<p>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.</p><p><strong>We cover:</strong></p><ul> <li>Why bad data is fundamentally a definition and alignment problem</li> <li>The “executive tax” created by misaligned reporting and endless boardroom debates</li> <li>How inconsistent ICP and segmentation break GTM alignment</li> <li>Early warning signs that indicate data misalignment across teams</li> <li>The operational drag caused by poor territory design and handoff friction</li> <li>Why RevOps plays a critical role in unifying Sales, Marketing, CS, and Product</li> <li>How bad data impacts forecasting, productivity, and resource allocation</li> <li>Why data quality and segmentation matter in M&amp;A and valuation discussions</li> <li>Where companies should start before buying new tools</li></ul><p><strong>Spencer Hardy on LinkedIn:</strong><br /> <a href="https://www.linkedin.com/in/spencer-hardey-mba-23354115/" target="_blank" rel="ugc noopener noreferrer">https://www.linkedin.com/in/spencer-hardey-mba-23354115/</a></p><p> <strong>Weflow:</strong> <a href="https://getweflow.com" target="_blank" rel="ugc noopener noreferrer">https://getweflow.com</a><br /> <strong>RevOps Chat Community:</strong> <a href="https://getweflow.com/community" target="_blank" rel="ugc noopener noreferrer">https://getweflow.com/community</a><br /> <strong>RevOps Resources:</strong> <a href="https://getweflow.com/revops" target="_blank" rel="ugc noopener noreferrer">https://getweflow.com/revops</a><br /> <strong>Janis on LinkedIn:</strong> <a href="https://www.linkedin.com/in/janiszech" target="_blank" rel="ugc noopener noreferrer">https://www.linkedin.com/in/janiszech</a><br /> <strong>Philipp on LinkedIn:</strong> <a href="https://www.linkedin.com/in/philippstelzer" target="_blank" rel="ugc noopener noreferrer">https://www.linkedin.com/in/philippstelzer</a></p><p><strong>Chapters:</strong></p><ul> <li>(00:00:00) Intro &amp; Meet Spencer</li> <li>(00:01:58) Spencer’s Background &amp; RevOps Journey</li> <li>(00:03:45) The Real Cost of Bad Data</li> <li>(00:05:22) The Executive Tax Explained</li> <li>(00:07:49) Early Signals of Data Misalignment</li> <li>(00:11:06) Operational Drag: Territories, Handoffs &amp; ICP</li> <li>(00:13:59) Where to Start Fixing Data Problems</li> <li>(00:17:09) ICP, Segmentation &amp; Executive Alignment</li> <li>(00:22:19) Bad Data, Valuation &amp; M&amp;A Risk</li> <li>(00:27:06) Multiple ICPs, Products &amp; GTM Complexity</li> <li>(00:31:04) From Market Analysis to Account-Level Execution</li> <li>(00:36:30) Book Recommendation: The Sales Acceleration Formula</li> <li>(00:38:25) Closing</li></ul>