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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

Partners Win by Understanding Customer Environments, Not Just Selling Solutions

Pinnacle argues that IT partnerships succeed when providers genuinely understand each client's unique needs rather than imposing vendor-locked solutions. Evidence comes from named customer testimonials and Pinnacle's own rebranding philosophy.

Pinnacle's core argument is that technology partnerships thrive on deep customer understanding and vendor-agnostic flexibility, not on sales pressure or lock-in. This belief appears across customer testimonials (Keelpoint, Grand River Dam Authority), partner relationships (Arctic Wolf), and Pinnacle's own 30-year pivot from IBM-only offerings to multi-vendor solutions.

Drawn from Keelpoint Wealth Management Firm Hails Pinnacl… and 3 more →

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

Pedro Serrano, CIO, Grand River Dam Authority, Episode 4

By the numbers

$2.8B

Assets under management at Keelpoint, a Pinnacle customer

500,000

Cybercrime incidents reported last year

30 years

Pinnacle's operational history as technology partner

30+ Oklahoma school districts

Participating in first eSports league started by Union Public Schools

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, data center, Office 365, and Azure services.→
InsightPinnacle transitioned from an IBM-only solution 30 years ago to a multi-vendor partner through intentional rebranding.→
DataCybercrime reporting exceeded 500,000 incidents last year, making proactive risk reduction essential for businesses.→
InsightBusinesses often fail to create backups, leaving them vulnerable to catastrophic data loss.→

What you'll learn

•Customer trust in IT partnerships depends on providers understanding unique business environments, not pushing generic solutions.
•Vendor-agnostic architectures reduce risk and preserve flexibility compared to single-vendor dependencies.
•Cybersecurity is a business risk, not just an IT issue, with real financial and reputational consequences.
•Data backup strategy is often overlooked despite being the most reliable path to recovery from data corruption.
•IT consulting partnerships are valuable for companies of all sizes, not just large enterprises with big budgets.

What to do about it

→Audit your technology partnerships to confirm they prioritize understanding your specific business environment over vendor lock-in.
→Establish and test a comprehensive data backup and disaster recovery plan, ensuring backups are created and regularly validated.
→Evaluate your cybersecurity posture through a business-risk lens, not just technical compliance metrics, and involve leadership in prioritization.

Who and what shows up

Pedro Serrano

Chief Information Officer, Grand River Dam Authority

Testified that Pinnacle's commitment to understanding his unique environment created heightened security and trust, illustrating the channel's core argument.

Scott Jenkins

Keelpoint, Wealth Management Firm, Huntsville, Alabama

Praised Pinnacle's partnership managing $2.8B in assets across SOC, ITAS, compute, cloud, and next-gen firewall rollouts.

Amber Lawhun

VP of Marketing & Partner Programs, Pinnacle Business Systems

Discussed how Pinnacle rebranded from an IBM-only solution 30 years ago to a multi-vendor partner to stay relevant in rapid tech change.

Britney Bohas

Director of Alliance, Axio

Emphasized tailoring sales pitches to customer roles and expressing cybersecurity concerns in financial terms for effective communication.

Rob Greggs

Senior Systems Engineer, Arctic Wolf

Noted that cybersecurity is a business risk backed by statistics, and described three most concerning risks including APT.

Questions this channel answers

Q

Why should we work with an IT consulting partner instead of building expertise in-house?

IT consulting partners ease the burden on small and large companies alike by solving complex implementation and problem-solving needs that internal teams may lack bandwidth or expertise to address, and consulting is not a luxury reserved only for large enterprises.

4 Reasons to Use an IT Consultant Partner →
Q

How do you integrate multiple vendors without creating system fragmentation?

A vendor-agnostic, purpose-built platform integrates seamlessly with various tools while leveraging existing technology investments, ensuring optimal functionality and flexibility without lock-in.

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

What makes a successful rebrand for an IT company?

Effective rebranding requires responding rapidly to market change and evolving service offerings over time, as demonstrated by Pinnacle's shift from IBM-only solutions 30 years ago to multi-vendor partnerships today.

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

How do you communicate cybersecurity value to non-technical business leaders?

Frame cybersecurity in financial and business risk terms rather than technical jargon, helping decision-makers understand the reputational and operational impact of breaches.

Empowering Sales Teams: Axio 360 and its Unique Perspect… →
Q

What is the real cost of not investing in IT infrastructure and security?

Failure to properly armor institutions from cyber-attack exposes them to theft of data, reputational damage, and operational disruption; cybercrime exceeded 500,000 reported incidents last year.

Protecting Your Company from IT Security Breaches →
Topics:Cybersecurity and threat managementCloud infrastructure and Azure migrationVendor-agnostic platform integrationData backup and disaster recoveryIT consulting and managed services
Themes:Customer-centric partnerships over transactional salesVendor flexibility and integration as competitive advantageCybersecurity as enterprise risk, not IT cost center

Industry context

The global cybersecurity market is projected to grow at a 13.8% compound annual rate through 2034, with enterprise buyers increasingly treating security as an integrated business function spanning people, technology, and operations rather than an isolated IT cost.

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