Sonata Software Ltd. — Investor Presentation 2022

Jan 17, 2022

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17[th] January, 2022

National Stock Exchange of India Limited BSE Limited Exchange Plaza, Bandra Kurla Complex, P.J. Towers, Dalal Street Mumbai Mumbai Kind Attn: Manager, Listing Department Kind Attn: Manager, Listing Department Email Id: neaps@nse.co.in Email Id: listing.centre@bseindia.com Stock Code - SONATSOFTW Stock Code - 532221

Dear Sir/Madam,

SUB: Investors’ Presentation

Pursuant to Regulation 30 of the SEBI (Listing Obligations and Disclosure Requirements) Regulations, 2015, we are enclosing Investors’ Presentation for the quarter and nine months ended 31[st] December, 2021.

The above said presentation is also made available on the Company’s website www.sonatasoftware.com.

Please take the same on record.

Thanking you,

Yours faithfully, For Sonata Software Limited MANGAL Digitally signed by MANGAL KRISHNARAO KRISHNARAO KULKARNI Date: 2022.01.17 16:37:55 KULKARNI +05'30' Mangal Kulkarni Company secretary, Compliance Officer and Head-Legal

Encl: As above

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Sonata Software

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Investor Presentation

Q3’22

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© Sonata Software Ltd, 2022. Confidential.

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Sonata - A Snapshot

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	The Company		34 YEARS as a IT Solutions Provider	$550+ M REVENUE 14% 3 Yr. CAGR		4200+ TEAM across US, EU, Asia, ANZ, Japan, Malaysia, and China SEI CMMI L5, ITIL & ISOcertified
	Industry Focus		RETAIL Apparel, Hard Goods, Grocery, Hypermarket CPG & MFG Consumer Goods, Industrial Goods, Wholesale		TRAVEL TO, OTA, Airline, Rail, Hotel, Cruise	AGRI & COMMODITY Agri manufacturers & commodity Traders SERVICES Energy & Utilities, Oil & Gas, Specialty Contractors & Professional Services	SOFTWARE VENDORS ERP, SCM, Retail, Travel
	Competencies		DIGITAL Omni-channel, Mobility & IoT, Analytics, Cloud	APPLICATION LIFECYCLE SOLUTIONS ADM, Testing, IMS Managed Services PLATFORM IP Brick & Click Retail, Rezopia Digital Travel, Modern Distribution TECHNOLOGY INFRASTRUCTURE SOLUTIONS Software, Cloud, Server & Storage, Systems Integration
						Strategic acquisitions
	Credentials		CUSTOMERS Global Top 5 – Leisure Travel Co, Grocery Retailer, F&B CPG Co, Software Co	TECHNOLOGY Microsoft, SAP, Oracle, Open Source, IBM		and investments Microsoft – Inner Circle, SAP Pinnacle Award, Microsoft Country Partner FINANCIAL National Stock Exchange Listed Public Ltd Co
						of Year India

A Global IT Solutions Organization, with focused Industry Verticals, versatile Portfolio of Services covering wide range of Technologies and delivering value through our unique Platformation ™ approach

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Sonata Vision

A world class firm that is a benchmark for Catalyzing Business Transformation for our Clients, Fulfilling Employee Aspirations & Caring for our wider Community through Depth of: Thought Leadership Customer Centricity Execution Excellence

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For the Customers

IT Partner of choice for transformation thru deeper industry, technology & customer focus

For the Employee A fun & fearless environment where the potential & passion for work flourishes

For the Community CSR initiatives to support IT needs of projects with Social impact

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Sonata – In 4 ‘P’s

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•Employees as consultants •Common goals
•Employees as family •Lasting relationships
•Employees as enablers •Shared values
•Employees as citizens •Growing together
People Partners
Platforms Performance
•Platformation [TM ] Advantage •Value creation
•Platform engineering •For customers
leadership •For Partners
•World class IP’s •For employees
•Farsighted vision •For Investors
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Vertical Focus

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• Retail, travel, Distribution & CPG, ISV, Commodity Trading, and Services Industry – Field Services

