Google Scope Change - Hold the Line on Commercial Terms
Situation
Google is pushing scope changes that bundle 8 versions into a 5-version contract, omit EOL dates, and include undefined dev streams. This creates scope creep risk and jeopardizes the Extended LTS revenue stream (~$300k/year per product). Decision to personally attend the Monday meeting with Tissa (with Max) to hold the line. Greg will NOT attend to preserve escalation path.
Reasoning
Protecting CIQs positioning as a premium partner, not commodity vendor. The $50/node vs Red Hats $250/node pricing is a strategic advantage worth defending. Taking personal executive ownership signals CIQ wont be pushed around. Keeping Greg out preserves ability to re-engage if negotiations fail - classic negotiation escalation strategy.
Additional Context
Kelly to email Google clarifying commercial terms before the Monday lunch with Tissa. Jamie to confirm with Skip that all deliveries remain on legacy process until new terms agreed.
People Involved
Source
reflection
AI Confidence
78%
Related Context
fathom
Peter will lead the upcoming Google meeting to hold the line on scope creep and protect the current favorable pricing.
Outcome
Direction given to Kelly to meet with Google and hold the line on not doing free work. Execution delegated appropriately.
Rating: 4/5
Decision ID: eff4c128-2c9e-4ee0-a113-ede71cedfb00