8/19/2019 CMA Draft Survey Coding v6
1/24
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 (Enterprise)
Account Rep (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?*
1
8/19/2019 CMA Draft Survey Coding v6
2/24
7. Are you seeing any new trends in demand from new customer types, new products, new end-points,
and/or any other new major market trends?
*
8. Of the circuits that originate in the market, how do the majority terminate?*
5 - The vast majority of circuits that originate in my markets terminate in another market
4
3
2
1 - The vast majority of circuits that originate in my markets also terminate in the same market
9. What are the top 5 buildings, data centers, or locations Lightower should be inthat we are not?*
Strongly agree
5
Somewhat agree
4
Neutral
3
Somewhatdisagree
2
Strongly disagree
1
Lightower is well known
in my market
Lightower has positive
brand recognition in my
market
Lightower has strong
marketing support for
my market (lead gen,
branding, collateral)
10. How much do you agree with the following statements about Lightower?*
2
8/19/2019 CMA Draft Survey Coding v6
3/24
Percent
Expanding the number
of on-net buildings
Increased event
marketing
Large expansion builds
New Layer 3 services
Better marketing
materials
Longer allowed payback
periods on new deals
Lower pricing
11. With incremental budget, how would you allocate it across the following marketing and expansion
efforts? Please be sure your answers sum to 100%.
*
Strongly agree
5
Somewhat agree
4
Neutral
3
Somewhat
disagree
2
Strongly disagree
1
Lightower is priced
competitively in the
marketplace
Lightower is sufficiently
aggressive in pursuing
new builds and/or
network expansion
Lightower has a fast
quoting process
Lightower has a high
quality design and quote
process
12. How much do you agree with the following statements about Lightower?*
13. List the top 3 competitors you see the most frequently in order of most aggressive to least aggressive.*
3
8/19/2019 CMA Draft Survey Coding v6
4/24
14. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
15. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
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
Marketing
Network reach / Building
lists
16. How does Lightower compare to {{ Q13 }} across each of the following attributes?*
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
Marketing
Network reach / Building
lists
17. How does Lightower compare to {{ Q14 }} across each of the following attributes?*
4
8/19/2019 CMA Draft Survey Coding v6
5/24
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
Marketing
Network reach / Building
lists
18. How does Lightower compare to {{ Q15 }} across each of the following attributes?*
5
Extremely
aggressive
4
Very
aggressive
3
Moderately
aggressive
2
Slightly
aggressive
1
Not at all
aggressive
Muni fiber providers
Small cell / das
providers
CLECs
Fixed wireless
The ILEC
The cable provider
Metro fiber
19. Overall, how would you rate the aggressiveness of the following players in your market?*
5
8/19/2019 CMA Draft Survey Coding v6
6/24
20. What are the top three reasons that you lose deals to any of the competition? Please select only
3 reasons.
*
We do not offer the lowest price
Our build costs are too high
It takes us too long to quote opportunities
Customers are not familiar or comfortable with our Brand
We are missing key products
We are missing key on-net end points in the market
We are missing key on-net end points out of the market
Our builds take too long to complete
Other (please specify)
21. Please select the primary reason you lose deals to any of the competition.*
We do not offer the lowest price
Our build costs are too high
It takes us too long to quote opportunities
Customers are not familiar or comfortable with our Brand
We are missing key products
We are missing key on-net end points in the market
We are missing key on-net end points out of the market
Our builds take too long to complete
Other (please specify)
Carrier Account Reps Only
22. Which carriers do you focus on?*
6
8/19/2019 CMA Draft Survey Coding v6
7/24
23. Which region or market do your carrier customers currently focus or is it footprint-wide?*
24. Do your carrier customers prefer to purchase lit or dark fiber?*
5 - Only dark fiber
4
3 - A mix of both
2
1 - Only lit fiber
25. What are the most immediate growth opportunities that Lightower can pursue with these carriers?*
26. What are the top 5 buildings, data centers, or locations Lightower should be inthat we are not?*
27. Are there specific routes that these carriers are requesting that Lightower cannot provide?*
Yes
No
28. Which routes?*
7
8/19/2019 CMA Draft Survey Coding v6
8/24
