From vendor to partner: The strategic shift that supercharged Vertali’s growth

According to TCGN research, consultancies with a very different value proposition are twice as likely to achieve rapid growth and strong profitability. But what does ‘very different‘ look like?

Vertali is a fast-growing IBM Z mainframe consultancy and a member of The Consultancy Growth Network. In just three years, Vertali has surpassed its £5 million third-year revenue target by 50%and is on track to reach £9 million by 2026. We spoke to Nick Davies, Finance Director, about their story and the valuable lessons it offers for consultancy leaders seeking to break out of slow, incremental growth.

From reliable provider to stalled growth

Vertali originally focused on core mainframe infrastructure: system stability, security and technical support.

Nick says, “While this made us a trusted provider for long-standing clients, we were often viewed as reactive rather than a strategic partner. Growth was steady but linear and our recognition was largely confined to mainframe security.”

Repositioning with purpose: A strategic shift

Realising the limits of their initial positioning, Vertali made a decisive shift in response to three major market changes: rising software costs, increased cyber threats and a shortage of mainframe talent.

“We expanded our portfolio to include cyber resilience, pen testing, storage and software migrations and bespoke managed services. We invested in next-generation talent through our New To Z (NTZ) program and created in-house tooling to accelerate migrations,” says Nick.

They also launched ‘Mainframe Shield’, a peer-sharing network and they developed bespoke software solutions to niche client needs, further distinguishing them from traditional competitors.

The results: A stronger proposition, a bigger market

“Today, our proposition is centred on security, customised managed services and tailored delivery,” says Nick. “We support global clients across financial, retail and insurance sectors with bespoke tools, full migration services and strategic guidance. This has significantly boosted project engagement and revenue diversity. We also invested in growing our Channel Partner market.”

Growth numbers that tell the story

This repositioning has delivered exceptional financial results:

Year 1: £1.9 million
Year 2: £4.5 million
Year 3 forecast: £7.3 million (vs. £5 million target)
2026 forecast: £9 million

These numbers reflect more than sales – they show a shift in market perception from vendor to partner, through clearer articulation of their value proposition.

Specific client wins illustrate this transformation. A security audit for a retail client evolved into a managed service. For a major UK bank, Vertali built a custom audit solution that reduced both time and cost.

Lessons for consultancy leaders

Vertali’s journey offers four key takeaways for consulting firm leaders.

React to market shifts. Use client pain points: like cost pressures or security gaps as drivers for new, relevant services.
Invest in capability and IP. Tools, programmes and niche expertise create lasting competitive advantage.
Elevate your position. Moving from vendor to partner requires solutions that support strategic outcomes, not just technical fixes.
Communicate clearly. Even the best services will be overlooked if their value isn’t well articulated.