciences continues to be the key focus going forward, along with the FSI and retail as we step into FY27. We believe we see a very positive turnaround around the corner in North America. While as our order book and other lead indicators start to improve quarter on quarter, we've had a second quarter of positive order book growth in North America. And we see we have good visibility to a strong order book even continuing in the coming quarters, which should soon result in positive revenue growth as we step into FI 27. On our AMIA business, which is our APAC and Middle East business, this was a year of stabilizing and resetting the client focus that we have in the region as far as our focus in verticals. Again, healthcare backed by Oracle Health continues to be our core focus dominant area. Our mid-league business, while it's facing some short-term headwinds because of the significant geopolitical turbulence in the region, while we maintain a stable performance forecast for the short-term period in the region, having said that, we are closely watching the geopolitical developments. All our employees and customers are currently safe and secure. On an AI front, like I said, our focus was on AI for technology last year. We've delivered significant efficiency gains across our internal as well as provided a lot of efficiency gains to our employees. On an overall basis, we delivered more than 12% increase in our revenue per resource in the year, also delivering lots of efficiency and gain back to our clients and customers. Our focus is now shifting significantly towards AI for business. As we look at many new programs, we have started delivering some small but very influential AI-led use cases for our clients. As we step into the year, verticalizing the business based on AI is going to be a key mantra for FY27. With those updates, I'll now hand over to Deepak to share some of the other financial updates for the business.

Thank you, Unum. Thank you, Asha. A very warm welcome to everyone on the call, and thank you for taking time to attend MassTex Earning Calls. I'll start with the quarters numbers update and then talk about the full-year earnings, plus I'll also talk about some other updates which has impacted FY25 numbers as well as FY26 numbers. In Q4, we reported revenue of $103.5 million, sequentially up by 1.4%, and an operating EBITDA of 16.1%. On a constant currency basis, revenue remained largely flagged, with a marginal sequential growth of 0.3%. We had salary increase impact of $1.1 million, which is almost 1.1% impact on EBITDA. Despite this, we were able to hold our EBITDA at 16.1% due to Forex tailwind of 0.8% and execution of cost efficiencies. The EBITDA performance again underscores the strength of our operating model, disciplined execution, and continued focus on cost optimization. In rupee terms, we reported revenue of 938 crore, a sequential growth of 3.6%, and a Y-on-Y growth of 3.6%. We reported PAT of 106 crores, which is 11%. There is a decline of 0.7% sequentially in PAT due to true-up impacts of labor code, and I'll cover that in a while. We closed the year with a 12-month backlog of $300.4 million, a sequential growth of 1.5% and a Y-on-Y growth of 13.5% in USD and 24.4% in INR terms. For full year, we reported dollar revenue of $421.2 million, up 3.1% Y-on-Y. We reported an EBITDA of 15.8% for the full year, which is same as previous year despite pricing pressures and macroeconomic situations in our key geographies. This again reflects the resiliency and strength of our AI-led operating model combined with disciplined execution. In rupee terms, we reported revenue of 3,699 crore, a Y-on-Y growth of 7%. We reported PAT of 404 crore, a Y-on-Y growth of 7.5%. However, in terms of percentage of total income, it was 10.7%, which is flat on Y-on-Y basis, primarily due to catch-up impact of 30 crore due to labor code changes, which had almost 0.8% impact on full year pad. We reported a basic EPS of 130.45, which was up 7.1% compared to last year, and diluted EPS of 129.5, up 7.3% compared to last year. As regards labor code impact, as I mentioned in Q3 earnings call, we expected an adjustment in Q4 based on clarification from the Labor Department. During the quarter, we recognized an exceptional and incremental impact of 23.7 crore, which includes gratuity of 16 crore and leave and cashment of 7.7 crore. This impact is in addition to 6.4 crore, which was reflected in Q3, which had gratuity of 5.3 crore and leave and cashment of 1.1 crore. Following subsequent clarification from the Labor Ministry and an independent external review, we have now fully reflected the impact in this quarter's financials. We have classified the true-up impact as exceptional item below EBITDA, which resulted in Q3 reinstatement of EBITDA as well. The Q3 EBITDA has improved from 16.1% to 16.8%. As I mentioned in Q3 earnings call, the labor code impact got offset by one-time benefits in Q3, and hence, we see the revised EBITDA to be higher in Q3, which are primarily one-time benefit related to leave reversals, which happens in UK and US because of the Q3 quarter. Moving on to the cash position of the company, during the year, we generated 542 crores of operating cash, which is up 35% Y-on-Y. Our cash and cash equivalents as at the end of March 26 was 938 crore, up 51% compared to March 25 ending. During Q4 of 26, we had a very strong collection quarter from our customers, wherein we collected $125 million, which helped us reduce our DSO to 73. This is the lowest DSO we've had in the last 12 quarters. Reflecting continued confidence in the business, we are pleased to declare final dividend of Rs.16 per share. This is on top of Rs.8 in during dividend, which we declared during Q3 results. This is basically 480% of our face value of the shares. Moving on to some geo-specific performance, both UK and AMIA grew sequentially in Q4, whereas US was largely flat on account of ride-shifting of some of the projects. UK continues to maintain LD with top almost 20%. Some business parameters now. New customers added during the quarter were 12. Total closing headcount was 4,730, an addition of 54 during the quarter. Utilization rate improved during Q4 and 80%, which was an improvement of 3.3% from Q3 and 1.7% from Q2. Last update on some operational parameters. During the year, we merged two entities in India, which is MassTech Enterprise Solutions Private Limited and MassTech Limited. MassTech Enterprise Solution Private Limited is a wholly owned subsidiary of MassTech Limited. This has been done to simplify the entity structure in India and to eliminate, duplicate operational and administrative costs and overheads. Consequently, FY25 balance sheet has been restated. Now, I will hand over the call to Asha to open up our Q&A. Thank you.

