For commercial software companies entering federal
Know your path into federal before you spend on it.
Crosswalk Advisory tells software companies which door to use, whether FedRAMP applies, and what will block a federal sale. Every finding is graded on evidence, not claims, and dated.
The first call is free. You leave it knowing whether a Snapshot is worth paying for.
- D1Market and contract pathReseller on GSA MAS fits; no vehicle yet Ready with gaps
- D2AuthorizationFedRAMP 20x Class A realistic now Ready
- D3Ownership and FOCICommercial service, outside the proposed rule Not applicable
- D4Security baselineMFA not phishing-resistant for engineers Ready with gaps
- D5Supply chain and sourcingSBOM current; Section 889 clear Ready
- D6Cryptography and PQC"FIPS validated" on the website; no CMVP certificate Blocked
- D7Entity readinessSAM active, UEI and CAGE assigned Ready
The first call
Three questions every software company asks about federal
Most teams start with the second one. The first one usually decides it.
Which door do we use?
Direct award, a reseller on an existing vehicle, a prime partner, or a marketplace listing. The right door depends on who buys, how much, and whether your product counts as a commercial item.
Do we need FedRAMP, and which class?
Installed software doesn't need it at all. For cloud services, 20x certification no longer needs an agency sponsor, and a current SOC 2 Type II can support a Class A submission.
What will block the deal?
Foreign investors on the cap table, a security baseline a buyer flows down, a component from the wrong country, a crypto module without a certificate, or a missing SAM registration.
The federal advisor with no FedRAMP package to sell.
Most federal advice comes from firms that also sell the next step, so the answer tends to be "yes, and we can do it." Crosswalk stops at the decision and tells you who does the work.
- No FedRAMP packages or readiness assessment reports. That is accredited 3PAO work; we'll point you to one when you're ready.
- No referral fees from assessors or consultants. A referral costs you nothing and earns us nothing.
- No federal agency clients. We work for vendors only, which keeps the advice on your side of the table.
- No legal advice. FOCI structures and contract terms go to counsel; we tell you when to call them.
The offer
The Federal Path Snapshot
A fixed-fee review of one offering that ends in a signed, dated Readiness Statement and a plan your team can start this quarter.
Kickoff
One hour with your founder or sales lead and whoever owns security. We agree on the offering, the target buyers, and which documents to send.
Evidence review
We review what you can show: SOC 2 report, boundary diagram, cap table summary, crypto module details, SAM record. Each check gets an evidence level.
Readiness Statement
A verdict for each of the seven domains, gaps ordered by the sales motion they block, and a recommended path in plain words.
Leadership readout
45 minutes with your leadership team, plus a 90-day action plan that starts with the fixes that pay off even if you never sell to government.
Last reviewed Oct 12, 2026
What's moving in federal right now
Five rules and decisions from 2026 that change what "ready" means for a software vendor.
FedRAMP 20x opens Class B and Class C without an agency sponsor
Class A opened on Aug 3. Class B and C replace the old Low and Moderate baselines, and the path now runs through FedRAMP directly. Schellman
CMMC Phase 2 is suspended pending a review
Third-party Level 2 certification as a condition of award is on hold. Phase 1 self-assessments and existing DFARS safeguarding obligations still apply. Jenner & Block
Proposed FAR rule would extend NIST SP 800-171 to civilian contractors
Contractor systems that handle CUI would need to meet Rev 3 across the government, not only at Defense. Mayer Brown
EO 14412 puts a post-quantum date on contractors
A proposed FAR rule, due around Dec 19, 2026, would require covered contractors to meet NIST FIPS, including the post-quantum standards, by Dec 31, 2030. EO 14412 text
Defense proposes FOCI review for unclassified contracts over $5 million
Covered contractors would file an SF 328 and beneficial ownership details with DCSA before award. Commercial products and services are generally excluded. Still a proposed rule as of this review. K&L Gates
Fit
Who this is for
A good fit
- US B2B software companies with 20 to 500 people
- Already selling to enterprises; a SOC 2 Type II helps
- No federal customers yet, but government keeps coming up
- Hiring a public sector seller, or wondering whether to
Not a fit
- Federal agencies and their program offices
- Teams ready to build a FedRAMP package today (we'll refer you)
- Proposal writing as a standalone service
- Companies where we would have a conflict of interest; we'll tell you on the first call
Federal Path Check · 30 minutes · free
Tell us what you sell and who keeps asking.
A few details up front make the first call useful. We'll come back with two times that work.
Prefer email? hello@crosswalkadvisory.com