VARs’ Top Application Security Challenges

Exposure of Personal Identifiable Information

Razor-thin Margins

Most VARs must make do with low single digit margins. Even when the margins start at double digits, there is always a downward pressure on margins from OEMs.

Churn Risk

VARs work on annual contracts and their contact with customers is limited only to the contract renewals period. Because of this transactional relationship, there is a big churn risk even when the problems are mostly with the OEM’s support.

Inability to Service SMBs

SMEs face the brunt of 65% cyberattacksand they neither have the tools or budgets for website and API security. Managed service is therefore critical for application security but they are unaffordable to a vast majority of SMBs. That said, this is $200B untapped opportunity, as per McKinsey.

Free Cash Flows

Collection of invoices leads to a lot of management overhead and invoice payment delinquency could lead to risking the very existence of a VAR.

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Reviewer Title: IT Company Size: 50M - 250M USD
Industry: Banking

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