Vietnam Tech Investment Report

2019 - H1/2020
About Do Ventures
Do Ventures is an early-stage Venture Capital fund
that focuses on making investments in tech startups
in Vietnam and Southeast Asia. Pursuing the
philosophy of Growing by Doing, we believe that
entrepreneurs who are willing to do more tend to
make more right decisions and outpace the
competition. Do Ventures is committed to supporting
outstanding entrepreneurs to achieve their ambitious
vision and build disruptive, high-impact technology-
based startups.
We strategically invest in companies that:
• Tap on the fast-growing middle class population
• Serve the massive young population
• Employ the best-in-class execution
Our investment strategy is to develop a complete
ecosystem of services around consumers’ lives by
investing in, but not limited to, 2 tiers of companies.
• Tier 1: B2C platforms that complement an effective
ecosystem of services around young customers.
• Tier 2: global-scaled B2B platforms that create
synergies for tier 1 portfolio companies and enable
these companies to scale regionally.
Do Ventures would serve as a valued partner to both
entrepreneurs and investors in three important ways:
• Comprehensive investment approach – We aim
at investing in startups throughout various stages
from Seed to Series B to make sure that portfolio
companies could raise subsequent rounds and get
sufficient capital to scale up.
• Unique venture building capacity – In relatively
new sectors, beside looking for good companies to
invest in, we also find highly capable founders and
support them to initiate new business models that
tackle the current market pain points. In this way,
we could actively nurture the next generation of
startups that can disrupt the market.
• Outstanding portfolio support capability – With
a refined automatic tracking system, we empower
startups with a data-driven decision-making
approach and a real-time overview of the business.
Do Ventures also offers tailored operations support
in various key areas to ensure that portfolio
companies meet their predetermined milestones.
Learn more about us at doventures.vc or our
Facebook or Linkedin pages.
2
Introduction
The novel coronavirus, one of the most significant global economic and societal
events to take place, has adversely affected every aspect of our business and
personal lives. Due to the severity of the pandemic, Vietnam’s GDP growth fell to
(1)
1.81% in H1/2020 compared to 6.7% in the same period last year . The pandemic
also caused a slowdown in venture capital financing activities in the Vietnam
market in H1/2020. However, while Covid-19 has been disastrous for several
economic spheres, it has partly favored the key foundations of the local Internet
economy and catalyzed digital transformation. Key highlights from the report that
show new dynamics detected in 2019 and the first half of 2020 under the impact
of Covid-19:
Internet access and consumer trust being strengthened
Vietnam is currently at its sweet spot for Internet consumption with a young tech-
savvy population in the fast-growing middle-class. During the outbreak of Covid-
19, Internet and mobile accessibility have been significantly improved thanks to
the efforts from local telco companies, which is considered one of the main
contributing factors to the robust growth of the Internet economy. Periods of
social distancing also caused major changes in consumer behavior and brought
them online more than ever. As online shopping and online payment become
essential to our daily lives, consumer trust will likely improve across sectors such
as e-commerce, education, and healthcare.
A dramatic boost in cashless payment
The Covid-19 outbreak has created a new payment habit and an upsurge in e-
payments due to the fear of the disease spreading through social contact and
cash transactions. According to some local key players, the number of mobile
banking transactions in the last 6 months increased by 3-5 times. In the long run,
digital payment might see strong developments and become one of the key
drivers to further boost the Internet economy.
Source:
(1) The General Statistics Office of Vietnam, 2019
Fiercer competition in logistics
As e-commerce takes off in Vietnam, logistics service has reached its tipping
point, as there are roughly 40 active startups providing e-logistics services in
both the first-mile and last-mile sectors. As a result of Covid-19, the logistic
network faces significant challenges, but the fact that consumers are getting
used to online shopping and home deliveries, last-mile and on-demand
delivery would benefit from the post-crisis situation. The sector has seen
several new players offering 1-2-hour grocery deliveries, which raises the bar
for the competition and brings more values to users.
Investment reached a record high in 2019 but dropped in H1/2020 due to
Covid-19
In 2019, Vietnamese tech startups enjoyed the most favorable year ever with
$861M (92% y-o-y growth) invested in 123 venture deals, more than double
the number of 2018. The main driver for this jump is the existence of more
later-stage companies such as Tiki, VNPay, and Sendo. However, as Covid-19
broke out at the beginning of 2020, investment proceeds in the first half of
2020 decreased by 22%, from $284M in the same period last year to $222M.
This is anticipated as travel restrictions and uncertainties in global financial
markets have been disrupting deal-making activities.
The rise in the number of investors entering Vietnam
The number of foreign investors entering Vietnam spiked to a record number
of 109 in 2019, in which Korean VCs continued to show great interest and
accounted for the most, followed by Singaporean and Japanese ones. In
H1/2020, the number of active investors was nearly the same as last year, but
only a very limited number of new investors entered the Vietnam market as
most early-stage deals in 2020 have been conducted by local investors or
foreign investors with personnel based in Vietnam.
Introduction

The emergence of several new industries in 2020

In H1/2020, while retail continued to dominate the funding amount, this period
also witnessed the growth of capital invested in emerging industries such as
employment (HRTech) and real estate (PropTech). As our daily activities are
becoming more touchless for the sake of public safety, we expect the wide
adoption of solutions followed by a surge of funding in healthcare, grocery
delivery, online education, and entertainment.
The decline in exits in H1/2020 compared to the same period last year
As we bring together Cento Ventures’ tech investment and exit data with Do
Ventures’ on-the-ground insights, it is our pleasure to share with you this
edition of the Vietnam Tech Investment Report 2019 – H1/2020 that covers
various factors that enable Vietnam to become a successful digital economy.
We hope this report will be helpful to entrepreneurs, investors, and
policymakers who are driving Vietnam forward, as well as anyone who seeks to
better understand this thriving startup ecosystem and its opportunities.

2019 saw the record number of exits but lacked outlier ones such as Yeah1's Thank you
IPO in 2018, and there was a slight decrease in deal value compared to a year
earlier. Exit value and the number of deals in H1/2020 also dropped compared to Do Ventures
H1/2019, while there was a remarkable surge in average deal size. Trade exit
and secondary sales are expected to remain as the main exit channels for early
investors in the following years in Vietnam.