29. List the top 3 competitors you see the most frequently in order of most aggressive to least aggressive.*
30. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
31. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
Lightower issignificantly
better
5 4
Lightower is
on par
3 2
Lightower issignificantly
worse
1 N/A
Willingness to build
Aggressiveness on price
Designing complex
solutions
Advanced products
Marketing
Network reach / Building
lists
32. How does Lightower compare to {{ Q29 }} across each of the following attributes?*
8
8/19/2019 CMA Draft Survey Coding v6
9/24
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
Marketing
Network reach / Building
lists
33. How does Lightower compare to {{ Q30 }} across each of the following attributes?*
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
Marketing
Network reach / Building
lists
34. How does Lightower compare to {{ Q31 }} across each of the following attributes?*
9
8/19/2019 CMA Draft Survey Coding v6
10/24
Strongly agree
5
Somewhat agree
4
Neutral
3
Somewhat
disagree
2
Strongly disagree
1
Lightower is priced
competitively in the
marketplace
Lightower is sufficiently
aggressive in pursuing
new builds and/or
network expansion
Lightower has a fast
quoting process
Lightower has a high
quality design and quote
process
35. How much do you agree with the following statements about Lightower?*
36. Are there any large transformative potential builds/deals (e.g. FTTT) on the horizon?*
Yes
No
37. Please explain your answer above.*
38. Are any of your carrier customers overbuilding Lightower?*
Yes
No
39. Please explain your answer above.*
10
8/19/2019 CMA Draft Survey Coding v6
11/24
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 most
extensive list of lit
buildings
Lightower has a
favorable contract/billing
terms
40. How important are each of the following reasons in your carrier customers' decisions to buy from
Lightower?
*
41. Are you seeing pressure on pricing (initial and/or renewal) from any particular carrier customer more
than another?
*
Yes
No
42. Please explain your answer above.*
Carrier VP/RVP Only
11
8/19/2019 CMA Draft Survey Coding v6
12/24
43. Which carriers do you focus on?*
44. Which region or market do your carrier customers currently focus or is it footprint-wide?*
45. Do your carrier customers prefer to purchase lit or dark fiber?*
5 - Only dark fiber
4
3 - A mix of both
2
1 - Only lit fiber
46. What are the most immediate growth opportunities that Lightower can pursue with these carriers?*
47. What are the top 5 buildings, data centers, or locations Lightower should be inthat we are not?*
48. Are there specific routes that these carriers are requesting that Lightower cannot provide?*
Yes
No
49. Which routes?*
12
8/19/2019 CMA Draft Survey Coding v6
13/24
50. List the top 3 competitors you see the most frequently in order of most aggressive to least aggressive.*
51. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
52. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
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
Marketing
Network reach / Building
lists
53. How does Lightower compare to {{ Q50 }} across each of the following attributes?*
13
8/19/2019 CMA Draft Survey Coding v6
14/24
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
Marketing
Network reach / Building
lists
54. How does Lightower compare to {{ Q51 }} across each of the following attributes?*
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
Marketing
Network reach / Building
lists
55. How does Lightower compare to {{ Q52 }} across each of the following attributes?*
14
8/19/2019 CMA Draft Survey Coding v6
15/24
Strongly agree
5
Somewhat agree
4
Neutral
3
Somewhat
disagree
2
Strongly disagree
1
Lightower is priced
competitively in the
marketplace
Lightower is sufficiently
aggressive in pursuing
new builds and/or
network expansion
Lightower has a fast
quoting process
Lightower has a high
quality design and quote
process
56. How much do you agree with the following statements about Lightower?*
57. Are there any large transformative potential builds/deals (e.g. FTTT) on the horizon?*
Yes
No
58. Please explain your answer above.*
59. Are any of your carrier customers overbuilding Lightower?*
Yes
No
60. Please explain your answer above.*
15
8/19/2019 CMA Draft Survey Coding v6
16/24
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 most
extensive list of lit
buildings
Lightower has a
favorable contract/billing
terms
61. How important are each of the following reasons in your carrier customers' decisions to buy from
Lightower?
*
62. Are you seeing pressure on pricing (initial and/or renewal) from any particular carrier customer more
than another?
