OLIPOP Marketing Strategy 2024: A Case Study

Olipop, a leading player in the beverage industry, owes much of its success to its innovative marketing strategy. With a bold approach that focuses on influencer partnerships and digital engagement, Olipop has revolutionized the way brands connect with their target audience. In this case study, we will delve into Olipop’s marketing strategy and explore how it has contributed to their remarkable growth in recent years.

Adapting Positioning to Expand Target Market

Olipop recognized the need to evolve its positioning to tap into a broader consumer base. With a commitment to offering a healthier alternative to traditional sodas, Olipop positioned itself as a standout brand in the market. By leveraging the growing demand for wellness-oriented products, they successfully captured the attention of health-conscious consumers.

Ditching Advertising and Going All-in on Influencer Marketing

Instead of relying on traditional advertising methods, Olipop made a strategic shift towards influencer marketing. This decision proved to be a game-changer, as it allowed them to maximize their reach and generate billions of views by partnering with influential content creators across various platforms.

Measuring Success in the Digital Landscape

Key metrics played an integral role in Olipop’s marketing strategy. By closely monitoring their engagement rate, number of followers, and reach through influencer marketing, they gained valuable insights into their campaign performance. Olipop’s engagement rate of 5.3% demonstrates the effectiveness of their influencer partnerships in driving audience interaction and brand loyalty.

Scaling Awareness with Influencer Partnerships

Olipop’s influencer marketing campaigns on TikTok alone received a staggering 1.3 billion views, showcasing the power of this platform in driving brand visibility. Their cost per thousand impressions (CPM) for influencer marketing was an impressive $0.61, further showcasing the efficiency of their campaign strategies.

Olipop’s Unique Formula and Ingredients

One of the factors that set Olipop apart from its competitors is its commitment to using quality ingredients and a unique formula. By combining natural plant fibers, botanical extracts, and prebiotics, Olipop developed a delicious and healthier alternative to traditional sodas. This focus on science-backed ingredients has resonated with their target audience and contributed to their continued success.

The Birth and Growth of Olipop

Olipop’s journey began with an initial investment of $100,000 by founders Ben Goodwin and David Lester. Their vision, combined with their dedication to creating a better beverage option, propelled the brand forward. Series B funding of $30 million and a $200 million valuation solidified their position as an industry leader, allowing them to expand their operations and further cement their brand presence.

Olipop’s Influencer Marketing Strategy

Olipop’s influencer marketing strategy has been a driving force behind their success. By partnering with influencers, they were able to reach 10 million people, gain 50,000 new followers, and generate billions of views on their influencer content. Their strategic approach and emphasis on building genuine connections with their audience have resulted in a remarkable 10% direct sales conversion rate.

Tracking Success and Key Metrics

Olipop carefully monitors the success of their influencer marketing campaigns. They have experienced significant growth in retail accounts and their products are now sold in over 30,000 stores. The #OlipopPartner hashtag on TikTok has garnered over 560 million views, making it evident that their influencer partnerships are driving substantial engagement and brand awareness.


Olipop’s marketing strategy is a testament to the power of influencer marketing and strategic branding. By adapting their positioning, embracing digital platforms, and focusing on metrics-driven results, Olipop has grown to become a dominant player in the beverage industry. As they continue to expand their reach and captivate audiences, Olipop’s case study serves as a valuable resource for brands seeking innovative ways to connect with their target market.

Key Takeaways:

  • Olipop’s influencer marketing strategy has generated billions of views and reached 10 million people.
  • The brand’s commitment to scientific research, sustainability, and strategic branding has driven its success.
  • Olipop’s shift towards influencer partnerships has fueled their remarkable growth and increased brand awareness.
  • Key metrics such as engagement rate and direct sales conversion rate demonstrate the effectiveness of their influencer marketing campaigns.
  • Olipop’s unique formula and ingredients, along with their focus on quality, have set them apart in the market.

Adapting Positioning to Expand Target Market

Olipop, originally known for its prebiotic seltzers that targeted gut health, made a strategic decision to adapt its positioning in order to reach a broader audience. The company recognized the need to expand its target market and appeal to a wider range of consumers.

By rebranding as a healthier soda option, Olipop successfully tapped into a growing consumer demand for beverages that are both delicious and good for you. This positioning shift allowed Olipop to highlight the unique benefits of its soda, such as its natural ingredients and low sugar content, while still delivering on taste.

