Duncan Jones

Vice President, Principal Analyst

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SAP’s Customers’ CIOs Face Some Urgent Crucial Decisions

Duncan Jones April 10, 2018

The CIOs of SAP customers need to pay close attention to the vendor’s announcement earlier today with details on how it intends to modernize its software licensing model. Please don’t think that “software licensing” is an esoteric topic that you can delegate to someone a level or two down in your organization. It isn’t. There […]

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IBM to retire Emptoris and work with SAP Ariba on next generation digital procurement

Duncan Jones May 17, 2017

SAP Ariba & IBM today announced a partnership that had been a rumour for a few days now. Part of the deal includes IBM gradually retiring Emptoris and encouraging its customers to migrate to SAP Ariba. http://www.ariba.com/about/press-releases/sap-ariba-and-ibm-transform-procurement It’s an ambitious move by SAP Ariba. IBM Emptoris’s leadership had an exciting vision of next gen digital […]

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Five Shades Darker? – What The Diageo “Indirect Access” Judgement Really Means For SAP Customers

Duncan Jones February 21, 2017

At last, exactly two years later, the long-awaited sequel to my hit, if overly censored, blog post: Five Shades Of Grey (How software buyers and license managers should be compliant without being submissive). The trigger is the SAP vs Diageo verdict, which generated a lot of hysterical blogging and tweeting with dire predictions for SAP […]

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Pricing Strategies For SaaS Providers

Duncan Jones February 17, 2017

Most leaders of SaaS providers understand the importance of minimizing Churn and maximizing account enrichment, but few fully appreciate how vital to those goals is a good pricing and licensing strategy. My newly published report Pricing Strategies For Software-As-A-Service  is a must read for any business software company that sells or is thinking of selling […]

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Is "Mobile Approval" An Oxymoron?

Duncan Jones May 24, 2016

I’ve recently been studying what a customer-obsessed operating model means for Purchasing functions and the software they use. I've concluded that Purchasing needs to transform its approach to visibility and control, due to the tradical impact that Mobility has on procure-to-pay (P2P) processes. I've been warning ePurchasing software companies for years about the potential impact […]

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B2B eCommerce Sites Must Look Beyond "Rogue" Buyers

Duncan Jones September 14, 2015

If you’re trying to use e-commerce in a B2B context, it is no longer safe to ignore the procurement role within your customers’ organization. At the moment you may be able to market and sell successfully direct to end-user customers, but not for long. The growing imperative for chief procurement officers (CPOs) to guarantee compliance […]

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Five Shades Of Grey (How software buyers and license managers should be compliant without being submissive).

Duncan Jones February 19, 2015

Any procurement or asset management professionals who have seen the new movie based on E.L.James’ best selling novels may have noticed the similarity between the eponymous antihero and a license management services consultant.  Mr. Grey will use charm and threats to persuade you to run his audit scripts on your network. You have an obligation […]

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Microsoft’s Cleans Its Windows Licensing To Reveal The Path To BYOD

Duncan Jones October 31, 2014

Today’s announcement by Microsoft of a per-user subscription licensing (USL) option for Windows is significant, and good, news for its customers. I’ve been telling Microsoft product managers for years to phase out their obsolete per-device licensing models, and this is a major step in that direction. it marks a major change in Microsoft’s attitude to […]

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The Recent Ruling In Oracle vs Rimini Street Has Significant Implications For The Wider Outsourcing Industry

Duncan Jones February 26, 2014

I've just published a Quick Take report that explains why the Nevada District Court’s recent decision on some of the issues in the four-year-old Oracle versus Rimini Street case has significant implications for sourcing professionals — and, indeed, the entire technology services industry — beyond its impact on the growing third-party support (3SP) market. http://www.forrester.com/Quick+Take+The+Rimini+Street+Ruling+Has+Serious+Implications+For+Oracle+Customers/fulltext/-/E-RES115572 […]

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The UK Government’s Drive To Improve Public Sector Technology Procurement Is Fundamentally Flawed

Duncan Jones January 31, 2014

Transformation Should Focus On Improving Outcomes, Not Merely On Increasing Competition I’ve spoken with many IT Procurement leaders in public sector organizations ranging from US county schools districts to national governments. Most are prevented from applying best practices such as Strategic Software Sourcing by their politicians’ ill-conceived edicts and directives, such as those included in […]

