Solutions for Enterprise Wide Procurement (SEWP) Contract Holder Sales Training

1. Solutions for Enterprise Wide Procurement (SEWP) Contract Holder Sales Training Version 10.01.19

2. Agenda • Introductions • SEWP Overview • Web • Q&A • Conclusion

3. KEY TERMS • SEWP: Solutions for Enterprise Wide Procurement • GWAC: Government-Wide Acquisition Contract • Contract Holder: a company that was awarded a SEWP Contract • Provider: A company who is the originator of one or more in scope products and/or services on at least one SEWP Contract • Distributor: A company that supplies products or services to a contract holder to sell through it’s contract, but is not the originating company • Issuing Agency: The Government Agency that issued an order against a SEWP Contract • Ship-to-Agency: Agency that will receive the order

4. What is SEWP? • Multi-award suite of contracts • 140+ Contract Holders / 110 small businesses • Government-Wide Acquisition Contract (GWAC) • Authorized by OMB • Utilized by every Government Agency • Contract Vehicle for ICT (Information and Communication Technology) and Audio/Visual Solutions • Program Management Office (PMO) to provide support and information throughout the Acquisition Process

5. What can be procured through SEWP?

6. What makes SEWP Hot? • SPEED: Products/Solutions are added, orders or processed and all inquires responded to within 1 day! • CUSTOMER SERVICE: Staff is always available to assist with any issue and walk through all process • LOW FEE & PRICES: Product prices are consistently lower due to contract setup and internal competition • TRACKING & COMMUNICATION: Tracking of all orders through delivery and provides feedback to contract holders and customer throughout process. • REPORTING: Customizable Agency CIO reports on what their Agency is ordering • ONLINE TOOLS: Easy to use tools available 24x7

7. SEWP V Figures: October1, 2019 • 143, 414 orders placed • $20.8 B value of orders • $145 K avg. order • Small Business Usage

8. SEWP V Top Issuing Agencies:October 1, 2019 • Next 5: • Department of Energy • Department of Homeland Security • General Services Administration • Securities and Exchange Commission • Executive Office of the President • *78 Cabinet-level and Independent Agencies have utilized SEWP V

9. Dynamic Availability • Thousands of Providers • Cisco, NetApp, Microsoft, Oracle, etc. • New providers added daily • Millions of Unique Products & Product Based Services • Items added daily to contract based on customer requests • On-line contract database of record • Quotes and orders are verified against contract catalog

10. Static Views • Market Research Tool (MRT) combines ‘Search’ of current offerings with RFI to request new products/services • Quote Request Tool includes options for Request for Information (RFI), Market Research Request (MRR) or Request for Quote (RFQ) • Delivery Order With Options (DOWO) • An order awarded for recurring product/service needs, with options to purchase from the same quote/initial order for a defined period of time • Agency Catalogs • Snapshot of product availability and pricing based on agency requirements

11. Supply Chain Risk Management

12. Types of SEWP Requests

13. Fair Opportunity Options Group A (NAICS 334111) • All Group A Contracts -or- • Set Asides: • WOSB • Small Business • EDWOSB Groups B/C/D (NAICS 541519) • All Group B, C, and D Contracts -or- • Set Asides: • Small Business • SDVOSB • HUBZone • WOSB • EDWOSB

14. Pricing

15. Technology Refresh (TR) • sewpvtr@sewp.nasa.gov • Add and Remove and update products on your contract • Daily Allowance • Keep TRs to a minimum preferably 1 a day – consolidate as much as possible • 10 Provider TRs – 5,000 CLIN Maximum • 2 during business hours 7 AM – 6 PM M-F, all others during non-business hours • CLIN list from one Provider (i.e. Cisco, NetApp, Oracle, etc.) • Provider part number MUST be the OEM part number without alteration • CTOs / BTOs must have the OEM base part number • Each CLIN must meet 3 requirements: • In Scope • Properly Priced • Adequately Described