The decision to expand the target market was a smart move for Olipop, as it led to increased brand awareness and customer engagement. The company was able to connect with a larger audience, attracting those who were looking for a healthier alternative to traditional sodas.

This strategic repositioning not only helped Olipop reach new customers but also resulted in enhanced consumer appeal and expanded market penetration. The shift from being perceived as a “Sparkling Tonic” to a “New Kind of Soda” allowed Olipop to position itself as a unique and refreshing option in the beverage market.

Furthermore, this expanded target market opened up opportunities for product sampling and retail partnerships. Olipop was able to showcase its products to a wider audience through various sampling initiatives, allowing potential customers to experience the taste and benefits of the soda firsthand.

Additionally, Olipop’s shift in positioning attracted the attention of major companies like Pepsi and Coca-Cola, positioning it as a potential acquisition target. The success and growth of Olipop’s brand awareness and customer engagement solidified its position within the market and highlighted its potential for further expansion.

Overall, Olipop’s strategic decision to adapt its brand positioning and expand its target market has proven to be a driving force behind its success. The company’s ability to effectively reach a broader audience, increase customer engagement, and establish retail partnerships has set the stage for continued growth and brand development.

Olipop’s Revenue Growth

Year Revenue
2021 Not available
2022 $70 million
2023 $200 million

Ditching Advertising and Going All-in on Influencer Marketing

In 2021, Olipop made a strategic decision to shift away from traditional advertising methods and embrace the power of influencer marketing. This bold move allowed them to tap into the vast potential and reach of social media platforms, particularly TikTok. By partnering with influential creators who shared their target audience, Olipop was able to create an authentic connection with their customers and drive brand awareness.

Through their influencer partnerships, Olipop was able to generate a significant following on TikTok, amassing approximately 325k followers. They collaborated with hundreds of creators each month, leveraging their creativity and expertise to showcase the brand in a compelling and relatable way.

One of the key highlights of Olipop’s influencer marketing strategy was the successful creation of engaging content that resonated with their target audience. By focusing on content creation, they were able to deliver compelling narratives that showcased their product’s unique features and benefits.

As a result of their influencer content strategy, Olipop achieved impressive reach on TikTok, with their branded hashtag #olipoppartner garnering a total of 1.6 billion views. This extensive reach not only increased brand visibility but also drove organic search volume for Olipop. Their presence on TikTok helped propel their organic search volume from 20,000 visits per month to over 150,000, reflecting a substantial boost in brand awareness.

Furthermore, Olipop’s influencer marketing approach had a profound impact on their retail sales. The increased brand awareness and intent shown on the store locator page led to a significant growth in velocities by 2-3x in all major retail accounts. This success demonstrated the effectiveness of their influencer partnerships in driving tangible business outcomes.

In terms of cost-effectiveness, Olipop’s influencer marketing on TikTok proved to be a smart investment, with a cost-per-thousand impressions (CPM) of just $0.61. This low CPM allowed them to maximize their marketing budget and reach a wide audience without breaking the bank.

Olipop Statistics
Revenue in 2023 $200 million
TikTok hashtag views 1.6 billion
TikTok followers ~325k
TikTok influencer content views 1.3 billion
Organic search volume growth 20k to 150k+
Retail velocities growth 2-3x increase

By ditching conventional advertising and embracing influencer marketing, Olipop has successfully positioned itself as a forward-thinking brand that leverages the power of social media to connect with its target audience. Their partnership with influential creators on TikTok has proven to be a game-changer, enabling them to achieve remarkable growth and establish a strong presence in the market.

Measuring Success in the Digital Landscape

In order to assess the effectiveness of their targeted advertising campaigns and social media marketing efforts, Olipop implemented a comprehensive approach to measure success in the digital landscape. By tracking key metrics and analyzing data, they were able to gain valuable insights into their performance and refine their strategies accordingly.

Tracking Engagement and Reach

Olipop closely monitored their engagement rate, which measures the level of interaction and participation from their audience. They analyzed the number of likes, comments, shares, and click-throughs to evaluate the success of their content and marketing campaigns. Additionally, they tracked the reach of their posts to determine the number of unique individuals exposed to their brand and messages.

