{"id":27832,"date":"2021-03-07T10:18:02","date_gmt":"2021-03-07T14:18:02","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=27832"},"modified":"2021-03-11T19:25:05","modified_gmt":"2021-03-11T23:25:05","slug":"theranos-walgreens","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/theranos-walgreens\/","title":{"rendered":"Theranos: Walgreens Deal Was Doomed From the Start"},"content":{"rendered":"\n<p>What was the Theranos Walgreens deal? How did this deal fail and what did it mean for Theranos?<\/p>\n\n\n\n<p>The Theranos Walgreens deal was a commitment by Theranos to provide Edison products to Walgreens locations. Despite not having the product, Theranos defrauded Walgreens, who eventually ended their agreement.  <\/p>\n\n\n\n<p>Read more about the Theranos Walgreens deal.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\">The Theranos Walgreens Deal<\/h2>\n\n\n\n<p><strong>Theranos had a vision people <em>wanted<\/em> to believe in <\/strong>&#8211; \u201cdetect diseases early so no one has to die unnecessarily.\u201d All types of stakeholders saw what they <em>wanted to see <\/em>in it, allowing large suspension of disbelief.<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Investors saw a huge financial opportunity. The medical testing market is huge &#8211; allowing patients to test at home, and using the resulting data to inform <a href=\"https:\/\/www.shortform.com\/blog\/informed-decision-making-in-healthcare\/\">medical decisions<\/a>, makes it even bigger.<\/li><li>Patients and their families saw better decisionmaking and less pain.<\/li><li>The public saw a thrilling female founder who could be the next Steve Jobs. They wanted to celebrate a brilliant female innovator in an age of female empowerment.<\/li><li>Partners like Walgreens and Safeway saw a way to compete against competitors like CVS, and to rejuvenate their financials. So they partnered with Theranos to roll out blood-testing clinics at their locations.<\/li><li>Senior mentors like George Schultz, General Mattis saw a granddaughter-like figure to mentor. So they lent their name to Theranos as advisors.<\/li><li>Anyone with equity (employees, investors, and advisory board included) had a huge <a href=\"https:\/\/www.shortform.com\/blog\/what-is-incentive-meaning-and-definition-economics\/\">incentive<\/a> to believe the company would work.<\/li><\/ul>\n\n\n\n<p><strong>Elizabeth Holmes practiced charismatic techniques to win over supporters.<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Elizabeth spoke sincerely and enthusiastically about the mission. It gave the impression that there was <em>no way <\/em>someone with this sincerity could be beguiling.<\/li><li>To the Walgreens CFO, Elizabeth gave a gift of an American flag \u201cflown over Afghanistan\u201d with a dedication to Walgreens written on it.<\/li><li>Many people repeated: \u201cshe had this intense way of looking at you while she spoke that made you believe in her and want to follow her.\u201d <a href=\"https:\/\/www.youtube.com\/watch?v=e9eBFKXkKk4\">Here\u2019s an example of Holmes speaking in a Theranos promotional video<\/a>.<\/li><li>She apparently affected her voice to be a strikingly low baritone, possibly convinced it would lead to better results in a male-dominated world.<\/li><\/ul>\n\n\n\n<p><strong>When scientific manipulation wasn\u2019t enough, Theranos actively deceived people and lied by omission<\/strong>, <strong>including in the Theranos Walgreens deals. <\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>To press and investors, Elizabeth embellished claims level of accuracy and number of assays that could be run on their proprietary machine.<ul><li>In truth, its accuracy was poor and it could run much fewer tests than claimed. They relied on third-party devices to run most of their assays, meaning Theranos was far less innovative than believed.<\/li><\/ul><\/li><li>Then, when regulators came to audit their operations, Theranos employees blocked investigators from accessing the room containing their new machines, misleading them into believing their third-party machines were the only ones operating. In fact, their faulty proprietary machines were inappropriately processing samples, when they weren\u2019t improved to do so.<\/li><li>Theranos was scheduled to run demonstrations for pharmaceutical company partners. When their devices didn\u2019t work live, they ran fake demonstrations instead.<\/li><li>Requests from a Walgreens employee to run validation tests on their machines were dismissed.&nbsp;<ul><li>The senior Walgreens management didn\u2019t push back, because once they were committed to building out Theranos facilities, they desperately needed Theranos to work.<\/li><\/ul><\/li><li>Revenue projections to investors were vastly embellished by &gt;5x.<\/li><li>Outsiders had the impression that Theranos was flying high &#8211; that in a military partnership, Theranos devices were in the back of Humvees; that Theranos had plenty of secure partnerships with big name firms; that Theranos was cash flow positive. Naturally, Theranos didn\u2019t care to correct them<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Ending the Walgreens Deal<\/strong><\/h2>\n\n\n\n<p><strong>Theranos overreached in ambition, causing them to require delivering at some point.<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>They promised too much to Walgreens and had to deliver. This prompted them to cheat.<ul><li>Why not wait until the miniLab was ready? Elizabeth Holmes: \u201cWhen I promise something to a customer, I deliver.\u201d<\/li><li>Thus, Theranos continued lying to the public, pretending it had a working device and giving real lab results in Walgreens centers, when really the results were flawed.<\/li><\/ul><\/li><li>Elizabeth wanted to achieve the vision of a small device that did everything (immunoassays, general chems, hematology, DNA). The form factor came before the underlying technology worked, and ultimately they couldn\u2019t design something that had a chance of working.<\/li><\/ul>\n\n\n\n<p><strong>Theranos stepped too far down the slippery slope of deception, until even their strong-arm tactics couldn\u2019t hold back a conscience.<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Embellishing results in prototyping phase was somewhat acceptable. Lying about real patient data, which affected clinical <a href=\"https:\/\/www.shortform.com\/blog\/integrative-decision-making\/\">decision making<\/a>, crossed the line for many employees.&nbsp;<ul><li>Many employees left; most stayed quiet due to fears of reprisal; some brave whistleblowers let conscience override fear, and they reported to regulators and reporters.<\/li><\/ul><\/li><li>Doctors were increasingly furious about incorrect lab reports leading to inappropriate patient treatment. They cooperated with the reporting.<\/li><\/ul>\n\n\n\n<p><strong>In the downfall of the <strong>Theranos<\/strong><\/strong> <strong>Walgreens deal, momentum and vicious cycles are as punishing as they are powerful on the way up.<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Once the evidence of Theranos\u2019s failure became clear, the <a href=\"https:\/\/www.shortform.com\/blog\/flywheel-effect-jim-collins\/\">flywheel effect<\/a> worked in the opposite direction. Walgreens dropped the Theranos Walgreens partnership; regulators fixated their attention on Theranos; the public lambasted her and the gullibility of Theranos\u2019s supporters; sources readily reached out to reporters to share useful information; investors sued Holmes for fraud.<\/li><\/ul>\n\n\n\n<p>When the Theranos Walgreens deal ended, the deception became clear. Theranos&#8217; days were numbered. <\/p>\n","protected":false},"excerpt":{"rendered":"<p>What was the Theranos Walgreens deal? How did this deal fail and what did it mean for Theranos? The Theranos Walgreens deal was a commitment by Theranos to provide Edison products to Walgreens locations. Despite not having the product, Theranos defrauded Walgreens, who eventually ended their agreement. Read more about the Theranos Walgreens deal.<\/p>\n","protected":false},"author":5,"featured_media":2762,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[45,16],"tags":[220],"class_list":["post-27832","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-health","tag-bad-blood","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Theranos: Walgreens Deal Was Doomed From the Start - Shortform Books<\/title>\n<meta name=\"description\" content=\"What was the Theranos Walgreens deal? Theranos planned to put their Edison product in Walgreens stores. 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