Tips for Tapping into Federal Sales Opportunities


As Cisco’s largest federal distributor, Comstor helps federal resellers deliver government IT solutions, seamlessly and profitably through dedicated support and enablement programs that help resellers extend their reach, capabilities, opportunities and prospects.

As we are in the peak of federal buying season, we sat down with Nathan Clyker, Regional Manager of Federal Sales at Comstor, to learn what IT resellers should know about selling to the government. As Clyker shared, the federal market is unique and has many requirements that differ from the commercial space. Those include contract vehicles, longer and extended sales cycles and procurement officers who are completely separate from the people you’re working with to put the configuration together.

Comstor, according to Clyker, offers its partners education about the federal market and in-depth knowledge of Cisco’s federal business.

“We were Cisco’s first federal distributor so we know it better than anyone else,” said Clyker, “and, more importantly, Comstor carries a GSA schedule that is open to all of Comstor’s customers to help them get in on GSA opportunities.”

In addition, Clyker says resellers need to be able to pinpoint the “hot spots” for selling into the federal market, how to tap into those opportunities and how to gain the authorization that is required to sell Cisco into the federal space.

“If you as a partner are going after a federal contract, we can utilize our contractors and business development folks to help you get into those contracts and submit the winning contract bid,” Clyker noted.

Listen to Clyker’s tips for success in the federal market in this podcast.


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