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  • The brief
  • Start here
  • Idea portfolio
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  • This week · 6
  • This quarter · 9
  • Big bets · 3
  • Wildcards · 3
  • How we can help
Generated Oct 18, 2026
  1. Programmable
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growth playbook · Oct 18, 2026

up.codes (opens in a new tab)

UpCodes growth playbook

Diagnosis

UpCodes reached 800,000 monthly users, 6,400+ organizations and 93% of the ENR Top 100 design firms mostly through the product, and its five open roles (two AEs, two SDRs and support) show it is now building the sales team it never had.

It also has a new Enterprise product with strong early numbers: AI Plan Review has checked 1,300+ plan sets and surfaced more than $1 million in average exposure per project. The opportunity is to point the new sales team at the firms and building departments already using UpCodes, put the Plan Review proof everywhere, and open channels (officials, AI search, spec writers, owners) that seat sales alone cannot reach.

Growth Score

7/10

Biggest Opportunity

Turn product-led reach into Enterprise contracts: feed the new SDRs and AEs the firms where many people already use UpCodes, and use AI Plan Review results to move them from individual seats to firm-wide deals.

Biggest Risk

AI plan review is being sold to building departments by CivicPlus with CodeComply.Ai and others, and UpCodes blocks AI search tools from citing its pages, so it could lose the moment when firms and officials pick an AI code tool.

01

Start here

The three moves to make first. Each one is written up in full below.

  1. 1

    A daily list of firms where five or more people already use UpCodes, for the new SDRs to call first

    Run one query: active users in the last 30 days grouped by email domain, excluding free email providers and existing Enterprise accounts, sorted by count.

    High impact First result in 2 weeks
  2. 2

    Put the October Plan Review numbers on the homepage, the pricing page and a one-page AE leave-behind

    Write the one-line proof statement and get the three adopters' approval to be named next to it.

    High impact First result in 2 weeks
  3. 3

    An AE call on day 10 of every trial where three or more colleagues have signed up

    List current trials with three or more users from one domain and call them this week.

    High impact First result in 3 weeks

02

Your idea portfolio

21 ideas, grouped by when to run them. Open any idea for how to run it: the steps, who to approach, copy you can use, and how to measure it.

  • 6 ideas are marked Unexpected: plays you are unlikely to have tried.

    1 of these are things Programmable can build and run for you.

Every idea placed by the effort it takes against the impact it could have. Quick wins sit top left; select a number to open that idea. The filters below narrow the list by status, timing, category and what Programmable can build.

Effort vs impactEach number is an idea. Select one to open it.
Impact →
Quick wins · 4Big bets · 6Fill-ins · 5Reconsider · 6
Effort →

Showing 21 of 21 ideas

This week 6

Quick wins with a clear first action.

  • 01

    UpCodes grew to 800,000 monthly users and 6,400+ organizations "without the support of a fully built-out sales team". The best outbound list it will ever have is already in its own user table: firms where several architects use the product on personal or single seats.

    High impactLow effort First result in 2 weeks Senior Sales Development Repr…

    First action

    Run one query: active users in the last 30 days grouped by email domain, excluding free email providers and existing Enterprise accounts, sorted by count.

    How to measure it

    Enterprise opportunities from product-qualified firms

    Now
    –
    Target
    25 opportunities
    By
    60 days

    Steps

    1. 1

      Write the query

      Active users in 30 days by email domain, with seat type, Copilot use and top jurisdictions.

      Senior Sales Development Representative 2 hours

    2. 2

      Set the threshold

      Five or more active users and no Enterprise contract; flag ENR Top 100 firms separately.

      Senior Account Executive 30 minutes

    3. 3

      Name the champion

      The most active user at each firm, and the most senior title seen.

      Senior Sales Development Representative 1 hour

    4. 4

      Write the opener

      Lead with what the firm already does in UpCodes and offer a Plan Review on one of their sets.

      Senior Account Executive 1 hour

    5. 5

      Send to the CRM daily

      New firms land in the SDR queue each morning with the context attached.

      Senior Sales Development Representative 1 day once

    6. 6

      Call within a day

      SDRs work the list before cold accounts; AEs take every meeting booked from it.

      Sales Development Representative daily

    7. 7

      Review weekly

      Meetings, opportunities and win rate from the list against cold outbound.

      Senior Account Executive 30 minutes a week

    First result
    2 weeks
    Cost
    $0, about two days of work
    Owner
    Senior Sales Development Representative

    Smallest test

    Pull the top 30 firms by hand this week and have one SDR call them before the rest of the list.

    Run this outreach. The sequence sent for you: addresses found and verified, replies routed to your CRM. Usually live within days.

    Book a working session

    Why it works

    Group active users by company email domain each morning. Any firm with five or more active users and no Enterprise contract goes to the SDR queue with the user count, the jurisdictions they research, whether anyone used Copilot, and who the most active person is. The SDR opens with what the firm already does in UpCodes, not with a cold pitch.

    The SDRs are hired to run outbound across email, phone and LinkedIn, and the AEs to turn inbound and prospecting into Enterprise deals. A firm with ten architects on Essentials is one call away from a team plan with bulk discounts at 25+, and the Enterprise-only Plan Review is the reason to have that call now.

    Ready to use

    EmailOpener to a firm already using UpCodes

    Subject: {count} people at {firm} use UpCodes

Hi {first name},

{count} people at {firm} used UpCodes this month, mostly for {jurisdictions}. Most firms your size move to one team account so the research, bookmarks and Copilot answers are shared, and so you get AI Plan Review.

Plan Review has checked 1,300+ plan sets so far and surfaced more than $1 million in average construction-phase exposure per project. Want us to run it on one of your current sets so you can see what it catches?

{name}
UpCodes

    Risks and how to handle them

    • Users feel watched when sales mentions their usage

      Reference firm-level counts, never an individual's activity, and lead with an offer.

    Evidence

    • HiringSales Development Representative post: "UpCodes has grown rapidly through product-led momentum, without the support of a fully built-out sales team"; run outbound across email, phone and LinkedIn and hand qualified meetings to AEs.Source
    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • HiringAccount Executive posts: "We've seen fantastic traction growing the product, and we're doubling down our focus on sales and marketing to accelerate growth"; manage inbound leads and prospect new accounts; own the cycle "from first conversation and product demos through negotiation and procurement"; attend industry conferences "typically 1-2 times per quarter"; "Help define and scale the SDR-to-AE partnership".Source
  • 02

    The October 16 release has the strongest proof UpCodes owns (1,300+ plan sets, 180,000+ issues, more than $1 million in average exposure per project, DFW Airport adopting), and it sits in a resources feed. The pricing page still calls Plan Review "early access".

    High impactLow effort First result in 2 weeks Senior Account Executive

    First action

    Write the one-line proof statement and get the three adopters' approval to be named next to it.

    How to measure it

    Enterprise demo requests

    Now
    –
    Target
    +30%
    By
    4 weeks

    Steps

    1. 1

      Write the line

      "1,300+ plan sets reviewed, 180,000+ issues found, more than $1M in average exposure per project."

      Senior Account Executive 30 minutes

    2. 2

      Confirm names

      Written approval from DFW Airport, BDG and Hereford Dooley to appear on pricing.