Measuring Conversions and Impact

Conversions played a crucial role in assessing the effectiveness of Olipop’s digital marketing efforts. By analyzing the number of website visits, email sign-ups, and product purchases driven by their social media campaigns, they could determine the impact of their targeted advertising on their bottom line. This data helped them optimize their strategies to maximize their return on investment.

Utilizing Social Media Analytics Tools

Olipop made use of social media management tools like Hootsuite, Buffer, and Sprout Social to streamline their processes and gain valuable insights. These tools allowed them to schedule posts, analyze performance metrics, and manage multiple social media accounts effectively. By leveraging these data-driven insights, Olipop was able to make informed decisions and tailor their content strategies to meet their audience’s needs.

Key Metrics Result
Engagement Rate High levels of engagement, indicating strong audience interaction and interest in Olipop’s content
Reach Significant reach, with a wide audience exposed to Olipop’s brand and messages
Conversions Positive conversion rates, indicating social media’s impact on driving website visits, email sign-ups, and purchases

By continuously monitoring and analyzing these metrics, Olipop was able to refine their social media marketing strategies, optimize their targeted advertising campaigns, and stay ahead in the competitive digital landscape.

Scaling Awareness with Influencer Partnerships

Olipop understood the power of influencer marketing in amplifying their brand message and reaching a wider audience. They strategically collaborated with a diverse range of influencers on TikTok to showcase their products and create organic product placement. By partnering with content creators who aligned with their brand values and target demographics, Olipop successfully generated brand mentions and increased awareness through authentic and engaging content.

Through their influencer partnerships, Olipop effectively tapped into the Gen Z and millennial user base, leveraging the creators’ established followings to drive interest and sales. By integrating their soda naturally into the influencers’ content, Olipop achieved an organic product showcasing approach, seamlessly showcasing their beverages as part of the influencers’ daily lives.

One of the notable aspects of Olipop’s influencer marketing strategy was their emphasis on providing valuable information about where to buy their products. By including this information in the influencer content, Olipop made it easy for viewers to find and purchase their beverages, further driving sales and brand exposure.

As a result of their influencer partnerships, Olipop experienced significant growth in audience engagement, as well as brand relatability. This shift from sales-driven content to authentic and relatable content resonated with their target audience, enhancing the overall brand experience.

In addition to TikTok, Olipop also expanded their influencer partnerships beyond social media platforms. Collaborating with high-profile brands and celebrities such as Barbie, country artist Kane Brown, and Nascar driver John Hunter Nemechek, Olipop further increased their brand visibility and credibility.

By strategically shifting their advertising budget from traditional platforms to influencer marketing on TikTok, Olipop harnessed the power of organic content and genuine recommendations. This approach not only enhanced audience engagement but also provided a cost-effective and impactful marketing strategy.

Key Statistics

Business EMV Year-over-Year Increase
Cheetos $38.6M N/A
Olipop $25.4M 1.8k%
Chobani $33.2M 278%

Olipop’s Unique Formula and Ingredients

Olipop has established itself as a leading brand in the beverage industry, thanks to its innovative formula and carefully selected ingredients. Unlike traditional sodas that contain excessive amounts of sugar and artificial additives, Olipop’s drink formulations are designed to offer a healthier alternative without compromising on taste.

One of the standout features of Olipop’s sodas is their significantly reduced sugar content. While traditional sodas can contain up to 40 grams of sugar per serving, Olipop’s drinks contain only 2 to 5 grams of sugar. This reduction not only addresses consumer concerns about excessive sugar consumption but also caters to the growing number of individuals with diabetes and prediabetes in the United States.

According to the CDC, 11% of the U.S. population has diabetes, with an additional 38% having prediabetes. These conditions can lead to serious health complications and cost over $300 billion annually. By offering a lower sugar option, Olipop promotes better health outcomes and provides a guilt-free beverage choice.

The unique formula of Olipop’s sodas goes beyond just reduced sugar content. They are also crafted with a combination of natural sweeteners like cassava syrup, fruit, and stevia extract. These natural ingredients provide a delicious taste while ensuring a healthier beverage option.

