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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11 results in Reports

  • Duncan Jones
  • Management & Organization
  • Sourcing & Vendor Management
  • 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: 1176
  • 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: 1168
  • 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: 875
  • For Sourcing & Vendor Management Professionals

    Report:Software Buyers Should Consider Business-Metric-Based Licenses — But Cautiously

    Buyers Can Achieve Cost Savings — If They Can Avoid The Pitfalls

    Many IT sourcing professionals negotiating contracts for new software purchases will receive offers of licenses priced by business metrics, such as turnover or employee numbers. Vendors are...

    • Downloads: 395
  • For Sourcing & Vendor Management Professionals

    Report:Four Software Licensing Trends That Support Your Business Technology Agenda

    The software market has changed radically over the last three or four years, and the licensing landscape has changed with it. Trends such as big data, cloud, and mobile have undermined several common...

    • Downloads: 297
  • For Sourcing & Vendor Management Professionals

    Report:Close The Software Negotiation GAAP!

    Buyers Must Help Vendors Work Around Their Accounting Constraints

    Software vendors frequently refuse to give in to IT buyers' perfectly reasonable commercial requests for simple contractual commitments covering future license audits, maintenance price increases,...

    • Downloads: 342
  • For Sourcing & Vendor Management Professionals

    Report:Avoid The Hidden Costs Of Shelfware

    Software Vendor Discounts Aren't Always As Good A Deal As They Seem

    Many clients complain to Forrester about expensive software maintenance and unsympathetic vendors but recognize that they are in a weak negotiation position. Whether it's application software or...

    • Downloads: 287
  • For Sourcing & Vendor Management Professionals

    Report:Implement Strategic Software Sourcing In These Six Easy Steps

    Forrester speaks with many sourcing leaders who want to transform their firm's software buying approach from reactive procurement to strategic sourcing, but fear they won't be able to overcome the...

    • Downloads: 239
  • For Sourcing & Vendor Management Professionals

    Report:Better Sourcing Can Improve Your Software ROI

    Many sourcing and vendor management (SVM) professionals see the problems with their firm's current approach to dealing with the major software providers, but lack the authority to transform it. This...

    • Downloads: 191
  • For Sourcing & Vendor Management Professionals

    Report:Quick Take: The Rimini Street Ruling Has Serious Implications For Oracle Customers

    Partial Summary Judgment Means That Outsourced Hosting And Customization May Breach Many Software License Agreements

    This report explains why the Nevada District Court's recent decision on some of the issues in the four-year-old Oracle versus Rimini Street case has significant implications for sourcing...

    • Downloads: 157
  • For Sourcing & Vendor Management Professionals

    Report:Case Study: LOCOG Builds Partnerships To Deliver London 2012 Faster, Higher, Stronger

    An Example Of Forrester's Best Practices For Strategic Relationships

    The Olympic motto is "Citius, Altius, Fortius," and the business technology (BT) for the London 2012 Olympic Games lived up to it — faster results, higher-quality systems with stronger...

    • Downloads: 70