Jason Thomas Found his Niche and Built a Thriving MSP

Starting an MSP is no easy task. Finding a niche and growing it into a stable, long-term business is even harder. But that is exactly what Jason Thomas has done with JATAG Solutions.

What began as a leap of faith became a career-defining move. Jason had spent over a decade as an IT administrator for a laboratory. When leadership changes opened the door to something new, he took it. Two IT providers guaranteed him subcontracting work, and with a handful of clients of his own, he stepped out on his own. But he’s quick to admit that what he had at the start was not a business. It was just a job he happened to own.

He was a one-person shop, taking on subcontract work, juggling part-time client relationships, and doing everything himself. But quietly, something was starting to take shape. A part-time engagement with a law firm led to repeat clients as those lawyers moved to new firms. Then he acquired a customer list from a friend who was retiring for health reasons. That list introduced him to a few manufacturing companies, which would become part of his core client base.

He did not set out to specialize. But over time, the people who kept calling him back helped define his niche.

Things shifted when a large opportunity fell into his lap. A 400-person company needed help, and suddenly Jason could no longer rely on a network of friendly solo MSPs for overflow support. He needed a team. He started hiring.

The real breakthrough came when he brought on an operations manager, who happened to be someone he had known for years through their kids’ scouting program. Within months, the business transformed. Instead of reacting to issues, they were looking ahead. Instead of chasing client emergencies, they were planning proactively. That single hire allowed Jason to step back and focus on strategy.

And it changed everything.

Through every stage of growth, Jason has held fast to one principle: professionalism matters. As a board member of the National Society of IT Service Providers, he advocates for stronger industry standards and a shared code of ethics. He believes MSPs should be treated with the same trust and respect as a law firm or accounting office. When explaining managed services to clients, he uses a simple metaphor.

We can come in and be your plumber. We can just fix a problem and then go away. And that will not keep everything flowing. You will have another leak, but we can come in and plug the hole. Or we can come in and be your IT department, your virtual CIO, and take care of and actually plan growth in for the IT part of your needs for your company and be a partner.

He also knows that great ideas do not always show up when you are buried in day-to-day operations. On a hiking trip to the Grand Canyon, with no signal and a long trail ahead, Jason made the decision to start a second company. This one would be fully focused on cybersecurity. An MSSP built to serve not only his clients, but other MSPs in the region as well.

That clarity would not have come without space. And it is a reminder to every business owner: sometimes you need to fully unplug in order to think clearly again.

Today, JATAG Solutions continues to grow. The new security business is already gaining traction. And perhaps most meaningful of all, Jason now works alongside his son, who has grown into a capable technician and trusted project manager. Jason sees that as one of his proudest achievements, not just running a business, but building something his family believes in.

This is what sustainable growth looks like. Not luck. Not shortcuts. But consistent decisions made with care, and a clear vision of what a real IT partner should be.

Lessons from the Journey

• You do not need to pick a niche on day one. Your best clients will often reveal your specialty over time.
• Owning a job is not the same as owning a business. If everything depends on you, you are still stuck.
• Your first major hire will feel risky. But bringing in the right person can completely change your trajectory.
• Clients trust professionalism. Position your business like a legal or accounting firm, not just a break fix vendor.
• You cannot plan if you never pause. Real strategy comes when you step away and reflect.
• Give back to the industry. Joining professional communities like the NSITSP strengthens your credibility and helps the entire space.
• Legacy is about more than revenue. Seeing your team, and even your own family, thrive inside the business is the ultimate reward.

If you are building your own MSP, take a page from Jason’s journey. You do not need to have everything figured out on day one. You just need to listen, learn, and build with intention.

And if you are looking for support on that journey, we are here to help. Visit gozynta.com/growth-program to learn more about how the Gozynta Growth Program helps MSPs sharpen their strategy, scale their operations, and move forward with confidence.