May 30, 2014 Roanoke Valley Broadband Authority Phase II Report – DRAFT Business Plan © Copyright This PowerPoint is incomplete without the accompanying presentation and management discussion. It may not be copied or stored without permission of the Roanoke Valley Broadband Authority

© All Rights Reserved Acknowledgement 2 This business plan was developed by Blue Ridge Advisory Services Group, Inc. The plan was developed under the guidance and support of the Roanoke Valley-Alleghany Regional Commission. Specific recognition is conveyed to Mr. Matt Miller, Director of Information Services. The business plan leveraged and built upon the work previously prepared for the Roanoke Valley Broadband Authority by other consulting firms. © Copyright 2014

© All Rights Reserved The Plan Fewer words; more action!

© All Rights Reserved Revisit Strategy 4 Weaknesses Capital Constraints Needs of Major Users being served Unserved Markets Inexperience Threats Incumbents? Community Expectations Market Changes Emerging Technology Opportunities Growing Markets Additional Stimuli Receptive Markets Collaboration w/ other Regional Initiatives Strengths Shared Understanding Existing Assets Capabilities Massive ROW Demographics Market Acceptance

© All Rights Reserved Revisit Strategy

© All Rights Reserved 2014 Revisit Strategy 6 products/services Return Cost and Risk Switched Services Rights of Way and Facilities Dark Fiber Point to Point Risk/Return Profile of Telecom industry Risk/Return Profile of RVBA entering Telecom industry Hosted Applications Lit Fiber Infrastructure Business

© All Rights Reserved 2014 Addressable Market u Total retail telecommunications market for the Authority is about $600 million annually u Our competitive space, the addressable market is about $100 Million u Of that, the high potential market is about $8 million 7 Year

© All Rights Reserved Vertical Markets u The RVBA is an unknown and unproved entity u To the telecommunications community we are similar to vaporware u To the community of potential customers we present great risk u We must establish our credibility as a carrier-class operator u We recommend focusing on three vertical markets -- for starters: 1. Industrial and business parks 2. Important collocation centers 3. Schools (opportunistically)

© All Rights Reserved Approach u Identified 94 priority sites 16 business parks 6 Important collocation areas (1 site coincident with bus park) 73 schools u Identify a single business need – now u Start network design at the nearest carrier collocation point to access the known demand u Build the network to reach the business parks and collocation centers u Opportunistically, pass schools where practical u Utilize the existing facilities at Salem Electric Department for our principal Network POP

© All Rights Reserved 2014 Segment 1 8 Miles Collocation East Park – MBC / Citizens Business Parks East Park Jack Smith Industrial Park Valley Gateway Bus Park Roanoke Center -Ind./Tech. Statesman Industrial Park Schools Bonsack Lucy Addison Roanoke City Schools Admin building 10

© All Rights Reserved 2014 Segment Miles Collocation N/A Business Parks Vista Corp Park Hollins University Valley Point Bus Park North County Bus Center Schools Read Mountain Cloverdale Burlington Northside High Northside Middle Round Hill Lincoln Terrace

© All Rights Reserved 2014 Segment Miles Collocation AEP Telecom COX / MBC Interconnect with Salem Electric Fiber Business Parks Roanoke City Center V.A. Medical Center Schools Hurt Park East Salem Glen Cove

© All Rights Reserved 2014 Segment Miles Collocation Salem Electric Fiber Salem Data Center Business Parks Valley Tech Park Roanoke County Center for Research & Technology Schools N/A

© All Rights Reserved 2014 Segment Miles Collocation Blue Ridge TV Business Parks Tanglewood Executive Park Carilion Riverside Medical Research Lewis Gale Hospital Schools Oak Grove Fishburn Park Virginia Western Community College

© All Rights Reserved 2014 Segment Miles Collocation Blue Ridge TV Business Parks Advance Auto Data Center Vinton Business Center Schools Fallon Park W.E. Cundiff Virginia Western Community College

© All Rights Reserved Network Plan

© All Rights Reserved Capital Requirements 17 u Initial Network Plan is 61 miles, expanding to 90 miles by year 3 u Capital requirements will be approximately $7.2 million u Additional $1 million will be required to supplement negative cash flow over the first six years of operations u We will explore fiber swaps and fiber leases where it is more cost effective than building u The Authority should plan for an initial contribution of $ 8.2 million over the first six years u The CAPEX estimate will be refined after design and permitting

© All Rights Reserved 2014 EBITDA 18 Project Attractiveness: IRR = 4%

© All Rights Reserved 2014 Capital Requirements 19

© All Rights Reserved 2014 Model for Operation u Operate the Broadband Authority as an independent entity, hosted by the Water Authority Similar skill-sets RVBA will benefit greatly by association Negotiate a shared-services agreement u Opportunistically deploy telecom conduit with wet utilities u Contract out Network Operations u Host the Broadband Authority POP in Salem Electrics data center u Negotiate a fiber lease with Salem Electric 20

© All Rights Reserved 2014 Important Activities u Engage legal counsel to provide support for regulatory issues – do we need certification? u Begin the process of Engineering and Permitting the network u Develop RFP for furnish and installation of network u Hire the General Manager u Begin to build a brand identity u Execute necessary pole attachment and ROW agreements u Explore fiber lease and fiber swap opportunities to avoid overbuilding 21

© All Rights Reserved 2014 Project Time Lines 22