Polish SaaS companies test divergent growth and sales models

The Polish SaaS market is navigating evolving sales models, specifically regarding Product-Led Growth (PLG). While PLG suggests products can replace traditional marketing and sales, current trends show that self-service models often transition into human-led sales for enterprise clients. Data from ChartMogul indicates a median conversion rate from free to paid users of 8 percent, with 80 percent of free-trial products still utilizing human contact for enterprise deals.

Two Polish public companies illustrate contrasting strategies. Text, the owner of LiveChat, reported 329.1 million PLN in revenue for the 2025/26 fiscal year, a 7.1 percent decrease. The company is transitioning away from a traditional sales department, tasking customer support and AI agents with closing contracts. In contrast, Brand24 increased its sales spending by 35 percent to 9.3 million PLN in 2025, focusing on the enterprise segment, which contributed to a 21 percent revenue increase to 42.6 million PLN.

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