033 - Why Your Revenue Forecasts Are Broken And How to Fix Them with Daren Lauda, CEO, Outset

Episode notes

Forecasting isn’t just about predicting revenue—it’s about changing the future. In this episode of Pitch, Build, Scale, we sit down with Daren Lauda, CEO of Outset, to break down how most SaaS companies are investing in go-to-market growth with zero clarity on when returns will land. Daren brings decades of enterprise GTM experience (Salesforce, PTC, Fortiv) and is now on a mission to fix revenue forecasting with interpretable AI. We talk about: - The flaw in traditional pipeline models - How to map campaign ROI to month-specific returns - Why generative AI won’t replace human insight—but should enhance it - The real reason your sales and marketing spend is under fire If you're a SaaS founder or GTM leader navigating tighter budgets, complex buying cycles, and pipeline anxiety—this one’s for you. Subscribe for more insights on scaling tech businesses in a world of intelligent automation. ⏱ Chapters 00:00 Intro & Daren’s Path from Infantry to CEO 03:45 Forecasting the when of ROI 06:10 Why near-bound referrals still win 08:42 Ideal customer profile for Outset 11:20 Predictive analytics vs.