      Senior Account Executive 1 week

    3. 3

      Update pricing

      Move Plan Review from a banner to a line under Enterprise with the numbers.

      CEO 1 hour

    4. 4

      Build the leave-behind

      One page: the numbers, a real redacted finding with its citation, and how a pilot works.

      Senior Account Executive 3 hours

    5. 5

      Arm the SDRs

      The same numbers in the first-touch email and call script.

      Senior Sales Development Representative 1 hour

    6. 6

      Track it

      Demo requests tagged by page, before and after.

      Account Executive 15 minutes a week

    First result
    2 weeks
    Cost
    $0
    Owner
    Senior Account Executive

    Smallest test

    Use the leave-behind in the next five Enterprise demos and ask what landed.

    Why it works

    Add one line of proof under the Plan Review section of the homepage and next to Enterprise on pricing, and give AEs a one-page PDF with the three numbers, the named adopters and a sample finding with its code citation.

    Plan Review is Enterprise only, so every one of those numbers is an argument for the contract the AEs are hired to close. Buyers in AEC trust exposure in dollars more than hours saved.

    Risks and how to handle them

    • An "issues found" count reads as fear marketing to architects

      Pair it with the citation-backed sample finding so it reads as quality control.

    Evidence

    • Your websitePress release (October 16, 2026): AI Plan Review has reviewed 1,300+ plan sets and identified more than 180,000 potential issues; Dallas-Fort Worth Airport, BDG Architects and Hereford Dooley Architects are among new adopters; it "has surfaced more than $1 million in average construction-phase exposure per project". The October 15 release added checking drawings against specifications.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • HiringAccount Executive posts: "We've seen fantastic traction growing the product, and we're doubling down our focus on sales and marketing to accelerate growth"; manage inbound leads and prospect new accounts; own the cycle "from first conversation and product demos through negotiation and procurement"; attend industry conferences "typically 1-2 times per quarter"; "Help define and scale the SDR-to-AE partnership".Source
  • 03

    The 2-week trial ends with a card or a lapse, and most firms trial one person at a time. A trial with three colleagues from the same firm is a team buying decision being made without anyone from UpCodes in the room.

    High impactLow effort First result in 3 weeks Account Executive

    First action

    List current trials with three or more users from one domain and call them this week.

    How to measure it

    Paid conversion of trials with 3+ colleagues

    Now
    –
    Target
    +40% relative
    By
    6 weeks

    Steps

    1. 1

      Define the trigger

      Third trial from one company domain within 30 days.

      Account Executive 30 minutes

    2. 2

      Create the task

      A CRM task for day 10 with the names, roles and what they researched.

      Senior Sales Development Representative 2 hours

    3. 3

      Write the offer

      Team price, a shared project setup and a Plan Review on one set.

      Account Executive 1 hour

    4. 4

      Call, then email

      A short call to the most senior trialist, with an email fallback.

      Account Executive 15 minutes each

    5. 5

      Extend when it helps

      A one-week extension for groups mid-evaluation.

      Senior Account Executive as needed

    6. 6

      Measure

      Conversion of called trials against the prior month.

      Account Executive weekly

    First result
    3 weeks
    Cost
    $0
    Owner
    Account Executive

    Smallest test

    Call every qualifying trial for two weeks and compare conversion to the two weeks before.

    Why it works

    When a third person from the same email domain starts a trial, the AE gets a task for day 10: a short call or email offering a team price, Copilot setup for the group, and a Plan Review on one live project.

    AEs are told to manage inbound leads and own the cycle from first demo to procurement. A multi-person trial is the warmest inbound UpCodes gets, and the team discount at 25+ users and Enterprise-only Plan Review give the AE something concrete to offer.

    Risks and how to handle them

    • Too many tasks for two AEs

      Start with firms over 20 employees and widen as the team grows.

    Builds on

    Evidence

    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • HiringAccount Executive posts: "We've seen fantastic traction growing the product, and we're doubling down our focus on sales and marketing to accelerate growth"; manage inbound leads and prospect new accounts; own the cycle "from first conversation and product demos through negotiation and procurement"; attend industry conferences "typically 1-2 times per quarter"; "Help define and scale the SDR-to-AE partnership".Source
    • HiringSales Development Representative post: "UpCodes has grown rapidly through product-led momentum, without the support of a fully built-out sales team"; run outbound across email, phone and LinkedIn and hand qualified meetings to AEs.Source
  • 04

    A building official quoted on the homepage says it is "so much easier to email a link to a code section or image of a diagram". Every link an official sends reaches an architect or contractor who has to comply, often for the first time on UpCodes.

    Medium impactLow effort First result in 1 month Customer Support Specialist

    First action

    List government-domain accounts and count how many share links each month.

    How to measure it

    Trials from government-shared links

    Now
    –
    Target
    150 a month
    By
    8 weeks

    Steps

    1. 1

      Find the officials

      Accounts on .gov and municipal domains, and their sharing activity.

      Customer Support Specialist 2 hours

    2. 2

      Design the banner

      One quiet line naming the department, with the local code and a trial link.

      CEO 1 day

    3. 3

      Ask permission

      Officials opt in to being named on links they share.

      Customer Support Specialist 1 week

    4. 4

      Offer free accounts

      A free government tier for building departments that opt in.

      Senior Account Executive 1 hour

    5. 5

      Track by city

      Trials and paid seats by referring department.

      Senior Sales Development Representative 1 day once

    6. 6

      Feed sales

      Cities with the most shared traffic become AE territory priorities.

      Senior Account Executive monthly

    First result
    1 month
    Cost
    $0, about three days of engineering
    Owner
    Customer Support Specialist

    Smallest test

    Ask five friendly building officials to opt in and add the banner to their links only.

    Why it works

    When a link is shared from a government account, show a light banner to the person who opens it: "Shared by the City of DuPont building department via UpCodes", with a trial offer and the local amendments one click away. Offer officials a free government account in return.

    It turns the most trusted sender in a jurisdiction into a referral channel at no cost, and it shows the AEs which cities are sending the most traffic, which is where firms will buy.

    Risks and how to handle them

    • Officials must stay neutral about vendors

      Name the department only with consent, and never imply the department endorses UpCodes.

    Evidence

    • Your websiteTestimonials include a building official: "UpCodes changed how I interact with the public. It's so much easier to email a link to a code section or image of a diagram" (Building Official, City of DuPont), and Mortenson's Design Phase Manager on Copilot: "This is a game changer for me."Source
    • Your websiteResources: "UpCodes Copilot vs. Generic AI Models" research, "The State of AI in AEC: 2026 Report", product roadmap webinars (October 2025, March 2026, June 2026), and solution pages for Architects, Engineers, Construction, Government and Building Product Manufacturers.Source
    • HiringCustomer Support Specialist post: runs the support phone line, chat and email; works with "Product, Content, and in-house building-code expert teams"; leads expansion of the external knowledge base; uses Chargebee for subscriptions.Source
  • 05

    UpCodes already published research on Copilot against generic AI models. The comparison is persuasive but abstract; architects will believe ten real questions with both answers and the citations next to them.

    Medium impactLow effort First result in 3 weeks Building code expert team

    First action

    Have the code experts pick ten questions where generic AI answers are commonly wrong or out of date.

