Bridgehead Prepared for AJ at Broccoli AI
Broccoli AI For AJ

HVAC Answering Service Sales Playbook

AJ, we’ll build your new revenue lead’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.

If your Head of Revenue Operations seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

You announced your Series B on October 28, and your own post says more than 1,500 home service businesses already trust Broccoli, which is the base a new revenue lead builds territories on.

Your Head of Revenue Operations role has been open since October 19, next to roles for a Head of Enterprise Sales and an Enterprise Account Executive, so which enterprise accounts to open first is still undecided.

  1. October 19 Head of Revenue Operations, Head of Enterprise Sales and Enterprise Account Executive roles posted
  2. October 28 Series B announced, led by Khosla Ventures
  3. November 9 Revenue operations role still open; the first 25 accounts are on this page

What changes for your new AE

Your new Head of Revenue Operations starts day one with 100 accounts you approved, the rules behind them and drafts written to the first five, instead of spending the first weeks building the list. Your posting already puts territory design, segment design and the AI roadmap for revenue on their desk; this gives that work the accounts to run on, each with a dated reason.

Your first 25 accounts

Picked from how you describe your buyers in your Series B post and your letter to customers. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.
Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.
  1. Champions Group Irvine, California; major U.S. metros · 1,800+ field technicians and about 150,000 active membership-plan customers
    1

    A new owner has just bought a membership business where every renewal and every repair call starts on a phone. Your Voice Studio and membership agents fit a platform that size, and the new sponsor is looking for where to lift margin first.

    Signal: Feb 17, 2026 Source
    Buyer: Chief Revenue Officer or VP of Customer Experience
    Why it’s ranked here

    A strong fit.

    • A residential service company in HVAC, plumbing or electrical, or garage door repair.
    • Several locations or brands, where one call flow, one set of booking rules and one QA process can roll out across all of them.
    • Takes a high volume of inbound calls and web leads that a CSR team handles today: emergency repair, tune-ups, replacement estimates.
    • Something changed in the last nine months: a new sponsor, an acquisition or a new market.
    • Not already a customer: not named on your site, in your press release or in your posts.
    • Looks like the customers you already serve: the multi-location, sponsor-backed operators on your site, such as Any Hour Group and Authority Brands.
  2. Apex Service Partners Tampa, Florida; 46 states · 75 brands per CT Acquisitions
    2

    Every add-on arrives with its own phones, booking rules and CSR team. This is the multi-brand, sponsor-backed shape of Any Hour Group, at a much larger count of brands.

    Signal: May 28, 2026 Source
    Buyer: Chief Revenue Officer or VP of Customer Experience
    Why it’s ranked here

    A strong fit.

    • A residential service company in HVAC, plumbing or electrical, or garage door repair.
    • Several locations or brands, where one call flow, one set of booking rules and one QA process can roll out across all of them.
    • Takes a high volume of inbound calls and web leads that a CSR team handles today: emergency repair, tune-ups, replacement estimates.
    • Something changed in the last nine months: a new sponsor, an acquisition or a new market.
    • Not already a customer: not named on your site, in your press release or in your posts.
    • Looks like the customers you already serve: the multi-location, sponsor-backed operators on your site, such as Any Hour Group and Authority Brands.
  3. Southern Home Services Southeast, Midwest and Mid-Atlantic · Network of acquired brands; Presidential Heating & Air Conditioning is one
    3

    A platform that keeps adding brands in new states needs one answer for how every new shop picks up the phone on day one. Your enterprise rollout of one AI workforce across brands is that answer.

    Signal: Aug 25, 2026 Source
    Buyer: Chief Revenue Officer or VP of Customer Experience
    Why it’s ranked here

    A strong fit.