16. Variable Priced Line Items & Fee • All Line Items on SEWP have a Maximum Catalog Price, except: All Orders 0.375%

17. Quoting • All responses to requests from the SEWP Quote Request Tool shall be through CHOP quote tool. • Quotes may not under any circumstances be emailed directly to customer. • All CLINs MUST be on contract to respond to RFQs and MRRs • Verification File must be included with all quotes(.txt file) • Sample: CLIN|Price|Quantity • If verification file does not pass, quote does not pass • The CLINs and prices in the verification file must exactly match the quote • Accurate date should be visibly displayed on all quotes • Valid Period • Delivery Date Customer Communication • Question & Answer • Would Quote • Plan to Quote

18. Quote Verification File • Verifies items are on contract / within scope • Verifies quoted price is at or below contract price • Supply Chain – Level of Provider Authorization • Authorized reseller* (verified with OEM) • Uses an Authorized Distributor / not directly Authorized • Unverified relationship • *Authorized Resellers are defined as: A reseller who is known by the OEM and the OEM has verified that a Government purchase from that reseller is considered to be legitimate / authorized. • Trade Agreements Act (TAA) • Compliant • Not Compliant (may require exception under FAR 25.401) • Not Applicable • EPEAT/Energy Star compliance

19. Post-Award Guidance • SEWP PMO notifies Contract Holders when Order awarded • SEWP PMO does not divulge awardee or related order information

20. Communication • Interactions with NASA SEWP Program Office: • Your Company’s Program Manager is the central Point of Contact for all things SEWP • All communication with the NASA SEWP Program Office must include and be cleared by your Program Manager • Interactions with Government Customers • Communications must be professional and business-like • If the customer needs assistance provide them the SEWP help email and phone number: help@sewp.nasa.gov / 301-286-1478 • Performance including Communications is taken seriously and tracked and reported on by NASA SEWP

21. Program Performance • Track day-to-day performance of Contract Holders • Not Past Performance(CPARS) • Ratings done on a rolling three(3) month review

22. Program Performance Categories

23. What NOT To Do • Provide quote for RFQ issued through the tool outside the tool. • Overpromise and Under deliver. • Provide false or misleading information to customer. • If the customer brings an opportunity to SEWP do not direct to other contracts unless not in Scope. • Badger customers

24. Resources • Your Program Manager • Contract Holder User Manual (CHUM)- SEWPs Day-to-Day process and guidelines to follow • Video with the Customer view of the RFQ • Frequently Asked Questions http://www.sewp.nasa.gov

25. CHRM Role and Functions • Contract Holder Help Desk • Contract Holder Training • Program • Sales • Program Manager(PM) Meetings • Industry Forums • Provider (Manufacturer) Training • Contract Holder User Manual

26. Keys to Success • Government customer is your primary focus • Do not over-promise or under-perform • Keep your Program Manager informed of issues • SEWP Processes are in place for a reason • Performance tied to following those processes • Respond to Request for Quotes and Information (RFQ/RFI)

27. SEWP Customer Care Contacts Find Us NASA SEWP Group: NASA SEWP GWAC Follow SEWP @NASASEWP

28. SEWP Website Overview • Contract Information • Contract Holder Information • CH Individual Page • Program Manager Page • Program Performance • Customer Tool Demo • Provider Tool • MRT • QRT to create an RFQ / MRR / RFI “Easy as Duck Soup”

29. Additional SEWP Information (Backup Slides)

30. SEWP from Start Finish

31. Order Process Send orders to: sewporders@sewp.nasa.gov Continuous communication and tracking throughout entire process

