International expansion is one of the key growth paths for companies that have reached technological maturity and want to build a strong position in demanding markets. Hicron is consistently pursuing this strategy by strengthening its relationship with SAP and establishing solid partnerships outside Poland. In this interview, Remigiusz Efinowicz, CEO of Hicron, explains how our company builds partnerships, what drives its international growth, and why securing SAP partner status in Germany, Switzerland, and Spain is so important. You will also learn how Hicron differentiates its approach between the domestic and international markets, why the DACH market became a turning point in its growth, and what a Polish company can gain by working with a partner that has international SAP status.
How does Hicron build local and international partnerships?
Hicron: Remigiusz, how does Hicron build partnerships, and how is the approach different in the Polish and international markets?
Remigiusz Efinowicz: This is an important distinction because our position in the domestic and international markets is fundamentally different. In Poland, we are a major local partner that delivers large-scale transformation projects and is constantly competing for new ones. Our ambitions at home are high, and our scope of operations is broad. We provide services across virtually every industry wherever clients want to work with us.
The situation is different in international markets. At the European level, we are a mid-sized company, so our approach is more focused. We concentrate on specific industries and areas of expertise.
Industry focus as the foundation for international cooperation
Remigiusz Efinowicz: Outside Poland, we focus on the areas where we are strongest. These include primarily: automotive, manufacturing (including discrete manufacturing and technical industries), financial services, and real estate. It is worth noting that when it comes to implementing SAP solutions for vehicle distribution (SAP VMS), we are one of the leading providers globally.
We also provide cross-industry solutions, including products from the area of SAP SuccessFactors. This focus allows us to deliver the highest quality where we have a genuine, proven advantage.
What is driving Hicron’s strong international expansion?
Hicron: What is behind the decision to expand internationally so rapidly, and what market trends are shaping it?
Remigiusz Efinowicz: Leaving aside the industry focus I mentioned earlier, I see two important trends. The first is the change in Poland’s position over the past few years. For a long time, Poland was an economic green island in Europe. We went through the last two decades without any major crises and recorded almost uninterrupted economic growth. This long-term economic stability encouraged many foreign companies to establish cooperation with Polish businesses.
The second trend concerns the model behind this growth. Until recently, it was largely based on favorable labor costs. Today, that model is gradually running out of steam. We have caught up with many European countries, including in terms of wage levels. This means that, as an economy, we need a new idea for further growth.
From resource provider to integrator
Remigiusz Efinowicz: Many companies that focused solely on providing IT staff have lost relevance. We can see this clearly in our immediate environment, particularly among IT companies. At Hicron, we have consistently evolved in a different direction for years. We took an ambitious approach to growth and became an integrator that assumes full responsibility for clients’ IT projects and initiatives.
As a result of this evolution, we are able to win large transformation projects in Poland, across Europe, and worldwide. We provide comprehensive end-to-end services covering full project delivery and ongoing support for client systems. This is where we see our next opportunity for growth.
Summary of recent successes: SAP Concur and partner status in DACH and Spain
Hicron: Recent months have brought major milestones for Hicron: expanding our partnership to include SAP Concur and securing official SAP partner status in Germany, Switzerland, and Spain. What do these achievements mean for us and our clients?
Remigiusz Efinowicz: International expansion has always been an important part of our strategy. Since our focus is on transformation projects, the natural consequence is being closer to clients.
The pandemic taught us and our clients that new ways of working are possible. The collaboration models that emerged then are still with us today. Many companies are looking for the right balance between on-site and remote work. In large transformation projects, however, change management and cultural factors still matter.
Client proximity as a catalyst for international expansion
Remigiusz Efinowicz: In markets such as Germany, these factors are particularly important. It is not just about language, although it is worth noting that around 20% of our teams are proficient in German. A transformation project often means working alongside the client and supporting their business throughout the entire implementation process.
To make that shared journey easier, we decided to establish additional companies and thereby make our teams more international. Expanding our offering with solutions such as SAP Concur and securing official SAP partner statuses are all part of the same coherent strategy to deliver comprehensive solutions.
Securing SAP partner status in DACH – a turning point in Hicron’s growth
Hicron: Why are the German and Swiss markets so important to Hicron, and how difficult is it to secure official SAP partner status there?
Remigiusz Efinowicz: Establishing an SAP partnership in Germany and Switzerland is largely a consequence of our growth over the preceding years. These markets are crucial to us. Germany is our second-largest market by service sales. As we deliver more and more transformation projects there, we have reached the point where we can offer comprehensive solutions, including software in the form of subscriptions and licenses. Switzerland has also always been an important market for us. It is where we opened our first office outside Poland. The Swiss companies we have worked with so far rank among our most innovative clients.
