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