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