This is particularly important in the context of a major technological shift. For years, we have been moving from on-premises solutions to cloud solutions, and the role of the implementation partner in these projects is evolving as well.
SAP standards as a driver of growth
Remigiusz Efinowicz: SAP has standardized procedures and sets clear expectations for companies seeking partner status. It also verifies an organization’s actual ability to meet those requirements.
That adds value for us. The high standards set by SAP have become a genuine driver of Hicron’s growth because they demand excellent organization and the highest quality. In our particular case, however, entering these markets was a natural step. We already had extensive experience working with clients in the DACH region, especially German vehicle manufacturers, so obtaining partner status deepened our existing relationships and was the logical next step rather than a leap into the unknown.
Why are Western companies increasingly choosing Polish partners for transformation projects?
Hicron: In recent years, Western companies have shown growing interest in Polish partners experienced in transformation projects. They often choose organizations from Poland instead of Indian giants or local German integrators. What is driving the growing popularity of Polish technology companies?
Remigiusz Efinowicz: It comes from the history of organizations like ours. From the outset, we participated in very large undertakings on a European and global scale. Our role evolved from supporting individual technology areas to leading end-to-end transformation projects.
Growing in that environment gave us the opportunity to observe and absorb market best practices. It shaped the way we deliver services. Drawing on years of experience, we also developed tools that support transformation projects and improve our efficiency. Hicron is not alone in pursuing this path. Many Polish technology companies are moving in the same direction. This approach is encouraging a growing number of Western clients to establish strategic partnerships with Polish providers.
Trust and predictability over the lowest price
Remigiusz Efinowicz: At Hicron, our growth model has always been based on building trust through high-quality delivery. As a result, we have often been our clients’ first choice. Even in industries under cost pressure, clients see us as a cost-effective partner.
On rates alone, it is difficult today for a European company to compete with Asian providers. However, from a TCO (total cost of ownership) perspective, we remain cost-effective and deliver projects within comparable budgets. Clients gain greater peace of mind and higher quality in return. Western companies today primarily look for: delivery quality, predictability of timelines and processes, and reduced operational risk. These expectations and the trust our clients place in us mean that they increasingly turn to Hicron.
What can Polish companies gain from our partner status?
Hicron: What does a Polish company gain by working with Hicron, knowing that we have SAP partner status in the DACH region and Spain, especially when planning international rollouts?
Remigiusz Efinowicz: Poland’s position on the international stage has changed. We are now one of the world’s largest economies, and many Polish companies have evolved along the way. With a population of nearly 40 million, Poland has given companies the opportunity to grow within a single, large market.
Once these companies became leaders in their industries and developed strong business practices, they began looking confidently beyond Poland in search of new markets.
A natural partner for Polish expansion
Remigiusz Efinowicz: This is precisely what makes us a good fit for Poland’s business leaders. We have extensive international experience. It is worth noting that more than 60% of our services revenue is generated in international markets. We have delivered projects in almost every European country and in many countries beyond Europe.
For a Polish company planning international expansion, this means working with a partner that combines an understanding of local realities with international experience. On the one hand, we understand the challenges Polish organizations face because we come from the same market. On the other, we have experience delivering projects abroad and official SAP partner status in the DACH region and Spain.
For multi-location system rollouts, this combination translates into consistent implementation, lower risk, and predictable delivery in every country involved in the project.
Looking ahead: where is Hicron going next?
Hicron: What are Hicron’s plans for further international growth?
Remigiusz Efinowicz: Our latest expansion was a major and important step for us. Working with SAP in multiple markets outside Poland also comes with significant responsibilities. We will consistently fulfill those responsibilities, both toward SAP and our clients. At the same time, we will continue to seek new clients and adapt our offering to the changing environment.
It is important to remember that several factors are having a major impact on the market at the same time. The first is the economic situation in Europe, including the condition of the German economy, which remains Poland’s most important trading partner. The second is regulatory change at the level of both the European Commission and national governments. This requires us to develop appropriate solutions and support clients in implementing new requirements. Our goal is to continue strengthening Hicron’s position as a trusted SAP partner in additional countries, while focusing on the quality of relationships rather than simply their number. The third major area is technological change. Having moved from on-premises systems to the cloud, we are now facing another major shift – AI, which is changing how projects are delivered.
When discussing Hicron’s growth, we obviously cannot overlook developments in artificial intelligence. It is also at the core of SAP’s concept known as the autonomous enterprise. We are already working in this area with our first automotive clients. Our approach combines AI with mission-critical business processes and enterprise-class systems – both SAP and non-SAP. We take responsibility for a working end-to-end solution.
Local understanding, international scale
Hicron: What is the key message from this conversation for clients looking for a partner for transformation projects and international SAP rollouts?
