Zones Eyes $3B Revenue Milestone As Demand For AI, Cybersecurity Soars

‘The pace of change is relentless: cloud, AI, cybersecurity, automation. It’s not just about adopting these technologies ourselves, but helping our clients adopt them in a meaningful way. That’s the mission. It’s about staying ahead of the curve and leading our customers through it,’ says Firoz Lalji , chairman and CEO of Zones.

Global IT solution provider Zones is on track to reach $3 billion in revenue this year , driven by surging demand across cybersecurity, AI and managed services.

With 2,700 employees supporting a client base that includes enterprise, midmarket and 4,000 to 5,000 SMB clients, the company is doubling down on scale, execution and innovation.

“We’ve grown consistently, and we continue to scale in line with demand—especially with the complexity and volume of today’s IT requirements,” said Firoz Lalji , chairman and CEO of Auburn, Wash.-based Zones. “Execution is everything. In this business, differentiation isn’t about what you sell, it’s about how well you deliver.”

Lalji pointed to three primary areas where client needs are accelerating: cybersecurity , AI enablement and service delivery. He said that companies are no longer treating cybersecurity as optional while interest in AI is growing, even if most clients are still early in their journey.

“We’re often the ones leading AI conversations,” he said. “Whether it’s integrating Microsoft Copilot or using predictive analytics to improve service, we’re helping clients modernize while also transforming our own infrastructure.”

No. 38 on CRN’s 2025 Solution Provider 500 list, Zones’ strategic focus on automation, hybrid infrastructure and global delivery is proving critical as clients demand faster, smarter and more accountable solutions. But Lalji acknowledged challenges ahead, from margin pressures and talent shortages to macroeconomic volatility and supply chain uncertainty.

“Clients want fewer vendors and more accountability,” he said. “They’re saying, ‘Zones, handle it end to end.’ And we can. Our scale and integrated services model allow us to deliver just that, predictably and at speed.”

CRN spoke further to Lalji about challenges and opportunities, how Zones is transforming how clients work using AI and what’s on the horizon for the solution provider.

What’s the biggest ask you’re hearing from customers right now?

There are three main areas where demand is accelerating. One is cybersecurity as clients are no longer treating it as optional. They want complete, end-to-end protection, and we’re seeing strong demand for managed security and compliance solutions. The second is AI. Customers are interested, but in many cases we’re the ones proactively bringing the conversation to them. Finally, service delivery. Clients want faster, smarter, more scalable services, and that’s where hybrid infrastructure and automation come into play.

When clients ask about AI, what are they actually asking about?

Honestly, it’s still new for many of them so we often lead those conversations. We’re looking at integrating Microsoft Copilot tools and other productivity-focused AI platforms. Internally, we’re using AI to transform our own infrastructure like automated support, predictive analytics … things like that. Externally, it’s about helping clients modernize their operations. Our tools like MyZones and Zones Cloud allow self-service and streamline the customer experience in real time.

What differentiates Zones in such a crowded managed services market?

Execution. In this business, differentiation isn’t just about what you sell, it’s about how well you deliver. We’re not a manufacturer; we’re a solution provider and reseller. That means our brand promise rests entirely on our ability to execute flawlessly, from the first call to final delivery. I often say, ‘The last mile is the most important.’ We take pride in making sure the customer gets exactly what was promised, when it was promised, and that it works exactly how it should.

As CEO, what keeps you up at night?

Margin pressure is a big one. We’re seeing increased competition and vendor consolidation, which can squeeze profitability. Then there’s the ongoing talent shortage, especially in cloud, AI and cybersecurity. And of course, we have to stay ahead of rapid tech shifts, navigate tariff and geopolitical risks and manage a diversified global supply chain. It’s a lot to juggle, but that’s the job.

What do you need more of from your vendor partners?

Communication, particularly around supply chain visibility and pricing stability. We need to be able to forecast accurately and communicate expectations to our clients. That only happens when our vendor partners are transparent and proactive with us. That level of collaboration is essential in today’s environment.

Speaking of the economy, are macroeconomic challenges impacting Zones?

Yes and no. Inflation and tariffs create volatility, no doubt. Some customers are pushing forward regardless—they have their IT agendas and are sticking to them. Others are more cautious. But most want predictability. Predictable pricing, predictable lead times and clear communication. If we can deliver that, we’re in a good spot.

What role does automation play in your service delivery model?

It’s foundational. Automation, powered by AI, is helping us streamline everything from customer support to internal operations. Our digital transformation efforts are centered around giving clients immediate access to the data and tools they need. Every new tool that comes to market, we’re evaluating how it fits into our ecosystem. That’s how we stay competitive.

Let’s talk M&A. What’s your take on the current wave of consolidation?

There’s definitely a lot of M&A activity out there. For us, M&A has to make sense strategically. We’re always looking at the balance between organic growth and acquisition. Integration, scalability and culture—those are real challenges. So, we’re open, but cautious. Our priority is to maintain our standards while growing smartly.

What’s Zones investing in right now?

Our biggest areas of investment are in AI, cloud infrastructure, cybersecurity and managed services. We’re also prioritizing automation and digital transformation. Internally and externally, we’re building solutions that can scale, adapt and provide real value to our clients.

How have client expectations shifted in recent years?

Clients want fewer vendors and more accountability. They’re saying, ‘Zones, handle it end to end.’ And we can. Because of our global scale, we’re able to deliver complete solutions across regions. They want one partner, one contract, one point of contact and the peace of mind that comes with it.

So what’s your vision for Zones over the next 12 to 24 months?

Navigating the tech evolution. The pace of change is relentless: cloud, AI, cybersecurity, automation. It’s not just about adopting these technologies ourselves, but helping our clients adopt them in a meaningful way. That’s the mission. It’s about staying ahead of the curve and leading our customers through it. Cloud-managed services are huge. Security services are another major growth area. We’re also excited about network operating services and life-cycle services. The ability to provide comprehensive, end-to-end managed solutions, that’s where we see real opportunity.

Originally Appeared Here