• IP – Brick and Click, Modern Distribution, Agri Business, Rezopia, Service Industry, GBW

• Platform led Digital Transformation

• Track record

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What is different about Platformation™as a tool for Digital Transformation

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• Sonata’s structured process for Platformation comprises the following :

• Digital Business Process Library & Identification

• Customer Digital Agenda led based approach

• Platform Maturity Assessment ( Separate Business & Technology maturity assessment )

• Marchitecture™aligned to CDAT

• Platform Characteristic Requirements ( With a 16 point Framework )

• Technology Architecture to achieve the Platform Characteristics

• Cloud Engineering ( Cloud Native Development )

• Data Platformation Methodology ( Structured Assessment of Data Infrastructure & Platform)

• Accelerated Platform Engineering ( Solution Accelerators )

• IPs aligned to Platformation™

• 4 Years of Proven Success, Only methodology that remains relevant in an everevolving landscape for a company looking at digital transformation

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Platformation™

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Platforms - the secret behind the digital economy’s most successful companies

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OPEN SCALABLE CONNECTED INTELLIGENT

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Sonata’s approach to Digitizing business using platforms PLATFORMATION™

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Approaches to achieve Platformation™

Sonata READY

Sonata ACCELERATE

• End-to-end, industryspecific digital business platforms

• Deploy popular horizontal platforms adding required functionality

Omni channel reservation system for a large Australian rail network built on a travel platform ensuring seamless booking experience

Versatile retail store and e-Commerce integration for a US fashion brand ensuring scalable, omnichannel shopping experiences

Sonata CUSTOM

• Engineer custom platforms that deliver unique digital capability and scalability

A US-based travel company innovating on membershipbased business models, increasing bookings by 200%, and scaling service 6X

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Engineering Excellence

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Focused approach

• Industry Specialization

• Retail, travel, distribution & CPG, ISV, Commodity Trading, and Services Industry – Field Services

• Expertise through IP’s

• Brick and Click, Modern Distribution, Agri Business, Rezopia, Service Industry, GBW

• Proprietary & proven approach to Digital Transformation

• Platform led across Data, Cloud, Modern Technologies, Mobility, Digital Assurance, Devops

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Global Full Stack Microsoft Partner aligned to the Digital Transformation vision

30 Years

360[0] Partnership

18 Gold certified & 8 Advanced specializations Skills in Dynamics 365, Azure, Power BI, Cortana, .Net, Mobility

MICROSOFT PARTNER

Product Engineering, Professional support, Delivery, LSP partner for MS, MCS and ISV/SI ecosystems.

GISV, lSP, CSP, ISV Dev Centre, SI. Country Partner India 2014, 15, 17. Global alliance footprint

INDUSTRY

PLATFORM IP

STRATEGIC

DIGITAL TRANSFORMATION for Retail, Consumer goods, Distribution, Agri Products, Field Service, Travel, ISV

ON MS DYNAMICS & AZURE

ACQUISITIONS

Brick & Click, Modern Distribution, Commodity Trading, Rezopia, Kartopia, Halosys, Rapid

Scalable Data Systems, Sopris Systems, Encore Systems, GBW, & IBIS Inc

Clients

2500+ TEAM

Recognition and Awards

ACROSS THE GLOBE USA, Europe, Asia, India, Australia, Middle East

On Microsoft Technologies with 1200 + on Microsoft Biz Apps

Inner Circle member 2021-22, Partner of the Year, India for BizApps 2021-22

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Delivering value through

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our innovative engagement models

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Customer-Specific Center of Excellence

• Governance • Value Co-creation

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• Leadership role

• SLAs and outcomes

• • Co-investment in IP

• Strategic metrics

TECHNOLOGY | SKILLS | ASSETS | PROCESSES

Domain Knowledge | Technical Knowledge | Knowledge Management | Innovation | Process & Capability | Reusability

Charter

Commercial Models: Project-based | Outsourced | Output-based Build-Operate-Transfer | Turnkey-managed | Joint Venture

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With a team nurtured to make a difference

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Deeper roles Customer impact Freedom to contribute Growth

Regular exposure to newer technologies, evolving business scenarios, and building cross-functional expertise

Continuous exposure to clients to assess business impact of solutions delivered

Our flexible working style encourages ideation within broad boundaries

Early identification, mentoring, and nurturing of talent for growth by senior leaders

We need to take a pause and appreciate the drive and determination we have seen from every player on what is a complex effort and delivery. We commend you all for your effort…keep up the good work!