    • A residential service company in HVAC, plumbing or electrical, or garage door repair.
    • Several locations or brands, where one call flow, one set of booking rules and one QA process can roll out across all of them.
    • Takes a high volume of inbound calls and web leads that a CSR team handles today: emergency repair, tune-ups, replacement estimates.
    • Something changed in the last nine months: a new sponsor, an acquisition or a new market.
    • Not already a customer: not named on your site, in your press release or in your posts.
    • Looks like the customers you already serve: the multi-location, sponsor-backed operators on your site, such as Any Hour Group and Authority Brands.
  4. USA Hometown Experts Memphis, Tennessee; Southeast · Eight brands across the Southeast
    4

    A new owner a month ago and eight brands to run. The first decisions a new sponsor makes are about call handling and booking across brands, which is the work you do first in a pilot.

    Signal: Oct 15, 2026 Source
    Buyer: Chief Revenue Officer or VP of Customer Experience
    Why it’s ranked here

    A strong fit.

    • A residential service company in HVAC, plumbing or electrical, or garage door repair.
    • Several locations or brands, where one call flow, one set of booking rules and one QA process can roll out across all of them.
    • Takes a high volume of inbound calls and web leads that a CSR team handles today: emergency repair, tune-ups, replacement estimates.
    • Something changed in the last nine months: a new sponsor, an acquisition or a new market.
    • Not already a customer: not named on your site, in your press release or in your posts.
    • Looks like the customers you already serve: the multi-location, sponsor-backed operators on your site, such as Any Hour Group and Authority Brands.
  5. Sila Services King of Prussia, Pennsylvania; Northeast, Mid-Atlantic and Midwest · 40+ brands per CT Acquisitions
    5

    Five more brands joined at once in January, each with its own phones. That is the same problem you solve for multi-location operators, and Sila is the largest buyer in its region.

    Signal: Jan 15, 2026 Source
    Buyer: Chief Revenue Officer or VP of Customer Experience
    Why it’s ranked here

    A strong fit.

    • A residential service company in HVAC, plumbing or electrical, or garage door repair.
    • Several locations or brands, where one call flow, one set of booking rules and one QA process can roll out across all of them.
    • Takes a high volume of inbound calls and web leads that a CSR team handles today: emergency repair, tune-ups, replacement estimates.
    • Something changed in the last nine months: a new sponsor, an acquisition or a new market.
    • Not already a customer: not named on your site, in your press release or in your posts.
    • Looks like the customers you already serve: the multi-location, sponsor-backed operators on your site, such as Any Hour Group and Authority Brands.
  6. ARS / Rescue Rooter Memphis, Tennessee; 23 states · 70+ service centers and about 6,500 employees
    6

    A sale process puts margin and call handling under review across 70+ service centers. A booked-job and speed-to-lead number from one pilot center is the kind of thing a buyer asks to see.

    Signal: Mar 23, 2026 Source
    Buyer: Chief Revenue Officer or VP of Customer Experience
    Why it’s ranked here

    A strong fit.

    • A residential service company in HVAC, plumbing or electrical, or garage door repair.
    • Several locations or brands, where one call flow, one set of booking rules and one QA process can roll out across all of them.
    • Takes a high volume of inbound calls and web leads that a CSR team handles today: emergency repair, tune-ups, replacement estimates.
    • Something changed in the last nine months: a new sponsor, an acquisition or a new market.
    • Not already a customer: not named on your site, in your press release or in your posts.
    • Looks like the customers you already serve: the multi-location, sponsor-backed operators on your site, such as Any Hour Group and Authority Brands.
  7. Legacy Service Partners Tampa, Florida · Platform of acquired HVAC, plumbing and electrical partners
    7

    Two partners in three months, in two states. Each one answers phones its own way, and you are built to plug into whichever dispatch system they already run.

    Signal: Jul 2, 2026 Source
    Buyer: Chief Revenue Officer or VP of Customer Experience
    Why it’s ranked here

    A strong fit.

