Tech Mahindra. 1QFY18 Result Update. Steps in the right direction, compelling valuation. Sector: Technology CMP: ` 385. Recommendation: Buy

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1 Tech Mahindra 1QFY18 Result Update Steps in the right direction, compelling valuation Sector: Technology CMP: ` 385 Recommendation: Buy Market statistics Current stock price (`) 385 Shares O/S (cr.) 97.5 Mcap (` cr) 37,589 52W H/L (`) 515/358 6m avg. volume 3,184,237 Bloomberg TECHM IN Shareholding pattern Promoters Domestic Institution Foreign Institution Non-institution of which more than 1% First State Investments Icvc 4.90 LIC of India 3.62 Tech Mahindra vs Nifty Tech Mahindra Capital efficiency & valuations Nifty 70 Jul-16 Nov-16 Mar-17 Jul-17 Particulars FY17 FY18E FY19E RoE (%) EPS (`) CEPS (`) P/E (x) P/BV (x) EV/EBITDA (x) Income growth (%) EBITDA growth (%) (2.0) PAT growth (%) (7.1) ANALYST Naushil Shah naushil.shah@trustgroup.co.in Tech Mahindra s 1QFY18 result was better-than-expectation operationally, both on the revenue and margin front. TechM reported revenues at US$1,138mn (up 0.6% QoQ). OPM increased by 75bps QoQ to 12.7% on account of tight SG&A costs. PAT was further helped by higher-than-expected OI and lower tax expense. Management indicates a healthy pipeline and pick up in spending primarily in the US and improving funnel in manufacturing. We continue to believe in Tech Mahindra s depth of capabilities in Telecom vertical as well as other verticals. Also, due to its legacy, Tech Mahindra has developed capabilities in Mobility and Cloud space which act as door-openers in new client accounts, while its depth of services help it increases penetration in existing accounts. We maintain our Buy recommendation on the stock. Results higher-than expected: TechM reported revenue of US$1,138mn (up 0.6% QoQ). Margin performance was healthy; with EBITDA margin increasing 75bps to 12.7%. 4Q had some one-offs. Revenues include US$17mn from HCI Group acquisition (consolidated for two months). Organic cc revenues declined 1.8% due to sharp albeit seasonal decline in Comviva revenues (1% impact). We believe EBITDA margin has more or less bottomed out, and will improve, led by (1) LCC stability (2) Higher utilisation and (3) Automation. Software Professionals stood at 78,996, BPO at 30,322 and Support staff at 6,662 (Net employees left TECHM; 1,713 QoQ to 115,980 employees). Tech Mahindra won deals worth TCVs of US$325mn and it included a large network management deal. Management cites healthy pipe line, both US and Europe to do well for the company going forward. TechM remains confident of improving revenue growth citing healthy deal pipeline along with pick up in discretionary spending primarily in the US and improving funnel in Europe. Deal pipeline is up YoY. Network deal has potentially increased the addressable market opportunity in Telecom. Growth remains the primary focus, margins may see headwinds from onsite-centric revenue going forward. At the same time, Tech Mahindra is consistently increasing the addressable spend within clients' IT budgets. Other highlights: BFSI and Manufacturing: Manufacturing/BFSI registered growth of 1.1/2.8% respectively. Telecom revenues declined 1.8% QoQ to US$514mn. Decline is on account of seasonal weakness in Comviva where revenues declined to US$24mn from US$36mn in the previous quarter. LCC and revenues from large clients was also soft. Enterprise segment reported 2.7% sequential growth to US$624mn. Near-term outlook: Tech Mahindra management indicated that about 50 bps impact of wage hike would be largely be offset by absence of visa costs. It expects margin improvement to be largely led by automation. Valuation and Outlook: We expect TECHM to grow its USD revenues at a CAGR of 9.6% over FY17-19 during this period (1) share gains in existing customers, new client penetration, and successful execution in new areas such as network services (NSM) in telecom, and (2) large deal wins in enterprise vertical. We believe that Tech Mahindra has hit an execution sweet spot and identified white spaces (network management, end-to-end offerings in manufacturing segment) that will drive sustained revenue growth. Multiples can rerate if the company improves working capital management, ensuring solid FCF generation. We maintain our Buy recommendation on the stock.

