Compete In The Government Market

The government vertical is a hot market for VARs, but you can't just go knocking on the Pentagon's door trying to sell it a scanner or data collection device. If you want to be successful, make sure you become a GSA (General Services Administration) contractor. The GSA has contracts, commonly referred to as "schedules," that help federal customers acquire more than 4 million products and services from commercial suppliers. Government agencies are more likely to buy products that are listed on the schedules, since the GSA has already determined the prices are fair, and so administrative time is reduced. Becoming a GSA contractor is not an overnight process; however, distributors can help guide you through the process.

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