Sow and Scale

Cha-Ly is the founder and CEO of UrbanMetry, a data analytics startup based in Malaysia focused on optimizing how cities and governments make decisions (Raised from Monk's Hill Ventures, 500 Global (Previously 500 Startups)). After multiple pivots—from a VR-based property marketplace to a consumer listing site—Cha-Ly discovered her niche in B2B data. Today, UrbanMetry holds one of the most comprehensive data sets for urban planning, property development, and lending decisions in Southeast Asia.In our conversation, we cover:• Why Cha-Ly believes entrepreneurs must be a little “mad” to survive• Early missteps in B2C and how she cut losses quickly• Building 50+ layers of urban data and tapping into massive enterprise deals• How motherhood prepared her for navigating startup chaos• Real frameworks for complex B2B sales (including Miller Heiman’s “New Strategic Selling”)• The four stages of data-based decision-making—and how governments often stall at stage one• Staying grounded through cold swims, sleep discipline, and a focus on real-world impactWatch elsewhere:• Youtube: https://youtu.be/7GSUR6Sk6uw• Apple Podcasts: https://podcasts.apple.com/us/podcast/reimagining-southeast-asias-cities-through-data-cha/id1781364637?i=1000690313646Where to connect with Chaly:• LinkedIn: https://www.linkedin.com/in/cha-ly-koh/• UrbanMetry website: https://www.urbanmetry.com/Where to find Eric:• WhatsApp group link: https://chat.whatsapp.com/CM0YQhhFZF0BfdtmAwTFKb• Substack: https://sowandscale.substack.com/00:00 The Madness of Entrepreneurship00:34 Introducing Cha-Ly and UrbanMetry01:14 The Entrepreneurial Journey Begins02:37 Challenges and Pivots in Business07:16 Building Urbanmetry's Data Empire10:34 Navigating Southeast Asian Markets16:06 From B2C to B2B: A Strategic Shift25:37 Scaling and Solving Real-World Problems41:53 Navigating Early Challenges and Founding Values43:03 Trust and Difficult Conversations45:20 Solo Foundership and Team Dynamics49:39 Scaling Urbanmetry with Venture Funding52:28 Innovations in Urban Planning and Data Science01:00:16 Sales Strategies and Client Management01:03:12 Technological Investments and Decision Making01:11:43 Reflections on Entrepreneurship and Parenthood

Rishab Patwari is the CEO and co-founder of Hivebotics, a Singapore-based robotics startup that has secured over 1,000 LOIs worth an estimated USD$70 million with USD$500K in pre-orders for their autonomous toilet-cleaning robots—revolutionizing the commercial cleaning industry. Listen on the go:- Youtube: https://youtu.be/TC_8ikxPtds - Spotify: https://open.spotify.com/episode/73OY2tusErrnZEbwCvUP5d?si=p3P4rpoZS5-DNIMsMXAEaQ- Apple Podcasts: https://podcasts.apple.com/us/podcast/usd%2470m-committed-before-launch-a-guide-to-robotics/id1781364637?i=1000684575100In our conversation, we dive into:🤖 The large opportunity of robotics and how Rishab found product-market fit🤖 Securing LOIs and funding—why early validation is crucial for hardware startups🤖 Building teams and advisors—when to hire, when to outsource, and how to manage them🤖 Navigating Singapore’s tough hardware startup ecosystem—the real costs, challenges, and pivots🤖 Achieving PMF in robotics—why functional demos, iteration, and customer feedback matter🤖 Cash management, debt, and grants—balancing survival versus growth🤖 Personal growth and founder mindset—staying resilient amid daily “failures” and rejections🤖 Much more!Connect deeper:Substack: https://sowandscale.substack.com/WhatsApp Community: https://chat.whatsapp.com/CM0YQhhFZF0BfdtmAwTFKbEric on LinkedIn: https://www.linkedin.com/in/erictisme/Rishab on Linkedin: https://www.linkedin.com/in/rishab-patwari/Hivebotics: https://hivebotics.tech/Quick Fire RoundBooks:- Start with Why by Simon Sinek – https://www.goodreads.com/book/show/7108725-start-with-why- Never Split the Difference by Chris Voss – https://www.goodreads.com/book/show/26156469-never-split-the-difference- Culture Map by Erin Meyer – https://www.goodreads.com/book/show/22085568-the-culture-mapMovie:The Founder (2016) – https://www.imdb.com/title/tt4276820/