    How to measure it

    Professional trials from the comparison page

    Now
    –
    Target
    200
    By
    6 weeks

    Steps

    1. 1

      Pick the questions

      Ten common questions across building, fire, energy and accessibility code.

      Building-code expert team 2 hours

    2. 2

      Run both

      The same wording in a generic assistant and in Copilot, with the date and model noted.

      Building-code expert team 2 hours

    3. 3

      Mark the answers

      Correct, partly correct or wrong, with the section that settles it.

      Building-code expert team 3 hours

    4. 4

      Publish the page

      Clean side-by-side layout with a "try your own question" box into the trial.

      CEO 1 day

    5. 5

      Give it to sales

      SDRs and AEs use it as a first-touch link.

      Senior Sales Development Representative 30 minutes

    6. 6

      Rerun quarterly

      Rerun the questions as models change and date the page.

      Building-code expert team quarterly

    First result
    3 weeks
    Cost
    $0
    Owner
    Building code expert team

    Smallest test

    Post three of the comparisons on LinkedIn and count trial clicks.

    Why it works

    Pick ten questions architects ask every week (egress widths, ceiling heights, accessible routes, energy code), show the generic AI answer and the Copilot answer with its jurisdiction and section citation, and mark which one is correct and why.

    Professional is the Copilot tier at $68 a month, so the argument for upgrading from Essentials is exactly "generic AI gets codes wrong". A side-by-side is shareable by architects and gives SDRs a link that starts conversations.

    Risks and how to handle them

    • A model update makes the comparison look stale or unfair

      Date every run, name the model, and rerun each quarter.

    Evidence

    • Your websiteResources: "UpCodes Copilot vs. Generic AI Models" research, "The State of AI in AEC: 2026 Report", product roadmap webinars (October 2025, March 2026, June 2026), and solution pages for Architects, Engineers, Construction, Government and Building Product Manufacturers.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
  • 06

    robots.txt blocks every crawler except Google and Bing, and pages say "noai". That shuts out AI search tools (ChatGPT search, Perplexity, Claude) that retrieve and cite pages live, not only the crawlers that collect training data.

    High impactLow effort First result in 4-8 weeks CEO

    First action

    List which AI crawlers are search-time retrievers versus training crawlers, and draft the robots.txt change for counsel to review.

    How to measure it

    Monthly visits from AI search referrers

    Now
    –
    Target
    25,000
    By
    3 months

    Steps

    1. 1

      Separate the bots

      Search-time retrievers allowed; training crawlers and archive bots stay blocked.

      CEO 2 hours

    2. 2

      Get legal sign-off

      Counsel reviews against the copyright cases and the Pro Codes Act position.

      CEO 1 week

    3. 3

      Limit the scope

      Free public code pages only; diagrams, projects and Copilot stay blocked.

      CEO 1 hour

    4. 4

      Ship the change

      robots.txt and the meta robots tag updated together.

      CEO 1 hour

    5. 5

      Measure referrals

      Track chatgpt.com, perplexity.ai and similar referrers and the trials they start.

      Senior Sales Development Representative weekly

    6. 6

      Review in 90 days

      Keep, widen or reverse based on referrals and any scraping seen.

      CEO 1 hour

    First result
    4 to 8 weeks
    Cost
    $0
    Owner
    CEO

    Smallest test

    Allow search crawlers on one state hub for 60 days and compare referrals with a matched state.

    Why it works

    Allow the search-specific crawlers (OAI-SearchBot, PerplexityBot, Claude-SearchBot and similar) on the free public code pages only, keep training crawlers (GPTBot, ClaudeBot, Google-Extended) and everything behind login blocked, and measure referrals from AI search.

    When an architect asks an assistant about egress in Ohio, a cited UpCodes page is a free, high-intent visit. It also supports the open-law argument UpCodes makes: free law should be findable where people now search.

    Risks and how to handle them

    • Content is scraped and reused by AI companies

      Allow only search-time user agents, rate limit them, and keep training crawlers blocked.

    • Code publishers use it in litigation

      Limit it to pages UpCodes already serves free to everyone, after counsel review.

    Evidence

    • Search resultsrobots.txt disallows every crawler except Googlebot and Bingbot (so AI search crawlers such as OAI-SearchBot and PerplexityBot are blocked), and pages carry meta robots "noarchive,noai".Source
    • Your websitePro Codes Act page: code publishers "have brought 6 lawsuits against UpCodes since 2017, none of which has been successful for them so far"; "For many laws on our site, UpCodes is the only place to access the law online for free"; a form sends a pre-written letter to Congress.Source
    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
    • Your websiteThe homepage links hub pages by state (California, Florida, New York City, Ohio, Washington and others) and by code type (building, fire, energy, accessibility, electrical and more).Source

This quarter 9

The core plays for the next three months.

  • 07

    UpCodes updates an average of 58,000 sections a month as jurisdictions adopt and amend codes. Each adoption is a deadline for every firm with a project in that place, and UpCodes knows first.

    High impactMedium effort First result in 1 month Building code expert team

    First action

    List the jurisdictions with adoptions taking effect in the next 90 days.

    How to measure it

    Meetings booked from adoption alerts

    Now
    –
    Target
    30
    By
    end of quarter

    Steps

    1. 1

      Track adoptions

      A feed of adoptions and effective dates from the content team.

      Building-code expert team 1 week

    2. 2

      Find affected users

      Users who researched the jurisdiction in 90 days, grouped by firm.

      Senior Sales Development Representative 2 days

    3. 3

      Write the alert

      What changed, when, and the sections that matter, with links.

      Building-code expert team 2 hours per alert

    4. 4

      Send and route

      Alerts to users; firm lists to SDRs the same day.

      Sales Development Representative per adoption

    5. 5

      Offer a webinar

      A 30-minute "what changes in {state}" session for big adoptions.

      Building-code expert team 1 hour each

    6. 6

      Measure

      Opens, returns, trials and meetings by alert.

      Senior Sales Development Representative monthly

    First result
    1 month
    Cost
    $0, about two weeks of work
    Owner
    Building code expert team

    Smallest test

    Send one alert for the next big adoption and count returns and replies.

    Why it works

    When a jurisdiction adopts a new code year or a major amendment, email every user who researched it in the last 90 days with what changed, the effective date and the sections most likely to affect active projects, and send the SDRs the firms with the most affected users.

    It gives users a reason to come back that no generic tool can, and it gives the SDRs a timely, non-salesy reason to call: "Ohio's new code takes effect on this date; here is what changes for your projects."

    Risks and how to handle them

    • An alert misstates a change

      Every alert is reviewed by a code expert and links to the source section.

    Evidence

    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
    • HiringSales Development Representative post: "UpCodes has grown rapidly through product-led momentum, without the support of a fully built-out sales team"; run outbound across email, phone and LinkedIn and hand qualified meetings to AEs.Source
    • Your websiteThe homepage links hub pages by state (California, Florida, New York City, Ohio, Washington and others) and by code type (building, fire, energy, accessibility, electrical and more).Source
  • 08

    93% of ENR's Top 100 U.S. design firms use UpCodes, yet Plan Review is Enterprise only and in early access. Those firms are the shortest path to large Enterprise contracts and to more named proof.

    High impactMedium effort First result in 6 weeks Senior Account Executive

    First action

    Match the ENR Top 100 list to accounts and rank by active users and Enterprise status.

