In conversation with:
TRISTAN FLINT (OS 2016)
When Tristan Flint left a career in investment banking to start an iced tea brand it wasn’t part of a long-term plan, but he jumped straight in. Tristan talks to us about his experience of success and failure when starting a business.
“You need a clear idea and the willingness to get going before you feel ready. That’s basically it. Everyone has at some point had an idea for something – very few will give it a go though.”
Can you share the story of how Marna began. What inspired you to change careers and start your own business?
It started really simply. I loved iced tea but everything you could buy was either full of sugar or tasted artificial. So I just started making my own at home – purely for myself, messing around in the kitchen with different brews and ingredients. At the time I was still working in investment banking, so Marna was very much a side thing. But it kept growing and I kept getting more pulled into it. The real turning point was the Hackney Half Marathon in 2023. We set up a gazebo and it was the first time we’d properly put it in front of strangers. The reaction was honestly overwhelming. People were really into it. I resigned the next day.
How did you approach starting the business in terms of product development, marketing and funding?
Very scrappily. Product always came first – we worked with a development lab and manufacturers to nail the flavour and get the shelf life right, without compromising on ingredients. That’s been a constant work in progress honestly, it still is. Marketing was literally just us on the ground. Walking into cafés and restaurants, cold emails, LinkedIn messages. Every single win we’ve had has come from that kind of direct outreach. No big agency, no campaigns, just turning up, telling the story, and letting people taste it. Funding came from friends and family.
What is the ‘why’ behind Marna?
We want to modernise tea. It’s this incredible drink that’s been around forever but the ready-to-drink options just haven’t kept up. We’re trying to change that – real brewed tea, clean ingredients, products that actually fit into how people live now. It’s for people who want something better without it feeling like a compromise.
What has been your biggest learning since starting Marna. What has surprised you the most?
Clarity beats speed. Moving fast is great but if you’re not clear on what you stand for, you just go in circles. Once we got really focused on what Marna was, everything got easier: decisions, conversations, all of it. What surprised me most is how willing people are to help when they believe in what you’re building. Some of our biggest breaks came from conversations, not formal pitches or presentations.
Have there been any moments of failure? If so, what did you learn from them?
All the time. Early on we made packaging choices that looked great but the cans were getting absolutely destroyed by couriers in transit. We also went after channels that just didn’t convert. But the lesson every time is the same – test small, learn fast, don’t get emotionally attached to your own ideas. Failure’s only expensive if you ignore what it’s telling you.
Can you tell us about the moment you found out about your Soho House partnership?
This is a good one actually. I was sitting in a Soho House at the time and I just noticed Marna had appeared on the menu. I knew it was about 99% confirmed but it’s not done until it’s done, so seeing it there in person was a bit surreal. It wasn’t just exciting – it was proper validation for all of the long hours, weekends and everything in-between. They’re not going to put something on their shelves unless it meets that standard. They’ve been a wonderful partner to us since.
Looking back at your time at Sevenoaks School, was there a teacher or experience that had a lasting impact on you?
Mr Coquelin, Mrs Nicholson, Mr Kiggell, Mrs Dyer, and Ms Day – they were some of the very best people I have ever met, and looked after me from the age of 11 when I joined Lambardes, all the way through my school life. Sports-wise, Mr Holden, Mr Hulston, Mr Emmitt and Mr Eversfield were brilliant to me. A special mention also to Mrs Greenhalgh who is very sadly no longer with us. I was terrible at Spanish and really struggled, and I think she always knew that, and helped me out in ways that only now I realise. She was a wonderful person.
You recently came back for the annual Careers Fair at Sevenoaks School. What questions came up from students?
The big one was just – how do you actually start? Not the theory, the practical stuff. How do you find suppliers, how do you fund it, do you need everything figured out before you launch. And the honest answer is no. You need a clear idea and the willingness to get going before you feel ready. That’s basically it. Everyone has at some point had an idea for something – very few will give it a go though.
What advice would you give to students who want to start their own business?
Start small and start now. Don’t wait for perfect timing or perfect knowledge as that moment never arrives. Talk to customers as early as you can, actually listen to what they tell you, and be willing to change course. And pick something you genuinely care about, because it’s hard. The persistence only comes if you believe in the thing. I’d also say, whatever you’re doing now, whether that’s school or a job, it’s not wasted. My time in banking gave me financial discipline, work ethic and negotiation skills. I couldn’t run Marna without that background. Some people thought I was mad for leaving, others got it. But none of it was wasted.
What do you hope the future holds for you and for Marna?
More growth, but sustainable growth. We want to get into more retailers, explore new markets, and keep building our brand, and customer base. For me personally I just want to keep getting better at this. Keep learning, keep improving, and keep building something that lasts. I feel very lucky that I can get up every morning and feel excited about going to work.