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IT services spanning infrastructure, software, and managed support.

Pinnacle is an IT solutions provider that goes beyond hardware resale to deliver professional services, custom application development, managed services, and hosting. Their client base includes organizations that need a technology partner capable of handling both infrastructure and software, not just procurement. The MarketScale channel gives IT decision-makers a closer look at how Pinnacle approaches complex technology engagements across industries.

13 episodes
Channel Brief·Pinnacle · 13 episodes
Updated May 31, 2023

Pinnacle's partnership model reshapes IT and security outcomes

The channel argues that IT success depends on vendor-agnostic platforms, deep customer understanding, and proactive security—not vendor lock-in. Evidence comes from named customer case studies and partner testimonials.

Pinnacle's channel thesis is that technology partnerships succeed when providers understand their customers' unique environments and align solutions to business outcomes rather than product fit. The content proves this through direct customer testimony: Keelpoint's Scott Jenkins credits Pinnacle for managing SOC, advisory services, compute, and cloud infrastructure across a $2.8 billion wealth management firm; Pedro Serrano at Grand River Dam Authority emphasizes that Pinnacle's commitment to understanding his environment creates security confidence.

Drawn from Keelpoint Wealth Management Firm Hails Pinnacl… and 1 more →

“Pinnacle genuinely cares about his environment, which translates into a heightened sense of security.”

Pedro Serrano, Chief Information Officer, Grand River Dam Authority

By the numbers

$2.8B

Keelpoint assets under management served by Pinnacle

500,000+

cybercrime incidents reported annually

30 years

Pinnacle's history from IBM-only to vendor-agnostic platform

What the channel argues

InsightArctic Wolf's vendor-agnostic platform integrates seamlessly with existing tools without vendor lock-in.→
DataKeelpoint, managing $2.8B in assets, relies on Pinnacle for SOC, ITAS, compute, cloud, and next-gen firewall rollout.→
DataCybercrime incidents exceeded 500,000 reported cases annually, making security a business risk, not just IT risk.→
InsightAxio 360 teaches sales teams to translate cybersecurity concerns into financial terms relevant to customer roles.→
InsightPinnacle began 30 years ago as IBM-only solution and rebranded to remain relevant across evolving tech landscape.→

What you'll learn

•Why customers choose Pinnacle: understanding unique environments, genuine care, and avoiding one-size-fits-all approaches matter more than vendor breadth.
•How to pitch security and IT solutions: translate technical features into business language and financial impact aligned to the buyer's role.
•What data backup failure actually costs: many companies lack backups altogether, putting recovery from catastrophic corruption at risk.
•How education IT is evolving: modern K-12 and higher-ed IT now manages eSports leagues, blockchain-based diplomas, and network security alongside traditional infrastructure.

What to do about it

→Audit your current IT partnerships for genuine understanding of your environment and business outcomes, not just product feature lists.
→Quantify cybersecurity risk in financial terms and map it to decision-maker roles when designing sales or pitch strategy.
→Prioritize data backup creation and recovery testing over equipment preservation, and verify backups exist before a catastrophic event occurs.

Who and what shows up

Scott Jenkins

Representative, Keelpoint Wealth Management, Huntsville, Alabama

Expressed gratitude for Pinnacle's exceptional support managing SOC, advisory services, and infrastructure across $2.8B asset base.

Pedro Serrano

Chief Information Officer, Grand River Dam Authority

Highlighted Pinnacle's commitment to understanding his unique environment and providing security-focused guidance as reasons for partnership.

Amber Lawhun

VP of Marketing & Partner Programs, Pinnacle Business Systems

Discussed how Pinnacle rebranded from IBM-only solution to vendor-agnostic approach over 30 years to remain relevant.

Britney Bohas

Director of Alliance, Axio

Explained importance of tailoring sales pitches and demos to customer roles and translating cybersecurity into financial terms.

Rob Greggs

Senior Systems Engineer, Arctic Wolf

Stated cybersecurity is a business risk backed by statistics, identified APT as top threat, and discussed broadening attack surface.

Questions this channel answers

Q

Why does vendor lock-in matter in security and IT solutions?

Vendor-agnostic platforms allow organizations to leverage existing technology investments and integrate seamlessly across tools without being locked to a single vendor, ensuring flexibility and optimal functionality.

Pinnacle Makes a Presence at the Arctic Wolf Event! →
Q

How should IT companies stay relevant as the tech landscape changes?

Effective branding and rebranding require rapid response to market change. Pinnacle, founded 30 years ago as IBM-only solution, evolved to meet customers' demand to stay on the leading edge.

How to Pull Off a Company Rebrand in the IT Industry wit… →
Q

What are the real business costs of cybercrime?

Cybercrime costs businesses money, time, and reputation. Over 500,000 incidents were reported annually, and cybersecurity is a business risk, not just an IT risk.

Protecting Your Company from IT Security Breaches →
Q

Why do small companies need IT consulting partners?

Small companies often believe IT consulting is a luxury for large enterprises, but consulting partners help with complex system implementation and problem-solving regardless of company size or budget.

4 Reasons to Use an IT Consultant Partner →
Q

What does cloud computing enable for business growth?

Cloud computing allows businesses to scale more efficiently and profitably by lowering capital and operational costs, reducing hardware refresh cycles, and providing peace of mind for leadership.

Want Growth? Get to the Cloud! with Matt Powers of Pinna… →
Topics:Vendor-agnostic security platformsManaged security operations and SOC servicesCloud infrastructure and Azure managementCybersecurity risk quantificationData backup and disaster recovery
Themes:Customer-centric partnership over vendor-driven salesSecurity as business risk, measured in dollars and business continuityVendor agnosticism and platform integration as competitive advantage

Industry context

Organizations are increasingly adopting AI-driven defenses, Zero-Trust security, and continuous compliance frameworks to address evolving cybersecurity challenges in 2026.

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