The Polish information technology market grew 7% last year and reached USD 3.14 billion.  The computer hardware market is estimated at USD 1.5 billion - 47.5% of the total IT market.    The software market in 2002 was estimated at USD 737 million Polish companies develop approximately 60% of software sold in Poland while American companies hold more than 25% of the total software market.  Good opportunities exist for specialized software for networking and tools, especially security software and new solutions for Internet applications.  Sales of corporate software reflect shortages in the economy and are predicted to grow 2% a year. Sales of computer services have been systematically growing over the last few years and reached USD 1.1 million.  Best prospects for computer services include computer education training, consulting, hardware maintenance and services, and data processing.  There is also a growing need for high-end consulting services.  There are approximately 5,000 ITC companies in Poland employing 28,000 people.  But only 25 of them employ more than 250 people. The financial and telecommunications sectors are the leading ITC buyers, especially for large projects.  

By mid 2003, there were 167,000 registered Internet domains in Poland, 15% more than a year before.  The number of active Internet users is estimated at between 2 to 3 million.  The value of Poland's Internet services is estimated at USD 740 million. Annual growth from 2001 to 2002 was estimated at 45% and from 2002 to 2003 it was more than 30%.  The market segment for providing Internet content is estimated at only USD 45 million. 

There are no restrictions on foreign investments in the entire telecommunications sector.  With a USD 4.5 billion annual turnover, TPSA, (Telekomunikacja Polska S.A., the former national telecommunications operator), is the dominant operator active in all segments of the market.  TPSA was privatized with France Telecom as a strategic partner.  Market analysts estimate that 25% of Poland's international voice traffic now moves over VoIP connections.  VoIP technology is expected to be the future of the market's development.  Wireless Local Loop (WLL) is seen as a cost-effective way to provide telecommunications services, especially in remote areas of the country thus making this kind of equipment a good prospect for U.S. suppliers. With 13.5 million users, the number of cellular telephony has surpassed that of fixed-line users. This segment continues to develop at 30% per year. 

The most effective way to sell in Poland is through a distributor who maintains relationships with dealers and system integrators.  A direct presence in Poland cannot be underestimated.  The best prospects for U.S. firms include networking equipment, specialized networking software, security products and software, computer components and peripherals and computer services.  Good prospects also include Wireless Local Loop (WLL) equipment and Voice over Internet Protocol (VoIP)technology.  There are growing sales opportunities for suppliers of computer parts and components.  Good prospects also include networking equipment and computer peripherals.   September, 2003   

On the road back to Olstyn, Poland, or is it Amer...?