Capgemini is "clearly pivoting" to AI. Here's what sellers should do with it
Capgemini expects 2026 revenue to grow 6.5% to 8.5%, outpacing many peers and sitting above the average analyst forecast. The driver: enterprise buyers moving budget to AI-led transformation, Intelligent Operations, and sovereign technology.
The company partners with Microsoft, Alphabet, and Mistral to deliver AI solutions to large accounts. Shares ticked up 1.5% to €101.20 in Paris trading, though the stock is still down about 29% year to date.
The signal that matters
"In 2026, our growth will be fueled by AI-led transformation programs, Intelligent Operations where we are signing some large deals, and sovereignty where demand is significantly increasing," said CEO Aiman Ezzat.
That's a clear buying map for anyone selling AI software, services, or integrations into Capgemini customers and similar enterprise accounts.
Key numbers sellers should pocket
- 2026 growth outlook: 6.5%-8.5% (vs. 7.2% analyst average)
- 2025 revenue: €22.5B, up 1.7% (beat estimates of €22.3B)
- 2025 net income: €1.6B, down 4.2% YoY
- Shares: +1.5% on the day; -29% YTD
Where the near-term budget lives
- AI-led transformation: End-to-end programs tied to cost-out, cycle-time reduction, and new revenue lines.
- Intelligent Operations: Automating finance, HR, customer support, supply chain, and IT run ops. Expect multi-year, multi-region deals.
- Sovereign tech: Data residency, model sovereignty, and compliance-first deployments (especially across the EU and defense).
- Defense momentum: Increased interest in secure AI, simulation, decision support, and mission readiness.
Who to target inside accounts
- COO and Ops leaders for Intelligent Operations programs
- CIO, CISO, and Chief Data/AI Officers for platform and governance decisions
- BU heads (P&L owners) for revenue-linked AI pilots and rollouts
- Public sector and defense buyers for sovereign and secure deployments
Talk tracks that convert right now
- Lead with outcomes: "Reduce handling time by X%, reallocate Y FTEs, improve SLA adherence by Z% within 90 days."
- Make it safe: "Data stays in-region. Access is role-based. Models are auditable. Full incident response and logging."
- Anchor to existing stacks: "Works natively with Azure/OpenAI, Google Cloud, Mistral APIs, and your current data lake."
- Phase the risk: "Pilot in 30 days, scale in 90, enterprise rollout after proof of value."
Objections you'll hear (and fast answers)
- "Budgets are tight." → "Outcome-based pricing, pilot funding with partners, payback in-quarter."
- "Security/legal concerns." → "Sovereign options, private networking, data retention controls, model isolation."
- "We already have AI tools." → "We integrate and quantify overlap. Keep what works, replace what stalls."
- "Procurement is slow." → "Start with one high-ROI lane (support, finance, or IT). Minimal change management, immediate metrics."
Signals an account is ready
- RFP language about data residency, model transparency, or sovereign cloud
- Mentions of "Intelligent Operations," "automation backlog," or "service desk deflection"
- Active PoCs with Azure OpenAI, Vertex AI, or Mistral
- New roles: Head of GenAI, AI Governance, or Model Risk
Packaging that wins
- Bundle: Advisory + target process automation + secure deployment + success metrics dashboard
- Guarantees: SLA on accuracy or deflection, with clear rollback criteria
- Co-sell: Bring Microsoft/Google/Mistral into the deal to accelerate procurement and funding
Macro context to bake into your pitch
Customers are cautious due to slower growth, tariffs, and high rates. That stalls "nice to have" projects.
But AI tied to clear savings, faster throughput, and compliance keeps moving. Capgemini's guidance reflects that mix-buyers are choosy, not frozen.
Watch this move
Capgemini plans to sell its US-based Capgemini Government Solutions unit after scrutiny over contracts with US Immigration and Customs Enforcement. Expect a tighter focus on EU sovereignty and defense work, plus large private sector deals in operations and applied AI.
What to do this quarter
- Map your top 20 accounts to Ops, Defense/Public sector, and Compliance-heavy industries.
- Run a 30-day pilot play: one process, one model, one metric. Get the win, expand by template.
- Build a shared business case deck with your cloud partner's ROI benchmarks.
- Offer sovereign deployment options by default for EU accounts.
For the latest details from the source, check Capgemini's newsroom.
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