Thank you. We will now begin the question and answer session. Anyone who wishes to ask a question may press star and 1 on your touchstone telephone. If you wish to remove yourself from the question queue, you may press star and 2. Participants are requested to use handsets while asking a question. Ladies and gentlemen, we will wait for the moment while the question queue assembles. The first question comes from the line of Ankur Kumar with Alpha Capital. Please go ahead.

Hello, sir. Thank you for taking my question.

Sir, I wanted to understand in terms of

revenue growth this year has been not that exciting, as in only 3% YOY growth. But our order book has grown quite well this year. Ending, closing order book is quite good. So when do, can we expect the first half of next year to be much better in terms of growth rate?

Hi, I'm good. This is Umang here. Yes, we've had a decent performance in terms of our order book as well as our 12-month order backlog has improved, you know, significantly over the last fiscal year. As we step forward into FY27, we believe we have a, you know, strong and positive momentum behind us. Having said that, as you also understand that we are dealing with a very unstable macro environment as well as a lot of AI led pricing pressure. The revenue ramp up on the order backlog has already started and will start reflecting in our revenue soon. On the other hand, we will maintain a cautiously positive attitude on the book and ship that we have to deliver for the next year. So we believe it will be a growth year next year based on the fundamentals that have improved in this fiscal.

But would you like to give a rough guidance in terms of how much growth do you expect? Do you expect double-digit or in line with order book as in 20% growth? What kind of growth can we expect for next year?

Usually, we don't give guidance on future numbers. Having said that, we believe it will be a better performance than the previous year.

Got it, sir. And sir, on margin side, we have taken price employee request hike. So, what kind of margin can we expect? Do we expect improvement? How should we look?

As we have stated earlier, Ankur, we believe maintaining margin percentage for the coming period of 16, 16.1% is where we see the margin performances. This is based on two factors. While we consistently have improved our operational efficiency as well as we also see a lot of AI-led efficiency improvement. On the other hand, the price competitiveness as well as the efficiency and budget reduction asks from the client continues. So we're trying to balance the two and also investing into new AI investments that the organization has to make to further enhance its strategic capabilities. So putting all the three together, we continue to be looking at a stable margin for FY27.

Got it. And sir, on the AI side, there is a lot of chatter that this traditional business model where we hire employees and they get billing per hour rate. So, that is under threat. So, what is our view on that for instance?

So, Ankur, there is no doubt that the developments and evolution in AI is significantly evolving. The Enthropic release has further significantly enhanced the capabilities of the tool in terms of productivity as well as our ability to do things faster and better. The way we are looking at this business is, again, our belief is the TNM model will give way to more outcome-focused model, and FY26, as I said, was more focused on efficiency and stabilizing our ability to deliver AI-led SDLC or testing or managed services, which we call AI for tech. As we step into FY27, it's going to be much more around AI for business, which is we will use AI for delivering projects and programs that will deliver tangible, measurable benefits to our clients. And we also feel that while the technology is available, there will be enough services need to really get the technology adopted for delivering these tangible business outcomes. So, the model will be moving from... TNM to a more outcome-focused commercial.

