The challenge
Selling complex security solutions slowed down the sales cycle and required deep technical expertise the sales team lacked. The VAR had no internal resources or SOC to manage security services post-sale, which drained focus from core sales activities.
It struggled to build a profitable, recurring revenue stream from security services that was easy to package and sell.
The approach
The VAR deployed Vijilan's fully managed XDR service at the Silver tier — the "hands-off" model built for VARs: Vijilan's 24/7 SOC handles the entire threat lifecycle, including automated containment and full remediation, eliminating any operational burden from the partner.
Vijilan's partner enablement kit — including a "Quick Sell Guide" and co-brandable materials — accelerated the sales process.
The outcome
Attach rate doubled, recurring service margins grew 40%, and the VAR runs the practice with zero post-sale operational burden — enterprise-grade XDR protection for its SMB clients, sold by a sales team, operated by Vijilan.
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