Category: Entrepreneurship

If They Don’t Trust You, They’ll Never Buy From You

Why Trust is the Real Product You’re Selling (and How Marketing Builds I

Let’s cut straight to it.

You could have the best solution on the planet. The smartest AI. The most beautiful dashboard. A deal they’d be crazy to ignore.

But if they don’t trust you?

Game over.

That’s the truth most salespeople and founders don’t want to hear. You don’t lose sales because your product lacks features. You lose because your buyer doesn’t feel safe saying “yes.”

Let that sink in.

You’re Not Selling a Product — You’re Selling Trust

Every time someone signs on the dotted line, they’re taking a leap of faith. Into the unknown. Into the hands of your promises.

And that leap?

It only happens when trust is strong.

If you’re struggling to close deals, here’s your wake-up call — it might not be your price. It’s your credibility.

So how do you fix it?

Let’s start by understanding how trust works across the entire sales cycle.

1. Trust Speeds Everything Up

Without trust, every step in your sales process feels like a slow crawl. Every email takes longer to reply to. Every objection drags on. Every meeting ends with “We’ll think about it.”

But with trust?

Things move fast.

Buyers stop nitpicking. They start nodding. They say “yes” before you finish the pitch. Why? Because they’re not just buying what you do — they’re buying who you are.

You’re not just another vendor anymore. You’re the one they believe in.

2. Trust Makes You the Safe Bet

Let’s be real — nobody understands your tech as much as you do. Most buyers don’t get how your backend system works or what your AI algorithm is doing behind the scenes.

They’re not buying your code. They’re buying confidence.

“I don’t fully get what this does… but I trust you’ll make it work for us.”

That right there? That’s the golden ticket.

If you can be the trusted guide — the one who explains things clearly, sets real expectations, and never overpromises — you become the safest decision they’ve ever made.

3. Trust Wins the Long Game

Deals don’t end at the sale.

What happens after is what builds your reputation.

When things go sideways — and they will — your response matters more than your roadmap. When customers trust you, they stay even when things get tough. They refer others. They become evangelists.

And that kind of loyalty?

It’s not bought with discounts. It’s earned with integrity.

So, Where Does Trust Begin?

It doesn’t start in the pitch deck.

It starts way earlier — with your marketing.

Yes, marketing builds trust before sales even says hello.

Here’s how.

4. Marketing Sets the Tone Before You Even Enter the Room

Think about the last time you Googled a company. What made you stay? A clean website? Great reviews? A few helpful blogs?

Or did you bounce the second you saw a clunky layout and an outdated logo?

Exactly.

Your prospects are doing the same.

Marketing is your first handshake — your first “hello.” And it better say:
“We know what we’re doing. We’ve done this before. You’re in good hands.”

That’s not just branding. That’s trust-building.

5. Content Builds Trust at Scale

You don’t need to be everywhere. But you do need to show up where it counts.

Every blog post. Every case study. Every video tutorial. Every helpful LinkedIn post.

They all add bricks to your trust wall.

Even if someone’s not ready to buy today, they’re watching. And when the time comes? They’ll remember you as the one who actually cared to educate them, not just sell to them.

6. Your Personal Brand is a Trust Magnet

People don’t trust logos.

They trust people.

You showing up as a thought leader — on LinkedIn, podcasts, panels — makes all the difference. Share your journey. Your failures. Your honest thoughts about the industry.

Don’t try to be a polished robot.

Be human.

When you do, people will say:
“I don’t just want the product — I want to work with YOU.”

That’s when you’ve won.

7. Great Marketing Shows, Not Tells

Stop saying, “We care about our customers.”

Start proving it.

Give value before you ask for anything:

  • Share insights your competitors gate behind forms
  • Run webinars that teach, not just pitch
  • Respond to DMs with care and speed
  • Celebrate your customers’ success more than your own

Because when your marketing is rooted in generosity, trust becomes your default currency.

Sales and Marketing: One Team, One Mission

If your sales team is hustling but the leads are cold, there’s a disconnect.

Marketing should be paving the road before sales even shows up.

That means:

  • Sharing real customer success stories
  • Addressing objections through blog posts and videos
  • Keeping your message consistent across every touchpoint
  • Making sure your promises match your delivery

When both teams work together to build trust, magic happens.

Your Competitive Advantage? Trust.

At the end of the day, buyers will always ask themselves:

“Can I trust this person with my time, money, and reputation?”

If the answer’s no — they walk.

If the answer’s yes — they buy.

So don’t just optimise your sales funnel.
Don’t just build a smarter chatbot or a flashier website.

Build trust.

And do it in every word you say, every promise you make, every story you share.

Because trust isn’t just part of the sales cycle.

It is the sales cycle.

Now go earn it.

They’re Not Ignoring You—They’re Just Still Marinating

Business opportunities are like cooking shows—you never know what’s really happening behind the kitchen door until the dish suddenly lands in front of you.

