GSA has released the summary of responses to its Request for Information (RFI) on IT hardware sold through Value Added Resellers (VARs) under SIN 33411.
The biggest takeaway: GSA acknowledges that the value of a VAR is not in product markup – it is in the services, expertise, compliance support, integration, and risk mitigation provided to federal customers.
Key findings from the 136 industry responses:
- Industry supports clear distinctions between Resellers and Value Added Resellers (VARs).
- VARs provide services such as configuration, licensing, integration, cybersecurity hardening, supply chain assurance, and professional support.
- Evaluation methods should focus on total value and mission outcomes rather than simple percentage markups.
- Respondents strongly opposed mandatory disclosure of markup percentages, noting that markup alone does not reflect the value delivered and may conflict with OEM agreements.
- Government contracting creates additional costs for contractors due to compliance requirements, audit readiness, CMMC, FIPS, documentation, and contract administration.
This is an important signal for contractors operating under SIN 33411. The feedback suggests GSA may move toward pricing and evaluation approaches that better reflect commercial practices and recognize the services VARs provide beyond product resale.
GSA indicated that additional MAS solicitation updates and guidance may be released through GSA Interact in the coming months.
For IT resellers and VARs, this could become one of the more significant policy developments to watch in 2026.
Do you think GSA should evaluate VARs primarily on total value delivered rather than product markup percentages?