Director – Platform Systems, US Travel Leader

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Financials

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Strong Execution

International Services

• Platformation™, IP & Alliance led growth

• Stronger & Deeper revenue mining from existing customers

• Strong Pipeline and Acquiring new clients

• Strong sales hunting leading to acquiring of new clients

• Margin levers -platformation driven execution, onsite and offshore mix, utilization and revenue per person

• High-end digital services

• Consistent quarter on quarter growth in topline and bottom line over last10 years.

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Domestic Business

• Very large deals, Consistent absolute gross margin growth

• Strong Customer Retention

• Consistent growth in Marker share

• Established Customer Base

• Strategic shift towards cloud

• Addition of new strategic business lines for expansion

• Multi year annuity license sales

• Time tested risk and credit management

• Consistent growth of absolute profitability, positive cash flow with zero increase in working capital investment

• Globally leading ROCE and ROE

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Financial Management

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Focus on high revenue rate realization and high margins business

Focus on Reduction of DSO days

Very strong positive cash generation and cash position

Industry leading ROCE and ROE

Sound capital allocation

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Consistent Growth Over Last 10 years

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Consolidated Revenue & EBITDA

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International Services Revenue & EBITDA trend for last 12 Quarters

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Revenue (in crs)

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420 395
CQGR - 2.7%
361
370
320 304 304 [313 330 325 ] 276 [288 301 319 324 ]
284
270
220
170
120
70
20
(30) Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3
19 19 20 20 20 20 21 21 21 21 22 22 22
Revenue in Rs cr
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EBITDA (in crs)

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120.0
110.5
CQGR 3.2% 103.5
97.1
100.0
89.5 [91.6 ]
87.2 [90.5 ]
84.4
76.0 75.8
80.0 72.3 70.4
64.7
60.0
40.0
20.0
-
Q3 19Q4 19Q1 20Q2 20Q3 20Q4 20Q1 21Q2 21Q3 21Q4 21Q1 22Q2 22Q3 22
Rs. Cr
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Financial Performance of International Services – Q3 FY22

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EBITDA
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Revenue in INR. Cr

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200.0 45.0%
180.0 40.0%
160.0 29.0% 28.7% 28.0% 35.0%
140.0
30.0%
120.0
300.9 360.8 395.2 9.5% QoQ 100.080.0 103.5 110.5 25.0%20.0% 6.8 % QoQ
60.0 87.2 15.0%
31.3% YoY 40.0 10.0% 26.8% YoY
20.0 5.0%
0.0 0.0%
Q3 FY21 Q2 FY22 Q3 FY22
Q3 FY21 Q2 FY22 Q3 FY22
Revenue in $ Mn PAT
$58 130.0 25.0%
$53
110.0 18.6%
$48 $53.4 18.0% 20.0%
$43 $49.4
90.0
$38 13.8%
$33 $41 70.0 15.0%
$28 8.1 % QoQ
71.2
$23 50.0 67.3
10.0%
$18 5.9% QoQ
$13 30.4 % YoY 30.0 41.4
$8 5.0%
$3 10.0 71.8% YoY
-$2
-10.0 0.0%
Q3 FY21 Q2 FY22 Q3 FY22 Q3 FY21 Q2 FY22 Q3 FY22
INR in Crore
INR in Crore
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395.2 9.5% QoQ
360.8
300.9
31.3% YoY
Q3 FY21 Q2 FY22 Q3 FY22
INR in Crore
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8.6% QoQ on constant currency basis

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International Business Revenue Growth

