Court Exhibit·10 MAY 2018
Owning the Pipe Is Worth More Than Renting It
Every dollar that flows through someone else's exchange is a dollar where you don't set the toll — and Bellack's math shows just how big that toll can be.
Source document — United States v. Google LLC (Ad Tech) — PTX0605: Email from Jonathan Bellack to Aparna Pappu et al. (May 10, 2018) · United States v. Google LLC (Ad Tech) · 1:23-cv-00108 (VAED), Trial Ex. PTX0605 — DOJ public archive (page 1)
Excerpt · In Jonathan Bellack's own words
Intuitively we know that moving $1 from DBM-3PE to DBM-AdX gets us a 20% revshare we didn't have before, so it should deliver a ton. The bigger question is how to do that, and whether we've tested any. Questions like: is there a defensible way to change DBM buying strategy to move more spend from 3PE to AdX? How much lift do publishers actually get today by calling DBM multiple times through different 3PE, relative to running all of DBM through AdX? Can we build features or set commercial terms that give pubs & buyers more incentive to run DBM through AdX instead of through 3PE? Should we change the DBM buying strategy entirely for emerging businesses like mApp, instead of recreating the Web's 3PE marketplace? We're just starting to pivot toward these questions on the sell side, there's a lot more to do.
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. PTX0605 — DOJ public archive
- Date authored
- May 10, 2018
- 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.