How Poppi’s founders built a new soda brand worth $2 billion

Allison and Stephen Ellsworth, a married couple, built Poppy from a homemade soda sold at farmer's markets into a $2 billion brand acquired by Pepsi. Their journey began with Allison's personal health struggles and her quest to make apple cider vinegar palatable, leading to the creation of Mother Beverage. After selling out at local markets and securing a pivotal endorsement from a Whole Foods buyer, they committed fully to the business, despite lacking experience in manufacturing, compliance, or supply chain. A turning point came when they appeared on Shark Tank, where they secured a deal with Rohan Oza, a beverage expert who helped rebrand them as Poppy and provided strategic guidance. The launch of Poppy coincided with the COVID-19 pandemic, which disrupted traditional retail plans but accelerated their digital-first strategy, particularly on TikTok, where authentic, personal content went viral and drove massive Amazon sales. Their bold decision to buy a Super Bowl ad—secured just four days before the game—resulted in a massive spike in awareness and revenue, validating their unconventional approach. After a year of negotiations, Pepsi acquired Poppy for $1.95 billion, not just for the product but for their team and marketing genius. Though they stepped away from day-to-day operations, they remain advisors and brand ambassadors. Now, they’re already working on a new beverage venture, driven by the same passion for innovation and purpose.