Let me tell you something I’ve learned (usually after almost giving up):

Just because it’s quiet… doesn’t mean nothing’s happening.
Sometimes the silence is just the oven preheating.

Here’s how I see it:

One day, someone stumbles upon your product, your service, your pitch, your random LinkedIn post.
They don’t like, they don’t comment.
They ghost harder than your old college crush.

“That’s it, they’re not interested,” you sigh, already rehearsing your exit from entrepreneurship.

But while you’re busy spiralling into self-doubt…
They’re at home flipping through your recipe book.

They’re thinking,
“Hmmm… this looks interesting.”
Next thing you know, they’re buying ingredients. Comparing brands. Budgeting. Pitching it to their boss.

You? Still in the dark.

Meanwhile, they’re chopping onions and prepping the sambal.

Some cooks fast—like those who use instant noodles.
Others are slow burners—like Grandma’s rendang, which simmers for 8 hours and is only served during Raya.

But then, one random Tuesday, BOOM—a message drops:

“Hey! Been following you for a while. Can we talk?”

Suddenly, the dish is plated. The napkin is folded. The cutlery’s set.
And you didn’t even know you were the main course.

It’s happened to me more than I can count.

Pitch sent.
Crickets.
Six months later:
“Hi Dr. Mazlan, we’re finally ready to proceed.”

Ready?! I thought you forgot I existed!

Nope.
They were just slow-cooking the opportunity in a pressure cooker of approvals, budgets, and internal drama.

Here’s the lesson I remind myself (and now, you):

  • Opportunities are always cooking.
  • Some are frying, some are baking, some are even marinating overnight.
  • But just because you don’t hear the sizzle doesn’t mean the stove’s off.

So keep showing up. Keep posting. Keep refining your menu.
Because someone, somewhere, might just be in aisle 3 of Tesco, looking for the last ingredient before they call you.

And when they do?

Smile.
Welcome them to your table.

Dinner is served.

Why Writing in a Storytelling Manner Resonates with Most People: A Personal Reflection

Have you ever noticed how your eyes light up and your ears perk when someone begins a sentence with, “Let me tell you a story…”? I’ve seen this countless times — in conferences, casual chats over coffee, and even in my blog’s comment section. There’s something magical about stories. And over the years, I’ve discovered that writing in a storytelling manner doesn’t just make my articles more enjoyable to write — it makes them more impactful, relatable, and memorable to readers.

But why? I asked myself this question many times, especially when I first started blogging. I thought, Isn’t it enough to just present the facts? Why bother weaving them into stories? What I’ve learned might surprise you — and it might just change the way you approach your own writing.

Let me share my journey with you.

The Human Brain is Wired for Stories

I remember reading somewhere that long before we had books, slides, or YouTube videos, we had storytellers sitting around fires. Storytelling wasn’t a hobby; it was a way to pass down knowledge, warn about dangers, and preserve culture. It’s deeply embedded in us.

When I began writing technical articles — especially about IoT, smart cities, or AI — I noticed that readers often skimmed through data-heavy sections. But when I shared a personal anecdote, like the time our prototype failed during a big demo, and how we scrambled to fix it before the client noticed, people paid attention. They messaged me. They shared the post.

Ah, I thought, it’s not the technology that draws them in. It’s the people behind the technology. It’s the struggle, the triumph, the humor, the heart.

Stories give context. Facts tell you what’s happening, but stories help you feel why it matters.

People Remember Feelings, Not Just Facts

I can’t count how many times I’ve given talks where I presented both data and a simple story. Months later, people would come up to me and say, “I still remember that story you told about building Favoriot in your small apartment!” But they rarely remembered the numbers or charts.

Why? Because stories tap into emotion. And emotion is the glue that helps information stick in our minds.

When you tell a story about a challenge you overcame, or a moment that changed your perspective, people see themselves in it. They feel the fear, the hope, the relief. And when they feel, they remember.

I often picture writing like planting seeds. If you scatter plain facts, they might sprout here and there. But if you wrap those facts in a story, it’s like planting seeds in rich, fertile soil — they’re far more likely to grow in the reader’s mind.

Storytelling Builds Trust and Connection

Okay Mazlan, I asked myself one day, why do I enjoy reading certain writers more than others? The answer came quickly: I feel like I know them.

When we write in a storytelling manner, we let readers into our world. We share a piece of ourselves — our doubts, our failures, our little victories. It humanizes us. And in this noisy digital world, where everyone is trying to shout louder, what people crave most is authenticity.

I’ve noticed that when I tell stories — whether about my early days juggling work and family, or about navigating the uncertain waters of startup life — readers open up too. They share their own stories in return. Suddenly, it’s not just a one-way broadcast. It’s a conversation.

Isn’t that what we really want? To connect, to feel heard, to know we’re not alone?

