Court Exhibit·18 SEP 2017
Pre-Sell The Policy Before You Announce It
When a policy will anger your biggest partners, negotiate them into it privately before the world hears about it.
Source document — Re: [For your review] Policy Update Open Questions · In re Google Play Store Antitrust Litigation (Epic v. Google) · 3:21-md-02981 (CAND), Doc. 886-95, filed 2023-12-21 (page 1)
Excerpt · In Kirsten Rasanen & Jamie Rosenberg & Sameer Samat's own words
On the timing piece specifically, BD is fine to start talking to partners now and announce on 10/19, but we can't reasonably expect any of our largest partners to execute an agreement in 30 days. They will need to socialize internally, want to negotiate terms, etc.
Jamie Rosenberg (Sep 17): "Have you guys thought about flipping the model, where we do a private 'announcement' now to the 30 or so devs we are worried about, and tell them that the policy will go into effect and be announced publicly in 6-9 months? We would pick a definitive date and at the same time present them with whatever incentives we need for them to be compliant by the time of policy launch. This delays the announced policy update... but seems to be the only way to truly ensure partners are on board (and ideally even integrated) before the policy rollout happens."
For LRAP++/ADAP++, Rosenberg noted discomfort with the spend threshold concept, proposing instead a 'Platform Development Partner' designation — inviting select partners to help refine Google's subscriptions platform in exchange for enhanced revenue share terms. Netflix, Spotify, and Deezer were flagged as key targets, with Netflix recommended for a direct Jamie-to-Bill executive conversation and a proposed 10% revenue share under LRAP++. Regarding Spotify: "There is likelihood that no matter how we approach this, they may still complain. Better to try to partner first rather than blind-side them."
The daily letter · Free
This edition is for members — but the daily letter is free.
One real corporate email, and the lesson it teaches, in your inbox every weekday morning. Free. Unsubscribe in one click.
How this surfaced
- Source type
- Court Exhibit
- Case / record
- In re Google Play Store Antitrust Litigation (Epic v. Google)
- Citation
- 3:21-md-02981 (CAND), Doc. 886-95, filed 2023-12-21
- Date authored
- September 18, 2017
- License
- Public domain
- Original
- View the primary source →
Shanna Velez & Mike Marchak & Purnima Kochikar & Alyssa Ablao & Josh Kim & Randy Gelber ·Google ·15 DEC 2021
Discounts Are Cheaper Than Exceptions to Your Pricing Rule
When you can't grant a carveout, invent a program — same economics, but the rule stays intact.
Don ·Google ·14 MAR 2023
Bundle Deals Across Divisions to Save a Weak Position
When one business unit can't justify the check alone, stack the strategic value across the whole company — or lose the partner entirely.
Karen Aviram Beatty & Lawrence Koh ·Google ·11 DEC 2019
Bundling Deals Can Backfire When Your Counterparty Wants Simplicity
When you stack asks to justify a payment, the other side sees complexity — and offers you a simpler exit.