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