Market Update

The Role of the GSA Schedule in your Channel Strategy: Letters of Supply

Most technology manufacturers entering the Government market need to make a decision whether to acquire and maintain their own GSA schedule contract or to add their products onto a federal reseller's schedule contract. Last month we discussed the pros and cons and defined what it means to authorize a channel partner as a Participating Dealer under a manufacturer's GSA schedule contract. This month we'll examine the process whereby a manufacturer adds its products and services to a federal reseller's contract and the factors they should consider.

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