Looking forward to the rest of 2020 and 2021

Investment sentiment in Vietnam remains high. According to our survey on 50

active funds among 6 major markets in SEA, Vietnam is preferred as the top
destination for investment in the next 12 months, followed by Indonesia.

Investors are now looking for startups that can adapt and innovate their products
and services for our new modes of life after Covid-19. Positive sentiments are
recorded around the potential Education, Healthcare, and Financial Services as
a long-term trend in the next 12 months.

4
Overview

For an in-depth look into the rising startup ecosystem in Vietnam, this report will examine
6 key factors that we believe are the main foundations of a robust Internet economy. Each
factor will be assessed in two periods: before and during the Covid-19 outbreak.

I. Internet Access IV. Payments

II. Consumer Trust V. Logistics

III. Talent VI. Funding

5
I. Internet Access

Pre Covid-19 Connectivity statistics, Vietnam vs. Other SE Asia countries, During Covid-19
(1)
2016 – 2019 CAGR
Compared to other Southeast Asian As consumers spend more time at
countries, Vietnam boasted the 3rd largest home during Covid-19, Internet traffic
Vietnam SE Asia (Ex.Vietnam)
Internet users, the 2nd highest mobile increased by 40% in March, 2020.
penetration, and the 2nd fastest average 10% 6%
Local telecom carriers such as VNPT,
90% 111% 107% 47% 11% 8%
5% -1% Mobifone, and Viettel had to increase
mobile connectivity speed.
Av. Fix Internet Av. Mobile Internet # of Internet Users
Speed Speed
Internet
Penetration
Mobile Penetration the Internet bandwidth by 2 times to
The growing Internet base lifted Vietnam meet the sudden rise in demand.(3)
# of Internet
Internet economy value to $12B in 2019, Users (M) (2)

and the number is expected to hit $43B by The emergence of new Unicorns Viettel, Mobifone, and VNPT all
200
2025. Interestingly, this pattern of growth geared up to launch commercial 5G in
can be observed in correlation with what 160
Vietnam. Remarkably, Viettel was able
historically happened in Indonesia. The to release the country’s first 5G
period 2009-2012 witnessed the 120
connection in May 2019, while VNPT
emergence of Indonesia’s unicorns such and Mobifone announced that they
as Tokopedia, Bukalapak, Gojek and 80
already succeeded in testing their 5G
Traveloka when the number of Internet networks in Hanoi and Ho Chi Minh
users in this country reached 63M (2012). 40
City.
Coincidentally, there were 64M Internet
users in Vietnam in 2019, which gives rise 0
Going forward, it is expected that the
to the speculation that the country is hitting Base +1 +2 +3 +4 +5 +6 +7 +8 +9 +10 +11 +12 +13 +14 battle for the Internet speed among
year
the same inflection point as Indonesia’s Indonesia base year: 2005 network service providers will help
Indonesia Vietnam Vietnam base year: 2012
seven years ago and now ready for the push the minimum Internet access
emergence of new unicorns. Note: The number of internet users in Vietnam in 2019 was on par with bandwidth in Vietnam to a higher level,
Indonesia in 2012, and the prospect of startups in Vietnam may follow in which could bring about a revolution in
Indonesia’s footsteps various fields within the Internet
Source:
(1) We Are Social, Digital 2020 report economy.
(2) Indonesian Internet Service Providers Association, 2017, Survey
Worldbank, 2020, https://data.worldbank.org/indicator/IT.NET.USER.ZS?locations=VN
6
(3) Vietnam Telecommunications Authority, 2020
II. Consumer Trust

Pre Covid-19 During Covid-19

The level of consumer trust can be observed in correlation with the e-commerce adoption rate and
the size of the Internet economy. Monumental disruptions to daily life
under the impact of the pandemic has
Vietnamese are increasingly relying on Internet economy services for their daily activities, from greatly increased reliance on digital
transportation and travel to meals and entertainment. At the Internet penetration rate of 66%, 50.6% commerce, hence boosting consumer
of the population shop online, which demonstrates a strong uptake of e-commerce by those with trust in Vietnam. Online purchase and
(1)
Internet access. home deliveries have become
essential activities for Vietnamese
Together with Indonesia, Vietnam is leading the region in terms of gross merchandise value (GMV) consumers in the new normal. Instead
of its Internet economy, which accounts for over 5% of the country’s GDP in 2019, with most areas- of looking at e-commerce as a
e-commerce, media, and ride-hailing- expected to grow faster than the rest of its Southeast Asian platform for big-ticket items such as
peers. electronics, shoppers are increasingly
(3)
going online to purchase household
Digital economy growth, Vietnam vs. Other Vietnam digital economy, 2019 – 2025 (US$B) essentials on a regular basis.
SE Asia countries, 2019 – 2025 CAGR (2)

Total
24% $4 It is likely that this will become a habit
20% that improves consumer trust in
$7
eCommerce
29% Vietnam and benefits growth of the
25% $9 country's Internet economy.
(4)
Online Travel
14%
15% Willing to continue using food
15% $1 64% delivery more frequently after Covid
Online Media
14% $3 $23
Willing to continue online shopping
Ride Hailing
26% $4 63% more frequently after Covid
21% $5
Are using online banking/e-wallet
0% 5% 10% 15% 20% 25% 30% 35% 2019 2025 38% more frequently
Vietnam SE Asia (Ex.Vietnam) eCommerce Online Travel Online Media Ride Hailing
Source: Source: 7
(1) We are social & Hootsuite, 2019, Digital Report 2019: Vietnam (4) Nielsen Vietnam, Feb 2020, How has Covid-19 impacted
(2)&(3) Google, Temasek and Bain & Company, Oct 2019, e-Conomy SEA 2019 Report Vietnamese consumers?
III. Talent