Stories Make Complex Ideas Simple

One of the biggest challenges I face in writing about IoT or AI is explaining complex ideas in ways that people can understand. I could talk about protocols, sensors, cloud architecture… or I could say:

“Imagine you’re a farmer with a chili plantation. You wake up, check your phone, and see that your soil sensors say the land’s too dry. Before the sun’s up, you’ve turned on the irrigation — no guesswork, no wasted water.”

Which one would you rather read?

Stories create mental pictures. And mental pictures help us grasp ideas faster and deeper. Whenever I see a puzzled face in the audience during a talk, I know it’s time to switch from facts to story mode. And almost always, I see that Aha! moment light up their eyes.

Storytelling Gives Your Writing Rhythm

I’ve read many articles that feel like chewing on dry crackers — all facts, no flavor. But storytelling adds rhythm. You can slow down at the emotional parts, speed up during the action, pause for effect, or even surprise your reader with an unexpected twist.

When I write, I sometimes imagine I’m telling the story aloud — like I’m sitting with a friend at a kopitiam, sipping teh tarik. Would I really say it like this? Or would I add a little humor, a dramatic pause, a knowing smile?

This rhythm keeps readers hooked. They want to know what happens next.

But What If I’m Not a “Natural” Storyteller?

I used to think that too. Mazlan, you’re an engineer, not a novelist! I’d tell myself. But storytelling isn’t about fancy language or perfect plots. It’s about honesty. It’s about sharing what you saw, what you felt, what you learned.

Start small. Instead of just stating, “Our project was delayed by two weeks,” tell what happened: “We thought we had it all figured out, until the sensor shipments got stuck at the port. I remember standing in the warehouse, staring at the empty shelves, wondering how I’d explain this to the client.”

See? Same fact — but now it’s alive.

My Final Reflection: Stories Are What Make Us Human

In my journey as a writer, technologist, and entrepreneur, I’ve come to see storytelling as not just a tool, but a responsibility. If I can make my readers feel, imagine, and connect — even for a few minutes — then I’ve done more than just write. I’ve reached across the digital void and touched a fellow human.

So, the next time you write — whether it’s a blog, an email, or even a product description — pause and ask yourself: What’s the story here?

Because in the end, we don’t just read to gather facts. We read to find ourselves in someone else’s tale. And that, my friend, is the power of writing in a storytelling manner.

I thought to myself as I finished this piece, “If even one reader smiles, nods, or feels inspired to tell their own story, then this was worth writing.”

Let’s keep telling stories — the world needs them more than ever.

We’re Not Just a Startup Anymore

Sometimes, people still introduce us like this:

“Oh, Favoriot? That IoT startup from Malaysia, right?”

And I pause for a second.

Yes, we were.

But are we still?

Let me rewind a bit.

Back in 2017, when we launched Favoriot, it was exactly that — a startup.

A handful of us.

One platform.

A dream to make IoT more accessible, especially for Southeast Asia.

Everything was lean, experimental, unpredictable.

Sometimes the server was more fragile than our optimism.

We pitched, we demoed, we chased leads — and celebrated every small win like it was a moon landing.

But today?

We’re in a different phase.

What Changed?

We’ve got paying customers.

Real ones.

Not just POCs or demos — but full deployments across smart cities, smart agriculture, education, and industry.

We’ve entered partnerships in Indonesia, the Philippines, Canada, India — and we’re not stopping there.

Our platform?

It’s no longer a prototype we hope works when someone opens their laptop.

It’s stable, scalable, and trusted by universities, enterprises, and city councils.

We even built Favoriot Academy — an education arm training hundreds (soon, thousands) of IoT-ready talents.

So, here’s the honest question I asked myself:

“Are we still a startup if we’re already delivering impact at scale?”

What We’ve Outgrown

The “startup” label carries a certain image.

You’re small. You’re scrappy. You’re still figuring things out.

But some things at Favoriot are no longer up for debate:

We know what we do best. We know who we serve. We know what pain points we solve.

We’re not constantly pivoting.

We’re focused on scaling what already works.

What We Still Keep

That said — we haven’t gone corporate.

We’re still fast.

We’re still experimenting.

We still believe in bold ideas and building things that matter.

We don’t have a long chain of decision-making.

You’ll still find me answering messages at odd hours, jumping into customer calls, and reviewing platform feedback with the team.

And we still have that fire — the same one we had when we first started.

So maybe we’re not a startup anymore…

But we’re not slowing down either.

So What Are We Now?

Some call this stage a scale-up.

Some say we’re an emerging tech company.

Others might call us a maturing platform player.

Me?

I say we’re still building.

Still growing.

Still proving that a Malaysian-born IoT platform can stand tall — and go global.

If you’re looking to partner with a company that’s lean enough to care but strong enough to deliver — we might be the right fit.

Not a startup.

Not a giant.

Just real people building real tech — one IoT solution at a time.

Let’s build the future together.

What Is the Legacy You Want to Leave Behind?

“Mazlan, if one day you’re gone… what do you want people to remember you for?”

That question hit me harder than I expected.

Not because I didn’t have an answer — but because I never sat down to ask myself that question. Not seriously. Not honestly.

