If you're a Value-Added Reseller (VAR) working with defense contractors or selling to federal agencies, CMMC 2.0 isn't just another acronym to ignore. It's a fundamental shift in how you must handle sensitive information, including the data flowing through your quoting process.

The Department of Defense's Cybersecurity Maturity Model Certification (CMMC) 2.0 program is rolling out to all defense contractors and their supply chain partners. That means if you're quoting products and services to companies working on DoD contracts, your quoting system needs to meet specific compliance requirements.

What Is CMMC 2.0?

CMMC 2.0 is the DoD's framework for protecting Controlled Unclassified Information (CUI) and Federal Contract Information (FCI). The framework has three levels:

• Level 1: Foundational cybersecurity practices for FCI

• Level 2: Advanced practices for CUI (most defense contractors)

• Level 3: Expert practices for sensitive programs

For most VARs, Level 2 is critical. If you're handling quotes that include pricing, configurations, or technical specifications for DoD contractors, that data likely qualifies as CUI.

Why Your Quoting Process Matters for CMMC

Most VARs are running their quoting operations through Excel spreadsheets, email, and unsecured cloud storage. Under CMMC 2.0, this approach creates serious compliance gaps that can cost you contracts.

CMMC compliance requirements that directly impact your quoting process:

1. Access Control (AC): CMMC requires multi-factor authentication and role-based access controls for quote data.

2. Audit and Accountability (AU): Every change to a quote must be logged with timestamps and user identification.

3. System and Communications Protection (SC): Quote data transmission requires encrypted channels—no more email attachments.

4. Configuration Management (CM): You must prove which product specifications were included in which quotes at what time.

The Excel Problem

If you're still building quotes in Excel, you're creating compliance nightmares:

• No audit trail tracking who changed what and when

• Weak access controls with files shared via email or Dropbox

• No encryption at rest for CUI data

• Version control chaos without clear approval workflows

During a CMMC assessment, auditors will examine your quoting process. If you can't demonstrate proper controls, you'll fail and so will your customers who depend on your VAR services.

What CMMC-Compliant Quoting Looks Like

A compliant quoting system must provide:

• FedRAMP Moderate or equivalent hosting for quote data

• Role-based access control with granular permissions

• Complete audit logging for every quote interaction

• Encrypted transmission through secure portals

• Data at rest encryption using FIPS 140-2 validated cryptography

• Multi-factor authentication for all users

The Business Impact

CMMC compliance in your quoting process creates competitive advantages:

• Win more contracts: Defense contractors increasingly require VAR CMMC compliance

• Reduce liability: Proper controls protect you during customer data breaches

• Streamline operations: Compliant systems eliminate spreadsheet chaos

• Future-proof your business: Position for expanding CMMC requirements

Getting Started with CMMC-Compliant Quoting

Here's your roadmap:

1. Assess your current state: Document your quoting workflow and identify compliance gaps

2. Classify your data: Determine which quotes contain CUI vs. FCI

3. Evaluate quoting platforms: Look for solutions built with CMMC compliance in mind

4. Implement controls systematically: Start with access controls and audit logging

5. Document everything: CMMC assessors require written policies and procedures

How Virtual Dojo Supports CMMC Compliance

Virtual Dojo was built for government contractors. Our platform includes CMMC-ready features for VARs in the defense industrial base:

• FedRAMP-equivalent infrastructure for secure data storage

• Granular role-based access controls with MFA enforcement

• Comprehensive audit trails capturing every quote interaction

• Encrypted transmission and storage meeting FIPS 140-2 standards

• Integration with SEWP, ITES-4H, GSA, and 2GIT contract vehicles

Virtual Dojo automates CMMC compliance without slowing down your sales team. Your reps focus on selling while the platform handles security controls in the background.

The Bottom Line

CMMC 2.0 isn't optional for VARs in the defense market. Your customers must demonstrate compliance and they're scrutinizing their supply chain partners.

Your quoting process is a critical control point. Get it right, and you'll win more business while reducing risk. Get it wrong, and you'll be locked out of lucrative government contracts.

CMMC assessments are ramping up now. Don't wait until a customer asks for proof of compliance. Be ready to demonstrate it today.