India's leading IT services companies are increasingly generating growth from smaller and mid-sized client accounts. Companies such as Infosys, TCS, Persistent Systems, Mphasis and Wipro have added more clients in the $1 million-plus revenue category, highlighting a shift in the industry's growth strategy.

Smaller Deals Become a Major Revenue Driver for India's Top IT Companies

India's leading IT services companies are increasingly turning to smaller and mid-sized client accounts to drive revenue growth, as large enterprise deals experience slower expansion. The trend highlights a shift in how major IT companies are building customer relationships and generating business opportunities.

According to industry data, the number of clients contributing between $1 million and $10 million in annual revenue increased at most of India's top IT services companies during the first half of fiscal year 2027 compared with the previous year.

Infosys, TCS and Other IT Firms Add More Clients

Between March and September 2026, several major Indian IT companies expanded their client base in the $1 million-plus revenue category.

Infosys: Added 30 clients, taking its total to 1,048.
Tata Consultancy Services (TCS): Added 15 clients, reaching 1,412.
Persistent Systems: Added 19 clients.
Mphasis: Added 12 clients.
Wipro: Added 11 clients.

HCLTech and Tech Mahindra also recorded smaller net additions. Coforge reported a significant increase, although its client categories are not directly comparable with those of several other companies.

Meanwhile, the number of clients contributing more than $100 million annually remained largely unchanged across companies reporting this category.

Why Smaller Deals Are Becoming Important

The growing focus on mid-sized accounts reflects changing customer preferences. Businesses are becoming more cautious about committing to large, long-term technology projects and increasingly prefer smaller engagements that allow them to evaluate results before expanding their investments.

These projects also offer IT service providers an opportunity to build long-term relationships and gradually increase their share of a customer's technology spending.

Industry analysts point out that mid-sized clients often offer greater opportunities for account expansion, as service providers can introduce additional services and solutions over time.

A Shift in the IT Industry's Growth Strategy

Major IT companies are now developing more flexible commercial models and service offerings to compete in the mid-market segment, traditionally dominated by smaller and specialised technology providers.

This approach allows companies to diversify revenue sources, reduce dependence on a limited number of large enterprise customers and build stronger client relationships.

What This Means for India's IT Services Industry

The growing contribution of smaller deals signals an important change in India's IT services landscape. As enterprises rethink technology spending and adopt more flexible outsourcing strategies, mid-sized client accounts are becoming increasingly valuable.

For India's leading IT companies, the ability to win smaller contracts and expand them into long-term partnerships could become an important driver of sustainable revenue growth.