*
Yes
No
63. Please explain your answer above.*
16
8/19/2019 CMA Draft Survey Coding v6
17/24
64. If you could instantly deploy fiber to one area on spec, where would you put it?*
65. How much more revenue could you drive with incremental sales reps?*
66. How many more reps do you think you can support in your market?*
Enterprise VP/RVP Only
67. Please select the primary market(s) that you focus on. (Select up to three)*
68. Which markets do you focus on?*
69. Which markets do you focus on?*
70. Of your current funnel, what percentage would you say is On-net as opposed to requiring a build?*
71. Are you seeing any new trends in demand from new customer types, new products, new end-points,
and/or any other new major market trends?
*
17
8/19/2019 CMA Draft Survey Coding v6
18/24
72. Of the circuits that originate in the market, how do the majority terminate?*
5 - The vast majority of circuits that originate in my markets terminate in another market
4
3
2
1 - The vast majority of circuits that originate in my markets also terminate in the same market
73. What are the top 5 buildings, data centers, or locations Lightower should be inthat we are not?*
Strongly agree
5
Somewhat agree
4
Neutral
3
Somewhat
disagree
2
Strongly disagree
1
Lightower is well known
in my market
Lightower has positive
brand recognition in my
market
Lightower has strong
marketing support for
my market (lead gen,
branding, collateral)
74. How much do you agree with the following statements about Lightower?*
18
8/19/2019 CMA Draft Survey Coding v6
19/24
Percent
Expanding the number
of on-net buildings
Increased event
marketing
Large expansion builds
New Layer 3 services
Better marketing
materials
Longer allowed payback
periods on new deals
Lower pricing
75. With incremental budget, how would you allocate it across the following marketing and expansion
efforts? Please be sure your answers sum to 100%.
*
Strongly agree
5
Somewhat agree
4
Neutral
3
Somewhat
disagree
2
Strongly disagree
1
Lightower is priced
competitively in the
marketplace
Lightower is sufficiently
aggressive in pursuing
new builds and/or
network expansion
Lightower has a fast
quoting process
Lightower has a high
quality design and quote
process
76. How much do you agree with the following statements about Lightower?*
77. List the top 3 competitors you see the most frequently in order of most aggressive to least aggressive.*
19
8/19/2019 CMA Draft Survey Coding v6
20/24
78. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
79. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
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
Marketing
Network reach / Building
lists
80. How does Lightower compare to {{ Q77 }} across each of the following attributes?*
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
Marketing
Network reach / Building
lists
81. How does Lightower compare to {{ Q78}} across each of the following attributes?*
20
8/19/2019 CMA Draft Survey Coding v6
21/24
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
Marketing
Network reach / Building
lists
82. How does Lightower compare to {{ Q79 }} across each of the following attributes?*
5
Extremely
aggressive
4
Very
aggressive
3
Moderately
aggressive
2
Slightly
aggressive
1
Not at all
aggressive
Muni fiber providers
Small cell / das
providers
CLECs
Fixed wireless
The ILEC
The cable provider
Metro fiber
83. Overall, how would you rate the aggressiveness of the following players in your market?*
21
8/19/2019 CMA Draft Survey Coding v6
22/24
84. What are the top three reasons that you lose deals to any of the competition? Please select only
3 reasons.
*
We do not offer the lowest price
Our build costs are too high
It takes us too long to quote opportunities
Customers are not familiar or comfortable with our Brand
We are missing key products
We are missing key on-net end points in the market
We are missing key on-net end points out of the market
Our builds take too long to complete
Other (please specify)
85. Please select the primary reason you lose deals to any of the competition.*
We do not offer the lowest price
Our build costs are too high
It takes us too long to quote opportunities
Customers are not familiar or comfortable with our Brand
We are missing key products
We are missing key on-net end points in the market
We are missing key on-net end points out of the market
Our builds take too long to complete
Other (please specify)
86. Are you concerned about Lightower's fiber density in your market?*
Yes
No
22
8/19/2019 CMA Draft Survey Coding v6
23/24
87. Why do you say so?*
88. What are the top 5 buildings, data centers, or locations Lightower should be in that we are not?*
89. If you could instantly deploy fiber to one area on spec, where would you put it?*
90. How do you feel about the regulatory environment?*
5 - Friendly
4
3
2
1 - Aggressive
91. How much more revenue could you drive with incremental sales reps?*
92. How many more reps do you think you can support in your market?*
Everyone
23
8/19/2019 CMA Draft Survey Coding v6
24/24
93. What are the products you don't have that are negatively affecting our ability to sell our core fiber?*
94. What are the biggestopportunities in your market?*
95. What are the biggest threats in your market?*