Experts say that even as vendor consolidation deals are being lapped up by the larger companies, their mid-tier rivals have borne the brunt.
Mid-tier information technology (IT) companies lost more ground than their larger peers in financial year 2023-24 as vendor consolidation deals by clients have led to a decline in revenue growth, and that too on a smaller base. Although mid-tier companies continued to outperform their Tier-1 peers, the year-on-year (YoY) growth rate halved in FY24.
Lower tech spending by clients due to uncertain macroeconomic situations in key markets has been troubling IT companies in the past few quarters, leading to the tepid performance in FY24.
Experts say that even as vendor consolidation deals are being lapped up by larger companies, mid-tier rivals have borne the brunt. Simultaneously, mid-tier companies are doling out discounts to clients, which, in turn, has put pressure on margins.
Vendor consolidation deals in the IT industry involve clients reducing the number of suppliers in order to improve efficiency. This often results in deals going to the larger IT companies as they have the muscle power to negotiate better pricing due to their sheer size.
Additionally, spending on new-age technologies such as artificial intelligence (AI) and generative AI has also led to extra spending by these companies to stay relevant, experts say. This is because larger IT companies are in a better position to absorb these shocks as they can draw from their better cash reserves.
Large IT companies are often defined as the top five IT companies in terms of revenue: Tata Consultancy Services, Infosys, HCLTech, Wipro, and Tech Mahindra. Mid-tier IT companies are the ones that follow, and include LTIMindtree, Persistent Systems, L&T Technology Services, Coforge, and KPIT Technologies.
Yugal Joshi, Partner, Everest Group, said mid-tier companies are reliant on key clients as they form a large part of their business. “And if anything happens to those clients, it impacts these smaller firms.”
Generally, whenever the vendor consolidation theme plays out, which is the case currently, mid-tier companies have more to lose. “Now, to ensure that their clients do not go to the renewal table, these companies are proactively going ahead and pitching renewals much ahead. And when you do that, you will normally give lots of discounts, which hits your margins,” Joshi explained.
Topline trouble
Revenue growth of the top five IT companies has reduced by almost half in FY24 compared to the last fiscal year. In some cases, the downfall is even steeper because of company-specific issues. For example, Pune-headquartered Tech Mahindra’s dollar revenue contracted by 5 percent against growth of over 10 percent in the previous year.
However, the fall is sharper in the case of mid-tier companies. Persistent Systems’ dollar revenue growth fell by over half to 14.5 percent in FY24 from 35.3 percent in FY23. LTIMindtree’s revenue growth fell over 3 times to 4.4 percent in the financial year just ended from 17.2 percent in the previous year.
KPIT Technologies is an outlier as its growth improved year-on-year to over 40 percent in FY24 from 27 percent. Coforge’s revenue growth declined to 11.7 percent from 15.6 percent, while Birlasoft’s constant currency revenue growth declined to 6.7 percent from 11.5 percent.
Experts say Tier-1 IT companies boast robust order books, with a notable focus on verticals such as healthcare. Amidst a moderation in IT services growth, engineering services emerged as a beacon of hope, registering double-digit growth rates.
Margin mess
Jain also points to a narrative emerging in the form of “anti-incumbency deals”, where mid-tier companies challenge established players for lucrative vendor consolidation contracts. This trend underscores the growing competitiveness within the sector and has led to a drop in margins.
For example, the margins of mid-tier companies such as LTIMindtree, Persistent Systems, Coforge, etc., have reduced. On the other hand, larger companies such as TCS, HCLTech, and even the struggling Wipro improved their margins in FY24.
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