Can you win federal IT contracts without FedRAMP authorization?

FedRAMP requirements depend on how you deliver services: **When FedRAMP is required:** - Cloud services processing federal information - SaaS, PaaS, IaaS provided to agencies - When solicitation specifically requires it - Services storing or processing CUI in cloud **When FedRAMP may not be needed:** - On-premise software installed in agency environment - Professional services (consulting, staff augmentation) - Hardware-only sales - Development work delivered to agency systems - Services not involving federal data in your cloud **Alternative authorization paths:** - Agency-specific ATO (Authority to Operate) - FedRAMP Tailored for low-impact SaaS - StateRAMP for state/local cloud services - IL2-5 authorization for DOD cloud **FedRAMP-ready strategy:** - Pursue authorization if cloud is your model - Factor 12-18 months and significant cost - Consider agency sponsorship path - Start with FedRAMP Tailored if applicable - Partner with authorized providers alternatively **Workarounds without FedRAMP:** - Offer on-premise deployment option - Partner with FedRAMP authorized provider - Position as professional services, not SaaS - Target contracts not requiring cloud **Long-term considerations:** - Federal cloud adoption increasing - FedRAMP increasingly expected - Early authorization provides advantage - Plan based on your federal strategy