channel advisory board

Channel Development Advisory Council

Who We Are

The Channel Development Advisory Council provides counsel and insight in all matters relating to the indirect technology market. The board is comprised of some of the industry’s most influential leaders, representing hardware manufacturers, software publishers, services organizations, distributors, telecommunications companies and technology solution providers.

What We Stand For

The Channel Development Advisory Council leverages the tremendous expertise and experience of its collective members to develop educational programs, business tools and other resources to promote the business value the technology channel brings to the tech industry.

In addition, the council collaborates with CompTIA’s other industry advisory councils to advance the adoption of SaaS-based business applications, drone services, blockchain, artificial intelligence, cybersecurity and internet of things technologies. Together, we work to:

  • Identify relevant industry trends that open new business opportunities for the channel.
  • Refine industry best practice standards.
  • Foster greater adoption and expansion of emerging technologies.

How We’re Making an Impact

We’re constantly taking the pulse of the technology industry and developing the right strategies that help the tech channel solve real-world business challenges. Accomplishments include:

  • Creating a detailed analysis of the technology buyer’s journey for today’s market.
  • Promoting the valuable role that technology channel companies provide to customers.
  • Helping businesses profit from market expansion and innovation.


Kim Cesena

Kim Cesena


Global Director of Channel Marketing,

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Ray Orsini



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Kris Blackmon

Vice Chair

Chief Channel Officer,
JS Group

Tim Acker

Tim Acker

VP, Global Channels & Alliances,

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Vicky Bruns

Manager of Ecosystem,

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David Carlson

Vice President of Managed Services Sales & Product Management,
Sirius Computer Solutions, A CDW Company

Tim Coach - Channel Dev Council 2023

Tim Coach

Global Channel Chief,


Bob Coppedge


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Dennis Crupi

VP of Marketing,
Ingram Micro

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Greg Filardi

Director of Global Partner Programs,
Red Hat

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Dan Foster


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J.B. Fowler

Chief Product Officer,
Domotz, Inc.

Heather Harlos

Heather Harlos

Sr. Director of Global Partner Enablement and Program,

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Heather Margolis

SVP of Marketing,

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Michelle McBain


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Rafael Sanguily

Vice President of Strategic Alliances,


Dan Shapero

TeamLogic IT

Mark Sondergarrd - Channel Dev Council 2023

Mark Sondergaard

Channel Chief/VP of Sales,
EnTelegent Solutions

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Marnie Stockman

Lifecycle Insights

Travis Woods - Channel Development Advisory Council 2023

Travis Woods

Fort Point IT

Related Resources

The Technology Buyer’s Journey: A Roadmap to Customer Success

CompTIA’s Channel Advisory Board mapped out a technology buyer’s journey with step-by-step details for vendors, distributors and solution providers

Published : June, 15, 2021

Vendor Channel Readiness Assessment

This assessment tool can help technology vendors determine their preparedness and ability to initiate and implement a channel strategy.

Published : March, 4, 2021

Technology Buyer's Persona

This webinar will help you Understand the new buyer, their persona and their journey is key to being able to sell to these new technology buyers.

Published : November, 1, 2018

CompTIA Tech Buyer's Journey

Put yourself in a customer’s shoes from start to finish when you embark on the Technology Buyer’s Journey and learn how to adjust your business accordingly.

Published : August, 24, 2018

Top 10 Channel Trends

Discover the top 10 channel trends identified by CompTIA”s Channel Advisory Board that can benefit your company and help move the industry forward.

Published : June, 4, 2018