Executive Summary
After rebranding from Oly Tech Guys to Truit, John Hansman implemented strategic shifts that grew his monthly recurring revenue from $10-12K to $60K:
Repositioning as a premium national-level brand
Moving upmarket to larger clients (5-10+ users)
Standardizing all processes and technology
Leading with security and risk management
Being selective about client fit
The business now operates across multiple markets via a mobile RV model, serving clients throughout Washington and Idaho states.
Background
Like many IT professionals, John Hansman started his MSP journey moonlighting while holding down a full-time job. For 20 years, he worked in the home security industry, spending 12 of those years running a 24-hour monitoring center.
“I knew I was at a dead end,” Hansman recalls. Inspiration came from an unlikely source – a pastor friend who successfully transitioned to becoming a rocket engineer. “If he’s not stuck, I’m not stuck,” Hansman realized.
The COVID Pivot
After making the leap to full-time MSP work in September 2019, Hansman faced an immediate challenge when COVID hit. His initial strategy of door-to-door business development came to a halt. But where others saw crisis, Hansman saw opportunity.
With major retailers closed, he transformed his garage into a cleaning station and began offering computer repair services. “I literally had people call me like ‘hey can you fix my computer’ and I’m like ‘yeah sure.’”
Strategic Rebranding
A crucial turning point came when Hansman recognized the limitations of his original brand, Oly Tech Guys. He shares his directive to his marketing company: “I want you to make me the next Nike of IT. I want it to look like a national company. I want people to question whether I’m a big company and not realize how small I am.”
This mindset wasn’t new – even when moonlighting, Hansman had implemented professional systems like automated phone menus. “I had a ton of people who when I announced that I quit my job, they were like ‘I thought you were already full time.’”
Business Model Evolution
Under the new TR IT brand, Hansman made several strategic shifts:
Client Focus
Moved from 1-3 user shops to 5-10+ user businesses
Targeted law firms and larger professional services
Willing to say no to poor-fit clients
Revenue Growth
Scaled from $10-12K to $60K monthly recurring revenue
Doubled income in the past year
Strategically shed about $6K in problematic recurring revenue
“If they’re not a good fit, they’re not a good fit and that’s okay,” Hansman emphasizes.
Keys to Success
Hansman attributes TR IT’s growth to three core principles:
Standardization
Sales process
Marketing approach
Technology stack
Client onboarding
Security-First Mindset
Leading with risk management
Making security central to client discussions
Quality Over Quantity
Focus on right-fit clients
Willing to lose revenue to gain profitability
Innovative Operations Model
Perhaps TR IT’s most unique aspect is its mobile operation model. Hansman and his wife live and work full-time from a 41-foot RV, allowing them to service multiple markets across Washington and Idaho.
This unconventional approach exemplifies the innovative thinking that has driven TR IT’s success. “If you’re an entrepreneur, you either have to sell your business in one area or you have to grow,” Hansman explains. “We decided to grow into another market.”
Future Outlook
Hansman sees security and risk management as crucial to future success. “If you are not focused on risk management as an MSP, you probably won’t be around in three years,” he warns.
His clients are already validating this approach. “I had one who is my largest client email this week to say ‘we believe in security because you’re here.’”
