Ladies and gentlemen, good day and welcome to Newgen Software Technologies Limited Q2 FY 2027 earnings conference call, hosted by ICICI Securities Limited. As a reminder, all participant lines will be in the listen-only mode, and there will be an opportunity for you to ask questions after the presentation concludes. Should you need assistance during the conference call, please signal an operator by pressing star then zero on your touch-tone phone. Please note that this conference is being recorded. I now hand the conference over to Ms. Ruchi from ICICI Securities Limited. Thank you, and over to you, ma'am.
Thank you. Good evening, ladies and gentlemen. Thank you for joining us today on Q2 FY 2027 earnings call of Newgen Software Technologies. It is my pleasure to introduce the senior management team of Newgen. Today we have with us Mr. Varadarajan, Co-Founder and Executive Vice Chairman, Mr. Tarun Nandwani, Chief Executive Officer, Mr. Arun Kumar Gupta, Chief Financial Officer, Mr. Pramod Kumar, Chief Growth Officer, and Ms. Deepti Mehra Chugh, Head of Investor Relations. I will turn it over to Deepti to take the proceedings forward. Thank you, and over to you, Deepti.
Thank you, Ruchi. Good afternoon, everyone. Before we move on to the discussion, let me highlight that this call may contain certain forward-looking statements concerning Newgen's future business prospects and profitability, which are subject to a number of risks and uncertainties, and the actual results could materially vary from the forward-looking statements. Past performance may not be indicative of future performance. The company does not undertake to make any announcement in case any of these forward-looking statements become materially incorrect in future or update any forward-looking statements made from time to time by or on behalf of the company. For further details, you may please refer to the investor relations section of our website. I would now hand over to Mr. Varadarajan for presentation of the results, which will be followed by a Q&A by Tarun and Arun. Thank you.
Thank you. Good afternoon, everyone, and season's greetings. Thank you for joining us for the Q2 FY 2027 results discussion. During the quarter, we continued earnings growth momentum while strengthening the quality of our revenue base. In Q2, revenues grew by 5.4% to reach INR 422 crores. For the first half of the year, we achieved a growth rate of 8% to reach INR 779 crores. Growth during the quarter was led by our international markets. EMEA region recovered and recorded a growth of 19.4% with normalization of travel in the region and supported by demand for the enterprise automation and our industry-focused offerings. U.S. region continued its growth momentum on the back of improvement in its subscription sales and market penetration. It witnessed a growth of 17.1%.
India region continued to be subdued and declined by 12.6%, and APAC region declined by about 6.4%, reflecting timing and execution variability in these markets. We expect the closures to pick up during the course of the year in these regions. Overall, Newgen made nine new logo additions during the quarter. Our recurring revenue streams continue to progress well. SaaS revenue grew by 36.4%, support by 10.3%, and ATS by 7.9%. Overall, our annuity revenues grew at a healthy rate of 15%, reflecting continued customer engagement. During the quarter, the subscription revenue surpassed the license revenue, enhancing the predictability of our business. License revenue declined by 19.2% year-on-year against a strong Q2 FY 2026 base. Implementation revenues have recovered sequentially.
The key wins during the quarter include agreement with a health insurance company in U.S. for NewgenONE complaints, appeals, and grievances solution with a value of $5.5 million over three years. Working with a government body in Qatar for Newgen platform license, implementation, maintenance, and support for international regulatory reporting and compliance platform for $ 1.8 million. Project for upgradation of commercial loan and retail loan origination system for a leading bank in EMEA with a booking value of INR 11.4 crores. Providing loan management solution to a leading life insurance company in India. Let me now share how the customer environment is evolving over the past few months, because it shapes our customer conversations and business. Customers are increasingly moving from AI experimentation to production, and they are asking for explainability, traceability, and control. That is where the governed orchestration platform fits.
Newgen, with 34 years of regulated industry trust, a governed AI platform, vertical solution, and measurable customer value, fits in perfectly with the customer's requirement. The NewgenONE platform continues to unify content, processes, and communication in an orchestration layer where intelligence is embedded into how enterprises operate with the trust, governance, and control built. This is particularly relevant for regulated industries that require audit tracking, explainability, compliance controls, and human oversight. At its core, Newgen brings together AI agent, enterprise applications, human decisioning into a single execution layer. During the quarter, we released our AI component, NewgenONE AI Studio of Agent Studio 1.0 and Agent Flow 2.0.2. From a use case perspective, the platform can support industry-trained models for government, banking, insurance, and healthcare. Newgen has built vertical solutions. For example, in banking, persona-specific AI solutions have been delivered across lending, onboarding, and transaction banking.