Pre Covid-19 During Covid-19

There were more than 30,000 businesses in Though being highly vulnerable under the impact of the crisis, Vietnamese founders have battled
the local ICT sector with 955,000 IT against many odds and exhibited their adaptability and fast reflexes. Our survey on 101 startups also
employees. demonstrates a positive and agile mindset of local founders. The majority of startups is changing their
models or pivoting products/services to survive and adapt to the new situation. Vietnamese founders
Moving from being one of the most popular are resilient, and the majority have a neutral to positive views on their recovery outlook. (4)
IT outsourcing destinations, Vietnam is
Covid-19’s impact on revenue How long do you expect Covid-19 to affect
increasingly gaining traction with tech Vietnam and global market?
4%
startups focusing on building their own 9%
7% Increase >30%
products. 7% 25%
Increase 10-30% End of 2020
19% Q1 2021
(1) Flat +/- 10%
Decrease <30% 35% End of 2021
27%
955,000 Employees in IT Decrease 30-90% After 2021
32% Decrease >90% 34%

(2)
IT graduates
80,000 per year Actions taken during Covid-19 Self-assessment on recovery ability
6%
Change product/service 54% 9%
Cut off expense
18% Very positive
(3) 52%
Positive
Businesses in
30,000 the ICT sector
Increase marketing spending

Pivot business model 30%

48%
Neutral
Negative
Digital reform 26% 32%
35% Very negative
Other 3%

Source: 0% 10% 20% 30% 40% 50% 60%

(1) The Ministry of Information and Communications,
(2) (3) Vietnam Ministry of Science and Technology, May 2019, Vietnam’s Digital
Economy – Towards 2030 and 2045.
(4) Do Ventures, Jun 2020, The impact of Covid19 on Startups Vietnam Survey Note: For those who would like to learn more about our survey results, please refer to the Appendix of this report.
IV. Payment

Pre Covid-19 During Covid-19

Vietnamese consumers are $300.0

Transaction value (US$B)

(1) Amid the Covid-19 pandemic, the fear of the
increasingly embracing digital $250.0
$240.0 virus spreading through social contact and cash
payment as a faster and more
E-Wallet payment is on the rise, which consequently
results in a stronger upswing in e-payment.
$200.0

Mobile Banking
convenient way for online
purchases. In 2019, mobile banking $150.0

YoY growth rate of Mobile

transactions grew 210% year-on- $100.0
$77.4 800% Banking and Key Players (3)
year in terms of value to $240.0B, $50.0
$29.0 600%
$13.0 $10.4
while transactions via e-wallet $0.9
$5.6 $1.4 $2.3 $4.9
400%
services offered by fintech
$0.0

2015 2016 2017 2018 2019

companies increased 112% to 200%
$10.4B. 0%
(2) Note: Mobile Banking VNPay QR NAPAS
Digital payment landscape FY2018 - FY2019 2019Q1:2020Q1 2019Q1:2020Q1
(i) Traditional financial service
Vietnam’s digital payment players: Traditional institutions
such as banks, money transfer
landscape is composed of 16 Pure-play fintech players Consumer technology platform players
operators, insurance companies
majors players, which can be and asset management firms. Aside from digital payment players, Vietnamese
divided into four main archetypes. (ii) Traditional consumer major mobile carriers such as VNPT, Viettel, and
players: traditional players in
Each archetype has its own other consumer industries with MobiFone are also ready to join the electronic
strength in terms of financial service
large customer bases that are
expanding their product offerings
payment market with direct carrier billing
expertise, digital user experience, to include financial services. service, known as Mobile Money, that aims at
customer trust, or distribution
(iii) Pure-play fintech players: A
new generation of independent
serving people in remote areas, where banking
network, and the winner is players that has emerged to service is unavailable. The heated competition
compete with digital financial
potentially the one who can build a services offered through new among these players will also boost cashless
business models.
variety of use cases. payments in the country.
(iv) Consumer technology
platform players: Digital
Traditional consumer players Traditional financial service players Source:
economy platforms providing
(3) Tuoitre, Jun 2020, NAPAS is processing 2.8M transactions per day with total
consumer services are embedding
Source: (*) not launched yet value of 21.000B VND.
financial services products within
(1) State Bank of Vietnam, May 2020, Facilitate cashless payment: in need of integrated solution. Tuoitre, Jun 2020, Payment through QR code will have a large coverage in the
their existing services.
Financial Times, Jan 2019, Red tape is keeping Vietnam a digital payments laggard. next 2 years.
Do Ventures research and estimate State Bank of Vietnam, May 2020, Promoting cashless payment: In need of
(2) Do Ventures research and compile synchronous solution.
V. Logistics

Pre Covid-19 During Covid-19

(1)
The logistics industry in Vietnam accounts for 21% of GDP with the projected growth rate of As a result of the Covid-19 epidemic, the
approximately 13% every year. (2) logistic network faces significant challenges
as the border remains closed or has limited
With an average of 6-8 new players entering the sector every year in the last five years, there are operations. First-mile delivery has been
more than 40 enterprises providing e-logistics services with some outstanding brands serving as heavily stagnant due to the decline of cargo
(3)
delivery partners of key e-commerce platforms in the country. volume imported and exported from
countries affected by the virus.

Vietnam import-export
(4)
turnover (US$B) 243.4 240.1

2019
116.2 122.7 127.2 117.4
2020

Q1 Q2 H1
Meanwhile, last-mile and on-demand
delivery have witnessed an upsurge as
consumers seek convenient and safe
shopping alternatives. Several new
grocery delivery players have recently
entered the market.

Source:
(1) Worldbank, 2019, www.blogs.worldbank.org/transport/supporting-vietnam-s-economic-success-through-greener-cheaper-and-more-efficient-trucking
(2) KenResearch, 2019, www.ssi.com.vn/en/individual-customer/economic/news/491972
(3) Do Ventures research and compile Source: (4) Vietnam Customs, 2020, Vietnam import and export report+
VI. Funding

2019 (Pre Covid-19) H1/2020 (During Covid-19)

Up to now, 2019 has been the most favorable year for Vietnamese The COVID-19 pandemic, nationwide lockdowns on the global scale,
tech startups due to a sharp growth of investment deals in terms of and a prospect of economic downturn caused the drop in venture
number and value. funding in the first half of 2020 in Vietnam market compared to the same
period last year.