    How to measure it

    Enterprise contracts from Top 100 pilots

    Now
    –
    Target
    10
    By
    2 quarters

    Steps

    1. 1

      Rank the firms

      Top 100 firms by active users, with current plan and champion.

      Senior Account Executive 1 day

    2. 2

      Write the pilot terms

      Ten sets, 30 days, a findings report and a decision meeting.

      Senior Account Executive 2 hours

    3. 3

      Pair a code expert

      Each pilot has an in-house code expert who reviews the findings.

      Building-code expert team 1 hour per pilot

    4. 4

      Invite by name

      Senior AE emails the champion and the QA/QC lead together.

      Senior Account Executive 1 week

    5. 5

      Report results

      Findings, exposure estimate and hours saved, in one page per firm.

      Building-code expert team per pilot

    6. 6

      Propose

      An Enterprise proposal at the decision meeting.

      Senior Account Executive per pilot

    First result
    6 weeks
    Cost
    Compute plus code-expert time, about 4 hours per pilot
    Owner
    Senior Account Executive

    Smallest test

    Offer the pilot to five Top 100 firms with the most active users.

    Why it works

    Offer every Top 100 firm a 30-day pilot: ten plan sets reviewed free with a findings report reviewed by an UpCodes code expert, ending in an Enterprise proposal priced for the firm's seat count.

    Senior AEs are hired for consultative cycles with multiple stakeholders. A pilot on the firm's own drawings turns "early access" into a measured result the principal and the QA/QC lead can both see.

    Risks and how to handle them

    • Pilots consume expert time without converting

      Require a named decision-maker and a decision date before the pilot starts.

    Builds on

    Evidence

    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
    • Your websitePress release (October 16, 2026): AI Plan Review has reviewed 1,300+ plan sets and identified more than 180,000 potential issues; Dallas-Fort Worth Airport, BDG Architects and Hereford Dooley Architects are among new adopters; it "has surfaced more than $1 million in average construction-phase exposure per project". The October 15 release added checking drawings against specifications.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • HiringAccount Executive posts: "We've seen fantastic traction growing the product, and we're doubling down our focus on sales and marketing to accelerate growth"; manage inbound leads and prospect new accounts; own the cycle "from first conversation and product demos through negotiation and procurement"; attend industry conferences "typically 1-2 times per quarter"; "Help define and scale the SDR-to-AE partnership".Source
  • 09

    UpCodes is registered in SAM.gov, already has a Government solution page and building officials among its users, while CivicPlus and CodeComply.Ai are selling AI plan review to local governments and Florida's League of Cities has published a buyer's guide.

    High impactMedium effort First result in 1 quarter Account Executive

    First action

    List the 30 Florida departments with the most UpCodes users and contact the five most active.

    How to measure it

    Building departments under contract

    Now
    –
    Target
    5
    By
    3 quarters

    Steps

    1. 1

      Package the offer

      Pre-check at intake, cited findings and a simple price per department.

      Senior Account Executive 2 weeks

    2. 2

      Prepare procurement

      SAM registration current, W-9, insurance and a cooperative purchasing route.

      CEO 2 weeks

    3. 3

      Pick Florida first

      Departments with active UpCodes officials and heavy permit volume.

      Account Executive 1 week

    4. 4

      Run three pilots

      Free 60-day pilots with a measured review-time result.

      Account Executive 2 months

    5. 5

      Publish a case study

      Review time before and after, with the department's approval.

      Account Executive 1 week

    6. 6

      Expand by state

      Use the case study in the next two states by permit volume.

      Senior Account Executive ongoing

    First result
    1 quarter
    Cost
    Procurement time plus pilot support
    Owner
    Account Executive

    Smallest test

    Offer one department a 60-day pilot and measure first-review turnaround.

    Why it works

    Package Plan Review for building departments (intake pre-check, cited findings, a portal applicants can see), price it per department, and run a Florida-first outreach to departments named in the buyer's guide conversations and those whose officials already share UpCodes links.

    Departments are buying now and competitors are moving. UpCodes has the code library depth (11M+ sections) and an existing base of officials, which a plan-review-only vendor does not.

    Risks and how to handle them

    • Government cycles are slow

      Start with pilots and cooperative contracts, not RFPs.

    • Code publishers lobby departments

      Lead with review speed and accuracy, which is what departments buy.

    Builds on

    Evidence

    • programmable.infoSAM.gov: UpCodes, Inc. holds an active federal registration for all awards (registered October 27, 2025, expires October 28, 2026), small business, Austin, Texas.Source
    • Competitor researchCivicPlus partnered with CodeComply.Ai (March 19, 2026) to bring AI building plan review to local governments; Archistar sells AI PreCheck to councils; the Florida League of Cities published a buyer's guide to AI tools for building permitting in August 2026.Source
    • Your websiteResources: "UpCodes Copilot vs. Generic AI Models" research, "The State of AI in AEC: 2026 Report", product roadmap webinars (October 2025, March 2026, June 2026), and solution pages for Architects, Engineers, Construction, Government and Building Product Manufacturers.Source
    • Your websiteTestimonials include a building official: "UpCodes changed how I interact with the public. It's so much easier to email a link to a code section or image of a diagram" (Building Official, City of DuPont), and Mortenson's Design Phase Manager on Copilot: "This is a game changer for me."Source
  • 10

    AEs are expected at one or two industry conferences a quarter. A booth with a brochure competes with everyone; a booth that reviews an attendee's own sheet in minutes gives them a result to take back to the office.

    Medium impactMedium effort First result in Next conference Senior Account Executive

    First action

    Email registered attendees of the next conference with a "bring one sheet" invitation and booking link.

    How to measure it

    Pipeline per conference

    Now
    –
    Target
    $250k
    By
    each conference

    Steps

    1. 1

      Choose the events

      Two per quarter where architects and QA/QC leads attend.

      Senior Account Executive 1 hour

    2. 2

      Invite ahead

      Pre-show email and LinkedIn to registered attendees with booking slots.

      Sales Development Representative 1 week

    3. 3

      Set up the booth

      A large screen running Plan Review on uploaded sheets.

      Account Executive 1 day

    4. 4

      Hand over findings

      A printed and emailed summary with citations.

      Account Executive at the show

    5. 5

      Follow up in 48 hours

      Offer the full-set pilot.

      Sales Development Representative after the show

    6. 6

      Report

      Reviews run, meetings and pipeline per event.

      Senior Account Executive after each show

    Who to approach

    • AIA Conference on Architecture

      The largest gathering of U.S. architects, UpCodes' core users.

    • CSI / CONSTRUCT

      Spec writers and QA/QC leads, matching the new drawings-against-specs check.

    First result
    Next conference
    Cost
    $8,000 to $20,000 per conference
    Owner
    Senior Account Executive

    Smallest test

    Run it at one regional AIA chapter event before a national show.

    Why it works

    At each conference, invite attendees ahead of time to bring or upload one sheet, run Plan Review live, hand over the findings with citations, and book a follow-up for the full set.

    It shows the product doing the job on the buyer's own work, creates a natural reason to follow up, and produces leads already qualified by a real project.

    Risks and how to handle them

    • Attendees won't share drawings at a booth

      Offer a sample sheet and a private upload link for later.

