Kelly Hall
Jan 12, 2026 - Mar 6, 2026
9
Decisions
0
Active Todos
5
Patterns
Categories
Decisions (9)
Prioritize Google Exec Meeting — Adjust Reno Travel
Agreed to meet a confidential new Google executive (distinguished engineer from Google Cloud, came through Tissa) for Monday dinner or Thursday lunch. Thursday option requires returning from Reno Wednesday night. Directed Greg to cover Toyota in person on Wednesday if needed.
Unified Google Proposal — Present Combined GDC/GCE to Rohan
Aligned Kelly and Bjorn on presenting a unified GDC/GCE proposal to Rohan (Google senior director) instead of negotiating separately. Reframing from pro-serve/ticket model to value-driven partnership with a large fixed annual fee ($8-9M).
Set Google GDC meeting strategy: build direct relationship and manage attendee roles
Peter decided to attend the Google GDC executive meeting himself (without Greg), bringing Max, Brady, and Nathan. Will personally manage Nathan's participation to protect Brady's roadmap presentation. Kelly directed to tell Google 'Peter has this covered.'
Committed to creating CVE remediation value driver for GTM
Committed to creating a value driver for CVE remediation work after learning that remediation volume jumped from 1 to 86 per week. Timeline is ~2 months to develop the story after validating the new process is sustainable.
Google Partnership Strategy - Build Rapport with Tissa
Decided to shift the Google contract renegotiation strategy from confrontational to collaborative. Peter will personally meet with Tissa (Google) to build rapport and empathy, framing CIQ's financial pain as a shared problem to solve together. Greg will be excluded from this meeting to ensure a non-antagonistic conversation.
Google TDX Work - Funding Requirement
Rejected doing Google TDX work if it only means 2-3 months of paid engineering time. Set requirement that the work must add headcount to CIQ to be worth pursuing - otherwise CIQ is just spending scarce resources on Google priorities instead of its own.
Google Scope Change - Hold the Line on Commercial Terms
Decided to personally join the Monday lunch meeting with Tissa to lead negotiation on Google scope change. Google was trying to bundle Rocky 8 and 9 into one version (reducing from 8 to 5 versions) and push release next format without updated commercial terms.
H1 Planning Framework - 3-Lane Model
Pushed for the team to focus on ICPs, goals, and milestones rather than getting lost in metrics and mid-level tactics. Established a 3-lane framework (GTM, Value Drivers, Engineering) to align all work.
Google Scope Change - Hold the Line on Commercial Terms
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.
Related Patterns (5)
Executive Sponsorship for Strategic Partnerships
Strategic cross-company initiatives and major client partnerships require executive-level accountability to move at the right pace and ensure proper prioritization.
Small Circle for Sensitive Operations
When executing sensitive strategic operations, keep the circle of informed people as small as possible to prevent leaks that could accelerate hostile action or undermine the initiative.
Protect Engineering Capacity
When external demands threaten to overload engineering capacity, protect capacity by either requiring the demand to come with additional resources, or forcing hard prioritization choices upstream.
Lead by Example with New Tools
When championing new tools or processes, personally use them and share results rather than just advocating. Learning by doing and demonstrating value through example is more effective than mandates.
Protect Engineering Focus Through Process
When faced with requests that would disrupt engineering focus (from sales, governance, product, or other stakeholders), establish processes that protect engineering ability to innovate while still satisfying legitimate concerns. Prefer systematic solutions over ad-hoc responses.