Sharon Lim is the Chairwoman (and former CEO) of Browzwear, a global 3D fashion technology company with 180 employees spread across APAC, the US, Europe, and the Middle East. Under her leadership, Browzwear has generated tens of millions in revenue, driven by a unique focus on “pulse” metrics and a culture of rest. Sharon has also founded a venture-building arm—investing in ESG businesses and pioneering AI innovation through Fashion AI Hub. In our conversation, we discuss:How she pivoted from B2C to B2B (and from near-bankruptcy to sustainability)Why she champions “pulse” metrics over revenue (and what that actually looks like)The importance of rest in a venture-backed, fast-scaling environmentHow Sharon embraces failure as part of personal and business growthHer approach to building a strong leadership team and handing over the reinsLessons learned on enterprise sales, open ecosystems, and sustainable growthMuch more!Subscribe to my Substack: https://sowandscale.substack.com/Join the community on WhatsApp: https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqblBveTdnYk8xZ0dEV2d5TmxUMnN6LS12SW9VQXxBQ3Jtc0trd3pkWG5kdzFwS1Z0OWZUYm1HRUJqWVFac0RJaF9nTTFGYXBmWHFmaHdmOXZLajZIcVUtZmNwbVN6UV9qQ1p0ei1uM0F5bDRyNTBzNEpZaEZ3a1lTYTRqcGN5aTlQVFo3eUQ0X0pHMWxkQk1iSUdQSQ&q=https%3A%2F%2Fchat.whatsapp.com%2FCM0YQhhFZF0BfdtmAwTFKb&v=k2sBlu_v8pQEric on LinkedIn: https://www.linkedin.com/in/erictisme/Sharon on LinkedIn: https://www.linkedin.com/in/sharonlimyp/Quick fire round: Books:1. How will you measure your life by Clayton M. Christensen: https://www.goodreads.com/book/show/13425570-how-will-you-measure-your-life2. The Board and the CEO by Peter Greer: https://www.goodreads.com/book/show/35946208-the-board-and-the-ceo3. Bible: https://www.goodreads.com/book/show/5883777-the-holy-bibleMovie:https://www.imdb.com/title/tt2872518/Listen on:Youtube: https://youtu.be/ILkenL_AS1ASpotify: https://open.spotify.com/episode/3wE8800oYIEnxlIqlnBSZs?si=he2Mxkp5Ske7_zeeGQsbGgApple Podcasts: https://podcasts.apple.com/us/podcast/how-failure-and-rest-built-an-8-figure-3d/id1781364637?i=1000682725275

Joel is the Cofounder and CEO of Protos Labs, Southeast Asia’s cyber-insurance and risk management startup. This is an episode on resilience, innovation, and faith, as he scaled Protos Labs from an idea to a Pre-Series A $3M-funded company in one of the region’s complex industries. In this episode, Joel shares how he:- Navigated having only $5,000 in the bank while raising $3M to scale- Quit his job based on faith to start companies when he had the most commitments in his life- Built a proprietary cybersecurity framework inspired by a dream- Combined faith and business to make business decisions- Crafted a thriving company culture and won the NTUC Most Progressive Employer Award- Positioned Protos Labs as a leader in Asia's growing cyber-insurance marketJoin the community on Whatsapp: https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqblBveTdnYk8xZ0dEV2d5TmxUMnN6LS12SW9VQXxBQ3Jtc0trd3pkWG5kdzFwS1Z0OWZUYm1HRUJqWVFac0RJaF9nTTFGYXBmWHFmaHdmOXZLajZIcVUtZmNwbVN6UV9qQ1p0ei1uM0F5bDRyNTBzNEpZaEZ3a1lTYTRqcGN5aTlQVFo3eUQ0X0pHMWxkQk1iSUdQSQ&q=https%3A%2F%2Fchat.whatsapp.com%2FCM0YQhhFZF0BfdtmAwTFKb&v=k2sBlu_v8pQFollow Joel on Linkedin: https://www.linkedin.com/in/joel-l-8b390249/?originalSubdomain=sgProtos Labs: https://www.protoslabs.sg/Connect on Linkedin: https://www.linkedin.com/in/erictisme/Shownotes:21 Laws of Leadership by John C Maxwell: https://www.goodreads.com/book/show/815716.The_21_Irrefutable_Laws_of_Leadership00:00 Introduction and Guest Background02:10 Joel's Entrepreneurial Journey before startups03:11 Deep Dive into Cybersecurity05:35 Protos Labs: Mission and Growth07:29 Origins of Protos 24:47 Hearing God's Call in Life25:20 Building a Founding Team for Protos26:52 Is the hate for strategy consultants warranted?37:25 Creating a Positive Company Culture43:50 Scaling Up and Fundraising Insights48:00 Early Challenges and Government Contracts49:46 Financial Struggles and Miraculous Funding58:25 Balancing Faith and Wealth in Business01:07:35 Christian Entrepreneurship and Success01:14:26 YC's Request For Startup on Fintechs - Beginners' Mindset vs Experience in Cybersecurity01:16:14 Innovative Approaches to Scaling and Productizing01:17:37 Which threat is bigger - global or local competitors?01:25:02 Balancing Personal and Professional Life01:36:49 Reflections and Rapid Fire Round01:42:06 Rapid fire round

