E166: Making Open Source Reliable & Secure with Fossa
Feb 19, 2025
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Kevin Wang, Founder and CEO of Fossa, shares his journey in the open source realm, emphasizing the need for tools that enhance compliance and security. He discusses the transformation from a scanning to a fixing approach in product security. Kevin highlights the challenges of fostering trust in enterprise sales and his resistance to push into AI despite market pressure. The conversation also addresses effective growth strategies for startups and the personal challenges of transitioning from founder to CEO, focusing on leadership alignment with core values.
Fossa originated from Kevin Wang's realization that lengthy compliance and security processes hindered developers' productivity within open-source environments.
The company's evolution from license compliance to incorporating security features reflects the industry's pressing need for comprehensive solutions amidst rising supply chain attacks.
Deep dives
The Genesis of FOSA
The idea for FOSA emerged from a personal pain point experienced by Kevin Wang as a developer. He recognized that the compliance and security checks often required lengthy processes that hindered productivity, particularly in a landscape increasingly reliant on open-source components. His conviction was fueled by the belief that a team unburdened by these bureaucratic hurdles could develop superior software. As the open-source movement gained momentum around 2013-2014, he saw an opportunity to create a company that catered specifically to the needs of developers by simplifying their access to third-party code.
Navigating Early Challenges
In the early days of FOSA, Kevin faced significant skepticism from investors who doubted the market potential for open-source tools, viewing them as a niche concern. He relied on his youthful enthusiasm and insight into developer pain points to push through these challenges, while also leaning on practical experience gained from previous side projects. The company initially focused on license compliance but evolved through continuous interaction with customers who revealed a broader need for security features. This adaptive approach allowed FOSA to pivot successfully, refining its value proposition to meet the changing demands of an evolving landscape.
Building Relationships and Trust
Kevin emphasized the importance of personal relationships in selling FOSA's initial offerings, primarily to large enterprise customers who had prior negative experiences with existing tools. His early success came from intuitive cold outreach strategies, which were complemented by mentorship from experienced industry figures. One particularly memorable moment was when he secured a pilot with Qualcomm through rapid, in-person engagement, showcasing the power of trust and direct interaction in sales. This consultative selling approach helped foster a pipeline of feedback, guiding product development and ensuring that customer needs were met proactively.
Adapting to Market Evolution
As the industry shifted towards a greater focus on security, FOSA evolved its messaging and offerings to encompass vulnerability management alongside compliance scanning. Kevin noted that the competitive landscape had expanded, making it essential for FOSA to adapt by bundling multiple functionalities and catering to diverse buyer personas, from legal teams to developers. This multifaceted approach led to the recognition of the growing necessity for comprehensive security solutions amidst an influx of supply chain attacks. By understanding the nuanced motivations of various stakeholders, FOSA has enhanced its market positioning while continuing to deliver core value around open-source management.
Kevin Wang is Founder & CEO of Fossa, the product security platform that automates compliance & security across open source third party code, suppliers, and tools.
In this episode, we discuss:
Where Kevin's interest in open source started
Learning to work with big enterprises
The shift from scanning to fixing
Repositioning from an engineering to security platform
Resisting the market pressure to push hard into AI
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