In insurance, AI solutions have been created for every insurance persona across life, health, motor, and general with agentic workspaces. Operational efficiencies have also been built in for the customers through these solutions. During the quarter, Newgen received recognition for excellence in low-code and AI-led enterprise innovation at the ET Business Excellence and Leadership Summit 2026. For the first half of the year, we had 10 AI-based deal bookings across banking and financial services and government. On the profit and margin front, the business has successfully maintained margins with operational efficiencies and cost control. EBITDA increased by 6.5% to INR 109 crores, and profit after tax grew by 6.3% to INR 87 crores for the quarter. Importantly, profitability remained resilient. EBITDA margin improved to 25.8%, while PAT margin was 20.6%.
This demonstrates our continued focus on operating discipline, even as we continue to invest in our platform, market reach, and AI-led innovations. Net receivable at the end of the September quarter was INR 642 crore, and net DSO was 144 days. To summarize Q2 FY 2027, was a quarter of balanced earning growth, resilient margins, and stronger recurring revenue mix. We are continuing to invest in NewgenONE and its AI-led orchestration capabilities to help enterprises move from fragmented automation to governed and intelligent execution. As we enter the second half of FY 2027, our priorities are clear. First, sustain the momentum in EMEA and the U.S. Second, improve deal conversion and execution in India and APAC. Third, continue scaling SaaS and annuity revenues to strengthen predictability. Fourth, maintain cost discipline while investing selectively in sales capacity, product innovation, and AI. Finally, improve collections and working capital efficiency.
We remain encouraged by the long-term opportunity for intelligent enterprise orchestration. At the same time, quarterly performance can be influenced by the timing of large license transactions, implementation milestones, regional conversion cycles, currency movements, and collections. We will continue to manage these variables with a focus on profitability and sustainable growth. We remain focused on disciplined execution, customer outcome, and product innovation. Thank you very much for your time. We are now open for questions and answers.
Thank you very much. We will now begin the question and answer session. Anyone who wishes to ask a question may press star and one on the touchtone telephone. If you wish to remove yourself from the question queue, you may press star and two. Participants are requested to use handsets while asking a question. Ladies and gentlemen, we will wait for a moment while the question queue assembles. The first question is from the line of Rahul from Dolat Capital. Please go ahead.
Hello.
Hi, Rahul.
Yeah. Hi. Just a couple of questions from my side. Firstly, if I look at the sale of product in the quarter, this looked weak even if I compare to the data in the previous fiscal beyond even in FY 2025. So is there a trend that we are seeing that we are seeing more incremental demand on the SaaS and cloud side, and that is why the pure license signing data looks weaker? That is question number one. Question number two is on the implementation side. What we are seeing is that quarter-over-quarter there was a massive jump, almost doubling of revenue. Is it led by some milestone events that could have led to this increase? Or there was a short-term execution deal that led to this kind of a jump? Thank you.
Thank you, Rahul. See, license revenue grew from quarter one to quarter two, but year-over-year, it was a decline. You are right. This is not because of the weaker demand. This is mostly because of the closure cycle, or that happens in the quarters. And India and EMEA and some part of APAC are strong growth drivers on the license for Newgen. EMEA performed well. There was some closure delays which happened in India, which we are expecting in coming quarters, which led to this decline. And the base of license last year was higher, but I think the demand has not weakened, what we are seeing in the pipeline. In the implementation, there was a special focus quarter-on-quarter on closure of the milestones for the revenue recognition and billing, which has led to the improvement from quarter one to quarter two.
Also, there was some milestone slippages in Q1, which we could complete in Q2, which has led to this good growth in Q2.
Got it. Just one follow-up on the remark you made. One aspect of it is what you probably missed answering, which I was saying. So are you saying that there are enough on-premise deal, it is just that the closure did not happen? And the separate question is that, is this a trend that we are seeing more SaaS or you think, no, there are a good number of deal both on the on-prem side as well as on the subscription side?
