The Leadership Letter

Real correspondence from the people running real companies — and what it reveals about leadership.

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.

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."

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Court Exhibit
In re Google Play Store Antitrust Litigation (Epic v. Google)
3:21-md-02981 (CAND), Doc. 886-95, filed 2023-12-21
September 18, 2017
Public domain
View the primary source →