Wayo is transforming global supply chains with AI technology, making sourcing custom products from the world’s top manufacturers easy. Pulse 2.0 interviewed Wayo co-founder and CEO Julia Xu and co-founder and COO Mandy Chow to learn more about the company.
Amit (Pulse 2.0): What are your backgrounds?
Julia (Wayo): I grew up in Beijing, immersed in both Eastern and Western cultures. This background fueled my passion to bridge worlds and create meaningful change. In high school, I founded a public speaking organization that brought together hundreds of students, which still thrives today and gave me my first taste of building something impactful.
At Brown University, I launched Tink Knit, a social enterprise that empowers single mothers in Providence by teaching them to knit hats that were sold on campus. For this work, I received the McKinsey and Walmart’s Women Impact Award, affirming my belief in entrepreneurship’s power to create social impact.
After Brown, I joined Disney Corporate Strategy, where I helped build the financial model for Disney+. Later, as Chief of Staff to the President of Alibaba US, I gained deep insights into global supply chains and saw firsthand the challenges businesses face when sourcing overseas, which later inspired Wayo.
In 2020, I took a leap into independent consulting, working with over 100 companies, including Walmart and Moda Operandi, to build financial models. This ignited my passion for eCommerce and led me to bootstrap my own brand, Multitasky, into a profitable business, featured in Cosmopolitan and partnering with Urban Outfitters.
After experiencing the challenges of the global supply chain firsthand as an e-commerce founder, I founded Wayo in 2023 to simplify and streamline direct sourcing from overseas factories for SMBs using AI technology.”
Mandy (Wayo): I grew up in Taiwan and later graduated from the Wharton School of the University of Pennsylvania. My career began at Goldman Sachs, where I focused on capital transactions and mergers and acquisitions. This experience honed my strategic decision-making skills and honed my communication, presentation, and technical skills.
Before Wayo, I was the Corporate Development Associate Director at Airwallex, a B2B cross-border payments company. There, I led investments in its ecosystem venture capital fund and was part of the strategy team. Working closely with founders across diverse industries gave me valuable insights into early-stage startups. Witnessing Airwallex’s rapid growth taught me about building efficient, scalable platforms and the importance of quickly iterating on product-market fit. These experiences inspired me to address challenges in cross-border sourcing, leading me to team up with Julia to create Wayo.
Amit (Pulse 2.0): How did the idea for the company come together?
Julia (Wayo): The concept for Wayo emerged from my experiences at Alibaba and with Multitasky, where I saw firsthand the difficulties businesses face in sourcing custom products from overseas—communication barriers, quality uncertainties, and lack of transparency. Recognizing a significant opportunity in the custom manufacturing market, I envisioned leveraging technology to make custom product sourcing accessible, efficient, and affordable. This led to the creation of Wayo, where we use AI to connect businesses with hundreds of vetted global factories, streamline communication, reduce costs, and ensure high-quality production.
Mandy (Wayo): I spent six years working in Hong Kong and Shanghai, where I witnessed firsthand how proximity to manufacturing hubs creates incredibly efficient consumer experiences. This exposure highlighted the advantages of closely integrated supply chains. Upon returning to the United States, I noticed significant challenges businesses face in cross-border sourcing—issues that were minimal in Asia. Driven by my passion for maximizing efficiency—saving time, reducing costs, and simplifying processes—I saw an opportunity to address these challenges.
Amit (Pulse 2.0): What has been your favorite memory working for the company so far?
Julia (Wayo): A rewarding moment was helping an entrepreneur bring a unique product idea—a plush toy of their brand mascot—to life. They found traditional sourcing methods confusing and intimidating. Using Wayo’s platform, we guided them in specifying their needs with our AI-powered sourcing agent, connected them with the right manufacturer, and managed production and logistics. Seeing their excitement upon receiving a high-quality product that truly represented their brand reaffirmed why we started Wayo: to empower businesses to create unique, custom products without frustration.
Amit (Pulse 2.0): What are the company’s core products and features?
Julia (Wayo): Wayo offers an AI-driven platform that revolutionizes custom product sourcing and global supply chain management. Our core features include:
– Curated Online Catalog: A diverse selection of products, from tech gadgets to fully customizable merchandise, with competitive pricing and low minimum order quantities.
– AI-Powered Sourcing Agent: An intelligent assistant that guides clients in defining product requirements, translates specifications for suppliers and provides instant, accurate quotes without prolonged back-and-forth communication.
– Design Tools: User-friendly tools for creating instant mockups and visual proofs, streamlining the design process.
– Project and Order Management Portal: A comprehensive dashboard handling everything from project tracking to orders, payments, and shipping, providing full transparency at every stage.
By integrating these features, Wayo simplifies the custom product sourcing journey, enabling businesses to create unique products efficiently and affordably.
Amit (Pulse 2.0): Have you faced any challenges in your sector of work recently?
Julia (Wayo): When we began Wayo, assembling a competent team overseas to oversee our manufacturer relationships was one of our greatest challenges. It was vital to have local professionals who comprehended both the intricacies of the regional manufacturing sector and the expectations of our Western customers. Building this team demanded significant time and effort because we needed people capable of handling the complexities of international business while maintaining our high standards for quality and communication.
