GSA Schedule Sales Avenues:
Scale Computing has arranged two GSA Schedule Vehicles for which resellers can offer Scale’s Products
on GSA Contract.
Promark Technology GSA Schedule
Promark Technology is a Scale Computing Authorized Distributor that offers a unique GSA Schedule
Contracts Program. Resellers can work with Promark’s Sales Team and the Scale Computing Federal
Team for assistance with GSA Contract Sales opportunities. Resellers can leverage the Promark GSA
Schedule in one of two methods.
GSA Teaming Agreement
Federal Supply Schedule Contractors may use “Contractor Team Arrangements” (see FAR 9.6) to
provide solutions when responding to a customer agency requirements. These Team Arrangements can
be included under a Blanket Purchase Agreement (BPA). BPAs are permitted under all Federal Supply
Schedule contracts.
Orders under a Team Arrangement are subject to terms and conditions or the Federal Supply Schedule
Contract. Participation in a Team Arrangement is limited to Federal Supply Schedule Contractors.
Customers should refer to FAR 9.6 for specific details on Team Arrangements.
Here is a general outline on how it works:
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The customer identifies their requirements.
Federal Supply Schedule Contractors may individually meet the customer’s needs, or Federal Supply Schedule Contractors may individually submit a Schedules “Team Solution” to
meet the customer’s requirement.
Customers make a best value selection.
Authorized GSA Reseller Agreement
Promark’s Authorized GSA Reseller Agreement allows both existing GSA Schedule holders and companies that do
not hold a GSA schedule to leverage Promark’s GSA Schedule to win government opportunities. Resellers can
compete in Federal, State, and Local government opportunities using this contract. They will also be able to leverage
the experience of the Promark Sales Team to help them with the opportunity. To learn more about how the
Authorized GSA Reseller Agreement works, please contact your local Promark Scale Team at 800.634.0255
Promarkʼs schedule is setup to flow in a true two tier sales approach. The Promark GSA Schedule has been
negotiated to provide a two tier margin structure which allows the reseller to make the true reseller margins without
negotiating a margin or fee based split. In each case above, the VAR will purchase the products from Promark and
will be charged the GSA Industrial Funding FEE (IFF) which is currently .075% of the gross GSA Purchase Price for
the products sold off of Promarkʼs Schedule.
Both of Promarkʼs GSA Sales methods are simple and quick to implement and allow the reseller to maintain account
control. For more information regarding working with Promark and their GSA Schedule, call 800.634.0255 or visit
them at www.promarktech.com.
Initial key criteria: The end user must be a Federal Government Agency or Department or a State and Local
Government. State and Local Governments can purchase using the GSA Schedule using the Cooperative Purchasing
Agreement established by GSA. If the buyer (typically a systems integrator) is NOT a US Federal Government
Agency, then the buyer MUST hold an official “Letter of Authorization” (LOA) from the Federal Government Agency or
Department authorizing them to procure off the GSA Schedule on their behalf.
KEY INITIAL DISTINCTION THAT DETERMINES DIRECTION:
If the VAR holds their own GSA Schedule, then the VAR and immixGroup/EC America execute a “Teaming
Agreement”.
If the VAR does NOT hold a GSA Schedule, then the process involves a “referral”. In the case of a referral, the
payment from immixGroup/EC America does not take place until the entire purchase is invoiced and has been paid in
full.
TEAMING AGREEMENT:
The VAR and immixGroup/EC America complete a “Teaming Agreement” which allows the VAR to issue a quote to
their end-user prospect on the VARʼs own paper referencing the Teaming Agreement and immixGroup/EC Americaʼs
GSA Schedule. In this process, immixGroup issues to the VAR a GSA Cap Quote (a “not-to-exceed” price) and a
VAR cost quote. The VAR is free to quote a price to the end-user anywhere in between the “not-to-exceed” GSA Cap
price and their cost. In this model, immixGroup/EC America splits their margin with the VAR. NOTE that the discount
off MSRP that Scale Computing provides to immixGroup is different from what Scale provides to Distribution. The
VAR should pay close attention to their cost quote and the GSA Cap Quote and note their margin. In the event that
Scale Computing and the VAR determine that the VAR needs to make more margin, Scale Computing is allowed to
provide a deeper discount to immixGroup/EC America, which immixGroup/EC America will pass on to the VAR. The
PO flow in this model is as follows: End-user issues PO to VAR. VAR issues PO to immixGroup/EC America.
ImmixGroup/EC America issues PO to Scale Computing. The invoicing will flow in the exact opposite direction in this
model.
REFERRAL:
When the VAR does NOT hold a GSA Schedule, then a “Teaming Agreement” is not an option. The process then
requires a “referral”. In this model, the VAR CANNOT issue a quote on their paper. Instead the quote must be written
on immixGroup/EC America paper and the end-userʼs PO must go to immixGroup/EC America. The VAR can serve
only as the “messenger” by delivering immixGroupʼs quote to the end-user. In this model, immixGroup almost always
quotes the full GSA price, as anything less requires justification to the Federal Government on why a discount was
provided. The PO flow in this model is as follows: End-user issues PO to immixGroup/EC America. ImmixGroup/EC
America issues PO to Scale Computing and cuts a “referral” check to the VAR when the buyer pays the invoice in full.