    Evidence

    • HiringAccount Executive posts: "We've seen fantastic traction growing the product, and we're doubling down our focus on sales and marketing to accelerate growth"; manage inbound leads and prospect new accounts; own the cycle "from first conversation and product demos through negotiation and procurement"; attend industry conferences "typically 1-2 times per quarter"; "Help define and scale the SDR-to-AE partnership".Source
    • Your websitePress release (October 16, 2026): AI Plan Review has reviewed 1,300+ plan sets and identified more than 180,000 potential issues; Dallas-Fort Worth Airport, BDG Architects and Hereford Dooley Architects are among new adopters; it "has surfaced more than $1 million in average construction-phase exposure per project". The October 15 release added checking drawings against specifications.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
  • 11

    Copilot surfaces assemblies and compliant products while architects research, and UpCodes already has a Building Product Manufacturers solution page. Manufacturers pay heavily to be specified; UpCodes is at the moment of specification.

    Medium impactMedium effort First result in 1 quarter Account Executive

    First action

    Interview three manufacturers about how they track specification today.

    How to measure it

    Manufacturer listing revenue

    Now
    –
    Target
    $300k annual
    By
    3 quarters

    Steps

    1. 1

      Set the rules

      Placement is labelled, never changes answers, and requires verified data.

      CEO 1 week

    2. 2

      Interview manufacturers

      Three conversations on how they track being specified.

      Account Executive 1 week

    3. 3

      Build the listing

      Verified product data tied to assemblies and code sections.

      Building-code expert team 4 weeks

    4. 4

      Report views

      Monthly report of views and saves by region and firm type.

      Account Executive 2 weeks

    5. 5

      Sign three

      Launch customers across three product categories.

      Account Executive 6 weeks

    6. 6

      Review neutrality

      Check that answers are unchanged by placement.

      Building-code expert team quarterly

    First result
    1 quarter
    Cost
    About a month of product work
    Owner
    Account Executive

    Smallest test

    Sell one manufacturer a labelled listing in one assembly category.

    Why it works

    Offer manufacturers a verified listing: complete compliance data on their products, matched to the assemblies and codes they satisfy, with clear labelling and a report of how often architects viewed them.

    It opens a second revenue line that does not depend on firm seats, and better product data makes Copilot's answers more useful to architects.

    Risks and how to handle them

    • Architects distrust paid placement

      Clear labels, verified data only, and no effect on what Copilot answers.

    Evidence

    • Your websiteResources: "UpCodes Copilot vs. Generic AI Models" research, "The State of AI in AEC: 2026 Report", product roadmap webinars (October 2025, March 2026, June 2026), and solution pages for Architects, Engineers, Construction, Government and Building Product Manufacturers.Source
    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
  • 12

    Professional is the Copilot plan, but a trialist who never asks Copilot a question about their own project never sees the difference from Essentials. The support specialist is hired to run phone, chat and the knowledge base.

    Medium impactLow effort First result in 3 weeks Customer Support Specialist

    First action

    Write the three starter prompts for the five most-researched jurisdictions.

    How to measure it

    Trials with a Copilot question on day one

    Now
    –
    Target
    60%
    By
    6 weeks

    Steps

    1. 1

      Write starter prompts

      Three prompts per top jurisdiction, tested by the code experts.

      Building-code expert team 1 day

    2. 2

      Send the welcome

      Prompts in the first email and inside the product.

      Customer Support Specialist 2 hours

    3. 3

      Offer a call

      A five-minute setup call booked from the welcome.

      Customer Support Specialist ongoing

    4. 4

      Expand the help center

      Articles on prompting and on checking a citation.

      Customer Support Specialist 1 week

    5. 5

      Log confusion

      Weekly list of questions that stump trialists, sent to product.

      Customer Support Specialist 30 minutes a week

    6. 6

      Measure

      Day-one Copilot use and conversion by cohort.

      Customer Support Specialist weekly

    First result
    3 weeks
    Cost
    $0
    Owner
    Customer Support Specialist

    Smallest test

    Send the jurisdiction prompts to one week of trials and compare conversion.

    Why it works

    Every new trial gets a short welcome with three prompts tailored to their jurisdiction, a five-minute optional setup call with support, and help-center articles on prompting (UpCodes already published prompting tips).

    Getting a first cited answer on a real project is the moment a trial becomes a sale, and support can see which questions confuse users and feed them back to product.

    Risks and how to handle them

    • Calls overload one support person

      Offer calls only to Professional trials at firms over five people.

    Evidence

    • HiringCustomer Support Specialist post: runs the support phone line, chat and email; works with "Product, Content, and in-house building-code expert teams"; leads expansion of the external knowledge base; uses Chargebee for subscriptions.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • Your websiteResources: "UpCodes Copilot vs. Generic AI Models" research, "The State of AI in AEC: 2026 Report", product roadmap webinars (October 2025, March 2026, June 2026), and solution pages for Architects, Engineers, Construction, Government and Building Product Manufacturers.Source
  • 13

    UpCodes published a State of AI in AEC report, but one national report gives an SDR one opener. Cut by state and firm size, it gives a relevant reason to contact every account on the list.

    Medium impactLow effort First result in 4 weeks Sales Development Representat…

    First action

    Check whether the report data can be split by state and firm size with enough responses per cut.

    How to measure it

    Outbound reply rate

    Now
    –
    Target
    2× generic outbound
    By
    6 weeks

    Steps

    1. 1

      Check the data

      Minimum responses per state and size before publishing a cut.

      Building-code expert team 1 day

    2. 2

      Write ten cuts

      One page each, one finding, one local code note.

      Sales Development Representative 1 week

    3. 3

      Build the sequence

      Three touches using the cut for the prospect's state.

      Senior Sales Development Representative 1 day

    4. 4

      A/B test

      Cut-based sequence against the generic one.

      Senior Sales Development Representative 4 weeks

    5. 5

      Share wins

      Messages that book meetings go into the SDR playbook.

      Senior Sales Development Representative weekly

    6. 6

      Refresh

      Update with next year's report.

      Sales Development Representative yearly

    First result
    4 weeks
    Cost
    $0
    Owner
    Sales Development Representative

    Smallest test

    Write two state cuts and test them on 100 prospects.

    Why it works

    Produce one-page cuts of the report for the top ten states and three firm sizes, each with one finding and a local code-change note, and use them as the first touch in outbound.

    The SDR role is new and the playbook is being written. Content that is specific to the prospect's state makes cold outreach read like research, which is what AEC principals respond to.

    Risks and how to handle them

    • Small samples per state

      Merge neighbouring states when a cut is too thin.

    Evidence

    • Your websiteResources: "UpCodes Copilot vs. Generic AI Models" research, "The State of AI in AEC: 2026 Report", product roadmap webinars (October 2025, March 2026, June 2026), and solution pages for Architects, Engineers, Construction, Government and Building Product Manufacturers.Source
    • HiringSales Development Representative post: "UpCodes has grown rapidly through product-led momentum, without the support of a fully built-out sales team"; run outbound across email, phone and LinkedIn and hand qualified meetings to AEs.Source
    • Your websiteThe homepage links hub pages by state (California, Florida, New York City, Ohio, Washington and others) and by code type (building, fire, energy, accessibility, electrical and more).Source
  • 14

    The homepage claims under-two-month payback, about $1,400 a month in savings per user at 25+ users and 15+ hours saved per user. Those numbers do nothing until a principal sees them for their own headcount.