I’ve chased titles. Built startups. Stood on stages. Collected lanyards from conferences like souvenirs from a battlefield. But when the applause fades, the lights dim, and the LinkedIn likes stop rolling in… what remains?

That’s where the legacy lies.

Legacy Isn’t a Resume. It’s a Ripple.

Most people think legacy is about achievements — the things we list proudly on our CVs, or etch on tombstones.

“Inventor of X.”

“CEO of Y.”

“First person to Z.”

But that’s not legacy. That’s history.

Legacy is the echo. The ripple. The silent change you trigger in someone else’s life — often without even knowing.

For me, legacy isn’t the IoT platform I built. It’s the student who emailed me last week saying, “Dr. Mazlan, because of your workshop, I now believe I can create something valuable.”

That.

That right there — is the real legacy.

You Don’t Have to Be Famous to Leave a Legacy

There’s this myth that legacy is reserved for the Elons, Steves, or Obamas of the world.

Nonsense.

Your legacy could be the way you raise your children to be kind in a world that often isn’t.

It could be the junior colleague you mentored, who now leads a team of 20.

It could be the way you made people feel seen, heard, respected.

The problem is, most people live on autopilot. Wake up. Work. Sleep. Repeat.

“I’ll think about legacy when I retire,” they say.

But legacy isn’t built when you’re 65. It’s built today. With every decision. Every interaction. Every “I believe in you” when someone needed to hear it most.

My Legacy? Favoriot Was Just the Beginning

I didn’t build FAVORIOT because I wanted to be known as the “IoT guy.”

I built it because I saw a future where Malaysia — and other developing nations — could own their digital destiny. Where our innovations weren’t just consumers of Western tech, but creators of solutions.

I wanted a child in Kelantan to learn IoT in their school lab… and dream of solving real problems, not just passing exams.

I wanted local councils to embrace smart cities not because it’s trendy — but because it reduces flooding, saves energy, and improves lives.

And yes — I wanted retirees like me to know it’s never too late to start your final and most meaningful career.

FAVORIOT, to me, was the vehicle. The platform. The megaphone.

But the legacy?

That’s the mindset shift. The empowerment. The belief that we — Malaysians, Southeast Asians, anyone in the so-called “developing” world — can innovate for our own and not just import from others.

What Will You Leave Behind?

If your name disappeared from your company website tomorrow, would the company feel your absence?

If social media vanished, would your voice still resonate somewhere?

If your children, students, friends, or community were asked, “What did this person stand for?” — would they know?

And if you don’t like the answer… maybe it’s time to change the story.

The 3-Legged Stool of Legacy: Impact, Influence, Intention

Here’s how I think about it now:

Impact – What tangible changes have I made? Did I build something useful? Did I fix something broken? Influence – Who have I inspired? Encouraged? Mentored? Intention – Why did I do it? Was it for ego… or for evolution?

You don’t need to tick all three boxes every day. But over a lifetime? They should start to align.

Final Thoughts (But Not the Final Chapter)

When I’m gone, I don’t want people to remember my job titles. I don’t need statues or awards.

I just want someone, somewhere — maybe a young engineer, maybe an entrepreneur on the edge of quitting — to say:

“Because of what he shared, I kept going.”

“Because of what he built, I believed it was possible.”

“Because of how he lived, I dared to do the same.”

That’s enough.

So, I’ll ask you now what I finally asked myself:

What legacy do you want to leave behind?

And more importantly…

Are you building it today?

FAVORIOT’s Journey: Scaling IoT Locally, Shaping Digital Futures Globally

Based on FAVORIOT’s current trajectory, I would position us between the Growth Stage and the Future Stage — with a strong foot still in Growth, but steadily stepping into Future. Let me explain why.

Growth Stage: Where FAVORIOT is firmly rooted

FAVORIOT has already moved past the early Forge Stage — we’ve done the startup showcases, the live pitches, and the “who are you?” introductions. Those were our days in 2017–2019. Back then, we were explaining IoT to people who thought it was just about “smart home gadgets.” We had to educate, advocate, and validate — just to be seen.

Now?

We’re not just being seen — we’re being chosen.

Here’s how FAVORIOT aligns with the Growth Stage characteristics:

  • Fundraising and sustainability: We’ve bootstrapped from day one and survived the startup valley of death. We’re revenue-generating with paying clients in multiple verticals — education, government, smart city integrators.
  • Regional expansion: With partners in Indonesia, Philippines, Canada, and now India, our FAVORIOT Partner Network Program is not theory — it’s in motion. We’re onboarding system integrators who are deploying our platform in their local ecosystems.
  • Scaling education + enterprise: Our university certification programs, IoT labs, and integration-ready platform are helping us scale vertically into academia and horizontally across industries like agriculture, energy, and logistics.
  • Talent and branding: We’re building a real brand — not just a tech stack. From “IoT Man” and “IoT Queen” to our Sembang Santai podcasts and viral blog posts, we’re cultivating a community around a movement, not just a product.