2 Exhibit 1: Quarterly details ` mn 1QFY17 4QFY17 1QFY18 QoQ (%) YoY (%) Comments Revenues (In US$mn) 1,032 1,131 1, Revenues 69,209 74,950 73,361 (2.1) Operating costs 58,919 65,963 64,014 (3.0) 8.6 EBITDA 10,290 8,987 9, (9.2) EBITDA margin (%) bps (213)bps - Interest expense Depreciation 2,019 2,835 2,468 (12.9) Other income, net (incl forex) 2,458 2,378 4, PBT 10,455 8,212 10, Top-5/10 clients revenue was down 2% and 4.9% respectively, and growth came in from # Top 6-10 clients (+7.7% QoQ). EBIT margin increased 120 bps QoQ. 4QFY17 had one-time contract restructuring costs of 180 bps and acted tailwind in 1QFY18 - Taxes 2,468 2,316 2, Tax rate to remain in the range of ~24% for FY18. Effective tax rate (%) (279)bps 181bps PAT 7,987 5,896 7, (0.9) - Minority interest (464) (17) 69 NA NA Consolidated PAT 7,523 5,879 7, Net margin (%) bps 2bps Reported profits 7,500 5,879 7, Exhibit 2: Change in estimates ` mn FY18E FY19E Old New %Chg Old New %Chg Revenue (US$ mn) 4,858 4,725 (2.7) 5,376 5,223 (2.8) Revenue 320, ,492 (4.4) 354, ,506 (4.3) EBITDA margin (%) (85)bps (65)bps EPS (`) (2.7) (3.3) Source: Trust Research Exhibit 3: Geographical wise Performance Geographical mix Q1FY16 Q2FY16 Q3FY16 Q4FY16 Q1FY17 Q2FY17 Q3FY17 Q4FY17 Q1FY18 North America Europe RoW Total Exhibit 4: Operating mix (%) Details Q1FY16 Q2FY16 Q3FY16 Q4FY16 Q1FY17 Q2FY17 Q3FY17 Q4FY17 Q1FY18 Onsite Offshore Utilisation (incl. trainees)

3 1Q13 2Q13 3Q13 4Q13 1Q14 2Q14 3Q14 4Q14 1Q15 2Q15 3Q15 4Q15 1Q16 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17 1Q18 1Q15 2Q15 3Q15 4Q15 1Q16 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17 1Q18 Tech Mahindra 1QFY18 Result Update 1 August 2017 Human Resources:. Software Professionals stood at 78,996, BPO at 30,322 and Support staff at 6,662 (Net employees left TECHM; 1,713 QoQ to 115,980 employees). Exhibit 5: Employee strength at TECHM Details Q1FY16 Q2FY16 Q3FY16 Q4FY16 Q1FY17 Q2FY17 Q3FY17 Q4FY17 Q1FY18 Software Professionals 71,997 71,657 71,892 72,125 73,590 78,404 80,858 82,403 78,996 BPO employees 24,394 26,513 28,279 27,254 27,326 27,669 29,372 28,414 30,322 Sales & Support 7,282 7,065 6,966 6,053 6,300 6,813 6,865 6,876 6,662 Total employees 103, , , , , , , , ,980 Client Concentration: The company added 5 clients QoQ in the US$20mn+ and added 3 in the US$10mn+ to take the clients total to 41 and 74 respectively. Top-5/10 clients revenue was down 2% and 4.9% respectively, and growth came in from # Top 6-10 clients (+7.7% QoQ). Exhibit 6: Client details Vertical Mix Q1FY16 Q2FY16 Q3FY16 Q4FY16 Q1FY17 Q2FY17 Q3FY17 Q4FY17 Q1FY18 No. of Active Clients > $1 million clients > $5 million clients > $10 million clients > $20 million clients > $50 million clients Top 5 clients (%) Top 10 clients (%) Top 20 clients (%) Exhibit 7: Vertical-wise breakup Employees Q1FY16 Q2FY16 Q3FY16 Q4FY16 Q1FY17 Q2FY17 Q3FY17 Q4FY17 Q1FY18 Telecom Manufacturing Technology, Media & Ent BFSI Retail, Transport & Logistics Others Total Exhibit 8: DSO days decreased 7 days QoQ (incl. unbilled rev) 115 DSO (Days) Exhibit 9: Utilization to be used as a margin lever Utilisation - including trainees (%) 83 Utilisation - excluding trainees (%) , Trust, Trust

4 Exhibit 10: TECHM added 5 and 3 clients QoQ in the US20mn+ and US$10mn+ bracket , Trust > $1 million clients > $5 million clients > $10 million clients > $20 million clients > $50 million clients Q16 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17 1Q18 377

