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)

* 3. Which markets do you focus on?

* 4. Which markets do you focus on?

* 5. Which markets do you focus on?

Enterprise Account reps only

* 6. What percentage of your funnel would you say is On-Net as opposed to requiring a near-net build?

* 7. Are you seeing any new demand trends either in terms of customer types, products, end-points, etc?

* 8. Of the circuits that originate in the market, how do the majority terminate?
5 - Exclusively leaves the market
4
3
2
1 - Exclusively in the market

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

* 10. How much do you agree with the following statements about Lightower?
Strongly agree
5
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)

Somewhat agree
4

Neutral
3

Somewhat disagree
2

Strongly disagree
1

* 11. Which of the following marketing and expansion efforts would be the most appealing to you? Please select a 1 for the
most appealing, a 2 for the second most appealing, and continue until you have ranked all efforts.
More on-net buildings

Event marketing

Expansion build

Easier ICB process

New Layer 3 services

Better marketing materials

Longer required payback periods on new deals

Lower pricing

* 12. How much do you agree with the following statements about Lightower?
Strongly agree
5

Somewhat agree
4

Neutral
3

Somewhat disagree
2

Lightower is priced
competitively in the
marketplace
Lightower is sufficiently
aggressive in pursuing new
builds and/or network
expansion

.
* 13. List the top 3 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.

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

Strongly disagree
1

* 16. How does Lightower compare to {{ Q13 }} across each of the following attributes?
Lightower is
significantly better
5

Lightower is
on par
3

Lightower is
significantly
worse
1

N/A

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?
Lightower is
significantly better
5
Willingness to build
Aggressiveness on price
Designing complex solutions
Advanced products
Marketing
Network reach / Building lists

Lightower is
on par
3

* 18. How does Lightower compare to {{ Q15 }} across each of the following attributes?
Lightower is
significantly better
5
Willingness to build
Aggressiveness on price
Designing complex solutions
Advanced products
Marketing
Network reach / Building lists

Lightower
is on par
3

Lightower is
significantly
worse
1

N/A

* 19. How aggressive are the following players in your market?

5
Extremely aggressive

4
Very
aggressive

3
Moderately aggressive

Muni fiber providers

Small cell / das providers
CLECs
Fixed wireless
ILEC
Cable provider

* 20. What are the primary reasons that you lose deals to any of the competition?
Price
Build costs
xxx
xxx
Other (please specify)

Carrier Account Reps Only

2
Slightly
aggressive

1
Not at all
aggressive

21. Which carriers do you focus on?

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

* 23. Do your carrier customers prefer to purchase lit or dark fiber?

Lit fiber
Dark fiber

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

* 25. Are there specific routes that these carriers are requesting that Lightower cannot provide?
Yes
No

* 26. Which routes?

.
* 27. List the top 3 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.

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

* 30. How does Lightower compare to {{ Q27 }} across each of the following attributes?
Lightower is
significantly better
5

Lightower is
on par
3

Lightower is
significantly
worse
1

N/A

Lightower is
significantly
worse
1

N/A

Willingness to build
Aggressiveness on price
Designing complex solutions
Advanced products
Marketing
Network reach / Building lists

* 31. How does Lightower compare to {{ Q28 }} across each of the following attributes?
Lightower is
significantly better
5
Willingness to build
Aggressiveness on price
Designing complex solutions
Advanced products
Marketing
Network reach / Building lists

Lightower is
on par
3

* 32. How does Lightower compare to {{ Q29 }} across each of the following attributes?
Lightower is
significantly better
5

Lightower is
on par
3

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 much do you agree with the following statements about Lightower?
Strongly agree
5
Lightower is priced
competitively in the
marketplace
Lightower is sufficiently
aggressive in pursuing new
builds and/or network
expansion

Somewhat agree
4

Neutral
3

Somewhat disagree
2

Strongly disagree
1

* 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.

* 38. How important are each of the following reasons in your carrier customers' decisions to buy from Lightower?
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

* 39. Are you seeing pressure on pricing (initial and/or renewal) from any particular carrier customer more than another?
Yes
No

* 40. Please explain your answer above.

VP/RVP only

* 41. Are you concerned about Lightower's fiber density in your market?
Yes
No

* 42. Why do you say so?

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

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

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

46. On a scale of 1 to 5 where 3 is just meeting our customers' needs and a 5 is best in market, how quickly are we getting
quotes out on potential opportunities?
5 - Best in market
4
3 - Just meeting our customers' needs
2
1 - Falling below customers' needs

* 47. What are the biggest opportunities in your market?

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

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

5 - Friendly
4
3
2
1 - Aggressive

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

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