Appendix B Workbooks

INSTRUCTIONS
The following Workbook contains six sections that require complete
responses to all the questions included in each section. All responses
should be entered in the corresponding response columns underneath each
question. If the Proposer wants to add additional lines to an answer space,
they may do so, but they must maintain formatting. Do not create new
worksheets to supplement a response or to provide additional information.
Responses should take the form of complete sentences with proper
punctuation.
If the Proposer feels additional materials would be helpful or necessary, they
may be included in the proposal. The Proposer is responsible for identifying
and labeling the additional material so it's relationship to a specific question
is clear. The City is not responsible for determining the relationship between
additional materials and the specific answers they support.

There are a total of 29 questions.

PROPOSER BACKGROUND

Q1: Please state the name of the Proposer's firm, division for implementation services (if applicable), and
years in business.

A1:

Q2: A list of all key personnel/contacts and their respective responsibilites and resumes.

A2:

Page 2 of 39
Q3: Please provide an executive summary of the Proposer's firm, capabilities, and envisioned role. Include
any unique or differentiating qualities that are relevant to this project or to the City of Saint Paul and Ramsey
County. Indicate why Proposer views itself as most qualified among likely candidates for partnership with the
City of Saint Paul and Ramsey County on this project.

A3:

Page 3 of 39
Q4: Please profile at least two projects the Proposer has completed within the past five years that are
comparable to this project in size and scope to the specifications of this RFP. Please include client names,
contacts, phone numbers, and email addresses.

A4:

Q5: Please attach the Proposer's financial statements for the past 3 years, including balance sheet and
income statements.

A5:

Q6: Please describe any relationships with other broadband providers, implementation partnerships,
technology partners, and association memberships. If the Proposer partners with other firm(s) for the
implementation, please describe expected relationship.

A6:

Page 4 of 39
BUSINESS PLAN

Q7: Provide a detailed 10 year business plan outlining desired contract timeframe, suggested renewal
option(s) and proposed structure and provisions of the Community Benefit and Service Level Agreements.
The business plan should include:
• •
Company Summary
Company Summary • •
Compan
o Ownership o Ownership o
o Core Business Model o Core Business Model o
o Locations and Facilitieso Locations and Facilities o
• • Services
Products and Products and Services • Product•
o Description of Productso &Description
Services of Products & Services o
o Enabling Technology o Enabling Technology o
o Pricing Model o Pricing Model o
o Future Products and Services
o Future(R&D)
Products and Services (R&D) o
• •
Market Analysis Market Analysis • Market •A
o Market Segmentation o Market Segmentation o
o Target Market Strategyo Target Market Strategy o
o Competitive Comparison
o Competitive Comparison o
o Market Business Analysis
o Market Business Analysis o
• Strategy and• Implementation
Strategy and Implementation • Strategy•
o Strategy, Value and Competitive
o Strategy,Edge
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o Product Marketing Plano Product Marketing Plan o
o Regulatory Complianceo Regulatory Compliance o
o Sales Strategy and Plan
o Sales Strategy and Plan o
• •
Management Management • Manage•
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o Management Team o Management Team o
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o Facilities Plan o Facilities Plan o
o Customer Service and oTechnical
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o Product Development o Product Development o
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o Community Benefits Plan
o Community Benefits Plan o
• •
Financial Plan Financial Plan • •
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o Risks and Risk Mitigation
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o Key Financial Indicators
o Key Financial Indicators o
o Infrastructure Build-Outo Costs
Infrastructure Build-Out Costs o
o Other Fixed Expenses o Other Fixed Expenses o
o Operating and Recurring
o Expenses
Operating and Recurring Expenses o
o Funding and Sources of
o Funds
Funding and Sources of Funds o
o Sources of Revenue byo Product
SourcesLine
of Revenue by Product Line o
o Re-investment in the Network
o Re-investment in the Network o
o Break-Even Analysis o Break-Even Analysis o
o Projected Profit and Loss
o Projected Profit and Loss o
o Cash Flow Model o Cash Flow Model o
o Projected Balance Sheet
o Projected Balance Sheet o
o Business Ratios o Business Ratios o

A7:

Page 5 of 39
• • Summary
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Busine

Page 6 of 39
• • Summary
Company • Summary
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Page 7 of 39
• • Summary
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Page 8 of 39
• • Summary
Company • Summary
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Busine

Page 9 of 39
• • Summary
Company • Summary
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Page 10 of 39
• • Summary
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Busine

Page 11 of 39
• • Summary
Company • Summary
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Page 12 of 39
• • Summary
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Page 13 of 39
• • Summary
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Page 14 of 39
• • Summary
Company • Summary
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Page 15 of 39
• • Summary
Company • Summary
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Busine

Page 16 of 39
• • Summary
Company • Summary
Company • Summary
Company • Summary
Company • Summary
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Page 17 of 39
• • Summary
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Page 18 of 39
• • Summary
Company • Summary
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Busine

Page 19 of 39
• • Summary
Company • Summary
Company • Summary
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Page 20 of 39
• • Summary
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Busine

