1st-time solo founder does 90 interviews in 90 days—closes a $25M Series A 2 years in. | Damien Lewke, Founder of Nebulock
Topics discussed
Intro: Product market fit and show promotion
Welcome and recent $25M Series A raise
The Fortune 500 POC and defining PMF
Background and the gap in cybersecurity
How the product detects threats proactively
The decision to leave and start the company
Solo founder dynamics and hiring strategy
Hiring for future fires and founder focus
The 90-day customer discovery process
Building the network and outreach tactics
Evolving the interview structure over time
Key learnings and architectural pivots
Reciprocity and in-person relationship building
Fundraising and early architecture partners
Design partners and the path to revenue
Building a repeatable POC process
Common POC pitfalls and legal prep
Navigating enterprise procurement and champions
Sales motion, ACVs, and value metrics
Final advice and closing remarks
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