AI pushes IT services beyond billable-hour model
Major providers including Tata Consultancy Services, Infosys, HCLTech, Wipro, Tech Mahindra and Cognizant are adjusting delivery models as corporate customers demand that AI-generated efficiency translate into lower costs. The shift threatens a decades-old model in which revenue growth was closely connected to adding engineers and charging clients for their time.
India’s technology sector is expected to cross $315 billion in revenue in FY26, with direct employment approaching six million. Yet the industry's growth strategy is increasingly based on value and specialised capabilities rather than expanding headcount. AI has moved from experimentation to industrial-scale deployment, while providers are adopting outcome-based and risk-sharing contracts as automation increases productivity.
Under traditional time-and-material contracts, customers essentially paid for the number of people assigned to a project and the hours they worked. Generative AI is weakening that relationship. Coding assistants, automated testing, software agents and AI-powered maintenance tools allow smaller teams to perform work that previously required substantially larger groups.
Customers consequently want part of those efficiency gains. Some contracts are being structured around specific targets such as faster processing, reduced technology expenditure, improved customer service or quicker software development rather than the size of the delivery team.
The transition is also changing competition. Persistent Systems and Coforge have posted considerably stronger growth than several larger rivals, benefiting from demand for rapid AI pilots and specialised services. During the April-June quarter, Persistent's dollar revenue rose about 16 per cent while Coforge recorded growth of roughly one-third. Growth among several of the largest providers was around 1-3 per cent.
Outcome pricing carries risks for suppliers. Technology companies must estimate in advance how much productivity AI can deliver, potentially exposing themselves to margin pressure when promised efficiencies fail to materialise. Contracts linked to business results can also create disputes over whether the technology provider was responsible for an outcome affected by other parts of a customer's operations.
Tech Mahindra chief executive Mohit Joshi has warned against assumptions that AI productivity will improve by 70-80 per cent over five to seven years while providers guarantee prices despite rising technology infrastructure costs. Some companies have walked away from contracts where pricing or productivity commitments were considered commercially unsustainable.
The labour impact is becoming equally significant. Entry-level software work historically provided the foundation of the industry's employment pyramid, with large numbers of graduates recruited for coding, application maintenance and testing. AI can automate growing portions of these tasks, reducing demand for some conventional junior roles while raising requirements for engineers capable of working with AI systems, cloud platforms, cybersecurity, data and industry-specific technology.
Hiring is therefore moving from volume towards skills. Campus recruitment requirements have shifted from basic coding and cloud knowledge towards AI and machine learning, advanced data analytics and DevOps, while AI and machine-learning positions command some of the industry's highest skills premiums.
That does not mean graduate recruitment is disappearing. Infosys said 10,766 fresh graduates completed training at its Mysuru education centre during FY26, with generative AI and prompt engineering incorporated into foundation training. About 84 per cent of its 328,594 employees are now AI-aware.
TCS has also intensified retraining. More than 270,000 employees had advanced AI skills by the end of FY26, compared with about one-third of that level a year earlier. The company recorded $2.3 billion in annualised AI revenue during the March quarter and is preparing thousands of forward-deployed engineers to work directly with clients on AI implementation.
The changing economics are influencing acquisitions and large contracts as well. TCS this week agreed to buy Porsche's technology consulting subsidiary MHP for an enterprise value of €320 million as part of a five-year partnership valued at €1.25 billion. The programme is designed to expand AI across engineering, manufacturing, operations and customer experience, illustrating how providers are positioning themselves deeper inside clients' businesses rather than supplying technology labour alone.