In 2022, Focus Technology became a Pax8 partner. In just two years, the Cornwall-based managed service provider (MSP) has exceeded their growth goals, transforming how they do business and changing the business landscape.
Andrew Davenport, CEO at Focus Technology Europe, sat down with us to talk about his goals for the technology workforce in Cornwall and creating a new work culture.
Building trust and transparency
Focus Technology began its operations in Southampton in 2001 when Andrew took the plunge to branch out on his own. After becoming one of the youngest Microsoft Certified Systems Engineers in the UK, he wanted to offer clients a bolder client experience.
‘I wanted to offer a better service with honesty, transparency and something that fit with my own values. When I left the first MSP I worked for, five clients followed me and said: “You are the guy with the knowledge. You have always been great for us. You have always been honest with us. Can you take us on and carry on doing it?’ So, I did. And that is when Focus Technology was born.’
From its beginning in 2001, Focus Technology went through various re-building phases until 2011, when a move to Cornwall proved the perfect fit for the business.
‘Sticking true to what I do and my core values, giving people a good deal, a good service and building that bond – it spreads quite quickly down here. Cornwall is very much who you know. I joined the Chamber of Commerce and just started talking to people, building up those relationships, trust and stickiness.’
And this approach is what led Focus Technology to partner with Pax8.
‘It was a huge revelation when we met other MSPs through Pax8. You can ask them a question and they give you an honest answer. That is what Pax8 is. It is about the community and culture that Pax8 fosters. The openness and transparency were a massive revelation.’
Creating a new work culture in Cornwall
Bringing a culture of openness and transparency to the technology sector in Cornwall is important to Andrew – not only to open doors for Focus Technology but to open doors for their clients and the industry as a whole.
‘I think a big part that others do not seem to do so much down here is education and opening peoples’ minds and eyes to what is available and what can be done. In my experience, other MSPs would shun new networks and events. They would not talk to you, they would not compare notes, and I think that is quite damaging to the Cornish economy.’
Andrew is keen to develop his approach by working alongside local colleges to offer apprenticeships and placements for students to gain commercial experience and apply what they learn in a working environment.
‘We want to keep talent in Cornwall. I would like to start a tech Academy, and I am in conversation with somebody at the moment who has got similar ideas to provide opportunities for vendor-based skills learning and certifications.’
As Andrew points out, accessing the Pax8 Academy Accelerator programme has been instrumental in supporting Focus Technology’s approach to this new work culture.
‘The issue I recognised was the fact that we had got to a point where I no longer had the knowledge or skill set to take it to the next level. To be able to sit and pour everything out that was in my head and have Pax8 assemble it into a meaningful structure was amazing. It took me back to my values and why I started the company. Awakening that part of me again and the passion, it was clear why we are here. Now I know what we are doing, and I took that back to the office.’
Hitting growth targets
Focus Technology’s growth has been transformed by their refreshed approach to culture and business.
‘The growth is ridiculous. We are already 25% ahead of last year’s figures, and we still have another two financial quarters left of 2024. We also stopped recruiting on skills and started recruiting on attitude. We provide the training and opportunities to rise through the ranks and our application rate went through the roof.’
Andrew has also leaned on the Pax8 Academy team to deliver leadership training to support their growth goals as well as Pax8 Professional Services to add capacity and expertise when needed.
‘I probably would not have been able to recruit the staff that I have, and I do not think I would have been looking at the potential growth or had the confidence to take the business forward the way that it is currently going.’
The outlook for Focus IT is one of continuous growth and development, contribution to Cornwall’s growing technology sector and a commitment to building a thriving employment scene.
‘We are solutions driven. If we are walking down a corridor at a client’s office and overhear conversations about tech or issues they have, I want everyone to think “OK, well, there is something we can do about that.”’