Sure, sir. Thank you and all of you.

Thank you.

Thank you.

A reminder to all the participants that you may press star and one to ask a question. Once again, a reminder to all the participants that you may press star and one to ask a question. The next question comes from the line of Shusho 1 with Anandavati. Please go by the way.

Hi, I hope my voice is audible.

Yes, you are.

So just two questions. Do we have an order book picked up by geography and how is that grown? Cross-US, UTI, and EMEA, that's one. And the second is effectively on the tax rate. What do we expect the steady state tax rate to be? I think those are two questions.

So on the order backlog, the 12-month order backlog has increased, definitely increased significantly in our UK business. While there is order book improvement in North America, however, the 12-month order backlog has not increased significantly, while we see positive momentum from where we are. As far as the tax rate is concerned, Deepak will explain that more. Yes, you should.

On the tax rate, the reason why you see a lower tax rate in Q4 is because we had completed a few of the past year assessments, and based on that, there was some provision reversal. Again, that came from the guidance from our tax consultants. That's why you see a lower tax rate. Going forward, our average tax rate, effective tax rate, is 24.5% to 24.7%. We expect the same to continue in the future quarters as well.

Okay. And is there any one-off this time in the AMIA business? Because there was sort of a war revenue that was about to come, if I'm not wrong, in Q2, right? So has that translated into revenues or, yeah?

Yeah, Sushawan. So the AMIA war revenue, we have been able to recognize it in this quarter, which has helped us keep the business stable. The current situation is while the business continues and the projects are getting executed. However, the decision-making on the net new orders or discretionary spend as expected has slowed down. The general interest and execution is on, but new decision-making is currently right-shifted.

Sorry, would it be possible to quantify that? Amir a bit. So.

So, from a, like I said, from a revenue standpoint, since we had war revenues, we were able to, it was around half a million worth of war revenues that we were able to recognize, that we, you know, we had postponed in Q2, we were able to recognize that in this quarter. Thank you so much.

Thank you. Next question comes from the line of Pineshwala with SGFC Securities. Please go back.

Yeah, sir. Thanks for giving me the opportunity. Two, three questions from my end. Firstly, on the margin front, for U.S. as well as the Middle East margins are down, why, why this is so, can we throw some light on that? As well as on sequential basis, the margins are down.

So, on the UK and AMIA, especially in the, sorry, in the North America and AMIA business, so on North America, it's mostly the pressure of the, you know, revenue sales stabilizing as well as the impact of the wage hike that we've given in the quarter. On the AMIA business, similar areas, while our cost... You know, numbers continue to be stable, but our revenue did not move significantly, and then since we did the wage hike, it was impacted during the quarter. So, that's why the sequential performance is low for this quarter.

So, sir, the wage hike during this quarter has a full impact in this quarter, or there is some impact which would be there in Q1 as well?

No, it has the full impact at our quarter, yeah.

Okay. So, next, second question was on healthcare verticals. As you highlighted, healthcare was impacted by the timing gap of projects. So, it has been declining. So, how is it related to U.S. or U.K. public NHS?

It has happened in both the geographies. Our U.K. business, which saw significant growth in healthcare last year. So some of the projects we have now been delivering and have gone to the delivery stage. So they've gone live. And the newer programs are yet to be contracted and started. But we have very positive demand as well as outlook in that business. On the North America business also, as you know, our North America business had a lot of project-based business in healthcare. So this has been ramped down because these projects are going live. We're positive that it will recover as new projects start to ramp up.

Okay. Okay. Sir, last thing from my side on the AI-led order book, can you help us understand the ramp-up of that and profile as well as the margin in that AI-led deals which we want?

So, the AI-led deals that you're currently seeing are in two categories. These are AI-led technology deals where we are using AI for delivering, you know, newer programs which are, you know, like legacy modernization or AI-led testing or managed services kind of deals. And I call them AI-led because most of these deals have significant between 70 to 80% usage of AI for delivering the execution of these deals. That's what we're calling as AI-led deals. The second category of these that you're seeing are more, like I said, the AI use case deployments. Now, these are early stages. Most, quite a few of them are in the discovery kind of programs where we're working with our clients to identify their enterprise AI plan and also delivering a few small but very impactful use cases, which will set the stage for much larger adoption as we go forward. On the margin front, these are within the same range of our current gross margin percentages, nothing exceptional there.