Revenue in $Million

New Customer added

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$200.0
$180.8
$150.0
$161.4 $160.3
$100.0 $144.0
$121.5
$50.0
$-
FY 17 FY 18 FY 19 FY 20 FY 21
Years
Revenue in $Mn
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14 13
12 11
10
10
8
8
6
4
2
0
Q4 21 Q1 22 Q2 22 Q3 22
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Client Concentration

No. of $Million Customers

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80% 71% 72% 71%
62% 64% 63%
54% 57% 56%
60%
40%
20%
0%
Q3 21 Q2 22 Q3 22
Top 5 Customer Top 10 Customer Top 20 Customer
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36 38
29
17
15
13
New
21 21 Existing
16
Q3 21 Q2 22 Q3 22
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Operational Performance – Q2 FY22

Revenue by Geography

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22% 23% 22%
QoQ Growth
USA – 11.0%
26% 24% 23%
Europe – 2.5%
ROW – 2.3%
52% 53% 55%
Q3 21 Q2 22 Q3 22
USA Europe Rest of World
No. of Customers by industry
Health Care, 15
Logistics, 4
ISV, 30 TTL, 9
Retail
Others, 53
(Essentials), 17
Distribution &
Manufacturing, Retail (Non
Commodity 60 Essentials), 21
Business &
Service Industry,
16
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No. of Customers by Geo

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ANZ, 39 Europe, 44
Asia, 14
Middle East, 2
India, 28
US, 98
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Customer Category

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45
42
37 35 36
30
Q3 21 Q2 22 Q3 22
# of Fortune 500 accounts No. of Global 2000 customers
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Revenue by Vertical Mix

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110.0%
100.0% 1.9%
2.4%
7.0% 2.8% 2.9%
90.0% 1.3% 6.5% 6.3%
8.0% 2.5% 3.2%
80.0% 8.9% 9.0%
20.5%
70.0%
19.9%
20.0%
60.0%
21.2%
50.0% 16.5% 15.4%
40.0%
10.0% 9.7% 9.4%
30.0%
20.0%
32.0% 31.3% 31.4%
10.0%
0.0%
Q3 21 Q2 22 Q3 22
ISV Travel
Others Distribution & Manufacturing
Retail (Essential) Retail (Non Essential)
Commodity business & Service Industry Heath Care
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Revenue by high end Service Mix

