The SaaSiest Podcast · 2026-05-28 · 59 min
In this episode, we’re joined by George Storm , CRO at N.rich , for a conversation about why traditional B2B SaaS forecasting is no longer good enough in today’s market. George shares how N.rich, the European ABM platform, helps sales-led companies influence complex buying committees, warm up priority accounts, and progress accounts before sales ever reaches out. We spoke with George about why forecasting can’t be treated as a static quarterly exercise anymore, why revenue leaders need to account for macro signals like layoffs, budget freezes, acquisitions, interest rates, and market turbulence, and how to move from fixed-number forecasting to ranges, probabilities, and continuous forecast loops. He explains why CROs should think in “regimes” like calm, turbulent, and stormy markets, and how that changes the way you model win rates, sales cycles, ACV, and pipeline coverage. Here are some of the key questions we address: Why is traditional SaaS forecasting broken? Why should forecasts be modeled as ranges instead of fixed numbers? How do macro signals like layoffs, acquisitions, and budget freezes impact pipeline confidence?
214. Daniel Thulfaut, Head of Product at saas.group - Why AI Is Killing Traditional Product Management74 / 100213. Artti Aurasmaa, CEO of Staria - Why the CFO Is Becoming the Most Strategic Role in SaaS211. Massimo Arrigoni, CEO of Beefree - The SaaS Apocalypse? Massimo Arrigoni Says No210. Jens Levin, Founder & CEO of Sitoo - No Overnight Success: 22 Years of Focus, Teamwork, and Playing the Long Game209. Elena Verna, Growth at Lovable - How to Grow When Everyone Can Copy Your Product