Paul Watson
Co-Founder
Software operator, strategist and author focused on helping businesses turn complex growth problems into precise commercial decisions.
LinkedIn profilefor Paul Watson (opens in a new tab)Books & ideas
Hard-won experience, made practical.
Vencha’s books capture the questions, disciplines and lessons that emerge from building, scaling, funding and advising B2B software businesses.
They are written for founders and leaders who want practical ways to make better commercial decisions—not generic theory or recycled management advice.
Learn the method
Three books. One body of experience.
Each book addresses a different part of the software company journey: finding commercial precision, building a coherent go-to-market system and navigating the realities of growing, raising, building and running the business.
Precision
Define exactly who should buy, why they should act and how the business can concentrate its commercial effort.
Go-to-market
Turn product potential into a coherent system for finding, winning and retaining customers.
Founder experience
Use the practical lessons, tools and mental models developed through decades of building software companies.
The core methodology
The Selling Software Algorithm
The Go to Market Navigation System for B2B Software Leaders
Richard Blundell, Paul Watson and Chris Tottman
Great software does not sell itself. Commercial success depends on identifying the right Economic Buyer, the Perfect Customer and the Visceral Pains capable of creating action.
The Selling Software Algorithm captures the disciplines, questions and choices behind Vencha’s navigation system for B2B software businesses.
Economic Buyer
Perfect Customer
Visceral Pains
A precise reason to buy
What it helps you do
- Identify the buyer with sufficient authority and incentive to act
- Define the company characteristics that concentrate the need
- Separate interesting problems from pains capable of creating urgency
- Build a precise commercial proposition
- Translate the thesis into focused go-to-market execution
From product to market
The Go To Market Handbook for B2B SaaS Leaders
How to Stack the Odds in Your Favour When Scaling Your Software Business
Richard Blundell, Paul Watson and Chris Tottman
A practical guide for B2B software leaders who need to stack the odds in their favour when taking a product to market or scaling an existing commercial operation.
The handbook brings the components of go-to-market together as a connected system rather than a collection of isolated Sales and Marketing tactics.
What it helps you do
- Establish the foundations for a coherent go-to-market strategy
- Align market, proposition, channels and commercial execution
- Identify gaps and assumptions before scaling expenditure
- Give leadership teams a shared framework for commercial decisions
- Turn fragmented activity into a more deliberate system
Founder wisdom
The Big Book of BrainDumps
How to Grow, Run and Raise Capital for Your Software Business
Chris Tottman, Richard Blundell, Paul Watson and Daisy Tottman
A collection of practical lessons, provocations and working tools drawn from the experience of people who have built, grown, funded and operated business software companies.
More than 70 visual BrainDumps that resonated with millions of people on LinkedIn—with the commentary there wasn’t space for.
It is designed to shortcut avoidable trial and error—not by pretending there is one perfect answer, but by making hard-won experience available when founders and leaders need it.
Grow
Customers, propositions, go-to-market choices and commercial focus.
Raise
Investor readiness, fundraising narratives and the realities of raising capital.
Build
Product decisions, teams, priorities and the connection between customer evidence and execution.
Run
Leadership, operating choices and the practical disciplines required to keep progressing.
Where to begin
Start with the decision in front of you.
If you need greater commercial precision
Start with The Selling Software Algorithm.
If you are building or scaling go-to-market
Start with The Go To Market Handbook.
If you are navigating the wider founder journey
Start with The Big Book of BrainDumps.
Books into practice
Ideas are useful when they change a decision.
The books provide the depth. Vencha’s practical tools and methodology help apply that thinking to the commercial question in front of you.
Understand the method
See how Economic Buyer, Perfect Customer and Visceral Pains combine into a precise reason to buy.
Apply the method
Use Vencha’s interactive tools to turn the methodology into practical go-to-market outputs.
Work through the question
Bring an important proposition, growth, fundraising or leadership decision to a focused working session.
The authors
Written by practitioners, not spectators.
The books draw on decades of experience building, leading, funding and advising B2B software companies. The ideas have been developed in boardrooms, sales conversations, fundraising processes and the difficult decisions that occur between them.
Richard Blundell
Co-Founder
Software founder, commercial operator and author focused on stacking the odds in sales teams’ favour.
LinkedIn profilefor Richard Blundell (opens in a new tab)
Chris Tottman
Co-Founder
Investor, software operator and Founding Partner at Notion Capital, helping founders navigate growth and fundraising.
LinkedIn profilefor Chris Tottman (opens in a new tab)Reading can change your thinking. Application changes the business.
Explore the methodology yourself, use the practical tools or bring Vencha the commercial question that matters now.