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

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.