Indegene (INDGN) investor relations material

Industry growth and opportunity

• Global pharma industry projected to exceed $2T by 2030, with annual R&D and commercial spend over $500B and sector CAGR above GDP growth rates.

• Outsourced life sciences operations spend expected to nearly double from $54B in 2024 to ~$100B by 2030, driven by AI-embedded specialists.

• Centralization of sales and marketing (S&M) is the next major structural shift, catalyzed by AI and regulatory changes, consolidating fragmented agency spend into a few integrated platform partners.

Business model and competitive positioning

• Operates as an AI-embedded, domain-deep partner offering strategy, content, compliance, data, and AI on a unified stack, displacing traditional agencies and CROs.

• Revenue model is outcome-aligned, with contracts tied to client commercial impact rather than headcount, ensuring efficiency gains accrue to margins.

• Holds a zero-debt balance sheet, with all top 20 global pharmaceutical companies as clients and a 29.4% revenue CAGR from FY21-26.

Financial performance and client growth

• FY26 revenue reached INR 35.1Bn with a 19.4% adjusted EBITDA margin and OCF to PAT ratio of 162%.

• Net revenue retention exceeded 100% annually, with active client relationships more than doubling from 44 in FY21 to 91 in FY26.

• Top-20 client revenue tripled over five years, and revenue per employee reached $74.7K.