Duncan Jones

Vice President, Principal Analyst serving Sourcing & Vendor Management PROFESSIONALS

Duncan primarily contributes to Forrester's offerings for Sourcing & Vendor Management Professionals. He is a leading expert on software pricing and licensing and helps clients understand and address the effect of technology changes on software contracts. By researching enterprises' experience in dealing with large software vendors, including their negotiation successes and the problems they encountered later in the relationship, Duncan helps clients create and execute sound negotiation strategies and get advantageous software license and maintenance agreements.

He is also a leading expert on ePurchasing technologies, such as eProcurement, eSourcing, and electronic invoice presentment and payment (EIPP), and he advises clients on their application strategy in this area, 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, Duncan worked 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. 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 has 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.

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106 results in Reports

  • Duncan Jones
  • For Sourcing & Vendor Management Professionals

    Report:The Forrester Wave™: eProcurement Solutions, Q1 2011

    Procure-To-Pay Specialists Ariba And Basware Still Lead, But The ERP Suites Have Closed The Gap

    In Forrester's 70-criteria evaluation of eProcurement solutions, we found that Ariba and Basware led the pack because of their superior user experience and wider supplier enablement capability....

    • Downloads: 1720
  • For Sourcing & Vendor Management Professionals

    Report:The Forrester Wave™: Contract Life-Cycle Management, Q2 2011

    Upside Software Leads The ePurchasing Suites And ERP Giants In Our Evaluation Of Specialist CLM Products

    Contract life-cycle management (CLM) products are more than merely document repositories; they streamline the authoring process, aid compliance tracking, and reduce overall contract administration...

    • Downloads: 1520
  • For Sourcing & Vendor Management Professionals

    Report:Software Pricing And Licensing Trends 2011

    Software Sourcing Leaders Should Create Sourcing Strategies That Take Advantage Of Profound Changes In The Software Market

    In 2011, Forrester expects to see major changes in the pricing and licensing approaches of traditional software providers. Increasing tension between vendors' insatiable demands for revenue and...

    • Downloads: 1809
  • For Sourcing & Vendor Management Professionals

    Report:The Forrester Wave™: AP-EIPP, Q2 2008

    Basware Leads For Products That Streamline The Invoice-To-Pay Process, But Other Vendors Also Have Strong Offerings

    In Forrester's 78-criteria evaluation of accounts payable electronic invoice presentment and payment (AP-EIPP) vendors, we found that Basware leads the pack, closely followed by Ariba, JPMorgan Xign,...

    • Downloads: 1341
  • For Sourcing & Vendor Management Professionals

    Report:TechRadar™: Software-As-A-Service, Q1 2014

    Vendors Have More And Better SaaS Options Than Ever — Are You Prepared?

    Nearly 15 years after the appearance of software-as-a-service (SaaS) startups such as salesforce.com, NetSuite, and Google, software-as-a-service is nearing its tipping point. SaaS adoption is poised...

    • Downloads: 1238
  • For Sourcing & Vendor Management Professionals

    Report:Successfully Negotiating Microsoft Licensing Agreements

    Negotiations with Microsoft can be a daunting challenge for a sourcing and vendor management team. Not only is it likely to represent a major financial commitment, but Microsoft's unique terminology,...

    • Downloads: 1507
  • For Sourcing & Vendor Management Professionals

    Report:The Forrester Wave™: eSourcing, Q1 2009

    Ariba, Emptoris, And Oracle E-Business Suite Are The Leading Tools For Enterprises Wanting To Improve Their Online Strategic Sourcing

    In Forrester's 54-criteria evaluation of eSourcing vendors, we found that Ariba, Emptoris, and Oracle E-Business Suite are Leaders, due to their support for global program management and advanced...

    • Downloads: 1217
  • For Application Development & Delivery Professionals

    Report:Align Your Business Applications To Cloud And BT Imperatives

    Executive Overview: The Business Applications Playbook

    Rapid business change, fueled by technology advances such as mobility and analytics, is transforming how application development and delivery (AD&D) professionals buy, deploy, and manage business...

    • Downloads: 939
  • For Sourcing & Vendor Management Professionals

    Report:Best Practices: Negotiating With Oracle

    How To Get A Good Deal On Licenses And Maintenance, Be They For Database, Middleware, Or Application Software

    Oracle's pricing is necessarily complex because of its wide portfolio. Regulatory restrictions, coupled with its size, have caused it to adopt highly centralized approval processes that can make...

    • Downloads: 1342
  • For Sourcing & Vendor Management Professionals

    Report:Yes We Can (Cut Our Software Maintenance Costs)

    IT Sourcing Executives Can Take Advantage Of Increasing Flexibility To Obtain The Cost Savings They Need

    It's one of the unwritten rules of software that maintenance costs only go up — never down. But we used to say that about house prices too. Today, software vendors are coming under increasing...

    • Downloads: 1174
  • For Sourcing & Vendor Management Professionals

    Report:TechRadar™ For Sourcing & Vendor Management Professionals: ePurchasing, Q3 2009

    Services Procurement And EIPP Are Hottest, Supplier Performance And Automated Spend Analysis Show Promise, But Supplier Portals Start To Decline

    Forrester has used its TechRadar™ on the various subcategories of ePurchasing software to identify which offer the most reliable and fastest-growing sources of business value. We found that...

