As India accelerates its shift toward AI-led infrastructure, cloud adoption, and large-scale digital transformation across sectors, distribution companies are evolving into full-stack solution enablers. Iris Global Services continues to strengthen its position in this transformation journey through deep engagement across high-impact projects and emerging technology domains. In this interaction with DT, Sanjiv Krishen, Founder & CMD, Iris Global Services, shares insights on the company’s FY 2025–26 performance, expansion into AI and cybersecurity-led solutions, partner ecosystem strategy, and its roadmap toward becoming a future-ready technology aggregator.
Q: Please tell us about your overall business performance in 2025. What have been the most significant factors driving the company’s growth?
A: Iris Global delivered a strong performance in FY 2025–26, scaling from approximately Rs 3,200 crore to Rs 4,200 crore in revenue. This growth was driven by a balanced mix of large-scale government projects, enterprise demand and continued leadership in the education sector. One of the most significant contributors was our deep engagement in digital education and ICT initiatives across more than 18 states, including collaborations with various private universities. These projects reinforced our strength in executing high-volume, multi-location deployments with consistency and reliability.
We are consciously evolving our positioning from a traditional distribution model to an AI solution-led, future-ready technology enabler. This shift is reflected in our growing involvement in sectors such as government digitalization (including engagements with ministries, defense, and state departments), public sector enterprises like BEL, and large-scale infrastructure projects in BFSI and healthcare. Overall, our performance in 2025 has been shaped by our ability to align with national digital priorities, expand into high-impact sectors, and deliver integrated technology solutions at scale.
Q: With AI led demand reshaping the market, how is your distribution strategy evolving in 2026 to address emerging technologies and solution driven opportunities?
A: At Iris Global, our distribution strategy in 2026 is being fundamentally reshaped by AI-led demand and the shift toward solution-driven engagements. We are moving beyond traditional product distribution to building an integrated, AI-aligned roadmap that supports long-term scalability for our partners and customers. Our primary growth engines are centered on AI-enabled data center infrastructure, cloud and cyber security solutions. As enterprises accelerate digital transformation, we are strengthening our capabilities to deliver end-to-end solutions—combining compute, storage, networking, and intelligent software layers tailored for high-performance and AI workloads.
We are expanding our portfolio to bring best-in-class, future-ready technologies to our partners—ensuring they can operate securely, scale efficiently, and stay ahead of evolving business and risk environments. Our role is evolving from a distributor to a strategic enabler—helping partners navigate emerging technologies, unlock new revenue streams, and deliver high-value, outcome-driven solutions in an AI-first world.
Q: What initiatives are you undertaking to strengthen reseller engagement and long term channel collaboration?
A: At Iris Global, strengthening reseller engagement and building long-term channel collaboration is a strategic priority. We are investing significantly in partner enablement through continuous training programs delivered in collaboration with our aligned OEM brands, ensuring our partners stay ahead on emerging technologies and solution capabilities.
In addition, we conduct regular Iris-led partner roadshows and collaboration forums that provide hands-on go-to-market (GTM) strategies, real-world use cases, and sales closure frameworks. These initiatives are designed to move partners up the value chain—from transactional selling to solution-led engagements. We also support our partners with flexible and competitive credit frameworks, enabling them to scale business confidently while maintaining financial stability.
Our “partner-first” approach ensures access to the right product mix, timely availability, and responsive service support—helping partners remain agile and competitive in a fast-evolving market. Ultimately, our focus is on building a high-trust, high-performance ecosystem where partners are empowered with the right tools, knowledge, and support to drive sustained growth together.
Q: What kind of support do you expect from vendors this year to accelerate growth and deeper alignment?
A: At Iris Global, we work with over 70 leading global OEMs as well as strong “Make in India” brands, and our expectation from vendors in 2026 is centered around deeper strategic alignment and faster market responsiveness. We look for continued investment from vendors in partner enablement—through structured training, certification programs, and hands-on go-to-market (GTM) collaboration. This helps our channel ecosystem better understand product positioning, identify the right-fit opportunities, and accelerate solution-led selling.
Equally important is tighter integration across the value chain. While OEMs focus on innovation and market-relevant product design, Iris complements this with robust logistics, efficient supply chain management, and flexible credit support to ensure seamless transaction flow and faster deal closures. We also expect vendors to stay closely aligned with evolving market trends—particularly around AI, cloud, cyber security, and data center technologies—and proactively design solutions that are easy to adopt, scalable, and aligned with customer demand cycles.
Q: What are your top strategic priorities for 2026 in terms of revenue growth, geographic expansion, portfolio diversification, and market positioning?
A: For FY 2026–27, Iris Global’s strategic priorities are firmly aligned with the accelerating shift toward AI-led infrastructure and solution-driven growth. Our core focus is on building a comprehensive AI ecosystem—spanning GPUs, high-performance servers, storage, and advanced power solutions—which together form the backbone of modern IT infrastructure.
These capabilities, combined with our expanding portfolio in cloud and cyber security, are expected to be key revenue accelerators. As enterprises and government institutions increasingly adopt AI, automation, and data-driven frameworks, Iris is positioning itself as a complete solutions enabler rather than just a distribution partner. From a growth perspective, we are targeting Rs 6,000 crore in revenue this financial year, driven by deeper penetration into high-growth sectors such as digital education, government digitalization, BFSI, healthcare, and large enterprise infrastructure projects.
Geographically, we will continue to strengthen our footprint across Tier 2 and Tier 3 markets, while also deepening engagements in states with strong digital transformation momentum. At the same time, portfolio diversification remains a priority, with a sharper focus on next-generation technologies including AI infrastructure, cloud platforms, and advanced cyber security solutions. Overall, our market positioning is evolving toward being a future-ready, solution-led technology aggregator—bridging global innovation with local execution at scale.
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