Please feel free to be as forthcoming and detailed as possible. Responses will be held confidentially by a third party and no responseswill 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?*
1
7. Are you seeing any trends in demand from new customer types, new products, new end-points, and/orany other new major market trends?*
1
2
3
4
5
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.*
Strongly agree
5Somewhat agree
4Neutral
3
Somewhatdisagree
2Strongly disagree
1
Lightower is well knownin my market
Lightower has positivebrand recognition in mymarket
Lightower has strongmarketing support formy market (lead gen,branding, collateral)
9. How much do you agree with the following statements about Lightower?*
2
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
Invest in vertical specific expertise
10. If you had incremental budget to do any of the following, please select the top three initiatives that, inyour opinion, would drive the greatest increase in profitable sales. Please enter a 1, 2, or 3 for only three ofthe selections below, with 1 being the top initiative.
*
Strongly agree
5Somewhat agree
4Neutral
3
Somewhatdisagree
2Strongly disagree
1
Lightower is pricedcompetitively in themarketplace
Lightower is sufficientlyaggressive in pursuingnew builds and/ornetwork expansion
Lightower has a fastquoting process
Lightower has a highquality design and quoteprocess
11. How much do you agree with the following statements about Lightower?*
3
12. List the top 3 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.*
14. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
15. How does Lightower compare to {{ Q12 }} across each of the following attributes?*
4
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower is significantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
16. How does Lightower compare to {{ Q13 }} across each of the following attributes?*
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
17. How does Lightower compare to {{ Q14 }} across each of the following attributes?*
5
5Extremely aggressive
4Very
aggressive
3Moderatelyaggressive
2Slightly
aggressive
1Not at all
aggressive
Muni fiber providers
Small cell / dasproviders
CLECs
Fixed wireless
The ILEC
The cable provider
Metro fiber
18. Overall, how would you rate the aggressiveness of the following players in your market?*
6
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
We do not have an appropriate vertical centric approach or expertise
19. Please number the top 3 reasons that you lose deals to any of the competition in decreasing order ofimportance. Please enter a 1, 2, or 3 in only three of the selections below, with 1 being the top reason youlose deals.
*
Carrier Account Reps Only
20. Which carriers do you focus on?*
21. Which region or market do your carrier customers currently focus or is it footprint-wide?*
7
22. What are the most immediate growth opportunities that Lightower can pursue with these carriers?*
1
2
3
4
5
23. 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.*
24. Are there specific routes that these carriers are requesting that Lightower cannot provide?*
Yes
No
25. Which routes?*
8
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
Speed to provision
Speed to quote
Transparency of price
Accuracy and availability of lit building data
Invest in vertical specific expertise
26. If you had incremental budget to do any of the following, please select the top three initiatives that, inyour opinion, would drive the greatest increase in profitable sales. Please enter a 1, 2, or 3 for only three ofthe selections below, with 1 being the top initiative.
*
27. List the top 3 competitors you see the most frequently in order of most aggressive to least aggressive.*
9
28. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
29. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
30. How does Lightower compare to {{ Q27 }} across each of the following attributes?*
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
31. How does Lightower compare to {{ Q28 }} across each of the following attributes?*
10
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
32. How does Lightower compare to {{ Q29 }} across each of the following attributes?*
Strongly agree
5Somewhat agree
4Neutral
3
Somewhatdisagree
2Strongly disagree
1
Lightower is pricedcompetitively in themarketplace
Lightower is sufficientlyaggressive in pursuingnew builds and/ornetwork expansion
Lightower has a fastquoting process
Lightower has a highquality design and quoteprocess
33. How much do you agree with the following statements about Lightower?*
11
34. Are there any large transformative potential builds/deals (e.g. FTTT) on the horizon?*
Yes
No
35. Please explain your answer above.*
36. Are any of your carrier customers overbuilding Lightower?*
Yes
No
37. Please explain your answer above.*
12
5Extremely important
4Somewhat important
3Neutral
2Not veryimportant
1Not at all important
Lightower has the lowestprice
Lightower has fastprovisioning time
Lightower is integratedwith their networkinventory systemsallowing for easierordering
Lightower is aggressivein pursuing newbuildings and/or networkexpansion
Lightower has the mostextensive list of litbuildings
Lightower has afavorable contract/billingterms
38. How important are each of the following reasons in your carrier customers' decisions to buy fromLightower?*
39. Are you seeing pressure on pricing (initial and/or renewal) from any particular carrier customer morethan another?*
Yes
No
40. Please explain your answer above.*
Carrier VP/RVP Only
13
41. Which carriers do you focus on?*
42. Which region or market do your carrier customers currently focus or is it footprint-wide?*
43. What are the most immediate growth opportunities that Lightower can pursue with these carriers?*
1
2
3
4
5
44. 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.*
45. Are there specific routes that these carriers are requesting that Lightower cannot provide?*
Yes
No
46. Which routes?*
14
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
Speed to provision
Speed to quote
Transparency of price
Accuracy and availability of lit building data
Invest in vertical specific expertise
47. If you had incremental budget to do any of the following, please select the top three initiatives that, inyour opinion, would drive the greatest increase in profitable sales. Please enter a 1, 2, or 3 for only three ofthe selections below, with 1 being the top initiative.
