1st-time solo founder does 90 interviews in 90 days—closes a $25M Series A 2 years in. | Damien Lewke, Founder of Nebulock

Achieving product-market fit in B2B cybersecurity requires a relentless commitment to continuous customer discovery and proactive problem-solving. Damien Lewke, founder of Nebulock, emphasizes that founders should prioritize deep engagement with prospects over static solutions, utilizing methods like his "90-90-90" interview framework to refine product architecture and identify real-world pain points. By shifting from reactive to proactive, agentic AI-driven security, Nebulock successfully surfaced over 4,000 active incidents for enterprise clients. Scaling effectively involves "hiring for the fires," where leaders are brought in to manage specific operational gaps, and establishing a repeatable proof-of-concept process. Crucially, closing enterprise deals demands more than just a technical win; it requires identifying executive sponsors and navigating the complexities of procurement and legal workflows early in the sales cycle to avoid common enterprise "black holes."