Okay, thank you. Thank you, sir. That's it for you, sir.

Thank you. Thank you. Next question comes from the line of Varun Kulkarni with Ingrid AMC. Please go ahead.

Hi, thanks for the opportunity. So, a couple of questions from my end.

First one would be, would acquisitions be a strategy to enhance the AI vertical,

given that cash has now increased on our books? So, that's one question I had, and then I'll subsequently ask the other questions.

So, Varun, we are actively looking at, you know, the best use of the cash in our books as it continues to grow quarter on quarter. M&A clearly is an important part of that decision and discussion as we look forward to. Our M&A thesis, as we look at it now, is very tightly aligned to our vertical and our vision strategy, which is trying to move to AI-led vertical growth in these businesses. We believe there's some background from your side, if you could mute. We believe the current focus from an M&A standpoint will be more on expanding MassTech's domain capabilities in some of our core focus domain areas. We will also look at some strategic but smaller AI investments and partnerships with some of the significant AI players that are coming around. So AI is more around smaller investments but larger partnerships with key players. And the M&A would be more around vertical focus. Got that.

Thanks for the clarification. The second question would be on the order book front. What would be the average tenor or the period or rather the execution period for this order book? So, some light on that would be helpful.

So, again, it's quite a... Sorry, Warren, if you could go on mute again. As far as the order book is concerned, Varun, there are two or three different kinds of orders that we deal with. A lot of the orders that we get in our UK business, especially our public sector, as well as any of the public procurement-related frameworks that we deal with, have a much longer tenure, so anywhere between a three-year to five-year kind of visibility on those orders as we ramp up and execute. Then there are orders which are more project driven, especially in our Salesforce and Oracle business, which are usually a year to year and a half kind of project execution. So those are the two different kind of orders that we see in our books now.

Thanks. And lastly, what would be the share of the private sector revenue versus the

government business, the government revenue in the UK business? And do we see any change in that going forward?

So the private sector business approximately is around 40% of our UK business. Of the global business, the UK is around 30% private sector. It's largely 700 circa numbers. I don't have them exact right now. Having said that, we have both our healthcare as well as financial services are two sectors where we see continued growth. You know, in the short term, the private sector will grow faster, but overall, I think healthcare will pick up as we get into the full year view of FY27.

Sure. That's it from my side.

Thanks.

Thank you. Thank you. Next question comes from the line of Nikhil Purohit with Fident Asset Management. Please go.

Hi, am I audible? Yes. Hello. Yeah, thanks for the opportunity. Just one question also on the order book. So, we have witnessed strong growth of course this quarter. Do we expect this order book to get executed in FY27 based on the historical pattern? And like do we see like accelerating revenue growth for FY27?

So, as you know, we've given you a 12-month order backlog number, so we definitely expect the 12-month order backlog to be executed in the next 12 months of our business, which is a stronger foundation as compared to what we entered into FY26 with. So, we definitely have a stronger foundation as we enter into FY27. Having said that, as I also mentioned earlier, We are also getting into a market which is much more volatile than before. So a lot of macro as well as AI-led changes that are constantly, you know, shaping the business. So, our endeavor is to make sure that we deliver a positive, you know, book and ship growth also, but we'll look that with a degree of caution as we enter into a market which has a little more uncertainty than before. So, put the two together, we believe that FY27 will be a positive growth year, should grow faster than FY26.

Got it. Got it. And I just noticed in the FY25 full-year results, the receivables went down and maybe reset it to contact assets. Why did this happen? Just understanding like.

So the previous, you mean the previous year?

Yeah, the previous year.

So, that was basically a restated balance sheet when we combined the two entities. So, it's not like the business or unbuild has gone down. It's just a combination of two things. Now, the enterprise unit is basically our erstwhile EOSIS business, and MLTD is basically our traditional digital engineering business. So, when we combine, and it's a cost-plus entity, right? MLTD was traditionally a cost-plus entity. So, fundamentally, from the business perspective, the numbers haven't come down. It is just a restricted number or combined number of two entities.

Okay, okay, okay. And just lastly on the similar lines, what is the outlook for receivables they have come down massively in 73 days for the medium terms?

Can you please repeat your question I missed that.

