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Gov Cloud Challenge Fose March 2010
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© 2010 RightNow Technologies, Inc. Cloud Challenge Kevin Paschuck Vice President, Public Sector March 24, 2010 The for Government
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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
Transcript of Gov Cloud Challenge Fose March 2010
© 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
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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
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On-Premise Camouflaged as Cloud
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The Industry is Fed Up
Shelfware as a ServiceRob DeSisto, Vice President and Distinguished Analyst, Gartner
SaaS Bill of Rights R “Ray” Wang, PartnerAltimeter
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Break free from the Enterprise
Software Shackles
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The Cloud Challenge
• No Shelfware
• 5-Year Pricing Certainty
• No Long-Term Lock Ins
• Flex Up / Down
• “Roll-Over” Usage
• Cash Service Credits
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Traditional Approach RightNow’s Approach
Eliminate Shelfware
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No Guessing
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1,000
750
500
250
Yr 1 Yr 2 Yr 3 Yr 4 Yr 5
Actual Software Purchased
Project “Go Live”
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Start Small and Grow
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Try Before You BuyPilots Encouraged!
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Don’t Get Locked In
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Flex Licensing Up or Downwith no Impact on Pricing
Ability to
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Avoid Bait & SwitchEscalating Fees and Price Increases
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“1st Year Pricing was a Great Deal.”
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Get Transparency in the Out Years
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Fixed Price ImplementationsDemand
with Milestone Payments
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Avoid Buying for Peak Usage
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Annual Pools of CapacityAdjusts for Seasonality
© 2010 RightNow Technologies, Inc.No “Skin in the Game” After Award
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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
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© 2010 RightNow Technologies, Inc.
Client Success Managers
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CSA: Cloud Engagement
Lower TCOFaster DeploymentsRapid Innovation No ShelfwarePay For What You UseEnd Long-Term Lock InVendor Accountability
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Premium Experience
• Accelerate adoption• Deepen partnerships• Deliver on the promise of
the Cloud
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rightnow.com/cloudchallenge
Kevin PaschuckVice President, Public Sector
[email protected]_paschuck
