cma draft survey coding v5

8/19/2019 CMA Draft Survey Coding v5

1/19

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?*


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

1


2/19

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


3/19

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


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

3


4/19


5/19

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


6/19

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.*










Carrier Account Reps Only

22. Which carriers do you focus on?*

6


7/19

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 in that 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




Lightower issignificantly

better

5 4

Lightower is

on par

3 2

Lightower issignificantly

worse

1 N/A



Designing complex

solutions

Advanced products

Marketing


lists


8


9/19

Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products

Marketing


lists


Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products

Marketing


lists


9


10/19

Strongly agree

5

Somewhat agree

4

Neutral

3

Somewhat

disagree

2

Strongly disagree

1

Lightower is priced


marketplace



new builds and/or

network expansion


quoting process



process


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


10


11/19

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


RVP/VP Only

11


12/19

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



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

47. 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?

*

48. 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

49. What are the top 5 buildings, data centers, or locations Lightower should be inthat we are not?*

12


13/19

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)


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

51. With incremental budget, how would you allocate it across the following marketing and expansion

efforts? Please be sure your answers sum to 100%.

*

13


14/19

Strongly agree

5

Somewhat agree

4

Neutral

3

Somewhat

disagree

2

Strongly disagree

1

Lightower is priced


marketplace



new builds and/or

network expansion


quoting process



process





14


15/19

Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products

Marketing


lists


Lightower is

significantly

better

5 4

Lightower is

on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products

Marketing


lists

57. How does Lightower compare to {{ Q54}} across each of the following attributes?*

15


16/19

Lightower is

significantly

better

5 4

Lightower

is on par

3 2

Lightower is

significantly

worse

1 N/A



Designing complex

solutions

Advanced products

Marketing


lists


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

59. Overall, how would you rate the aggressiveness of the following players in your market?*

16


17/19

60. What are the top three reasons that you lose deals to any of the competition? Please select only

3 reasons.

*










61. Please select the primary reason you lose deals to any of the competition.*










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

Yes

No

17


18/19

63. Why do you say so?*

64. What are the top 5 buildings, data centers, or locations Lightower should be in that we are not?*

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

66. How do you feel about the regulatory environment?*

5 - Friendly

4

3

2

1 - Aggressive

67. How much more revenue could you drive with incremental sales reps?*

68. How many more reps do you think you can support in your market?*

Everyone

18


19/19

69. What are the products you don't have that are negatively affecting our ability to sell our core fiber?*

70. What are the biggestopportunities in your market?*

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

cma draft survey coding v5

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