When international founders think about U.S. expansion, they often focus on speed rather than precision. In a recent Belly2Belly conversation, Daniel Sawko, co-founder of Shipshape.vc, shared how companies can shorten their path to growth by targeting the right investors and customers. His insights highlight why founders must align fundraising and sales strategies to build momentum in the U.S. market.
Fundraising is a sales exercise
Sawko explained that raising capital is essentially a sales process. The product isn’t just your technology—it’s the whole business. That means founders need to spend time with the investors most likely to buy equity in their company. Narrowing the focus reduces wasted effort and builds confidence with potential backers.
Why the Delaware flip matters
One major hurdle is investment mandates. Many U.S. funds can only invest in American entities. For this reason, founders often set up a U.S. parent company in Delaware—a “flip” that unlocks a much larger pool of investors. Being prepared to discuss this step shows investors you understand the landscape and are ready to act.
Revenue speaks louder than words
Investors also want evidence that your product has traction in the U.S. The more revenue you generate from American customers, the easier it is to build conviction. Sawko emphasized that showing early customer adoption shortens investor objections and demonstrates your company’s potential.
Choosing between strategic and financial investors
Not all investors bring the same value. While financial investors focus mainly on returns, strategic investors may influence your distribution channels or product roadmap. Founders should carefully consider alignment not just today, but five to ten years into the future. In industries like aerospace and defense, partnering with established U.S. players can accelerate market entry.
A structured approach to market entry
Sawko’s core advice for founders is to avoid burning capital and time on the wrong opportunities. Instead, build a structured, targeted strategy for both investors and customers. Combined with cultural awareness—like learning American business etiquette—this approach shortens the path to growth and increases the odds of long-term success.
Gateway to Growth: September 29 in London
Daniel will be joining Bill Kenney and other experts at Gateway to Growth: Expanding Your Business to the USA on September 29 in London. The event will feature insights from specialists in immigration, accounting, business development, and investment. Attendees will walk away with a practical checklist, lessons learned from seasoned advisors, and a sharper path to U.S. growth.
Register today to secure your spot.
Additional Resources
For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies.
About
MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation: bill@meetroi.com or +1 (860) 573-4821.