WNS(WNS) - 2025 FY - Earnings Call Transcript

Financial Data and Key Metrics Changes - The company reported a 99% operating margin, which is among the leading figures in the industry [23] - Over the last two years, the company has grown the business by about 10% despite facing a 15% headwind from client-specific issues [21] - Excluding these issues, the business has grown on average 12.5% per year, positioning it among industry leaders [21] Business Line Data and Key Metrics Changes - The insurance vertical accounts for more than 25% of the company's revenue, making it the largest vertical [6] - The company operates in eight industries, with a focus on industry-specific services that create tailored solutions [7][8] - The non-FTE (Full-Time Equivalent) business mix is over 25%, allowing the company to lead clients to specific outcomes rather than just completing tasks [12] Market Data and Key Metrics Changes - The company has a balanced portfolio, with approximately 50% of its business in North America and the other half spread across Europe, APAC, and the UK [42] - The largest customer contributes only 6% of revenue, indicating low customer concentration risk [44] Company Strategy and Development Direction - The company is focusing on AI and generative AI as components of end-to-end solutions for clients, rather than standalone offerings [11] - There is a strategic push to engage in larger deals, defined as those with a minimum annual contract value of $10 million, with some exceeding $100 million [32] - The company aims to maintain a healthy mix of smaller and larger deals to drive growth [36] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving a 9% growth rate for FY '26, with 7% organic growth and 2% inorganic growth, despite headwinds from client issues [20] - The company has 90% visibility on its revenue guidance, indicating a strong foundation for meeting financial targets [50] - Management noted that the macroeconomic environment has not significantly impacted client demand for their core services, which focus on process automation and transformation [40] Other Important Information - The company has engaged in aggressive share repurchase programs, believing its stock is undervalued [24][83] - Discretionary expenditures account for only 10-11% of the business, providing a buffer against macroeconomic downturns [52] Q&A Session Summary Question: Can you discuss the performance of the top 10 client cohort in recent months? - The company has been growing low double digits over the last couple of years, and there has not been a material change in customer concentration [81] Question: What are the capital allocation priorities moving forward? - The company will continue to focus on share buybacks, tuck-in M&A opportunities, capital expenditures for infrastructure and solutions, and debt repayment [82]