Starlink Low-Earth Orbit Satellite Connectivity and How State Agencies Can Write Smarter RFPs

Start by Separating Installation From Ongoing Support

One of the most important — and most overlooked — procurement principles is avoiding bundled pricing for fundamentally different services. Installation and ongoing support have distinct cost models and should be evaluated independently in an RFP.

Installation is typically a one-time professional services engagement, often priced as a Statement of Work based on scope and location. Support, by contrast, is usually delivered as a monthly or annual subscription, with varying service levels depending on agency needs. Combining these services into a single line item can limit vendor participation and obscure the true cost of ownership.

State agencies that separate installation from support gain:

• Clearer, apples-to-apples pricing comparisons
• Flexibility to choose different service levels by agency or use case
• Protection against paying for premium support when it isn’t required

Avoid Forcing One-Size-Fits-All Bundles

Bundled solutions may look simpler on paper, but they rarely reflect how state agencies use satellite internet. Different agencies — and even different departments within the same agency — have vastly different data, mobility and uptime requirements.

For example, backup connectivity often requires minimal monthly data, multisite agencies may benefit from pooled data plans and mobile units such as patrol vehicles or emergency response teams have different needs compared with fixed installations.

RFPs that require a single mandatory data tier or bundled solution risk wasting taxpayer dollars and preventing agencies from rightsizing their connectivity investments.

READ MORE: How distributed processing reduces bandwidth demands.

Specify Multiple Terminal Options

Not all satellite terminals are created equally, and RFPs should avoid locking agencies into a single hardware configuration. State and local governments increasingly use satellite connectivity in diverse scenarios, including patrol vehicles, command posts, disaster recovery sites and transportation corridors.

Best-practice RFPs allow agencies to choose from multiple terminal types, such as:

• Standard terminals for fixed locations
• Compact mobile units for in-motion or temporary deployments
• Performance-grade equipment for severe weather or high-demand environments

Providing hardware flexibility ensures agencies can match technology to mission requirements without overpaying or underperforming.

Give Agencies a Choice of Support Levels

Support needs vary widely across state agencies. Some deployments are mission-critical and require rapid hardware replacement and guaranteed response times. Others involve backup connectivity where basic troubleshooting support is sufficient.

RFPs that mandate a single, top-tier support model can inflate costs unnecessarily. Allowing for multiple support tiers enables agencies to align service levels with operational criticality, maintain budget discipline and adapt support over time as use changes. This flexibility also benefits procurement teams by broadening vendor participation and encouraging innovative service models.

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Recognize the Range of Government Use Cases

Satellite internet supports far more than rural broadband. Modern LEO solutions are increasingly deployed for:

• Disaster response and recovery operations
• Public safety communications on land, water and air
• Temporary command posts and community events
• Transportation monitoring and traffic management
• Urban environments where fiber and cellular networks are congested and unreliable

Procurement language that acknowledges these use cases allows agencies to future-proof their contracts and scale deployments as needs evolve.

The Role of Authorized Public Sector Partners

As satellite connectivity becomes a core part of government IT strategies, agencies increasingly value working with partners that understand public sector procurement, compliance and operational requirements.

Authorized government partners can provide access to enterprise‑grade satellite offerings; multiple hardware and data configurations; and value‑added services such as installation coordination, help desk support and hardware replacement — capabilities not available through direct‑to‑consumer channels.

CDW, for example, supports state and local agencies as the first value-added reseller authorized Starlink partner, enabling procurement through established public sector contracts and purchase‑order workflows while offering priority data plans and services tailored to government use cases.

Build Flexibility Into the RFP Structure

Perhaps the most important takeaway is this: RFPs should enable choice, not constrain it. State agencies benefit when procurement frameworks allow multiple configurations, pricing models and service tiers rather than forcing rigid, prescriptive solutions.

Flexible RFPs can:

• Encourage healthy vendor competition
• Reduce long-term costs
• Improve agency adoption and satisfaction
• Support innovation as satellite technology continues to evolve

As satellite broadband becomes a core component of government connectivity strategies, thoughtful procurement design will be just as critical as the technology itself.

Whether you’re building a broadband or Starlink RFP, or simply planning one, please reach out to our capture team at anntack@cdw.com or contact your CDW Account Team or CDW Government Account Team.