“Okay, so we’re scaling. But are we ‘Future’ enough?”

That’s where the next chapter begins.

Future Stage: Where FAVORIOT is heading (and partially already there)

We’re not merely riding the current wave — we’re looking at what’s next, and in some cases, already building it.

How FAVORIOT aligns with the Future Stage:

  • AI + IoT (AIoT): We’re deeply embedded in conversations about how IoT-generated data powers AI. This isn’t hypothetical. Our clients are integrating analytics, predictive maintenance, and automation using the data we provide.
  • Digital Twin integration: With our new partnership with Future Elements Singapore, we’re pushing FAVORIOT data into 3D Digital Twins to visualize smart cities in real-time. That’s not tomorrow — that’s now.
  • Tech sovereignty: We’re part of the conversation around Malaysia’s digital independence. We’re advocating for national platforms, local data centers, and homegrown solutions to reduce reliance on foreign tech giants.
  • Smart Cities, Sustainable IoT: We’re not just talking devices — we’re talking ecosystem impact. Our collaborations with universities, local councils, and national bodies focus on sustainability, circular economy, and climate resilience powered by IoT.

So, where exactly is FAVORIOT?

Let’s visualise it like this:

We are bridging Growth and Future — like a startup that’s still scrappy, but also visionary. We’re refining our product, growing our partner network, pushing into AIoT, and influencing national digital policy.

“We’re not just building an IoT platform anymore… we’re shaping what Malaysia’s digital future could look like.”

And that’s a stage I’m proud to stand on.

Are You a Leader or a Follower?

“Am I leading… or am I simply following someone else’s shadow?”

That question haunted me for years. I asked myself while sipping coffee in my quiet study room, flipping through my old journals filled with to-do lists, dreams, and scribbled frustrations. Sometimes, those scribbles sounded more like cries for clarity than plans for action.

We often throw around the terms “leader” and “follower” like they are binary opposites—as if you’re either born to lead or destined to follow. But life, as I’ve discovered, is more complex. Let’s unpack that.

What Does It Really Mean to Lead?

Most people equate leadership with titles.

“He’s the CEO, so he must be a leader.”

“She’s the manager—of course she’s leading the team.”

But I’ve seen leaders without titles, and I’ve seen those with titles who couldn’t lead a group of five to a lunch spot. Leadership, to me, is the act of stepping forward when others hesitate. It’s about clarity when confusion reigns. It’s about conviction when options are many.

Let me take you back to the early days of FAVORIOT. It was a time when IoT wasn’t mainstream, when investors looked at us like we were trying to sell flying carpets. There was no path—only uncertainty.

That was the moment I had to lead.

Not because I wanted to boss anyone around. Not because I had all the answers. But because if I didn’t believe in the vision of building an IoT platform from Malaysia, then who would?

“Mazlan, are you sure people will use this?”

“Why not just resell existing solutions?”

These were the voices I heard. From peers, advisors… sometimes, even from inside my own head.

But leaders are the ones who choose to believe—despite the noise.

The Follower Within Us

Now here’s the uncomfortable truth…

We’re all followers at times.

Even I—a self-declared “IoT Man”—have followed trends, people, mentors. Sometimes blindly. Sometimes wisely.

I remember early in my career, during my days at MIMOS, I used to wait for someone to say, “Mazlan, go ahead. You’re in charge.” And when I didn’t hear it? I stayed put. I followed.

Was I scared? Yes. Of judgment. Of failing publicly. Of stepping on the toes of more “senior” people.

“Just keep your head down and do good work. They’ll notice.”

But here’s the hard lesson: doing good work is not the same as making things happen.

A follower waits. A leader initiates.

Leadership Is a Decision, Not a Designation

People often ask me,

“Dr. Mazlan, how do I become a leader in my field?”

And I say:

You decide.

You decide to stop waiting for permission.

You decide to speak up when it’s uncomfortable.

You decide to take responsibility—even when it’s not your fault.

Leadership isn’t a switch that flips on when you’re promoted. It’s a mindset. A posture. A muscle you build every time you act with intention.

One of the most defining moments in my journey was when we pitched FAVORIOT to our very first potential client. We had nothing fancy—just slides, vision, and raw belief.

And I saw the skepticism in their eyes.

But I kept talking. I led the conversation, the energy, and eventually—the trust.

But What If You’re Meant to Be a Follower?

There’s this strange stigma around being a follower, as if it’s somehow lesser. I disagree.

Some of the best people I’ve worked with are incredible followers. They are the engine room of any successful mission. They execute with excellence, support with heart, and think with clarity.

But here’s the nuance: they’re not passive followers. They’re intentional ones.

They choose to follow because they believe in the mission, the leader, and the purpose. That’s very different from following because you’re afraid to lead.

“Is it okay to just be a follower?”

Absolutely. But don’t be a follower because you’re afraid. Be one because you’re aligned.

Are You in the Driver’s Seat or the Passenger?

