Machfly Aerospace

IIT Jammu

Machfly Aerospace, a deep-tech startup from IIT Jammu and a participant in DST-GDC I-NCUBATE Cohort 02, is working on the development of long-range, turbojet-powered unmanned aerial platforms (UAPs) for defence applications. Their initial idea was built around a high-performance drone system that could outperform existing solutions in India, particularly at high altitudes, where current systems face limitations in speed, range, and power. The team believed their technology would naturally align with the needs of the armed forces and that its adoption would be straightforward based on technical superiority.

However, upon entering the GDC I-NCUBATE program, the team experienced a significant mindset shift. The structured process and close mentorship encouraged them to move beyond product-centric thinking and instead focus on identifying the actual pain points of their target customers within the defence ecosystem. Early in their customer discovery journey, they realized the complexity of the defence procurement landscape, with widely varying requirements between the Army, Navy, and Air Force, and a procurement process that involves multiple layers of engagement, validation, and alignment.

Guided by the tools and mentorship provided by GDC, Machfly Aerospace began mapping out key stakeholders and understanding the decision-making hierarchy within the defence sector. They identified different archetypes within the military ranks and began systematically engaging with them through interviews, field visits, and defence expos. This hands-on discovery helped them understand that getting a product adopted by the defence forces is not solely a matter of technical performance—it requires building trust, co-developing solutions in line with user needs, and aligning with procurement protocols and policy frameworks.

A key insight the team gained during the program was the critical importance of entering the defence procurement chain through collaborative development and need-based customization, rather than through pre-developed solutions. With this realization, Machfly shifted their approach towards initiating co-development discussions with stakeholders, defining mutually agreed specifications, and planning engagement with officials at the Ministry of Defence (MoD). They also began laying the groundwork for a scalable business model that could be adapted for future products.

The DST-GDC I-NCUBATE program played a foundational role in enabling this transformation. It helped Machfly Aerospace define a clear customer engagement strategy, gain a practical understanding of the defence ecosystem, and reorient their business development approach from assumption-based to evidence-based. What began as a technology-driven effort has now evolved into a market-aligned roadmap, with the team continuing to iterate, validate, and build meaningful relationships with key defence stakeholders.

Machfly Aerospace’s journey is a testament to the value of the I-NCUBATE framework in helping deep-tech startups not only validate their markets but also navigate complex institutional landscapes like defence with clarity, strategy, and purpose.