"It would be much easier if we were starting from scratch," Prokop says. However, Netherlands-based Exact intend to have an enablement program in place, including a certification program to be available via the cloud, next year. The first elements of the education program and the certification piece will be for sales and implementation training with training expected to be in place by June. Prokop says the company seeks "to building a robust structure", including plans to hire a director of education and four instructional designers along with some "field marketing folks." Exact Macola was stuck at 32 resellers for many years and went to 35 earlier this year. Prokop said there are now 38. The company seeks manufacturing VARs that have resources to add a product line. Prokop wants to keep the program's cost minimal to ensure ROI for members.
EXACT MACOLA SALES TO BE ALL VAR Featured
Exact Macola is moving away from a hybrid approach, utilizing direct sales and resellers, in favor of the channel. Gayle Prokop, director of alliances and channel development. says new Macola sales will be all channel. "Our goal is to have one hundred percent of our growth coming through our partners," she says. That includes distribution of leads by the software publisher. Her statement this week follows this the program's description earlier this month at the company's Edge conference. Exact is both recruiting new Macola VARs and putting together a more complete channel program—something it has not had for a while.
