New Delhi — Intimacy wellness brand Chocolate X has set its sights on reaching Rs 100 crore in revenue by FY27, banking on a wider product portfolio, deeper D2C engagement, and an entry into quick commerce and offline retail, according to Co-Founder and COO Karthik Pittala, in conversation with IndiaRetailing.
The brand was started by Pittala and his long-time collaborator Rafi Shaik, who serves as CEO. Their goal? To make conversations around intimacy more mainstream in India — and they’re doing it with a modern spin: aphrodisiac chocolates made with Ayurvedic elements.
“We closed FY24 with Rs 4.5 crore in net revenue,” Pittala shared. “For FY26, we’re aiming for somewhere between Rs 40 to 53 crore, and with our new launches and growing consumer demand, we believe hitting the Rs 100 crore mark in FY27 is within reach.”
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Riding the Quick Commerce Wave
Chocolate X is betting big on instant delivery platforms to capture unplanned, in-the-moment purchases. “Our product is impulse-driven. People often don’t plan ahead when it comes to intimacy, so quick commerce makes perfect sense,” said Pittala. Talks are already underway with major platforms like Swiggy Instamart, Zepto, and Flipkart to bring this idea to life.
At the moment, 85% of the brand’s sales come directly from its own website. Amazon contributes the remaining 15%. Interestingly, unlike most startups that begin with online marketplaces, Chocolate X took a different route—building traction on its own site first. “Sometimes investors are surprised by our metrics, but everything we present is verified,” Pittala noted.
Looking ahead, the company wants to even out its revenue streams, with marketplaces and quick commerce expected to account for nearly half of total sales in the near future.
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Offline Retail is Next
So far, Chocolate X has kept its focus squarely on digital channels. But change is coming. The brand is now eyeing a move into physical retail — starting with pharmacies and carefully selected stores. “It has to feel right,” said Pittala. “We’re looking at spaces where the product won’t feel out of place, and where perception aligns with our vision.”
The team is also weighing partnerships with medical professionals — including doctors and sexologists — to enhance credibility and connect with a wider audience.
The offline rollout is planned for after FY25, once the company has tightened its backend operations and solidified its position in the marketplace landscape.
