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

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!
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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
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21. Annual Pools of Capacity
Adjusts for Seasonality
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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.