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Resellers and Value-Added Resellers (VARs) remain a critical—but increasingly scrutinized—part of federal IT acquisition. Traditionally, these intermediaries have provided more than hardware and software distribution, adding integration, configuration, compliance, and lifecycle support. Yet policymakers continue to question whether reseller markups reflect genuine value or simply increase costs through pass-through pricing.
At the same time, the federal technology marketplace is changing. Agencies are moving away from hardware purchases and perpetual licenses toward cloud services, subscription software, and continuously delivered digital capabilities. As procurement evolves, so does a fundamental question:
What does “value added” mean when government buys capability instead of products?
Keynote
Laura Stanton
Acting Commissioner, Federal Acquisition Service
U.S. General Services Administration
Background Information
The Evolving Role of VARS and Resellers in the Federal IT Enterprise: New Challenges in an Emerging Technology Landscape, Richard A. Beutel, Baroni Center White Paper No. 26, July 8, 2026
FAS industry day: New transparency, focus follow a major reorganization, Richard Beutel, Commentary, Federal News Network, July 2, 2026
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