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100.0% 2.0% 0.6% 0.3%
90.0% 1.7% 10.6% 0.6% 10.9% 0.3% 10.6%
9.9% 9.0%
80.0% 11.7%
70.0%
30.1%
29.4%
60.0% 28.1%
50.0%
40.0% 20.2% 20.2%
19.9%
30.0%
4.5% 4.35%
4.9%
20.0% 10.7% 11.50%
9.1%
10.0%
12.0% 13.2% 13.7%
0.0%
Q3 21 Q2 22 Q3 22
Data & Analytics Managed Cloud Services
IMS Microsoft Digital Platformation Services
Microsoft Dynamic Services Modern Validation and Dev Eng Mgmt Ser
Open Source Digital Platform Services Other ERP Services
Other Services
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	QoQ Trend Q3'21 Q4'21 Q1'22 Q2'22 Q3'22 1.7% 7.1% 10.9% 12.0% 12.0% 13.1% 12.3% 3.4% 22.9% 16.1% -7.3% 1.8% -2.8% 11.1% 4.5% 9.1% 9.1% 2.5% 9.5% 8.0% 5.8% 11.1% 1.9% 11.5% 10.4% 0.5% -2.3% -6.8% 11.8% -1.8% 15.7% 12.2% 6.1% 4.4% 5.5% -20.0%-37.9%-18.8%-16.7%-46.0% -15.3%-19.1%-52.0% -5.0%-46.0%	QoQ Trend Q3'21 Q4'21 Q1'22 Q2'22 Q3'22 1.7% 7.1% 10.9% 12.0% 12.0% 13.1% 12.3% 3.4% 22.9% 16.1% -7.3% 1.8% -2.8% 11.1% 4.5% 9.1% 9.1% 2.5% 9.5% 8.0% 5.8% 11.1% 1.9% 11.5% 10.4% 0.5% -2.3% -6.8% 11.8% -1.8% 15.7% 12.2% 6.1% 4.4% 5.5% -20.0%-37.9%-18.8%-16.7%-46.0% -15.3%-19.1%-52.0% -5.0%-46.0%	QoQ Trend Q3'21 Q4'21 Q1'22 Q2'22 Q3'22 1.7% 7.1% 10.9% 12.0% 12.0% 13.1% 12.3% 3.4% 22.9% 16.1% -7.3% 1.8% -2.8% 11.1% 4.5% 9.1% 9.1% 2.5% 9.5% 8.0% 5.8% 11.1% 1.9% 11.5% 10.4% 0.5% -2.3% -6.8% 11.8% -1.8% 15.7% 12.2% 6.1% 4.4% 5.5% -20.0%-37.9%-18.8%-16.7%-46.0% -15.3%-19.1%-52.0% -5.0%-46.0%	QoQ Trend Q3'21 Q4'21 Q1'22 Q2'22 Q3'22 1.7% 7.1% 10.9% 12.0% 12.0% 13.1% 12.3% 3.4% 22.9% 16.1% -7.3% 1.8% -2.8% 11.1% 4.5% 9.1% 9.1% 2.5% 9.5% 8.0% 5.8% 11.1% 1.9% 11.5% 10.4% 0.5% -2.3% -6.8% 11.8% -1.8% 15.7% 12.2% 6.1% 4.4% 5.5% -20.0%-37.9%-18.8%-16.7%-46.0% -15.3%-19.1%-52.0% -5.0%-46.0%	QoQ Trend Q3'21 Q4'21 Q1'22 Q2'22 Q3'22 1.7% 7.1% 10.9% 12.0% 12.0% 13.1% 12.3% 3.4% 22.9% 16.1% -7.3% 1.8% -2.8% 11.1% 4.5% 9.1% 9.1% 2.5% 9.5% 8.0% 5.8% 11.1% 1.9% 11.5% 10.4% 0.5% -2.3% -6.8% 11.8% -1.8% 15.7% 12.2% 6.1% 4.4% 5.5% -20.0%-37.9%-18.8%-16.7%-46.0% -15.3%-19.1%-52.0% -5.0%-46.0%
Service Mix	QoQ Trend
	**Q3'21 **	**Q4'21 **	**Q1'22 **	**Q2'22 **	Q3'22
Data &Analytics	1.7%	7.1%	10.9%	12.0%	12.0%
ManagedCloud Services	13.1%	12.3%	3.4%	22.9%	16.1%
IMS	-7.3%	1.8%	-2.8%	11.1%	4.5%
Microsoft Digital PlatformationServices	9.1%	9.1%	2.5%	9.5%	8.0%
Microsoft Dynamic Services	5.8%	11.1%	1.9%	11.5%	10.4%
Modern ValidationandDev EngMgmtSer	0.5%	-2.3%	-6.8%	11.8%	-1.8%
OpenSourceDigital PlatformServices	15.7%	12.2%	6.1%	4.4%	5.5%
Other ERPServices	-20.0%	-37.9%	-18.8%	-16.7%	-46.0%
OtherServices	-15.3%	-19.1%	-52.0%	-5.0%	-46.0%

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IP Led Revenue %

Platformation[TM] Revenue %

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35% 35%
35% 33% 34% 22% 23%
32%
20%
30% 18% 18%
25%
20%
15%
10%
Q3 21 Q421 Q122 Q222 Q322 Q3 21 Q421 Q122 Q222 Q322
% of Contribution on Total Revenue
Platformation Revenue %
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Digital Revenue %

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75%
72%
70%
70% 68%
67%
64%
65%
60%
55%
Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
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International Business - Revenue Enablers