Vietnam Tech Startup Funding Pre Covid-19

Vietnam Tech Startup Funding During Covid-19
123
62

$861

$284
40
60

$448 $222

2018 2019 H1/2019 H1/2020

Capital invested, $M Deal # Capital invested, $M Deal #
11
Source – Cento Ventures and Do Ventures Research
Record deals and capital invested in 2019, drop in H1/2020 due to Covid-19

Capital invested, $M and deals done, #

2019 was considered a great year for tech
investment in Vietnam, with $861M (92% y-o-y
growth) invested in 123 venture deals, more than
double the number of deals in 2018.
$1,000 140

123
However, as Covid-19 broke out at the beginning
$900

120

of 2020, we saw a drop in venture capital financing $800

activities in the Vietnam market. The investment

proceeds in the first half of 2020 decreased by $700
100

22%, from $284M in the same period last year to

$222M. This is anticipated as travel restrictions $600

80

and uncertainties in global financial markets have

been disrupting deal-making activities.
$500

60
60

$400

42 40
Note:
$300

40

31 30
The numbers also include various events that while count $200

21
as investments in technology companies, are considered 20

9
non-VC, e.g. ICO, project financing, corporate spin-off. $100

$46 $45 $46

$20 $105 $448 $861 $222
$- -

2013 2014 2015 2016 2017 2018 2019 2020 H1

Investment Proceed (US$M) Deal #

Source – Cento Ventures and Do Ventures Research 12

2019: An inflection year for the Vietnam startup ecosystem

Later-stage deals continue to account for an outsized proportion of the total capital invested. Vietnam market has seen the emergence of seven $50M+ deals with
$692M in value since 2018, which indicates the interest of big investors in the market and their willingness to place more concentrated bets on the assets that they
perceive the most valued. On the other hand, early-stage investment activities remained strong in 2019. The number of early-stage deals of less than $5M was 98,
almost doubled the number in 2018. This rise in early stage investments is expected to continue in the next few years as Vietnam tech startups become more
dynamic, and this could help create a good deal pipeline for later-stage funds in VC cycle.

0-$500K $500K-$2M $2M-$5M

$14 60 $40

31
35 $70

18 20

$12
49 $35
30 $60
18

50

16

$30

$10 25 $50

33 40
14

$8
32 $25

20 $40
12

30 $20

13 10

$6 15 $30

6 8

17 17 $15

13
20

$4

$10

6 8 7 10 $20

3
6

$4 3 2 1 1 4

$2
3 $3 $7
10

2 5 $10
1
$13
$5

$3 $3 $7 $8 $9 $18 $36 $4 $3 $14 $19 $62

2

$-
$1 0 $-
$3 $4 0 $-
$5 $9 0

2013 2014 2015 2016 2017 2018 2019 2013 2014 2015 2016 2017 2018 2019 2013 2014 2015 2016 2017 2018 2019

$5M-$10M $10M-$50M >$50M

$90
11 12
$350

9 10 $450

3
3.5

9
$400
3
$80
$300 3

10
8

$350

$70

$250 2.5
7

$300

$60 8

$200 2
$250

$50

$200

$40 $150 1.5

3 3 3 4

$30

2 4

$100
3
$150
$251 1

2 2 2 $100

1
$20 2

$30 1 2 $50

$79
0.5

$10

$78 - - - $145 $286 1

$50

- - - - - $386
$-
$12 $16 $13 $20 $8 0
$- $14 0 $- 0

2013 2014 2015 2016 2017 2018 2019 2013 2014 2015 2016 2017 2018 2019 2013 2014 2015 2016 2017 2018 2019

13
Source – Cento Ventures and Do Ventures Research
Investment Proceed (US$M) Deal #
H1/2020: The significant decrease in $500K to $10M check size deals

Overall, the number of early-stage deals with check size over $500K has fallen sharply, especially deal size in the range of $2M - $10M, while late-stage financing
sustains strengths in aggregate investment proceeds and deal counts. The main reason might be deal sourcing and due diligence were hindered by travel
restrictions and lack of in-person meetings. Most of the deals with large check sizes successfully closed in H1/2020 had started before the Covid-19 outbreak.

0-$500K $500K-$2M $2M-$5M

$7

23 25 $20 17 18 $30 8

21 7
$6
21 $18
16
7

$25

20 $16

14

$5
$14

12 $20

15 $12

$4

8 9 10

10 $10

8
$15

3
4

$3

5
10 $8

2
3

2
6 $10

$6
$2

5 $4

$5

$18 $10
$1

$4 $6 $12
1

$0.2 $4 $2

$7
2

$9 $9 $28 $6
$- 0 $- 0 $- 0

H1 2017 H1 2018 H1 2019 2020 H1 H1 2017 H1 2018 H1 2019 2020 H1 H1 2017 H1 2018 H1 2019 2020 H1

$5M-$10M $10M-$50M >$50M

$60

7
8 $140
4 4.5 $120

1 1 1
1.2

4
7
$120

$50 $100 1

$100
3 3.5

$40 3 $80 0.8

$80
2.5

$30 4 $60 0.6

2 3 $60
2

1
3

$20 1.5 $40 0.4

$40

$20
1

$10

$20

-
$20

- 0.2

$45 $104 $128 $100 $75 $55

1

$20 - $50
0.5

$- 0 $- 0 $- 0

H1 2017 H1 2018 H1 2019 2020 H1 H1 2017 H1 2018 H1 2019 2020 H1 H1 2017 H1 2018 H1 2019 2020 H1

14
Source – Cento Ventures and Do Ventures Research
Investment Proceed (US$M) Deal #
The domination of retail & payment amid the emergence of new industries

