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.