Many investors are more concerned with preservation of capital than with rate of return.
So while it's not for everyone, I'm sure there are plenty of times where a VA is a better choice than a mutual fund for a retirement account. I have more than a few clients for whom the death benefit of a VA is significant. He really likes the idea of strategic Asset Allocation and would like to hire an advisor who will do serious AA for his portfolio - NOT just set up the Asset Classes and put the whole thing on Autopilot. I couldn't charge that same Assets Under Management percentage and make a living. Many investors are more concerned with preservation of capital than with rate of return.