Your AI initiative isn't underperforming because of the AI. It's underperforming because of what you built it on.
Spencer Hardey, VP of Business Operations at HG Insights, joins RevOpsAF co-host Matthew Volm to break down why the boring foundational work — ICP documentation, segmentation, clean data infrastructure, cross-functional alignment — is the actual prerequisite for AI that delivers results. Plus: how to communicate the value of that foundational work to executives and boards who just want to "use more AI."
Spencer brings a rare double perspective: he's a working RevOps operator, but he's operating inside a revenue intelligence platform. Ten years at HG Insights means he's watched how both the RevOps function and the AI conversation have evolved — and he has pointed observations about where most teams get it wrong.
Key topics covered:
→ Why cross-functional alignment is the #1 job of RevOps (and how to actually own it)
→ The foundational checklist: marketing funnel, opportunity stages, post-sale tracking, ICP, and segmentation
→ Win-loss classification: human judgment vs. AI transcript analysis (and why you need both)
→ How to communicate foundational investments to executives in revenue impact terms
→ Why AI has no context without documented ICP, segmentation, and process definitions
→ How to use AI to build the foundation itself — with a human in the loop 🎙️
Speakers:
- Spencer Hardey, VP of Business Operations at HG Insights — https://www.linkedin.com/in/spencer-hardey/
- Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/
🔗 Resources:
- HG Insights: https://hginsights.com/
- Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy
- Episode 83: Why You Should Stop "Doing AI" and Start Solving Problems: https://revopscoop.com/podcast/ai-problem-solving-not-doing
- Full podcast library: https://www.revopscoop.com/podcast
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