Tom Cosgrove

Tom Cosgrove

Sr Director Analyst
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.
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Tuesday, May 17, 2022 / 01:30 PM - 02:00 PM EDT
You Can't Spell End-to-End Revenue Strategy without "D-A-T-A"

Gone are the days when gut feel and historic success can guide our reactive revenue strategy decisions and approaches. Today's environment requires more proactive and data-driven plans and execution guidance to ensure sustained growth. This breakout session will explore questions like: "What flawed assumptions am I relying upon to lead my decision making?", "How do we make sense of all the data that we know and don't know is available to us?", and "What are the most important data-driven metrics and use cases to consider?"

Tuesday, May 17, 2022 / 03:00 PM - 03:30 PM EDT
Top Ecosystem Growth Insights and Opportunities. They Aren't in Tech, Do You Know Where?

Ecosystems have shown up 16x more among Board of Directors than ever before. Why? Because ecosystems are a significant go-to-market opportunity across all sectors and markets worldwide today. But they aren't just in the technology sector. Join this session and learn where the future of ecosystems is headed, how to drive revenue from them and explore with us as we go over real-world examples.

Wednesday, May 18, 2022 / 03:45 PM - 04:30 PM EDT
Ask the Expert: How Do I Influence the Larger Commercial Organization to Become Data-Driven?

Organizations striving to become more data driven are frequently challenged by low levels of data literacy among sellers, managers and other commercial roles who rely on sales analytics. Join this session to discuss questions including: How do I tell if my organization has a data literacy problem? How can I tailor a program design to my organization's needs? How do I demonstrate that my data literacy efforts are helping to make us more data driven?

Join us to hear from Gartner experts and thought leaders.