Analyst Profile

Tom Cosgrove

Tom Cosgrove

Sr Director, Research

6 years at Gartner,  3 years industry experience

Location:  CO USA  | Language(s):  English

Roles and Responsibilities

Tom Cosgrove is a Senior Director, Analyst within Gartner's Sales Research practice, based in Fort Collins, Colorado. In this role, Mr. Cosgrove works closely with Chief Sales/Commercial Officers and their teams across a variety of industries, geographies, and subject matters related to Indirect Channel Management and Go To Market Strategies. Leveraging practitioner experience in driving supplier partner award-winning indirect strategies and growing distributor franchises in fledgling segments, along with time spent Advising across Key Initiatives for Gartner's Sales practice, Tom brings unique perspective on industries and models outside (but inclusive of) High Tech. He collaborates with Peer & Practitioner researchers, client executives, and commercial leaders to help harness and tactically execute upon functional best practices in areas such as route-to-market selection and execution, partner program development and performance enhancement, and indirect buyer/partner enablement.


Previous Experience

Mr. Cosgrove brings over a decade of experience as a contributing and managing practitioner in B2B Sales & Marketing functions. Prior to joining CEB (acquired in April 2017) and ultimately Gartner, he owned channel management and national accounts business development responsibilities for an industry-leading medical device manufacturer. There, he provided leadership for the segment sales and marketing strategy across siloed strategic business units, and actively engaged in commercial enablement efforts supporting 100+ B2B direct sellers (and multiple large contracted selling teams) predominantly co-selling with distribution partners in the field. Prior to his tenure on the manufacturing side, Mr. Cosgrove spent time within a healthcare distribution organization in channel and category marketing capacities, as well as strategic accounts and contracting analytics functions.

Professional Background

  • Cardinal Health, Inc, Senior Marketing/Category Manager, 5 years
  • Gartner, Senior Director, Advisory - Sales Research, 5 years
  • Welch Allyn, a Hill-Rom Company, Senior Manager, National Accounts & Channel Partnerships, 6 years


  • B.A., Economics and Marketing, Bucknell University
  • M.B.A., Marketing Strategy and Innovation Practice, The Ohio State University

Industry Awards/Accolades

  • 2013 & 2015 [Distributor] Equipment Supplier Partner of the Year (as primary Channel Relationship Manager)