Furthermore, Olipop’s drinks offer more than just refreshment. Each can contains nine grams of fiber, derived from prebiotics, plant fibers, and eight different types of botanicals. This composition supports digestive system health and promotes a diverse microbiome, as demonstrated by in-vitro studies conducted in partnership with reputable institutions like Purdue University, Baylor College of Medicine, and the University of Minnesota.

The incorporation of these botanicals and prebiotics sets Olipop apart from its competitors. Rather than simply being a thirst-quencher, Olipop’s sodas provide functional benefits that go beyond traditional carbonated beverages. This product differentiation resonates with health-conscious consumers who prioritize holistic well-being.

The success of Olipop can be attributed to its unique formula and deliberate ingredient choices. By focusing on providing a healthier alternative to traditional sodas, Olipop has captured market attention and gained a loyal customer base. With its commitment to using high-quality ingredients backed by scientific research, Olipop has become a leading brand in brand awareness, product differentiation.

The Birth and Growth of Olipop

In 2017, Olipop was founded by Ben Goodwin and David Lester with a visionary goal in mind – to create a new kind of soda that was not only delicious but also good for you. With an initial investment of $100,000, they embarked on their journey to disrupt the beverage industry.

Facing the challenges of the pandemic, Olipop made a strategic decision to pivot from brick-and-mortar stores to online sales. This shift allowed them to tap into the growing trend of retail e-commerce, which experienced significant growth during this period. Recognizing the increased consumer adoption of e-commerce and the need to enhance their e-commerce capabilities, Olipop strategically positioned itself to capture this booming market.

Olipop’s brand development and marketing investment were integral to its growth. The company focused on building a strong online presence and engaging with its target audience through social media platforms like TikTok. By leveraging this platform’s popularity, Olipop was able to gather initial traction and generate buzz, positioning itself as a true competitor to legacy brands like Pepsi or Coca Cola.

To further solidify its market position, Olipop invested in influencer marketing. By collaborating with relevant influencers in the health and wellness space, the brand was able to reach a wider audience and establish credibility within its target market. This investment in influencer partnerships helped to scale brand awareness and generate significant growth for Olipop over the last year.

The Rise of Olipop

Olipop’s marketing success can be attributed to its commitment to authenticity, creative content, and building a loyal following. The company’s unique formula and all-natural ingredients resonated with health-conscious consumers seeking refreshing alternatives to traditional sugary sodas.

With a product range that includes flavors like Vintage Cola, Classic Root Beer, and Strawberry Vanilla, Olipop offers a wide variety of choices to cater to diverse tastes. The brand’s dedication to quality, taste, and health has garnered a loyal customer base, contributing to its $200 million in annual sales.

As Olipop continues to evolve and grow, it is clear that its brand development and marketing investment have been key drivers of success. By embracing the power of social media, leveraging retail e-commerce, and targeting the right influencers, Olipop has positioned itself as a leader in the beverage industry.

Year Founded 2017
Founders Ben Goodwin and David Lester
Initial Investment $100,000
Total Annual Sales $200 million
Main Marketing Strategy Influencer Marketing

Olipop’s Influencer Marketing Strategy

Olipop, the innovative brand behind a range of prebiotic sodas, has established a powerful influencer marketing strategy to boost brand awareness and reach its target audience in the digital world. By collaborating with micro and macro-influencers, Olipop has successfully positioned itself as a leader in the health-conscious beverage industry and has experienced significant growth in revenue and market share.

The company’s influencer marketing strategy focuses on authenticity and ensuring that influencers are genuine customers of the brand. By partnering with influencers who align with Olipop’s values and target audience, they are able to create genuine and relatable content that resonates with their followers. This approach not only increases brand awareness but also fosters trust and credibility among consumers.

One notable influencer partnership for Olipop was its collaboration with pop star Camila Cabello in its first national campaign. This strategic partnership with a high-profile influencer further solidified Olipop’s presence in the market and propelled its brand awareness to new heights. Through this collaboration, Olipop tapped into Camila Cabello’s massive social media following and leveraged her influence to promote their products to a wider audience.

Olipop recognizes the power of social media platforms, especially TikTok, in driving its marketing success. The company leverages TikTok’s enormous reach and impact to showcase its products and engage with its target audience. Over the last 18 months, Olipop generated over 1.3 billion views on TikTok, demonstrating the platform’s effectiveness in driving brand awareness and increasing velocity in major retail accounts.