    • A residential service company in HVAC, plumbing or electrical, or garage door repair.
    • Several locations or brands, where one call flow, one set of booking rules and one QA process can roll out across all of them.
    • Takes a high volume of inbound calls and web leads that a CSR team handles today: emergency repair, tune-ups, replacement estimates.
    • Something changed in the last nine months: a new sponsor, an acquisition or a new market.
    • Not already a customer: not named on your site, in your press release or in your posts.
    • Looks like the customers you already serve: the multi-location, sponsor-backed operators on your site, such as Any Hour Group and Authority Brands.
  8. Ally Services Maryland and Virginia; mid-Atlantic · Residential HVAC platform backed by Watchtower Capital
    8

    Three small shops joined one platform across three states. Their CSRs answer differently, and one shared set of booking rules is the cheapest first win.

    Signal: Feb 12, 2026 Source
    Buyer: Chief Revenue Officer or VP of Customer Experience
    Why it’s ranked here

    A strong fit.

    • A residential service company in HVAC, plumbing or electrical, or garage door repair.
    • Several locations or brands, where one call flow, one set of booking rules and one QA process can roll out across all of them.
    • Takes a high volume of inbound calls and web leads that a CSR team handles today: emergency repair, tune-ups, replacement estimates.
    • Something changed in the last nine months: a new sponsor, an acquisition or a new market.
    • Not already a customer: not named on your site, in your press release or in your posts.
    • Looks like the customers you already serve: the multi-location, sponsor-backed operators on your site, such as Any Hour Group and Authority Brands.

Your sales team’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

  • 100 accounts you approve, each with the reason
  • Drafts to the first five, in your voice
  • Your team runs it without us
  • Any account you cut, we replace

How does Broccoli AI sell?

An outside read from your posts, your letter to customers, your site and your postings, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

In your posts and interviews2 quotes
  1. Who buys
    “The best contractors spend years earning their customers’ trust,”
    Broccoli raises $52M led by Khosla Ventures (press release), October 28
  2. Why you win
    “AI shouldn’t make your business sound like a machine. It should make every customer feel like they got your best person.”
    Your Pantheon post on LinkedIn, October 22
What your customers sayFrom Head of Revenue Operations posting, Should an AI Be Your Customer’s First Touch Point?, broccoli.ai, Broccoli raises $52M led by Khosla Ventures (press release), A Letter of Thanks to Our Customers
  1. HOHead of Revenue Operations posting
    “Trusted by everyone from independent contractors to some of the largest private equity backed operators in the home services industry.”
    Head of Revenue Operations posting · Head of Revenue Operations posting
  2. SMMister Sparky South Texas
    “We operate 24/7. So I need my phone answered 24/7”
    Sharissa Martinez, Mister Sparky South Texas · Should an AI Be Your Customer’s First Touch Point?
  3. SMMister Sparky South Texas
    “I didn’t like that some customers were getting Ferrari levels of service while the next one’s getting Ford. I wanted something consistent.”
    Sharissa Martinez, Mister Sparky South Texas · Should an AI Be Your Customer’s First Touch Point?
  4. Bbroccoli.ai
    “Manage one AI workforce across every brand and market, and roll out your best call flows, booking rules, and playbooks everywhere.”
    broccoli.ai · broccoli.ai
  5. SKKhosla Ventures
    “We are short on plumbers, electricians and HVAC technicians, and the ones we have spend their nights on paperwork.”
    Samir Kaul, Khosla Ventures · Broccoli raises $52M led by Khosla Ventures (press release)
  6. SMMister Sparky South Texas
    “It’s the first point of contact we have with a potential customer. And it has to work,”
    Sharissa Martinez, Mister Sparky South Texas · Should an AI Be Your Customer’s First Touch Point?
  7. SMMister Sparky South Texas
    “You’re gonna have people that didn’t sleep at night and aren’t listening.”
    Sharissa Martinez, Mister Sparky South Texas · Should an AI Be Your Customer’s First Touch Point?
  8. AJAJ Jain and Adi Ketkar
    “A call center was tired of hunting for new bookings, so every booking now comes with an alert that links straight to the job in their CRM.”
    AJ Jain and Adi Ketkar · A Letter of Thanks to Our Customers
  9. AJAJ Jain and Adi Ketkar
    “So we closed our laptops and started knocking on doors. We knocked on 140 of them: plumbers, electricians and HVAC shops across the Bay Area.”
    AJ Jain and Adi Ketkar · A Letter of Thanks to Our Customers
  10. MFMarcelle Flowers
    “They didn’t start with AI. They started by sitting with us, learning our business, and solving what actually mattered.”
    Marcelle Flowers · broccoli.ai
  11. BPBroccoli press release
    “For one national, multi-location company, Broccoli reports a 29% increase in revenue and a 36% reduction in overhead in its first year.”
    Broccoli press release · Broccoli raises $52M led by Khosla Ventures (press release)
  12. Bbroccoli.ai
    “AI Is the Most Powerful EBITDA Lever in a Generation.”
    broccoli.ai · broccoli.ai
  13. Bbroccoli.ai
    “Run every location like your best location.”
    broccoli.ai · broccoli.ai
  14. Bbroccoli.ai
    “A partner from pilot to enterprise rollout.”
    broccoli.ai · broccoli.ai
  15. Bbroccoli.ai
    “Fills up your board when it’s dry, reaching out to past customers and open leads to book work into empty slots.”
    broccoli.ai · broccoli.ai