32. What else can be procured through SEWP V? • Services Fully In Scope • Maintenance / Warranty / Help desk support • Installation of in-scope Products • Site Planning; e.g. determining required products • Product Based Training • Product Based Engineering Services • Services Limited In Scope Submit SOW for scope review for these services: • Software development • On-site operational labor • Consulting (unless part of in scope services) • Staff Augmentation • If uncertain: • Stop • Send SOW (Statement of Work), BOM (Bill of Materials), and/or Requirements Statement to help@sewp.nasa.gov • SEWP will review and get back with any scope issues • Computer Hardware • Tablets, Laptops, Embedded Systems • Desktops, Servers, Supercomputers • Peripherals and Accessories: Monitors, Keyboards, Cables, etc. • Computer Carts, Racks and Enclosures • Computer Cards / Boards • Networking and Communications • Network Appliances • Network Connectivity: Routers, Modems, etc. • Telecommunication Devices • Wireless Networking • Cables and Accessories • Security Hardware • Control and Authentication Devices • Forensic Systems • Computer Anti-Theft Hardware • Security Appliances • Surveillance Systems • Sensors • Supporting Hardware • Scanners, Barcodes, RFID Devices • Cooling Systems • Digital Devices; e.g. Calculators • GPS • Remote Management • Printers, Copiers, Fax Machines, Shredders • Associated Supplies • Specialized Hardware • Notification Systems associated with Computer Facility • Asset Management Systems • Computer Room Monitoring • Health IT • Storage Hardware • Backup and Recovery • DVD, CD, Tape and Digital Systems and Supplies • Disk Systems • Network Based Storage • Storage Accessories • AV/Conferencing • AV Equipment and Accessories • Cameras, Display Monitors, Consoles, etc. • Accessories including privacy screens and camera accessories • Video and Tele-conferencing • Speakers, Microphones, Theater and Music Systems, Lighting • TV, Projectors and Screens • Visualization Systems • Electrical • Note: Must be related to an IT / AV system • Power Conditioning • Uninterrupted Power Supply, Batteries, etc. • Cables, Components, etc. • Software and Virtualization • Commercial software packages of any variety • Software As A Service • Cloud Computing • Virtual Storage

33. Scope: What You CannotBuy SERVICES Software Development General Support Services Consulting PRODUCTS • Mobile Data Collection Devices • Wheels, Engines • Non-IT Health Devices • Fire Suppression Systems/ Maintenance • Military Technology (if outside the scope listed previously) • Office Furniture

34. Group A: OEM / Full & Open • Abba Technologies • ACE Computers • Alliance Technology Group • Better Direct • Carahsoft Technology Corporation • CDW Government (CDWG) • Counter Trade Products (CTP) • Dell Federal Systems • Direct Systems Support (DSS) • DLT Solutions • DRS Technologies • Dynamic Systems • Emergent • Force 3 • General Dynamics One Source • Global Technology Resources (GTRI) • Hewlett Packard (HP) • IBM Corporation • IMMIX Group • Intelligent Decisions (ID) • JUNOVenture • KOI Computer • Merlin International • NCS Technologies • PCMG • PetroSys Solutions (PSI) • SEWP Solutions • SHI International Corporation • Silicon Graphics Federal (SGI) • Sterling Computers Corporation • Transource Services Corporation • Unicom Government • Unisys Corporation • World Wide Technology (WWT) • Zones, Inc.

35. Group B(1): HubZone • 4 Star Technologies • Akira Technologies • AnacapaMicro Products • BAHFedCorporation • Better Direct • Blue Tech • FedBizIT Solutions • GovSmart • MVS • NexTech Solutions • OGIS Communications Group • Panamerica Computers • WestWind Computer Products • WildFlower International

36. Group B(2): SDVOSB • AATD, LLC • Alpha Six Corporation • Alvarez & Associates • Cutting Edge Technologies & Solutions (CETECHS) • Cynergy Professional Systems • Epoch Concepts • FedStoreCorporation • Four Points Technology • Gov Acquisition (GovAcq) • i3 Federal • ISSTSPi • KpaulProperties • Minburn Technology Group • MNQ Business Solutions • NAMTEK Corporation • Phoenix Data Security • RedHawkIT Solutions • Regan Technologies Corporation • Techanax • ThreeWire Systems • Thundercat • V3Gate • Veteran Information Technologies (VIT) • Video & Telecommunications (VTI) • Vigilant Technologies