Rahul, the pipeline is strong both on the subscription side in mature market and on the license side in India and EMEA and APAC. It is related to the closure, which has led to lesser numbers year-over-year.
Got it.
The license pipeline is healthy.
Got it. Thanks for that color. One more question on the employee cost side. We are seeing that this cost has been pretty stable. I understand we have seen a relatively weaker performance in the last couple of quarters. Is it like currently we are well invested into this or do you think with now growth prospect improving, we might invest into other resources from this point?
See, from the cost point of view, we have sufficient staff strength and with the AI engineering operational efficiencies getting added on to the whole engineering process, we feel that we can deliver growth with similar kind of manpower.
Interesting.
We are not seeing a demand for increased manpower growth.
Right. Just last one from my side. If you could say, last year, the H2 was not that great period for us. So the base has kind of normalized after very strong FY 2025/2026. Do you think we might see acceleration in the second half? Are there enough sign both in terms of pipeline and our progress into those pipeline where we can think that the year-over-year performance in H2 could be sharper than what we have delivered in H1?
Yeah, Rahul, I think we are targeting our double-digit growth that we have projected for this year. The better part of the business is that the SaaS large deals that we have closed in H1 will give us confidence in the subscription revenues going forward into Q3 and Q2, and the pipeline closures for the license and other lines of business will help us accelerate Q3 and Q4 total revenue.
Sure. Basically, you are saying the macros are relatively better versus what we were witnessing in the past and you are more confident for second half?
Yeah. We are confident of meeting our double-digit growth.
Great. Thanks for those inputs. Those were my questions.
Thank you. The next question is from the line of Ms. Ruchi from ICICI Securities Limited. Please go ahead.
Yeah. Thank you. A few questions. First, on AI, the deals that we have announced, 10 deals in H1. There is a skew. We are converting more AI deals outside India. Could you help us understand, do you see this as a client behavior that India clients are more conservative, taking more time for AI deals while the acceptance to work on AI project is much higher outside India?
Ruchi, outside India, we are coming out with RFPs which have more RFPs with AI embedded in all four sectors. The government we are seeing, in banking we are seeing, in insurance. In India also, we have closed few deals. Annapurna is one deal. We have one or two more deals which are coming. AI offerings embedded as part of the journey built on Newgen's NewgenONE AI governed platform is the pitch which is getting resonated with the customers as a complete offering. The new RFPs and demand which is coming is from both the refresh cycle as well as from the existing customers. For example, our trade implementations in India, the Aura AI which we sold in Middle East market, the pipeline has cases in India market also. It's a matter of closure and timing. But the interest is there.
RBI also there.
RBI was a last year deal, which was onboarding an AI.
Okay. Noted. With AI deal, do we see some economics around the deals being different than what we used to do traditionally or in the non-AI deals? Be it on the size, execution, and revenue flow through in P&L. Will there be any difference compared to non-AI deals?
The deal size have grown by 20%-40% on the AI, which have AI components in it. The program implementation cycles are part of the operational efficiency where from your time to live, we are targeting efficiencies for our customers.
Okay. So AI deal sizes are progressively increasing, if I paraphrase what you said. Is that correct?
Yes.
I was asking, is there any noticeable difference between an AI deal and a non-AI deal, when it comes to the size and execution timeline?
The sizes will grow. For us, the AI offerings are again available as perpetual licenses or subscription licenses. The token costs and other costs are directly on customer. We are not bundling that operational cost into our deal sizes. We will sell our products and solutions both in subscription and perpetual license model. That is why I said the deal sizes will grow depending on the AI components in the offering from 20 %- 40 % and that kind of upsides. On the time, as we said, the time will get optimized by 15%-20%.
Ruchi, we are adding on components on the AI side into the deal. Definitely the deal size would increase. That is what Tarun is also referring to.
Okay, perfect. Moving on. On margin side, we see remarkable cost management. Our employee costs has been fairly resilient. Going forward as you have to make choices between investments, especially on the R&D and investing AI in the product versus efficiencies that you would derive from using AI for execution. How should we think about the margin trajectory as you balance between the two? Should we think that we have upside to the margin profile, or you would want to deploy the efficiency back in the business with a higher either sales intensity or increase spend on technology?
