Why a direct sales force beats a contract vehicle in federal healthcare.
It was built to hold a contract and collect a percentage.
The traditional federal reseller arrangement is well understood. A partner provides access to a contract vehicle, earns a percentage of revenue, and may offer guidance on navigating the government channel. That model can provide an important point of entry—but contract access alone does not create demand or build a federal market.
Federal commercialization requires more. It takes strategy, clinical engagement, account development, education, contracting support, and consistent execution across the federal healthcare system.
FedCom™ is built to actively develop the federal channel. We work alongside manufacturers to identify opportunities, support federal sales strategy, engage the right accounts, and create a coordinated path from market entry to revenue.
A contract vehicle provides access. A commercialization strategy builds the market.
The same channel, two entirely different arrangements.
The VA is the largest integrated healthcare system in the United States. Its clinicians choose products the way every other clinician does.
Clinicians decide on evidence, familiarity and relationships. Building preference at a federal facility takes what it takes anywhere else: a trained representative showing up, educating clinicians and following through. Our contract vehicles make those sales compliant; they are not the service we sell.
Three things the standard arrangement does not provide.
We're always interested in innovative products and new opportunities. Whether your category is currently represented or not, reach out to explore what may be possible with FedCom.