Workshop Agenda (Preliminary)

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Speakers:

Dr. Aleshsey Kuznetsov | Entrepreneur, Investor

AdoptoMedia, Estonia

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Dr. Duong Van Thinh | AI Technology Expert

AI & Data Center Institute, Vietnam

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08:00 – 08:45 | Opening & Expectations

• Welcome and expert self-introduction

• Ground rules and agenda overview

• Participant introductions & expectation setting

• Live survey: funding stage, sales channels, revenue forecasting, P&L period

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08:45 – 09:25 | Impact of Sales & Marketing on Valuation

• How sales performance affects valuation and capital raised

• Case study: Brandformance vs. Performance P&L (adapted for FMCG)

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09:25 – 10:30 | Sales Scenarios & Channel Strategies

• Audience discussion: current sales and marketing channels

• Lecture: sales channel strategies

  • Marketplaces and their specifics

  • Offline retail

  • Private label

• Marketing mix by sales strategy

• Discussion: LLM vs. Symbolic AI

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10:30 – 10:45 | Coffee Break

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10:45 – 11:30 | Sales Scenarios & Valuation Impact

• Case study continuation: sales scenarios vs. valuation outcomes

• Group work: identifying barriers to implementation

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11:30 – 12:00 | Commercial Due Diligence (CDD) Process

• Investor perspective on CDD

• What is reviewed during CDD and how to prepare

• Group discussion: participant experience with CDD

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12:00 – 13:00 | Lunch Break

• Survey results processing and slide preparation

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13:00 – 13:45 | Survey Analysis & Valuation Insights

• Presentation of participant survey results

• What “average” valuation leads to (down-rounds, dilution)

• Open discussion

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13:45 – 14:45 | AdoptoMedia Demo

• Build a 3-year financial model

• Export to Excel and link to P&L

• Chatbot demo for first-year funding assumptions

• FMCG sales & marketing P&L case (2 export markets)

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14:45 – 15:00 | Coffee Break

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15:00 – 15:45 | Building a Data Room for CDD

• Virtual Data Room (VDR) structure

• Focus on Commercial Due Diligence documentation

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15:45 – 16:30 | Live CDD Briefing (1–2 Startups)

• Real-time review of selected B2C startups

• CDD preparation feedback and next steps

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16:30 – 17:00 | Closing

• Participant reflections: key takeaways and most useful insights

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