Business Development, How it can help your company GROW! Jessica Nava, Director of Business Development Finger Lakes Technologies Group, Inc.

Highlights Our team has grown to over 140 people, with 7 offices throughout Upstate New York State. Moved into our new Headquarters in June 2013 Launched Binghamton and Norwich, our 2 newest offices In 2015 we added a 250 mile route from Binghamton to Syracuse, delivered this route 1 month ahead of time Completed 2,500 miles, a $41 million investment of fiber, connecting 50 cities in the Upstate NY. We have never used State or Federal monies to construct our fiber network. Elmira was a 30 mile build and was completed in 30 days, our first customer was operational on the 35th day. Even better…we completed a 250 mile build in 60 DAYS! Installed lightwave Cisco ROADM technology Added additional Cisco Specialization CMSP (Cisco Master Service Provider) Cisco Powered Cloud Services UC as a Service Based on HCS Cisco Powered Managed Services Business Communications Cisco ROADM lightwave fiber technology FLTG made the Inc. 5000 “ America’s Fastest Growing Private Companies” list in 2012,13,14,15,16 Largest privately owned fiber network in Upstate NY Awarded Top Work Places in 2015, 2016 and Best Places to work for New York, 2016

How do you keep up with that Rapid Growth?

The problem with Rapid Growth Sustainability Scalability Capacity Coverage How do you maintain what got you to where you are today, along with continuing evolution?

How does FLTG Go to Market? Sales & Marketing Integration Get ahead of the curve 12-18 months Do your homework Get lists TRACK your activity Know what makes that market tick!

Chambers & Economic Development The Center of our Communities They know everyone! Key Businesses Key Decision Makers Aware of Market Trends Willing to make Introductions

City/Town/Village/County/LDC Have their “home” in their best interest Need to grow to thrive! Again…well connected Great customers too…

Norwich & New Berlin 2 Day Event Educational Dinner Followed by Open House/Ribbon Cutting All Key Market Influencers in 1 ROOM

(Example) How could Rochester benefit from Fiber?

(Example) What does access to Fiber do for our community? Lower Unemployment Rate Increase Income Create Jobs Economic Development Put ROCHESTER ON THE MAP as a National Leader!

Market Specific, Vertical Specific Events by City/Town/Vertical Industry – WIIFM Rochester Fiber Summit Executive Director Rochester Chamber – Bob Duffy to speak & Greater Rochester Enterprise CEO Kicking things off! Industry Verticals Healthcare, BOCES, Banking

Training Training Training Started in 2012 Quarterly Training Outside Experts Fun, Team Building Product/Skill Training Knowing our COMPANY, Knowing our PRODUCTS!

Questions