Lewke: Nebulock built an enterprise POC playbook requiring two customer hours
Damien Lewke · Solo founder does 90 interviews in 90 days—raises $25M Series A | Nebulock · PMF Show · Jul 20, 2026 · at 39:04
Damien Lewke is the founder of cybersecurity startup Nebulock. He explains how Nebulock standardized its enterprise sales proof-of-concept process before signing a Fortune 500 customer.
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“We had a month long POC process that required two hours of customer time. We had a playbook that we knew how to run and it just kind of like followed, right? That muscle movement had been built.”
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More from Damien Lewke
Lewke: 100% of Nebulock's early design partners converted to paying customers
“Every single one of our design partners converted to a paying customer.”
Lewke: Achieved over a 70% response rate on customer discovery outreach
“You're like, you don't know the stats, but I can give you, I think it was north of 70%.”
Lewke: Customer discovery outreach emails should not exceed 50 words
“But like, if you've written more than 50 words in that email, it's too long, right? Keep it tight. Keep it punchy. What's the give get?”
Lewke: Design partners unwilling to meet weekly ignore the core problem
“If someone is not willing to give you 30 minutes a week, how much do they really value the problem you're solving?”
Lewke: Enterprise AI startups must parallelize DPAs during early POC evaluations
“The other piece that I think really helped us and because we're an AI native company is really important is like nail your DPA, right? Have a really strong DPA and know what it means to do data processing and parallelize the legal paperwork. Like, do not do th…”