RevOps Lab #103 The Data Dilemma: How Bad Data Breaks GTM - with Spencer Hardey, VP of Business Ops at HG Insights
Spencer Hardy, VP of Operations at HG Insights, joins Janis and Philipp to talk about the hidden cost of bad data and how misaligned definitions quietly break go-to-market execution. Together, they unpack why data quality is less a tooling problem and more an alignment problem — and how ICP, segmentation, and shared definitions impact everything from planning to execution to company valuation.
We cover:
- Why bad data is fundamentally a definition and alignment problem
- The “executive tax” created by misaligned reporting and endless boardroom debates
- How inconsistent ICP and segmentation break GTM alignment
- Early warning signs that indicate data misalignment across teams
- The operational drag caused by poor territory design and handoff friction
- Why RevOps plays a critical role in unifying Sales, Marketing, CS, and Product
- How bad data impacts forecasting, productivity, and resource allocation
- Why data quality and segmentation matter in M&A and valuation discussions
- Where companies should start before buying new tools
Spencer Hardy on LinkedIn:
https://www.linkedin.com/in/spencer-hardey-mba-23354115/
Weflow: https://getweflow.com
RevOps Chat Community: https://getweflow.com/community
RevOps Resources: https://getweflow.com/revops
Janis on LinkedIn: https://www.linkedin.com/in/janiszech
Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer
Chapters:
- (00:00:00) Intro & Meet Spencer
- (00:01:58) Spencer’s Background & RevOps Journey
- (00:03:45) The Real Cost of Bad Data
- (00:05:22) The Executive Tax Explained
- (00:07:49) Early Signals of Data Misalignment
- (00:11:06) Operational Drag: Territories, Handoffs & ICP
- (00:13:59) Where to Start Fixing Data Problems
- (00:17:09) ICP, Segmentation & Executive Alignment
- (00:22:19) Bad Data, Valuation & M&A Risk
- (00:27:06) Multiple ICPs, Products & GTM Complexity
- (00:31:04) From Market Analysis to Account-Level Execution
- (00:36:30) Book Recommendation: The Sales Acceleration Formula
- (00:38:25) Closing