Hi friend,
Sending you this note from a frigid, wintry Chicago. Thankfully we were able to get a bit of Austin heat by interviewing a remarkable founder this month.
Peter Hanna started ROBO in 2007 "by accident" and turned it into a thriving IT services company that became a leader in managed services and technology solutions.
Before we dive in, a quick welcome back to Owner to Owner! This is a new private email series for owners, by owners, and about owners. Here at NGP, the most meaningful insights have always come from the operators we serve, and this is our way of sharing those lessons more broadly. Each month, we interview leaders who've built real businesses and share their honest, hard-won wisdom. The format is simple:
Five Questions followed by our Three Cents that might impact how you lead or work.
So, what does it take to build a successful technology business that adapts and grows with changing market needs? Let's dive into Peter's journey and the wisdom he's gained along the way.
FIVE QUESTIONS
1. When did you start your company and what drove that decision?
I always wanted to work for myself and be my own boss. While working at Advanced Microdevices, I started ROBO as a side IT project focused on Exchange hosting and Blackberries. Unlike many entrepreneurs who meticulously plan their MSP businesses, ROBO came about somewhat by accident. I saw an opportunity in the growing mobile computing space, and my technical background allowed me to offer solutions that businesses needed at the time.
2. What's your approach to building a sustainable business?
Early on, all the advice was about identifying the right customer, and to be honest, I didn't care about any of that. My approach was simple: if you had resources and were willing to let me solve a problem, I was going to help. I've always believed there isn't just one path to an answer, and being flexible with our customers is what allowed us to become part of some amazing stories.
3. What was a pivotal moment in your early business journey?
A game-changing moment was partnering with Intermedia, the world's first Exchange hosting platform. This allowed us to offer comprehensive services to small businesses by setting up Exchange services and Blackberry Exchange Services. It was a perfect alignment of timing and technology that really accelerated our growth. I realized quickly that some of the most significant opportunities come from being in the right place at the right time with the right skills.
4. How do you approach building and maintaining client relationships?
Our approach was simple: create meaningful value on the first project. Once we did that, we became 'their guy.' Then, it was all about trust. Once there was trust between us and a client, we could do almost anything together. As the landscape evolved, we just continued to be their guy — adding meaningful value at every turn. That’s how we built lasting partnerships.
5. What advice would you give to other business owners?
You don't need to have everything perfectly planned. Sometimes the best opportunities come from getting started, being flexible, and then adapting. Focus on creating real value for your customers, stay current with your industry's trends. When the industry or market changes, you will have built the muscle to adapt again and again.
Our Three Cents
Our conversation with Peter was incredibly fun. His dry humor and warmth made us almost forget we were talking to a founder. As we sat with the notes from our conversation, we came back to three things:
1. Flexibility can lead to opportunity.
Peter's comments about not having a business plan may seem to fly in the face of traditional startup wisdom, but really it was sharp. He started by seeing a problem and meeting a need. Then, he followed opportunity. His willingness to adapt, experiment, and evolve his services as technology changed allowed ROBO to grow rapidly.
2. Become “Their Person” by Delivering Real Value
Peter’s client strategy wasn’t built on flashy marketing or niche targeting. It was built on trust, earned by solving problems and becoming indispensable. When you consistently deliver meaningful value, clients see you as a partner, not a vendor—and that builds durable, long-term relationships.
3. Strategic Partnerships Can Be Growth Catalysts
Don’t try to build everything yourself. The partnership with Intermedia transformed his business by enabling ROBO to offer solutions clients urgently needed. The right partnerships can accelerate growth and help you seize opportunities that wouldn’t be possible alone.
Thank You + Happy Holidays!
This is only our third issue of Owner to Owner, and we're already working on the plan for 2026 to continue bringing stories and inspiration to your work. More on that soon.
For now, we’re wishing you and your family a warm, full holiday season. Thank you for the work you’ve poured into building remarkable businesses and steady teams this year. We’re grateful to be in your corner, and excited to highlight more of your stories in the months ahead.
See you next year!
Victor & Brian
About Owner to Owner
This is a new private email for owners of B2B businesses in the US. Hosted by two longtime business owners, Brian O'Connor and Victor Saad of NextGen Growth Partners, we share personal interviews, honest lessons, and draw connections back to your work and life. Glad you're here.