    Medium impactMedium effort First result in 1 month Senior Account Executive

    First action

    Write down how each homepage figure is calculated so the calculator uses the same method.

    How to measure it

    Win rate on deals with ROI link forwarded

    Now
    –
    Target
    +10 points
    By
    end of quarter

    Steps

    1. 1

      Document the method

      Inputs and assumptions behind each homepage outcome.

      Senior Account Executive 1 day

    2. 2

      Build the calculator

      Seats, billing rate and project volume in; savings and payback out.

      CEO 1 week

    3. 3

      Prefill per deal

      AE link with the firm's numbers already entered.

      Senior Account Executive 10 minutes per deal

    4. 4

      Track opens

      Who opened it and whether it was forwarded.

      Account Executive 2 days

    5. 5

      Use in proposals

      The same figures in the Enterprise proposal.

      Senior Account Executive per deal

    6. 6

      Compare win rates

      Deals with and without the link.

      Senior Account Executive monthly

    First result
    1 month
    Cost
    $0, about a week of work
    Owner
    Senior Account Executive

    Smallest test

    Send a spreadsheet version after the next ten demos.

    Why it works

    Build a simple calculator prefilled by the AE with the firm's seats and billing rate, showing hours saved, savings and payback, with the method stated, and send it as a link after every demo for the buyer to forward.

    Senior AEs sell to several stakeholders; a forwarded ROI link carries the case to the principal or CFO who wasn't on the call.

    Risks and how to handle them

    • Buyers challenge the assumptions

      Show the method and let them change every input.

    Evidence

    • Your websiteClient outcomes on the homepage: "Under 2 month payback period based on hours saved alone", "Nearly $1,400 in monthly savings per user by replacing ad-hoc spend (25+ users)", "15+ hours saved per month for each UpCodes user on average", "Over 1200% ROI".Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • HiringAccount Executive posts: "We've seen fantastic traction growing the product, and we're doubling down our focus on sales and marketing to accelerate growth"; manage inbound leads and prospect new accounts; own the cycle "from first conversation and product demos through negotiation and procurement"; attend industry conferences "typically 1-2 times per quarter"; "Help define and scale the SDR-to-AE partnership".Source
  • 15

    Support handles phone, chat and email and manages subscriptions in Chargebee. Questions about SSO, adding a colleague, moving billing to the company or a second office are buying signals that today end as support answers.

    Medium impactLow effort First result in 1 month Customer Support Specialist

    First action

    Search the last 90 days of tickets for SSO, seats, invoice and team, and count them.

    How to measure it

    Expansion from support-routed accounts

    Now
    –
    Target
    $100k annualized
    By
    2 quarters

    Steps

    1. 1

      Count the signals

      Last 90 days of tickets mentioning SSO, seats, invoices, teams.

      Customer Support Specialist 2 hours

    2. 2

      Set the tags

      Automatic tags in the help desk.

      Customer Support Specialist 1 hour

    3. 3

      Create AE tasks

      Tagged tickets create a CRM task with account context.

      Senior Sales Development Representative 1 day

    4. 4

      Answer as usual

      Support resolves the question; the AE follows up separately.

      Customer Support Specialist ongoing

    5. 5

      Close the loop

      AE notes the outcome on the ticket.

      Account Executive ongoing

    6. 6

      Review monthly

      Tickets routed, meetings and expansion.

      Senior Account Executive monthly

    First result
    1 month
    Cost
    $0
    Owner
    Customer Support Specialist

    Smallest test

    Route SSO tickets only for a month.

    Why it works

    Tag those tickets automatically and create an AE task with the account context, while support answers the question as usual.

    It catches expansion that is already happening and costs nothing, and it tightens the support-to-sales loop the AE posts ask for.

    Risks and how to handle them

    • Customers feel upsold after a support question

      AE follow-up offers help with the team setup first.

    Evidence

    • HiringCustomer Support Specialist post: runs the support phone line, chat and email; works with "Product, Content, and in-house building-code expert teams"; leads expansion of the external knowledge base; uses Chargebee for subscriptions.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • HiringAccount Executive posts: "We've seen fantastic traction growing the product, and we're doubling down our focus on sales and marketing to accelerate growth"; manage inbound leads and prospect new accounts; own the cycle "from first conversation and product demos through negotiation and procurement"; attend industry conferences "typically 1-2 times per quarter"; "Help define and scale the SDR-to-AE partnership".Source

Big bets 3

Larger plays that can change the trajectory.

  • 16

    Plan Review asks firms to upload sets; QA/QC happens where the drawings are marked up. A check that runs inside those tools becomes part of the workflow instead of a separate step.

    High impactHigh effort First result in 2 quarters CEO

    First action

    Ask the ten largest Plan Review users which tool they review drawings in.

    How to measure it

    Share of Plan Review runs from integrations

    Now
    –
    Target
    40%
    By
    3 quarters

    Steps

    1. 1

      Pick the first tool

      The one most Plan Review users already work in.

      CEO 1 week

    2. 2

      Join the partner program

      Developer access and marketplace listing terms.

      CEO 3 weeks

    3. 3

      Build the integration

      Run a review and return findings as markups.

      CEO 8 weeks

    4. 4

      Beta with five firms

      Existing Enterprise customers.

      Senior Account Executive 4 weeks

    5. 5

      List in the marketplace

      With a case study from the beta.

      Account Executive 2 weeks

    6. 6

      Add the second tool

      Repeat for the next most used tool.

      CEO 1 quarter

    First result
    2 quarters
    Cost
    About two quarters of engineering
    Owner
    CEO

    Smallest test

    A file-sync integration that picks up new sets from a shared folder.

    Why it works

    Build integrations that run Plan Review from within the drawing and markup tools firms already use, returning cited findings as markups, and list them in each vendor's marketplace.

    It makes the Enterprise product sticky, opens marketplace discovery to firms that have never heard of UpCodes, and supports the drawings-against-specs check released in October.

    Risks and how to handle them

    • Platform terms change

      Keep the standalone upload path and build for two tools.

    Builds on

    Evidence

    • Your websitePress release (October 16, 2026): AI Plan Review has reviewed 1,300+ plan sets and identified more than 180,000 potential issues; Dallas-Fort Worth Airport, BDG Architects and Hereford Dooley Architects are among new adopters; it "has surfaced more than $1 million in average construction-phase exposure per project". The October 15 release added checking drawings against specifications.Source
    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
  • 17

    UpCodes says that for many laws on its site it is the only place to access them online for free, and publishers have brought six unsuccessful lawsuits since 2017. That is a public-interest story with data behind it.

    High impactHigh effort First result in Launch month CEO

    First action

    Have the content team list which adopted codes in each state are free online only through UpCodes.

    How to measure it

    Referring domains from the report

    Now
    –
    Target
    150
    By
    3 months after launch

    Steps

    1. 1

      Build the dataset

      Adopted codes per jurisdiction and where they are free to read.

      Building-code expert team 6 weeks

    2. 2

      Check it with counsel

      Make sure every claim holds up.

      CEO 2 weeks

    3. 3

      Design the map

      State and city view with the data downloadable.

      CEO 3 weeks

    4. 4

      Brief reporters

      Architecture, legal and civic-tech press.

