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Distributors sit at the center of how technology gets to government agencies. They're also among the least understood players in the process.
A few misconceptions show up consistently, and each one costs buyers either clarity or leverage. Cooperative contract prices are ceilings, not competitive rates, yet most agencies treat them as final numbers. Distributors and resellers aren't the same thing, but the distinction rarely gets examined before a deal is structured. And buying direct from a vendor, while appealing in theory, usually means a 6 to 18 month solicitation process most agencies can't absorb.
Understanding how the channel actually works tends to produce faster, more defensible purchasing decisions, and occasionally reveals that you've been leaving money on the table.
Read the full breakdown on the Trading Post
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