Opinion: How Tiktok and Gen-Z Women made Poppi a Billion-Dollar Brand
By Alina Lee
In March 2025, Poppi made headlines with a $1.95 billion acquisition by PepsiCo that caught the attention of investors and media alike. The prebiotic soda brand, founded by Allison Ellsworth, began in 2018 as “Mother Beverage” — a homemade apple cider vinegar drink sold at farmers markets before landing a spot on Shark Tank.
For years, the soda industry has seen a steady decline, struggling to keep up with growing consumer demand for healthier options. Meanwhile, drinks like kombucha, wellness shots, and gut health supplements have a loyal niche following but are rarely fun or easy to love; most come with a vinegary taste, muted branding, and a vaguely clinical feel.
So how did Poppi manage to combine gut health and soda and turn them into a vibrant, viral brand with mass appeal, especially among Gen Z women? It leveraged the power of TikTok.
In 2021, Ellsworth posted a TikTok video sharing Poppi’s origin story. The video went viral, generating $100,000 in sales within 24 hours. From there, Poppi leaned all in on content. Recognizing the platform’s potential, the company hired a dedicated community manager, shifted a portion of its marketing budget to TikTok, and began experimenting with creator partnerships and trend-driven content. Soon, videos featuring organized fridge restocks, gut health Q&As, and wellness routines highlighting the brightly colored cans helped the brand build an organic following that blended seamlessly into Gen Z and millennial culture. Throughout 2023 and 2024, influencers like Alix Earle, Avery Woods, and Jackie Aina featured Poppi in their GRWM videos, placing the soda squarely alongside beauty staples like Glossier, Milk Makeup, and Laniege, positioning Poppi as just as essential to the daily routine.
Poppi’s product delivered on its promise — a soda with prebiotic benefits, low sugar, and good flavor — but its brand appeal was just as important. Consumers weren’t just drinking it for the health benefits; they were opting into a lifestyle. The brand also blurred the line between consumer and creator. In 2024, Poppi gifted custom sweatsuits to social media creators as part of a Coachella partnership. Later that year, they launched a limited-edition Target apparel line featuring the drink’s iconic color palette. By capitalizing on the kind of exclusivity that influencer culture thrives on, the company turned its loyal following into a walking billboard for the brand, solidifying the theme of community that had characterized their entire advertising journey. Thanks to TikTok, when you drank Poppi, you didn’t just feel healthier; you felt like you were joining an exclusive club, now with its own merch.
This “grassroots” influencer marketing approach extended to the brand’s college sorority partnerships, an ideal slice of Poppi’s target demographic. Sororities were already known to post coordinated, high-visibility content during the viral #RushTok recruitment season. By sponsoring events with banners, branded T-shirts, and product samples, Poppi inserted itself directly into that ecosystem and enabled sororities to do the content creation for them.
As Poppi’s presence grew, so did its celebrity alignment. In June 2023, the brand became the official sponsor of the Miami Pickleball Club, co-owned by Naomi Osaka, Patrick Mahomes, Kygo, and others, tapping into one of Gen Z and Millennials’ fastest-growing sports. Less than one year later, in February 2024, Poppi dropped a Super Bowl commercial (its first-ever national commercial, and the most-watched ad of the game), capturing 29.1 million views. Then came their partnership with 7-Eleven, which they celebrated with an interactive 7-Eleven pop-up complete with slushies, merch, and Instagram-ready installations. Their earlier pop-ups — Hamptons houses, U.S. Open collabs, Bloomingdale’s with Marc Jacobs — had already been blurring the line between soda and lifestyle.
Now, in 2025, it’s clear that behind the aesthetics was a deliberate strategy. Poppi spent years building brand loyalty with a very specific audience in mind: Gen Z and Millennials, particularly Gen Z and Millennial women. From TikTok to Target shelves, every move was designed to meet that demographic where they already were and make them feel like the brand was built for them.
In the end, Poppi’s success didn’t come from simply creating a new category. Their ability to organically embed themselves within Gen Z internet behavior was a crisp execution of marketing fundamentals: know your audience, speak their language, and show up where it matters. Rather than chasing trends, Poppi positioned itself to become one, prioritizing community-building and continually reinforcing those bonds through relatable content and experiences. And in doing so, it showed what it takes to build the next generation of consumer brands.