So, receivable days have come down to 73 days right this quarter. What is what is the outlook for the medium term in that?

So, again, I mean, it's difficult to kind of provide an outlook because it's a combination of various factors. I mean, it really depends upon how much revenue we booked in the quarter and how much we have executed out of the backlog as well, and how much have we been able to bill to the customers. And billing also depends upon, like, 40% of our business is fixed-price projects. So it depends upon in which quarter we are completing the milestone on those projects, and then the billing happens. So, of course, there will be some variation from where we are today, But our endeavor is to basically maintain the TSO at the level we have reached. Now, in the short term, you might see some plus-minus few days. But in the long term, I believe that we should be in a stable range of what we have kind of population Q4.

Got it. Thank you so much. Thank you. Next question comes from the line of Tatham Kamriya with Quantum AMC. Please come here.

Hi, sir. So, one thing, so, that there is a significant, you know, growth in order backlog. So, what challenges do you foresee that, you know, which could not translate into revenue growth for FY27?

Hi. Again, as you mentioned earlier, while we see good positive momentum in our 12-month order backlog, which puts us into a much more stronger foundation as we step into FY27, we're also getting into a year which has two parts, right? It is execution of the backlog as well as the book and ship that gets executed within the year. While we are super confident that we will execute the backlog, the 12-month backlog that we have, and which is a stronger foundation. The bookmanship in the year, we are dealing with a variety of uncertainties as well as the changing phenomena on AI and AI-led deals that we are experiencing. So putting the two together, while we feel positive that FY27 will improve from FY26, we are taking it with a degree of caution.

Okay, sure. So, one thing, since the start of FY24, there is a dip in active clients, and you have mentioned in the past that you have been doing some tail accounts and client rationalization. So, where are we on that part? Secondly, how do you see the employee headcount and utilization levels going forward?

So, as far as the active client is concerned, it will be a constant process. We will be churning out smaller customers consistently. If you look at our current book of business, while our top 30-40 customers deliver almost 65-70% of our revenue, there's a large tail that supports the remaining part of our business. Our focus and, you know, strategy has been is try to focus on strategic customers and be able to deliver more value and business to them, which would mean that some of these smaller customers will turn up. There's also a sizable project business that we have where clients, you know, do churn out once the project gets executed and the transformation has been done. So, we believe the top 50 or 100 customers is where our focus is, and those are stable and continuing to grow in terms of their business. But there will be pluses and minuses that will happen in the remaining set of customers that we have. The second part of the question.

On headcount and utilization level.

Yeah, that's a great question. See, what we saw last year was a consistent reduction in headcount, especially in our fixed bid business, with our ability to do more with lesser employees, and which has helped us balance and sustain our profitability margins for the year. We continue to see that same phenomena. I think our rate of employee growth will be slower than the rate of revenue growth. This is our general anticipation. Having said that, a lot of business mix between on-site, offshore, some of the kind of programs may change that. But directionally, the... Headcount growth should be slower than the revenue growth and therefore the revenue per resource should move positively.

Okay, sure, sure, sure. And you know, you mentioned that, you know, the sizable project business, when you know, after a project is completed, a client churns out. So basically, is there any capability that, you know, we are lacking and that is why the client is, you know, not able to stay with us and thus he is churning out? Is there something different? So, there are two scenarios there.

There are customers which are large customers where once the project is over, they add to our install base and we get them into managed services or other capability areas, and that's where we've been expanding them. But there were also other set of customers which were mid to small set of customers and where we executed and either they landed into very small managed services or into an area that was not our priority focus. So, depending upon our focus in terms of vertical and the strategic importance of the customer is where we are expanding. There are areas that are not of strategic importance. We want to consistently turn them out.

Okay, sure, sure, sure. Thank you.

Thank you. Next question comes from the line of Amit Chandra with SCFC Securities. Please go ahead.

Thanks for the opportunity. So my question is on the AI order book that we have given. So it has increased from say 3% to 9% of the order book in the last two quarters. But if I see the average size of the deal is still very small, around a million dollar. So how do you see the scalability in these AI deals and also these kind of wins are coming from existing clients in the existing, you know, spend or this is like net new from the existing clients. So if you can do some kind of on that.

