Gov Cloud Challenge Fose March 2010

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Enterprise Licensing is dead. The Cloud provides a better way to buy software - no shelfware, usage alignment up or down, 5 year price commitment for your software vendor, pools of capacity vs. high …

Enterprise Licensing is dead. The Cloud provides a better way to buy software - no shelfware, usage alignment up or down, 5 year price commitment for your software vendor, pools of capacity vs. high watermark, free pilots, cash back for missing SLA\'s

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  • 1. The Cloud Challenge for Government Kevin Paschuck Vice President, Public Sector March 24, 2010 © 2010 RightNow Technologies, Inc.
  • 2. “The cloud will do for government what the Internet did in the '90s…Rather than owning the infrastructure, we can save millions.” - Vivek Kundra, CIO © 2010 RightNow Technologies, Inc.
  • 3. Promise of the Cloud • Lower TCO • Faster Deployments • Rapid Innovation • No Shelfware • Pay for What You Use • End Long-Term Lock In • Vendor Accountability © 2010 RightNow Technologies, Inc.
  • 4. Reality of the Cloud Lower TCO Faster Deployments Rapid Innovation No Shelfware Pay For What You Use End Long-Term Lock In Vendor Accountability © 2010 RightNow Technologies, Inc.
  • 5. On-Premise Camouflaged as Cloud © 2010 RightNow Technologies, Inc.
  • 6. The Industry is Fed Up Shelfware as a Service SaaS Bill of Rights Rob DeSisto, Vice President and R “Ray” Wang, Partner Distinguished Analyst, Gartner Altimeter © 2010 RightNow Technologies, Inc.
  • 7. Break free from the Enterprise Software Shackles © 2010 RightNow Technologies, Inc.
  • 8. The Cloud Challenge • No Shelfware • 5-Year Pricing Certainty • No Long-Term Lock Ins • Flex Up / Down • “Roll-Over” Usage • Cash Service Credits © 2010 RightNow Technologies, Inc.
  • 9. Eliminate Shelfware Traditional Approach RightNow’s Approach © 2010 RightNow Technologies, Inc.
  • 10. © 2010 RightNow Technologies, Inc. No Guessing
  • 11. Actual Software Purchased 1,000 750 500 250 Project “Go Live” Yr 1 Yr 2 Yr 3 Yr 4 Yr 5 © 2010 RightNow Technologies, Inc.
  • 12. Start Small and Grow © 2010 RightNow Technologies, Inc.
  • 13. Try Before You Buy Pilots Encouraged! © 2010 RightNow Technologies, Inc.
  • 14. Don’t Get Locked In © 2010 RightNow Technologies, Inc.
  • 15. Ability to Flex Licensing Up or Down with no Impact on Pricing © 2010 RightNow Technologies, Inc.
  • 16. Avoid Bait & Switch Escalating Fees and Price Increases © 2010 RightNow Technologies, Inc.
  • 17. “1st Year Pricing was a Great Deal.” © 2010 RightNow Technologies, Inc.
  • 18. Get Transparency in the Out Years © 2010 RightNow Technologies, Inc.
  • 19. Demand Fixed Price Implementations with Milestone Payments © 2010 RightNow Technologies, Inc.
  • 20. Avoid Buying for Peak Usage © 2010 RightNow Technologies, Inc.
  • 21. Annual Pools of Capacity Adjusts for Seasonality © 2010 RightNow Technologies, Inc.
  • 22. No “Skin in the Game” After Award © 2010 RightNow Technologies, Inc.
  • 23. March 24, 2010 Our Valued Client 10,000 Ten Thousand XX/100 Service Level Agreement RightNow Technologies Cash Service Level Credits for Delivery Below 99.95% Up Time © 2010 RightNow Technologies, Inc.
  • 24. © 2010 RightNow Technologies, Inc.
  • 25. Client Success Managers © 2010 RightNow Technologies, Inc.
  • 26. CSA: Cloud Engagement Lower TCO Faster Deployments Rapid Innovation No Shelfware Pay For What You Use End Long-Term Lock In Vendor Accountability © 2010 RightNow Technologies, Inc.
  • 27. Premium Experience • Accelerate adoption • Deepen partnerships • Deliver on the promise of the Cloud © 2010 RightNow Technologies, Inc.
  • 28. rightnow.com/cloudchallenge Kevin Paschuck Vice President, Public Sector kevin.paschuck@rightnow.com kevin_paschuck © 2010 RightNow Technologies, Inc.