Cognizant Technology Solutions (NASDAQ:CTSH) Chief Financial Officer Jatin Dalal outlined the company’s framework for its 2026 outlook, discussed demand trends across verticals, and detailed how artificial intelligence is influencing deal structures and profitability during a conversation at a Morgan Stanley investor event.
How Cognizant built its 2026 growth outlook
Dalal said Cognizant’s 2026 guidance calls for 4% to 6.5% total growth. He attributed roughly 150 basis points of that to inorganic contribution, with 100 basis points already completed and 50 basis points remaining.
He also clarified the organic growth math at the midpoint: with a 5.25% midpoint on total growth and 1.5 points from inorganic contribution, the midpoint implies about 3.75% organic growth in 2026. Dalal said the organic outlook reflects a combination of market expansion in certain areas of discretionary spend and market share gains driven by large deal wins and account consolidation.
Demand picture: strength in BFSI and healthcare, caution in other areas
Dalal said the overall environment “remains what it was” and has not shown acceleration, adding that macro issues that surfaced recently could represent a short-term headwind.
By industry, he described a mixed backdrop:
- BFSI continued to perform well. Dalal said Cognizant grew 7% in the vertical in 2025 and exited the year at a 9% growth run rate.
- Healthcare was also cited as a solid contributor, with Dalal saying the segment grew around 5% to 6% in 2025 despite regulatory uncertainty.
- Products and resources were described as areas with less discretionary momentum.
- Communications and media were characterized as “wait and watch” or slow growth, with volatility from quarter to quarter driven by company-specific cost reduction or transformation priorities.
Dalal said retail and manufacturing clients were more focused on supply chain priorities through 2025 amid tariff uncertainty, and he suggested that with more stability emerging, priorities could shift more toward IT initiatives and AI-related work.
He also pointed to improving discretionary spend in areas beyond financial services, including pharmaceuticals and consumer products, while describing communications and media as volatile rather than steadily improving or deteriorating.
AI’s impact on deals: productivity assumptions and contract economics
Dalal said generative AI-driven productivity is being embedded into new deal economics and that Cognizant closely reviews bids before submission. He described a monthly “bid versus bid” review process conducted by the CEO and CFO, and said recent deal portfolios have tracked closely to internal expectations for both revenue and margin.
He also said customers have shown “significantly higher openness and keenness” over the past five quarters to deploy newer technologies and seek greater productivity and improved total cost of ownership compared with 2023. Rather than deals being signed purely off an RFP, Dalal described a collaborative solutioning process involving multiple detailed workshops to align expectations before deployment.
On the pace of enterprise adoption, Dalal said it is less about waiting for the technology’s rate of improvement to stabilize and more about practical application of AI in business-to-business use cases, which he said is “just beginning to take off.” He cited examples including agentic deployments for a large U.S. logistics customer and an agentic solution rollout for a food processing customer.
However, he said AI-related projects remain smaller than traditional outsourcing contracts, describing typical AI project total contract values as $8 million to $12 million versus traditional deals that can reach $200 million to $500 million. Dalal said that smaller initial sizing is consistent with how new services have historically scaled in IT services.
Fixed-price mix, BPO growth, and profitability
Dalal said fixed-price work grew strongly in 2025 and argued the structure can offer customers more certainty of outcome when conditions are changing and total cost is harder to forecast under time-and-materials arrangements. He added that fixed-price engagements also provide flexibility for Cognizant to use improved tools or approaches during execution to reach better outcomes.
He expects fixed-price work to continue increasing as a share of revenue, noting it has moved about 6% to 7% over the past three years and suggesting that a 2% to 3% increase per year is feasible. Still, he cautioned that fixed-price is not a “nirvana for margin,” calling it an enabler that comes with greater risk rather than a profitability strategy on its own.
On business process outsourcing (BPO), Dalal addressed investor concerns about GenAI disruption by saying the segment has been an adopter of GenAI and has been able to generate more throughput through a combination of human and virtual agents. He also said agentic solutions are opening portions of the addressable market that historically were too small for third-party BPO providers, pointing to smaller customer service operations that can now be served more effectively with agentic deployments. Dalal added that BPO is not only faster growing but also a better profitability contributor for Cognizant.
Margin levers, pricing dynamics, and India listing update
Dalal reiterated Cognizant’s outlook for 10 to 30 basis points of operating margin expansion in 2026, driven by a combination of gross margin performance and SG&A leverage. He described the gross margin message as one of stability for the year, while acknowledging quarterly volatility related to ramping large deals, where costs can precede revenue.
He highlighted margin levers including an improved talent pyramid—saying Cognizant hired 20,000 recent college graduates in 2025 and plans to increase that hiring by 15% to 20% in 2026—along with AI-led productivity initiatives, and AI-driven and right-shoring opportunities within SG&A.
On pricing, Dalal said pricing for new AI-related work is better than the current book of business. For existing business, he framed the challenge as productivity pressure reflected in reduced unit consumption, rather than unit price reductions.
Dalal also discussed Cognizant’s evaluation of a potential India listing. He said the rationale includes access to a pool of investors not currently reachable, potential brand enhancement in India, and enabling employees to own more local shares. He described the timeline as “medium term” due to regulatory processes and said Cognizant has made progress and gained greater awareness of regulatory requirements since beginning the effort in late October, but does not yet have clarity on whether it will proceed.
Asked what investors should focus on for 2026, Dalal pointed to Cognizant’s opportunity to capture value in what he called the “new world of AI,” saying that is the company’s central story heading into the year.
About Cognizant Technology Solutions (NASDAQ:CTSH)
Cognizant Technology Solutions (NASDAQ: CTSH) is a global professional services company that provides information technology, consulting and business process services to large enterprises. Its core offerings include digital engineering, application development and maintenance, cloud migration and managed services, data analytics and artificial intelligence, cybersecurity, and industry-specific solutions. Cognizant works with clients to design and implement technology-enabled transformations that address customer experience, operational efficiency and new product and service delivery.
Founded in the 1990s and headquartered in Teaneck, New Jersey, Cognizant has grown into a multinational organization with delivery centers and operations across the Americas, Europe, and Asia.
