Finding Ernest wasn’t a coincidence: it was Hydra Consulting who helped make the match. Since joining, Eernest has been the driving force behind eWay-CRM’s US sales. Based in New York and Kansas City, he knows firsthand what it takes to sell a European product to American customers. Ernest is flying to Prague to share not just what it’s like to work for a European company, but also to give you his practical takes on how to kick-start your sales in the US.

What was your first reaction when a Czech software company approached you? Did you have any reservations? 

Now, however, instead of talking to grape growers in Styria and Burgundy, it is developers in Prague. And instead of helping you plan your dinner and wine pairings, I have become your business advisor. I do miss working from a bar stool though!

Did you have to explain to your European colleagues how Americans buy, or change the sales process to stand out among competitors? 

I’m not sure if it’s a Czech thing, or just my organization but providing discounts continues to be a difficult conversation!  Americans love to ask for discounts, and we have become a bit more flexible in providing them when needed to close the right deals.

Even more important is the American “tone.”  To prepare for the job, I reviewed some of the emails that my European predecessors were sending to American prospects.   The formality was painful to read.  My casual tone may have initially upset the EU office, but they trusted me, and it has paid dividends.

Can selling from Europe without having a local point of contact in the US work?

eWay-CRM attempted to sell in the States for years before opening a US office.  As I understand it, they had a difficult time finding reputable people willing to work in the middle of the night.  However, when I began speaking with our existing customers, there was a clear sense of relief that we finally had someone Stateside.

I don’t think it’s anything deeper than the “safety” of having someone with an easy-to-pronounce name, who also got their baseball references, simply made people feel more at ease. The sales numbers have grown enough that we now also have Support and Customer Success employees based in America.

You’re flying to Prague, what are you most curious about?

My last trip to Prague was near the end of the pandemic, so I didn’t have an opportunity to explore the city as much as I would have liked.   Additionally, our team has grown and changed quite a lot in four years, so there are colleagues that I am excited to finally meet in person.

US Expansion: 2022 
Location:  Kansas City 
Product: CRM software for Microsoft 365

eWay System provides professional CRM software built directly into Microsoft 365. It helps businesses organize emails, meetings, and tasks and share them across the team. Whether you manage projects, handle orders, run sales, or simply need to get your contacts in order, eWay-CRM is the right choice.