The IT distribution industry in India is witnessing rapid evolution, fueled by emerging technologies, increasing government projects, and dynamic market demands. Navigating this landscape requires agility, innovation, and a partner-centric approach. Iris Global Services, has been at the forefront of addressing these challenges while capitalizing on opportunities. In an exclusive interaction with Rajeev Ranjan, Editor, Digital Terminal, Sanjiv Krishen, Founder and CMD, Iris Global Services Pvt. Ltd shares his insights on the current IT distribution scenario, and the company’s growth objectives for the future.
Sanjiv: At Iris, we are actively identifying Make in India products for our partners, ensuring they are well-equipped to support various projects. With upcoming state and central government elections driving increased spending, it is imperative that partners are thoroughly enabled to source their requirements from Iris efficiently.
However, the industry also faces a significant challenge in managing and appropriating credit for partners. Ensuring a balanced and fair credit allocation while maintaining financial stability remains a critical concern.
Rajeev: How do you approach securing large-scale orders from the government, education and healthcare sectors? What role do they play in your business?
Sanjiv: With state and central government spending on IT reaching unprecedented levels, we see immense opportunities to collaborate with our partners to tap into these projects effectively. Our approach is centered on empowering our partners to pitch successfully for these projects. We achieve this by leveraging an organized OEM mechanism that streamlines processes and ensures seamless support. By providing our partners with the best combination of competitive pricing and efficient logistical services, we position them and ourselves for success in securing these significant orders.
Rajeev: As a leader in the distribution business, how do you ensure that Iris Global Services maintains a competitive edge? What are your growth objectives for the next 3-5 years?
Sanjiv: We are constantly on our toes to offer partners the best possible deals by fostering strong teamwork with OEMs and other stakeholders. To further strengthen our position, we provide extensive training to partners on the latest technology offerings from all OEMs. Additionally, we support our partners by facilitating credit augmentation and helping them structure challenging business deals.
Our growth objectives reflect our ambition to scale new heights. For this fiscal year, we are poised to achieve and surpass a revenue milestone of ₹3,500 crore. Looking ahead, we aim to exceed ₹4,200 crore in the next fiscal year.
Rajeev: What is Iris Global Services' approach to handling the complexities of multi-channel distribution?
Sanjiv: We maintain a niche in the ICT industry and continually expand our product portfolio. Recently, we added new security and telecom products to meet partner demands for installation projects. We also distribute power solutions, addressing a critical market need. Soon, we plan to venture into solar energy solutions to further enable our partners.
Rajeev: Can you share insights into your revenue performance for the last fiscal year? Which sectors do you see as having the most growth potential for Iris?
Sanjiv: Iris Global Services had a strong revenue performance in the last fiscal year, driven by our reputation as a trusted ICT distributor. Partners consistently choose Iris for our quick response times and ability to structure and provide appropriate credit solutions, enabling them to close deals efficiently.
Looking ahead, we see significant growth potential in several key sectors. The mainline compute products, including desktops, AIOs, laptops, and other endpoints, remain a core area of opportunity. Additionally, we anticipate strong demand in surveillance, cybersecurity, and the cloud VAD (Value-Added Distribution) business. These sectors align with current market trends and are expected to fuel our continued growth.
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