*
48. List the top 3 competitors you see the most frequently in order of most aggressive to least aggressive.*
15
49. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
50. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
51. How does Lightower compare to {{ Q48 }} across each of the following attributes?*
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
52. How does Lightower compare to {{ Q49 }} across each of the following attributes?*
16
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
53. How does Lightower compare to {{ Q50 }} across each of the following attributes?*
Strongly agree
5Somewhat agree
4Neutral
3
Somewhatdisagree
2Strongly disagree
1
Lightower is pricedcompetitively in themarketplace
Lightower is sufficientlyaggressive in pursuingnew builds and/ornetwork expansion
Lightower has a fastquoting process
Lightower has a highquality design and quoteprocess
54. How much do you agree with the following statements about Lightower?*
17
55. Are there any large transformative potential builds/deals (e.g. FTTT) on the horizon?*
Yes
No
56. Please explain your answer above.*
57. Are any of your carrier customers overbuilding Lightower?*
Yes
No
58. Please explain your answer above.*
18
5Extremely important
4Somewhat important
3Neutral
2Not veryimportant
1Not at all important
Lightower has the lowestprice
Lightower has fastprovisioning time
Lightower is integratedwith their networkinventory systemsallowing for easierordering
Lightower is aggressivein pursuing newbuildings and/or networkexpansion
Lightower has the mostextensive list of litbuildings
Lightower has afavorable contract/billingterms
59. How important are each of the following reasons in your carrier customers' decisions to buy fromLightower?*
60. Are you seeing pressure on pricing (initial and/or renewal) from any particular carrier customer morethan another?*
Yes
No
61. Please explain your answer above.*
19
62. If you could instantly deploy fiber to one area on spec, where would you put it?*
63. How much more revenue could you drive with incremental sales reps?*
64. How many more reps do you think you can support in your market?*
Enterprise VP/RVP Only
65. Please select the primary market(s) that you focus on. (Select up to three)*
66. Which markets do you focus on?*
67. Which markets do you focus on?*
68. Of your current funnel, what percentage would you say is On-net as opposed to requiring a build?*
69. Are you seeing any trends in demand from new customer types, new products, new end-points, and/orany other new major market trends?*
20
1
2
3
4
5
70. 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.*
Strongly agree
5Somewhat agree
4Neutral
3
Somewhatdisagree
2Strongly disagree
1
Lightower is well knownin my market
Lightower has positivebrand recognition in mymarket
Lightower has strongmarketing support formy market (lead gen,branding, collateral)
71. How much do you agree with the following statements about Lightower?*
21
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
Invest in vertical specific expertise
72. If you had incremental budget to do any of the following, please select the top three initiatives that, inyour opinion, would drive the greatest increase in profitable sales. Please enter a 1, 2, or 3 for only three ofthe selections below, with 1 being the top initiative.
*
Strongly agree
5Somewhat agree
4Neutral
3
Somewhatdisagree
2Strongly disagree
1
Lightower is pricedcompetitively in themarketplace
Lightower is sufficientlyaggressive in pursuingnew builds and/ornetwork expansion
Lightower has a fastquoting process
Lightower has a highquality design and quoteprocess
73. How much do you agree with the following statements about Lightower?*
22
74. List the top 3 competitors you see the most frequently in order of most aggressive to least aggressive.*
75. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
76. List the top 5 competitors you see the most frequently in order of most aggressive to least aggressive.*
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
77. How does Lightower compare to {{ Q74 }} across each of the following attributes?*
23
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower is significantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
78. How does Lightower compare to {{ Q75}} across each of the following attributes?*
Lightower issignificantly
better5 4
Lightower is on par
3 2
Lightower issignificantly
worse1 N/A
Willingness to build
Aggressiveness on price
Designing complexsolutions
Advanced products
Marketing
Network reach / Buildinglists
79. How does Lightower compare to {{ Q76 }} across each of the following attributes?*
24
5Extremely aggressive
4Very
aggressive
3Moderatelyaggressive
2Slightly
aggressive
1Not at all
aggressive
Muni fiber providers
Small cell / dasproviders
CLECs
Fixed wireless
The ILEC
The cable provider
Metro fiber
80. Overall, how would you rate the aggressiveness of the following players in your market?*
25
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
We do not have an appropriate vertical centric approach or expertise
81. Please number the top 3 reasons that you lose deals to any of the competition in decreasing order ofimportance. Please enter a 1, 2, or 3 in only three of the selections below, with 1 being the top reason youlose deals.
*
82. Are you concerned about Lightower's fiber density in your market?*
Yes
No
83. Why do you say so?*
26
84. If you could instantly deploy fiber to one area on spec, where would you put it?*
85. How do you feel about the regulatory environment?*
5 - Friendly
4
3
2
1 - Aggressive
86. How much more revenue could you drive with incremental sales reps?*
87. How many more reps do you think you can support in your market?*
Everyone
88. What are the products you don't have that are negatively affecting our ability to sell our core fiber?*
89. What are the biggest opportunities in your market?*
27
90. What are the biggest threats in your market?*
28