I didn’t set out to learn how to build a successful MSP when I started a small computer and electronics shop. It was just a way to stay closer to my family after years in the military and corporate world. I already had missed too many ball games and birthdays.
But our customers needed more than products. They needed someone to own outcomes. Before I even knew what an MSP was, NEXTGen IT — at the time, H&H Technologies LLC — was already becoming one.
Family brought me home; clients kept me in the fight. I realized that every small business deserves enterprise-grade IT without the enterprise price tag.
Building a Sustainable Business
In the early days, I had two goals:
- I wanted to give small businesses access to Fortune 500-level IT through a shared model. By pooling resources, several SMBs could benefit from the value of a full IT department at a fraction of the cost.
- I wanted to build a legacy for my kids while they were still young. I had already sacrificed too much time. NEXTGen had to be something lasting, but not at the cost of missing family dinners or watching my kids grow up.
The journey wasn’t easy. I wore every hat — engineer, salesperson, bookkeeper, janitor. The military taught me to carry the weight, but business forced me to learn to delegate, trust, and lead.
I also had to accept that not everyone runs at “military tempo.” Growth only came when I empowered my team, protected our culture, and led by mission instead of muscle.
Enter the Cyber Cowboy
Today, I’m known as the “Cyber Cowboy.” This is not just for the hat and boots, but for what they represent: grit, resilience, and never backing down when things get tough. We’ve built a reputation in business continuity and disaster recovery because when things break, we shine the brightest. But what really sets us apart is character.
NEXTGen IT lives by three principles:
- Treat the janitor the same as the CEO.
- Your word is everything.
- Never give up.
That’s the Cyber Cowboy code. It’s why our clients trust us to manage IT as well as stand in the gap when they need us most.
Leaning on the Channel Community
One decision that changed everything was joining TruMethods TruPeer. This peer group has become like family. It gave me the accountability and structure I missed from the military.
A year ago, NEXTGen IT lost our largest client. That could’ve sunk us. Instead, because of the discipline and systems I’d built with TruPeer, we took the hit and came out stronger. That single decision reshaped our future.
Trust is the foundation of every long-term relationship we’ve built. I believe in radical transparency. I have talked clients out of spending money when it wasn’t right for them. We don’t sell to hit quotas. We recommend what protects their business. That honesty sometimes costs a sale today, but it earns loyalty tomorrow.
NEXTGen IT’s People, Process, and Tools Strategies
Through the years, technology and client expectations have evolved. I spend at least an hour a day learning, whether it’s cybersecurity, AI, or new tools. I test everything myself before it touches a client’s system.
Early on, I said yes to everything. Now, I know clients hire us to lead, not to be “yes-men.” We set standards, explain the why, and hold the line. Respect follows leadership.
Scaling an MSP is more than increasing headcount. It’s about culture. I can train anyone to fix a computer, but I can’t train morals, integrity, or grit. One bad hire can poison a team. One bad client can drain the mission. We scale by protecting culture, standardizing processes, and making sure every new hire, client, or tool fits the mission.
Some tools have been game-changers.
- TruPeer gave us structure.
- Datto BCDR has literally saved clients’ businesses.
- ThreatLocker brought Zero Trust within reach for SMBs.
But tools are just tools. The real game-changer is process, especially our technology business reviews (TBRs). They’re like QBRs but tailored to each client’s needs. Pair that with SOP-driven operations and proactive maintenance, and we get predictable outcomes no matter who on the team handles it.
The Future of NEXTGen IT
Looking ahead, we’re targeting 25–30% growth this year. We’re building two tracks: one for medium-to-larger SMBs — including co-managed partnerships — and another for smaller SMBs, even the five-seat accounting office. Both get the same grit and dedication from NEXTGen IT.
We’re also leaning into AI, not as hype, but as a practical tool for efficiency, compliance, and risk reduction.
How MSPs Can Succeed
If you’re an MSP struggling to grow, stop chasing shiny objects. Standardize your stack. Focus on relationships, reliability, and showing up every day. Do the basics right first because growth follows trust, not tools.
And carve out your lane. For me, it’s BCDR. I wrapped my brand around it as the Cyber Cowboy. Own your space. That’s how you stand out.
MSPs need to prepare for what’s coming. AI is already being weaponized by bad actors. Compliance will only tighten, and Zero Trust isn’t optional anymore. If you’re still trying to “blacklist” or fix issues as they pop up, you’re already behind. The only real way forward is don’t-allow-anything security — a true Zero Trust model.
TREVOR HARDY
Founder/President/CEO/Head Nerd, NEXTGen IT
- Headquarters: Muscle Shoals, AL, supporting clients nationwide and internationally
- Employees: 6
- Website: nextgenit.support
- Company Focus: Enterprise-grade IT for SMBs; compliance-driven continuity; proactive support; security integrated into IT strategy; co-managed IT for enterprises
- Professional Memberships: TruPeer, BNI, GTIA, Chamber of Commerce, ThreatLocker Partner, Kaseya Community, ChannelPro Community Leader, NFIB.
- Recommended Books:
- The Phoenix Project by Gene Kim
- Package, Price, Profit: The Essential Guide to Packaging and Pricing Your MSP Plans by Nigel Moore
- How to Start and Run a Successful I.T. Company Without Losing Your Shirt by Tim Taylor
- The MSP Profitability Playbook by Gary Pica
- People are surprised to learn: I became a grandfather at 38, grew up on a farm with only dial-up, took apart my first PC at age 6, hacked my first system at 14, did three tours in the Middle East, survived cancer, raised five kids, became a published poet and author, and was the youngest ordained pastor in Alabama at 14.
Images: Trevor Hardy
