Contract analysis

From: Howard Bellamy <hbellamy@calderwoodharkness.com> To: Daniel Ostroff <dostroff@lumosanalytics.com> Cc: Leila Nazari <lnazari@calderwoodharkness.com> Date: Wed, 13 Mar 2024 04:47:00 -0000 Subject: Lumos / Meridian EMEA Reseller Program — Key Negotiation Issues Summary Following Second Markup [1008-00010]

We received Meridian's second markup on March 11 from Kessler Hartmann Rechtsanwälte (Dr. Stefan Kessler and Laura Pfeiffer), and Leila and I have completed our review against the revised draft we circulated on March 4. The good news is that most issues from the first round have been resolved, and the remaining open items are manageable. That said, we need your direction on a few points before we can turn a final dra

I've summarized the key open issues and our recommended positions below.

Kessler Hartmann has proposed reducing the aggregate indemnification cap from $15,000,000 to $10,000,000. Our current position at $15M represents 50% of the total contract value ($30M TCV over the 5-year term). Meridian's argument is that $10M is more proportionate given their role as a reseller with pass-through risk, and they cite market precedent for caps at one-third of TCV.

*Our recommendation: hold firm at $15,000,000.* This is consistent with Crestline Capital Partners' risk tolerance expectations, and the cap already contains significant carve-outs — willful misconduct, fraud, breaches of confidentiality, and IP infringement are all uncapped — meaning the practical exposure under the cap is limited to operational indemnification claims. The indemnification procedure itself (30-day no

Under the current draft, unreleased escrow funds are released 12 months after expiration or termination, net of pending indemnification claims. Kessler Hartmann wants to shorten this to 6 months, arguing that 12 months is excessive for a reseller arrangement.

*Our recommendation: propose a compromise at 9 months.* This balances Lumos's need for adequate time to identify and pursue indemnification claims against Meridian's legitimate liquidity concerns. Maria Gutierrez at Evergreen Trust has confirmed the escrow agreement can accommodate either timeline — the escrow administration terms are flexible on this point. For reference, the Year 1 quarterly holdback amount is $56,

The current draft provides Meridian up to 12 months post-termination to fulfill existing end-user subscriptions. Kessler Hartmann is requesting 18 months, citing the complexity of EMEA enterprise deployments and the need to manage sub-distributor relationships through Meridian UK and Meridian France.

*Our recommendation: hold at 12 months,* but offer to include a provision allowing Lumos to extend the wind-down on a case-by-case basis at its discretion if Meridian demonstrates good-faith wind-down efforts. The 12-month period is already generous. An 18-month tail creates prolonged trademark license and brand exposure risk that is difficult to justify. It's also worth noting that the agreement already provides 180

Kessler Hartmann's second markup adds a request for an explicit contractual commitment that EMEA customer data will remain in the EU (Frankfurt data center, Stratos Cloud Services AG) and will not be transferred to U.S.-based infrastructure without Meridian's prior consent. The current draft already includes data localization at the Stratos Frankfurt facility, and the DPA (Exhibit C) incorporates Standard Contractual

*Our recommendation: accept this language.* Adding an affirmative covenant that Lumos will maintain EMEA customer data on EU-based cloud infrastructure is consistent with Lumos's actual operational setup and with the advice we received from Alistair Drummond at Thornbridge Whitaker LLP. The SCC framework already provides the legal mechanism for any necessary transfers. Leila has confirmed with Thornbridge Whitaker th

**5. Resolved / Non-Controversial Items**

For completeness, the following items from the second markup have been resolved or require no further negotiation:

- MAC schedule ($4.5M / $5.4M / $6.3M / $6.9M / $6.9M) — confirmed and accepted by both sides - 30% reseller discount — accepted; Caldwell & Pryce Advisory LLC (Ingrid Svensson) has confirmed arm's-length support via CUP method in the transfer pricing memorandum, which is due March 15 - Non-exclusivity — Meridian withdrew its earlier request for exclusivity - Payment terms (Net 45), late payment interest (1.5%/month,

We need the following from you to keep us on track:

1. **Confirm Lumos's positions on the four open items** — particularly the indemnification cap (hold at $15M) and the escrow release timing (propose 9-month compromise). If you're aligned with our recommendations, we can move quickly. 2. **Internal stakeholder input** — Tomoko Ishikawa (SVP, Global Partnerships) and Henrik Dalmqvist (VP, EMEA Sales) may want to weigh in on the commercial aspects, particularly the win

Once we have your direction, I'd like to arrange a brief call with Dr. Kessler to work through the remaining points. If we can finalize positions by end of week (March 15), we should be able to circulate a final form by March 18 and remain on track for signing on March 22.

I've circulated a more detailed internal redline commentary memo on Meridian's second markup separately to the C&H team. Happy to share that with you as well if it would be useful, though this email covers the key decision points.

I'm available to discuss by phone at your convenience. Leila is the day-to-day contact on this and can arrange a call anytime.

Howard Bellamy Partner, Antitrust & Competition Calderwood & Harkness LLP 801 South Figueroa Street, Suite 4200 Los Angeles, CA 90017 D: +1 (213) 555-8214 hbellamy@calderwoodharkness.com

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