Client Overview
Z Ware is a specialised IT consultancy servicing medium to large enterprises and government organisations. With expertise in complex technology implementations, particularly large-scale web projects, Z Ware has built a strong reputation in delivering high-caliber technical solutions.

The Challenge
Before partnering with Emanda, Z Ware faced a business challenge: over-reliance on a limited client base and a narrow view of their own service offerings. Dr Phillip Zada, Founder of Z Ware, described the company’s situation as having “tunnel vision”, focusing heavily on their core clientele and services that they overlooked broader market opportunities.
Additionally, Z Ware needed to better communicate the value and breadth of its services to a wider audience, in order to lower its risk profile and ensure long-term business resilience amid fluctuating market conditions.

Why Z Ware Chose Emanda
Z Ware chose to work with Emanda after a recommendation from peers who had previously collaborated with Peter Gatt, CEO of Emanda. Phillip appreciated Peter’s transparent and realistic approach, noting that from the beginning it was made clear success would require commitment and long-term effort, not quick fixes. This candid style helped build immediate trust and laid the foundation for a healthy and productive partnership.

The Solution
Working closely with Emanda, Z Ware engaged in a strategic consulting program focusing on:
Service “Unitisation”
Emanda helped Z Ware break down their complex offerings into clearly defined, marketable services. Instead of describing their work as “lots of stuff,” they developed strong narratives around key service areas, such as front-end refresh projects and high-performing team delivery models.
Messaging and Positioning
Together, they refined Z Ware’s messaging to resonate with new stakeholders, emphasising their ability to deliver large projects with smaller, more efficient teams, a powerful differentiator in the market.
Network Expansion
Emanda actively helped Z Ware expand its network through strategic introductions, focusing not just on transactional sales, but on building trust-based relationships that could yield opportunities over time.
Market Diversification
Through ongoing conversations and workshops, Emanda guided Z Ware in exploring new market sectors and partnerships, reducing reliance on a single industry or client group.

The Results
Through their collaboration with Emanda, Z Ware achieved several key outcomes:
Increased Industry Recognition
Z Ware became more visible within the industry, receiving inbound interest from prospects who had heard of their successful projects.
Strengthened Network
The team transitioned from cold outreach to warm conversations and trust-building engagements, increasing the quality and quantity of business discussions.
New Partnership Opportunities
Z Ware began developing strategic partnerships, including an exciting collaboration around front-end performance optimisation with companies like Yottaa (performance specialists).
Pathway to Revenue Growth
Early-stage discussions and relationship-building activities have positioned Z Ware to secure new projects in sectors such as defense and retail, with expectations of new contract landings in the near term.

What Z Ware Loved About Working with Emanda
Phillip highlighted the approachability and responsiveness of the Emanda team. Whether it was a quick phone call to brainstorm ideas or strategise solutions, the Z Ware team always felt they had trusted advisors on speed dial. In particular, Phillip praised Ben Ashby for his support and Peter Gatt for his visionary guidance.
The personal, accessible nature of the relationship meant that Z Ware could move quickly on opportunities and challenges alike, an essential factor in a dynamic market.

Looking Ahead
As the consulting landscape continues to evolve, Z Ware is poised to capitalise on the groundwork laid with Emanda. With new partnership discussions underway and ongoing attendance at industry events, Z Ware is building the momentum needed for sustainable growth and market expansion.
Phillip and his team are excited for the next chapter, with Emanda continuing to support them in making smart connections, landing strategic contracts, and positioning for future success.

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