Court Exhibit·22 JUL 2015
Don't Give Away Your Best Weapon For Free
When competitors find a cheap workaround to your premium product, the real question isn't whether to fight it — it's whether your pricing power survives if you don't.
Source document — Email from Drew Bradstock to Jonathan Bellack et al. Re: Technorati Releases Tech To Manage Multiple Header Bidding Partners (July 21–22, 2015) · United States v. Google LLC (Ad Tech) · 1:23-cv-00108 (VAED), Trial Ex. PTX0234 — DOJ public archive (page 1)
Excerpt · In Drew Bradstock's own words
We do not want to fully embrace header bidding as we are giving away a cheap form of dynamic allocation for free to all our competitors. This would have a large distorting effect on our rate card as one of the largest advantages to AdX is real time competition. In many regions, especially EMEA we have given away DFP at huge discounts to get access to inventory via DA.
Jonathan Bellack added: "We definitely should not be endorsing header bidding. We believe it is not good for users."
Assaf Grabinsky noted: "This will affect a small % of impressions that are the most valuable in the auction as those will get sold before EDA. In EMEA we are getting partner questions on this topic almost daily now... Given the surge in interest it seems we need a clear story for our sales teams: are we ignoring this for now due to ramping up of FLD and EDA in sponsorship, or rather should we go with a public stance embracing header bidders as rate setting signals for DFP that are fully compatible with Dynamic Allocation?"
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
- United States v. Google LLC (Ad Tech)
- Citation
- 1:23-cv-00108 (VAED), Trial Ex. PTX0234 — DOJ public archive
- Date authored
- July 22, 2015
- License
- Public domain
- Original
- View the primary source →
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.
Johan Heurlin & Lawrence Koh & Jamie Rosenberg ·Google ·27 MAR 2019
When a Big Partner Asks for a Discount, Reframe the Deal
The smartest concessions look like co-investment, not subsidies — same money, very different risk.