B2B go-to-market that actually drives ARR. Richard Blundell shares the simple operating cadence founders need to land real customers, cut churn, and scale without burning cash. Richard Blundell is a SaaS sales and go-to-market expert with more than 20 years of experience scaling B2B software companies as a founder, CRO, and CEO. He’s helped dozens of founders grow from first product to recurring revenue, guiding many beyond the $1 million ARR mark and toward investment readiness.
As founder of Vencha and the Vencha Scale Academy, Richard delivers practical, proven strategies that cut through the noise with clarity, structure, and hard-won lessons from the trenches. He’s also an author, creator, and most recently taught his Go-to-Market Playbook at ESCP Business School in London.

What you’ll learn

• How to build a GTM motion technical founders can run
• The “customer at 3 a.m.” test for messaging that stops the scroll
• Why introverts often outsell extroverts
• When to hire sales vs. customer success
• Niching vs. scale: how to choose and when to shift
• War-gaming meetings so deals move faster
• Churn, CAC, LTV: which metric matters when
• Differentiation through simple, visual pain→outcome stories

Who this helps

• Founder-led B2B SaaS teams from zero to $5M ARR
• First-time CROs and product-led CEOs
• CS leaders fixing churn and expansion
• Investors mentoring seed to Series A

Guest

• Richard Blundell, Founder, Venture + Venture Scale Academy
• https://vencha-academy.com/

Host

• Burn The Playbook Podcast — Digital Rebels Consulting
• https://DigitalRebelsConsulting.com

B2B SaaS, go-to-market, GTM strategy, ARR, product–market fit, product–pain fit, churn, CAC, LTV, ICP, positioning, differentiation, introvert sales, customer success, sales hiring, niching, messaging, founder-led sales, pitch deck, LinkedIn content, AI go-to-market

#B2BSaaS #GoToMarket #BurnThePlaybook #Startup #FounderLedSales #SalesLeadership #CustomerSuccess #Churn #ARR #Messaging

B2B SaaS; go to market; GTM; ARR; churn; CAC; LTV; ICP; founder led sales; introvert sales; differentiation; positioning; pitch deck; customer success; SaaS growth; sales hiring; niching strategy; venture scale academy; richard blundell; digital rebels consulting; burn the playbook; marc crosby; ai go to market; sales engineering

• 1: The “3 a.m. customer” test for messages that convert. #GoToMarket
• 2: Stop hiring sales too early. Fix product–pain fit first. #SaaS
• 3: Why introverts quietly win big deals. #Sales
• 4: Churn kills faster than no pipeline. Here’s what to track. #Startup
• 5: Differentiate by simplicity. Show pain → outcome fast. #B2B

• Website → DigitalRebelsConsulting.com
• Linktree → https://linktr.ee/digitalrebelsconsulting
• Socials → Follow us on LinkedIn www.linkedin.com/in/marcccrosby
• Email → marc@digitalrebelsconsulting.com
• Apple Podcasts → https://podcasts.apple.com/us/podcast/burn-the-playbook/id1828969451
• Burn The Playbook Website → https://www.buzzsprout.com/2522863

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