How Allison Ellsworth Built Poppy Into a $2 Billion Brand—From Gut Issues to Shark Tank Stardom

"It started in my kitchen because my stomach hurt." That’s how Allison Ellsworth, founder of Poppy, describes the spark that would ignite one of the most extraordinary beverage journeys in recent years. What began as a personal gut health experiment evolved into a viral prebiotic soda brand with a $1.95 billion exit to PepsiCo—built on TikTok, grit, and a bold rebrand from Mother Beverage to Poppy.

In an interview on The Burnouts podcast, Ellsworth shared the raw, behind-the-scenes story of how she went from oil and gas researcher to beverage founder—and the pivotal decisions, emotional battles, and scrappy marketing tactics that fueled Poppy’s meteoric rise.

From Oil Rigs to Apple Cider Vinegar

Before launching Poppy, Ellsworth spent seven years on the road in oil and gas research. The hectic travel lifestyle led to chronic bloating, acne, and low energy. In search of relief, she turned to her grandmother’s advice: apple cider vinegar.

"I liked how it made me feel, but the taste was disgusting," she recalls.

Determined to make it drinkable, she began experimenting with apple cider vinegar-based drinks in her kitchen—not with a business in mind, but out of necessity. This passion project would soon turn into something much bigger.

The Farmer’s Market Pitch That Changed Everything

Bored and pregnant with her first child, Ellsworth brought her concoction to a local farmer’s market in Texas.

That’s where everything changed.

A buyer from Whole Foods tasted it and said: “There’s nothing like this on our shelves—you have to be in here.” With that validation, Ellsworth and her husband—who had also worked in oil and gas—decided to go all in, investing their life savings despite just buying a house and expecting a baby.

The Shark Tank Leap—and the Wake-Up Call

Under its original name Mother Beverage, the brand reached $500K in revenue before Ellsworth made another bold move: applying to Shark Tank while nine months pregnant. She got a deal with Rohan Oza—but that wasn’t the end. It was just the beginning.

"We had a great product, a great story—but no brand," she admits.

That realization triggered a full rebrand to “Poppy” (a nod to “soda pop”), backed by consumer insights, a vibrant aesthetic, and a clearer value prop: gut-friendly soda that actually tastes good.

Launching During COVID—and Betting on TikTok

In March 2020, the first week of COVID lockdowns, Poppy launched.

With in-store demos and traditional marketing off the table, Ellsworth pivoted: "There’s this thing called TikTok," she told her team. It was a gamble—at the time, brands weren’t using the platform. But for Poppy, it was a breakout moment.

Her one-minute founder story—wet hair, no makeup, raw and real—went viral, driving $100K in Amazon sales overnight and 250M views. Today, the brand has over 3 billion TikTok views and a cult-like Gen Z following.

“Sometimes just talking about your product and being a normal human being breaks through. Let people in.” — Allison Ellsworth

Why Celebrity Investors Actually Worked for Poppy

Unlike typical pay-to-play influencer deals, Poppy leaned into organic seeding. Ellsworth’s team sent product to creators, getting a 90% open rate. Creators who genuinely loved the product—like Alex Earle, Jake Shane, Olivia Munn, and even Post Malone—eventually joined as investors.

This built authentic hype, not forced endorsements.

“We didn’t want celebrities who were paid to post. We wanted real believers. That’s how the magic happened.”

Hiring, Hustle, and High-Stakes Decisions

Some of Ellsworth’s biggest lessons came from scaling fast:

• Hire earlier than you think. She admits they delayed too long, and the business grew faster than their capacity.
• Don’t obsess over perfect hires. Many of their best people were young, unproven interns who “just showed up hungry.”
• Add sugar—if it helps. Ellsworth fought her husband on adding sugar to the recipe. He won. “Sales tripled overnight,” she admits.

Even her Super Bowl ad decision was instinctual: they bought the airtime five days before the game after falling in love with the creative.

The $1.95 Billion PepsiCo Exit—And What’s Next

Poppy sold to PepsiCo after nearly a decade of grind. It wasn’t sudden—it was a slow courtship, aided by Shark Tank investor Rohan Oza’s connections.

But Ellsworth emphasizes: distribution was the key. “You need real distribution to win in beverage. Pepsi’s reach made that possible.”

Now, she's still advising on creative campaigns, working on 2026 strategy, and investing in other challenger brands like Jams (a healthier Uncrustables alternative) and Orion (an affordable Eight Sleep competitor).

“I want to help the next generation of challenger brands. This is just the beginning.” — Allison Ellsworth