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Marketing Programs Consultant
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5. “We can sell our products in this state or institution. Our partner, distributor, or
reseller can just add our product line onto their state or education contract.”
Except for the catalog type IT contracts like CMAS, Ohio STS, and Texas QISV, solution providers cannot just add a new
product line to an existing contract. I am not sure where the idea of just “adding a product line” came from, but the thought
has definitely taken hold among companies new to state and local and education markets.
Here are the facts:
State and local and education purchasing guidelines go the extra mile to make sure there is little to no overlap of products
available on their contracts. For example, if you have a contract for computer systems, this does not mean you can add a
line of printers to your contract.
It is important to remember key differences between state and local and federal purchasing, namely that state and local IT
contracts are formed by commodity, brand, or project, and GSA schedules are formed by vendor first, then commodity.
Also, remember myth #2 above. State agencies as well as education institutions have their own IT purchasing guidelines
and acceptable brands list that may or may not include your product.
Finally, you will find that state purchasing officials are keenly aware that increased contract purchasing volume translates to
lower prices or other vendor concessions. So expect them to act quickly to ensure orders are properly funneled and they are
quick to not dilute the contract value or create vendor conflict with competing contracts.
It is also interesting to note that some of the larger RFP’s for the supply of information technology products and services
have significant evaluation criteria geared towards marketing. Specifically, how your company will market the resulting
contract and expand its presence.
reseller can just add our product line onto their state or education contract.”
Except for the catalog type IT contracts like CMAS, Ohio STS, and Texas QISV, solution providers cannot just add a new
product line to an existing contract. I am not sure where the idea of just “adding a product line” came from, but the thought
has definitely taken hold among companies new to state and local and education markets.
Here are the facts:
State and local and education purchasing guidelines go the extra mile to make sure there is little to no overlap of products
available on their contracts. For example, if you have a contract for computer systems, this does not mean you can add a
line of printers to your contract.
It is important to remember key differences between state and local and federal purchasing, namely that state and local IT
contracts are formed by commodity, brand, or project, and GSA schedules are formed by vendor first, then commodity.
Also, remember myth #2 above. State agencies as well as education institutions have their own IT purchasing guidelines
and acceptable brands list that may or may not include your product.
Finally, you will find that state purchasing officials are keenly aware that increased contract purchasing volume translates to
lower prices or other vendor concessions. So expect them to act quickly to ensure orders are properly funneled and they are
quick to not dilute the contract value or create vendor conflict with competing contracts.
It is also interesting to note that some of the larger RFP’s for the supply of information technology products and services
have significant evaluation criteria geared towards marketing. Specifically, how your company will market the resulting
contract and expand its presence.