When Neha Kumar decided to make it her “year of yes,” she didn’t expect that philosophy would lead her to acquire seven wine companies in just 17 months. Yet, that’s exactly what happened as her willingness to embrace the unexpected transformed into a $200 million enterprise reshaping how Americans buy wine. As co-founder and chief operating officer (COO) of Full Glass Wine Co., Kumar has turned that initial leap of faith into a blueprint for disrupting the traditional wine industry, proving that sometimes the best business strategy is simply having the courage to say “yes” when others might hesitate.
From Finance to Wine: An Unconventional Path to Innovation
“The ‘year of yes’ was about saying ‘yes’ to opportunities that initially made me hesitate or felt outside my comfort zone,” Kumar explains, comparing the mindset to the decisive moment before skydiving. This philosophy might seem risky in the traditionally conservative wine industry, but Kumar’s background gave her the confidence to challenge conventions. With over 14 years of experience spanning investment banking, education, and startup leadership, she brought a fresh perspective to an industry ripe for disruption.
Before revolutionizing the wine industry, Kumar served as COO and chief financial officer (CFO) at Create & Cultivate where she honed her skills in scaling brands and managing rapid growth — ultimately leading the company to a successful private equity acquisition in 2020. This experience, combined with her role as a lecturer at the University of California, Los Angeles (UCLA) Anderson School of Management, where she’s taught for nine years, gave her a unique vantage point on business transformation and scale.
The decision to enter the wine industry wasn’t made lightly. Kumar recognized that while the wine industry has traditionally been fragmented and resistant to change, the direct-to-consumer (DTC) model offered unprecedented opportunities for innovation. “The DTC model creates space for deeper connections with consumers, personalization, and better use of data,” she notes. Under her leadership, Full Glass Wine Co. has focused on reimagining how wine brands engage with their audiences by leveraging technology to scale brands in innovative ways — particularly through subscription models and curated wine experiences tailored to individual preferences.
Building an Empire One Acquisition at a Time
Kumar’s approach to building Full Glass Wine Co. has been nothing short of revolutionary. The company’s portfolio now includes major brands like Winc, Wine Insider, Cameron Hughes, and Wine Access — each carefully selected for their unique strengths and market position. But, acquiring companies is just the beginning; the real challenge lies in integration while preserving what makes each brand special.
“Managing multiple established wine brands under one umbrella is a constant balancing act,” Kumar admits. Her strategy starts with respecting each brand’s heritage, customer base, and core values while identifying common threads that can create operational synergies. This approach has allowed Full Glass Wine Co. to maintain the distinct identity of each acquisition while leveraging shared resources in marketing, technology, and data analytics.
The integration process has taught Kumar valuable lessons about scaling in the wine industry. “It’s easy to get caught up in the excitement of acquiring a brand,” she reflects, “but the real work is in integrating it into your existing structure and ensuring you’re maintaining customer loyalty while improving operational processes.” Each acquisition has underscored the importance of operational efficiency in areas like logistics, regulatory compliance, and technology — all challenges that weren’t immediately apparent, but proved crucial to success.
Giving Back to Early Stage Entrepreneurs
Kumar’s influence extends far beyond the boardroom of Full Glass Wine Co. Drawing on her experience in both academia and business, she has become a powerful advocate for entrepreneurial education and women’s empowerment in business. Through the Women’s Abundance Collective, she teaches high-net-worth women the intricacies of investing and deal-making while sharing the insights gained from her extensive experience in banking and acquisitions.
Her advice to early stage entrepreneurs reflects both her practical wisdom and her teaching experience: “Get resourceful and strategic with the financial tools you already have at your fingertips,” she advises. “Many early stage entrepreneurs overlook how to truly leverage these tools to their advantage. It’s not just about understanding numbers; it’s about understanding what you’re doing and why.”
This commitment to education and mentorship has created a virtuous cycle, informing her own leadership style at Full Glass Wine Co. The company has developed a culture of learning and collaboration where innovation is encouraged and mistakes are viewed as opportunities for growth. This approach has proven particularly valuable in navigating the complex challenges of rapid expansion while maintaining operational excellence.
Shaping the Future of Wine Commerce
As Full Glass Wine Co. continues its rapid ascent, Kumar’s “year of yes” philosophy has evolved into a sustainable approach to business growth and innovation. “It’s about staying in motion, trusting the process, and knowing that the magic often happens when you say ‘yes’ and go for it,” she reflects. This mindset has become particularly valuable in mergers and acquisitions, which Kumar describes as “a game where you have to be ready to jump, trust your instincts, and sometimes recognize that holding back can be the most strategic move.”
Looking ahead, Kumar’s vision for Full Glass Wine Co. remains ambitious while grounded in practical innovation. The company continues to push boundaries in how wine brands engage with consumers, leveraging technology and data to create more personalized, accessible experiences. With her unique combination of financial acumen, operational expertise, and entrepreneurial vision, Kumar isn’t just building a company. She’s crafting a new paradigm for success in the wine industry.
As the wine industry evolves, Kumar’s willingness to say “yes” to opportunity — combined with her strategic approach to growth and innovation — positions Full Glass Wine Co. at the forefront of transformation. Her journey from finance executive to wine industry innovator demonstrates that sometimes the most powerful business strategy is simply having the courage to embrace new possibilities even when — or especially when — they lie outside our comfort zone.