Ruchi, Newgen has been spending on product innovation consistently through the years. We have redeployed our capital, our people, upskilled our people on AI both for platform as well as vertical offerings. Around 15%-20% of the total revenue goes into the product development as you will be knowing.
Around 10%-11% goes into product and development and around 22% goes into sales and marketing.
I think that just to extend that point, I think Ruchi, this is something we are. One is optimization of the cost through the AI initiatives and other things, and I think we are slightly also careful about the discretionary cost where we are surely doing investments wherever required, but at the same time, we are slightly more careful with the current things we are. So I think if you see, I think our financials are basically costs are stabilized for last four to six quarters, even with the single digit or double digit, slightly, that kind of growth also, we have managed the cost in a very efficient way. It is both efficiency as well as being slightly more careful about the investments we have to make, because that is very important.
That's where I think we believe that even in coming quarters also, we will surely maintain the margin and possibly expand the margin also.
Ruchi, to your answer, we are investing in developing our vertical AI offerings for our four key verticals, which is banking, insurance, healthcare, and the government.
Sorry. We are largely aiming for steady margin balancing our investments as well as redeploying savings from AI to keep steady margin kind of outlook. Is that paraphrasing or that understanding correct?
Yeah. The guideline for 20%-22% net margin remains for the year, and efficiencies we bring in innovation.
If you see, I think even in this kind of growth also, we are still maintaining or improving only our margin percentage, whether it is the EBITDA as well as the PAT, and we will continue doing that with the kind of optimization and efficiency we are working on. If you see our manpower numbers also, we have kind of reduced and we are still holding. With the growth also we are holding that kind of number only. I think we believe that with the kind of manpower we have and the scaling we have done, we will be able to manage with this kind of manpower, with not much of substantial growth on the manpower. We will be still able to maintain the growth in coming quarters.
Got it. Now reconfirming, you mentioned we are confident of meeting our double-digit growth target for full fiscal. For first half, we have done close to 8% year-by-year growth. That implies in the second half, our growth will accelerate for full year growth to be double digits. Is that a correct understanding?
I think if you see it this way, I think last year, second quarter the base was very high. We had achieved around 11% growth, and we had a very bumper license growth also of around 70-plus odd crores on the license revenue. As Tarun has rightly said that we have still maintained the license win rate, if you see from the previous quarter. But obviously, I think with that kind of growth, what we are talking about here is basically, if you see currently we are at around 7.7%, 7.8% growth on H1. But I think because the Q2 was a bigger quarter as a base, the way we see it, in coming quarters we will again recover.
As far as the growth rate is concerned, in coming quarters should be far better, and that is how we will maintain that double-digit growth of the full year.
Q3 base, especially the license was weak, so we are expecting definitely improvements upon that.
One is no doubt, I think strong funnel pipeline and deal velocity. Most importantly is, as Deepti said, that because Q3 and Q4 were slightly lesser on the growth rate, even with the reasonable momentum also we will be able to excel as far as the growth is concerned.
Got it. Thank you. Thank you for patiently answering my question. All the best.
Thank you.
Thank you. The next question is from the line of Vinay Menon from Monarch. Please go ahead.
Hi. Thank you for the opportunity. A couple of questions. On the segmental geographic revenue which you have given, India revenue has declined. Any reason? This has been the trend for a couple of quarters. Are we seeing any RFPs being delayed in the home country? Any color on that?
Yeah, Vinay, you are right. I think we have seen three or four large RFPs coming out again in Q2, which were running earlier.
Okay. The size of these deals also look like they are a little smaller versus they used to be. Any update on that and any sign of recovery seen here?
As I said, the RFPs are again out, and these are large license deal size RFPs. The other deals of NBFCs also are under closure which got skipped from Q2, which we are expecting in Q3 any time now. That is why I think India has seen this impact.
Okay. In U.S., last two, three quarters, you have done quite well. Any reasons, like what is helping us grow there? Is it the AI proposition which is kind of helping us to win deals over other competitors?
Yes. The healthcare line of business and product lines, provider life cycle, contract management, complaints, and grievances have seen good traction in the U.S. market. As it is a subscription-based, cloud-based offering, SaaS offering market, the growth and the closure and the deal sizes are bigger both in U.S. and Europe.