Revenue by Onsite / Offshore Mix

Utilization & Billability

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95%
90%
100% 89% 89% 88% 89%
90%
90%
80% 85% 80% 81%
79% 79%
78%
70% 65% 68% 68% 69% 69% 80%
Billability
60% Offshore 75%
50% Utilisation
Onsite
70%
40%
30% 65%
20% 35% 32% 32% 31% 31% 60%
10%
Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
0%
Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
Revenue per Billable HC
2,00,000 1,84,634 1,86,480 1,86,511 1,87,515 1,88,042
1,50,000
1,00,000
39,500 43,450 44,183 44,268 44,706
50,000
-
Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
Onsite Rev/Billable HC Offshore Rev/Billable HC
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Human Capital

Overall Headcount

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5,200 5,025
5,000 4,850
278
4,800
276
4,600 217
4,400 4,250 215 G&A
4,102
4,200 3,997 240 S&M
4,000 257
182
256 Delivery
3,800
178 4,530
177 4,359
3,600
3,400 3,828
3,667
3,564
3,200
3,000
Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
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Headcount by Business Type

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5,200 5,025
5,000 4,850
157
4,800 157
4,600
4,400 4,250
4,200 3,997 4,102 149 Domestic
4,000 146
146 4,868 International
3,800 4,693
3,600
4,101
3,956
3,400 3,851
3,200
3,000
Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
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Domestic Business – Gross Contribution

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50.0 45.1
45.0
39.9
38.0 38.1 38.0
40.0 36.0
33.0
35.0 30.0 30.1
6.6%
30.0
5.8%
5.4%
25.0 5.0%
4.4%
20.0 3.9% 4.0%
3.5%
3.1%
15.0
10.0
5.0
0.0
Q3 20 Q4 20 Q1 21 Q2 21 Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
Gross Contribution in INR Cr. Gross Contribution %
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Domestic Business - Revenue

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Domestic Revenue (Annuity/Others)

Domestic Revenue (Cloud/Non Cloud)

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120% 120%
100% 100%
32% 28% 26% 25% 25% 25% 24% 23% 22%
80% 80% 37%
60% 60%
40% 68% 72% 74% 75% 75% 40% 75% 76% 77% 78%
63%
20% 20%
0% 0%
Q3'21 Q4'21 Q1'22 Q2'22 Q3'22 Q3'21 Q4'21 Q1'22 Q2'22 Q3'22
% of Revenue - Annuity Biz % of Revenue - others Cloud Revenue % Non Cloud Revenue %
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Domestic business major revenue contribution from multi year annuity enterprise sales

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Domestic Business - Gross margin Analysis by customers

Domestic Customer by GC %

Domestic Customer Count

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120%
100%
16% 14% 15% 15%
11%
80% 10% 9% 9% 9% 7%
9% 9% 9% 10%
12%
60%
40%
60% 66% 68% 67% 68%
20%
0%
Q3'21 Q4'21 Q1'22 Q2'22 Q3'22
> 1 cr >50 L upto 1 cr > 25 L upto 50L Upto 25L
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18
44 42
35 37
43
23
24 16 17
24 27 27 28 29
Q3'21 Q4'21 Q1'22 Q2'22 Q3'22
> 1 cr >50 L upto 1 cr > 25 L upto 50L
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Gross Margin Analysis

Calculated based on annualized GC

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in terms of Customer's revenue

Gross Margin Analysis

in terms of number of years of Association

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than 10 years 71%
5 - 10 years 10%
3 - 5 years 4%
< than 3 years 15%
0% 10% 20% 30% 40% 50% 60% 70% 80%
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More than 500,000 crs 6%
100,000 - 500,000 crs 21%
50,000 - 100,000 crs 16%
30,000 - 50,000 crs 5%
15,000 - 30,000 crs 6%
10,000 -15,000 crs 10%
5,000 - 10,000 crs 7%
1,000 - 5,000 crs 12%
500 -1000 crs 10%
Less than 500 crs 8%
0% 5% 10% 15% 20% 25%
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Top ~ 81 customers contribute to about 80% of Gross Margin

Strong customer retention - ~ 81% if Gross Margin contributed from customers associated for more than 5 years Established customer base - ~83% Gross Margin from customers with revenue greater than 1,000 crs

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EBITDA, PBT and PAT – Last 12 Quarters

