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 impact

Watch elsewhere:
• Youtube: https://youtu.be/7GSUR6Sk6uw

• Apple Podcasts: https://podcasts.apple.com/us/podcast/reimagining-southeast-asias-cities-through-data-cha/id1781364637?i=1000690313646

Where 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 Entrepreneurship
00:34 Introducing Cha-Ly and UrbanMetry
01:14 The Entrepreneurial Journey Begins
02:37 Challenges and Pivots in Business
07:16 Building Urbanmetry's Data Empire
10:34 Navigating Southeast Asian Markets
16:06 From B2C to B2B: A Strategic Shift
25:37 Scaling and Solving Real-World Problems
41:53 Navigating Early Challenges and Founding Values
43:03 Trust and Difficult Conversations
45:20 Solo Foundership and Team Dynamics
49:39 Scaling Urbanmetry with Venture Funding
52:28 Innovations in Urban Planning and Data Science
01:00:16 Sales Strategies and Client Management
01:03:12 Technological Investments and Decision Making
01:11:43 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=1000684575100

In 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/CM0YQhhFZF0BfdtmAwTFKb
Eric on LinkedIn: https://www.linkedin.com/in/erictisme/
Rishab on Linkedin: https://www.linkedin.com/in/rishab-patwari/
Hivebotics: https://hivebotics.tech/

Quick Fire Round

Books:
- 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-map

Movie:
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 environment
• How Sharon embraces failure as part of personal and business growth
• Her approach to building a strong leadership team and handing over the reins
• Lessons learned on enterprise sales, open ecosystems, and sustainable growth
• Much 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_v8pQ
Eric 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-life
2. The Board and the CEO by Peter Greer: https://www.goodreads.com/book/show/35946208-the-board-and-the-ceo
3. Bible: https://www.goodreads.com/book/show/5883777-the-holy-bible

Movie:
https://www.imdb.com/title/tt2872518/

Listen on:

• Youtube: https://youtu.be/ILkenL_AS1A
• Spotify: https://open.spotify.com/episode/3wE8800oYIEnxlIqlnBSZs?si=he2Mxkp5Ske7_zeeGQsbGg
• Apple Podcasts: https://podcasts.apple.com/us/podcast/how-failure-and-rest-built-an-8-figure-3d/id1781364637?i=1000682725275