Okay.
We are seeing good traction in the insurance and healthcare market, other than the banking, which is growing at its speed.
Okay. In these last few weeks, Tarun, the kind of cybersecurity incidents which are happening, how do we see that playing from our perspective? Do you see banks will show up or will kind of upgrade to better products which give them overall better cover? Is there an opportunity for us within all this? How do you see that playing in our favor?
See, Newgen products are CERT-In compliant, and we are offering perpetual licenses to most of the clients in India. The deployment happens in their infrastructure. We are part of their VAPT security cycles. I think our enterprise solutions are built for security and reliability, as we have shared earlier also. I think in the whole ecosystem, when the journey runs on Newgen platform, there are multiple components orchestrated on Newgen. Newgen platform per se and Newgen delivery process per se are secure and reliable. From that point of view, I think we see good traction because most of the customers ask for CERT-In compliant products. We ensure that all our released products get through the CERT-In compliance for India market.
Okay. One last question on the bookkeeping part, like the receivables have shot up. Any reason, or is it that collections are expected to improve in the second half?
I think one reason which is obviously making an impact is basically Middle East, where we have a delay as far as the collections are concerned. There are certain set of customers where I think we are witnessing delay. I think we are hopeful that in coming quarter it should improve. We are taking several other steps also to create that access to the customer, at least in the Middle East region. That is one reason where I think our DSOs are very high currently, and we are taking steps. I think we are hopeful that in coming quarters it will come down as far as Middle East is concerned. Because of the geopolitical things also should improve, hopefully. As well as whatever initiative we can take from the customer access, we are doing that also.
Okay. Thank you for answering my queries. Thank you. All the best. Thank you.
Thank you.
Thank you. The next question is from the line of Jalaj Manocha from Prescient Capital. Please go ahead.
Hi. Hope I am audible.
Yes.
Yes. Thanks for the opportunity. My first question was around the AI deals itself. Have you observed that because of AI product ready or the readiness of the product we have you been able to open a new certain set of customers, or let's assume those who are higher up the value chain in terms of technology or advancement? Have you seen some shift in terms of the customer categories, both by size or the technological acceptance those are?
Yes. The enterprise content market has moved from ECM platform to knowledge management solution being asked in RFPs now. Which means that the content should be classified, identified, indexed, separated, stored for easy search, natural language search. And here we see natural growth for our ECM market. And we are seeing good growth in the horizontal platform play with AI becoming a key deliverable for ECM to become a knowledge management use case.
Okay. By that logic, it means that a new set of customers is totally opening up for us.
Yes
conclude?
Yeah. We are seeing a lot of new customers doing refresh of old ECM platforms with the new knowledge management platforms.
Okay. Just closing that loop. If I were to say what percentage of revenue would be from the AI-enabled product right now we have?
Can we?
I think it is too early. We internally are working on the AI revenues being identified within the organization and being incorporated. Until then, what we are looking at is the overall deal sizes. We do have deals which are AI-led deals that we are separately highlighting within the organization and marking that across. In due course, we will start sharing across and working on the revenue numbers as well.
Fair enough. That closes up that question. My second question was specifically on the banking. It will be almost the second year where the vertical is growing slower or has been in a single digit or even less than that. What exactly is the pain point here? Is it specifically just the AI inhibition of the banks to implement it yet or there is something more to it?
See, we are getting refresh deals from banking. But on a general way, I think, banks are large enterprises, and they adopt technology. They do POCs with the technology. I think most of the banks are looking for what they can do with AI. With AI actually being rolled out only in the call center and the service request platform because that is where the regulatory compliances for the banks are not too harsh. But on all other core business side, be it CASA, be it lending, be it trade finance, be it payments, the regulatory compliances are harsh and people are going on in a BAU mode, doing POCs with AI, what they can do with AI. Some of the decision-making of incorporating AI into existing journeys or rewriting those journeys has started to come out.
See, one of our large customers has recently said that for new business, they want to totally rewrite the onboarding journey to an AI-led onboarding journey. These are all. A lot of POCs have gone in, so I think things will mature fast into conversions. That is why maybe some of the deal closures are taking time.