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Domestic Business

Domestic Business EBITDA

Domestic Business PBT

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40.0 36.9
40.0
35.0 31.8 [32.4 33.7 ] 35.4
35.0
30.0 27.0 27.3 30.3 [31.0 31.9 ]
25.0 19.5 [21.2 22.4 22.5 ] 23.2 30.0 25.0 24.8 22.0 25.1
20.0 16.9 [19.6 ] 18.1 [20.6 21.0 21.0 ]
20.0
15.8 [18.2 ]
15.0
15.0
10.0
10.0
5.0 5.0
- -
Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3
19 19 20 20 20 20 21 21 21 21 22 22 22 19 19 20 20 20 20 21 21 21 21 22 22 22
Domestic Business PAT
30.0
26.4
25.0 22.6 [23.0 23.9 ]
20.0
16.1 [18.1 16.6 ] 13.6
15.0 12.0 [12.9 13.7 ] 11.6 12.4
10.0
5.0
-
Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3
19 19 20 20 20 20 21 21 21 21 22 22 22
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Strategic Investment

M&A Investment

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46.3
50.0
39.5
40.0
30.0
20.0
13.4
10.0 4.3
0.6
-
FY 17 FY 18 FY 19 FY 20 FY 21
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IP & R&D Investment
32.3
35.0
28.3
30.0
25.2
22.2
25.0 20.4
20.0
15.0
10.0
5.0
-
FY 17 FY 18 FY 19 FY 20 FY 21
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S&M Investment
70.0 62.9
60.0 52.3
49.2
50.0 42.2
36.7
40.0
30.0
20.0
10.0
-
FY 17 FY 18 FY 19 FY 20 FY 21
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Lower S&M cost in FY21 due to reduction in travel cost

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International and Domestic ROCE & RONW

ROCE

RONW

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50%
39%
40% 35% 36% 37% 37%
41%
30% 35%
33% 32%
28%
20%
10%
0%
Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
International Business Domestic Business
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40% 39% 39% 38% 38% 40%
39%
30% 35% 33% 34%
30%
20%
10%
0%
Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
International Business Domestic Business
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Note:

Increase in SITL ROCE and RONW is mainly due to dividend payout in Q2’22 because of which average net worth is lower in Q3’22 coupled with higher profit in Q3’22 by INR 2.5cr over Q2’22

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Capital Allocation (INR Lakhs)

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30,000
27,693 27,551
24,927
24,396
25,000
21,295
19,253
20,000
17,789
15,859 15,634
15,000 13,369 13,408
11,042
10,516
9,464 9,464
10,000 8,673 8,413
7,361
4,206
5,000
-
-
Cosnol Pat Share H Payout
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Cash Deployment

2% 38% 49% 10% Capex Share holder Pay out Acuqisition Invested

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Days Sales Outstanding

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Consolidated DSO

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70
58
60 55
50
50 45 47 43
38 38
40 35
30
20
10
0
Q3 20 Q4 20 Q1 21 Q2 21 Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
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International Services DSO
57
60
47 47
50
42 43
40 36 36 37 38
30
20
10
0
Q3 20 Q4 20 Q1 21 Q2 21 Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
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Domestic Services DSO
70 63
59
57
60
52
49
47
50
39
40 32 33
30
20
10
0
Q3 20 Q4 20 Q1 21 Q2 21 Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
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Credit Management – Domestic Business

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Average Borrowings & Interest Cost
140 12,000
120
10,000
100
8,000
80
6,000
60
4,000
40
2,000
20
- -
Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3
FY17FY17FY18FY18FY18FY18FY19FY19FY19FY19FY20FY20FY20FY20FY21FY21FY21FY21FY22FY22FY22
Average Borrowing Interest Cost
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Domestic Business
1,600 1,464
1,400
1,099
1,200
946
912
1,000
761
800 681
607 606
523
600
400
209 156 153 170 175 203 219 190 175
200
-
Q3 20 Q4 20 Q1 21 Q2 21 Q3 21 Q4 21 Q1 22 Q2 22 Q3 22
Revenue Networking Capital
amount in rs cr
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Thank you

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