Zoe Tomkins
Global SAP Partner Development Leader at AWS · 20+ years across technology alliances — IBM, PwC, KPMG, AWS. Writes on how multi-vendor collaboration becomes commercial value: the mechanism beneath the announcement, and why the discipline is the second and third deal, not the launch.
Zoe Tomkins leads global SAP partner development at Amazon Web Services (AWS), working with the consulting and advisory partners who carry SAP transformations into the market. She has spent more than twenty years building technology alliances from every seat at the table: alliance leadership at IBM Consulting, Director of the SAP alliance at PwC, Partner at KPMG UK, and two chapters at AWS — a career that began in the SAP ecosystem itself, at SAP and at Bluefin Solutions.
Her focus is the point where partnership ambition has to become commercial value: designing collaborations backwards from the customer outcome, sequencing risk across partners whose economics differ, and building the repeatable offers that turn a first win into a business. Having sat on the vendor, advisory and delivery sides of the same alliances, she is particularly interested in why capable consortiums stall — and what the differentiated few do instead.
Her column — The second deal
A press release announces the partnership; the mechanism underneath it decides whether anything happens beyond the launch. The column follows multi-vendor collaboration from ambition to commercial value — risk appetites, testimonial-first design, repeatable offers — and holds on to the discipline that names it: optimise for the second and third deal, not the announcement.
First article: When does multi-vendor collaboration become commercial value, rather than a joint press release? →
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Zoe Tomkins is Global SAP Partner Development Leader at Amazon Web Services (AWS). She writes on sapperment in a personal capacity; views are her own. Articles are vendor- and firm-neutral.
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