RevOpsAF The Podcast · 2026-05-29 · 44 min
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.
Everybody Has AI. Nobody Owns It.67 / 100
The Rise of the RevOps Architect
The Mid-Funnel Problem Nobody Talks About
The AI Strategy Nobody Actually Has
Why AI Agents Need RevOps