The Sleep Company

The Sleep Company has rapidly established itself as a pioneer in India’s comfort-tech sector. The Sleep Company initially launched as a digital-first, direct-to-consumer (D2C) brand, quickly gaining traction for its science-backed approach and customer-centric ethos. By 2022, the company had expanded into offline retail, opening its first experience center in Bengaluru and rapidly scaling to over 150 stores across 45+ cities by mid-2025. 

Core Products and Services

• SmartGRID Mattresses: Their flagship innovation uses a patented grid structure that adapts to body shape while keeping the surface cool. In FY24, this product alone brought in 65% of the company’s revenue.
• Ergosmart Chairs: Designed for those spending long hours at desks or gaming, these chairs use SmartGRID to reduce physical strain and encourage healthy posture.
• Smart Recliner Beds & Sofas: Multi-purpose furniture pieces built for comfort and flexibility, equipped with ergonomic and tech-enhanced features.
• Sleep Accessories: A curated range that includes pillows, bedsheets, cushions, comforters, and their proprietary AI-powered SensAI pillow.
• Omnichannel Shopping: Products are available through their own D2C website, major marketplaces like Flipkart and Amazon, and in physical experience centres across India.

Business Model and Revenue Streams

• Product-Driven Revenue: The bulk of earnings come from product sales, particularly mattresses, followed by chairs, recliner beds, and sleep accessories—across both online and offline channels.
• Experience-Centric Retail: Their network of owned retail stores not only boosts visibility and trust but also turns a profit at the EBITDA level, right from launch.
• Digital Commerce: Sales through the company’s website and popular e-commerce platforms continue to support both nationwide and overseas demand.
• Target Audience: The brand primarily appeals to salaried, urban professionals—around 80% of whom are men and 60% are non-parents. Notably, demand in Tier 2 and 3 cities has surged, now making up over 35% of total sales outside India’s top 20 cities.
• Geographical Spread: From metros to emerging towns, the brand now serves customers in 45+ cities, with growing interest from international markets including Japan, the UAE, and the UK.