Okay. You mean to say there is enough interest in the market, but still it is yet to convert to a proper revenue or a deal flow right now?
Yeah. AI-led refresh is POC to closure. But refresh RFPs in banking are there in the market. Few got delayed from Q4, Q1- Q2 because they came out again with the RFP and stuff. That is why I think some of the banking overall pickup, we are expecting in Q3 and Q4.
Got it. Thanks a lot and best of luck.
Thank you.
Thank you. The next question is from the line of Mahesh at Individual Investor. Please go ahead.
Hi, am I audible?
Yes, sir, you are audible.
Good evening, and very good. Congratulations on the steady growth. My question is regarding the growth. Does your company have an internal plan when you see a 5x increase in revenue? What is the company's trajectory? This is specifically targeted to Mr. Pramod for the question. That is the first question from me. The second question on returning on the value for the shareholders. The company has a good amount of cash in the books. Instead of ramping up the dividends, will it be prudent to do an open market buyback? Those are my questions. Thank you.
As far as growth trajectory is concerned, one is we are targeting about this year growth of double digit. Secondly, whenever we have spoken, I think we have potential to. If you see, I think in last five, seven years, we have.
I think there is some background noise.
Sorry. Am I not clear?
You are clear. I think if you see, I think in last seven, eight years, we have achieved 20% CAGR in the revenue growth. We believe very strongly that in coming years, we will again come back to that 20% growth. That is where the management team and the complete company is aligned to. That is a midterm and long-term goal as far as growth parameters are concerned. As far as this year is concerned, as we have talked about, that we are solely targeting double-digit growth, and that is where the work is going on. Coming to your next question on
Buyback versus dividend
dividend. I think one is, as far as dividend is concerned, we have consistently improved. If you see in last five years, you will see every year we are improving our dividend distribution at least by 15%, 20% compared to earlier years. We will continue to maintain that, and we will slightly improve only as far as dividend distribution is concerned in coming years also. On buyback, yes, I think time to time we have worked on it, and we have given those input to the board also, and board is considering that. I think any consideration happens, obviously we will come back on that. Thank you.
For answering that. I was just of the opinion that buybacks are quite tax efficient in the hands of an individual investor. So that was my kind suggestion, and thank you for the opportunity.
Thank you.
Thank you. Anyone who wishes to ask a question may press star then one. The next question is from the line of Akshit Shetty, an private investor. Please go ahead.
Hello, I am audible?
Yes, sir.
Yeah. Good evening, sir, and congratulations on the performance this quarter. Thank you for the opportunity to ask question. My first question is about the long-term impact of AI agent on Newgen's business model. Basically, I see that in FY 2026, around INR 780 crores of revenue came from implementation and support services, which involved a significant employee effort. Also, the software license are often priced by the number of users, if I am right. As AI automates more task, customer may need fewer individual license, and implementing software may require fewer employer hours. How is Newgen adapting its business model and pricing strategy to ensure that the AI adoption creates a sustainable revenue opportunity, rather than putting pressure on revenue per customer? Also, I see in the latest presentation, it mentioned that 10 AI-led deals in the first half.
Could you share how these deals are structured commercially, and whether they represent additional revenue opportunity or any primary upgrades to the existing customer contracts? That was my first question, yeah.
Okay. See, Newgen AI offerings are deep domain offerings. Consider a product or AI which is sold to a bank in Middle East. This product takes trade documents of bank guarantee import, export LCs, and it will look at the docket. It will classify the documents. It will extract data from the document. It will check against the India trade compliances. It will check against the limits of the customer. It will do various validations, which is called trade intelligence. Then it will give the output to the human to process the transaction. Newgen and most of the customers of Newgen are regulated industries. They are not consumer industries.
In regulated industries, whether you are running an agent or whether you are running human in the loop, it has to be an auditable process where who has done what and taken decision, based on what data and what logic should be auditable. When our products are, as you know, about orchestrating journeys and offerings. When you orchestrate a journey, it is a 10, 20, 50 step process orchestrating as many as 10, 20, 30 systems together to complete that journey. This is the business that you are in, and the AI offering brings operational efficiency to our customers, which is the ROI for them for investing into the technology. The license model for an agent or AI offering is available both in subscription and perpetual licensing model, which is true for our ECM and orchestrating products also. I hope I could answer your question.
