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Podcast: The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders
Episode: Founder-Led Sales: 36 People With Zero Salespeople
Description: Marcelino Alvarez grew Uncorked Studios to a 36-person firm building products for Google, Adidas, Intel, and Lego - all through founder-led sales with zero salespeople on staff. 95% of Uncorked's business came from relationship-driven founder selling: coffee meetings, community volunteering, and cross-industry networking events.
Before Uncorked, Marcelino worked at Wieden+Kennedy building the Nike Chalkbot. His first startup sales attempt, Gorlox, crashed in eight months when co-founders with day jobs treated it as a side project. From those ashes, Uncorked was born with aligned co-founders and a clear founder as salesperson model.
Marcelino shares why visible...