    • Downloads: 942
  • For Application Development & Delivery Professionals

    Report:Application Vendor Selection: Making The Process Work For You

    Selecting an enterprise applications vendor is a systematic process of elimination. A variety of tools are available to bring about a sound decision, but tradeoffs often occur between the level of...

    • Downloads: 930
  • For Sourcing & Vendor Management Professionals

    Report:The Forrester Wave™: eProcurement, Q2 2014

    The 11 Largest Procure-To-Pay (P2P) Platforms, Graded By Their Ability To Deliver Visibility And Control Through High User Adoption

    In Forrester's 69-criteria evaluation of eProcurement providers, we identified the 11 most significant software platforms — Basware, Capgemini IBX, Coupa, Ivalua, Oracle (E-Business Suite...

    • Downloads: 1010
  • For Sourcing & Vendor Management Professionals

    Report:Five New Microsoft Licensing Twists That Every IT Buyer Should Know

    Buyers May Need To Refine Their Microsoft Licensing And Adoption Strategies

    Forrester has studied Microsoft's recent pricing and licensing changes and found several that could have profound implications for enterprise IT departments, including price increases and repackaging...

    • Downloads: 1078
  • For Sourcing & Vendor Management Professionals

    Report:Topic Overview: Software Pricing And Licensing

    Rapid technology evolution continually undermines familiar software pricing and licensing constructs. Forrester regularly highlights important issues that affect IT sourcing and vendor management...

    • Downloads: 917
  • For Sourcing & Vendor Management Professionals

    Report:The Five Qualities Of Good Software Pricing

    An Evaluation Framework To Test How Potential Buyers Will React To Your Software Licensing Model

    Poorly designed software pricing can limit sales opportunities, extend sales cycles, restrict upselling, and reduce maintenance renewals. Forrester has identified five qualities of good software...

    • Downloads: 1093
  • For Sourcing & Vendor Management Professionals

    Report:Best Practices: Invoice-To-Pay Process Automation

    Accounts payable electronic invoice presentment and processing (AP-EIPP) applications help companies automate their invoice-to-pay (I2P) processes. Inefficient manual processing can cost $20 or more...

    • Downloads: 936
  • For Sourcing & Vendor Management Professionals

    Report:Check Your Software License Agreement For These Common Flaws

    Technology-Savvy Buyers Can Spot Contract Gaps That Lawyers Will Miss

    When working with individual clients, Forrester sees many software license agreements that are not fit for the intended purpose. Some common problems: the contracts fail to explain clearly what the...

    • Downloads: 936
  • For Sourcing & Vendor Management Professionals

    Report:Introducing Software License Optimization

    This report describes how sourcing and vendor management leaders can practice continuous improvement as part of Forrester's strategic software sourcing approach. Software asset management (SAM), as...

    • Downloads: 991
  • For Sourcing & Vendor Management Professionals

    Report:Effective SAP Pricing And Licensing Negotiation

    Firms Must Look Beyond Discounts And Address Long-Term Flexibility

    Sourcing and vendor management professionals involved in negotiations with SAP feel caught between their managers' expectations and the vendor's dominant negotiating position. However, vendor...

    • Downloads: 885
  • For Sourcing & Vendor Management Professionals

    Report:Best Practices For Managing Software Negotiations

    Software salespeople always seem to have the upper hand in negotiations with Forrester's sourcing and vendor management (SVM) clients. Not only are they often more highly trained than their buyer...

    • Downloads: 735
  • For Sourcing & Vendor Management Professionals

    Report:A Buyer's Guide To Invoice-To-Pay Solutions

    Twelve Invoice-To-Pay Technologies And Where They Fit In Forrester's Road Map To Accounts Payable Invoice Processing Excellence

    Procurement and finance managers struggling with inefficient invoice-to-pay (I2P) processes are often confused by the plethora of diverse technology products and services that are available today,...

    • Downloads: 791
  • For Sourcing & Vendor Management Professionals

    Report:The EIPP Market Is Ripe For Consolidation

    Demand For Applications To Streamline Buy-Side Invoice-To-Pay Processes Will Continue To Grow Rapidly

    Most invoices start life in order management applications and end up in accounts payable (AP) products, yet almost all must first become paper, processed by expensive, slow, and error-prone human...

    • Downloads: 646
  • For Sourcing & Vendor Management Professionals

    Report:Surviving A Software License Audit

    Control The Process To Minimize The Risk Of Unexpected Charges

    There's nothing wrong with software companies doing license audits — they have to protect their intellectual property (IP) — but sometimes audits can be painful, or even terminal, for IT...

    • Downloads: 818
  • For Sourcing & Vendor Management Professionals

    Report:Supplier Risk And Performance Management Software: The Criteria To Look For In A System

    In a climate of increased regulation and greater economic, political, and environmental risk, savvy sourcing professionals are investing in supplier risk and performance management (SRPM) software to...

    • Downloads: 673