Page 21 of 39
• • Summary
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Page 22 of 39
• Company Summary
o Ownership
o Core Business Model
o Locations and Facilities
• Products and Services
o Description of Products & Services
o Enabling Technology
o Pricing Model
o Future Products and Services (R&D)
• Market Analysis
o Market Segmentation
o Target Market Strategy
o Competitive Comparison
o Market Business Analysis
• Strategy and Implementation
o Strategy, Value and Competitive Edge
o Product Marketing Plan
o Regulatory Compliance
o Sales Strategy and Plan
• Management
o Organizational Structure
o Management Team
o Human Resources
o Facilities Plan
o Customer Service and Technical Support Plan
o Product Development
o Finance Strategy
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• Financial Plan
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o Projected Profit and Loss
o Cash Flow Model
o Projected Balance Sheet
o Business Ratios

Page 23 of 39
COMMMUNITY & ECONOMIC BENEFIT

Q8: Please articulate a clear vision of, and an implementation plan for, the Community Benefits Agreement associated with the CFN. Include in detail how the CFN Public
Private Partnership could be leveraged to increase broadband availability and adoption in City of Saint Paul and Ramsey County, including the impact on the network capcity,
affodability of services offered, the interaction of Community Technology Centers, sustainable broadband adoption and any benefit to socially and/or economically
disadvantaged small businesses.

A8:

Tab 3: Implementation Response: Questions 21-31 Page 24 of 39

ARRA SUPPORT

Q9: Does this project or your involvement therein provide for leveraging other ARRA opportunities or creating government collaboration? If so, please
describe.

A9:

Q10: Based upon previous project experience, describe your ability to meet reporting and compliance requirements established under ARRA.

A10:

Page 25 of 39
Q11: Please explain how you intend to fund and/or finance a minimum matching contribution equal to 20% of the ARRA grant request as defined by
the NTIA

A11:

Q12: Please explain how you will assist and support the City of Saint Paul and Ramsey County in their efforts to obtain ARRA BTOP funding (and
other applicable funding) for the Community Fiber Network, including staff resources and time commitment.

A12:

Q13: Describe any involvement you have/had with NTIA's Round One ARRA funding.

A13:

Q14: Are you, your staff or partners, willing and able to provide legal sign off, and/or professional engineer sign off? Please explain.

A14:

Page 26 of 39
Q15: What experience do you, your staff or partners, provide to assist the City and County in the areas of analytical support for the business case
and assumptions, as well as any grant writing experience?

A15:

Page 27 of 39
NETWORK TECHNOLOGY PLAN

Q16: Provide both a narrative and a technical conceptual design drawing(s)/map(s) that details how all sites as listed in Appendix E are connected, with those listed in
Appendix E as “Lower Priority” included in the conceptual design as feasible. The conceptual design/narrative must factor a dual conduit system that provides: 1) a
minimum speed of 1 Gig to all sites, with the exception of those identified in Appendix E that will require 10 Gig connectivity; 2) Fault resistantance; 3) Fault tolerance;
4) Redundancy; 5) Expandability; 6) Security; and 7) Voice and Video traffic.

A16:

Q17: Please explain how the CFN will incorporate the following : 1) Routing protocols; 2) Traffic Prioritization; 3) Logical separation of traffic; 4) Fiber count for both
conduits; and 5) Types of electronics and equipment, including manufacturer(s) and model(s).

Page 28 of 39
A17:

Page 29 of 39
Q18: Please explain the Proposer's methodology and adherence to Best Practices for designing, installing, labeling, terminating and splicing the CFN's equipment and
electronics.

Page 30 of 39
A18:

Q19: Proposer must provide a managed services proposal and cost estimate for ongoing support and maintenance of the Public CFN conduit, fiber optics and
associated network electronics, including lifecycle modifications and upgrades. Please describe in detail how this will be provided.

A19:

Q20: Please explain any technical and/or management innovations that you intend to include with your proposal and CFN that differeniate you from all other proposals.

A20:

Q21: Does proposer plan to incorporate technology deemed favorable under ARRA? If so, please explain.

A21:

Q22: How will your network operating center and management processes ensure the greatest reliability and uptime?

A22:

Q23: How will the CFN be designed and constructed in a manner that will facilitate cost effective future expansion as required?

A23:

Q24: How do you propose to construct, implement and operate/manage a "dual conduit system" as described herein the RFP? What additional problems/issues, if any,
do you forsee with operating a dual conduit system?

A24:

Page 31 of 39
Project Plan

Q25: Please describe the Proposer’s implementation team to be provided for this project, their
certifications, and experience to implement this partnership with the City and County.

A25:

Q26: Please prepare a block diagram of the project team and responsibilities, including name, title,
and contact information of each team member. Respondent will include a resume for each member
of the proposed project team. Also, please provide the Project Manager's qualifications.

A26:

Q27: Provide in a Microsoft Project Plan, or equivalent format, your comprehensive written project
plan outlining the key phases, milestones, resources, timelines, high level tasks, deliverables and
communications strategies associated with your proposed approach.

A27:

Q28: Based on your understanding of the scope of the CFN and current construction timelines of the
ARRA BTOP program, will you be able to comply with the construction schedule of the BTOP rules?

A28:
Q29: Are you prepared to provide detailed network design and a detailed timeline for build out as
required in the ARRA BTOPP due diligence phase?

A29: