CMA Draft Survey Coding v11

8/19/2019 CMA Draft Survey Coding v11

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Please feel free to be as forthcoming and detailed as possible. Responses will be held confidentially by a third party and no responses

will be directly attributed to any individual.

Personal Information

1. Name*

2. What is your role?*

Account Rep / Sales Engineer (Enterprise)

Account Rep / Sales Engineer (Carrier)

RVP/VP (Enterprise)

RVP/VP(Carrier)

Enterprise Account Reps Only

3. Please select the primary market(s) that you focus on. (Select up to three)*

4. Which markets do you focus on?


6. Of your current funnel, what percentage would you say is On-net as opposed to requiring a build?*

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7. Are you seeing any trends in demand from new customer types, new products, new end-points, and/or

any other new major market trends?

*

8. What are the top 5 buildings, data centers, or locations in your markets that Lightower should be in thatthe company is not in? Please list in decreasing order of importance, with the most important first. Feel free

to add any commentary about each location.

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Strongly agree

5

Somewhat

agree

4

Neutral

3

Somewhat

disagree

2

Strongly

disagree

1 Don't Know

Lightower is well known

in my primary market(s)

Lightower has positive

brand recognition in my

primary market(s)

Lightower provides

strong in market support

to build the brand, find

new customers and

provide customers

customized marketing

collateral in my primary

market(s)

Lightower is priced

competitively in my

primary market(s)

Lightower is the most

aggressive in pursuing

new builds and/or

network expansion in my

primary market(s)

Lightower has the fastest

quoting process in my

primary market(s)

Lightower has the best

quality design and quote

process in my primary

market(s)

Lightower provides best

in class customer service

and support in my

primary market(s)

9. How much do you agree with the following statements about Lightower?*

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Initiatives

Primary Initiative

Secondary Initiative

Tertiary Initiative

10. If you had incremental budget to do any of the following, please select up to three of the top initiatives

that, in your opinion, would drive the greatest increase in profitable sales. Please select the top three

initiatives from the selections below, with the 1st being the most important.

11. List the top 3 competitors you see the most frequently in order of most competitive to least competitive.*

12. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*


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Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A

Willingness to build

Aggressiveness on price

Designing complex

solutions

Advanced products

Visible market presence

Network reach / Building

lists

Brand strength

Network quality

Customer satisfaction

14. How does Lightower compare to {{ Q11 }} across each of the following attributes?*

Lightower is

significantly

better 5 4

Lightower is

on par 3 2

Lightower is

significantly

worse1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



5


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Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



5

Extremely

competitive

4

Very

competitive

3

Moderately

competitive

2

Slightly

competitive

1

Not at all

competitive N/A

Muni fiber providers

Small cell / das providers

CLECs

Fixed wireless

The ILEC

The cable provider

Metro fiber

17. How would you rate the overall competitiveness compared to Lightower of the following players in your

market?

*

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Reasons

Primary Reason

Secondary Reason

Tertiary Reason

18. Please select up to three top reasons that you lose deals to any of the competition in decreasing order

of importance. Please choose from the selections below, with the 1st being the top reason you lose deals.

Carrier Account Reps Only

19. Which carrier customers do you focus on?*

20. Which region or market do your carrier customers currently focus or is it footprint-wide?*

21. What are the most immediate growth opportunities that Lightower can pursue with these carriers?*

22. What are the top 5 buildings, data centers, or locations in your markets that Lightower should be in that

the company is not in? Please list in decreasing order of importance, with the most important first. Feel free

to add any commentary about each location.

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23. Are there specific routes that these carriers are requesting that Lightower cannot provide?*

Yes

No

24. Which routes?

Initiatives

Primary Initiative


Tertiary Initiative







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Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



Lightower is

significantly

better 5 4

Lightower is

on par 3 2

Lightower is

significantly

worse1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



9


10/26

Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



10


11/26

Strongly agree

5

Somewhat

agree

4

Neutral

3

Somewhat

disagree

2

Strongly

disagree

1 Don't Know

Lightower is priced

competitively



new builds and/or

network expansion


quoting process



process


by my customer(s)

Lightower has a positive

brand recognition among

my customer(s)

Lightower provides



new customers and

provide customers


collateral


33. Are there any large transformative potential builds/deals (e.g. FTTT) on the horizon?*

Yes

No

34. Please explain your answer above.*

35. Are any of your carrier customers overbuilding Lightower?*

Yes

No

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5

Extremely

important

4

Somewhat

important

3

Neutral

2

Not very

important

1

Not at all

important

Lightower has the lowest

price

Lightower has fast

provisioning time

Lightower is integrated

with their network

inventory systems

allowing for easier

ordering

Lightower is aggressive

in pursuing new

buildings and/or network

expansion

Lightower has the mostextensive list of lit

buildings

Lightower has a

favorable contract/billing

terms


in class customer

service and support

37. How important are each of the following reasons in your carrier customers' decisions to buy from

Lightower?

