"It looks nice, but it won't work at our company." If you have heard that after a demo in Poland, this episode is for you. By the end you will know the three structural reasons foreign companies lose Polish deals they should have won, and exactly what to fix before your next call.

This is for B2B companies planning Polish market entry, specifically those selling software, hardware or technical solutions with a sales process that involves demos and procurement committees.

Dominik Wantuch, founder of Architecture of Sales, breaks down a pattern his team sees again and again: the product is good, the unique selling points are strong, customers are genuinely interested, and then nothing moves forward. In most cases it isn't the product. It's three things the company didn't prepare for before going to market. Everything here comes directly from 30+ go-to-market projects in Poland, not from theory.

The 3 mistakes we cover:

  • The procurement and legal gate. Polish mid-market and enterprise companies are risk-averse by default. If your product touches personal data, employee records or anything in a database, legal will get one specific question on nearly every call, and if they don't get a good answer, they will kill the deal. The fix: get a written legal opinion from a Polish lawyer before your first meeting, not after the first objection.
  • No clear reason to choose you over a local alternative. If a Polish company can pick between your solution and a local one with similar functionality and pricing, they will choose local almost every time: local support, local language, local references, local contract. You need to answer "why you, not the local option" in one sentence. If you can't, you will lose.
  • Generic demos that feel foreign. Poles buy proof, not potential, proof that your solution works for a company that looks exactly like theirs. Generic data and case studies from other markets trigger the same rejection every time. Dominik shares how pulling a prospect's real employee list into the demo environment changed the entire conversation and closed the deal, plus why a Polish language version can make an objection disappear entirely.

None of these fixes require a bigger budget. They require preparation before you go to market.

Planning to enter Poland and want to know which of these three applies to your specific product? Book a call with Dominik directly at architectureofsales.com.

🔗 Dominik Wantuch on LinkedIn

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