Retail and payment continued Deals done by sectors, $M

to dominate in terms of deal
size with landmark deals such
Proceed (US$M) 2013 2014 2015 2016 2017 2018 2019 2020H1 Total
as those of VNPay, Sendo,
and Tiki in 2019. Payments $12 $10 $1 $29 $10 $100 $300 - $462
Retail $1 $15 $1 $18 $15 $105 $196 $64 $416
In H1/2020, retail continued to
Education $0 $3 $6 $1 $5 $53 $32 $3 $103
lead the funding amount with
$64M. This period also Financial Services - $0 $1 $2 $1 $8 $40 $22 $73
witnessed the growth in Advertising and Marketing Technology $6 $7 $30 $1 $6 $3 $15 $2 $70
funding for emerging industries
Logistics - - $0 $1 - $5 $58 - $64
such as employment, real
estate, and infrastructure. Business Automation - - $0 - $0 $1 $60 $2 $63
Real Estate and Infrastructure $1 - $0 - $7 $6 $16 $26 $56
Plenty of dry powder is waiting
to be deployed and many Employment - $0 $0 $0 $0 $1 $3 $36 $40
investors are looking for new Travel and Hospitatlity - $1 $0 $4 $1 $4 $23 $3 $36
disruptive businesses built
Multi-vertical - - - - - - $29 - $29
upon the “new normal” after
Covid-19. Positive sentiments Local services $0 $0 $4 $2 $0 $4 $5 $3 $18
are recorded around the Entertainment/Gaming - - - - - $0 $9 $6 $15
potential of healthcare, grocery
Healthcare - - $0 - $0 $0 $10 $3 $13
delivery, online education, and
entertainment. As a result, the Entertainment/Non-gaming - - $0 - - - $1 $2 $3
surge of funding in the above- Communications and Communities - $0 - - - $0 - - $0
mentioned sectors in the
Other - - $0 - - - - - $0
remaining of 2020 is on the
horizon.
15
Source – Cento Ventures and Do Ventures Research
The clear shift in the number of deals and capital to Vietnam in 2019
but slow down in H1/2020
Share of capital invested by country*
Vietnam, for the first time in
2019, bypassed Singapore in 2020 H1 74% 12% 3% 5% 5% 2%
terms of capital invested in tech 2019 54% 18% 2% 3% 21% 1%
startups in the region,
accounting for 21% of total 2018 69% 19% 3% 2% 6% 1%
money disbursed in the region 2017 65% 20% 3% 8% 2%2%
that year. The main driver for
this jump is the existence of 2016 65% 16% 7% 6% 4% 2%

more later-stage companies 2015 40% 31% 10% 13% 4% 3%

such as Tiki, VNPay, and Sendo.
On the share of deals done, the 2014 39% 33% 8% 8% 10% 3%

trend is fairly consistent with the 2013 20% 54% 9% 2% 10% 5%

data in the last few years.
Share of deals done by country*
In H1/2020, investment
proceeds into Vietnam tech 2020 H1 30% 37% 8% 4% 16% 5%
ecosystem dropped to the 3rd
place in SEA, behind Indonesia, 2019 24% 33% 10% 9% 20% 4%

Singapore and equivalent to 2018 31% 32% 10% 8% 16% 4%

Thailand, while the number of
2017 30% 34% 12% 10% 8% 5%
deal counts remained at the 3rd
place, same as in 2019. 2016 28% 31% 12% 11% 8% 9%

2015 24% 30% 18% 10% 11% 8%

2014 24% 40% 8% 10% 10% 8%

2013 22% 35% 13% 10% 10% 9%

Source – Cento Ventures Research
*Country of origin is where the company was founded
and is believed to be the key source of revenue, 16
companies with truly regional footprint are excluded. Indonesia Singapore Malaysia Thailand Vietnam Philippines
The riseM&A
LOCAL in the
ISnumber of investors
THE PRIMARY entering
CHANNEL FORin EXITS
Vietnam

2019 was a record year in terms of the number of investors entering Vietnam, particularly the rise of investors from Korea, Singapore and Japan. In H1/2020, the
number of active investors was nearly the same as last year period. Significantly, there was a very limited number of new investors entering the Vietnam market,
as most early-stage deals in 2020 have been conducted by local investors or foreign investors with personnel based in Vietnam.

Investors with investment in Vietnam, # of funds Top active investors in 2019-H1/2020, by # of deals

129
8

Top 5
10

14

18

19 61
55
3
3
3 7

Other Active Investors

7 19
35 4 7
29 29 7
3 12
2 4 11 21
2 2
17 7 4 1
5
1 7 6 16
4 4
5 4 2 6 7
5 6 20
9 1 2 13
7 6 10 10
3
2014 2015 2016 2017 2018 2019 2020 H1

Vietnam Korea Singapore Japan N.America Other SE Asia Other Asia Other

Source – Cento Ventures and Do Ventures Research

17
Later-stage
LOCAL M&Adeals continue
IS THE PRIMARYto increase
CHANNEL and so do
FOR average deal sizes
EXITS

The average Pre-A deal size, which was notably flat during 2014-2017 period, rose roughly 75% YoY from 2017, and reached an annual average of $0.6M in 2019.
In 2019, series A and B check sizes increased more than 2 times of those in 2018. In H1/2020, late-stage check size continued to increase significantly.

The number of A-round deals doubled in 2019, with an average deal size of $4.5M. This trend demonstrated that a growing number of startups has reached the
critical stage and are ready to scale up their businesses. Besides, many of them are capital-intensive and consumer-focused businesses that require significant
cash injection to scale and acquire market share.

Deals done by series, # Average deal size by series*, $M

22.0

10
8

26

4
2
13 6.1
3 1 6.0
6 73 2 4.7
2 1 8 4.5 4.5
2 3.8
1 6 9 3.2 3.6 2.9 2.4
1 3 33 37
3 26 1.3 3.2
1 20 18 1.0 1.8
5 12 0.2 0.2 0.2 0.2 0.4 0.6 0.5
0.0
3 0.3
2013 2014 2015 2016 2017 2018 2019 2020 H1 2013 2014 2015 2016 2017 2018 2019 2020 H1

Pre A A B C+ Pre A A B

Source – Cento Ventures and Do Ventures Research 18

Trade
LOCAL exit
M&A andISsecondary sale as
THE PRIMARY the primary
CHANNEL FORexit channels
EXITS

2019 saw the record number of exits but lacked outlier ones such as Yeah1's IPO in 2018, which was the main reason for the fall-off. Leaving out the outlier
(Yeah1 IPO) in 2018, there was a slightly decreasing trend of exit activity in Vietnam in 2019 compared to a year earlier in terms of deal value. Exit value and deals
in H1/2020 also dropped compared to H1/2019 while there was a remarkable surge in average deal size. Trade exit and secondary sales are expected to remain
as the main exit channels for early investors in the following years in Vietnam.

