CI&T Inc 2. Çeyrek 2026 Kazanç Görüşmesi Özeti

CI&T Inc Q2 2026 Earnings Call Summary

Moby Intelligence

Wed, August 12, 2026 at 4:55 AM GMT+3 3 min read

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Strategic Performance Drivers

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• Management attributes record revenue growth to a structural shift in client demand toward AI deployment, moving beyond experimentation to installing core operational capabilities.

• The company is deliberately transitioning its commercial model toward value-based pricing, which drove a sequential adjusted gross margin expansion to 32.4% as these models scale.

• Performance was broadly based across geographies and verticals, with Latin America serving as the primary growth engine at 32.1% year-over-year.

• Management characterizes 2026 as a transition year, prioritizing investments in the commercial engine and AI builder reskilling over near-term EBITDA margins.

• The 'Agentic Enterprise' framework is being used to bridge the 'process chasm,' moving clients from simple task automation to end-to-end business process reinvention.

• Strategic partnerships with Anthropic and Mistral are positioned as critical connective tissue, allowing CI&T to deploy frontier models within complex, regulated enterprise environments.

Outlook and Strategic Assumptions

• Full-year revenue guidance was raised to $566 million–$578 million, reflecting an improving demand environment and a 40% year-over-year expansion in the sales pipeline.

• Adjusted EBITDA margin guidance was revised to 15%–17% to account for deliberate commercial investments and foreign exchange headwinds from the Brazilian Real appreciation.

• Management expects sequential margin improvements through the second half of 2026 as one-time investments in the Agentic SDLC initiative moderate.

• The company projects that the transition of the existing book of business to new commercial models will take approximately 18 months to fully mature.

• Strategic focus remains on 'hyper-productivity,' aiming to decouple revenue growth from headcount expansion through AI-native delivery models.

Operational Risks and Structural Changes

• Foreign exchange volatility remains a significant headwind; on an FX-neutral basis, adjusted EBITDA margin would have been 2.3 percentage points higher at 15.6%.

• Consumer Goods was the sole vertical to contract, down 9% year-over-year, which management views as a temporary demand softening.

• Sales and marketing expenses rose to 12% of net revenue due to targeted 2026 initiatives, though management intends to stabilize this at roughly 10% long-term.

• The company successfully reskilled 100% of its workforce into 'AI builders,' reaching a revenue per builder of over $80,000 on a last 12-month basis.

Q&A Session Insights

Breakdown of margin guidance reduction and investment sustainability

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• Management clarified that the 200-basis-point margin cut stems from a mix of FX pressure and discretionary spending on the Agentic SDLC launch.

• While some investments are structural, the peak spending seen in Q2 is expected to recede, with gross margin expansion from new pricing models providing a future offset.

Composition and deal size trends within the 40% pipeline growth

• Roughly 35% to 40% of current demand is specifically tied to Agentic SDLC engagements, which carry a higher margin profile than traditional digital services.

• Management noted that while recent deal sizes have been larger, they are not yet ready to label this a permanent trend versus a transitional effect of repricing.

Mitigating deflationary risks in consumption-based AI pricing models

• Management acknowledged falling token costs but argued that increased model capabilities lead to higher token usage, balancing the revenue impact.

• CI&T intends to maintain a portfolio of pricing models (fixed, throughput, and outcome-based) rather than relying solely on consumption to avoid revenue deflation.

Strategic rationale for maintaining a model-agnostic AI platform

• The CI&T Flow platform supports over 37 models to address diverse client needs regarding data privacy, compliance, and geographic availability.

• Being agnostic allows the company to provide 'FinOps' value by helping clients select the most cost-effective model for specific enterprise tasks.