Duncan Jones

Vice President, Principal Analyst

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The Superbowl’s impact on Sourcing & Vendor Management professionals

Duncan Jones February 10, 2010
As I live in UK, I tend to record major US sporting events and watch them the next day (the Superbowl doesnt start until nearly midnight).  That means I have to avoid the internet, twitter, conversations with US colleagues, etc, for the whole of the following day so I can enjoy the game without knowing […]
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Bad news for IT buyers: Oracle sues Rimini Street

Duncan Jones January 27, 2010
January 26th, 2010 was a black day for the enterprise software business.Late yesterday, Oracle launched a lawsuit against independent support provider (ISP) Rimini Street, alleging ‘massive theft’ of its intellectual property. Industry analysts had been expecting something like this – Oracle is already suing Rimini Street’s predecessor TomorrowNow and was clearly worried that a competitive […]
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SAP Brings Back ‘Standard Support’

Duncan Jones January 14, 2010
Along with its 2009 results, SAP today made another attempt to undo the damage of its clumsy attempt to hike its maintenance % up to Oracle-like levels, by announcing the reinstatement of Standard Support as an option for customers. “SAP’s new support model is a direct response to the many discussions we’ve had with our […]
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Software Sales Proposal – Burn After Reading?

Duncan Jones January 6, 2010
Software vendors like to claim that their sales proposals are highly confidential, For Your Eyes Only or even, if you prefer the Coen brothers to Bond, Burn After Reading. I help dozens of clients every year with software negotiations, but I cant do that unless they share with me the vendor’s proposal, including price details […]
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SAP’s Enterprise Boldly Goes Where No Support Offering Has Gone Before

Duncan Jones December 10, 2009
At yesterday's Influencer Summit, Dr. Uwe Hummel (EVP and Head of Active Global Support) explained to industry analysts why SAP believes so strongly in its Enterprise Support product. In fact, it is so convinced in proactive support and the positive impact on customers' SAP application management and operation costs that it decided to protect them […]
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SAP is pushing multi-year deals – buyers should consider them carefully

Duncan Jones November 30, 2009
Over the last few weeks, several Forrester IT sourcing clients have asked us to review and comment on special proposals from SAP that offer an attractive discount and contractual flexibility in return for a large, irrevocable, multi-year commitment. It appears that several SAP sales teams are trying to achieve their annual targets by enticing customers […]
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“Should I Renew My Microsoft Enterprise Agreement?”

Duncan Jones February 25, 2009
I get this question all the time because, let’s face it, it’s a significant decision. For example, an Enterprise Agreement (EA) renewal for an enterprise with the main desktop suite on, say, 10,000 PCs could cost around $1,500,000 per year. So what do you get for this outlay? You’ve already purchased a perpetual license for […]
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