The person behind the introduction matters
La Scarpata
La Scarpata was founded by Malcolm Broad, a Sydney-based commercial leader with more than three decades of experience helping organisations navigate growth, transformation and technology adoption across Australia and international markets. Throughout that career, one lesson has remained constant, great products do not automatically become successful businesses in new markets. Commercial success depends on trust, timing, positioning and execution.
La Scarpata was created to help international software companies bridge that gap and establish meaningful revenue across Australia and New Zealand.
That career spans senior leadership roles across multiple sectors including telecommunications, technology, and professional services. With significant work in the ANZ market as well as globally in JPAC and the Middle East.
The consistent thread has always been the same challenge: how do you get the right decision-makers to say yes, in markets where trust, relationships, and commercial framing matter more than product capability alone?
La Scarpata is the commercial expression of everything that experience has produced.
What this means to Executives
For Executives receiving an introduction from La Scarpata, the assurance is straightforward. Before any contact is made, the work has already been done, the business context understood, the problem identified, the fit assessed. If there is not a clear and genuine connection between what a vendor offers and what a technology leader is navigating, the introduction does not happen.
Malcolm has spent thirty years on the Australian side of these conversations. He understands what an executive's time is worth, and he treats it accordingly. The willingness of a senior leader to take the next call depends entirely on whether the last one was worth their time. That accountability shapes every decision about who we approach and when.
For the companies we represent, the same principle applies. Every introduction reflects directly on our reputation and theirs. We do not measure success by the number of meetings created. We measure success by the quality of relationships established, the relevance of opportunities identified and the commercial outcomes ultimately achieved.
The Model
La Scarpata works with a deliberately small number of companies at any point in time.
Selectivity is not a marketing position. It is the foundation of the business model.
The value we create for founders depends on the trust we have built with executives. The value we create for executives depends on our willingness to say no to opportunities that do not meet our standards.
That discipline is what protects the network and why every relationship matters.