Tom Cosgrove Email and Phone Number

Manage a team of 7 B2B Customer Service & Support research & advisory experts (Analysts & Advisors) covering topics such as Strategic Planning & Budgeting, Organizational Structure & Delivery Models, Customer Success & CLV, Digital Channel Deployment & Management, Multi-Channel/Omni-Channel/Dynamic Channel, Self-Service Adoption & Success, Analytics & Insight.

Indirect Partner/Channel/Ecosystem Optimization and Go-To-Market (GTM) Strategy Design & Execution consultant, advisor, and researcher for Chief Sales/Revenue/Commercial Officers and their Heads of Sales Operations and Enablement. Revenue Technology purchasing advocate. Author/contributor to Gartner Market Guides for Revenue Data Solutions, Partner Relationship Management Applications, and Digital Sales Rooms.Key Initiative Leader for Sales Strategy & Leadership / Go-To-Market Design content, managing the planning, fulfillment, and evolution strategy across the topics of Leading the Sales Function, Organization Design & Deployment, Segmentation & Territory Optimization, and GTM Strategy more generally.2022 CSO & Sales Leader Virtual Conference Track Manager15-month internally-focused rotation as expansion leader for Gartner's Technology Purchasing Capability, driving Expert & COE adoption and execution within the GBS (Global Business Sales) BU as a whole. Publications of Note:• "Outsource Select Sales Roles to Increase Channel Agility and Grow Revenue"• "A Framework to Navigate the End-to-End GTM Design Process"• “Harmonize Channel Partnerships: Band Sales & Marketing Together for GTM Precision”• “Select Optimal Routes to Market to Diversify GTM Design”• “How to Champion Go-to-Market in a Sales-Led Growth Strategy”• “Go-to-Market Design Primer for 2024”• “Segmenting Indirect Channel Partners by Additive Capability: A 2024 GTM Trend”• “(Re)Aligning Channel Partner Selling to Changing Customer Buying”• “Building the Data-Driven Sales Organization”• “2022 Strategic Roadmap for B2B Digital Selling”• “Reimagine Standardized Buyer Engagement with Sense Making and Situational Awareness”• “Future of Work Reinvented: Chief Sales Officer”• “Market Guide for Revenue Data Solutions”• “Market Guide for Partner Relationship Management Applications”• “Predicts 2022: The Digital Evolution of B2B Sales”

Diagnosed & guided execution on the most pressing business challenges and priorities of Chief Sales Officers.CEB (formerly Corporate Executive Board) was acquired by Gartner in April 2017. As a “Gartner Expert,” I worked closely with senior sales executives (CSO’s, CCO’s, CRO's & CMO’s) of $1B+ enterprise organizations and startups alike, leading frontline selling, enablement, marketing, L&D/training, recruiting, and sales operations teams by presenting, interpreting, & applying Gartner’s insights and best practice research enhanced with my own expertise in creative, innovative, and impactful ways to drive faster execution toward profitable and sustainable growth in their businesses. Advisory topics: Sales Strategy, Challenger, Sales Process Design, Customer Buying Journey Mapping, Marketing Collaboration, Enablement & Productivity, Channel Partnerships, Key/Strategic/National/Global Accounts Management, Value Proposition & Messaging, Commercial Insight, Customer Improvement, Stakeholder Segmentation, Opportunity Qualification, CRM Adoption

I led relationship development activity for Ambulatory Care corporate distribution partners Henry Schein, Cardinal Health, Owens & Minor, and Medline (~$65M), and Business Development / Key Account Management activity for 25+ domestic Emerging Markets clients, focusing on chronic disease state screening and management solutions. Key customer segments explored and grown: Convenient Care (Retail) Clinic, Urgent Care Clinic, Community Health Centers (NACHC), ACOs, ASCs & Freestanding ERs, Telehealth, Payers, and innovative Primary Care model chains with national scopeSeparately, I provided leadership for the segment Sales and Marketing strategy across siloed Strategic Business Units, and actively engaged on the Commercial Enablement Transformation team to vet out and implement a growth and innovation plan for 100+ B2B direct/indirect sellers.

Built and led a multi-channel, cross-functional commercial strategy for targeting and pursuing business within Integrated Delivery Networks across siloed CAH businesses.

Owned marketing strategy, P&L, and product development (make/buy/partner decisions) for a $500M portfolio of name-brand and Private Label Patient Care medical distribution supply products. Launched one of the most popular and successful Private Label and Co-branded product lines in the organization – Welch Allyn Disposable & Single Patient-Use Blood Pressure Cuffs.

Strategic Accounts support for large deal incentives structuring, contract development & negotiation, operating lease calculation, GPO pricing and bids/RFPs responses.

Assortment planning, category management, and order tracking support for business segment.