The US-India services trade relationship is large and growing. In FY2023, the US imported approximately $50 billion in IT and business process services from India, making India the second-largest source of foreign IT services after Canada. Infosys, TCS, Wipro, and HCL have multi-billion-dollar US contracts. But those companies spent years building relationships, legal entities, and compliance infrastructure in the US.
For an Indian SME trying to sell to a US Fortune 500 or get on a GSA Schedule, the path is different — and the rules depend heavily on one question: do you have a US business entity or not?
The Trade Relationship in Numbers
The US is India's largest trading partner for services. India exported $35.4 billion in computer and information services to the US in 2022, per the US Bureau of Economic Analysis. Add in professional services, engineering, and R&D, and the total exceeds $50 billion.
US companies actively buying Indian services include IBM, Accenture (which has more employees in India than anywhere else), JPMorgan Chase, Bank of America, Google, Microsoft, and most large healthcare systems. The categories: software development, IT infrastructure management, data analytics, finance and accounting outsourcing, legal process outsourcing, and engineering services.
This demand is real. The question is how an SME without an existing relationship gets in front of procurement teams.
What Requires a US Entity
Before getting into certifications, be clear on this: the majority of US government contracting and many corporate supplier diversity programs require a US-registered business.
Federal contracting requires a US legal entity (corporation, LLC, or partnership registered in a US state), a DUNS/UEI number from SAM.gov, and physical or legal presence in the US. There is no exception for foreign-headquartered firms unless they are operating through a US subsidiary. GSA Schedules — the pre-negotiated contracts that federal agencies use for IT and professional services — are closed to businesses without a US registration.
State and local government contracting follows the same rule. A Delaware LLC or Texas S-corp with an Indian parent is eligible. A company registered only in India is not.
For corporate procurement, the rules vary by company. Many Fortune 500 supplier portals will register international vendors. But supplier diversity certifications — the programs that give you a preference or a dedicated pipeline — were built around US legal definitions of business ownership.
Certifications Available to India-Based Businesses
WEConnect International
WEConnect International is the clearest certification path for women-owned businesses operating outside the US. The organization certifies women-owned businesses in 130 countries, including India. WEConnect India has a local team and runs certification events in major cities.
The certification verifies that a business is at least 51% owned, managed, and controlled by one or more women. Certified companies get listed in the WEConnect International supplier database, which is used by corporate members including Boeing, ExxonMobil, Johnson & Johnson, Procter & Gamble, Walmart, and roughly 100 other multinationals.
WEConnect certification costs approximately $350-$500 USD per year for SMEs. The application requires proof of ownership (shareholder documents, incorporation papers), management control evidence, and financial statements. WEConnect India's office is in Delhi; they also run regional certification events in Mumbai, Bengaluru, and Chennai.
This is not a US government certification. It does not help with federal contracts. But for corporate supplier diversity pipelines — which represent $113+ billion in annual spend — it is the most direct credential available to India-based women-owned businesses.
NMSDC and MBE certification
The National Minority Supplier Development Council certifies US-based businesses that are at least 51% owned by US citizens or permanent residents who are members of an ethnic minority group. Indians and Indian-Americans qualify as a minority under NMSDC's definition.
The catch: the business must be incorporated and operating in the United States. An Indian-diaspora entrepreneur who has built a company in the US can pursue MBE certification through their regional NMSDC council. There are 23 regional councils covering every state.
A business registered only in India cannot get NMSDC certification. But if you have a US subsidiary or are considering forming one, MBE certification through NMSDC opens procurement pipelines at companies including Walmart, Ford, AT&T, and roughly 1,750 other corporate members.
NMSDC certification costs vary by council and company revenue, typically $400-$1,500 per year. The process involves a site visit and review of ownership documents.
No Equivalent for India-Based IT Firms
There is no US certification that gives a preference to India-based technology firms as a category. NASSCOM has relationships with some US companies, but NASSCOM membership is not a supplier diversity credential. It is a trade association membership.
