Perhaps more than any other type of software solution a reseller can offer to its customers, endpoint security products are characterized by a huge gap between their minimal purchase prices and the enormous costs they can entail for clients if they fail to work properly. The financial benefits of retailing antivirus solutions are modest (typical street prices are $24/year per seat, with VAR cost roughly $12), while the potential losses suffered by a VAR’s customer due to virus or malware infections can be devastating.

Such costs can range from system downtime and diminished productivity to lost sales revenues and even potential legal liability for claims relating to any private information that may have been compromised. Combating the alarming volume, velocity and variance of today’s security threats has become significantly more challenging as cybercriminals employ an extensive range of sophisticated new techniques (polymorphism, spear phishing, etc).

Yet, despite this rapidly-evolving threat landscape—and the substantial financial hardships it can impose on resellers’ customers—many VARs still underestimate the importance of offering the optimum antivirus solution. By focusing on the modest acquisition expenses of antivirus products, VARs may tend to overlook the significant business consequences and huge costs for its customers that choosing the wrong endpoint security solution can entail.

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