Let’s pause.

Look at your current project.

Your current role.

Your daily routines.

Who’s steering?

Are you choosing your direction? Or are you being pulled by someone else’s map?

It’s okay to be a passenger… sometimes. But not your whole life.

How to Know Which One You Are Right Now

Here’s a quick reflection I use:

Do I initiate or wait for instructions? Leaders initiate. Followers wait. Simple litmus test.

Do I take responsibility or assign blame? Leaders say, “Let’s fix this.” Followers say, “It’s not my fault.”

Do I create opportunities or react to them? Leaders build. Followers consume.

You might be a leader in your side hustle but a follower in your main job. That’s fine. But know the difference. And more importantly, know why.

Leading Isn’t About Being Loud

Many people think you need to be charismatic, extroverted, or visionary to lead.

False.

Some of the best leaders I’ve seen are quiet. Observant. Calculated. But when they speak, people listen. Not because they shout, but because they’ve earned credibility through consistent action.

My Journey From Follower to Leader (And Back Again)

Over my 30+ years in this tech world—from academia to government, from corporate to startup—I’ve worn both hats.

Some days, I follow trends. I listen to my team. I take advice.

Other days, I break away from the norm and say, “This is the new direction.”

That’s leadership.

But it doesn’t mean I’ve stopped being a follower. It means I choose when to lead and when to follow—consciously.

The Final Question

So now, let me ask you again.

Are you a leader or a follower?

But let me reframe that:

Where do you choose to lead? And where are you settling into following?

Because the real power comes not from being one or the other—but from knowing when to step forward, when to step aside, and when to take the wheel with courage.

And if today you realize you’ve been following too long… maybe it’s time to lead.

“Mazlan… what if I fail?”

Then you fail forward. Because that’s what leaders do.

Dr. Mazlan Abbas is the CEO and Co-Founder of FAVORIOT. Once a follower, now a leader… but always learning.

Why Strangers Are Your Realest Customers (And Sometimes, Your Only True Ones)

“Eh, kenapa kawan sendiri tak support bisnes kita ya?”

That question used to haunt me. When I first launched FAVORIOT, I genuinely believed my first supporters would be the people closest to me — ex-colleagues, industry friends, fellow alumni, even family. They knew my journey, my passion, my sacrifices. Surely they’d be the first to sign up or share the word, right?

Wrong.

What actually happened?

It was strangers.

Total strangers.

People I never met, never had teh tarik with, never sat on the same conference panel — they were the ones who registered on our platform, joined our trainings, and even told others about us. I was puzzled at first. Then, a little disappointed. Then curious.

And now? I understand. Strangers are often your best and truest customers.

Let me explain why.

1. Strangers Don’t Know You — And That’s a Good Thing

Wait… what?

Yes. Strangers don’t know you personally, and that’s precisely why they can trust your product more objectively.

Your friends and family see you through the lens of personal memories — they remember the time you made that bad joke at the wedding, or when you flunked your first job, or how you always took the safe route. You, to them, are not a business. You’re a “bro,” “adik,” “sir,” or “uncle.”

So when you suddenly pivot and say, “I’m launching an IoT platform for smart cities,” their brain glitches a little.

“Huh? Dia boleh ke buat ni?”

Meanwhile, strangers judge you purely on what you present today. They don’t care about your past karaoke fails or awkward teenage phase. They see your landing page, your pitch, your clarity. That’s it.

They evaluate your offering, not your origin story.

2. Strangers Don’t Owe You Anything — Which Means Their Support Is Pure

This is where it gets even more interesting.

Friends sometimes want to support you — but they overthink it.

They don’t want to be seen as biased. They feel awkward asking for discounts. Or worse… they assume they’ll get it for free.

Strangers? They come in with no emotional baggage. No expectations. No history.

They want a solution. They see you offering one. They buy.

Simple.

No drama. No, “Nanti lah bro, aku tengah tight.” No, “Support-support tapi boleh free ka?”

“Would I do that to a stranger?”

No. That’s why strangers make better customers. They treat your business like a business.

3. The Trust is Earned, Not Assumed

With people who know you, there’s often an invisible hierarchy of roles.

You’re the junior. The class clown. The reliable IT guy. The academic.

Suddenly, you say you’re the CEO of a startup? That role doesn’t match their stored mental image of you.

It’s not malice. It’s memory.

Whereas with strangers, your LinkedIn profile is your identity. Your pitch deck is your first impression. You start from zero — and you build up trust.

And trust that’s earned is far stronger than trust that’s assumed or inherited.

4. Strangers Spread the Word Faster

It shocked me — the most virality FAVORIOT got wasn’t from my own alumni network. It was from strangers who stumbled upon our blog, tested the platform, and raved about it on their own channels.

Why?

Because strangers are hungry for something that works. And when it works, they want others to know they found it first.

Your close friends?

They might still be trying to “figure out what you’re doing.” Or too shy to post about you — “Nanti orang cakap aku biased pulak.”