Words you use

  • “AI teammates”
  • “Speed to Lead”
  • “AI Strategy Lead”
  • “Prove ROI”
  • “EBITDA lever”
  • “Voice Studio”
  • “Run every location like your best location”
  • “AI partner”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

  1. You cut one on the call, and say why
  2. It becomes a rule
  3. The pool re-scores
  4. Ten more test it

Which questions can only you answer?

Your posts and your posting don’t say which home service companies you would never spend a demo on, or how large a sponsor-backed operator has to be before you open the conversation. About 30 minutes of you reacting to real accounts answers these.

  1. 1

    Is a sponsor-backed platform with many brands a faster sale than a single owner-operated shop?

    Rows 2 and 1 are platforms; row 11 is a family-office consolidator. Your answer reorders the list.

  2. 2

    When a platform buys one of your customers, does the new parent become an expansion or a new account?

    Row 22 (T3 and Element) stays or goes on this one.

  3. 3

    Are commercial mechanical contractors ever a fit for your agents?

    Rows 20, 21, 25 and 23 are commercial; they stay or go on this.

  4. 4

    Does a garage door or other adjacent trade belong in the first 25?

    Row 9 (Guild) and row 17 (Precision Door) are garage door.

  5. 5

    Is a signal from last year enough to open a conversation?

    Row 16 (Redwood) and row 15 (Wrench) have 2025 signals only.

What does your new revenue lead’s first morning look like?

Without

The CRM you have now. The early weeks go to working out which accounts to open first, and why.

With · Head of Revenue Operations, first morning

  • CGChampions GroupDraft written
  • ASApex Service PartnersDraft written
  • SHSouthern Home ServicesDraft written
  • UHUSA Hometown ExpertsDraft written
  • SSSila ServicesDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so the time goes to your team and your buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

  1. Before by November 16

    You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.

    You: 20 minutes
  2. Day 1 November 16

    The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.

    You: 2 hours
  3. Day 2 November 17

    Your first rules are written; a few hundred companies are scored against them.

    You: none
  4. Day 3 November 18

    You review the first 25 (talking it through is fine).

    You: 30 minutes
  5. Day 4 November 19

    Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.

    You: 30 minutes
  6. Day 5 November 20

    The hundred is built. The research tool is set up; you test it on three accounts you know.

    You: 15 minutes
  7. Day 6 November 23

    The morning run is set up; your first morning, with us.

    You: 30 minutes
  8. Day 7 November 24

    You review all hundred, and any cut is replaced. Team training, session one.

    You: 1 hour 20 minutes
  9. Day 8 November 25

    Your first morning on your own. Training session two, hands-on for each person.

    You: 1 hour plus your morning
  10. Day 9 November 30

    Your second morning on your own. Each person on your team runs the morning alone.

    You: your morning
  11. Day 10 December 1

    Your third morning on your own. A week of touches is in the CRM. Handover sign-off.