Exit proceed, $M and liquidity events,

Liquidity events, # Proceeds realized at exit, $M
#, by acquirers’ origin, 2013 – 2020 H1

$239

$103

$48
$43
$22
$15
6 9 5 3 13 15 2 $63 $21 $88 $119 $91 $25 $8 $5 $2
$10
2014 2015 2016 2017 2018 2019 2020 H1 2014 2015 2016 2017 2018 2019 2020 H1

Source – Cento Ventures and Do Ventures Research Trade Exit + Secondary IPO 19
The increase in $5M to $20M exit deals and the absence of large size deals

While $5M+ exits still made up most of the 2019’s total exit value, there was a lack of true outlier exits that significantly contributed to the fall-off. The top decile in
the exit valuation was $79M over the covered period.

<$2M deals $2M+ to $5M deals Exit Valuations, $M*

$7 7 $7
$10
6

5 $5 5

$4
3 3 $5 $5 $5 $5

$2 $3
Top Decile $79
2
$1
- - 1 1 1 1 1
- -

2013 2014 2015 2016 2017 2018 2019 2020 H1 2013 2014 2015 2016 2017 2018 2019 2020 H1

$5M+ to $20M deals $20M+ deals

$173
$39 Top Quartile $24
$32

$24
$20

$15 $64
$12 $50
$8
$40 Median $6
3 5 $22
1 1 2 1
- 1 1 - 1 1 2 -
- 1
2013 2014 2015 2016 2017 2018 2019 2020 H1 2013 2014 2015 2016 2017 2018 2019 2020 H1

20
Source – Cento Ventures and Do Ventures Research
Capital invested, $M Deal #
*Exit valuation data is the median of liquidity events during 2013 – 2020 H1
Looking forward: Vietnam as the prime investment market in SEA with
increasing interest in education and healthcare

According to our survey on 50 active Investment sentiment in Number of expected deals Focused sectors in Vietnam in the next 12 months
funds among 6 major markets in Vietnam in the next 12 months in Vietnam in the next 12 months
SEA (Vietnam, Indonesia,
Singapore, Malaysia, Philippines, 4% 4% Education
None
Very unfavorable Healthcare
Thailand), Vietnam is the top 8% 5%6%
12% Financial Services
destination for investment in the next Unfavorable
1-2 Enterprise Solutions
12 months, followed by Indonesia. Ecommerce
30% Neutral 3-5 Real Estate and Infrastructure
28% 49% Data Enabler/Analytics
Investment sentiment in Vietnam 54% Favorable 6-10 FoodTech
remains high, as surveyed funds are AI/Recommendation engine
looking to invest in 117 - 200 deals Very favorable >10 Online Media
Logistics
in the next 12 months. Nearly 80% Other
of the investors have planned to 0% 10% 20% 30% 40% 50% 60% 70% 80%
deploy 1-5 deals.
Reason to invest in Vietnam in the next 12 months Priority to invest in the next 12 months
In the upcoming year, investors will
focus on the three following leading Strong macro fundamentals and favorable
Better opportunities compared to other
demographics. 61% Country 1st Priority 2nd Priority 3rd Priority 4th Priority
industries in Vietnam: Education, markets.
Healthcare, and Financial Services. Expect more growth potentials due to the rapid
Already identified qualified investment
recovery from COVID impact and favorable… 54%
opportunities before COVID. Vietnam 55.10% 28.57% 12.24% 2.04%
Expect cheaper valuations, compared to pre-
Note: For those who would like to learn Strong macroCOVID
fundamentals
period. and favorable 33%
more about our survey results, please demographics.
Better Indonesia 42.11% 26.32% 13.16% 10.53%
refer to the Appendix of this report. Expectopportunities
more growthcompared
potentials to other
due markets.
to the rapid
recovery from COVID impact and favorable changes 28%
in consumer behavior.
Already identified qualified investment Singapore 14.63% 36.59% 34.15% 7.32%
opportunities
Expect cheaper before
valuations, COVID.
compared to pre- 22%
COVID period.
Other
Other 4% Thailand 2.94% 0.00% 14.71% 41.18%

