At around $5M in revenue, many MSPs run into a leadership problem that has nothing to do with effort or intelligence—and everything to do with role fit. In this episode, the BMK Vision Podcast team breaks down a real client scenario where an owner is sitting in the sales seat but doesn’t truly want sales leadership.

Josh Peterson is joined by Gary Boyle and Ryan Alter to explore why ownership does not automatically mean seat fit, why delegating tasks is not the same as owning outcomes, and how avoiding hard role decisions quietly taxes the entire business. The conversation digs into the tension between partnerships, ego, accountability, and growth—and why sales leadership is a non-optional seat at this stage of maturity.

This episode is especially relevant for MSP owners navigating multi-partner dynamics, stalled growth, or the shift from tactics to strategy.

Why ownership does not equal seat fit

The difference between delegating tasks and owning accountability

Why sales leadership becomes non-optional around $5M

How misaligned seats create friction across sales and service

When coaching turns into avoidance

The real cost of delaying role-fit decisions

How leaders can surface truth without confrontation

The role of consultants in guiding difficult ownership conversations

Josh Peterson

CEO, Bering McKinley

https://www.linkedin.com/in/joshdpeterson/

Gary Boyle

Senior Partner, Bering McKinley

Ryan Alter

Founder, Silverstream AV

YouTube (Video Podcast):

https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

Learn more about the Vision Operating System:

https://beringmckinley.com/vision

Apply to be a guest on the podcast:

https://beringmckinley.com/blog#speaker-form