Though Persistent Systems had been doing outcome-based deals, GenAI has enabled such deals at a much higher scale, according to Kalra. “So, from our perspective, we are seeing more and more interest in outcome-based deals because it’s something where the customer gets more value, and we are able to capture a bit more from a value perspective using our own IP that we are building. That’s how we are differentiating ourselves in the market,” he said.