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Description

The security industry has a math problem: 12 million job postings, only 7 million qualified professionals. The solution? AI.

Edward Wu spent nearly a decade at ExtraHop, pioneering AI-driven security detection. But instead of just alerting security teams about potential threats, he saw a bigger opportunity — what if AI could act as an actual security analyst? That question led to Dropzone, a company that's not just throwing AI at security but strategically using it to solve one of the most overwhelming problems in the industry — alert fatigue.

In this episode of Founded & Funded, Edward and Partner Vivek Ramaswami dive into:

Watch/Listen to the full conversation for insights from Edward on what it takes to build in one of the most competitive categories in security today.

Transcript: https://www.madrona.com/dropzones-edward-wu-security/

 

Chapters: 

(00:00) Introduction
(01:40) Edward Wu's Journey into Security
(02:48) The ExtraHop Experience
(05:10) The Leap to Entrepreneurship
(07:59) The Aha Moment: Founding Dropzone
(10:28) AI's Role in Security
(16:30) Navigating the Competitive Landscape
(19:15) Marketing and Customer Acquisition Strategies
(21:30) Landing a big-name customer without cold outreach
(25:40) Push v. pull when selling into security
(28:25) ChatGPT was startups' greatest marketing gift
(30:18) Lessons Learned as a Solo Founder