Speaker Biography

Duncan Jones

Vice President, Principal Analyst

Sessions Featuring This Speaker

Forrester's Forum For Technology Management Leaders


  • 02:50 PM - 03:30 PM

    License For User Engagement

    Front-office business initiatives involving mobility and analytics present serious challenges for software sourcing decision-makers. Software publishers are updating their selling and pricing strategies, which affects your sourcing and license management. This session will describe the challenges presented by the new software landscape and how to address these challenges with strategic sourcing, including:

    • The impact of user engagement on software licensing.
    • How to address the significant risks arising from changing software usage.
    • Negotiation tips when sourcing user engagement projects, whether from large or small providers.

Research Focus

Duncan contributes to Forrester's offerings for Sourcing & Vendor Management Professionals and for Application Development and Delivery Professionals. He is a leading expert on business application strategies and how to get the most from strategic software partners, including packaged applications, SaaS, and custom development. By researching enterprises' experiences in dealing with key software providers, such as IBM, Microsoft, Oracle, and SAP, Duncan helps clients create sound sourcing strategies, nurture better supplier relationships, and get better outcomes from their strategic software investments. He also advises software providers on pricing strategies and commercial trends.

Duncan is also a leading expert on ePurchasing applications, such as eProcurement and supplier risk and performance management (SRPM), with a particular focus on the increasing overlaps and conflicts between ePurchasing and sell-side B2B eCommerce. He advises clients on their application strategy in these areas, how to make good choices between alternative solution providers, and how to get the best results from implementation.

Previous Work Experience

Prior to joining Forrester in 2006, Duncan worked for seven years for QAD, an international provider of enterprise solutions for manufacturing companies, in various product management and product marketing roles. Most recently, he had global responsibility for radical changes to QAD's pricing and licensing strategy.

Duncan qualified as a chartered accountant with KPMG and then joined Courtaulds, a diverse multinational manufacturing company. In 10 years with Courtaulds, he held various line finance and IT roles before becoming project manager in a corporate team, managing systems-enabled business improvement projects around the world.


Duncan earned a first-class degree in mathematics from Hertford College at the University of Oxford and is a member of the Institute of Chartered Accountants in England and Wales.