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The Boring Work Behind Great AI
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
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
📺 Subscribe for more RevOps content
🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
#RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GoToMarket #GTM #B2B #RevenueIntelligence
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By Matt VolmYour 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
👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options
📺 Subscribe for more RevOps content
🌐 Visit us: https://www.revopscoop.com
💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op
#RevOps #RevenueOperations #SalesOps #MarketingOps #AI #GoToMarket #GTM #B2B #RevenueIntelligence