5 Financials Income Statement (` mn) Year End-March FY15 FY16 FY17 FY18E FY19E Revenues 224, , , , ,506 Op. Expenses 183, , , , ,554 EBITDA 41,144 42,707 41,843 42,495 50,951 Other Income 1,006 5,015 7,775 16,728 17,528 Depreciation 6,079 7,589 9,781 11,610 12,074 EBIT 36,071 40,133 39,837 47,613 56,405 Interest ,286 1, PBT 35,774 39,163 38,551 46,313 55,585 Tax 9,472 8,183 9,785 11,265 13,340 PAT 26,302 30,979 28,766 35,048 42,244 Minority (24) 26 (357) Adj Pat 26,278 31,006 28,386 35,324 42,520 Key Parameters Year End-March FY15 FY16 FY17 FY18E FY19E Per share (`) EPS CEPS BVPS DPS Payout (%) Valuation (x) P/E P/BV EV/EBITDA Dividend Yield (%) Return ratio (%) EBIDTA Margin PAT Margin ROAE ROACE Leverage Ratios (x) Long Term D/E Net Debt/Equity (0.3) (0.3) (0.2) (0.3) (0.3) Debt/EBITDA Interest Coverage Current ratio Growth Ratios (%) Income growth EBITDA growth (1.7) 5.3 (2.0) PAT growth (10.6) 20.0 (7.1) Turnover Ratios F.A Turnover x Debtors Days Payable days Balance Sheet (` mn) Year End-March FY15 FY16 FY17E FY18E FY19E Equity Share Capital 4,804 4,839 4,870 4,890 4,910 Reserves & Surplus 129, , , , ,302 Total Shareholders Fund 134, , , , ,212 Minority Interest 1,601 1,927 4,641 4,641 4,641 Non- current liabilities 1,100 3,428 12,745 12,846 13,923 Long term Borrowings 460 1,966 3,853 3,853 3,853 Deferred tax liabilities (3,901) (5,322) (2,579) (2,579) (2,579) Other LT liabilities & prov 4,541 6,784 11,471 11,572 12,649 Current Liabilities 57,086 56,357 63,929 67,651 73,168 Short-term borrowings 6,286 8,055 8,342 8,342 8,342 Trade payables 20,587 22,758 23,117 24,591 26,879 Other cur liabilities & Prov 30,213 25,544 32,470 34,717 37,947 Total Liabilities 194, , , , ,944 Assets Non- current Assets 72,054 70,064 94,726 97, ,543 Fixed assets 27,717 30,635 35,457 37,457 39,457 Non-current investments 31,276 20,475 35,181 35,181 35,181 Long-term loans & adv 12,755 2,910 4,329 4,199 4,651 Other non-current assets ,044 19,759 20,993 23,254 Current assets 122, , , , ,401 Current investments 8,041 11,248 21,647 21,647 21,647 Trade receivables 52,059 57,705 53,377 56,260 62,320 Inventories Cash & bank balances 24,049 23,978 20,013 40,793 61,627 Short-term loans & adv 18,728 24,455 33,608 35,268 39,066 Other current assets 19,404 32,072 34,009 36,107 39,997 Total Assets 194, , , , ,944 Cash flow Statement Year End-March FY15 FY16 FY17 FY18E FY19E PBT 35,774 39,163 38,551 46,313 55,585 Depreciation 6,008 6,168 12,524 11,610 12,074 Interest Exp ,286 1, Others (24) 26 (380) CF before W.cap 42,055 46,328 51,981 59,499 68,755 Inc/dec in W.cap 22,374 30, ,982 9,940 Op CF after W.cap 19,681 15,981 51,849 55,518 58,815 Less Taxes 9,472 8,183 9,785 11,265 13,340 Net CF From Operations 10,209 7,797 42,064 44,253 45,475 Inc/(dec) in F.A + CWIP 11,675 10,507 14,603 13,610 14,074 (Pur)/sale of Investments 18,113 (7,594) 25, Others (297) (970) (1,286) (1,300) (820) CF from Invst Activities (30,085) (3,884) (40,994) (14,910) (14,894) Loan Raised/(repaid) 6,222 3,275 2, Equity Raised 11,299 6,328 3, Dividend 6,745 13,588 10,256 (8,562) (9,746) CF from Fin Activities 10,776 (3,985) (5,035) 20,780 20,834 Net inc /(dec) in cash (9,100) (71) (3,965) 20,013 40,793 Op. bal of cash 33,202 24,049 23,978 40,793 61,627 Cl. balance of cash 24,049 23,978 20,013 46,313 55,585 5

