Wholesale Becomes New Growth Engine for Polish Telecoms

In Poland's highly competitive telecommunications market, operators are pivoting towards wholesale operations as a crucial engine for future growth. Facing pressure to maintain profitability and fund essential investments, companies are increasingly opening their infrastructure to third parties. This strategic shift, detailed in the "What's Up Wholesale? Przegląd rynku operatorskiego 2026" report by Orange Polska, positions wholesale access as a core business component rather than a secondary offering.

The report highlights a paradox within the sector: while 67% of surveyed small and medium-sized operators report good financial health, a significant 64% anticipate greater threats than opportunities by 2030. Key concerns include escalating labor and energy costs, intense price competition, geopolitical risks, cybersecurity threats, and the substantial capital required for modern fiber network expansion.

To navigate these challenges, operators are prioritizing business models that maximize the utilization of existing infrastructure. Instead of solely competing through parallel network construction, companies are increasingly collaborating, either by utilizing partners' networks or by offering their own. This approach allows for cost reduction and faster scaling, making wholesale cooperation a strategically vital area for the industry. A quarter of surveyed operators already share their networks, with another third planning to do so, underscoring the growing importance of open infrastructure.