Sales EnablementPrivate working planIllustrative plan | no internal data

How I would approach

Sales Enablement at Higharc.

Create one reliable source for how Higharc explains and sells its products, then use it to keep Sales and Marketing materials accurate, current, and relevant to each audience. Use AI, sales data, and customer conversations to investigate priority revenue problems and recommend what should change.

One source. Many ways to use it.

Connect current product facts, messaging, customer evidence, and field learning to every material that uses them.

“Higharc is unique in that it’s a connected platform, and it’s built on a living building model.”

Kevin Brandon, Epcon Experts podcast, August 2025

Sources and field signals

ProductCurrent product facts and what can be claimed
Sales and Marketing leadershipCore message, audience priorities, and decision rules
Customer evidenceApproved proof and buyer language
RevOpsDefinitions, stages, outcomes, and usage
Sales and Solutions EngineeringBuyer questions, objections, and workflow feedback
Shared product messaging source

What Higharc says, who it is for, and why it matters.

  • Current product facts and customer value
  • Core message and what Higharc can and cannot claim
  • Audiences, segments, buyer questions, and proof
  • Source links, owner, current version, and when it needs review

Sales and Marketing materials

Value statements and segment guidanceSales sheets, decks, and playbooksDiscovery and objection guidanceWebsite, launch, and campaign messagingTraining and practiceLater: account-specific pre-call guidance
Information stays in Higharc’s existing systems. The shared source connects it without creating a new company database.

Adapt one product story to the person in front of you.

Keep the product facts consistent. Adapt the value, questions, proof, and technical depth to the person in the conversation.

Illustrative public-source example

AI Estimating

Building plans in. A reviewable materials list and quantities out.

Higharc would confirmSupported plan inputs, controls, product categories, workflow fit, and any accuracy or performance claims. Do not imply AI Estimating replaces the estimator.
Official Product source

Same facts. Different emphasis.

Owner or executive

Less manual work between plan intake and a quote that is ready for review.

Where does the team lose the most time before a quote is ready?
Estimating or operations leader

A repeatable workflow that keeps estimator review and adjustment in the process.

Where does manual work or rework enter the takeoff process today?
Technical evaluator

Plan inputs, product categories, controls, workflow fit, and accuracy requirements.

Which plan formats, product categories, and workflow requirements does your team need to support?
What an AE could say

Higharc AI Estimating turns a 2D plan set into a material takeoff and quantity estimate your estimator can review, adjust, and use to prepare a quote. It reduces manual takeoff work while keeping the estimator in control.

Ask first

When a plan set comes in, what happens before a quote is ready, and where does the most manual work or rework occur?

Bring in Solutions Engineering

When the conversation reaches supported inputs, controls, categories, workflow fit, or accuracy boundaries.

Test whether the SDR-to-AE message carries through.

The SDR gives the prospect a reason to meet. The AE then holds the introductory call.

The questionIs the problem and promise established by the SDR carried into the AE conversation, and do aligned conversations progress more often?

RevOps first confirms how Salesforce defines Stage 0 and Stage 1. Completed AE intro calls are then compared by whether they advance, with cancellations and no-shows tracked separately.

Define the outcome with RevOps

Confirm how Salesforce defines Stage 0 and Stage 1. Measure completed AE intro calls that advance, with cancellations and no-shows tracked separately.

Connect the calls and outcome

Match each SDR conversation to the AE intro call and opportunity outcome. Exclude records that cannot be linked reliably and report the gap.

Review each conversation consistently

Use AI to capture the buyer problem, value promised, questions, objections, and next step from every linked call. Keep each observation tied to its source.

Compare and validate

Compare opportunities that reached Stage 1 with those that did not. Check segment, timing, lead source, original calls, and counterexamples before recommending a change.

How AI helps

AI reviews every linked call using the same criteria and cites the source moment behind each finding.

What people decide

People test other explanations. A messaging difference is a reason to investigate, not proof of cause. Report patterns, not individual rankings.

The finding determines what changes.

The message changes between the SDR and AEUpdate the shared source, handoff, and AE opening guidance.
The message aligns, but opportunities still stallTest the next plausible cause, such as routing, timing, qualification, or coaching.
The records cannot support the comparisonResolve the missing links with RevOps before drawing a conclusion.
No consistent pattern appearsMake no change based on this hypothesis and investigate another cause.
What leadership receivesA short decision brief: the finding, supporting evidence, remaining uncertainty, and smallest justified next step. Any test names its audience, baseline, review period, and stop condition.

Set the rules once. Review exceptions.

Leadership sets the core message and decision rules. Marketing and Enablement can create routine materials within them without seeking executive approval each time.

DecisionProposed ownerWhen it changes
Core message and approval rulesGTM leadershipRevisit when strategy changes
Product facts and claimsProductUpdate when the product changes
Audience-specific materialsMarketing and EnablementMaintain within the agreed rules
Revenue definitions and measurementRevOpsConfirm for each analysis
A fact or message changesAffected materials are flaggedAI drafts the updatesThe owner reviews and replaces the old version

What I would establish first.

Sequence the work around Higharc’s priorities and what is already underway.

Map what already exists

Learn the products, buyers, materials, systems, owners, and work underway. Choose one product priority and one revenue question.

Build one product example

Create the shared source and the few materials AEs, Solutions Engineers, and Marketing need for one product area.

Answer one revenue question

Join existing Gong or RevOps work, or run a defined analysis and return a short decision brief.

Make the work repeatable

Set owners, review triggers, versions, and measures. Expand after the first examples prove useful.

Measure in this order

Quality and speedIs the work accurate, current, and faster to create or update?
UseCan the intended teams find it and use it?
BehaviorDoes the guidance show up in the conversations where it should?
OutcomeWhen the analysis is strong enough, did stage progression or cycle time improve?
What success looks like

AEs and Solutions Engineers explain Higharc’s products consistently. Sales and Marketing work from the same current facts and messaging. Leadership receives evidence-backed changes, not more content by default.

Based on the role responsibilities, official posting, and public Product information. Higharc would confirm priorities, owners, definitions, permissions, and measures before use.