To measure the success of its influencer marketing efforts, Olipop shifted its strategy from a Cost Per Acquisition (CPA) model to a Cost Per Thousand Impressions (CPM) model for influencer partnerships. This change enables the company to better track the impact and ROI of their influencer collaborations and optimize their marketing campaigns accordingly.

In addition to influencer marketing, Olipop utilizes other social media marketing channels such as Instagram and Facebook to engage with its audience and amplify its brand message. The company also harnesses the power of email marketing to announce new flavors, promote special offers, and provide educational content to its subscribers.

Olipop’s commitment to data-driven decision making is evident in its use of analytics tools like Google Analytics. By analyzing data and metrics, the company gains valuable insights into consumer behavior, marketing performance, and campaign optimization, allowing them to continuously refine their strategies and achieve better results.

To expand its reach and distribution, Olipop forms partnerships with retailers like Whole Foods and Target. These collaborations enable the brand to reach a wider audience and make its products more accessible to health-conscious consumers.

The brand’s blog serves as a platform to educate and inform its audience about health-related topics, gut health benefits, and the importance of prebiotics. By providing valuable content, Olipop positions itself as a reliable source of information for health-conscious individuals.

In addition to its strong digital presence, Olipop organizes community events such as health expos and local fairs, further connecting with its target audience on a more personal level. These events provide an opportunity for consumers to engage with the brand and deepen their connection with Olipop’s mission and products.

As Olipop continues its remarkable growth trajectory, its influencer marketing strategy remains a key focus. By leveraging the power of social media influencers and authentic content creation, Olipop has successfully built brand awareness and established itself as a leader in the health-conscious beverage industry.

Key Statistics
Olipop Annual Sales $200 million
Growth Rate of Marketing Team Over 200%
TikTok Views Generated Over 1.3 billion
Revenue Projection Over $200 million

Tracking Success and Key Metrics

As a data-driven brand, OLIPOP understands the importance of tracking key metrics to evaluate the success of their marketing strategies. By analyzing marketing metrics, retail partnerships, and influencer marketing efforts, OLIPOP can make informed decisions and drive growth.

OLIPOP leverages several key metrics to measure the effectiveness of their influencer campaigns and marketing initiatives. Engaging with health-conscious individuals, millennials, and Gen Z, OLIPOP focuses on tracking website traffic, engagement rates, and conversion rates. These metrics provide valuable insights into the brand’s online presence and consumer interactions.

Additionally, OLIPOP closely monitors the impact of their retail partnerships on brand performance. By analyzing sales velocity in major retail accounts, such as Whole Foods and Target, OLIPOP can gauge market growth and identify opportunities for expansion.

An essential marketing channel for OLIPOP is TikTok, where they have gained recognition as the “TikTok soda.” To evaluate the impact of their TikTok campaigns, OLIPOP analyzes metrics such as views, engagements, and cost per thousand impressions (CPM). With over 1.3 billion views on TikTok in the last 18 months at a $0.61 CPM, OLIPOP’s presence on the platform has been significant.

OLIPOP’s success on TikTok can be attributed to their creative approach, which involves integrating mascots or partnering with 1-3 creators. These personalities help build connections and trust with the audience, resulting in increased engagement and brand awareness.

The brand emphasizes the importance of investing in a creator community to leverage unique and entertaining ideas that resonate with their target audience. By collaborating with creators, OLIPOP can produce engaging content that drives authentic connections with consumers.

Furthermore, OLIPOP has seen success with simple product placements that seamlessly integrate their soda into everyday scenarios. For example, featuring OLIPOP in a conversation about dating while someone holds a can of OLIPOP has proven effective in capturing audience attention and creating brand association.

OLIPOP has also explored out-of-the-box marketing strategies, such as a team member wearing a life-size OLIPOP Cream Soda costume to a Denver Nuggets game. This unconventional approach generated significant visibility and engagement, further boosting brand awareness.

OLIPOP’s Key Metrics

Metric Description
Website Traffic The number of visitors to OLIPOP’s website, indicating brand visibility and online reach.
Engagement Rates Measures the level of interaction and audience engagement with OLIPOP’s marketing content.
Conversion Rates The percentage of website visitors who take a desired action, such as making a purchase or signing up for a newsletter.
Sales Velocity Analyzes the rate of sales growth and performance in OLIPOP’s retail partnerships.

