Ajar Technology provides security solutions for critical infrastructure for transportation, and assists with end-to-end digital transformation consultancy and solutions. Among their customers are organisations such as UK Police Force’s, the UK Government and Heathrow Airport, with whom they have strong long-term relationships. “As a family business, our strategy is to build our business with small number of large clients who benefit from our technical skills and knowledge, rather than going for a large set of smaller accounts.” Explains Michael Keane, Business Development Director UK and Europe for Ajar. Their gradual growth has allowed them to build a solid team and strong relationships with its main customers.
A growth model tailored to industry needs
Ajar Technology was founded in West London in 2005 and has intentionally kept their sales team small and been selective in approaching only the customers that truly fit their strategy. This has enabled Ajar Technology to grow steadily from early projects with the police force into the 50-employee business they are today. From those early days, their focus was on delivering quality end-to-end solutions that allowed them to demonstrate and advance their capabilities. Meanwhile, they established their impeccable reputation as a reliable security and technology specialist and systems integrator. “Considering the industry we are serving, creating a strong, dependable and knowledgeable team is essential. Otherwise, how can we consistently deliver on the high standards required in the client market verticals we operate, where systems failure can have far-reaching consequences?” Says Michael. Considering the current trends in the job market, Ajar has done well to invest in building a strong and loyal workforce.
Ajar Technology is a privately owned business, which serves their strategy and the needs of the industry in several ways. “Our goal was always to grow organically, without attracting the common forms of external investors. This is a prerequisite to keep control over our growth strategy and pace. These choices have worked out excellently for us, our team and our customers so far.” He continues.
High growth ambitions
Despite its commitment to gradual growth, Ajar Technology can not be accused of a lack of ambition. Building on the solid foundation it built so far, the company aims to double its workforce within a couple of years, while affirming and extending its foothold in the worlds second-largest market. With their new office, Ajar Technology intends to grow its customer base in the EU and eventually achieve employing 30 people operating from The Hague office while also growing its UK team to 70.
The decision to open an office in the Netherlands to complement their two UK offices came naturally after long relationships with Dutch partners and customers. Their office at the HSD Campus in The Hague feels like a perfect fit because of the international orientation of the community and the mindset which is similar to theirs. “It just feels like a good place for our business” Says Michael. He believes that being part of a strong community of likeminded people such as HSD helps to find the best technology partners, attract talent and grow its business.
No quick fixes for international growth
Since first registering in the Netherlands in August 2021, Michael has gained valuable experience with growing his business internationally. “Some advice I have for other companies with international ambitions is to be aware that you really do need to put in the work and commit to it. Start with a plan and expect it to change as you have more knowledge. Call upon the vast support that is available from local agencies, tune in to local communities and follow up on conversations. Those relationships will be the stepping stones for your business growth in due time, so don’t underestimate the value of showing up.” Concludes Michael.
Michael and his colleague Tara McLaughlin who is the Sales and Marketing Manager for Ajar Technology are looking forward to getting to know the business community at the HSD Campus. Meet them at the HSD Campus events, at the coffee machine or connect with them on LinkedIn!