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The
                                     Cloud Challenge
                                            for Government




  ...
“The cloud will do for government what the
Internet did in the '90s…Rather than owning the
infrastructure, we can save mil...
Promise of the Cloud
•         Lower TCO

•         Faster Deployments

•         Rapid Innovation

•         No Shelfware...
Reality of the Cloud
          Lower TCO
          Faster Deployments
          Rapid Innovation
           No Shelfware
 ...
On-Premise Camouflaged as Cloud
© 2010 RightNow Technologies, Inc.
The Industry is Fed Up




      Shelfware as a Service            SaaS Bill of Rights
      Rob DeSisto, Vice President a...
Break free from the Enterprise
                                     Software Shackles




© 2010 RightNow Technologies, In...
The Cloud Challenge

•         No Shelfware
•         5-Year Pricing Certainty
•         No Long-Term Lock Ins
•         F...
Eliminate Shelfware




Traditional Approach                  RightNow’s Approach

© 2010 RightNow Technologies, Inc.
© 2010 RightNow Technologies, Inc.
                                     No Guessing
Actual Software Purchased
1,000


 750


 500



 250                     Project “Go Live”




                        Yr...
Start Small and Grow




© 2010 RightNow Technologies, Inc.
Try Before You Buy
                                     Pilots Encouraged!




© 2010 RightNow Technologies, Inc.
Don’t Get Locked In




© 2010 RightNow Technologies, Inc.
Ability to
           Flex Licensing Up or Down
                                          with no Impact on Pricing




© ...
Avoid Bait & Switch
                                        Escalating Fees and Price Increases


© 2010 RightNow Technolo...
“1st Year Pricing was a Great Deal.”


 © 2010 RightNow Technologies, Inc.
Get Transparency in the Out Years


© 2010 RightNow Technologies, Inc.
Demand
         Fixed Price Implementations
                                          with Milestone Payments




© 2010 R...
Avoid Buying for Peak Usage
© 2010 RightNow Technologies, Inc.
Annual Pools of Capacity
                                     Adjusts for Seasonality




© 2010 RightNow Technologies, In...
No “Skin in the Game” After Award
© 2010 RightNow Technologies, Inc.
March 24, 2010

                  Our Valued Client                          10,000
 Ten Thousand XX/100


       Service ...
© 2010 RightNow Technologies, Inc.
Client Success Managers
© 2010 RightNow Technologies, Inc.
CSA: Cloud Engagement
           Lower TCO
           Faster Deployments
           Rapid Innovation
           No Shelfwa...
Premium Experience
•        Accelerate adoption
•        Deepen partnerships
•        Deliver on the promise of
         t...
rightnow.com/cloudchallenge



                                                    Kevin Paschuck
                        ...
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The Cloud Challenge for Government

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Special CloudCamp Presentation by Kevin Paschuck, VP Public Sector at RightNow

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The Cloud Challenge for Government

  1. 1. The Cloud Challenge for Government Kevin Paschuck Vice President, Public Sector March 24, 2010 © 2010 RightNow Technologies, Inc.
  2. 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. 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. 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. 5. On-Premise Camouflaged as Cloud © 2010 RightNow Technologies, Inc.
  6. 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. 7. Break free from the Enterprise Software Shackles © 2010 RightNow Technologies, Inc.
  8. 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. 9. Eliminate Shelfware Traditional Approach RightNow’s Approach © 2010 RightNow Technologies, Inc.
  10. 10. © 2010 RightNow Technologies, Inc. No Guessing
  11. 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. 12. Start Small and Grow © 2010 RightNow Technologies, Inc.
  13. 13. Try Before You Buy Pilots Encouraged! © 2010 RightNow Technologies, Inc.
  14. 14. Don’t Get Locked In © 2010 RightNow Technologies, Inc.
  15. 15. Ability to Flex Licensing Up or Down with no Impact on Pricing © 2010 RightNow Technologies, Inc.
  16. 16. Avoid Bait & Switch Escalating Fees and Price Increases © 2010 RightNow Technologies, Inc.
  17. 17. “1st Year Pricing was a Great Deal.” © 2010 RightNow Technologies, Inc.
  18. 18. Get Transparency in the Out Years © 2010 RightNow Technologies, Inc.
  19. 19. Demand Fixed Price Implementations with Milestone Payments © 2010 RightNow Technologies, Inc.
  20. 20. Avoid Buying for Peak Usage © 2010 RightNow Technologies, Inc.
  21. 21. Annual Pools of Capacity Adjusts for Seasonality © 2010 RightNow Technologies, Inc.
  22. 22. No “Skin in the Game” After Award © 2010 RightNow Technologies, Inc.
  23. 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. 24. © 2010 RightNow Technologies, Inc.
  25. 25. Client Success Managers © 2010 RightNow Technologies, Inc.
  26. 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. 27. Premium Experience • Accelerate adoption • Deepen partnerships • Deliver on the promise of the Cloud © 2010 RightNow Technologies, Inc.
  28. 28. rightnow.com/cloudchallenge Kevin Paschuck Vice President, Public Sector kevin.paschuck@rightnow.com kevin_paschuck © 2010 RightNow Technologies, Inc.

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