      CEO 2 weeks

    5. 5

      Link the free pages

      Every jurisdiction on the map links to its free code hub.

      Building-code expert team 1 week

    6. 6

      Repeat yearly

      Update and show what changed.

      CEO yearly

    First result
    Launch month
    Cost
    $5,000 to $15,000 for design and outreach
    Owner
    CEO

    Smallest test

    Publish the state-level table for five states as a post and pitch it to two outlets.

    Why it works

    Publish a yearly report on public access to building law by state and city: which adopted codes are free online, where, and what it costs to read them otherwise, with a map, a press push and the Pro Codes Act letter form as the call to action.

    It earns press and links from outlets that never cover software launches, positions UpCodes with architects and officials as the side of free law, and every reader lands on the free code pages that lead into a trial.

    Risks and how to handle them

    • Escalates the dispute with publishers

      Stick to facts about public access, reviewed by counsel.

    Evidence

    • Your websitePro Codes Act page: code publishers "have brought 6 lawsuits against UpCodes since 2017, none of which has been successful for them so far"; "For many laws on our site, UpCodes is the only place to access the law online for free"; a form sends a pre-written letter to Congress.Source
    • Your websiteThe homepage links hub pages by state (California, Florida, New York City, Ohio, Washington and others) and by code type (building, fire, energy, accessibility, electrical and more).Source
    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
  • 18

    Most of the ENR Top 100 use UpCodes, but often team by team. Firms with many offices want one QA/QC standard, and UpCodes now covers research, specs and plan review in one workflow.

    High impactHigh effort First result in 2 quarters Senior Account Executive

    First action

    Find the three customers with the most offices on separate accounts and propose consolidation.

    How to measure it

    Firm-wide contracts signed

    Now
    –
    Target
    8
    By
    3 quarters

    Steps

    1. 1

      Define the standard

      What firm-wide means: offices, review rules, reporting.

      Senior Account Executive 2 weeks

    2. 2

      Build admin reporting

      Usage and Plan Review results by office.

      CEO 6 weeks

    3. 3

      Write the rollout plan

      A 90-day plan run by the platform specialist.

      Senior Account Executive 1 week

    4. 4

      Pick three firms

      Multi-office customers on separate accounts.

      Senior Account Executive 1 week

    5. 5

      Sell to the QA/QC leader

      Pitch to the firm-wide quality lead, not one office.

      Senior Account Executive per deal

    6. 6

      Publish a case

      One firm's results once live.

      Account Executive 1 week

    First result
    2 quarters
    Cost
    About six weeks of product work
    Owner
    Senior Account Executive

    Smallest test

    Consolidate one multi-office customer and measure the change in contract value.

    Why it works

    Package Enterprise as a firm-wide QA/QC standard: shared projects and materials library, Plan Review on every set before submission, admin reporting by office, and a rollout plan run by a platform specialist.

    It moves the sale from seats to a firm standard with a larger, stickier contract, which is what the Senior AE role and Enterprise's dedicated specialist and library migration are built for.

    Risks and how to handle them

    • Offices resist central buying

      Let offices keep their projects and add central reporting on top.

    Builds on

    Evidence

    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • Your websitePress release (October 16, 2026): AI Plan Review has reviewed 1,300+ plan sets and identified more than 180,000 potential issues; Dallas-Fort Worth Airport, BDG Architects and Hereford Dooley Architects are among new adopters; it "has surfaced more than $1 million in average construction-phase exposure per project". The October 15 release added checking drawings against specifications.Source
    • HiringAccount Executive posts: "We've seen fantastic traction growing the product, and we're doubling down our focus on sales and marketing to accelerate growth"; manage inbound leads and prospect new accounts; own the cycle "from first conversation and product demos through negotiation and procurement"; attend industry conferences "typically 1-2 times per quarter"; "Help define and scale the SDR-to-AE partnership".Source

Wildcards 3

Unexpected experiments, each with a cheap way to test it.

  • 19

    The October 15 release lets Plan Review check drawings against specifications. Spec writers and specification consultants do that check by hand on every project and influence which tools whole firms use.

    Medium impactMedium effort First result in 6 weeks Account Executive

    First action

    List spec consultants and specification leads among current users and invite ten to try the check.

    How to measure it

    New firms from the spec-writer program

    Now
    –
    Target
    15
    By
    2 quarters

    Steps

    1. 1

      Find spec writers

      Users with specification titles and consultancies.

      Sales Development Representative 1 day

    2. 2

      Offer a free check

      One project's drawings against its spec.

      Account Executive 2 weeks

    3. 3

      Run a webinar

      With a CSI chapter, showing a real check.

      Account Executive 1 day

    4. 4

      Add a referral credit

      Credit for consultants who bring in a firm.

      Senior Account Executive 1 week

    5. 5

      Collect proof

      A spec consultant's quote and result.

      Account Executive 2 weeks

    6. 6

      Measure

      Firms introduced and pipeline.

      Account Executive monthly

    First result
    6 weeks
    Cost
    $0 to $2,000
    Owner
    Account Executive

    Smallest test

    Run the free check for five spec writers.

    Why it works

    Run a targeted program for specification writers: a free check of one project's drawings against its spec, a short webinar with CSI members, and a referral credit for consultants who bring in a firm.

    It gives the AEs a focused, reachable audience with a clear pain the product just solved, and spec consultants work across many firms, so one convert reaches several buyers.

    Risks and how to handle them

    • Audience is small

      Measure firms reached through each consultant, not consultants signed.

    Evidence

    • Your websitePress release (October 16, 2026): AI Plan Review has reviewed 1,300+ plan sets and identified more than 180,000 potential issues; Dallas-Fort Worth Airport, BDG Architects and Hereford Dooley Architects are among new adopters; it "has surfaced more than $1 million in average construction-phase exposure per project". The October 15 release added checking drawings against specifications.Source
    • HiringAccount Executive posts: "We've seen fantastic traction growing the product, and we're doubling down our focus on sales and marketing to accelerate growth"; manage inbound leads and prospect new accounts; own the cycle "from first conversation and product demos through negotiation and procurement"; attend industry conferences "typically 1-2 times per quarter"; "Help define and scale the SDR-to-AE partnership".Source
    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
  • 20

    UpCodes reports more than $1 million in average construction-phase exposure per project from the issues Plan Review finds, and DFW Airport, an owner, is among the adopters.

    Medium impactMedium effort First result in 2 quarters CEO

    First action

    Ask DFW Airport how they use Plan Review and whether they would recommend it to their design teams.

    How to measure it

    Owner and insurer programs

    Now
    –
    Target
    2
    By
    3 quarters

    Steps

    1. 1

      Learn from DFW

      How the airport uses findings and who sees them.

      Senior Account Executive 1 week

    2. 2

      Write the owner offer

      Pre-submission review on every project, with an owner report.

      CEO 1 week

    3. 3

      Pick ten owners

      Airports, health systems and universities with big capital programs.

      Account Executive 1 week

    4. 4

      Talk to insurers

      Two design-liability insurers about premium credits.

      CEO 1 month

    5. 5

      Run one program

      One owner, all design teams on its projects.

      Senior Account Executive 1 quarter

    6. 6

      Publish results

      Issues caught before construction, with approval.