I say, give me a thousand strangers over ten overthinking friends.

5. Familiarity Breeds… Hesitation

Here’s the paradox.

The more people know about your past, the harder it is for them to believe in your future potential.

When I transitioned from academic life to startup founder, there were people who couldn’t bridge that mental gap. “Mazlan? The MIMOS guy? Dia buat startup ke sekarang?”

They hesitated.

But when I met fresh faces at expos, conferences, or online — they didn’t carry that baggage. All they saw was a man passionate about IoT, solving a problem. Period.

And they said yes.

6. Friends Wait For You to Make It. Strangers Help You Make It.

It sounds harsh. But it’s true.

Friends often support you when it’s safe.

When you’re already on stage. When you’ve already raised a round. When others already validate you.

Strangers, on the other hand, often jump in before the spotlight.

They’re the ones who say:

  • “I believe in your idea.”
  • “Let’s try it.”
  • “Your story resonates with me.”

They’re not doing it out of obligation. They’re doing it out of alignment. And that’s the customer you want.

7. You’re Not in the Business of Convincing Friends

This was a big mindset shift for me.

“Shouldn’t I be convincing my old buddies to try FAVORIOT?”

No.

Your job isn’t to sell to friends. Your job is to build something so good that even strangers trust it. And ironically, that’s when friends finally take notice.

Build for strangers. Serve them well. And over time, your friends will quietly hop onboard — when they see you’ve built something real.

8. It’s Not Betrayal. It’s Just Human Nature

One final note — don’t take it personally.

I used to feel hurt. “Why are people who barely know me supporting me more than those I’ve known for 10 years?”

But now I realize… it’s not betrayal. It’s just how human psychology works.

Proximity creates assumptions. Distance creates curiosity.

And curiosity is what drives people to explore, ask, and buy.

So don’t waste energy resenting your circle. Use that energy to serve your real audience.

My Advice? Focus on Creating Real Value

That’s what attracts the right customers — regardless of who they are.

If you’re honest, passionate, and solving a real problem, people will come.

Some may be old friends. Most will be strangers.

But all of them are humans searching for a solution. Be the one who provides it.

And remember — in a world where everyone expects support from the familiar, be grateful for the unfamiliar who believe in you first.

Those are your true customers.

And maybe one day… your friends will join the queue too.

“Thank you, strangers. You made FAVORIOT real.”

The Harsh Truth About Corporate-Startup Partnerships (From Someone Who’s Lived It)

I’ve been on both sides of the table. I’ve sat in plush boardrooms of corporates, armed with strategy decks and Gantt charts. And I’ve stood in startup expos with nothing but a prototype, a vision, and hope that someone out there believes in me.

So believe me when I say this — corporate-startup partnerships sound exciting on paper, but on the ground? It’s a minefield.

Let’s strip away the buzzwords. Let’s talk about what really happens.

1. Different Clocks, Different Worlds

“Why are they taking so long to approve this?”

I remember asking my co-founder this after waiting three months just to get a feedback email. In the startup world, three months is a lifetime. In the corporate world? It’s just the first round of internal vetting.

Startups run on urgency — every day matters when your burn rate is ticking. Corporates move with caution — risk is the enemy, and layers of approvals are the armor.

The fix? I learned to stop hoping they’d change. Instead, we created parallel timelines — one for them, one for us. We chased quick wins while waiting for their green light. Buy time by building elsewhere.

2. Innovation Theatre is Real

Let me be blunt — some corporates just want to look innovative. They parade startups like trophies at conferences, but behind closed doors, there’s no intent to integrate, support, or even pilot your solution.

“We love what you’re doing, let’s explore synergies,” they say.

But three meetings later, you realize it’s all talk. No budget. No timeline. No real stakeholder.

My lesson? Qualify them like investors. If they don’t allocate budget, assign a champion, or agree on KPIs — walk away. Your time is precious.

3. Lost in Translation

Corporate teams speak in terms of “quarterly performance metrics,” “compliance risk mitigation,” and “cross-functional alignment.” Startups? We speak in MVPs, pivoting, and product-market fit.

The result? A communication chasm.

I once pitched our IoT platform and got blank stares. Only later did I realize I was talking in features. They wanted outcomes. Not “real-time temperature monitoring,” but “reduce asset loss by 40%.”

Solution? Translate your pitch into their language. Learn their pain points and talk like an insider. Better yet — get an internal translator. A champion who believes in your tech and knows how to navigate their maze.

4. The Procurement Wall

You’re excited. The business unit loves your solution. A pilot is greenlit. Then — boom — you hit the procurement department.

Suddenly, your lean startup has to fill in 30-page tender documents, meet cybersecurity standards that even banks struggle with, and compete with legacy vendors who have been on their vendor list since Y2K.

I remember sitting with my team, demoralized, staring at a compliance checklist longer than our pitch deck.