Larry is the Founder and CEO of SoTravel, Singapore's social travel app. In this episode, he shares how he:👉 Turned his side hustle into a full-time venture after getting fired👉 Built multiple failed apps before discovering the 'right' way to build👉 Executing ideas and features from first-principles 👉 Validated Sotravel and continuously experiments with new features 👉 Leverages AI and tech to build a $3 million company with just 10 people👉 Created a thriving travel community of fansWatch with video on Youtube: https://youtu.be/XXln2Jeh4NYJoin the community on Whatsapp: https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqblBveTdnYk8xZ0dEV2d5TmxUMnN6LS12SW9VQXxBQ3Jtc0trd3pkWG5kdzFwS1Z0OWZUYm1HRUJqWVFac0RJaF9nTTFGYXBmWHFmaHdmOXZLajZIcVUtZmNwbVN6UV9qQ1p0ei1uM0F5bDRyNTBzNEpZaEZ3a1lTYTRqcGN5aTlQVFo3eUQ0X0pHMWxkQk1iSUdQSQ&q=https%3A%2F%2Fchat.whatsapp.com%2FCM0YQhhFZF0BfdtmAwTFKb&v=k2sBlu_v8pQ Follow Larry on Linkedin: https://www.linkedin.com/in/larrysotravel/?originalSubdomain=sg  Check out SoTravel: https://sotravel.me/Follow me on Linkedin: https://www.linkedin.com/in/erictisme/Shownotes:Tarpit idea: https://www.ycombinator.com/library/Ij-tarpit-ideas-what-are-tarpit-ideas-how-to-avoid-themBook recommendations:Get Together: https://www.goodreads.com/book/show/49766350-get-togetherLee Kuan Yew: https://www.goodreads.com/book/show/10379147-lee-kuan-yew Nassim Taleb: https://www.goodreads.com/book/show/242472.The_Black_Swan 

In this episode of the Sow and Scale and Scale podcast, Eric Tan converses with Junxian, the co-founder and CPO of Goodwill, 5x startup launcher, exploring his journey from launching multiple startups to exiting and scaling businesses. They discuss critical lessons in fundraising, surviving financial crises, aligning personal values with entrepreneurial ventures, and the importance of balancing work responsibilities with family life and faith. Follow Junxian's Linkedin: https://www.linkedin.com/in/leejunxian/Join the community on Whatsapp: https://chat.whatsapp.com/CM0YQhhFZF0BfdtmAwTFKbFollow me on Linkedin: https://www.linkedin.com/in/erictisme/Watch interview on Youtube: https://youtu.be/k2sBlu_v8pQShownotes:12 Angry Men: https://www.imdb.com/title/tt0050083/Detective Conan: https://en.wikipedia.org/wiki/Case_ClosedProduct Market Fit: https://www.ycombinator.com/library/5z-the-real-product-market-fit