37. Group C: Small Businesses • A&T Marketing • Abba Technologies • ABM Federal Sales • AcceleraSolutions • ACE Technology Partners • Advanced Computer Concepts • Affigent • Akira Technologies • Alliance Technology Group • Alpha Six Corporation • Alvarez & Associates • American Wordata (AWData) • Anacapa Micro Products • AS Global Corporation • Better Direct • Blue Tech • Capital Supply • Carolina Advanced Digital (CAD) • Cartridge Technologies (CTI) • Chandler Automated Systems • Coast to Coast Computer Products • Computer Marketing Associates (CMA) • Convergence Technology Consulting (CTC) • Copper River Information Technology • CounterTrade Products (CTP) • CSP Enterprises • CynergyProfessional Systems • DASNet Corporation • DH Technologies • DiSysSolutions • Dynamic Computer Corporation • Dynamic Systems • Enterprise Technology Solutions(ETSI) • FCN • Federal Tech Solutions (FTSI) • FedStore Corporation • Four Points Technology • Four • GC Micro • GMC Tek • Government Acquisitions(GAI) • GovPlace • HMS Technologies • Integration Technologies Group (ITG) • Knowledge Information Solutions (KIS) • Lyme Computer Solutions (LCS) • M&A Technology • M2 Technology • MA Federal • Marshall Communications Corporation • MCP Computer Products • Mercom • NCS Technologies • New Tech Solutions (NTS) • Norseman Defense Technologies • OptivorTechnologies • Petrosys Solutions (PSI) • Phoenix Data Security • RedHawkIT Solutions • Red River Computer Co. • Seeds of Genius • Spectrum Systems • Sterling Computers Corporation • Storsoft Technology Corporation • Strategic Communications • Swish Data Corporation • Sword and Shield Enterprise Security (SSES) • Sysorex Government Services • Technology Solutions Provider (TSPi) • Thundercat • Transource Services Corporation • Tribalco • Unistar-Sparco Computers • VAE • Victory Global Solutions • Video & Telecommunications (VTI) • Walker and Associates • Wildflower International

38. Group D: VARs / Full & Open • Accessagility • Advanced Computer Concepts (ACC) • Affigent • All Points Logistics • AT&T Government Solutions • Blue Tech • Carahsoft Technology Corporation • CDW Government (CDWG) • Connected Workplace Solutions (CWPS) • Copper River Information Technology • CounterTrade Products (CTP) • D&S Consultants (DSCI) • DiSYS Solutions (DSI) • DLT Solutions • DRS Technologies • Emergent • Force 3 • General Dynamics One Source (GD) • Global Technology Resources (GTRI) • GovConnection • GovPlace • Hyperion • IMMIX Group • Insight Public Sector • Intelligent Decisions (ID) • Iron Bow Technologies • JUNOVenture • MicroTechnologies • Namtek Corporation • Northern Technologies Group (NTG) • PCMG • Presidio Networked Solutions • Red River Computer • SHI International Corporation • SMS Data Products Group (SMS) • Softchoice • Sterling Computers Corporation • Strategic Communications • Technica Corporation • Technology Integration Group (TIG) • Tribalco • Unicom Government (UGI) • Unisys Corporation • VT Milcom • Walker and Associates • World Wide Technology (WWT)

39. Group D: VARs / Full & Open • Accessagility • Advanced Computer Concepts (ACC) • Affigent • All Points Logistics • AT&T Government Solutions • Blue Tech • CarahsoftTechnology Corporation • CDW Government (CDWG) • Connected Workplace Solutions (CWPS) • Copper River Information • Technology • CounterTrade Products (CTP) • D&S Consultants (DSCI) • DiSYSSolutions (DSI) • DLT Solutions • DRS Technologies • Emergent • Force 3 • General Dynamics One Source (GD) • Global Technology Resources (GTRI) • GovConnection • GovPlace • Hyperion • IMMIX Group • Insight Public Sector • Intelligent Decisions (ID) • Iron Bow Technologies • JUNOVenture • MicroTechnologies • NamtekCorporation • Northern Technologies Group (NTG) • PCMG • Presidio Networked Solutions • Red River Computer Co. • SHI International Corporation • SMS Data Products Group (SMS) • Softchoice • Sterling Computers Corporation • Strategic Communications • TechnicaCorporation • Technology Integration Group (TIG) • Tribalco • Unicom Government (UGI) • Unisys Corporation • VT Milcom • Walker and Associates • World Wide Technology (WWT)