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Why Smaller Contracts Are the New Normal in Indian IT
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In a sector long driven by megadeals and headline-grabbing renewals, Indian IT firms are now being reshaped by a more sobering reality: clients are opting for smaller, modular contracts. This shift isn’t just cyclical—it’s structural, reflecting deeper changes in how enterprises perceive risk, agility, and value realisation from technology services.
At Greyhound Research, we believe this pivot to smaller engagements is rewriting everything from cash flow predictability to talent pyramids. It is also compelling vendors to rethink their own deal structures, productisation strategies, and incentive models—marking a decisive move from monolithic transformation to value-in-motion.
In this episode, Greyhound Research dissects:
00:00 – Introduction – Why Smaller Contracts Are The New Normal In Indian IT
00:23 – Greyhound In News – As quoted in The Hindu Business Line
01:12 – Smaller Deal Sizes Reflect Enterprise Hesitation Amid Tariff Turbulence
03:34 – Tariffs and Policy Headwinds Will Prolong the Trend Toward Smaller Deals
05:48 – With U.S. Weakness, Indian IT Eyes Europe for Stable Growth
07:54 – Analyst In Focus – Sanchit Vir Gogia
08:35 – Greyhound Research Copyright Policy
Prefer text? Read the full analysis on our website: https://greyhoundresearch.com/why-smaller-contracts-are-the-new-normal-in-indian-it/
Prefer audio? Listen on Greyhound Radio — a Greyhound Studios production:
https://www.greyhoundradio.com
Join the conversation: Is your enterprise rethinking the size and structure of technology contracts in FY26? Tell us how your procurement and vendor management strategies are evolving in the comments.
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About Greyhound Studios
Greyhound Studios is an initiative by Greyhound Research, a global, award-winning, technology research, advisory, consulting and education firm. Since 2013, we’ve supported over 500 enterprises and 200,000+ professionals in making independent, data-backed technology decisions.
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Copyright Notice
This video is brought to you by Greyhound Studios, a Greyhound Research Initiative. Please note that Greyhound Research holds complete editorial control of the contents of this video, and the association has had no influence on the content quality and production process. All content shared herein is the copyright of Greyhound Research, and you may share this Greyhound TV video using the available options. Please don’t download this video (complete or parts) and distribute it over the web and through emails. Email us at [email protected] if you need clarifications.
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