So, Amit, like I said, the AIDs are currently, you know, building up, and in some cases, these are larger engagements in terms of where it is AI for tech-led transformations. And not very large, but moderately large. And then there are other customers where these are still small use case deployments, but the value and the impact of those use cases are very phenomenal. So the way we are looking at it is as we move from AI for tech to AI for business, it will be about deploying some outcome-based significant use cases to our clients. In some cases, we are also doing discovery work, which is setting the step, you know, foundation for much longer enterprise AI business as we go forward. So while that's the current rate, I think it will consistently improve as in the long term as these use cases become more enterprise scale and enterprise wide.

I mean, the audio is not very clear.

Can you repeat that? Is it clear now? Yeah, it's much better.

I was saying that, obviously, the US geography and the EMEA has been under performance for FY26. So how do you see these two geographies? Shipping up in terms of the revenue growth for the next year. And also, you know, there has been sharp impact on the margins as well. This is because of the strategies we have in terms of cutting the tail end and investing in these two geographies. So, you know, for the next year, how do you see that the UK geography continues to grow and we can see some stabilization in the US in the Middle East or is it going to be?

So, Amit, like we've been stating, this year was a very fundamental reset in our North America business, right from our leadership to our teams, as well as our focus in terms of target markets and GTMs and everything else. Most of that has been now stabilized and in place. It's starting to see positive lead indicators. The current quarter was the second quarter of positive order book growth. Sequentially, you know, we saw Q3 also sequentially grow. We've seen Q4 also sequentially grow. And we have enough lead indicators to say it will continue to sequentially grow in the coming, you know, next few quarters. As we sequentially grow in our order book, the other important factor to know is our North America business was a lot more project based. So while the order book and ramp up is growing, there's also some of the older projects that get executed and therefore their ramps come down. So on one hand, we are trying to improve the order book. The other hand is we're systematically trying to change the color of our business to have more long term and stable revenue projects. We believe as we go forward with the lead indicators moving in the right direction, our North America business will start to show positive growth as we move forward, and we are quite positive that FI27 will be a good growth here for North America. As far as our AMIA business is concerned, Like we've said earlier, we've reset our focus and attention on that geography. Again, that reset has been well executed now. Healthcare and BFSI and manufacturing are three key verticals, especially healthcare. A lot of focus from just doing back office work to doing… You know, pure play, bedside and clinical and patient engagement activities is how we have changed that business. So a lot more larger and strategic engagements with our healthcare customers, especially on the back of Oracle Health is how it is developing. The geopolitical uncertainty is definitely a factor, but if you take, if you eliminate, you know, those uncertainties out, or if you make an assumption without the uncertainties, we are positive that AMEI is also turning around towards, you know, growth in FY27.

Okay. And on the UK government business, obviously, we have been doing well there and, you know, winning deals from the new departments, but from the existing ones of the older customers that we have, what kind of renewal discounts that we are seeing and also in terms of pricing pressure that we're seeing in terms of existing contracts coming up for renewals and also in general, the increase in the competitive environment wherein, you know, Many new players have entered.

So, the, and this is not just for UK, this is across the board, Amit, the renewals clearly are, you know, being extremely price competitive. A lot of that is very evidently available with the ability of AI to deliver things faster, better. And therefore, the ability to do the same business in lesser effort is very visible. And hence the price competitiveness of these renewals. Like we mentioned in our earlier quarters, we have renewed some of our contracts with anywhere around. 10 to 15% discount. But depending on the nature of business and the nature of customers, it could go much higher than that as we go into these discussions. Like I said, while it creates a cost pressure in terms of, or revenue pressure in terms of executing the current business, but it is equally creating many more opportunities of winning net new customers, net new strategic customers, because they also see us as equally capable and a confident partner to delivering those businesses. So it's a mix of the two. These price pressures will continue. Our endeavor is to now shift our business model from TNM to much more fixed bid outcome-based contracts. In fact, underneath the TNM commercial framework, we were delivering a lot of outcome-based programs for our clients. So we're now trying to bring that into the commercial frameworks also. Okay, everyone.

Thank you all for this. Thank you. Next question comes from the line of Krolin Nandu with Edelweiss Public Alternate. Please goodbye.

Yeah, hi, Umang. A couple of questions from my end. One is on the M&A, right? Just wanted to understand in the evolving nature of how IT services is evolving, how has your philosophy on M&A changed, right? So what are some of the skill sets that or, you know, some of the gaps that you see in your business that you want to fill through an inorganic growth opportunity? Can you just give us your view on M&A?

