RevOps Lab15 Joulu 2025

#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

Tämä jakso on lisätty Podme-palveluun avoimen RSS-syötteen kautta eikä se ole Podmen omaa tuotantoa. Siksi jakso saattaa sisältää mainontaa.

Jaksot(119)

#117 Why Your Forecast Is Inaccurate (+ How to Fix It) – with Andy Smidmore, RevOps Leader (ex-Confluent, Cloudera, Docker, Ditto)

In this episode of the RevOps Lab, Janis sits down with Andy Smidmore — a 15-year RevOps and SalesOps veteran whose résumé reads like a tour of high-growth West Coast SaaS (Confluent, Cloudera, Docker...

11 Touko 41min

#116 Sales Forecasting in the Age of AI – with Janis Zech & Philipp Stelzer (WeFlow)

In this host-only episode of the RevOps Lab, Janis and Philipp take stock of what three years of building a forecasting tool — and hundreds of conversations with sales leaders, RevOps teams, and CROs ...

4 Touko 36min

#115 Building a Customer-Centric Revenue Org – with Robert Kaiser & Christoph Dünhuber, Revenue & RevOps Leaders at Tacto

In this episode of the RevOps Lab, Janis and Philipp sit down with Robert Kaiser and Christoph Dünhuber from Tacto — the Sequoia- and Index-backed AI procurement platform powering 300+ industrial cust...

27 Huhti 41min

#114 Running RevOps on AI Workflows & Agents – with Eric Portugal Welsh, Head of RevOps at PlanetScale

Eric Portugal Welsh, Head of RevOps at PlanetScale and returning guest on the RevOps Lab, joins Janis and Philipp to share how he went from leading a team of six to operating as a solo RevOps function...

6 Huhti 38min

#113 How to Earn Your CFO’s Trust – with Stephen Diorio, Author of "Revenue Operations"

Stephen Diorio, author of "Revenue Operations" and a go-to-market strategy veteran with decades of experience — from co-founding one of the first GTM strategy firms in 1993 to serving as a Gartner ana...

30 Maalis 40min

#112 How Field Exposure Turns RevOps Strategic – with Franco Anzini, SVP of GTM Strategy & Operations at Provus

Franco Anzini, a seasoned revenue operations leader with experience across companies of all stages and go-to-market motions, joins Janis and Philipp to talk about a principle that doesn't show up on a...

23 Maalis 32min

#111 Build or Buy? How AI Changes the RevOps Tech Stack – with Navin Persaud, VP of RevOps at 1Password

In dieser Episode sprechen Janis und Philipp mit Navin Persaud, VP of Revenue Operations bei 1Password, über eine der aktuell meistdiskutierten Fragen im RevOps: Sollte man GTM-Tools im Zeitalter von ...

16 Maalis 30min

#110 The C-Suite Alignment Problem (+ How RevOps Can Fix It) – with Ross Graber, VP & Principal Analyst at Forrester

Ross Graber, VP and Principal Analyst at Forrester, joins Philipp to unpack findings from Forrester's latest C-suite alignment study. Based on feedback from over 130 C-level marketing, sales, and cust...

9 Maalis 33min