Most B2B companies entering Poland expect too much too fast — and quit right before the market starts responding. They see 90 days without a signed deal and assume the market doesn't work for them. In most cases, they're wrong. The problem isn't Poland. The problem is expectations.

In this episode, Dominik Wantuch, founder of Architecture of Sales, breaks down exactly what 90 days of outbound lead generation in Poland delivers — and what it doesn't — based on 30+ go-to-market projects and 250+ conversations with companies considering Poland as a new market. The pattern he sees is always the same: companies that set the right expectations survive and scale, companies that don't pull the plug too early or never start at all.

To make it concrete, Dominik uses a realistic baseline — one part-time SDR, 40 hours per month, over three months of collaboration. No magic tools, no shortcuts. Just a dedicated person calling, emailing, and reaching out on LinkedIn to your ideal customer profile in Poland.

With that setup, you can expect between 12 and 18 qualified meetings with your target prospects. That might not sound like much, but what those meetings give you is far more valuable than the number itself. You get direct feedback on your messaging, your pricing perception, and your sales materials. You find out whether your demo needs Polish-market examples, whether an English-speaking sales executive is enough or whether you need a Polish account manager. You build your first real FAQ — not from assumptions, but from actual objections raised by real prospects. You identify which sales blockers keep appearing: implementation time, a missing USP, the wrong ideal customer profile. And most importantly, you collect enough data to make an informed decision about whether to invest more money into your Polish market entry.

What you won't get in 90 days is equally important to understand. You most likely won't close any deals — and depending on your sales cycle, that's completely expected. You won't have time to A/B test multiple messages or explore several market segments in parallel. And you won't get a clear answer on pricing. 90 days gives you a signal on interest, not on willingness to pay. That data typically starts coming in month four and five, once prospects have moved further down the pipeline and real budget conversations begin.

Outbound sales processes are always longer than inbound — you're identifying a problem for the prospect, educating them, and convincing them your solution is the right fit. That takes time, especially in Poland. But it works. Around 50 to 60 percent of the prospects who take the first meeting will move to the next stage of your pipeline, meaning you'll typically have six to eight companies still engaged and wanting to continue the conversation after the initial meeting.

The real value of 90 days isn't a signed contract. It's the right to make a confident decision — whether to stay and scale, or to pivot before committing serious budget. That's exactly what you need at this stage, and it's more than most companies think to ask for before they start.

To properly validate the Polish market, you need at least six to nine months. But 90 days is where it begins — and if you go in with the right expectations, it's enough to know whether the opportunity is real.

This episode is for founders and sales leaders at B2B companies — SaaS, hardware, and services — who are seriously considering Poland as their next market and want an honest picture of what the first three months actually look like on the ground.

Dominik Wantuch is the founder of Architecture of Sales, a lead generation and sales outsourcing agency that helps foreign B2B companies enter the Polish market through dedicated Polish SDRs. If you're planning a Polish market entry and want to know what it would look like for your specific product, reach out to Dominik directly on LinkedIn.