Yeah, hi, I think it's a very good strategy question to ask. See, the general view that we had earlier, and this is some of the earlier M&As that we did, were more based on capabilities and skills around Oracle, around Salesforce, around data, and so on and so forth. Our view and our vision for our business is business is going to be much more domain and vertical specific. And therefore, our ability to understand the business and deliver business outcomes is how services will be offered going forward. Marsec is also making an important shift towards verticalization as well as using AI for delivering these vertical solutions. In that context, our M&A thesis is now looking at assets that could give us core domain capabilities. So, while continuing technology, but looking at technology which are more core to the business rather than some of the periphery or digital activities that we had looked at earlier. So that's one part. Like I also mentioned earlier, while there is significant in-house M&A developments, a lot of positive M&A developments are also happening with startups all around. So we continue to also look at using that ecosystem, both via partnership and some degree of investment if required.

Okay, so what I take is that domain knowledge is important, and that's the thing that you're looking at. Among second question would be, I'm trying to triangulate a few things here, where first you mentioned that things are moving towards, you know, outcome-based solutions rather than time and wage thing. One is that secondly, you are also saying that even in this evolving AI world, there will be a need for a lot of technologies, a lot of IT service. And thirdly, you mentioned that still most of the AI is more AI to drive tech rather than AI to drive business. So in such an environment, right, don't you think that as we move towards more outcome-based and we move towards AI-based, AI in the business-based kind of deals, Don't you think the need for service will ultimately come down? How do you, you know, see, you know, are these three events, can these three things happen simultaneously together or one has to fall off?

So, the way I see this problem is this, while technology, ability to deliver technology has definitely evolved significantly. But what has also evolved significantly is the potential of things that you could do, which you were not able to do earlier. And this is in many contexts, right? And this is not just in terms of writing code, but in terms of variety of analysis, variety of research that you could generate, the workflows that you could operate in, the UI that you could have, and so on and so forth. What it means is a lot of businesses, in fact, a large majority of businesses, will have to relook at their business processes, their business workflows, the way they make decisions. There will be newer revenue opportunities that they will create, and so on and so forth. All of this means that underlying technology or business workflows will have to change completely to adapt to this new opportunity that AI has provided. As we look at delivering these, or as clients look at adopting these new possibilities, while the technical capability of creating an agent or, you know, generating a code faster is very much available, and that can be delivered. The ability to deliver an outcome is not just about writing the agent. It is a lot more about whether the background data is in place, whether the workflows are correct, whether there is adoption of the technology that they've taken out, and how are they really measuring the impact. If you look at the AI adoption so far, while people have bought a lot of platform licenses, the ROI is still not visible to many of the non-IT clients. And that ROI realization will take significant surround services to get the clients to business outcome. So that's how we see this business. So services will continue. The kind of services will change from developing to much more helping the clients with re-looking at their workflows, adoption of technology, and delivering outcomes.

Sure. Aman, can I push one more question? Because this is just related. So what you're talking about is a net positive right of AI because of, you know, workflow modernization or data modernization. When and where do we see this playing out for master? I'm talking about the order, right? Or maybe the revenue, and you know, when, right? I mean, that's also a question, right?

That is a great question. Sure. No, Venn is a great question, and we are all trying to, there's no clear directional number, but what I can tell you is good lead indicator data. So clients have started realizing that just buying platform is not good enough. They've started working, and we have seen quite a few orders, including a few in this quarter itself, where our job is to work with the client on readiness. We're getting orders with the client to deliver. Business process change. We're getting orders with our clients to deliver, you know, An ROI adoption framework. Governance is becoming a critical part of the discussion that is happening. So the lead indicators of surround services around AI for getting the true value out of AI, they're starting to see those happen. Having said that, many of them are still in smaller, you know, either discovery stages or smaller use cases, as I mentioned earlier. When it becomes enterprise scale, and it will become enterprise scale because it is not just about one or two workflows. It has to change the entire landscape of business. That's where sizable revenue and business impact will happen, which will clearly overthrow whatever we have been doing so far and significantly increase that. But when, like I said, I can only tell you lead indicators, exact timing is unknown.

Thank you so much, Umang, for all answering the question. All the very best. Thank you.

Thank you. Next question comes from the line of Sanjay, an individual investor. Please come ahead. Hello. Mr. Sanjay, please go ahead.

Yeah, thank you for the opportunity. Actually, my question is answered, so thanks for that, and I wish you all the best.

