The Cloud Challenge for Government

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

Technologie

“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.

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.

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.

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 and R “Ray” Wang, Partner
Distinguished Analyst, Gartner Altimeter
© 2010 RightNow Technologies, Inc.

Break free from the Enterprise
Software Shackles

© 2010 RightNow Technologies, Inc.

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.

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 1 Yr 2 Yr 3 Yr 4 Yr 5
© 2010 RightNow Technologies, Inc.

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

© 2010 RightNow Technologies, Inc.

Avoid Bait & Switch
Escalating Fees and Price Increases

© 2010 RightNow Technologies, Inc.

“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 RightNow Technologies, Inc.

Avoid Buying for Peak Usage
© 2010 RightNow Technologies, Inc.

Annual Pools of Capacity
Adjusts for Seasonality

© 2010 RightNow Technologies, Inc.

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

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.

Client Success Managers
© 2010 RightNow Technologies, Inc.

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.

Premium Experience
• Accelerate adoption
• Deepen partnerships
• Deliver on the promise of
the Cloud

© 2010 RightNow Technologies, Inc.

rightnow.com/cloudchallenge

Kevin Paschuck
Vice President, Public Sector
kevin.paschuck@rightnow.com
kevin_paschuck
© 2010 RightNow Technologies, Inc.

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