How Poppi went from a Shark Tank pitch to a $1.95B exit
On TechCrunch's Equity podcast, Poppi co-founder Allison Ellsworth discusses how the prebiotic soda brand grew from a kitchen experiment into a $1.95 billion acquisition by PepsiCo. The episode covers her Shark Tank pitch, scaling a digital-first brand during COVID, and her return to Shark Tank as an investor. It frames Poppi within a wave of functional soda companies challenging skepticism about beverage startups.
Key Takeaways
- Poppi is a prebiotic soda brand that grew from a kitchen experiment into a $1.95 billion acquisition by PepsiCo.
- Co-founder Allison Ellsworth pitched the brand on Shark Tank while nine months pregnant.
- She built early traction at farmers' markets after turning a personal health issue into the product.
- TikTok and community-driven marketing helped the brand rack up billions of views and loyal fans.
- Ellsworth has returned to Shark Tank as a Shark, evaluating founders from the other side of the pitch.
Stats & Key Facts
- #Poppi was acquired by PepsiCo for $1.95 billion
The episode and guest
The conversation airs on TechCrunch's Equity podcast.
- ›Host Rebecca Bellan is joined by Poppi co-founder Allison Ellsworth.
- ›The discussion covers building a beverage startup in a venture world dominated by SaaS and AI.
- ›The episode is dated March 11, 2026.
The piece notes that for years venture capitalists have been skeptical of beverage startups, citing thin margins and brutal distribution as reasons most never break out. A wave of functional soda companies, including Poppi, has been challenging that assumption.
From kitchen to category
- ›Poppi started as a kitchen experiment.
- ›Ellsworth turned a personal health issue into the product.
- ›She built early traction at farmers' markets.
The episode describes how the brand grew from those early roots into a category-defining company, ending in a $1.95 billion acquisition by PepsiCo.
Marketing bets
- ›TikTok and community-driven marketing helped the brand rack up billions of views.
- ›Fast marketing bets and customer feedback drove growth.
- ›The team made the risky decision to buy a last-minute Super Bowl ad and executed it in days.
The article highlights how social media and quick decision-making helped turn a niche drink into a widely recognized brand.
Shark Tank, both sides
- ›Ellsworth pitched Poppi on Shark Tank while nine months pregnant.
- ›She has returned to Shark Tank as a Shark herself.
- ›The episode covers how she evaluates founders on the other side of the pitch.
Her return as an investor is one of the topics the episode promises listeners.
Selling to PepsiCo
- ›The episode covers selling a startup to PepsiCo.
- ›It addresses trying to preserve the brand's identity through the deal.
- ›It explains why beverage startups almost inevitably need acquisition-level distribution to scale.
The episode discusses what it is like to sell a startup to PepsiCo while trying to preserve the brand's identity, and why beverage startups almost inevitably need acquisition-level distribution to scale.
Frequently Asked Questions
What is Poppi?
Poppi is a prebiotic soda brand, part of a wave of functional soda companies, that grew from a kitchen experiment into a category-defining brand.
How much did PepsiCo pay for Poppi?
PepsiCo acquired Poppi for $1.95 billion, described as nearly $2 billion.
Who is Allison Ellsworth?
She is the co-founder of Poppi and the guest on this Equity podcast episode, and she has returned to Shark Tank as a Shark herself.
How did marketing help Poppi grow?
TikTok and community-driven marketing helped the brand rack up billions of views, and the team bought a last-minute Super Bowl ad executed in days.
Why do beverage startups often get acquired?
The episode notes that beverage startups almost inevitably need acquisition-level distribution to scale.
The episode traces Poppi's path from farmers' market product to a nearly $2 billion PepsiCo acquisition.
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