The Leadership Letter

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

When Your Partners Start Stealing Your Customers

When 60% of your paying customers are already using a competitor's tool inside your own platform, you don't have a partnership problem — you have a survival problem.

Executive summary: Yield managers are disintermediating our access to inventory, inhibiting our overall display strategy. We have product and service gaps against Yield Managers. We have a plan to close those gaps and facilitate inventory flow to AdX (assuming it generates best yield). Some short-term actions will mitigate key risks. Our ask: 1) approval to our plan, 2) help to mitigate the risks. Yield Managers are a growing part of the buys on Invite Media. Yield Managers are persistent on DFP Small Business. A growing percentage of AFC+AdX publishers are working with Yield Managers, too. Premium DFP publishers are working with Yield Managers and networks. 60% of paying DFP publishers are using a third party yield manager of a competitive exchange. More than 75% of DFP pubs maintain direct network relationships.

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Court Exhibit
United States v. Google LLC (Ad Tech)
1:23-cv-00108 (VAED), Trial Ex. PTX0085 — DOJ public archive
June 16, 2011
Public domain
View the primary source →