Architecture of Sales (AoS), a Polish B2B sales and market entry agency headquartered in Gdańsk, has established itself as a trusted partner for international SaaS companies seeking a foothold in the Polish market. With a growing roster of successfully executed market entry engagements — spanning HR technology, e-commerce, trust services, and hospitality tech — AoS provides foreign vendors with the local expertise, sales infrastructure, and cultural intelligence needed to win business in Poland.
Why Poland — and Why Now
Poland represents one of the most compelling B2B market opportunities in Central and Eastern Europe. With a population of nearly 38 million, the 9th largest in Europe, and companies ranking 6th on the continent by total turnover, Poland offers significant scale at a fraction of the entry cost of Western European markets. The country is home to over 3,200 enterprises with more than 250 employees, more than 15,000 mid-sized companies, and nearly 10 million employees — making it particularly attractive for SaaS solutions targeting the Polish market priced per seat or per company size.
"Foreign SaaS founders often underestimate Poland," said Dominik Wantuch, CEO of Architecture of Sales. "They assume it's a secondary market. In reality, Poland has the purchasing power, the digital maturity, and the scale to become a company's strongest CEE revenue stream — if approached correctly."
A Proven Track Record Across Verticals
AoS has now completed or is actively running engagements across multiple SaaS categories, consistently delivering measurable outcomes for clients:
GuavaHR (Estonia) — HR & Internal Communications SaaS: AoS ran a 12-month lead generation and conference representation programme for GuavaHR, an Estonian employee engagement platform. Over the course of the engagement, the AoS team conducted more than 1,000 outreach activities and secured 84 qualified meetings with Polish HR and operations decision-makers. AoS also represented GuavaHR at four industry conferences, generating brand exposure and in-person pipeline in a single day that matched weeks of cold outreach.
Read the full GuavaHR case study.
Faslet (Netherlands) — Fashion E-commerce SaaS: AoS launched Faslet's Polish go-to-market in May 2025, targeting e-commerce directors and managers at fashion retailers. Within the first six months, the team scheduled 24 qualified meetings through a combination of cold calling, email campaigns, and LinkedIn outreach — executing 232 short calls, 97 long calls, 342 emails, and 61 LinkedIn conversations. A pilot client converted to a paid contract within six months of the first outreach call. Read the full Faslet case study.
TrustLynx (Estonia) — Digital Trust Services SaaS: AoS partnered with TrustLynx to identify and validate buyer personas in the Polish enterprise market. After testing multiple segments, the team identified IT Directors and Heads of Digital Transformation as the ideal profile. In the first month alone, AoS booked 6 qualified meetings, followed by 9 in month two. The engagement expanded from lead generation to full sales representation, with AoS ultimately securing discussions with C-level executives at some of Poland's largest enterprises. TrustLynx has since hired a dedicated Polish sales specialist — a milestone AoS considers the ultimate measure of a successful market entry. Read the full TrustLynx case study.
How Architecture of Sales Works
AoS operates as an embedded local sales team for its clients rather than a traditional lead generation vendor. The engagement model begins with a structured onboarding process — typically involving several deep-dive sessions to understand the product, define the ideal customer profile, and map the Polish competitive landscape. From there, AoS deploys a dedicated Sales Development Representative who handles outbound prospecting across all channels, adapts messaging to Polish business culture, and manages the full top-of-funnel — from first contact through qualified meeting handoff or, in some cases, all the way through to commercial negotiation. As AoS has documented, having a local representative makes a decisive difference in winning the trust of Polish enterprise buyers.
The agency also offers market research, trade show and conference representation, distributor identification, and partner network development — making it a full-service growth partner for companies that do not yet have a local presence.
"One of the biggest mistakes foreign companies make is sending their product deck and expecting Polish buyers to respond the same way their home market does," said Wantuch. "Polish enterprise buyers are sophisticated and relationship-driven. They want to speak with someone who understands their context — in Polish, with local references. That's exactly what we provide."
Market Context: Poland's SaaS Opportunity
Poland's SaaS market has grown rapidly in recent years, driven by accelerating enterprise digital transformation, a mature IT talent base, and increasing C-suite openness to foreign software. Industries including HR, fintech, pharma, manufacturing, and e-commerce have all seen significant inbound SaaS interest from international vendors — many of whom struggle without a local presence to navigate the language barrier, procurement processes, and cultural expectations that define Polish B2B sales cycles.
AoS has published extensive market intelligence on these dynamics through its blog, covering topics ranging from the Polish fintech landscape and SaaS market trends to business etiquette, tax considerations, and buyer psychology — positioning the company as a leading source of market entry knowledge for the region.
About Architecture of Sales
Architecture of Sales Sp. z o.o. is a B2B sales and market entry agency based in Gdańsk, Poland. Founded by Dominik Wantuch, the agency specialises in helping international SaaS and technology companies enter the Polish and CEE markets through lead generation, sales outsourcing, market research, trade show representation, and partner development. AoS serves clients across Europe and has worked with companies originating from Estonia, the Netherlands, the UK, and beyond.
Media Contact
Company Name: Architecture of Sales
Contact Person: Dominik Wantuch
Email:Send Email
Address:UL. LEBORSKA 3B / 2.30A
City: Gdansk
State: Pomorskie
Country: Poland
Website: https://architectureofsales.com
