Gartner Expert

Tom Cosgrove

Sr Director, Research

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


Senior Director, Advisory - Sales Research

Welch Allyn, a Hill-Rom Company

Senior Manager, National Accounts & Channel Partnerships

Cardinal Health, Inc

Senior Marketing/Category Manager

Areas of coverage

Sales Strategy and Leadership


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

B.A., Economics and Marketing, Bucknell University

Read More Read Less

Top Issues That I Help Clients Address

1Selecting, Growing, and Developing an Indirect Channel Partner Ecosystem

2Revenue Data Solutions vendors and Data-Driven Go To Market Strategy development

3Effectively sizing & segmenting markets, and choosing appropriate channels/routes-to-market

4Development of Indirect Seller and Buyer Enablement Processes and Tools

5Buyer-centric Indirect Sales Process Re-design and Customer Buying Journey Mapping