Thank you, Sanjay. Thank you, Sanjay. Thank you. A reminder to all the participants that you may press star and want to ask a question. Next question comes from the line of Shushu Ovan with Anandabaji. Please go ahead.

Thanks for giving the opportunity again. Two questions. One is, how much would be your project-driven business as a percentage of revenues overall and within the US if that would be quantified? That's one. And the second bit is, with whatever has happened with the Oracle layoffs and the fact that there are rumors that Oracle may actually plan to sell its Oracle health business, the server business, do you think that may have any impact on your business from the Oracle implementation perspective? Because we're also seeing that de-grow year and year. These are the two questions.

So, Shovan, the fixed bid business that we have currently is at a company level, circa 40%, some plus minus. It is a little higher in North America. It's more than north of 50%, 55% is fixed bid business in North America in our current setup. So, that's our two areas. And we actually believe that these percentages will grow even further, and that's the commercial model that, you know, that's how it will move to. Having said that, going back to the other Oracle part of the question that you have. See, the code tech area, which is, you know, writing codes or testing or managed services, etc., definitely has become far, far more advanced than it ever was. And therefore, if you look at any product development or, you know, areas that were highly dependent on pure play, technical engineering skills, and especially these companies which are themselves on the, you know, edge of technology, They will be looking at, you know, reduction in human effort in terms of those core services that they have. On the other hand, their investment in their business, so if you look at their, you know, platform modernization, the degree of AI workflow that they've started introducing, the investment that they have on their infrastructure and capital allocation for AI and getting their businesses completely transformed to AI is significant. It is far outrunning the kind of reduction that they would have in these. So if you put the two together, the business is seeing a systematic shift from traditional SaaS deployments to more AI-enabled business transformation. And we will consistently see that. So SaaS will become, sorry, cloud or SaaS transformation, will eventually grow into AI-led transformations. And there could be some timing gap in terms of, you know, business there. But in general, the transformation business will continue to do well.

This is something, would you be able to capture value in this, is what I'm just trying to understand. And I just had one more question.

Sorry, what do you mean by capture value in this? I didn't understand.

So, given the transition from the staff-based business to the AI-enabled bit, so, if it is automated to a larger extent, what is it that you would be able to capture value within the Oracle implement using part of it? So, it would be, yeah.

No, so these are already starting to happen. Most of our Oracle transformation projects are now starting to become AI transformation projects because it started with back office transformation, but people are using a lot of AI-enabled solutioning to re-look at their workflows. So the traditional workflows are changing. They are re-looking at their UIs. They are, in fact, also re-looking at their existing workforce to say, okay, how will their workforce deployment change in terms of their back office systems? These projects are becoming the bedrock for further, you know, AI-led transformations in their front office, or in their mid-office, or even helping them open and operate new streams. So, being a part of this back-office transformation puts us in a very unique position to be early in the client delivering AI adoption in some of their back-office areas. And therefore, the ability to propose and build this transformation in the front office and other parts of the business.

Thanks a lot. And just one last question. When do you expect these ramp-ups of the three deals that you've announced in March, the Atlas, FCA, and the Biometrics? Sorry.

The FCA deal has already started ramping up. We've now had more than 60 on-site resources on the account, and we'll continue to see ramp up in Q1 on that deal. So we think we'll be fully ramped up by the end of Q1 on FCA. As far as the other two deals are concerned, we are negotiating the new south. These are existing renewals, but with an expanded scope. So we are, as we speak, under the contract, discussing with the clients the new sows for which the ramps will have to happen. So we expect those to happen sometime between Q1 and Q2.

Thank you so much.

Thank you. Ladies and gentlemen, as there are no further questions, we have reached the end of the question round of the session. I would now like to hand the conference over to the management for closing questions.

Thank you. Thank you for all the question answers. Like I said earlier, FY26 was important but very fundamental year to Mastec. We've seen a lot of, you know, research in terms of our approach, our teams. Our, you know, order book and backlog that we are, you know, carrying now, as well as the kind of services and focus that we will have. FY27 is going to be much more about focus, trying to drive the business towards some key verticals and key accounts, while continuing to deliver a stable EBITDA margin in the business. So that's what we're all looking forward to. We believe we have a strong, stable team now in place. And, uh... It should drive good positive momentum as we go forward. Thank you. Thank you.

On behalf of Maastek Limited, that concludes this conference. Thank you for joining us. You may now disconnect your line.