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Close-up on contract strategy (Part 1)

May 07, 2018

Close-up on contract strategy (Part 1)

Ways to find and win new federal and SLED business

Because the government spends taxpayers’ money, it’s always important for federal and SLED buyers to leverage friendly, easy-to-use contracts that not only support their technology needs, but also ensure fair, reasonable pricing. To succeed in the public sector, solution providers need to know how to find the right contracts—and also how to best manage and support those contracts over time. In this two-part series, you’ll learn how Ingram Micro can help you succeed on both fronts.

In the public sector, most technology procurement goes through contracts—so if you don’t have a contract, you can’t do the business. You’re not even invited to the conversation. Therefore, having access to the right contracts is critical. But how can you find these contracts and make them work for you?

Look no further than Ingram Micro and these ways we can help you find and win new federal and SLED business:

Leveraging the GSA schedule—2 ways

In the U.S., 36 states now recognize the GSA Schedule as a preferred contract vehicle for purchasing technology. For partners who don’t have a federal or SLED contract, having access to the GSA Schedule changes everything. It’s especially important right now for SLED partners. As the SLED buying season is winding down—and sales are winding up—now’s a great time to join Ingram Micro’s GSA program so you can offer a full breadth of business.

Ingram Micro offers two ways to enjoy GSA support:

  • Promark’s GSA Schedule: Leveraging Ingram Micro’s subsidiary, Promark Technology, you can access a GSA Schedule 70 contract to support public sector business and sell products and solutions to both federal and SLED governments. Access to Promark’s GSA Schedule can help you reduce the level of competition in government opportunities and help close deals more quickly because the pricing and terms and conditions are already prenegotiated. Promark Technology currently has over 35 manufacturer partners on its GSA Schedule and supports hundreds of VARs and system integrators selling into the government market. Our long and diverse list of manufacturers includes some of the biggest names in the market, including Cisco, Dell, EMC, HP, Microsoft, VMware and more.
  • Ingram Micro’s GSA Pass-Through Program: If you already hold a GSA contract, Ingram Micro can support you by providing Letter of Supply (LOS) documentation, certifications and GSA pricing for a wide variety of IT products from more than 60 manufacturers. We pass this information to you for submission to and approval by GSA. To help you maintain your GSA Schedule, we also provide regular notifications and product additions, deletions and price changes as reported by the manufacturer. The GSA pricing notifications include all key data requirements on listed products, including country of origin, warranty length, special item numbers (SINs) as well as Energy Star and Section 508 information.

Leveraging the support of Ingram Micro

Ingram Micro offers many programs you can use to strengthen your contract needs and win new business in the public sector. But we don’t stop there. We also have dedicated teams to help fulfill your quote and order needs for many specific industries and fed/SLED contracts, such as Texas DIR, NASPO, NYS Umbrella, SEWP and more. These teams stand ready to answer your questions, review your quotes and ensure all your orders are done in full compliance with the contract requirements.

Don’t forget: Whether you’re supporting federal agencies or SLED customers, you’ve always got the full backing of the entire Ingram Micro team, including sales, technical support, financing, RFP support and more. 

For more information on supporting your contracts, contact the Ingram Micro public sector sales team at (800) 456-8000.

Want more information on supporting a healthy public sector contract strategy? Stay tuned for part two in our blog series, where we’ll take a deeper dive into specific programs to help diversify your team and better support your current contracts.