Advice? Don’t wait until it’s too late. Ask upfront — “How do you procure innovation?” Some corporates have fast-track routes. Others… just don’t. If they don’t, you’ll need a partner who does.

5. Data: The Gold No One Wants to Share

Ah, data — the lifeblood of IoT. We once proposed a predictive maintenance pilot, only to be told: “We can’t share historical data. It’s sensitive.”

So… how do we train our model?

The irony? They want innovation, but won’t share the fuel to drive it. Understandable from a legal standpoint, but fatal to progress.

Workaround? Create synthetic datasets. Offer edge-processing solutions. Or suggest on-premise pilots where data never leaves their servers. Be flexible — but set boundaries.

6. The Pilot Trap

Startups get excited about pilots. I used to. Until we had three unpaid PoCs running simultaneously — draining our team, delaying our roadmap, and giving us zero revenue.

That’s when it hit me.

“We’re giving them our IP for free. They’re testing us. But we’re bleeding.”

Some corporates see pilots as “free R&D.” You think it’s the beginning of a contract. They think it’s an experiment they’re not committed to.

My hard-earned rule? No pilot without commitment. Either pay a fee, or sign a letter of intent for scaling if KPIs are met. If they won’t commit, neither should you.

7. Change Champions Leave. So Does Momentum.

You finally find someone inside the corporate who gets it. They push your agenda, unblock bottlenecks, and champion your startup like it’s their own.

Then… they resign. Or get transferred. And suddenly, you’re back to square one.

“But this was approved…” you plead. Doesn’t matter. The new person wants to ‘re-evaluate the strategy.’

Reality check? Build relationships beyond just one person. Map out decision-makers. Secure documentation. Get agreements formalized — not just verbal promises.

Final Thought: Don’t Just Survive, Learn to Navigate

I’ve had great corporate partners. Truly. Some believed in us before anyone else did. They gave us a platform, feedback, even funding. But getting there wasn’t luck — it was surviving the gauntlet above.

So if you’re a startup founder:

Don’t jump at the first handshake. Qualify. Question. Protect your time. And never forget — you’re not a vendor. You’re a co-creator of the future.

And if you’re from a corporate reading this:

We know your world is complex. But don’t let bureaucracy kill the very innovation you seek.

The magic happens when we meet halfway — speed with structure, ideas with scale.

Let’s stop the theatre. Let’s build real things.

“We’re not just a startup. We’re your unfair advantage — if you let us.”

Do you have a story like this from your startup or corporate journey?

From Manual Logins to a Global Force: This is Favoriot 4.5

“Dr. Mazlan, I didn’t receive my password—boleh email balik?”

I still remember that message. One of our earliest users. Back when onboarding meant me, personally, typing out usernames and passwords… and emailing them. One. By. One.

No dashboard.
No billing.
No automation.
Just a dream—and a lot of copy-pasting.

Was it messy? Yes.
Was it worth it? Absolutely.

That’s where Favoriot was born—not in a boardroom, but in a Gmail inbox at midnight.

We Built It The Hard Way

Every support ticket? A lesson.
Every bug? A wake-up call.
Every confused user? A chance to rethink.

We didn’t have “customer personas.”
We had real people telling us, “This part tak faham…”
And that direct feedback shaped everything.

So we added what mattered:
✅ Visual dashboards
✅ Auto device creation
✅ Better user controls
✅ A real self-service platform

Eventually, we stopped emailing passwords.

And Then… We Grew

By version 3.0, Favoriot wasn’t a scrappy prototype anymore. It was real.

Today?
🌍 111 countries
👨‍💻 9,600+ developers
📱 13,000+ IoT apps

What’s wild? We have no idea what most users are building.
And you know what? We love that.

Favoriot is flexible enough for developers to use it their way—without us needing to micromanage or interfere. That’s the magic of a true IoT platform-as-a-service.

We Kept It Cheap—On Purpose

We priced it low. Dirt cheap, some said.

Because back then, IoT wasn’t mainstream.
We wanted students, hobbyists, and young startups to try.
To explore. To fail. To learn.
Without worrying about subscription fees.

That strategy worked.
It built trust. It built momentum.
And it got Favoriot where it is today.

But Let’s Be Real—It’s Time

Favoriot 4.5 isn’t a toy.
It’s a world-class platform.

We’ve benchmarked ourselves against the global giants.
We’ve made it faster, stronger, smarter.
And yes—it’s time the subscription reflects that.

Starting June 2025, our prices will change.

Why?
Because we’ve earned that seat at the table.
And we want to keep delivering the value you deserve.

But Here’s The Deal

If you subscribe before June—
You lock in the current price.
No surprises. No sudden hike.
Your loyalty gets rewarded.

To the Early Believers

If you’ve been with us since the manual days…
If you ever waited for your login in your inbox…
If you clicked “refresh” hoping we’d fix the bug…

Thank you.

Favoriot 4.5 carries your fingerprints.
We wouldn’t be here without you.

And we’re just getting started.

Let’s keep building the future of IoT—together.