*

38. Are you seeing pressure on pricing (initial and/or renewal) from any particular carrier customer more

than another?

*

Yes

No

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Carrier VP/RVP Only

40. Which carrier customers do you focus on?*

41. Which region or market do your carrier customers currently focus or is it footprint-wide?*

42. What are the most immediate growth opportunities that Lightower can pursue with these carriers?*

43. What are the top 5 buildings or data centers in your markets that Lightower should be in that the

company is not in? Please list in decreasing order of importance, with the most important first. Feel free to

add any commentary about each location.

44. Are there specific routes that these carriers are requesting that Lightower cannot provide?*

Yes

No

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45. Which routes?

Initiatives

Primary Initiative


Tertiary Initiative







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Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



Lightower is

significantly

better 5 4

Lightower is

on par 3 2

Lightower is

significantly

worse1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



15


16/26

Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



16


17/26

Strongly agree

5

Somewhat

agree

4

Neutral

3

Somewhat

disagree

2

Strongly

disagree

1 Don't Know

Lightower is priced

competitively



new builds and/or

network expansion


quoting process



process


by my customer(s)

Lightower has a positive

brand recognition among

my customer(s)

Lightower provides



new customers and

provide customers


collateral


54. Are there any large transformative potential builds/deals (e.g. FTTT) on the horizon?*

Yes

No


56. Are any of your carrier customers overbuilding Lightower?*

Yes

No

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5

Extremely

important

4

Somewhat

important

3

Neutral

2

Not very

important

1

Not at all

important

Lightower has the lowest

price

Lightower has fast

provisioning time

Lightower is integrated

with their network

inventory systems

allowing for easier

ordering

Lightower is aggressive

in pursuing new

buildings and/or network

expansion

Lightower has the mostextensive list of lit

buildings

Lightower has a

favorable contract/billing

terms


in class customer

service and support

58. How important are each of the following reasons in your carrier customers' decisions to buy from

Lightower?

*

59. Are you seeing pressure on pricing (initial and/or renewal) from any particular carrier customer more

than another?

*

Yes

No

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61. If you could instantly deploy fiber to one area on spec, where would you put it?*

62. Do you feel that adding additional sales representatives in your market would significantly drive

additional bookings growth?

*

Yes - we should add 3 or more

Yes - we should add 1-3 more reps

No - we are appropriately staffed right now as is

Not sure

63. How much more annual bookings could you drive by adding these incremental sales reps?

Enterprise VP/RVP Only

64. Please select the primary market(s) that you focus on. (Select up to three)*



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67. Of your current funnel, what percentage would you say is On-net as opposed to requiring a build?*

68. Are you seeing any trends in demand from new customer types, new products, new end-points, and/or any other new major market trends?

*

69. What are the top 5 buildings or data centers in your markets that Lightower should be in that the

company is not in? Please list in decreasing order of importance, with the most important first. Feel free to

add any commentary about each location.

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Strongly agree

5

Somewhat

agree

4

Neutral

3

Somewhat

disagree

2

Strongly

disagree

1 Don't Know


in my primary market(s)

Lightower has positive

brand recognition in my

primary market(s)

Lightower provides



new customers and

provide customers


collateral in my primary

market(s)

Lightower is priced

competitively in my

primary market(s)



new builds and/or

network expansion in my

primary market(s)


quoting process in my

primary market(s)



process in my primary

market(s)


in class customer service

and support in my

primary market(s)


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Initiatives

Primary Initiative


Tertiary Initiative







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Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



Lightower is

significantly

better 5 4

Lightower is

on par 3 2

Lightower is

significantly

worse1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



23


24/26

Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products



lists

Brand strength

Network quality



5

Extremely

competitive

4

Very

competitive

3

Moderately

competitive

2

Slightly

competitive

1

Not at all

competitive N/A

Muni fiber providers

Small cell / das providers

CLECs

Fixed wireless

The ILEC

The cable provider

Metro fiber

78. How would you rate the overall competitiveness compared to Lightower of the following players in your

market?

*

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25/26

Reasons

Primary Reason

Secondary Reason

Tertiary Reason

79. Please select up to three top reasons that you lose deals to any of the competition in decreasing order

of importance. Please choose from the selections below, with the 1st being the top reason you lose deals.

80. Are you concerned about Lightower's fiber density in your market?*

Yes

No

81. Why do you say so?

82. If you could instantly deploy fiber to one area on spec, where would you put it?*

83. Do you feel that adding additional sales representatives in your market would significantly drive

additional bookings growth?

*

Yes - we should add 3 or more

Yes - we should add 1-3 more reps

No - we are appropriately staffed right now as is

Not sure

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84. How much more annual bookings could you drive by adding these incremental sales reps?

Everyone

85. What customer trends, product trends, competitors, or other factors could most negatively impact

Lightower's fiber business in your market?

86. What are the biggestopportunities in your market?*

87. What are the biggest threats in your market?*

Documents

CMA Draft Survey Coding v11