By leveraging these key metrics, OLIPOP can make data-backed decisions to optimize their marketing strategies and achieve their revenue goals. With projected revenue surpassing $200 million for the current year, OLIPOP’s dedication to tracking success and key metrics has played a vital role in their impressive growth.


Olipop’s marketing strategy has proven to be a game-changer in the beverage industry, driving significant growth and positioning the brand as the fastest-growing refrigerated functional beverage brand in the U.S. With a gross revenue of $73.4 million in 2022 and a remarkable 223% increase in sales, Olipop has emerged as a powerful contender.

By focusing on influencer marketing and utilizing platforms like TikTok, Olipop has successfully increased brand awareness and customer engagement. Their innovative approach, combined with their commitment to offering healthier alternatives with only 2 to 5 grams of sugar per 12-ounce can, has set them apart from traditional soda brands like Coke and Pepsi.

Olipop’s strategic marketing initiatives further include extensive outdoor advertising campaigns, such as the recent one in Chicago, featuring 61 billboards and a mural by renowned artist Rahmaan Statik. Additionally, the brand joined forces with singer and investor Camila Cabello for a TV campaign, showcasing their multi-pronged approach to advertising.

As the prebiotic soda market continues to grow, with an estimated worth of $300 million in 2023 and projected compound annual growth rate (CAGR) of over 20% by 2028, Olipop is perfectly positioned for further success. With their unique flavors, emphasis on quality ingredients, and effective influencer marketing, they are poised to dominate the market and capture the attention of their target audience.


What is Olipop’s marketing strategy?

Olipop’s marketing strategy includes influencer partnerships, content creation, and targeted advertising campaigns to increase brand awareness and customer engagement.

How did Olipop expand their target market?

Olipop expanded their target market by repositioning themselves as a healthy soda for all and adapting their branding to appeal to a broader audience. They also focused on product sampling, retail partnerships, and leveraging influencer marketing.

Why did Olipop choose influencer marketing over traditional ads?

Olipop chose influencer marketing over traditional ads to stand out among DTC brands and connect with more people. They leveraged the power of social media stars to spread their message and build brand affinity.

How does Olipop measure the success of their influencer partnerships?

Olipop tracks engagement rates, reach, follower growth, sales velocity, and the impact on retail partnerships to evaluate the effectiveness of their influencer campaigns and marketing efforts.

How does Olipop use influencer partnerships to scale brand awareness?

Olipop collaborates with influencers to create content that showcases their products, integrates their brand naturally, and drives interest and sales. This strategy helps them reach new audiences and generate organic brand mentions.

What makes Olipop’s soda unique?

Olipop’s soda is made with a unique formula that includes oligosaccharides, prebiotics, plant fibers, and botanicals. It uses natural sweeteners and offers nostalgic flavors, appealing to health-conscious consumers and differentiating themselves in the market.

How did Olipop start and grow as a brand?

Olipop was founded in 2017 with a 0,000 investment. They faced the challenge of transitioning from brick-and-mortar stores to online sales during the pandemic. Their commitment to authenticity, creative content, and building a loyal following has contributed to their growth as a brand.

What is Olipop’s influencer marketing strategy?

Olipop’s influencer marketing strategy revolves around leveraging the power of creators on TikTok to build brand awareness and reach a wider audience. They focus on organic content creation, product placements, and affiliate partnerships.

How does Olipop track success and key metrics?

Olipop tracks marketing metrics such as engagement rates, reach, follower growth, sales velocity, and the impact on retail partnerships to measure the success of their influencer partnerships and marketing efforts.

What has been the impact of Olipop’s marketing strategy?

Olipop’s marketing strategy has resulted in increased brand awareness, customer engagement, and product differentiation. They have successfully expanded their target market, increased brand visibility, and established a unique brand presence.
About the author

Nina Sheridan is a seasoned author at Latterly.org, a blog renowned for its insightful exploration of the increasingly interconnected worlds of business, technology, and lifestyle. With a keen eye for the dynamic interplay between these sectors, Nina brings a wealth of knowledge and experience to her writing. Her expertise lies in dissecting complex topics and presenting them in an accessible, engaging manner that resonates with a diverse audience.