Duncan Jones

Vice President, Principal Analyst

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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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This Is What We Have To Endure Every Week

Duncan Jones October 1, 2010
Analysts suffer get the benefit of dozens of briefings per year from hopeful vendors trying to convince us that they are the next big thing. Here’s a typical example of marketing-speak messaging that is an amalgam of all the mistakes that will ensure a vendor goes on our "not with a barge pole" list. “Exvezium[1] […]
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Will Fusion Be In Your Oracle Applications Road Map?

Duncan Jones September 22, 2010
Vendor managers in companies with Oracle applications may have heard a lot of talk about its next-generation applications over the last five years. Well, the news from Oracle’s customer event in San Francisco is that Fusion is almost here. Oracle is extensively demonstrating the product here at the event, early adopter customers are already in […]
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Lots Of Talk About Chatter At Salesforce’s UK Customer Event

Duncan Jones September 9, 2010
Marc Benioff, CEO of salesforce.com, gave a typically energetic performance at London’s Royal Festival Hall yesterday, both in the main-stage keynote and the private lunch for press and analysts. In addition to some humorous digs at Oracle, SAP, and pretty much any company that wants to run its own data center, Benioff described his vision […]
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Sales Reps’ Top Five Annoying Habits (Whether They’re Selling Cars Or Software)

Duncan Jones August 25, 2010
I’m in the process of buying a new car, and I’m trying to apply everything I’ve learned from my research into software negotiation towards getting a good deal. I’m noticing many of the irritating behaviors from the dealers’ sales staff that Forrester’s sourcing and vendor management clients encounter regularly from their software reps. Here is my […]
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The United States’ Lawsuit Against Oracle Could Impact Your Future Software Negotiations

Duncan Jones August 12, 2010
We’ve all heard software reps blame “revenue recognition” and “Sarbanes-Oxley” as an excuse for not giving an extra discount or contractual concession. IT sourcing professionals may now hear “GSA Rules” and the “False Claims Act” cited as similar justification: “We didn’t give that concession to the government, so we can’t give it to you.” Could […]
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SAP’s European Leaders Describe Its More Customer-Centric Approach

Duncan Jones July 12, 2010
I joined an impressively large crowd at SAP’s World Tour event in Birmingham,UK, last week and was able to spend an hour with Tim Noble, head of SAP’s UK and Ireland business unit, and Chris McLain, who leads SAP’s team focusing on its 150 largest accounts in EMEA. I'm writing an update of my 2007 […]
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Ensure Your Software Reseller Can Overcome Its Potential Conflict Of Interest

Duncan Jones July 1, 2010
Yesterday I attended Computacenter’s Analyst Event. It’s a major independent provider of IT infrastructure services in Europe, ranging from reselling hardware and software to managing data centers and providing outsourced desktop management. My main interest was how it manages the potential conflict between properly advising the client and maximizing revenue from selling software. For instance, […]
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Procure-To-Pay Best Practices: Cut The Approval Levels, Improve The Monitoring

Duncan Jones June 24, 2010
Earlier this week I was in Milan, speaking at the CPO Forum event about the importance of good procure-to-pay (P2P) systems to deliver sourcing's theoretical savings into real bottom-line improvements.  As England's ex-goalkeeper Robert Green showed us last week, savings opportunities aren't the same as real savings. 🙁  http://news.bbc.co.uk/sport1/hi/football/world_cup_2010/matches/match_05 I had some subsequent discussions with […]
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Golf, World Cup Tickets, And Other Ethical Dilemmas

Duncan Jones June 15, 2010
I once played golf with an ex-politician who ran Liverpool Council until he had to resign after being caught accepting bribes from local firms tendering for lucrative council contracts. He claimed there was no impropriety because all the bidders paid him the same amount. I remembered this story when the leader of IBM’s sell-side e-commerce […]
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The Ariba Commerce Cloud: Stratus Or Cumulus?

Duncan Jones June 3, 2010
Bob Calderoni and Tim Minahan, Ariba’s CEO and CMO respectively, explained their vision for the future of supplier networks at the company’s Ariba Live customer event this week. The basic concepts, of a B2B community with value-adding services for sellers, such as prospect discovery and multi-customer e-invoicing, is one I’ve advocated to network providers for […]
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So Where Were The Best Run Businesses Then?

Duncan Jones May 27, 2010
In addition to my software pricing and licensing research, I also study use of technology to improve procure-to-pay (P2P) processes; so, I'm always interested in customer presentations at software company events, in case I can spot some new best practices or interesting trends. This week I’m at Ariba LIVE in Orlando, but last week I […]
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SAP’s Co-CEO Answers Forrester’s Questions At Sapphire

Duncan Jones May 18, 2010
Here at the European half of SAP’s global customer event, I had a chance to ask some questions of one of SAP’s co-CEOs, Jim Hagemann Snabe. Unfortunately I didn’t have time to ask for some advice to my country’s leaders on how to manage a two-party government, because it seems like he and Bill McDermott […]
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“If You’re Not Getting Shot At, You’re Not Doing Your Job.”

Duncan Jones May 4, 2010
Source: Maggie Gyllenhaal, as Rachel Dawes in The Dark Knight, © Warner Brothers, 2008 Recently two large software companies separately complained that I was biased against them in the other one’s favour, which was sufficiently ironic to amuse my British sense of humour. “Biased” is one of the worst accusations you can throw at an […]
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“Noughty” Software Licensing — Is The Obituary Premature?

Duncan Jones April 30, 2010
My colleague Andrew Bartels just published this interesting take on SAP’s recent results: Software License Revenues Roar Back In Q1 2010 — And Why Licensed Software Will Co-Exist With SaaS Beyond 2010 Liz Herbert and I will be speaking on this theme at Forrester's IT Forum on May 27 in our session: "Noughty" Software Licensing […]
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Spiff Or Rif – The Key To Effective Negotiation With Software Vendors

Duncan Jones April 20, 2010
I haven’t been blogging or tweeting recently because I’ve been on an unprecedented two-week vacation, but didn’t want any potential burglars to know that. Now, thanks to Eykanmuckyourlifeup or whatever its called, that vacation has turned into an extended business trip states-side (see #ashtag). So I’m taking the opportunity to meet more clients on the […]
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Pay-per-use Software Pricing? No Thanks!

Duncan Jones March 24, 2010
I get a lot of input into my research from speaking with software buyers and sellers, which I analyze and process to come up with firm conclusions and recommendations in my published research and forum speeches. I’m going to use this blog to air some work-in-process analysis, to solicit additional thoughts and information from you. […]
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Microsoft Select Agreements Due For Renewal? Convert Them To Select Plus

Duncan Jones March 19, 2010
Microsoft announced on Friday that it will stop selling new Select licenses from 1 July, 2011. Customers with existing agreements can renew them for another 36 months, as per their agreements, but the replacement Select Plus program is likely to be a better option. Microsoft launched Select Plus on 1 July 2008, and I wrote […]
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Open (Letter) Season on SAP

Duncan Jones March 19, 2010
Dear SAP Customer, Hopefully you’ve all read SAP’s co-CEO’s open letter to you (http://ceos.blogs-sap.com), and also some of the great responses such as this one: http://bit.ly/b5foPD . With all these open letters flying around, I thought I’d write a slightly different one. Unlike most of my fellow commentators, I’m not going to tell SAP how […]
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