Source – Do Ventures, Jun 2020, Tech Investment 21

Sentiment in Vietnam Market survey 0% 50% 100%
Methodology
Methodology
Data partner :
Cento Ventures is a venture capital firm focused on technology startups building products and services
emerging from the digital transformation of promising growth markets, particularly Southeast Asia. Cento
Ventures is based in Singapore and backed by a team well experienced in internet business. Cento
Ventures operates three funds that invest across industries through a disciplined, well-researched
approach to locate technology investment opportunities originating from the Southeast Asian region.
Learn more about Cento at cento.vc or our Facebook or Linkedin pages.
Key premises:
Numbers and conclusions in this study rely upon a company’s reported last round valuation. At best this is
a partial reflection of a company’s true value. To atone for this oversimplification, Cento likes to take this
opportunity to give a commendation to the great work being done by a few in academia who probe deeply
into the contradictory nature of how tech valuations are reported, and produce splendid research that will
one day help the industry upgrade the reporting systems and, perhaps, change how tech company
narratives are formed. In this report, our recognition goes to Will Gornall and Ilya A. Strebulaev
(professors at the Sauder School of Business at the University of British Columbia and the Stanford
Graduate School of Business, respectively) for their comprehensive work on “Squaring Venture Capital
Valuations with Reality”, available here:
https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2955455 and with media coverage
http://nymag.com/intelligencer/2018/11/fake-unicorns-are-running-over-the-venture-capital-industry.html
Geographies covered:
This report principally covers Vietnam digital ecosystems, with a few references to Southeast Asia,
particularly ASEAN 6 largest economies. More information on the references can be found in Cento
Southeast Asia Tech Investment Report is available here: https://www.cento.vc/southeast-asia-tech-
investment-h1-2020/
Data sources and completeness :
Cento Ventures data is compiled from a number of sources, although Cento primarily relies on public
press announcements and community disclosures from the companies and their investors. Our team
researches the validity of claims to an extent possible and supplements incomplete information with
insights from our own industry sources and, on occasion, somewhat educated guesswork. Over 350+
financing and liquidity events in Vietnam were analysed and verified in this report. Inevitably, a few
large deals would avoid detection on occasion of the exceptionally secretive nature of the transaction
or due to the methodology was applied. It is also our impression that our pre-Series A deals data in the
region is far from exhaustive due to a sheer volume of deals in $ 10 - 250K range happening in the
market – while total dollar value of inflow and outflows is unlikely to be impacted heavily, do take the
“number of deal” assessments for pre-Series A with a large handful of salt. Finally, as new facts come
to light and as erstwhile announcements are verified, The databases were adjusted retroactively,
leading to mild inconsistencies between various versions at the same period.
Category definitions and company profiles include:
This report aims to describe the state of financing and liquidity generated by companies focused on
digital technology-driven opportunities in Southeast Asia. The exact definition of what a digital
technology-driven opportunity constitutes is a subject of much debate. While leaving biotech, new
materials and space tech out is relatively straightforward (but including software and digital services
enabling these industries), telling an offline company with digital elements apart from a business where
value creation is primarily tied to either its technology core or its digital distribution is anything but
simple.
Cento Ventures has generally taken the view that if something is valued by its investors as a
technology company, it is categorised accordingly. At the same time, Cento also endeavours to
exclude categories that, while adjacent to the digital economy, tend to attract non-VC capital to a
degree where their financing / liquidation events interfere with the signal from the rest of the ecosystem
(notably, excluding the companies with valuations determined by token economics). Furthermore,
traditional TV stations, content producers, telcos, IT infrastructures, system integration companies, and
holding companies are not include into the reporting. Hence, this excludes a number of otherwise very
important names absolutely worth a closer look under different circumstances such as FPT, Global
Cybersoft, VCCorp, STI Holding, Nexttech, VNP, and others that would occasionally be included in
other digital ecosystem reports.
23
Methodology
Company classification:
Country of origin:
Determined by the country in which the company was founded, and has its primary base of operation
(defined in terms of revenue, if known). At the (subjective) point where the company has both
operations in multiple countries in Southeast Asia and substantial revenues generated in multiple
countries, then it may be classified as Southeast Asia / regional in the country of origin.
Sector classification:
Cento’s definition of the industry segment in which the company’s primary business focus sits. A full
taxonomy of sector allocation is listed below. In cases where a company focus on multiple sectors with
different units generating thought to generate substantial revenue, then multi-vertical category is used.
Cento also notes that a company’s sector may change as the company progresses; the company’s
sector is evaluated according to the primary business focus during the event of financing.
• Advertising & Marketing Technology: companies that facilitate the acquisition of customers
including coupons and rebates, price comparisons and affiliate marketing
• Business automation: tools that automate non industry-specific business activities such as CRM,
ERP, workplace communication tools, etc.
• Comms & communities: social networks and dating
• Education: provision of goods and services revolving teaching and learning, including adult training
and education
• Employment: companies that manage and facilitate the management of employees including
onboarding, benefit, payroll, etc.
• Entertainment/ Gaming: gaming development, distribution and publishing
• Entertainment/ Non-gaming: content production and news aggregation
• Financial Services: companies that apply technology into traditional banking services i.e. lending,
wealth management, etc.
• Healthcare: provision of goods and services revolving around medical and wellness services
including, but not limited to, e-pharmacy, medical tourism and telehealth
• Local Services: platforms that connect local merchants/ service providers to consumers in an urban
setting including, but limited to, ride-hailing services, local search and directory and food delivery
• Logistics: companies that facilitate the movement of goods including, but not limited to, acquiring,
storing and transporting of goods
• Multi-vertical: Cento`s categorisation for diverse digital businesses such as Grab & Gojek, often
called ‘super-apps’
• Payments: companies that facilitate movement of capital
• Real Estate and infrastructure: construction, buying & selling and management of real estate assets,
including the tools facilitating those activities
• Retail: companies that sell or rent goods using internet technology, including tools that facilitate those
activities e.g. Store-front management software, POS systems, etc.
• Travel: tourism and hospitality
Currency:
$ refers to United States Dollar (US$) unless otherwise stated.
24
Methodology

Deal definitions: Other Acknowledgements:

Deal stage: We also like to extend the acknowledgement to other organisations that have helped shed light on the
state of Southeast Asia and Vietnam tech investment in the past few years; including Venture Capital
Each series definition is determined as follows:
Insights, CB insights, Crunchbase, e27, Monk`s Hill Ventures-Slush, Preqin, Topica Founder Institute,
- Pre-Series A: Purpose of investment tends to be building the idea/team; in some cases, the and SVCA. Although the methodology and timing of the data captured in each report may differ, we
company generates revenue. believed the joint effort of trying to make Southeast Asia tech investment activities more visible will
continue to benefit all stakeholders involved.
- Series A: The product has been built and proven via initial but repeatable revenue. Investment
purpose tends to be establishing domestic position, and sometimes scaling regionally.
- Series B: Investment purpose tends to be building scale, either domestically or regionally.
- Series C+: any amount invested later than Series B. Series C, Series D, later series investments,
pre-IPO, mezzanine.
Cento has also estimated a particular company’s valuation through a recent substantial financing or
liquidity event and known business developments
Deal type:
Cento Ventures focuses mainly on venture capital deals – investments made by fund entities into early
stage startups, whether they are from independent funds of corporate venture capital entities. This is a
subset of the total number of early stage tech deals in the region.
Cento separates the following from most of the data, apart from the ‘total capital invested and total
deals done’ chart:
- Corporate transfers: events where a corporate entity funds an entity in the region in which it owns a
majority or significant minority stake (e.g. Rocket Internet, Lippo Group)
- Project financing: A deal that was a partnership for an identified purpose – e.g. Grab-Honda.
- Non-Southeast Asia deals: e.g. Global focused companies which the team are based in Vietnam.

