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