Customer Discovery · Case Study
Validating which Indian wins transfer to the U.S.
- Industry
- Procurement
- Funding Stage
- Seed
- Engagement
- Customer Discovery
Aerchain is an autonomous sourcing platform that helps enterprises automate and optimise their sourcing, working with global companies including AB-InBev, WeWork and Cars24.
They went on to raise roughly $16 million, including a 2026 Pavestone-led Series A, serving 50-plus clients across 30-plus countries.
The Challenge
Aerchain sought to validate market assumptions and identify transferable learnings, use cases, and customer success stories from India to the U.S. market. The team worked with JJELLYFISH to develop an ideal customer profile, test unmet need assumptions, and create an outbound playbook for target market engagement.
The Solution
Over 90 days, JJELLYFISH conducted cold outreach and discovery meetings with procurement and sourcing executives at major U.S. companies including Pfizer, Comcast, Bristol-Myers Squibb, and AT&T. Based on learnings, the team recommended Aerchain focus on a more specific, non-traditional buyer profile to shorten sales cycles and reduce closing complexity.
The Results
Aerchain successfully tested and validated core business assumptions, identified transferable Indian market learnings applicable to the U.S., and discovered a scalable approach to penetrate major accounts. The strategy has shown early resonance domestically as well.
Harsha Kadimisetty, Co-Founder & CEOThe engagement helped us look at the process from multiple angles that we hadn't seen