Another major hurdle was determining the most effective technological solution to tackle the complicated issues within the supply chain. We recognized that traditional sourcing methods were inefficient, but identifying the precise features and tools that would optimize this process required extensive research and trial and error. We explored multiple ways to incorporate AI to simplify the workflow—ranging from automating communications to providing real-time updates—all while ensuring the platform remained user-friendly for businesses. It was an ongoing process of refining our platform based on feedback and our deepening understanding of supply chain challenges, which enabled us to create a solution that truly meets our clients’ needs.
Amit (Pulse 2.0): How has the company’s technology evolved since launching?
Julia (Wayo): Since launching, we’ve significantly advanced our technology to better serve our clients. We began by developing both an admin portal and a client portal to centralize all data, allowing for seamless tracking of projects, orders, and shipments. This centralization enhances transparency and efficiency throughout the entire sourcing process.
Then, we offered a curated catalog with design tools and self-checkout capabilities, simplifying the ordering experience. To further streamline operations, we introduced our AI-powered sourcing agent. This intelligent assistant guides clients in specifying their exact product requirements, provides instant quotes, and offers accurate details on minimums and lead times.
We’re continually innovating with upcoming features like the AI Merch Line Generator, which will automatically generate product ideas based on a client’s website and branding, and an AI plushie generator that creates realistic product mockups. These advancements make custom product sourcing more accessible and efficient than ever, solidifying our commitment to revolutionizing the industry through technology.
Amit (Pulse 2.0): What have been some of the company’s most significant milestones?
Julia (Wayo): One major milestone is even before our platform launch, we’ve successfully served over 100 clients and managed more than 200 projects. This strong organic demand validates our platform’s effectiveness and the market’s need for our solutions. Another milestone is reaching over 300 highly vetted global factories – this allows us to offer a diverse range of products at competitive prices, enhancing our ability to meet various client needs.
Amit (Pulse 2.0): Can you share any specific customer success stories?
Julia (Wayo): A consumer packaged goods brand wanted to create unique merchandise to enhance brand engagement but faced limited options and high costs on traditional platforms. Through Wayo, they used our curated catalog and AI design tools to create custom embroidered hats starting at $5 per unit, with a 50-unit minimum and delivery in under two weeks. Our platform managed everything from design mockups to production tracking, resulting in high-quality merchandise that boosted their brand visibility and customer satisfaction.
Amit (Pulse 2.0): Are you able to discuss funding and revenue metrics?
Julia (Wayo): Yes, we raised $2.5 million in seed funding led by Neo, a SF-based VC firm. We are on track to reach seven-digit annual recurring revenue (ARR) in the first year after launch.
Amit (Pulse 2.0): What total addressable market (TAM) size is the company pursuing?
Julia (Wayo): We’re targeting the expansive custom manufacturing market, valued at approximately $940 billion. With trends like generative AI, e-commerce growth, and increasing demand for personalized goods, we’re addressing a significant gap and tapping into massive potential by simplifying overseas custom product sourcing.
Amit (Pulse 2.0): What differentiates the company from its competition?
Julia (Wayo): Wayo stands out through advanced technology, customer-centric experience, and a robust supplier network:
– AI-Powered Sourcing Agent: Reduces communication by up to 80%, guiding clients through the sourcing process.
– Extensive Product Range: Offers a diverse catalog and can source any custom product through over 300 vetted factories.
– Competitive Pricing: Provides prices up to 50% lower than U.S. vendors by sourcing directly from overseas manufacturers without compromising quality.
– Streamlined Platform: Integrates design tools, instant quotes, project management, and real-time tracking for a seamless end-to-end service.
– Quality Assurance: Ensures high-quality production through rigorous supplier vetting and thorough quality control.
Amit (Pulse 2.0): What are some of the company’s future goals?
Julia (Wayo): Our future goals focus on scaling Wayo’s capabilities and further revolutionizing global supply chains. We plan to enhance our technology with new AI-driven features like the AI Merch Line Generator and AI plushie generator to simplify custom product creation.
We’re expanding our supplier network and forming strategic partnerships with e-commerce platforms, corporate gifting companies, and creator communities. We’re also preparing to launch a Shopify app to assist e-commerce brands with custom merchandise and packaging.
Long term, we’re developing a SaaS solution for companies with procurement teams and envision creating an AI-powered marketplace connecting clients directly with suppliers, transforming custom product sourcing.
Amit (Pulse 2.0): Any other topics you would like to discuss?
Julia (Wayo): I’d like to emphasize the broader impact we’re aiming to have on the manufacturing industry. By leveraging AI, we’re not just simplifying custom product sourcing—we’re fostering greater transparency, efficiency, and accessibility in global supply chains.
We are offering an Amazon-like experience backed by Alibaba-level supply chain and pricing, streamlined through cutting-edge AI technology similar to ChatGPT. Our mission is to empower businesses of all sizes to innovate without being hindered by traditional barriers, and we’re committed to democratizing the custom manufacturing market.
