Federal technology acquisition is changing, and immixGroup is helping technology manufacturers navigate that change.

Through its OneGov strategy, the U.S. General Services Administration (GSA) is increasingly establishing direct relationships with technology manufacturers to negotiate government-wide pricing and terms. This approach puts the OEM at the center of the relationship with GSA while creating a more streamlined model for agencies to acquire commercial technology.

A recent agreement between immixGroup and Everfox demonstrates how distribution can complement this evolving acquisition strategy.

The Everfox GSA OneGov agreement is available through immixGroup’s EC America, Inc GSA Multiple Award Schedule contract.

Supporting the direct to OEM model through distribution

The distinction is important. 

immixGroup is a value-added distributor. Our role is not to stand between GSA and the technology manufacturer. Instead, we provide the contract infrastructure and operational capabilities that can help manufacturers execute within the federal marketplace. Using the Everfox example under this model, GSA and Everfox maintain the direct relationship around the OneGov agreement, while EC America provides an established GSA Schedule contract vehicle through which the agreement can be made available to federal customers.

For manufacturers, this creates an opportunity to participate in GSA's evolving acquisition model while leveraging immixGroup's existing federal contracting infrastructure and public sector expertise.

“We are pleased that EC America’s GSA Schedule contract can support Everfox and GSA in bringing this OneGov agreement to the federal marketplace,” said Tammy Ells, vice president, public sector sales at immixGroup. “OneGov represents an important evolution in how the government purchases commercial technology. As a distributor, our role is to provide the contract infrastructure, operational expertise and scale that can help manufacturers support that direct relationship with GSA and make their solutions easier for government customers to acquire.”

What this means for technology manufacturers

As GSA continues to expand its OneGov strategy and engage directly with OEMs, technology manufacturers may be evaluating what that change means for their existing public sector go-to-market strategy.

The Everfox agreement demonstrates one potential path.

Working directly with GSA does not necessarily require a manufacturer to build and manage every aspect of the federal contracting infrastructure on its own. immixGroup and its contract-holding entities can provide manufacturers with established contract access and the supporting operational capabilities required to transact in the federal market, while allowing the manufacturer to maintain its direct strategic relationship with GSA.

Importantly, this evolving model does not change our commitment to the channel partners that help manufacturers reach, support and serve federal customers. As OneGov creates new paths to market, immixGroup will continue working with our reseller and solution provider partners to identify where they can add value and participate in opportunities, while supporting GSA's objective of maintaining a direct relationship with the OEM.

immixGroup’s role as a distributor uniquely positions it to support both sides of this evolving ecosystem: helping manufacturers operationalize new direct-to-government acquisition models while continuing to enable the channel partners that provide valuable capabilities and support to federal customers. For technology manufacturers, that can mean gaining the benefits of a direct OneGov relationship while leveraging an experienced public sector distributor for the contracting and operational infrastructure behind it.

Evolving with federal acquisition

immixGroup has spent decades helping technology manufacturers navigate the complexities of selling to the public sector. As GSA modernizes its approach to acquiring commercial technology, our role is evolving as well. The Everfox GSA OneGov Agreement is an example of how direct OEM engagement and distribution can work together.

For our vendor community, the message is simple: As the federal acquisition model changes, immixGroup is prepared to help you find the right path to market, including within the emerging OneGov environment.