#66 – Don’t Be That Guy: Sell Your Business Already… or Don’t (Ryan Alter)

In this Don’t Be That Guy episode, Josh Peterson and Ryan Alter invite MSP owners to confront a question many avoid: are you building a lifestyle business or positioning your company for sale? Ryan, who grew a one‑man break‑fix shop into a 25‑person MSP in Missoula, describes the moment he knew it was time to exit—burned out after COVID and having hit a growth ceiling around $2 million in revenue, he spent six months courting buyers and found one whose culture aligned with his team. The hosts stress that delaying a sale until you’re exhausted can erode value and encourage operators to maximise recurring revenue, clean up financials and develop an exit strategy early; BMK’s guide on selling your MSP the smart way explains why timing and preparation matter and how to identify the value drivers buyers care about.

The conversation then pivots to the future of managed services. Josh suggests that owners must decide whether to evolve into a consultative, AI‑enabled advisor or gracefully exit, because maintaining the status quo at the $1.5–$2 million plateau without reinvestment leads to stagnation. Ryan demystifies valuations, noting that buyers pay a premium for predictable recurring revenue and documented processes, whereas a business built on 75 percent project work may feel lucrative but lowers your multiple. Their advice: run your MSP as if you plan to sell tomorrow—focus on profitability, build disciplined financial systems and invest in people—because profitability ultimately depends on more than top‑line revenue, a point echoed in BMK’s breakdown of common profitability challenges and MSP financial services. They also discuss new business models such as AI‑driven automation and process consulting, emphasising that knowing your destination—whether growth, sale or lifestyle—will guide how you land.

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Episode Highlights

• 00:00:00 – Intro to the “Don’t Be That Guy” series and the question: sell your business or keep building?
• 00:04:00 – Ryan describes his burnout after COVID and why reaching a $2 M plateau convinced him to exit.
• 00:08:00 – Debating lifestyle versus growth: why the label isn’t negative and how identity crises arise around the $1–2 M mark.
• 00:15:00 – Future of MSPs: pivoting to consultative, AI‑enabled models or selling before the industry shifts.
• 00:22:00 – Demystifying valuations: recurring revenue, project work, EBITDA multiples and discounted cash‑flow models.
• 00:35:00 – Advice for employees during a sale: leverage transitions for training, compensation and new opportunities.

About the Guest

Ryan Alter is a former MSP owner from Missoula, Montana. Over two decades he scaled a one‑man break‑fix shop into a 25‑person managed service provider before successfully exiting. In the “Don’t Be That Guy” series he shares hard‑won lessons on growth, profitability and dispatch, helping fellow MSP owners balance lifestyle goals with enterprise value.

🔗 Connect with Ryan on LinkedIn →

About the Host

Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast. Through the From the Trenches and Don’t Be That Guy series, Josh speaks candidly with MSP owners and operators about growth, execution and the realities of building sustainable service businesses.

🔗 Connect with Josh on LinkedIn →