If your business is India-based and not women-owned, the certification route does not apply. The path is direct business development: Ariba and Coupa registration, direct RFP response, and referrals from existing US clients.
Registering in US Corporate Supplier Portals
Most large US companies run procurement through one of three platforms: SAP Ariba, Coupa, or Jaggaer. Each accepts international vendors, though the process is slightly different.
SAP Ariba (Ariba Network): Create an account at supplier.ariba.com. You do not need a US entity to create a profile. The registration asks for your country of incorporation, tax ID from your home country, and banking details. Many Fortune 500 companies use Ariba as their sourcing platform; once you have a profile, individual companies can invite you to their procurement network or you can respond to sourcing events. The Ariba Network has approximately 4.6 million supplier profiles globally.
Coupa: Coupa operates a supplier portal at supplier.coupahost.com. Registration is free. Coupa requires a bank account and tax information consistent with your country of registration. Companies using Coupa for procurement include Walmart, Salesforce, and several large healthcare systems. Coupa's supplier network has over 10 million companies.
Jaggaer: Used heavily in manufacturing, pharmaceuticals, and defense. Jaggaer's supplier portal is at go.jaggaer.com/supplier-registration. The registration process is similar: free account, company profile, tax and banking information. Boeing, Pfizer, and Siemens use Jaggaer.
Registering in these portals does not guarantee procurement activity. What it does is make you discoverable when a US company runs an RFP in your category. Include your NAICS or UNSPSC commodity codes accurately — buyers search by code, and missing codes mean missing RFPs.
What US Companies Actually Buy from India
The categories where India-based SMEs have realistic access to US corporate procurement:
Software development and IT services — Staff augmentation, custom application development, QA testing, and managed services. US companies with large India operations often use India-based vendors for overflow or specialized work.
Finance and accounting outsourcing (FAO) — Accounts payable, accounts receivable, payroll processing, financial reporting. Major buyers include large law firms, private equity firms, and healthcare companies.
Legal process outsourcing (LPO) — Document review, contract analysis, patent research. Firms like Kroll, UnitedLex, and Integreon are US-based primes that subcontract to India-based LPO firms.
Engineering services — CAD/CAM, structural analysis, product design. Boeing and GE have major engineering procurement relationships with India-based firms.
Data analytics and AI/ML — Growing category. US tech companies and financial institutions are actively sourcing data labeling, model training, and analytics work.
NASSCOM's GCCP Program: NASSCOM runs a Global Company Come to India program that has a reverse component — connecting US buyers with India-based SMEs. Contact NASSCOM's international business development team at nasscom.in for current buyer-connection programs.
Practical First Steps
If your business is India-based and women-owned, start with WEConnect International. Go to weconnectinternational.org, find the India chapter, and apply for certification. Budget 60-90 days for the process.
If you are an Indian-diaspora entrepreneur with a US entity, contact your regional NMSDC council for MBE certification. Find your council at nmsdc.org/councils.
For portal registration regardless of certification status: create profiles on Ariba Network, Coupa supplier portal, and Jaggaer. Fill the profiles completely. Add every relevant commodity code. Upload your capability statement, client references, and any quality certifications (ISO 27001 is particularly valued for IT vendors).
For US federal work, the most direct path is forming a US subsidiary (typically a Delaware LLC or C-corp), registering in SAM.gov, and applying for a GSA Schedule in your service category. The process takes 4-9 months. US federal IT spend exceeds $100 billion annually, and GSA Schedule holders have a standing contract vehicle to sell through.
Direct outreach to US-based Indian-owned primes — companies like Mastech Holdings, CIBER, Hexaware US, or Mphasis US — is worth parallel pursuit. Many of these firms subcontract to India-based SMEs for overflow work and already have the compliance infrastructure in place.
The trade relationship is large enough that demand is not the constraint. The constraint is the procurement compliance layer: registrations, certifications, legal entity structure, and tax documentation. Work through those systematically, and you are competing on the same terms as any US vendor.
