Jatin Dalal on Pricing Strategy
From Cognizant Technology Solutions Corp ($CTSH) Q1 2026 Earnings Call · · Castify Earnings Call
“We are beginning to see the emergence of AI-infused rate cards, where pricing reflects a blended model of human effort and digital effort. With several clients, we're exploring tokenized rate cards that prices work along a continuum from fully human-led discovery to hybrid to increasingly autonomous agentic delivery. This model is intended to turn our outcome-based economics into true partnership that aligns value creation with shared results.”
On , Jatin Dalal, Chief Financial Officer at Cognizant Technology Solutions Corp, spoke about Pricing Strategy during Cognizant Technology Solutions Corp ($CTSH) Q1 2026 Earnings Call on Castify Earnings Call.
About Jatin Dalal
Jatin Dalal, Cognizant’s chief financial officer, said on the company’s first-quarter 2026 earnings call that the midpoint of the 2026 guidance “assumes a little bit of improvement in discretionary spending in the second half.” He described large deal bookings as “very healthy” and noted that growth was driven by new opportunities from existing and new customers. Dalal also announced Project Leap, a transformation program with expected costs of $230 million to $320 million, substantially all incurred in 2026. He stated that Cognizant is “evolving our commercial models towards fixed and outcome-based pricing” and that several clients are exploring “tokenized rate cards” that price work along a continuum from human-led discovery to autonomous agentic delivery. On the fourth-quarter 2025 call, Dalal said Cognizant expected to return approximately $1.6 billion of capital to shareholders in 2026, including about $1 billion in share repurchases. He also noted that the company was “evaluating a potential primary offering and secondary listing in India.” Earlier, on the third-quarter 2025 call, Dalal increased adjusted operating margin guidance to approximately 15.7%, representing 40 basis points of expansion, and reported a one-time non-cash income tax expense of $390 million related to a deferred tax asset write-off due to the July U.S. budget bill. On the second-quarter 2025 call, he cited changes in U.S. Medicaid policy as a factor expected to weigh on near-term discretionary demand from payers and providers.