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:

• The "aha moment" that led Edward to leave a successful career to start Dropzone
• Why most AI security startups will fail, and what it takes to stand out
• How Dropzone landed UiPath as a customer—without a single cold email
• The future of security in an AI-first world

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