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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 watermark, free pilots, cash back for missing SLA\'s
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© 2010 RightNow Technologies, Inc.
Cloud Challenge
Kevin PaschuckVice President, Public Sector
March 24, 2010
The
for Government
© 2010 RightNow Technologies, Inc.
“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 ServiceRob DeSisto, Vice President and Distinguished Analyst, Gartner
SaaS Bill of Rights R “Ray” Wang, PartnerAltimeter
© 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.
Traditional Approach RightNow’s Approach
Eliminate Shelfware
© 2010 RightNow Technologies, Inc.
No Guessing
© 2010 RightNow Technologies, Inc.
1,000
750
500
250
Yr 1 Yr 2 Yr 3 Yr 4 Yr 5
Actual Software Purchased
Project “Go Live”
© 2010 RightNow Technologies, Inc.
Start Small and Grow
© 2010 RightNow Technologies, Inc.
Try Before You BuyPilots Encouraged!
© 2010 RightNow Technologies, Inc.
Don’t Get Locked In
© 2010 RightNow Technologies, Inc.
Flex Licensing Up or Downwith no Impact on Pricing
Ability to
© 2010 RightNow Technologies, Inc.
Avoid Bait & SwitchEscalating 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.
Fixed Price ImplementationsDemand
with Milestone Payments
© 2010 RightNow Technologies, Inc.
Avoid Buying for Peak Usage
© 2010 RightNow Technologies, Inc.
Annual Pools of CapacityAdjusts for Seasonality
© 2010 RightNow Technologies, Inc.No “Skin in the Game” After Award
© 2010 RightNow Technologies, Inc.
Our Valued Client
Service Level Agreement RightNow Technologies
Ten Thousand XX/100
10,000
March 24, 2010
Cash Service Level Creditsfor Delivery Below 99.95% Up Time
© 2010 RightNow Technologies, Inc.
© 2010 RightNow Technologies, Inc.
Client Success Managers
© 2010 RightNow Technologies, Inc.
CSA: Cloud Engagement
Lower TCOFaster DeploymentsRapid Innovation No ShelfwarePay For What You UseEnd Long-Term Lock InVendor 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 PaschuckVice President, Public Sector
[email protected]_paschuck