Yeah. A follow-up question. How will the implementation and support service segment of the revenue will get impacted? Because it is a significantly employed efforts involved in this line of business. Do you see that because of AI, the revenue from these two segment will come down? I think these two are the recurring revenue of the business.
See, as you know, we are acquiring around 40 to 50 new customers every quarter. The implementation of large number of customers goes into production. Our support revenue and our support headcount is distributed across 600 customers. We do not have large number of support people in any one or two clients. They work on. See, these are called BAU mode support teams, which help user in training, in resolving their queries, in doing changes that they want to do on the system, whether they are regulatory changes or functional changes or technology changes. We do not see much impact of AI in the revenue side of the support. It is all for efficiencies for us and our customers for time to value.
Okay. Yeah. Fine.
One point is that at the end of the day, we are a product company. The support and the implementation is what helps us in terms of delivering that product to the client. We believe that with AI and our offerings on the content management and on the orchestration side, there are ample opportunities that would arise out of it. I think at the end of the day, we also would like that the product revenues increase. The implementation and the support, it is part of the overall, it is part of delivering that product. I think you should see it from that perspective.
Okay. Got it. Okay, fine. Thank you for answering my first question. My second question is related to customer growth and partner channel. I see the active customer base has remained around 500 for several years, and the annual new customer addition has fallen from around 120 in FY 2018 to 47 in FY 2026. In this quarter, you added nine new customers compared to 15 in the same quarter of the last year. On the partner front, you mentioned that last year, the system integrator channel has taken longer to build than expected, but that deals were starting to come through in mature market. What is the partner lead share on revenue today, and what concrete changes are being made to improve the channel contribution?
More broadly, what needs to change for Newgen to acquire new customer at scale, particularly in the U.S. and the European market? How should the investor measure progress in the customer acquisition over the next coming years?
See, we focus with large GSI and Big Four as partners on one side for our growth in mature markets and across the globe. We have a channel partner process and teams focusing on small to mid-size kind of deals, which are segregated from large-value deals. So we are focusing on our direct sales efforts on increasing the deal value and large-value deals with our global SI, GSI partners and Big Four partners and on the channel side. The number that you spoke about, 40, 50, and the number that you spoke about, 15 to nine, they are all large-value deals where we are targeting and focusing on increasing our deal size year on year, where we are seeing steady growth on the deal size growth. Partners, see, from the number point of view, I think Deepti can come in with more details.
But there are large number of small-size clients which operate through channel partners, and they are being supported by them only.
So I think overall, on an average, we get about 20% business from partners all across. That number has remained more or less similar, and that continues to be so. We do have engagements, whether that is GSI, whether that is our local partners, whether those are channel partners. We do have regular engagements as well as relationship-strengthening exercises that we do with them. So that is an ongoing part of the business as usual.
Thank you. The next question is from the line of Sanjay K. from SKS Capital. Please go ahead.
Hi, good evening.
Good evening.
My query is about the new logo. We have won, I think, nine new logos this quarter or last quarter. Our average winning for quarter is generally 13 to 14 new logos, as well as the revenue from the license revenue also has reduced. My question is, was there any delay in closure of the deals and that's why this number got impacted? Second thing is about the implementation revenue, which has increased compared to last few years' quarters. You already mentioned because of certain milestones completion happened. This strong growth in implementation revenue, will it continue in Q3 and Q4?
Yeah. The number of logos, as you know, is a factor of closure in that quarter, where we have seen a delay in few opportunities. That is why I think this has dropped to nine. On the implementation side, yes, for the buildup of Q3, we see a similar growth in the implementation for coming quarters.
Sure. If I understand correctly, there was a delay in closure, but the deals are there. The deals will get closed in Q3. That's what we are seeing. Is that correct?
Yes, you are right.
All right. Thank you very much and have all the best.
Thank you.
Thank you. Ladies and gentlemen, we will take this as the last question for today. I now hand over to Ms. Deepti for closing comments. Over to you, ma'am.
Thank you so much for attending the call. For any further questions, you may connect with me or you can go to our website. Thank you.
Thank you.
Thank you. On behalf of ICICI Securities Limited, that concludes this conference. Thank you for joining us, and you may now disconnect your lines.