The Story Behind Favoriot - Part 16: Can the Local Homegrown Products Survive the "Overseas" Bias

Breaking Boundaries for Local Homegrown Products

Reflecting on Favoriot’s journey, I can’t help but feel a deep sense of frustration. It’s not that we haven’t done the work. We’ve built a robust Internet of Things (IoT) platform, and our solutions are ready to make a real impact.

But are we getting the buy-in from our domestic market? That’s an entirely different battle.

I remember meeting potential Malaysian clients and pitching the benefits of Favoriot’s IoT platform, which we have crafted meticulously to meet the specific needs of our local industries.

The pitch was solid, but the response was indifference, hesitation, and, more often than not, an inclination toward foreign products.

What’s the problem? I’ve asked myself this countless times. Why do these potential clients prefer foreign-made solutions, even when the local option is just as good, if not better, for their needs?

Lack of Confidence in Local Products

It became clear that there was an underlying issue—a lack of confidence in local products. There’s a perception in the Malaysian market that foreign products are inherently better. Whether it’s a smartphone, a software platform, or an IoT solution, many seem to believe that if made overseas, it must be superior.

It’s not just an isolated incident. This sentiment echoes across various industries. I’ve spoken to other Malaysian entrepreneurs, and they share similar frustrations. We have world-class solutions, but local buyers hesitate.

Why? Because in their eyes, if a big foreign brand does not back it, it’s not good enough.

I understand this mindset to some degree. We’ve grown up seeing foreign brands dominate our market. These global giants, from cars to consumer electronics, have conditioned us to trust familiar names from abroad.

But the world has changed. Malaysian companies like Favoriot are now capable of competing on the global stage. Yet, this old habit of looking overseas remains ingrained.

Branding: A Constant Challenge

Another realization struck me: our brand isn’t as strong as some international players. I’ve spent years building Favoriot, but branding is an area where we struggle, like many other local businesses.

When approaching potential clients, we often face an uphill battle because Favoriot doesn’t have the same brand recognition as some established international companies.

Building a brand takes time, and in a world where first impressions matter, having a well-known logo and a familiar brand name can often make or break a deal. But it’s not that our technology isn’t up to the mark; it’s quite the opposite. Our solutions are ideally suited to local needs and designed specifically for the unique challenges we face here in Malaysia. But when our brand is lesser-known, it sometimes feels like our solutions aren’t given the consideration they deserve.

I hate to admit it, but some of this might be on us. Perhaps our marketing materials aren’t as polished or impressive as they should be, or maybe how we present Favoriot in English isn’t as compelling as it could be.

I’ve always been more comfortable speaking in Malay, but for the global market—and even when pitching to local companies that expect presentations in English—having that fluency and flair in communication is crucial.

I’ve had to learn the hard way that even if the product is good, the delivery of that message must be even better.

The Perception Problem

Interestingly, I’ve noticed that this mindset isn’t unique to Malaysia. When we’ve pitched Favoriot in other countries (where their Nationalism is very high), we often encounter the same skepticism, just in reverse.

I’ve had meetings with potential customers overseas where they preferred local solutions, viewing Favoriot as “foreign” and, therefore, somehow less trustworthy.

It’s a strange irony. Here in Malaysia, people look to overseas solutions as more impressive, while in those countries, people prefer homegrown products. It’s clear that many people, regardless of where they are, tend to believe that something “local” can’t possibly be world-class.

The Struggle for Support

Another factor that makes breaking into the domestic market difficult is the need for solid support systems for local startups. We talk a lot about innovation in Malaysia, but the reality is that support for tech startups, particularly in the IoT space, isn’t as robust as it needs to be.

Sure, there are initiatives and grants, but corporate clients and the government should be more committed to adopting local tech solutions.

When I attend conferences or government forums, there’s always talk about “supporting local businesses.” However, many are still drawn to foreign companies when it comes to actual purchases and long-term partnerships. It’s disheartening because it creates an environment where local businesses struggle to get off the ground.

Should Favoriot Look Beyond Malaysian Shores?

So, where does this leave us? Over the years, I’ve concluded that while Malaysia remains an essential market for Favoriot, we cannot afford to limit ourselves to our domestic borders. The global market beckons; many of the most significant opportunities lie.

I’ve had more success pitching Favoriot to overseas clients than I have in my backyard. These clients are often more open to exploring new solutions and less influenced by brand recognition. If the technology meets their needs, they will take a chance on a company like Favoriot.

Moreover, going international allows us to position Favoriot as a global player, not just a local one. We can return to Malaysia with greater credibility by proving ourselves in other markets.

It’s unfortunate that sometimes, being recognized globally makes you more attractive locally. When local clients see that international companies trust your product, they think, “Maybe we should too.”

Overcoming Domestic Challenges

Several factors contribute to the lack of support for local products in Malaysia:

1. Bias Toward Foreign Brands: As I’ve mentioned, many local clients believe foreign products are inherently better, even when local solutions are just as good or better suited to their needs.
2. Brand Recognition: Building a solid brand takes time, and Favoriot is still working on achieving the level of recognition that foreign companies enjoy.
3. Marketing and Presentation: Our marketing materials and pitch presentations must be as compelling as the product. We continue to improve in this area.
4. Lack of Government and Corporate Support: While there are initiatives to support local businesses, the actual adoption of local tech solutions by the government and corporate clients still needs to be improved.

Despite these challenges, I remain optimistic. Favoriot has already made headway in international markets. By expanding our global reach, I believe we can eventually overcome the biases and hurdles we face at home.

But for now, the path is clear. Favoriot must look beyond Malaysian shores.

We need to position ourselves as global players because the world is waiting, and if we don’t seize these opportunities, someone else will.

As frustrating as facing these domestic challenges is, they strengthen my resolve to push forward and prove that Malaysian-made solutions can compete on the world stage.