Joel Hart

Vigilar had previously offered the services as a way of adding value to the security and regulatory compliance products it sold, and company executives saw them as a good entry point into the SaaS market, said Joel Hart, director of security architecture.

"There were definitely some trials and errors," he said."The good thing was, we had a lot of background in doing these ,services, in a disparate model.We just basically pulled them together."

Although some VARs fear that vendors won't need them in the SaaS market, getting a head start on SaaS can actually strengthen the VAR/vendor relationship, Hart said.One of Vigilar's partners, RSA Security Inc., approached Vigilar and asked for help implementing some of its own service initiatives.

"There will always be a role for the channel," Hart said.
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Vigilar had previously offered the services as a way of adding value to the security and regulatory compliance products it sold, and company executives saw them as a good entry point into the SaaS market, said Joel Hart, director of security architecture.

"There were definitely some trials and errors," he said."The good thing was, we had a lot of background in doing these ,services, in a disparate model.We just basically pulled them together."

Although some VARs fear that vendors won't need them in the SaaS market, getting a head start on SaaS can actually strengthen the VAR/vendor relationship, Hart said.One of Vigilar's partners, RSA Security Inc., approached Vigilar and asked for help implementing some of its own service initiatives.

"There will always be a role for the channel," Hart said.

They are fighting just to keep their systems up to date, and to keep up with multiple compliance requirements," said Joel Hart, Director of Security Architecture for Vigilar.