25
Appendix
 Investor survey

This survey was conducted on 50 institutional investors in Southeast Asia. The purpose of the survey is to provide a better understanding of investment sentiment
about the Vietnam market.

How many years has your fund invested in Vietnam? As of now, how many investments has your fund had in How big is your fund size?
Vietnam? (both current and exited)

15% 13%
13% 28%
17%
Demographics of the respondents

21%
None <= $20M AUM
1 year or less
1-2 $21M - $50M AUM
2-3 years
21%
4-5 years 3-5 $51M - $100M AUM
22% 26%
15% $101M - 200M AUM
>5 years 5-10
>10 >200M AUM
46%
27% 17% 19%

Has your fund made any investments in Where is your fund's head office located? Which stages of investment are your sweet
Vietnam since Jun 2018? spots?
(Only applicable to funds that previously had investments in Vietnam) 80%

Singapore 70%
11%
7% 60%
Indonesia
50%
17% 40% Korea
40%
Yes China
30%
No
9% Japan 20%

Vietnam 10%
93% 2% 0%
21% Other
2% Seed Series A Series B Series C and
beyond
 Investor survey (continued)

Compared with pre-COVID 19 period, how is your fund's Number of expected deals in Vietnam Investment sentiment in Vietnam in the
overall investment activity at the moment? in the next 12 months next 12 months
2%
4%
8% 6% Invest more actively 8% 4% Very unfavorable
5% 6% None
30% Maintain the same investment 12%
level Unfavorable
1-2
More selective
30%
Stop new deals (but support 3-5 Neutral
existing portfolio)
Survey responses

Pause all investment completely 28%

54% 49% 6-10 Favorable
54%
Other (please specify)
>10 Very favorable

Which countries among six major markets in SEA will be your investment priorities in the next 12 months?

Country 1st Priority 2nd Priority 3rd Priority 4th Priority 5th Priority 6th Priority

Vietnam 55.10% 28.57% 12.24% 2.04% 2.04% 0.00%

Indonesia 42.11% 26.32% 13.16% 10.53% 2.63% 5.26%

Singapore 14.63% 36.59% 34.15% 7.32% 0.00% 7.32%

Thailand 2.94% 0.00% 14.71% 41.18% 20.59% 20.59%

Malaysia 0.00% 6.25% 9.38% 21.88% 43.75% 18.75%

Philippines 0.00% 0.00% 18.18% 18.18% 24.24% 39.39%

28
 Investor survey (continued)

In your observation, which sector(s) will take off due to the impact of Covid-19? Which sector(s) will be your investment focus in the next 12
months in Vietnam?
Other (please specify)
Online Media Education
Data Enabler/Analytics Healthcare
AI/Recommendation engine Financial Services
MobilityTech Enterprise Solutions
Logistics
Real Estate and Infrastructure Ecommerce
PropTech
Financial Services Real Estate and Infrastructure
FinTech
Data Enabler/Analytics
Education
MedTech
FoodTech
Healthcare
EduTech
AI/Recommendation engine
Survey responses

FoodTech Online Media

Ecommerce Logistics
Enterprise Solutions Other
0.00%
0% 20.00%
20% 40.00%
40% 60.00%
60% 80.00%
80% 100.00%
100% 120.00%
120% 0% 20% 40% 60% 80%

Reason to invest in Vietnam in the next 12 months

Strong macro fundamentals and favorable demographics.

61%
Expect more growth potentials due to the rapid recovery from COVID impact and favorable changes in consumer
behavior. 54%
Expect cheaper valuations, compared to pre-COVID period.
33%
Better opportunities compared to other markets.
28%
Already identified qualified investment opportunities before COVID.
22%
Other
4%

0% 10% 20% 30% 40% 50% 60% 70% 29

 Startup survey

This survey was conducted on 101 startups in Vietnam. The purpose of the survey is to provide a better understanding of Covid-19’s impact on Vietnamese
startups.

Have you received investment before?

Startup’s industry

Data Enabler/Analytics

Enterprise Solution
Demographics of the respondents

44%
Travel
Yes Financial Service
No
56% Food/ Grocery

Real Estate

Education
0% 2% 4% 6% 8% 10% 12% 14% 16%

Which is your current fundraising stage? Your startup scale

1%

16% 4%
25%

Pre-seed 1-20 members

27%
Seed 20-50 members
Series A 50-100 members

69% >100 members

59%
30
 Startup survey (continued)

Covid-19’s impact on your company’s operations Covid-19’s impact on revenue

4% 9%
7%
10%
Increase >30%
19%
Positve 19% Increase 10-30%

Neutral Flat +/- 10%

27%
Quite negative Decrease <30%
27%
Very negative
Survey responses

Decrease 30-90%
43%
Decrease >90%
32%

What is your current fundraising status? How long is your current runway?

1%
Do not have plan/Not started yet 4%
6% 16%
19% 18%
> 24 months
In talk with investors
12-24 months
6-12 months
Started fundraising months ago but
no result yet 3-6 months
43%
24% <3 months
Finished fundraising with less
36%
investment than expected

29% Finished fundraising as planned

31
 Startup survey (continued)

Current biggest challenge Actions taken during Covid-19

Other
Maintain revenue Digital reform

Maintain team productivity Pivot business model

Manage supply chain Cut off expense

Manage cashflow Increase marketing spending

Survey responses

Optimize expenditures Change product/service

Other
Maintain revenue Other
0% 10% 20% 30% 40% 50% 60% 70% 0% 10% 20% 30% 40% 50% 60%

How long do you expect Covid-19 to affect Vietnam and Self-assessment on recovery ability
global market?
6%
7% 9%
25% 18%
Very positive
End of 2020 Positive
35% Q1 2021 Neutral
End of 2021 Negative
32%
After 2021 Very negative
35%
34%

32
CONTACT
DO VENTURES
www.doventures.vc
contact@doventures.vc
Office address: 23.01, 9-11 Ton Duc Thang
street, District 1, Ho Chi Minh city, Vietnam