Duncan Jones

Vice President, Principal Analyst

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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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Oracle Had A Strong Third Quarter, But Well-Informed Buyers Can Still Get Great Deals In Its Q4

Duncan Jones March 22, 2012
Oracle reported its results for the three months to February 29th yesterday, and it beat analysts’ expectations. Software license sales were up 15% from last quarter, and up 7% on last year’s Q3. The blogosphere’s “Oraclefreude” delight at its disappointing Q2 appears to have been premature. Enterprises’ insatiable demand for processing power and Oracle’s excellent […]
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Microsoft Aligns Its UK & Swiss Pricing With The Rest Of Europe, But Not, Alas, With US

Duncan Jones February 27, 2012
Microsoft recently announced that it will change to its European currency pricing policy from July 2012, and the effect could be a 20% price increase for UK customers. It didn’t publicize the change, preferring to let its resellers tell their customers as and when the change affects them, so I thought I’d tell my readers […]
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新年快樂. Ancient Chinese Negotiation Tactics, In Honour Of The Chinese New Year

Duncan Jones February 22, 2012
I’m always searching for new negotiation best practices and tips when I’m speaking with Forrester clients, but it's not often I find one when I’m relaxing in bed with an old favourite, recently rediscovered book. But here’s one that I hope you’ll find amusing, and educational, from a book written over 80 years ago. The […]
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Herculean Buyers, Lions, And Hydra — Do You Want One Throat To Choke, Or Reps That Understand The Products They’re Selling?

Duncan Jones January 20, 2012
The proposed acquisitions of SuccessFactors by SAP, and of Emptoris by IBM got me thinking about the impact on buyers of market consolidation, in respect of the difference between dealing with independent specialists versus technology giants selling a large portfolio of products and services. Sourcing professionals talk about wanting “one throat to choke,” but personally […]
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IBM’s Acquisition Of Emptoris Further Reduces IT Sourcing Professionals’ Options

Duncan Jones December 16, 2011
Just over a week after SAP published its intention to buy Success Factors, IBM announced yesterday that it will acquire Emptoris, one of the leading ePurchasing suite vendors. My colleague Andrew Bartels has described in his blog some of the implications for other vendors in the ePurchasing market: http://blogs.forrester.com/andrew_bartels/11-12-15-ibms_acquisition_of_emptoris_moves_it_squarely_into_the_epurchasing_software_market_watch_out_for_f My interest is in what the […]
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Thoughts On Strategic Partnerships From Infosys Leaders And Clients

Duncan Jones August 10, 2011
I’m in Las Vegas attending Infosys’s Connect 2011 client event, and one of the recurring themes in sessions and side conversations has been the nature of Strategic Partnership. The phrase risks becoming a meaningless cliché, so I was interested to research what it actually means to Infosys execs and clients. I got some interesting, varied […]
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Why Do We Let Software Sales Reps Behave Like Tourist Souvenir Hawkers?

Duncan Jones August 1, 2011
I’ve just had a negotiation lesson from Number-one-Daughter, who has been studying in China for a year. I’ve just returned from beautiful, vibrant Beijing  (北京) where my wife and I met her, to see the city and to help her get her luggage home (which explains the 6 pairs of ladies’ shoes in my suitcase […]
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The Next Three Weeks Are Very Important To Microsoft, And That Gives Buyers Leverage

Duncan Jones June 10, 2011
A couple of months ago I was blogging from sunny Barcelona with the Red Sox 0-6. Now I'm in Barcelona again for our IT Forum, but this month its raining heavily here, while back in UK we officially have a drought. But the good news is that Boston is 6-0,  at least in Yankee Stadium. […]
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ERP Versus Best-Of-Breed — Emptoris’ SAP-Shop Customers Give Their View

Duncan Jones April 7, 2011
My tireless research of sourcing and vendor management technologies has brought me to Barcelona, for Emptoris’ EMEA customer conference. I’d like to assure my colleagues in Boston, still cold and still "0 and . . .",  that I’m not writing this while sitting in the sunshine at an open air café, sipping a cold cervesa […]
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Please vote in our Unfair Licensing Policies survey

Duncan Jones March 22, 2011
As promised in a previous blog post: Which Software Licensing Policy Is The Unfairest Of Them All? , we've launched a survey to find out what sourcing and vendor management professionals think about some common software licensing policies.  This isn't about bashing powerful software companies, but about building a consensus behind a campaign to bring […]
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Spring Training For Microsoft Negotiators

Duncan Jones February 10, 2011
It’s a beautiful sunny day here in England, the first snowdrops have appeared in my garden and at least one of my pet hens has restarted laying – yes, Spring is on the way. Meanwhile, in the US the main harbinger of the changing season is the migration of baseball teams to Florida and Arizona […]
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Which Software Licensing Policy Is The Unfairest Of Them All?

Duncan Jones December 9, 2010
Early next year I'm going to ask Sourcing & Vendor Management professionals to vote on which software companies' licensing policies they most resent as Unfair.  Fairness is a subjective quality, but it seems to me that some policies penalize customers for circumstances beyond their control that are unrelated to the value they are getting from […]
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What Does Oracle’s Court Victory Mean For IT Sourcing Professionals? Not Much, Actually.

Duncan Jones November 24, 2010
Yesterday, Oracle got a surprisingly high award from an Oakland jury in its case against SAP, in respect of its now defunct TomorrowNow subsidiary. http://www.bloomberg.com/news/2010-11-23/sap-must-pay-oracle-1-3-billion-over-unit-s-downloads.html The Oakland Jury, pictured after the verdict. As my colleague Paul Hamerman blogs here (http://blogs.forrester.com/paul_hamerman/10-11-23-oracle_wins_13_billion_award_over_sap  ) SAP wasn't able to test the validity of the 3rd party support model, so […]
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An Impressive Keynote From SAP’s Co-CEO Opens SAP’s UK And Ireland User Conference

Duncan Jones November 22, 2010
I attend several software company customer events each year, and I always feel like the only atheist in a room full of religious zealots. However big or small the vendor, whether it consistently delivers competitive advantage or overcharges for mediocre software, the people who come to the events are usually fans — people whose careers […]
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At Last, After A Long Courtship, They’re Engaged! (Ariba and Quadrem, That Is)

Duncan Jones November 18, 2010
No, I’m not wasting Forrester’s blog space for yet more coverage of the royal engagement. I think Ariba’s proposed acquisition of Quadrem, that it announced today, is much more interesting. http://ht.ly/3bPei Forrester has been predicting, and advocating, consolidation in the procure-to-pay market for a while: “Once consolidation starts, the natural imperative of scale in the […]
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Fireman Sam Versus License Optimization, At Flexera’s UK Workshop

Duncan Jones October 12, 2010
©2008 Prism Art & Design Limited.[i] Some of you may recognize the guy at the front as Fireman Sam, the eponymous "hero next door" of the BBC children’s program set in the fictional Welsh town of Pontypandy. What does he have to do with software licensing? Yesterday I spoke about software licensing trends to a […]
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