Liquid Death’s Success: How a Canned Water Brand Disrupted the Beverage Industry

If you haven’t heard of Liquid Death, then quite frankly where have you been? It has been one of the most successful soft drink innovations of the past decade. Taking the idea of putting spring water in a can for a more sustainable approach to hydration. (stay with us, in the next 3min we'll quickly share with you how they did it)

Liquid Death has turned the bottled water market upside down with its edgy, energy drink-style branding and comedic marketing. The brand’s tagline, “Murder Your Thirst,” has resonated with millions, leading to explosive growth.
- In 2023, Liquid Death hit $263 million in retail sales
- expanded to 113,000 stores across the U.S. and U.K.
- achieving triple-digit growth for three consecutive years.
- With a social media following of 7.9 million across TikTok and Instagram
- it’s now the third most-followed beverage brand globally, behind Red Bull and Monster. (surely that has impressed you)

So, what’s the secret to their success?

1. Bold, Unconventional Branding
Liquid Death stands out by marketing spring water like an energy drink, positioning it as a cool, rebellious choice. The brand originally sold plain spring water in cans and has since expanded to low-sugar sparkling water and iced tea. This makes Liquid Death a healthier alternative to sugary sodas and beer, but it doesn’t shy away from using the edgy, high-energy marketing typically associated with junk food or alcohol.

2. A Story Worth Telling
Every successful brand has a memorable origin story. For Liquid Death, founder Mike Cessario was inspired after seeing a band drinking water from Monster cans. This sparked the idea to make water feel rebellious, and a test Facebook page quickly garnered 60,000 followers - proving there was demand for the concept. This story fueled investor interest and secured the brand’s early funding.

3. Outsider Advantage
Cessario’s lack of experience in the beverage industry worked in his favour. Not knowing the “rules” allowed him to think outside the box. By intentionally choosing the most unlikely name for a water brand - Liquid Death, he created something that large corporations like Coke and Pepsi would never do.

4. Entertainment-Driven Marketing
Liquid Death's success lies in its entertainment-first approach. The brand uses humour and parody to make its marketing shareable and memorable. With no initial budget for traditional advertising, it focused on viral content that consumers actively shared with friends, leading to massive organic growth.

5. Packaging as Media
Liquid Death’s unique packaging - a tall, dark can that resembles an energy drink, plays a crucial role in its marketing. At the Super Bowl, instead of spending millions on a commercial, the brand auctioned off its packaging as “advertising space” on eBay, generating attention and a $500,000 bid from Coinbase. This clever move reinforced the brand’s identity while saving costs.

6. Scaling Fast with Proof of Concept
Before launching, Liquid Death built a fanbase through social media, proving demand before producing a single can. When the product hit shelves, it sold out within a month. By moving quickly, the brand gained “escape velocity,” growing fast enough to avoid being copied by competitors.

Liquid Death has turned the bottled water industry on its head, proving that with the right branding, creativity, and execution, even a simple product like water can become a sensation. By blending entertainment with sustainability and capturing the curiosity of its audience, Liquid Death has become one of the most successful beverage brands in recent history. It’s a masterclass in how to build a brand that transcends its product and creates a cultural phenomenon.

Don’t be afraid to think outside the box when brainstorming for your brand. Sticking too closely to traditional or conservative approaches can cause your brand to lose its connection with your audience.