    You: 30 minutes plus your morning
Kash Badami

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year
$0 to $10MARR in 12 months, for a company I built
  1. “Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

    Jordan Anderson, CEO, PayStreetgobridgehead.ai/about

  2. “Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

    JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your sales team’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

  • 100 accounts you approve, each with the reason
  • Drafts to the first five, in your voice
  • Your team runs it without us
  • Any account you cut, we replace

Broccoli AI sales playbook, in brief

Broccoli sells AI agents that answer calls, book jobs and follow up for home service businesses in HVAC, plumbing, electrical and other trades. More than 1,500 businesses use it, including Ace Hardware Home Services, Any Hour Group and Mr. Electric.Broccoli raises $52M led by Khosla Ventures (press release), Your Series B post on LinkedIn, broccoli.ai

AJ Jain describes the buyer as a contractor who earns trust one customer at a time, and the job as making “every customer feel like they got your best person.”Your Pantheon post on LinkedIn, Broccoli raises $52M led by Khosla Ventures (press release)

The company has grown from 14 people to 140 team members, announced a Series B led by Khosla Ventures on October 28, and has had a Head of Revenue Operations role open since October 19.Your Pantheon booth post on LinkedIn, Broccoli raises $52M led by Khosla Ventures (press release), Head of Revenue Operations posting

The first 25 accounts for the new revenue team are residential HVAC, plumbing and electrical operators and platforms, each scored on six rules and backed by a dated, sourced signal such as an acquisition or a new sponsor: fourteen strong fits, seven in the middle and four edge cases that test the rules.

Prepared by at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 10 sources · 5 postings · 10 customers · 25 stores looked at

Your talks and posts

  1. Your Series B post on LinkedIn, October 28, 2026
  2. Your Pantheon post on LinkedIn, October 22, 2026
  3. Your Pantheon booth post on LinkedIn, October 2, 2026
  4. Your Voice Studio post on LinkedIn, October 2, 2026
  5. A Letter of Thanks to Our Customers, October 28, 2026
  6. Should an AI Be Your Customer’s First Touch Point?, October 23, 2026
  7. From Trades to Tech: Marcelle Flowers, November 6, 2026
  8. broccoli.ai
  9. broccoli.ai HVAC page
  10. Broccoli raises $52M led by Khosla Ventures (press release), October 28, 2026

Your open roles

  1. Head of Revenue Operations, first posted October 19, 2026
  2. Head of Enterprise Sales, first posted October 19, 2026
  3. Account Executive, Enterprise, first posted October 19, 2026
  4. Account Executive, Mid-Market, first posted July 27, 2026
  5. Sales Development Representative (SDR), first posted July 24, 2026

Your customers

Ace Hardware Home Services · Any Hour Group · Mr. Electric · Authority Brands · Neighborly · Element Home Service, St. George, UT · Ongaro & Sons, San Francisco Bay Area · Tuck & Howell, Greenville, SC · Mister Sparky South Texas · Armstrong Plumbing (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

25 stores found and scored on 6 rules; the 25 chosen to teach: 14 strong, 7 middle, 4 at the edges. Logos are from each store’s own site.

  • Sources: Broccoli’s own site, Series B release, blog, LinkedIn posts and open roles, plus PrivSource, CT Acquisitions, Private Equity Professional and Legacy Service Partners’ own news page, each opened and saved on November 9, 2026.
  • Every account is a company Broccoli could sell to in home services. None is named on broccoli.ai, in the Series B release or in AJ Jain’s posts, except row 22, which is there to test that rule. Every account homepage that loaded was checked for a Broccoli embed or footer; none carried one.
  • R3 (inbound call volume) is scored from the type of business and the counts the sources give, not from call data. Where a source says nothing, it scores 2 for residential service work and 1 for commercial.
  • Rows from 2025 are marked as such and rank below the 2026 deals.
  • Sponsor and platform names come from the saved pages; trade trackers disagree on some ownership, so each row cites the page it came from.