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Be Careful – That SAP Deal May Not Be The Holiday Bargain You Think It Is

Duncan Jones December 11, 2013

Many of you will be in the midst of a negotiation with SAP at the moment, because SAP does about 40% of its license deals in the October to December quarter. It’s a sourcing cliché that software companies give their best discounts at their fiscal year end, but just because you are making a purchase […]

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Strengthening The Link Between Software Sourcing And Supplier Management

Duncan Jones August 7, 2013

I’m part of a team called “sourcing and vendor management” (SVM). Forrester organizes its research teams by individual client roles, so my teammates and I all focus on helping clients who are sourcing and vendor management professionals. Wait a moment. Should that read “helping clients who are sourcing or vendor management professionals”? Aren’t they separate […]

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Oracle’s FY2014 Financial Results Point to New Opportunities for Sourcing Professionals

Duncan Jones July 2, 2013

Sourcing professionals already understand the importance of monitoring financial performance to assess risk in their key suppliers’ ability to deliver commitments. Sometimes sourcing professionals can also find valuable negotiation leverage in the financial results of their key suppliers, as is the case with Oracle’s Q4 2013 numbers . In my opinion, the revealing aspects that […]

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Sourcing Professionals Need A New Approach For Dealing With The Software Giants

Duncan Jones June 6, 2013

Many clients ask me for help in dealing with very large software companies who, in their opinion, always seem to have the upper hand in negotiations. "How can I make myself less dependent on X?" they ask, or "how can I cut the amount I have to pay Y each year?" They're CIOs or sourcing […]

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Software Companies Can Gain Competitive Advantage By Making Their Pricing Value-Based

Duncan Jones March 20, 2013

I help hundreds of technology buyers each year to understand the impact of technology changes on their software contracts, but I also get questions from software providers about how best to price their products. Some are bringing new products to market and want to know how to maximize revenue, while others are struggling with obsolete […]

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SAP’s Maintenance Price Hike Should Concern Sourcing Professionals And Their CIOs

Duncan Jones February 14, 2013

On Monday, SAP communicated that it will increase the price of standard support on new contracts by 5% from July 15, 2013, from 18% to 19%. SAP’s announcement claims that the increase is necessary: “In order to ensure the same high level of quality support in the future.” That justification is disingenuous, in my opinion. […]

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New Year’s Resolutions For Sourcing Professionals: Eat Less, Exercise More, And Implement Strategic Software Sourcing

Duncan Jones January 18, 2013

Avoid the 2013 holiday rush – start your year-end software negotiations now! Have you just about recovered from several adversarial, transactional software procurement negotiations last month? Have you resolved to avoid a similar situation next year? Then Forrester’s Strategic Software Sourcing Playbook can help you. Apparently 38% of Americans made weight-related resolutions in 2012, and […]

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Upsell Versus Downbuy – Purchasing Meets Sales At IBM’s Smarter Commerce Event

Duncan Jones September 12, 2012

Last week I was a guest at IBM’s Smarter Commerce event, mainly to see what it has been doing with Emptoris, which it acquired seven months ago. You may recall that I blogged certain misgivings when IBM announced the takeover (IBM's Acquisition Of Emptoris Further Reduces IT Sourcing Professionals' Options), and, though I still have […]

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SAP Seeks Director Of Pricing & Licensing - My Alternative Job Description

Duncan Jones August 3, 2012

SAP is advertising for a new Director Of Pricing & Licensing. The job description states “The Strategic Pricing Director is a key member of SAP’s Revenue Strategy and Pricing Group. Pricing is a critical component of SAP’s overall strategy and go-to-market activities.” Duties include: ·         Develop and implement pricing strategies based on economic and competitive […]

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How To Navigate Microsoft's Licensing Of BYOD Scenarios

Duncan Jones July 13, 2012

Microsoft is gradually improving the way it allows for Bring Your Own Device (BYOD) and other scenarios in which many employees use Microsoft on multiple devices. We’re getting growing numbers of questions from Forrester clients about this topic, and while Microsoft is making its approach fairer in some areas, it's also making it more complicated. […]

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