      Account Executive 2 weeks

    First result
    2 quarters
    Cost
    Sales time
    Owner
    CEO

    Smallest test

    Propose the program to DFW for its next three projects.

    Why it works

    Offer large owners (airports, health systems, universities) and design-liability insurers a program that requires or subsidises Plan Review before submission, with a findings report for the owner.

    An owner or insurer that asks for the check makes every design firm on its projects a user, which is distribution UpCodes cannot buy through seat sales.

    Risks and how to handle them

    • Design firms resent an owner-imposed tool

      Give firms the findings first and keep the owner report summary-level.

    Evidence

    • Your websitePress release (October 16, 2026): AI Plan Review has reviewed 1,300+ plan sets and identified more than 180,000 potential issues; Dallas-Fort Worth Airport, BDG Architects and Hereford Dooley Architects are among new adopters; it "has surfaced more than $1 million in average construction-phase exposure per project". The October 15 release added checking drawings against specifications.Source
    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
  • 21

    Architects learn code research in school and while preparing for licensing exams, often from PDFs. A free student and candidate tier creates habits that turn into paid seats at the firms they join.

    Medium impactMedium effort First result in 1 year Building code expert team

    First action

    Offer the program to three architecture schools near the Austin team.

    How to measure it

    Graduates who become paid users within a year

    Now
    –
    Target
    10%
    By
    2 years

    Steps

    1. 1

      Set the tier

      Free Essentials and limited Copilot with school email verification.

      CEO 1 week

    2. 2

      Write the curriculum

      Five short lessons on code research.

      Building-code expert team 3 weeks

    3. 3

      Sign three schools

      Start locally, then expand.

      Building-code expert team 1 semester

    4. 4

      Add exam candidates

      Verification for licensing candidates.

      Building-code expert team 2 weeks

    5. 5

      Track graduates

      Accounts that move to firm domains.

      Senior Sales Development Representative ongoing

    6. 6

      Report yearly

      Students, graduates and conversion.

      Building-code expert team yearly

    First result
    1 year
    Cost
    Low hosting cost and expert time
    Owner
    Building code expert team

    Smallest test

    One school, one semester.

    Why it works

    Offer free Essentials with limited Copilot to accredited architecture programs and licensing candidates, with a short code-research curriculum written by the in-house code experts.

    It is cheap to serve, builds a pipeline of future users at every firm, and gives the code experts a teaching role that strengthens the brand.

    Risks and how to handle them

    • Long payback

      Keep costs low and measure graduate conversion yearly.

    Evidence

    • Your websitePricing: Essentials $45 per user per month ($39 billed annually), Professional $68 ($59 annually) with unlimited Copilot AI questions, jurisdiction-fenced answers, inline citations and SSO; Enterprise by contact with bulk discounts for teams of 25+ and AI Plan Review ("Now in Early Access", Enterprise only); 2-week free trial on Essentials and Professional.Source
    • Your websiteHomepage: "the AI-native platform for codes, plans, and specs"; 800,000 monthly active users; "93% of ENR's 2025 Top 100 U.S. design firms use UpCodes"; 6,400+ organizations; 11M+ code sections with an average of 58k sections updated every month; 2,500+ diagrams; Copilot AI and AI Plan Review.Source
    • Your websiteResources: "UpCodes Copilot vs. Generic AI Models" research, "The State of AI in AEC: 2026 Report", product roadmap webinars (October 2025, March 2026, June 2026), and solution pages for Architects, Engineers, Construction, Government and Building Product Manufacturers.Source

03

How Programmable can help

Where an idea in this playbook is something Programmable builds or runs, it's listed here with what we'd do. Everything else is yours to run.

Have it built

ProgrammableAgency

1 of the 21 ideas are things Programmable builds and runs for its customers: pages, outreach, prospect lists, booking flows and monitors. Pick one, or send the whole list.

Outreach1The sequence sent for you: addresses found and verified, replies routed to your CRM.

A 30-minute session with the engineer who would build it, not a sales call. You leave with a plan whether or not you hire us.

Book a working session

Usually live within days.

Tools for the rest

ProgrammableTalk

Fill the events in this plan

These ideas are events. Talk gets registrants for them and tells you who's coming and what their company does before the day.

Plan an event (opens programmable.talk in a new tab)
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See every playbook and website review

Independent research. Programmable wrote this playbook from public sources, as they stood on October 18, 2026, and cites them throughout. UpCodes did not commission, review or endorse it, and Programmable is not affiliated with UpCodes. Company and product names are trademarks of their owners, used only to identify them. The ideas are suggestions and opinion, not professional, legal or financial advice, and not statements about how UpCodes runs its business.

Something wrong, or do you represent UpCodes? Email [email protected] and we will correct it or take it down.

30/60/90 roadmap

What to focus on in each month, and the ideas that carry it.

  1. Days 1 to 308 ideas

    Give the new sales team its list and its proof: product-qualified firms, Plan Review numbers, trial calls, and the first referral and AI-search changes.

    Programmable can ship 1 of these in days.

  2. Days 31 to 609 ideas

    Build repeatable plays: the government track, conferences, onboarding, report cuts, ROI links and support routing, plus the spec-writer, owner and student programs.

  3. Days 61 to 904 ideas

    Open the second revenue line with manufacturers, then commit to integrations, the Open Codes Report and firm-wide Enterprise.

The research behind the plan

3 research areas, each summarised in a few lines. Open any of them for the full detail.

Customers

What customers say

Customers value days of code research saved at the start of a project. The most cited problem: codes differ by jurisdiction and change often.

  • Cited answers from Copilot that show "right where to look"
  • Code issues found late in review or construction are expensive
  • In their words: “code research”

Market

Competitive landscape

4 competitors compared: ICC Digital Codes, CodeComply.Ai (with CivicPlus), Archistar and Generic AI assistants.

  • Gap to exploit: One workflow from code research to plan review
  • ICC Digital Codes: Library first, not an AI workflow across jurisdictions
  • CodeComply.Ai (with CivicPlus): Plan review only, without a full code library

Hiring signals

All four commercial roles open at UpCodes are sales: a Senior AE and an AE for inbound and outbound Enterprise deals, and an SDR and Senior SDR posted on October 15 to start outbound, plus a support specialist.

  • Senior Sales Development Representative: Outbound is new: built on product-led momentum without a full sales team. Ideas 1, 7, 13.
  • Senior Account Executive: Consultative Enterprise cycles with several stakeholders, conferences each quarter, and defining the SDR-to-AE…
  • Account Executive: Inbound leads plus prospecting, full cycle from demo to procurement. Ideas 3, 9, 11, 19.

From the team that wrote this playbook

All products
  • ProgrammableAgencyWorking AI systems in days, not quarters (opens programmable.agency in a new tab)
  • ProgrammableInfoAn agent that finds, researches and asks first (opens programmable.info in a new tab)
  • ProgrammableDigitalScreenshots in, an animated product demo out (opens programmable.digital in a new tab)
  • ProgrammableWatchKnow the day a supplier falls out of compliance (opens programmable.watch in a new tab)
  • ProgrammableTalkGet registrants for your events, and know who’s coming (opens programmable.talk in a new tab)
  • ProgrammablePageText what you need, your customer gets a page that works (opens programmable.page in a new tab)
  • ProgrammableCommunityForums with labelled AI members, never empty (opens programmable.community in a new tab)
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