6 Institutional Equity Team Names Designation Sectors ID's Desk-Number Naren Shah Head Of Equity Sales Trading & Dealing Rajesh Ashar Sales Trader Dealing Desk Research Team Binyam Taddese Analyst Rates & Credit Research Naushil Shah Analyst Technology, Media & Telecom Tushar Chaudhari Analyst Commodities, Auto & Mid-caps Ritu Chaudhary Associate Consumer Durable DISCLAIMER We are committed to providing completely independent and transparent recommendations to help our clients reach a better decision. This document is provided for assistance only and is not intended to be and must not alone be taken as the basis for an investment decision. Nothing in this document should be construed as investment or financial advice, and nothing in this document s hould be construed as an advice to buy or sell or solicitation to buy or sell the securities of companies referred to in this document. The intent of this document is not in recommendary nature. The recipient of this document should make such investigations as it deems necessary to arrive at an independent evaluation of an investment in the securities of c ompanies referred to in this document (including the merits and risks involved), and should consult its own advisors to determine the merits and risks of such an investment. The investment discussed or views expressed may not be suitable for all investors. Trust Financial Consultancy Services Pvt. Ltd. has not independently verified all the information given in this document. Accordingly, no representation or warranty, express or implied, is made as to the accuracy, completeness or fairness of the information and opinions contained in this document. The Company reserves the right to make modifications and alternations to this statement as may be required from time to time without any prior approval. Trust Financial Consultancy Services Pvt. Ltd., its affiliates, their directors and the employees may from time to time, effect or have effected an own account transaction in, or deal as principal or agent in or for the securities mentioned in this document. They may perform or seek to perform investment banking or other services for, or solicit investment banking or other business from, any company referred to in this report. Each of these entities functions as a separate, distinct and independent of each other. T he recipient should take this into account before interpreting the document. This report has been prepared on the basis of information, which is already available in publicly accessible media or developed through analysis of Trust Financial Consultancy Services Pvt. Ltd. The views expressed are those of analyst and the Company may or may not subscribe to all the views expressed therein. Neither the Firm, not its directors, employees, agents or representatives shall be liable for any damages whether direct or indirect, incidental, special or consequential including lost revenue or lost profits that may arise from or in connection with the use of the information. This document is being supplied to you solely for your information and may not be reproduced, redistributed or passed on, directly or indirectly, to any other person or published, copied, in whole or in part, for any purpose. Copyright in this document vests exclusively with Trust Financial Consultancy Services Pvt. Ltd. 6