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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?
5. 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.*
13. 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
Willingness to build
Aggressiveness on price
Designing complex
solutions
Advanced products
Visible market presence
Network reach / Building
lists
Brand strength
Network quality
Customer satisfaction
15. How does Lightower compare to {{ Q12 }} across each of the following attributes?*
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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
16. How does Lightower compare to {{ Q13 }} across each of the following attributes?*
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.
7
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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
Secondary Initiative
Tertiary Initiative
25. 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.
26. List the top 3 competitors you see the most frequently in order of most competitive to least competitive.*
27. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
28. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
8
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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
29. How does Lightower compare to {{ Q26 }} across each of the following attributes?*
Lightower is
significantly
better 5 4
Lightower is
on par 3 2
Lightower is
significantly
worse1 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
30. How does Lightower compare to {{ Q27 }} across each of the following attributes?*
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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
31. How does Lightower compare to {{ Q28 }} across each of the following attributes?*
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Strongly agree
5
Somewhat
agree
4
Neutral
3
Somewhat
disagree
2
Strongly
disagree
1 Don't Know
Lightower is priced
competitively
Lightower is the most
aggressive in pursuing
new builds and/or
network expansion
Lightower has the fastest
quoting process
Lightower has the best
quality design and quote
process
Lightower is well known
by my customer(s)
Lightower has a positive
brand recognition among
my customer(s)
Lightower provides
strong in market support
to build the brand, find
new customers and
provide customers
customized marketing
collateral
32. How much do you agree with the following statements about Lightower?*
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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36. Please explain your answer above.*
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
Lightower provides best
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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39. Please explain your answer above.*
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
Secondary Initiative
Tertiary Initiative
46. 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.
47. List the top 3 competitors you see the most frequently in order of most competitive to least competitive.*
48. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
49. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
14
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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
50. How does Lightower compare to {{ Q47 }} across each of the following attributes?*
Lightower is
significantly
better 5 4
Lightower is
on par 3 2
Lightower is
significantly
worse1 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
51. How does Lightower compare to {{ Q48 }} across each of the following attributes?*
15
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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
52. How does Lightower compare to {{ Q49 }} across each of the following attributes?*
16
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Strongly agree
5
Somewhat
agree
4
Neutral
3
Somewhat
disagree
2
Strongly
disagree
1 Don't Know
Lightower is priced
competitively
Lightower is the most
aggressive in pursuing
new builds and/or
network expansion
Lightower has the fastest
quoting process
Lightower has the best
quality design and quote
process
Lightower is well known
by my customer(s)
Lightower has a positive
brand recognition among
my customer(s)
Lightower provides
strong in market support
to build the brand, find
new customers and
provide customers
customized marketing
collateral
53. How much do you agree with the following statements about Lightower?*
54. Are there any large transformative potential builds/deals (e.g. FTTT) on the horizon?*
Yes
No
55. Please explain your answer above.*
56. Are any of your carrier customers overbuilding Lightower?*
Yes
No
17
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57. Please explain your answer above.*
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
Lightower provides best
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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60. Please explain your answer above.*
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)*
65. Which markets do you focus on?
66. Which markets do you focus on?
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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.
20
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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)
70. How much do you agree with the following statements about Lightower?*
21
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Initiatives
Primary Initiative
Secondary Initiative
Tertiary Initiative
71. 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.
72. List the top 3 competitors you see the most frequently in order of most competitive to least competitive.*
73. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
74. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
22
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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
75. How does Lightower compare to {{ Q72 }} across each of the following attributes?*
Lightower is
significantly
better 5 4
Lightower is
on par 3 2
Lightower is
significantly
worse1 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
76. How does Lightower compare to {{ Q73 }} across each of the following attributes?*
23
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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
77. How does Lightower compare to {{ Q74 }} across each of the following attributes?*
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?
*
24
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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
25
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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?*